No Broke Months For Salespeople - Building a Resilient Real Estate Brand for Long-Term Success - Will Grimes

Episode Date: August 8, 2024

Will Grimes brings a remarkable background from nearly a decade of service in the Marine Corps and Special Operations, where he earned the esteemed "Guardian Angel Award" for his heroic actions in law enforcement. This experience has shaped his exceptional leadership and strategy skills.On stage, Will is more than just a speaker—he's a dynamic catalyst for transformation. His unique blend of intensity, candidness, and genuine storytelling engages audiences at major real estate conferences and intimate workshops, making each session impactful and memorable.As your expert brand and performance coach, Will equips you with the tools and insights needed to thrive in the evolving real estate and entrepreneurship landscape.Catch Will Grimes for exclusive insights on the No Broke Months Podcast.You can contact Will using these links:InstagramLinkedIn To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

Every week as we're coaching, there's going to be things that are different about your area and your state that are different about Denver, Colorado. And it's more so using our skill set to identify the differences and then mitigate those or combat those in order to still make sure we're getting successful conversion from the channel versus just thinking that whatever works for me will work for you. And if it's not working for you, it must be a you thing. And it's not true, man. Real coaching, real influence. You it's not true, man. Real coaching, real influence. You got to understand everything is different. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling,

but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is No Broke Months. Will Grimes brings a remarkable background from nearly a decade of service in the Marine Corps and Special Operations, where he earned the esteemed Guardian Angel Award for his heroic actions in law enforcement. This experience has shaped his exceptional leadership and strategy skills. On stage, Will is more than just a speaker, he's a dynamic catalyst for transformation. His unique blend of intensity, candidness,

and genuine storytelling engages audiences at major real estate conferences and intimate workshops, making each session impactful and memorable. As your expert brand and performance coach, Will equips you with the tools and insights needed to thrive in the evolving real estate and entrepreneurship landscape. Catch Will Grimes for exclusive insights on the No Broke Months podcast. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. Today, I am joined with William Grimes. And William and I are going to talk to us about how to build a resilient real estate brand so that you have long-term success. Will has decades of service in the Marine Corps, special operations, and law enforcement.

He's just like a designated badass, I would say. And, you know, he's a speaker, a coach, a real estate agent, and just a wealth of knowledge. Will, welcome. First of all, man, I appreciate you having me on. Secondly, you're the first person to call me William since my mom or since my wife was pissed off. So it's nice hearing my name. Your wife called me earlier today. She's like, call him now. Typically when I hear that, I'm in trouble,

but it doesn't sound like I'm in trouble. But no, man, I'm excited to be on. I love, we've done a lot of podcasts. I love the ones that are specific to realtors and just in there doing their craft, trying to get better. That's where I think I thrive. Awesome, man. Awesome.

So tell me a little bit about you. What's your background? Yep. I mean, you heard it a little bit of pro baseball. Then, you know, I had a buddy pass away in the Marine Corps. So I left pro baseball and decided to go to the Marine Corps and was a part of the infantry for a long time and did a couple of years attached to special operations. Went from that to mercenary work to police work, was a Medal of Honor recipient there. They call it the Guardian Angel Award. Got that as a police officer. And from there, I helped a startup fitness company that my buddy owned. We grew 14 locations in two years. And my wife, of all people, I think I was kind of

complaining one day of just working a lot. And she's like, hey, you ever think if you work 16 hours a day for yourself, you know, what that would look like. And I, I said, no, I said, no, I've always just kind of been in a system, whether it be military or my buddy's fitness company, I've always done well within a framework. I've just never made my own. And she's like, yeah, you should consider it. And I had a buddy in real estate. She thought he'd great real estate. And, um, long story short, I decided to cool. I'm going to carve a path. So I, I got my real estate license and, um, I decided to, cool, I'm going to carve a path. So I got my real estate license and I decided to dive into real estate. When was that? Six years ago.

And so you've gone on a journey over this past six years. And what's your journey been? Well, when I started, I was making good money at this fitness company, but I wasn't good with money. I was spending every dime. And I I quickly went broke man um this is before my wife and I were obviously like married and in the same home and I went I remember I left and I had maybe eight grand to my name man maybe but that went straight to an apartment bill two cars and this wedding I had to go to in San Diego for her and her friends and I had no, man. And I realized that. And so shortly after that, filed a chapter seven and I'm sleeping in my buddy's mom's pantry, her old Y2K pantry. Remember the real, the first pandemic, the original pandemic Y2K.

You remember that? You're living in the, in the pantry. Yeah. She had a Y2K pantry in her basement with distilled water, canned goods, and Fig Newton's dude. Yeah. Did it have like a little, did it have like a little, like a, like a tube to the top to bring you fresh air? Nothing man. No. And it shouldn't because I don't want to stay there long. So it shouldn't, but we, we threw a little twin mattress on the floor. That's where I slept, man. And if you go to my Instagram, Will underscore Grimes, and you scroll all the way to the bottom, you'll see me driving lift at night. And I was just driving lift at night to make a buck and make some gas money. In the mornings, I'd wake up, I'd go to the gym and get my mind right. I'd study for my license

all day. After I was done doing that, I'd go drive some lifts. You know, that go back to that pension. I just needed a place to lay my head. She didn't have a very big house, you know, but that's all I needed. And like, not the funnest place to be, but dude, you go through the Marine Corps, you go through certain things in life. And it's like, Hey man, I need a reset. And a lot of agents, it's, they always think they got to make more money or whatever. Maybe you're people getting into real estate. And it's like, Hey man, what are you willing to give up? Cause I was broke dude. And I needed that reset, but I was willing to give up everything. So it was cool to sleep in a pantry. It was cool to have nothing. It was like all good. Cause I just needed to rest my head at night, get my license.

Long story short, man, I did 34 deals. My first deal while co-owning a team that was in the top 1% worldwide. Second year we hit top 0.5%. You know, this year right now, year to date, we are at, just to be accurate here. So I went from 34 deals my first year and running our team to now we've got a network of agents and we are at, let's see here. Of course, when I want to show it to you, like it takes a second to load, right? Here we go. So we are at let's see here of course what i want to show it to you like it takes a second to load right here we go so we are at 450 transactions 328 on the buy side 128 on the seller 234 million in volume 5.865 year-to-date gci so that's where we're at halfway through the year with our network of agents so far so i mean it went from a fast start as an individual agent and a practitioner,

but very quickly, man, as I started to just get great at the craft of the job and where my people skills came in and managing people's emotions and just understanding the process of real estate, other skill sets from prior professions started to kick in, especially that leadership side on how to structure and how to scale. So very quickly, man, it became bigger than me. And it became how can we start structuring, creating teams and not so much being focused on my individual success, but how can I take what's working for me and how can I scale that to more agents and help them win? And their wins are also financially my wins because of how real estate is structured and you know now we're at a couple hundred agents and we're and we're doing pretty well good for you so what's been your biggest mistake along the journey i don't think i've had one man what's been your biggest learning opportunity along the journey

learning opportunity because it wasn't a mistake, we just grew past it, the franchise model, and just having one team in one location in one portion of a state, right, like I'm in Colorado, so hey, if you're on my team at such and such brokerage, it's, they got to be in that office, in that part of town, on your team, or there's no credit, and it really pigeonholes you for the growth that you can have. And now we're in a model where like, Hey man, we can be all over the world, all over the country. And what I like about that is it takes less from the agent, but it allows me to coach and influence more agents. And so I think it was that, but I think, you know, ultimately, man, you kind of have to go through

some growing pains to find that next opportunity. So probably not mistake, but definitely like one of the biggest learning piece was just, I had to think bigger. I'll even though I was crushing deals and, you know, it's like, I was still thinking my area of Colorado and it's like, Hey man, you got it. And I kept hearing from guys that were good buddies of mine that are 11, $12 million a year in their own, you know, their own income. And they're like, Hey man, you gotta think bigger. Like, I hate when people say that. Cause you're like, yeah, man, I keep hearing that. But like, what the, what the heck does that even mean? Give me an example. But like, once I started learning some of that, it was like, Oh, I got it. There's just a better way to do it when it comes to coaching and having influence

nationally, how well that, that, that pays itself forward and how many more people you can affect. So how do you do that? I mean, how do you get that? How do you get that influence to the marketplace? How do people get to get to know you? How do you make an impact? A lot of it's been through social media, man, you know, and like through our podcast. So we have a podcast called day $1 zero. And I think last year we just hit over a million downloads. And I teach a lot of Instagram. I tell everybody my Instagram didn't grow my Instagram. Podcasting grew my Instagram. I was on his podcast. A lot of that comes from my background and just how special operations correlates to the business world. And hey, what part of that helps you become successful in business and all good stuff. But the bottom line was it was just

content at scale. And it was just, man, just podcast after podcast after podcast. And after being on Andy's, it was like, hey, who does Andy know that I can be on? And what relationship can I gain from that as I give value to those guys and so on and so forth. And that led me to rich summers. It's led me to Ryan Pineda. I spoke for Ryan Pineda at wealth con, and it's just stacking those relationships. But the point is all the content that's coming from those meetings and from those podcasts that then gets shared onto social media, man, you're just starting to overlap a ton

on audience. And if you're authentic and understanding, know what you're speaking about, people tend to follow you. And I've just been honed in on real estate. I feel like that's what I do well. That's what I help people with. And I don't talk about shit. I don't know, man, that's where it gets vulnerable. And people, you know, it's like, Hey man, I'm good at this. Here's what works for me. But dude, I think people appreciate that, right? Like in a a in a world where everyone is trying to out stoic each other and out morning routine each other and out think and talk each other it's like dude i think people appreciate just a whole hey man here's what works for me and fundamentally here's how it lays out if you'd like to try it great because here's how fundamentally it probably will work for you but i think people just like a

little bit more authenticity a little bit more you know a little bit more, you know, yeah, man, I still watch South Park when I got some downtime. I'm not, you know what I mean? Like as much as I'm dialed in and focused, yeah, dude, South Park is still hilarious. And I'm still going to enjoy some of that. And there's a human element to all this that I think people appreciate. Yeah. I think it's about like, just, you talk about like being authentic. And then also, you know, like as a leader, I think a great leader says, I don't know, like, let's figure it out together, or I'll figure it out, or you figure it out, or whatever the case may be. But they don't believe, you know, they don't pretend to, you know, give you an answer that just, you know, they may not always be right, but they always believe, you know, that are confident that they're giving you good information and, and, um, you know, and, and believe they're giving you good information. Like, I mean, I know that's what I do, but if somebody comes to me and asks me a question, I don't know the answer to it. I don't know. I don't need to. But even when you do

know, even when you do know, knowing that just because it worked for me, it doesn't necessarily mean it's going to work for you. Like, for example, right, we've got a pretty large YouTube channel. We did 140 transactions last year just from YouTube. Our YouTube channel, people calling, texting, emailing us, wanting to work with us. It's called Living in Denver. We've got a huge influx of clients that come through that. We're really good at it, right? We're one of the original channels, and we're still one of the top producing channels there's about three channels myself and two others that produce over a million

a year in commissions right excuse me for interrupting my own show you are freaking amazing and because you're amazing i going to ask for a quick favor. It'll just take you 30 seconds for you to leave a favorable five-star rating or review on your favorite platform. Then what I'll do is I'll enter you into a raffle where we can meet 45 minutes for a free coaching session. And I'll also give you a copy of the book, Real Estate Evolution,

which is the 10-step guide to CPI, consistent and predictable income. Oh, by the way, I'm the author of that book. So if you 10-step guide to CPI, consistent and predictable income. Oh, by the way, I'm the author of that book. So if you'd like for me to coach you, give you some nuggets and help you in your business, go ahead and leave a review and you can enter into the monthly raffle to win. When we help other people create their channel, there's a, there's a foundation of just how we go about it, but there's still these nuances we have to look for, man, because whatever state you're in content and what people appreciate is going to be a little bit different, right?

So if I would have just thought I had it figured out and I just handled my course, yeah, cool. You're good. And then it's not working for them. Well, dude, it works for me. Here's my course. You must not be doing something in my course. No, it's not necessarily that, but the coaching comes into play because it's like, here's my course for free. By the way, every week as we're coaching, there's going to be things that are different about your area and your state that are different about Denver, Colorado. And it's more so using our skillset to identify the differences and then mitigate those or combat those in order to still make sure we're getting successful conversion from the channel versus just thinking

that whatever works for me will work for you. And if it's not working for you, it must be a you thing. And it's not true, man, real coaching, real influence. You got to understand everything is different for everyone, right? Even down to the way you deliver a message is different than how I deliver it and if you're not involved with your agents and really understanding how they have to build their personal brand and really paying attention to what works you know like you're vulnerable as if you're full of shit I say it's um I say that it's when I'm coaching agents and when I'm uh youinding with agents, whatever the case may be, I say there's now I think the gurus are just wrong when they say, even if even if I sat there and say, here's the way to get business, do YouTube. Does that work for Will and Eli? Yes. Right. But does that mean that that's the right way for Bob? Maybe it works. We can show that it works. Right. But maybe Bob should be calling expired listings or maybe Bob should be whatever.

Right. You know, I mean, there's a million different ways that you could get business. And it's about discovering what works for you. And then that also includes your environment, your culture, meaning like, you know, Northern Virginia, where I'm at is know, Colorado where Will's at, right? Would you agree with that? Dude, not only 100%, and more importantly, it's like, for example, can I get YouTube to work for you? 100%. Sure. But if you don't, if you're not into YouTube and that's not your thing, no. And it's more so just people understanding, like with my kids. With my son, he's five, right? My oldest son, he's five.

And he's like, Dad, I don't want to eat broccoli. No problem. But what are you going to eat? Cause you're going to eat some green shit. So when someone's like, well, I just don't want to do YouTube. No problem. But what you got to do something. And like, man, you know, this real estate and building business is hard enough. If you don't want to do it, let's not even force it and try it. Cause it's hard enough, even when you do want to do it. So really identifying skill sets of realtors and where their strengths can be contributed to, whether it's on video and through social or something more personal with their neighbors, just identifying their skill sets, figuring out their ambition and what they enjoy doing with people, and then identifying what we could be doing based off of your skill sets and your interests and then maximizing that and believe it or not brother as they get more confident there and as we do more there they end up creating some content out of it anyway which is okay but it's just more so getting people into their element where they feel like they're excelling and they're enjoying it well now they're a lot more open to doing the uncomfortable side because they're

having some success where they are comfortable and And, but again, man, it just falls down to like real leadership and how you develop agents. I love it. And so what would you say, one thing you've done in your real estate sales business, not, not in your leadership and not in the network that you lead, but you personally in real estate sales business, what's the one thing you say? This is the thing that if I was to start over tomorrow, I would do on day one, because I like, I know this is, this is something that's going to myself, my community, my business, what would that be? Community. Yeah. Like I got, I got really well known in my community, for example, like, you know, so before YouTube, before we were this big deal and all these deals I'm showing today, by the way, I'm not saying that to impress everybody. I'm saying to impress upon the point of what's possible in six years, if you're evolving right but let's go back to the beginning when I was broke.

When I'm at my daughter's school every day picking my daughter up from school why don't I know those parents that are all hanging out, waiting for their kids, and it's like, yeah, well, I know him, but I don't want to tell him I'm a realtor and throw that down their throat. You don't. But if I'm seeing you every day, I'm going to know what your Instagram and what your Facebook is. And hey, man, your kids, hey, dad, your kids and my son's class, man, I'd love to follow you. You know, like we should get together sometime, grab some lunch as parents. And I was getting people around me in what I would call like my sphere of influence, right? My immediate area, people from the gym, people from my daughter's school, people from church, people from the coffee shop. I was having engaging conversations with them. I expressed where I was interested in with them and I would just share and I would follow back on their social. Now that they're following my social and I'm following them back when they

saw my real estate content on my social media, I didn't have to shove it down their throat at church. They already knew I'm a realtor. So the whole thing was like, I was taking people that I knew in real life and I was getting them onto my social and people that I knew on social that would like my stuff or comment. I would comment back. I'd send them a DM and I'd thank them for their support. And I'd ask them to coffee. So I would take a digital relationship and I'd turn it into real life. People that I knew in real life, I would get in. Cause believe it or not, brother, out of the 34 deals I did my first year, a lot of people thought, well, dude, you were a cop.

People knew you from this fitness company. You probably had a lot of people give you business. No, like they all knew me and they knew I was new. They weren't giving me. And they knew you as a cop too. They you as a different identity yeah so they were supportive but they weren't giving me deals all my deals were coming from where people knew me but didn't know what I did for a profession so once I started having engaging conversations with people at the gym and at my daughter's school we were following each other on social they started

seeing my real estate content it converted to to a conversation, which then converted. Dude, I did seven deals just from the gym. And you know how that works? When people ask you how your day's going, tell them. Instead of like the typical gym talk, right? When you, hey man, how you doing? Living the dream. How about you? Oh, I'm just trying to get buff like you, bro. No, bro. I'm just trying to get buff like you. Cut the bullshit'm just trying to get buff like you cut the bullshit if somebody's asking about your day tell them and then ask them about their day and here's what's cool about your your kid's school and kid functions and kid sports and the gym and church you see them four times a week minimum sure yeah dude when your real estate question pops up and you remember i'm

a realtor or you see my content on social because we follow each other. Yeah. Yeah. You're going to you're going to ask me because I'm seeing you so consistently. I don't have to try to shove it down your throat or even when you have a question, I don't have to bombard you to try to get you to sign something because, dude, I'm going to see you tomorrow. It's all good. And like it's that whole know, like and trust element when people know I can trust you and they can feel like you care about them dude they're not going anywhere they're not hiring somebody off of zillow that's a stranger when they've been seeing you at kiddo school for six months they've talked to you what talk to us about so you're talking you know that's your real life uh presence talk to us about your digital presence like how what are you posting online what are you communicating how often you communicate walk us through that.

Yeah, a lot of it is YouTube, right? It's our Living in Denver channel. We do that every week. We're on there. There's titles specific to what people search. Google owns YouTube. A lot of folks know that now, right? So when people are searching top neighborhoods to live in Denver, what it's like to live

in Denver, best places to live in Denver, best school districts. We just start creating titles and content based around what people are searching. There's no guesswork. We just do a lot of work on the study side. And then we understand call to actions and how to create content on social media, man. Like I'm at a couple hundred thousand followers now within, you know, on Instagram and because of my unique background, my, my Instagram, it's just me, man. It's just a, it's just a public journal. Okay. I like that. Whether it's clients, you know, or a lot of it's just agents fan,

like because I've spoken at a national level for some big events, a lot of agents follow me. I like when people just get me, not just me, the YouTuber, me, the realtor, me. It's like, I just love the fact that my instagram is a public journal and what's on my mind and in my heart i get to speak it i think people appreciate the authenticity i also think it just doesn't pigeonhole me i've got buddies that are on instagram and every time they're posting it's about a youtube and it's like i feel like they're pigeonholing themselves to like well if they don't want to do youtube i guess they're not going to join your

brokerage or your team because that's all you are i also just, if they don't want to do YouTube, I guess they're not going to join your brokerage or your team. Cause that's all you are. I also just think like people don't get to know you as much, you know, I appreciate just being able to be authentic, but because we're so big on YouTube and within our social networks in person, in the areas that we farm, I don't have to try to grab transactions from, uh, from my Instagram. How many, uh, so YouTube is, is like a real fundamental, you know, part of your business and part of your social identity. So you're doing it a weekly, how often you're posting, how long is the content and what is the content? Yep. So it's all criteria based off of what it like, what it, what it looks like to live in and around Denver. Okay. We posted twice a week for the first couple of years

until we broke 10,000 followers, subscribers. By the way, just so you guys have context, if you have 10,000 subscribers on a channel that's hyper-focused on living in a specific area, that's a lot. You don't need 100,000 followers to make money. Yeah. All of these people are subscribing and following,

are people that are interested in living in Denver, right. Or hypothetically, wherever you guys are at, we started at two videos a week just to ramp up and get it going. And once we kind of had that land grab, now we do one a week, but it's just a more in-depth dynamic video. If that makes sense. As far as like how long you make them, we don't give it a time frame some are 30 minutes some are 45 some are 15 people have to understand that people are going to youtube

to learn something or to enjoy content they're searching when you're on instagram and i'm on i'm on the pooper i'm doing this yeah i'm watching for a long time i'm doing this right okay scrolling up yeah when you're intentionally going to YouTube and you're searching something or you're going to Google, and you're searching something you're paying attention. And for those people that doubt that like no man people are just on YouTube for shorts. That's not true. It's still like 70% of our content is all is all literally consumed from a television. That means people are logging in, going to YouTube on the TV and watching our Living in Denver content because they're getting ready to move

and they want to sit down and they want to listen to it and watch it. We also get a ton of folks that say they binge watch our content. Are you doing shorts and reels? No, not at all. No shorts, all information-based, all everything people need to know

when it comes to living in or about denver i'm not a comedian i'm not fucking dancing and and juggling i'm a realtor bro i'm a realtor i'm here if i happen to be entertaining cool but i'm here to educate you on everything you need to know when it comes to living in denver You already know 87% of all real estate agents fail in this business. And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution, The 10-Step Guide to CPI, Consistent and Predictable Income

for Real Estate Agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. Thanks. That's, I mean, that's simple and direct and clear. Correct. And I think there's value in the clarity on that, where it's just like, I'm not getting distracted. This is who I am. This is what I do, or at least what the channel is.

It's not who you are. It's a part of who you are. I appreciate it. Well, look, man, people can watch and never call. Like, everything is attraction-based for us, right? Like, I'm not cold calling anybody. is it's not who you are as a part of it well look man people can watch and never call like it's everything is attraction based for us right like i'm not cold calling anybody our number pops up we have a call to action people decide to call text message or email us from the information on the videos that they're watching on youtube they're choosing to reach out to us by the way could you imagine a client so awesome that just decides to work with you not a blind date from a

lead source you've never had a blind date from a lead source. You've never had a bad client from YouTube, man. Cause they're watching your content saying, Hey, look at, and they're watching your video. They get a, they get a seat. Look, look at me, man. I look like you owe me money. Okay. I don't look like a realtor, man. But when people get to have some video, you don't look like you don't look like I owe you money. You look like the guy that works for the guy that i owe money to that's coming to collect the money even worse right like but that's

the whole thing but when i'm on video on youtube and and i get to talk about school districts and people find out that i'm a father and they find out that i'm a husband and i get to be lighthearted and i get to be funny i get to be myself on video dude i'm just a big teddy bear but people when they watch your videos, they get the chance to know, like, and trust you, dude. And when they have that opportunity, they're just like, man, those are just my people. And dude, we've had hundreds and hundreds of clients from YouTube. And they'll tell you like, oh, you guys are exactly who you are in video. And yeah, we saw these other channels, but you guys just seem like you're just our kind of people.

And that's cool. And that's the power of video. So when it comes down to, are we farming? Are we throwing out some Facebook ads? Correct. Everything works at scale if you do it well enough. The one thing that builds a great culture and great repeat business and referral business are people that get to build a relationship with you.

And if they can start through video and they get to feel like they know you and they like you and they can feel your intent. You're just giving content away for free at scale and they get to watch it as much as they want and they get to choose to reach out to you on their terms. It's such a comfortable environment for the consumer. It's amazing. And by the way, we've had our channel for three years. What do people do every three to five years? They move. So now that way to this like everybody wants listings well dude we're three and a half four years into our channel we're

getting a lot of listings naturally because people are getting ready to start moving guess who they're calling well how long did it how long did it take you to get traction with it we made 800 grand our first year and that's two uh that's basically two postings a a week yep and so 800 grand like how many how many transactions is that i'd have to look it up our gci was eight was 812 000 all right so maybe was that maybe 100 transactions maybe i mean in our like right now our average price point is 975 i mean we, we're, we do a ton. Okay. Yeah. Yeah. So, I mean, we're doing, we're doing a ton of transactions on there. Like I pay attention to GCI a lot.

I'd have to pull it back. All I know is we made 812,000 our first year in GCI because I've done a speaking presentation on it. Sure. I have to look for transactions, but every year from then on, man, we've made over seven figures from YouTube and people calling, texting and emailing and us being us being their realtor. And I love it. And so you're over how many subscribers are you now? You're over 10,000. So we're over 10,000. Yep. 10,000 exchange. Yep. So what was like the growth of that? Like, like was it a slow growth and then fast like a hockey stick or was it like a more like a, I guess a right angle. Yeah. Like an airplane. It just,

it started to take off and it's been consistent ever since. Yeah. Okay. Are you still growing now? Is the channel still growing or, or is it? Yeah. It's still growing. Think about it, man. like there's ebb and flows to people like moving in and out of the state correct sure yeah like texas and florida like we coach some guys that are 15 000 subscribers and you know like yeah we've got some guys in florida they're over 20 000 subscribers but they do less business than us and it's like how well florida is a tourist state so you're gonna get a lot of tourists subscribing to your channel because of the search criteria, but they're not necessarily moving there. So you're going to have a lot of that. So you can't base your success just off of subscribers alone. You got to base it off of your conversion and your GCI and things like that. But they're also doing really well because a lot of people these past two years were moving to Texas and Florida. And cool. When does it come back to Colorado? I think it's already starting to come back. And then as elections pass these next couple of months and things settle down

and people kind of go back to where they want, I bet all States start to pick back up as rates come down and people have more flexibility. So there's just like, there's an ebb and flow in real estate. It's almost a mirror effect of what we're seeing in real estate, just in general. And then comparing that to like our pattern with our own inflex in in real in on our youtube channel what's uh like we can look up at like everybody that's moved here from youtube we can track where it's state they're watching from how long they watch like we can see where a lot of our our interest is coming from and then we

can create target marketing in those States for buyers. So how much of it, how much, how much of it is it outside your state and how much of the local, like about 85% of it's out of state coming into Colorado, by the way, that's every state we've got buddies that we help in Idaho. We've got channels we help in Iowa. Everybody has people moving to their state and here's what's cool. Remember that game hungry, hungry hippos. Sure, man. Okay. That's realtors to their state and here's what's cool. Remember that game hungry, hungry hippos.

Sure, man. Okay. That's realtors in their state. All the realtors are looking into their state, trying to grab all the marbles that are already in the state, right? That's real estate. If one of them would just turn around and create content for all the marbles that are out of the state coming in, you'd be surprised how much business you get.

We had a guy in Florida. He was new to real estate, new to Florida and new to YouTube. Okay. Right. He was six months licensed, had just moved to real to Florida after the pandemic and was new to YouTube, made over 400 grand his first year. How many new agents can do that many deals because everyone knows you're new in that state or you don't even know anybody in that state they're all using the veteran realtors yeah when he was on youtube no one knows he's a new realtor no one cares they appreciated his content and all these people moving to florida by all these agents were just trying to grab everyone already in florida he was grabbing everybody coming to florida i love it man i love it what's, what's a normal day look like for you?

Oh, shit. Do you have a normal day? Yeah. I mean, do you, are you recording? This is video, right? Yeah. Cool. So here's, here's my, here's my calendar. So we're on our podcast right now. All right. Neither of my weeks, man. Looks like my calendar. Yep. And what am I getting out here? Again, not to impress, to impress upon the point of, hey, how organized can you be? Do you start your day when you say you're going to start your day?

Do you finish it when you say you're going to finish it? If you're going to do something for an hour, is it actually an hour? Are you giving it way too much time? I'm telling you right now, whatever meetings agents go on that are hour-long meetings, that's just us being complacent and every meeting is an hour. Any hour-long meeting you have right now, cut it to 30 minutes. You'll save yourself a lot of time. But what I do, brother, on how I actually set my calendar up is I do what's called lanes of focus, and I allocate that to my calendar.

So my first layer of my calendar is my non-negotiables. So my workouts and date night with wife and whatever I'm doing with my kids. I put that on my calendar is my non-negotiables. So my workouts and date night with wife and whatever I'm doing with my kids. I put that on my calendar first. Cool. And then there's still going to be some white space, correct? Cool. My to-dos that week, inspections, closings, showings, whatever's here this week and gone the next, I put those in next. And then I still have some white space, correct? Yep. All that white space that's left over, I call that like self-initiating task time. So when I go to my lanes of focus, one is personal production, right? With our company, Mile High Property Brothers,

another is podcasts, another is events because we throw events, and another lane is coaching. Those are my lanes of focus. So when I look at all that open space, I take the most important lane and the top two most important tasks from the most important lane. And I give it time on my calendar. Then I go to the next lane. I grab the top two tasks from that and I put that on my calendar. So I've got a layer of non-negotiable, regular in the business to do's. And then I've got on the business lanes of focus for growth that goes in and it works better for me than just a checklist. You're going to over index on the shit you like doing. You're not going to build a business. And again, you're top heavy, you're

over indexed, right? With just the things that you choose you like to do. When I do it the way that I'm doing it and I'm grading my lanes of what's most important right now and then what tasks are most important, I'm putting my time and myself into the time that's most effective with growing the business, not just the things that I like to do that feel good, that feel productive, but they aren't pushing the needle. I love it, man. How can someone get in touch with you, Will? Will underscore Grimes, G-R-I-M-E-S on Instagram. I love interacting with agents on Instagram. If you throw me a follow and then a message, I'll see it in my DMs.

There's not a person I don't respond back. So whether it's our YouTube courses, whether it's coaching questions, whether it's any free stuff that we have online, whether it's just some questions that you got that I can help with, I freaking dare you to throw me a DM because I will respond and I'll help you.

It's abundance, man. I'm happy to lead. Obviously, we want to continue to grow our network of agents. So I'm happy to partner up. But more importantly, just throw that message. So whatever you're doing, I can see if I can't help out and get you pointing the right direction. Will, thank you for your time today. I appreciate it.

You're freaking amazing. And I look forward to getting to know you better. Real estate agents, consumers, everyone that's listening, listeners, thank you so much for listening today. Have the best day of your life. Be grateful. Make a choice to go help somebody. And check out Will on Instagram, Will underscore Grimes. God bless you. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing.

This is Mitch Steven. You know, I had the pleasure of meeting and interviewing Dan Rochon. Dan is a top team leader in the DC area with Keller Williams and he breaks down his journey. He's somebody that struggled for the first six months like so many real estate agents do and then something clicked. He helped me tremendously, specifically with creating systems in place. It's very important to have a process in place that works not just for you but for also the client.