No Broke Months For Salespeople - Building System for Your Real Estate Business

Episode Date: January 4, 2024

Shelby Johnson is the CEO of the Five Pillars. Five Pillars' is a movement for Agents to build real businesses and real wealth alongside their peers. She also has years of experience flipping, wholesaling, and acquiring rentals. She founded “Pints & Properties,” a nationwide Real Estate Investor Community.Shelby served in the Army for 6 years and became a Captain at the beginning of 2018 to dive into Real Estate full time as both a broker & investor. She was recognized as the Keller Williams Rookie of the Year, closing 48 transactions.  In this episode, Shelby will discuss building a system for your real estate business. 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

What I was going to talk about today is like keeping it as simple as possible. And so in regard to systems building, it's doing the process, documenting it, automating it, and then leveraging it. Because at the end of the day, a system is just a consistent way that you do things in a manner that will generate the predictable result that you're looking for. 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. Shelby Johnson is the CEO of the Five Pillars. Five Pillars is a movement for agents to build real businesses and real wealth alongside their peers. She also has years of experience flipping, wholesaling, and acquiring rentals. She founded Pines Properties, a nationwide real estate investor community. Shelby served in the Army for six years and became a captain at the beginning of 2018 to dive into real estate full-time as both a broker investor. She was recognized as the Keller Williams Rookie of the Year, closing 48 transactions. In this episode, Shelby will discuss building a system for

your real estate business. 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. Welcome, Shelby. How are you? Thank you. I am great. I'm so excited to be here. I'm pretty highly caffeinated, so I'm ready to go. Okay. We're going to limit you to two Red Bulls during this next 35 minutes or so. Okay. Gotcha. I'll just chug them. So I know that you've been a real estate agent for about three and a half years or so. Is that right? Coming up on six. Coming up on six. Okay. We've been in it.

We're salty, crusty, been around the block and back again. So salty, crusty, been around the block and back again. Yeah. That's what happens. I love it. I love it. And so you've had a lot of success in real estate sales. I know you were Rookie of the Year and I know that you did more than 1.3 million of GCI with 570 transactions within your first few years. Been around the block. And what have you learned? What can you share with us today? What have I learned? Oh my gosh. That is such a big question. Dan, how could you do that to me? Well, what I've learned is that less is more. That is definitely something that I've taken away from my experience.

I know in the beginning, when you don't know what you don't know, you try to do so much. And I feel like that falls within each one of like the pillars of business, if you would. So like within marketing, a lot of people for their marketing strategy are like, oh, I'm going to do calls and I'm going to door knock and I'm going to do open houses and I'm going to post on social media and I'm going to start a YouTube channel and I'm going to do events. And the thing is, if you're trying to do everything, you're doing nothing well. And in the beginning, you know, it is good to go out and get

a bunch of experience in different areas and kind of like assess what you like and what you don't like. But once you find something which spoiler alert, like everything works, it's just doing it, putting the blinders on, staying consistent and doing it long enough to reap the rewards of your efforts. Yeah, it could be somewhat boring, actually, once you, I mean, if you really are going to master, if you're really going to focus on what is my superpower, what's, what's the way that I'm going to find business, for example, and you, you know, triple quadruple down on it, then it's just literally just doing it, doing it, doing it, doing it. And what I find is, I don't know if you agree with this, is that we start

with this optimism of, okay, I'm going to do YouTube ads or YouTube videos. And then I start, and then I find out it's a whole hell of a lot harder than what I ever expected. And so then I get that pessimism. So I started with that optimism, that's not earned. And then I get to that pessimism. And then guess what? Oh, wait a second. Facebook ads. Oh, let me go do that.

And so now I've got a renewed optimism and that's the cycle that continues. Yet, if you figure out what you want to do and you just hammer it, hammer it, hammer it, hammer it, you will have success. Totally agree. And I hear, you know, I hear it consistently all the time from people who are just starting. They're like, oh, I did calls today. And you know, I'm just not good at that. Like that is not for me. And I'm like, okay, well, if you, if you, today was the first day you were playing a violin, you know, the first day you picked it up, would you expect to be good

right away? The same thing goes with all these conversations in whichever outlet you are doing them. And it's not until you have so many reps that you become the machine and you truly like embody the, what you're learning that you can become the expert. And then you enjoy it because you're like, I'm good at this. I'm good at this girl. Yeah. Let's talk about building systems for your real estate business. What systems do you need to for a business for real estate business? Oh my gosh. So what I was going to talk about today was less of like, so when people hear systems, they generally, first of all, get like scared and they're like, Oh, I know I need that. I don't really know what that means. Is that like tech? Like, do I need to pay for something? And so like what I was going to talk

about today is like keeping it as simple as possible. So I was in the army for six years and there's this thing called KISS. And I don't know if it's out to the army too, but it's keep it simple, stupid. And so in regard to systems building, it's doing the process, documenting it, automating it, and then leveraging it. And I really do think that overall, you can build systems in any part of your everyday life. And if you intend to document the process as you go, and we could talk about all this, with the intent of leveraging it down the road, that is now a system. Because at the end of the day, a system is just a consistent way that you do things in a manner that will generate, you know, the predictable result

that you're looking for, right? Keep it simple, stupid. Yeah, I said it right. Keep it stupid, simple. Right. Don't keep it stupid. If you're taking notes, keep it simple. Yeah, I said it right. Keep it stupid simple. Right. Don't keep it stupid. If you're taking notes, keep it simple. Don't keep it stupid. So, all right. So what type of simple systems do we need to succeed? Well, I mean, easy examples are the things that you are doing repeatedly in your business. So like the first one is, and as you're going through your day, if you're like, what systems do I need? As you're going through your day, pay attention to the things that you have done before and you will do again. And the easiest examples are like the email templates, you know, so you never want to think through the same thing twice. And, you know, simple scales, fancy fails. So with the systems, you know, Hold on, you got all these really, really cool things. Do that. Simple what? Simple scales, fancy fails.

Okay, cool. Well, oh, that's completely stolen. This is something I realized the other day. I do not have very many original thoughts. This is what I do. I read a book. I listen to a podcast. I'm like, oh, that's so cool. And then I forget about it and it like absorbs into my psyche. And then it'll just come out right now on a podcast with you. So that was actually Alex Ramosi. That was not Shelby. So really the way, if I was going to start building systems today within my business, I would take a notebook along with me for the ride of the day and document all the things that I do repeatedly. And then as I'm going throughout that process, just commit to documenting as you go.

I don't know if this makes sense, but so like for instance, like the email templates we can go on that rabbit hole. You're sending the same emails to buyers when you first meet them as a follow-up, you're sending it after you go under contract. If you're not using transaction coordinator, then it's the same process from contract to close. Same with the listing appointment. After the listing appointment, you're sending the follow-up email, you know, here's what we spoke about. Here's your to-do list. Here's my to-do list. Here's the seller's net cheap of all that stuff. So if you, at this point in your time, our point in time are rewriting that each time,

that is a really easy interpersonal system to build out right now. You know, go to your last sent, copy that, and then save it in your, whether you just save it in your drafts, that's really simple. Or maybe you're sending it from your CRM, or maybe you're using like superhuman, which is like my favorite thing right now.

However you are emailing, you save it to that spot and then you use it consistently from here and out. And you have to commit to it being a living and breathing document because you're updating as you go. Nothing in business is ever done, right? Yeah. I was just thinking, as you're going through that, I'm thinking about all the system. Now I've got system. My business is a system. I mean, from everything from how to get hired 85% of the time to how to prevent the predictable problems of a transaction to how to be able to communicate excessively. But what I realized as I'm listening to you is that there's been, you know, let's say, you know, I've got, and I do have a system running business. And let's say that's like probably 10% of all the systems I've created.

There's probably 90%, nine out of 10 that I've created something. And then for whatever reason, maybe it wasn't the right system, or maybe it wasn't, I wasn't able to get other team members on board, you know, to be able to use it, but it just didn't work. But the end of the day is, you know, I did have to go through a lot more creation than I did. You know, now here's what's working. Have you had that same experience or are you just better than me? No, I mean, the, the, that is one of the things about being a business owner too, that if you're not like mentally ready for it, which I don't think you can be that like the amount of failures is the wrong word, but like things that don't last forever.

So, you know, you have this to-do list or whatever, and you're like, yes, I'm going to tackle X, Y, and Z, and then it'll be done. That's like in your head, you know, it'll be done. But the thing is nothing is ever completely done because of, like you said, you're always evolving, finding another piece and better way to do it, or the technology is evolving. And so you need to adapt or the market's changing. So it's kind of like you're building in the sand and it's kind of always, it's, it's a little depressing, but it's reality. Okay. So we're talking about simple systems. We talking about like, um, if it's something that you've done before, document it because you're going to more likely

do it again. Yeah. What about, um, one of the things that I've been really, what I paid attention to throughout my career is really paying attention to mistakes. And I've used mistakes as opportunities. And it may or may not have been a mistake. But let's just say you have a conversation with a seller or a buyer and it doesn't go the way you want it to go. What I've done is sit there and say, okay, great. You know, you handle it. It's live fire. You deal with what you have to do.

I'm talking to the army captain right now, live fire. See what I did there. There you go. And so then, um, then it's, it's like going back and reflecting to say, well, what would I have done to prevent that problem? And in whatever that may have been now, let me implement that into my systems, into my business moving forward. Have you had that experience as well? Yeah, 100% agree. And the armies are going on the steam now. They call them AARs.

So it's after action review, where you reflect and you say, hey, what are the sustains and what are the improves? Like, what are the things that we did well that we want to make sure that are in our checklist, in our system, in whatever technology you're using to keep track of shit? And where are the areas for improvement? And it could be, you know, oh, I didn't know that I should, you know, get a termite inspection, whatever. And then you take that piece, whatever the improves are, and you just plug it into your system, which again, system is as simple as you want or need it to be.

Because at the end of the day, it's not about the actual system. It's about whether or not you're going to do it. So if you make it really complicated and you're never going to want to touch that technology, then just get yourself a freaking Google Doc and build your checklist on a Google doc. If you know, you'll use it. Yeah. I'm a, I'm a recovering brokerage owner. When I used to own the brokerage, I would have almost every single day. I'd have the agents coming up to me with the same problems over and over and over again, the same bitches, the same moans the same groans and you know i'll give you

an example um i remember i was talking to an agent i remember she man she was she was just bitching and bitching and bitching about uh her client who was the seller was calling her to complain or this client actually called me as well that another agent came into the house and left the lights on when they were showing the home and option a option a approach that with oh that sucks that sucks that sucks not my fault option b accommodate the the seller the best you can and then realize to say wait that's an opportunity from this point moving forward for every single client from this point moving forward that I can have the conversation with them up front. Hey, Mr. Seller, there may be some times when a buyer comes by your home, they're always going

to be with an agent. I'm always going to be checking in with them before and after. And there may be some times where they leave something that's a little bit misaligned, or they leave a light on, or maybe a door open, what I can tell you is that I'm going to be asking for them to be respectful of you and your property, to leave it in the very same manner that you found it in, and I'll be following up with them in the unlikely event that something does, you know, a light is on or not, just let me know. And I promise you that I'll take the appropriate actions. Does that sound, does that sound fair, Mr. Seller? And that's a conversation right there. Or you could bitch and moan.

Option B or option A. Yeah. The option is to never bitch and moan. Like it does no good, you know, as the agent, at least it does no good because now that's energy that you are committing to being negative to feeling sorry for yourself now you're a victim I can't believe the seller doesn't understand me now, you're right, it's an opportunity to add to your systems, your checklist as the conversation you have at the listing appointment just like you said, manage those expectations. Excuse me for interrupting my own show. You are freaking amazing. And because you're amazing, I'm going to ask for a quick favor. We'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'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. So five pillars is a movement for agents to build real estate businesses and real wealth alongside with their peers. So what is that? Tell us. Yeah, dude, it's evolved. So I am a recovering, you said you're a recovering broker owner. I'm a recovering team leader in the sense of like the Gary Keller millionaire real estate agent teams where, you know, we had a bunch of agents and it was 50, 50 splits with a lot of overhead and a lot of those problems that kept coming up over and over again. And so I feel you, I feel you, bro. And from that, I had this like actual, like total identity crisis, because when I first started, you know, as a solo agent, I closed a bunch of deals. My first year, I acquired a lot of rentals in my portfolio. I transformed my identity into Shelby, the, you know, solid top producing agent and investor. And I did that for years. Um, as we were leading the team, five pillars, realty group was what we

used to be called. And I was acquiring a shit ton of rentals. And then it was about 20, what 2021 is where I stopped producing personally. Um, and I also stopped acquiring rentals and then there was this market shift. And so I had this identity crisis where I was like, I don't want to be doing this traditional team anymore, sucking the life out of me. I'm no longer acquiring rentals. You know, I'm stabilizing my portfolio. I don't less as more as my whole thing. And I'm like, shit, without, you know, these things, who am I and who do I want to spend my time around? Because the traditional team attracted in my experience is not always this way, attracted the people who wanted the handouts or wanted to be babysat. And I was like, I am not a

babysitter. I do not want to do this. Who do I want to spend time with? Well, I want to spend time with the people who are out building their own empires, who want to be trailblazers and like bring me energy in the conversation and don't just suck my soul out. And so I was like, okay, well, I have all of these systems and things that I loved about the team. Like we did a lot of cool stuff together. So how do I get to keep what I love and let go of what I don't and put the responsibility back on the shoulders of the agents. And so I, I went full steam, the EXP model with like revenue share as the only income we got,

there was no splits. Everyone who joined the community, you're your own business owner. I'll help you build your businesses and take it or leave it. No one's babysitting you anymore. And did that. I mean, still doing that, but what we're changing now is we're doing, um, an actual coaching program now for only it's application only. You have to qualify. There's an interview interview process. And the whole thing with five pillars is that we believe in the five pillars of building a real business. And it's taking agents who are, you know, playing the whack-a-mole, shiny object, you know, chaotic thing, closing deals, but it's all chaos. And bringing them into a community where there's a force and there's a lot of accountability to transform that chaos into a sustainable, ultimately sellable business. That's the goal. So that was a lot of words. I'm so sorry.

Share with us the five pillars. Yeah. So the first is bedrock and that is your business plan, your vision for the future company structure. And then the three in the middle are marketing, sales, and delivery. So marketing, how are you building your brand and also lead generating consistently as a machine? Then sales, what is your sales process for converting, nurturing those leads? And then delivery is the contract to close post-closing procedures. And the last pillar that comes upon it all is finances. That thing that no agent really wants to look at. And they're like, what, what taxes? What money? Yeah, exactly. So that is, is it.

Got it. Got it. So those are the five pillars. Yeah. Yeah. That's yes. All of them. So those are the five pillars and where do you see? So obviously, I mean, each one of them, you've got the foundation and you've got the three pillars and then you got the capstone. Yeah. What, um, where do you see is the biggest opportunity for most agents? Is there one of those five? I think that the biggest, well, it depends on that personal agent and it depends on,

you know, some people are naturally good at things and lean towards one way or the other, but as a whole, what I've seen market like industry wide is that agents do not actually understand how to market. They don't understand the marketing piece. They don't understand that it's like a huge piece of their business. They think that they post on once on social media and now everyone who is their friend should like let them and the lead should just come out of the sky. And it's like, that's not how it works, especially like in the world today. So what, so if I was a new agent and you're coaching me right now. Yeah. And I'll give you some, I'll give you like a, like a, some, some, some metrics here.

And let's say that I am relatively comfortable with, with social media. I'm relatively comfortable with videos. I'm relatively comfortable with prospecting, with make, you know, with making requests. None of it makes me entirely uncomfortable, but maybe I'm not like a 10 out of a 10 in any of those areas. What would you, what would you advise me to do? Or what would you ask of me for you to figure out of what to advise me to do? Well, first of all, it's not about comfort or being, you know, uncomfortable or whatever. So my, some of my questions originally, it's like, do you already know who you want to work with? Cause that's something that I see consistently

is like, people are like, Oh, I'll just work with anyone. It's like, it would be a lot more efficient and effective if you had an avatar, if you had that target audience in mind. And so specifically, like, let's say, you know, farming, for example, is a really easy one because it's like, think about what price point you want to sell in. That's narrowed you down already, you know, if price point. And then also think about what's close to you proximity wise, like ideally perfect scenario is like, if you're living in a neighborhood with the houses that you want to sell amazing, but like starting that way, because there's so many people are like, Oh, like I got this lead and it's a $30,000 house and it's

two hours away and I'm just going to take it. And I'm all about saying yes to opportunity, but you only have so much time and so much energy. So if you could pick the opportunity cost. Exactly. Exactly. So that's what I would say to them. It's like, think through who, what location, what price point buyers and sellers get that locked in. And once you have it, whether you have a vacation or not, you don't have to be an experienced agent to like think through that. And then where do those people hang out? What do they do? Get inside their psyche and like literally put all of your energy and effort into that person. Okay. So find your, find your people, your avatar. Yeah. Then where do they hang out now? Let me be wherever they are at. Totally. But with the disclaimer,

the little asterisk of your avatar of being careful about who it is that you are defining. I'll give you an example. I was having a conversation less than a week ago. I was at a conference in Vegas and I was, I met with my first assistant. So my first closing I had in real estate sales was April 7th, 2008. On April 8th, 2008, I hired my first assistant.

Today, she's a $100 million producer. We, you know, all around and she is freaking amazing. Yeah, awesome. And I was having a conversation with her this past week and I was complimenting on her, her, on her perceived success. And she's like, well, you know, Dan, she's like, it is a perception. She's like, there's a lot of challenges that go with it. And I say, well, tell me more about it. She says, well, and I already knew this about it. Cause we have a close relationship. She's like, you know, I'm a pretty responsive person. You know, I'm a pretty demanding person. You know

that my standards are really, really high. And I was like, yeah, that's what I love about you. She says, well, guess what I've created? I've created a business of really, really highly demanding people who want responsiveness, who have standards that are extraordinarily almost unattainable. And because that's who she is, right? It's like, like attracts like. Now, to me, that's not a bad client to have as long as you can perform, right? But I could see where that type of client could cause you to not be able to take a vacation or be able to take a day off, right? Because, you know, unless if you do have the systems and people to be responsive on your behalf. So that's an example there where

you're defining your avatar that you really want to be thoughtful about the future. Like, okay, here's my avatar. Okay, well, maybe my avatar because maybe I'm a young lady and I'm having my first baby. So my avatar is new moms. Great. But 15 years from now, are you going to be a new mom? Right? Like, so, you know, so that's going to evolve. And so you may just want that may, I don't know, it may or may not be something to consider. I don't know.

I totally think it is. And I have a lot of person, her firsthand experience in this, like I invested, you know, and I invested aggressively at a time when it was good to invest aggressively. That's a whole nother story. Um, and, and then that's what I was sharing, you know, on social media. And I was going on all of these investor podcasts. I want to do, if you know, bigger pockets, it's like the biggest worldwide, whatever. So I was on all of these investor podcasts. And then shockingly, all of the people who reached out to me wanted to be investors. They were either investor agents who wanted to join the team, which their primary, you know, focus was not being an agent. It was being an investor. They just got

their license on the side, or it was all of these people who wanted to invest in Fayetteville, North Carolina, which is where I was. And I talked about my properties that I got for 40 grand, put 15 into it. Like, and at the end of the day, I attracted my own monster and I, because I don't, those people I don't. And so I have, I still have like a lot of people who want to invest, join our community, which is amazing. Like I am all about the investing and all that stuff. Um, but they'll hit me up and they'll be like, Oh, like I want to go on podcasts. I want to go on all these investor podcasts. And I'm like, awesome. I can totally set you up with that. Just confirming that what results you want from it. Yeah. Because that's something I never thought about. I was like, just noise and,

you know, energy on the world. But every action has an equal and opposite reaction. And the energy that you put out is going to attract that same thing, just like you said. 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. 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. So identify your avatar, figure out where your avatar hangs out with, and then be there. All right. So this goes back to the question of if I'm relatively comfortable doing most anything, like what do I do? Keep it simple, stupid. So what's next? So, so we went back to the five pillars and you said the marketing piece is the one that you see that most agents struggle with.

Yeah. So is it more than just what you said or is it that's it? I mean, talk to us more about it. There's never that's it, Dan. Oh, okay. There's so much more. I mean, I think you said it early on in this podcast too. It's like everything that you think is going to be easy is actually this just like,

you know, so much more than you think. But yeah, so you're going to pick your avatar and you're going to think about, I think there's a lot of things to consider when you're thinking about like what you actually want to do for your marketing strategy once you have that avatar. And it does go back to what, what feels authentic of course, but also what has the return that you're looking for in regard to your own time and longevity. So what I mean by that is hypothetically, they're good at social media, right? They like video.

You have the option of, oh, I'm going to do Instagram or I'm going to do YouTube. Kind of the same on-camera skill set. Lots of difference behind the scenes, but we're not going to talk about that. We don't have enough time right now. But if you're considering these two, I challenge you to think about which one has the longer, more evergreen impact for you and your business. Because a lot of people are like, oh, Instagram's easier. I'm just going to do some reels and some posts. But the thing with Instagram is you post it. And this is what people do. If you're not watching, I'm grabbing my phone and I'm just scrolling. I'm just flicking. I'm flicking. And guess what? That post that you spent whatever amount of time on

is gone. And it's probably never going to come back. Whereas if you do YouTube, YouTube is a search engine, you know, it's like Google. And so you do a video and yeah, it takes a little longer, whatever that video now exists on there forever. And people who are searching for that specific content will find it. And you will get more and more views over time from now until forever that YouTube exists. So that's something else that you should consider when you're picking your, your strategy. Does that make sense? Absolutely. So, and there's a difference between the longevity of a, of a technique or tactic versus the so it's it's like from my perspective is you need business today you need to eat today and when you're building

a business because that's what we're talking about you want to make your future easier you want to make your future more sustainable so maybe perhaps um, that's going to, that's going to build a sustainable business yet. You may have to do something else in addition to YouTube to be able to find business today. Totally, totally agree. And I mean, to go back on, I'm not knocking Instagram by any means, like I am working. So during my identity identity crisis i took a long time off from the internet and i'm about to come back on the internet on october 20th so i'm pretty excited about the reels we're gonna come out we got 11 days before you hit the internet again on the internet yeah i'm gonna blast this all over social this is gonna be this is gonna be

like you're launching right here like guess what shelby's coming back. Oh my God. Yeah. It is. I mean, I'm still on there. It's just been like real quiet on the frigging Western front or whatever. Um, what was I going to say? Oh, the thing is with, with Instagram, I'm not saying knock it. And the reason why too, is because I think Instagram is one of the best ways to nurture your clients. So we talked about, you know, there's, there's lead generating, there's bringing in new people into your world. Right. And then there's that like nurture process because a lot of them are not ready right now. And so you can either do the, just checking in your little text. Now that you should say that, or like call them or whatever, or when you meet them and those belly to belly interactions that you're doing to try to get those quicker. Cause

you said there's the longer, and then there's, I need to eat now. You've got to get in front of more and more people. Right. But during that conversation, it's like, Oh dude, what's your, um, what's your Instagram. I'm gonna follow you, follow me back. And so it's that you're pulling them into your, your nurture, which they're not even really realizing maybe. And then you're using Instagram as a way to consistently share your story. So you're not being salesy, but you're sharing your story and you're including real estate in that. And then you are now in their psyche. I love it. I love it. And if you're listening to this on the podcast, you should see the little gestures that Shelby's making with her hands.

You're going to have to visit the YouTube channel so you can check this out on video because it's so amazing animated shelby what's um what's one word of advice that you would give somebody just in general like the most but like i guess i had two questions is what what's the biggest thing you've screwed up on in business i don't want to hear about your high school boyfriends, right? Biggest thing I screwed up on business. I would say, I would say one of the reasons why I'm most passionate about marketing now is because I screwed, I never had to. And so it was the biggest thing that I screwed up when I was helping people on my team. Because you never had to. Yeah.

Okay. So I, um, I have this personality. I'm like, okay. So on the desk, I am a high D trailed by an eye. And when I meet people, I have a really natural way of converting. Like I, I am one of those people who's like a natural sales person, I guess, but not in a salesy way. Like people are just like, Oh, whatever you're doing, I'll do it. Sure. That's fine. And so I took persuasive leadership. Yes. Um, and so I, my first year, you know, I had, I had a meetup that I started and I did my social media, just sharing my story,

but every conversation I had, I would capitalize on it. And it was like, I mean, I closed 48 my first year without paying for a lead with just from like meeting people. And so we started five pillars, you know, year two by day one of year two. And when people came on the team, they're like, okay, leads. And I would give them, I had excess, I had overflow, but then they're like, how do I do it? I'm like, just go ahead and talk to people. What do you mean? You just go freaking go to every meetup, talk to people, and then you'll have five leads per meetup. And that was just this big mind blowing realization that I had that

that's not realistic for, you know, 99% of people, like, you know what I mean? So that's why I'm like, so big that all that to say, the biggest thing that I screwed up on one of them was not misunderstanding marketing. Well, I think what you misunderstood was the fact that you were actually doing it extraordinarily well, but you were doing it in a natural way that it didn't seem like work. Would that be accurate? I i think so now i feel like this is therapy dan how much do i owe you no i mean because you said you said why i didn't have to do it right i'm like well no i did it yes you did it at an extraordinary level but it didn't seem like work to you and the reason why i'm pulling that out is because for the listeners and the viewers, Shelby has a God-given talent. Dan has a God-given talent, many for each of us. You, viewer and listener, you have God-given talents. And when

you can find those God-given talents, and when you can embrace those in a way that you can naturally align with whatever it is for your lead generation strategy. That's going to, that one day you'll be on a podcast. You're like, I didn't do anything. I just closed 48 deals my first year. And I started this meetup and 10,000 people came. I didn't do anything. It was nothing, right? Like, because it's just so freaking natural. Does that seem about right, Shelby? A little exaggerated, but I accept. 48 wasn't, maybe the 10,000 was, but the 48 wasn't.

It's true, yes. So, all right. So that was my first question. And all right, so then my next question is, if I am an agent and I'm riding that roller coaster and I've got a closing in January, nothing February, nothing March. Oh, I got something in April. And I keep going on at the entire year of one, two, or three transactions and then nothing the next month and nothing the next month. And then it breaks again. If that's me, if that's me as an agent, what would you, what advice would you give me?

My advice would be to consistently do lead generation because you're, it sounds like from that they are doing something to generate a little bit of business, or maybe they're just freaking lucky. And then they're like, yeah, I have something. And so they do nothing in regard to continuing every single day to fill their pipeline. And it's not until after closing that they're like, oh, wait, I have to start all over again. I think what they do is they make the servicing of the clients more important than the generating of the clients. And they use that as an excuse to stop lead generating.

That's what I found. So my solution to that is don't lead generate for eight hours a day. Lead generate for one hour a day, every single day of your business for the rest of your life. Then you've got eight hours or seven hours if you work an eight hour workday to be able to service your clients. But you never give up on that one to three hours of lead generating. Shelby, you're doing a coaching curriculum that's going to be launching relatively quickly. If I was an agent and I want to know how to build a business, not just make sales, how do I get in touch with Shelby? Yeah. On Instagram, I am the Shelby show. So you can hit me up through there. I manage and answer everything myself. Also go to

fivepillarsnation.com. The website has not updated to reflect the launch yet, but it will. That's when they're listening to it. Yeah. And also I don't know if I'm allowed to say this, but the agent gold mine, which Dan, would you like to be on my podcast? I would love to be on your podcast. Yes. Okay. The agent gold mine. Yes. i was been listening to that forever and it's the best freaking podcast it's parallel to the no broke months podcast that is the the

second best best podcast in the world perfect yes perfect the age of gold mine go listen to it too but always listen to this one first and this is your favorite you can put them in sequential order okay okay we'll just rotate let's. Cool. And that's it. Thank you for your time today. Five Pillars Nation. Sorry. Yes. You're welcome.

Thank you for your time, Dan. Dan the man. You're welcome. CPI community. I wish you to have the best day of your life. Be grateful. Make good choices. Go help somebody and go find a listing.

God bless you. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing. Dan, you are such a fascinating man. I mean, he has this purpose in life to help people achieve their dreams, their greatness. And he doesn't just say it.

He actually has steps and mythologies in order for them to follow. Our very special guest in Featured Time Every Day, I cannot even sit in my chair. I'm so excited. Dan Rochon, all the way from beautiful Virginia. Dan, it's an honor to have you on the show. Thank you so much for taking the time. And what I'm encouraging for you is to focus on who you're being, because that's your foundation. And when you focus on

that, you're going to find that you do activities that are going to lead to the outcome of having whatever it is in this life that you're looking for.