No Broke Months For Salespeople - Effective Time Management Tips to Get More Done in Less Time - Jake Dixon

Episode Date: January 2, 2025

Jake Dixon is the Founder and C.E.O. of The Locker Room Real Estate Coaching & Training organization that specializes in partnering with broker-owners and their agents to increase growth, retention, productivity, and profitability.In this week's No Broke Months for Salespeople episode, Jake will talk about Effective Time Management Tips to Get More Done in Less Time.You can find Jake from these links below:WebsiteFacebookInstagramLinkedIn  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

There is such a thing as being sore in real estate. I'd rather have consistency versus a one hit wonder where you're in one day and you can't get out of bed the next. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show, you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach to sell method. Get ready to transform your approach and achieve unparalleled success. Jake Dixon is the founder and CEO of the Locker Room Real Estate Coaching Training Organization

that specializes in partnering with broker owners and their agents to increase growth, retention, productivity, and profitability. In this week's No Broke Months for Salespeople episode, Jake will talk about effective time management tips to get more done in less time. Hello friends, my name is Dan Rochon. I'm the host of the No Broke Months for Salespeople podcast where you learn how to teach to sell, which is the new way to persuade human behavior. And when you teach yourself, you're going to unlock consistent and predictable income. You're going to strengthen relationships to achieve self-fulfillment, you're going to unlock consistent and predictable income. You're going to strengthen relationships to achieve self-fulfillment, and you're going to avoid the number one sales mistake to never face rejection again and learn how to use normal linguistic programming to influence and handle difficult people.

Welcome to the show. Hello, Consistent Predictable Income community. Today, I am joined with Jake Dixon, and we're going to talk about effective time management strategies for real estate agents to be able to increase their productivity. So, Jake, welcome. How are you, sir? I'm great, man. Thank you so much for the opportunity. And I was just telling you, I was cuddling up with this book of yours last night, man. So shameless plug or not, there's some really great stuff in here. And every single one of your listeners, if they don't have it, they need to get it. So real estate evolution is what Jake is holding in his hand for you audio

people. And that's the 10 step guide to consistent, predictable income. Thanks for the plug, Jake. I appreciate that. So Jake, so tell us your story. How long have you been in the real estate world? Yeah, well, collectively over, let's see, 13 years, I suppose. Started a new home sales, if that counts. Took a hiatus from that and started my own, actually my first venture into entrepreneurship, which is an indoor baseball training facility. Did that for a number of years before I got the itch to get back into real estate and did some sales, got the tap on the shoulder for leadership opportunities. So I was a CEO, team leader of some offices, and then found my real calling, which was coaching. And we've been doing that ever since. All right. Indoor baseball. Tell me more about that before we dive into this.

Yes, I know. We can go whatever direction you want to go. So my back, I played college and professional baseball. Baseball is a huge piece of my identity, my upbringing, and obviously inspiration for the locker room now. And so after my corporate job days, I was like, you know, I want to go into business for myself. And I really use it as an excuse to move back home to Illinois as well to be closer to family. So we took a Morton Shed building and put in the AstroTurf and redesigned the whole thing with batting cages. And I worked for a number of years

giving kids one-on-one lessons, camps and clinics and doing that whole deal. And my business was called The Player's Edge. So you have it within you to, whether it's, you know, coaching kids or coaching agents or, you know, broker owners, you have it within you to be able to, you're a guide or you're a coach. That's it, man. And now I, in hindsight, now that I'm wiser and older in my years, I get it. I can look back at those early days and say, wow, I can draw so much inspiration and metaphors and analogies into what I do now. And I got no shortage of sports analogies, trust me. But the blocking and tackling are the fundamentals of the game don't change no matter what level you're at. And I'd like to think the same is true for real estate. The same fundamentals that you need to master, including

effective time management, is what you need to do 12 homes a year. And it's the same things to close 112 homes a year. The game doesn't change. It's just that the game speeds up. So we got to master the foundation first. So talk to us more about that. So, I mean, I'm sure that the listeners and the viewers understand that lead generation is first and foremost in regards to real estate in any business right uh the cpi community i teach the five things which is uh to lead generate to convert the leads to meet with you to go on the meetings to get hired to negotiate and to practice script and role play that's called cpi time and that's those are the five like those are the money making activities And when you can place those into your time

management, you're going to, you know, be more likely to close more transactions. Do you agree with that, Jake? I, we, we come from the same, we're cut from the same cloth. Those are literally the five things I speak about as well. When we're talking about an agent's quote unquote job description, um, that's literally the same in the same order that we preach all the time. So when I read the book, and I just know how much we're aligned when it comes to the core foundational elements that it takes to be successful in this business. Yes. All right. So then how can somebody be effective? And what causes them to be ineffective? This is such a big topic that would take hours to really unpack, but I came prepared with a few crunchy things at least. And I think first is people need to get really clear

on what is it you want? Like, what do you want? And then why do you want it? If we don't have clarity around those things, I mean, deep seated clarity and strong conviction, a compelling future that you just created for yourself, I can time block to time block. The issue is not time blocking. Literally, from nine to 10, here's what I'm doing, want, want, want. That's easy. It's the sticking and the commitment to the time block that people lack because it's not tied to a compelling future. So I argue anytime on this subject matter, and I believe your book here is very consistent with my stance on this. I don't think people have a time management issue. I think what the real issue

is, is priority management. I cannot make time. I cannot spend time. I can utilize it through my choices and really figuring out what is it I want, what do I want it, and then stacking those most important items, the priorities in alignment with what it is you want want, what do I want it, and then stacking those most important items, the priorities in alignment with what it is you want and the reasons why you want it. Let's say that somebody understands what they want. They know why they want it, but they still get distracted. Is it that they really don't know what and why? Or is it that it takes so damn long to be able for your activities to produce results

that you forget that what you're doing is going to drive towards that goal? I think you just nailed it. In my opinion, it's that we live in this society right now. It's this popcorn society. Everything's instant gratification. I want it now. I can take my cell phone out and in a few clicks of the button, have anything I want. Well, guess what? That's not necessarily real estate for most people. That's an inaccurate description. It's a false expectation. What this business looks like, it's work, work, work, work, work, work, work, work, work, work, work, work, and then get paid. Work, work, work, work, work,

work, work, and then get paid. And then eventually it does get easier where I can work, get paid, work, get paid, get paid, get paid, get paid, right? But I think it's the lack of consistency, lack of discipline, and understanding the bigger game that we're playing here, that sure, something could fall into my lap today, but I'm not expecting it to. Here's a crunchy example that we have at the locker room. We coined something called the 5 to 25 challenge. How many people have you and I met with, Dan, that when we asked them as a brand new agent, hey, what's your goals? How many people say they want to earn six figures in real estate? Like everybody. And I'll get behind that. But the reality is because of failure rate and all these other things, most people don't

end up achieving that. Why? What's the difference? What's time on task over time? And we have the five to 25 challenge, for example, which says, if I just made five contacts a day, for five days a week, for 50 weeks out of the year, do the math, that's 1250 real estate conversations connections that I will have, you can't help but to succeed. You got it. And now I've tracked this for seven consecutive years, like a nerd, right? So if you don't know your numbers, trust mine. And this is largely for newer, lesser experienced agents, that's important to note, there's a 50 to one conversion rate for every meaning 2%. For every 50 conversations, it will ultimately yield you one new piece of business. It is scary, accurate you guys. 24, 25 transactions, you're right there. Okay. And that

nets you six figures. So that in and of itself, it's a math equation. It's not emotional. It's a path. In my view, the simplest path to earning six figures, we just got to commit and stay the course for long enough and good things will happen. Hey, excuse me for interrupting my own show, but this is really important. Do you want to know how to teach to sell? If yes, I invite for you to visit www.nobrokemonths.com. That's nobrokemonths.com to be able to get your exclusive electronic swag bag when you pre-order my upcoming book, Teach and Grow Rich. In Teach and Grow Rich, you're going to learn how to increase your influence, avoid the number one sales mistake, you'll learn about that when you read the book, and get what you want. And when you get the book,

I'm going to give you that swag bag, which is going to include 11 ways to be able to believe in yourself. If you've ever had doubt before, this document is going to show you the scientific way that you can then believe in yourself. The swag bag is also going to include to you a document that's going to show you how to get people to call you back. How to get people to call you back guaranteed will show you the proven strategies to make sure that that call gets returned. And my good friend, Janine Driver, who is a New York Times bestselling author and a body language expert is going to give you a chapter of her book you can't lie to me so that you can sharpen your bs detector so that you can learn to be able to understand truthful emotions and the

difference between that and deceptive reactions so you're also going to get a whole bunch of other cool stuff in the swag bag so visit now www.nobrokemonths.com. That's nobrokemonths.com to be able to pre-order your book, Teach and Grow Rich. Nobrokemonths.com. And I look forward to helping you. God bless. Once upon a time, I was more aggressive and I would communicate three hours a day. Today, I say one to three hours a day

because for me, I'd much rather see somebody do one hour a day, five days a week, one hour a day, one hour a day, one hour a day, one hour a day, and actually do it and say, I'm going to do three hours and not. Time on task, it doesn't have to be a lot of time or energy, but you have to do it every single day or at least five days a week. So I completely agree. And for the viewers, you can see me for the listeners. You can't, but I'm pointing to the wall right behind me. There's a, there's a gym right over here. Now, if I haven't gone and worked out for months, if not years, and I think I'm going to go in there and day one bench press and max out and do all these things, what's going to happen to me? Jake is going to be sore and can't get out of bed tomorrow. You're exactly right. So instead of me going in there and getting my form and worrying about reps and doing all those things, I'll add the 45s on later.

I'm just going to get my reps in. It's the same thing for real estate. If you're trying to go from zero to 60 or from zero lifting weights to maxing out day one, what's going to happen to you? There is such a thing as being sore in real estate. If you haven't worked that lead generation muscle, and now you're expecting to do it for three hours or a hundred contacts a day, you're not going to get out of bed tomorrow. You're burning your ass out. I'd rather have consistency versus a one hit wonder where you're in one day and you can't get out of bed the next. It's black and tackle. Just like what you're saying. I love that. I love the the sports analogies. I am not a professional, a former professional, you know, major league player.

But, you know, I can still, you know, I can still roll with you. Well, let me can I can I nerd out then with you? Go ahead. So just real quick, real quick. quick so it was a couple years ago i was watching the the major league home run derby right at all-star break and any of new york mets fans out there it was pete alonzo who won that particular year's home run derby okay now the interesting thing about this is halfway through the home run derby hadn't won it yet i remember the camera um finding him underneath the stadium in the middle of a home run derby and what was he doing he was in the batting cage putting a freaking ball on a tee taking swings hitting a ball on a tee in

the middle of a home run derby he wasn't dropping his elbow and doing all this terrible stuff he was mastering the fundamentals he was practicing so to to speak, on the fundamentals and at game speed. So when it's showtime, he's ready, right? mundane, boring stuff to master what it is, then I'm never going to achieve at least my full potential, you might hit your income number, but there's still left in the some more left in the tank. So if that guy can do it, who's one of the best in the world at his craft. And then when I was giving baseball lessons to kids, and they were giving me grief, when they're 12 years old saying, Come on, coach, do we really have to start with putting a ball in a tee? Yes, we do. Yes, we do. I love it, man. Just the basics that, you know, stick with the basics, make sure we get those first and then we can, we can jazz it up after the fact. Right. What do you see, you know, 87% of agents fail in this business, right? Is it just not getting

these basics is what causes no fail? Is it something more than that? I mean, is it false expectations of what they're getting into? I mean, there's so much you could say, but what are your thoughts? Yeah, there is a lot I can say on this, but I'll try and keep it in the realm of our topic today, which is effective time management. And so I think one of the contributing factors that we haven't already spoken about yet is how many out there, for example, have heard of the Eisenhower matrix, right? So, so people say things like, oh, well, if I'm going to do something two or more times, then I should have a what for it. I should have a system for it. Right. So if I'm going to make two or more decisions in

my lifetime, I should probably have a decision-making system, something that I put a filter through so I can figure out what's important and not urgent, what's urgent and important. You've heard of this. It's otherwise known as the Eisenhower matrix. It's urgent. It's not urgent. It's important. It's not important. And it's a four quadrant kind of thing where these all these deals intersect. Why am I sharing that? Because I think sometimes agents have decision fatigue. They feel like they need to try everything and dabble in everything. And that's the problem. I'm going to try real estate. I'm going to try open houses. No, no, we're not trying. We're going to take time on the front end to figure out

what are you really freaking good at, build your lead generation model around that so you're committed, you've decided, and you will follow that path and tweak along the way, of course, but follow that path with time on task over time. But I think agents need that filter of how to say, what to say yes to versus what to say no to. Last thing on that. You've heard this, I'm sure, Dan. I think it was Sir Isaac Newton, somebody way smarter than us combined, probably. Sir Isaac Newton said, for every action, there's an equal and opposite reaction.

So right now, if I flex my bicep muscle, that's the action. What's equal and opposite of my bicep? Well, that means my tricep muscle, that's the action, what's equal and opposite of my bicep? Well, that means my tricep has to relax. For my bicep to flex, my tricep must relax. So that means when I say yes to something, I'm saying no to something else, dot, dot, dot, what is it? And are you okay with that? Example, you're looking at, you're having dinner with your family at six o'clock at night. You see your cell phone ringing. It's that buyer.

You're thinking, dang, if I don't take this call and he or she wants me to race out and show them that property right now, I'm going to lose out on the deal. Fear of loss. Now, I'm not judging. If you've set those expectations with your family, cool, go do that. But if you haven't, what you're saying yes to is the money and you're saying no to your children, the conversations, the TV turned off, us as a family, the people I'm doing this for in the first place. So I ask people, when you say yes to something, do you know what it is you're saying no to? And are you okay with that yeah i i um i say when you say yes is you're saying no infinitely minus one

so when you have that when you have that understanding then you will respect your yes as much more so yes because every time you say yes, you're saying, no, I'm saying yes to spending time with my family. I'm saying no to lead generation. I'm saying no to eating pizza. I'm saying no to skydiving. I'm saying no to bowling. I'm saying no to having a conversation with Jake. I'm saying no to any other possibility that that there is. So now what's the best? Yes, I can take. Well, I want to spend I want to spend time with my family. Or what's the best? Yes, I want to spend time with my family. Or what's the best yes I want to regenerate for an hour or two or three? Correct.

But do so systematically. Do so systematically. So have your filter that you run decision-making through to help prioritize things. Then establish what am I going to do and commit to doing long enough to see the fruits of my efforts. And then my last piece of this using sports again, is studying your game film. People, agents, listen to me, stop it. You don't slow down enough. You don't reflect enough. Why? Because it's, oh, it's airy-fairy. I'm moving a million miles an hour. I got no time to think and slow down. Yes, you do, and you must.

Think about it this way. At the time of us recording here, Super Bowl didn't happen too long ago. The two weeks that those teams were leading up to the Super Bowl, aside from practice, what do you think they were doing every day? They're sitting in the war room. They're watching game film, not only on themselves but on

their opponent now why would they do that oh the guy missed a block a tackle here he missed a block there what can we do differently next time we run the play too many agents aren't finishing their day their week their month without doing what we call the KISS method K-I-S-S. This is where we study the game film, and K stands for what is it you need to keep doing. The I stands for what do you need to be more intentional about. S, what is it you need to stop doing. The other S, what is it you continue to sharpen and sharpen and sharpen. Instead of saying, oh, nobody showed up to my open house. See, open houses don't work. Let me try online lead gen now. Like, give me a break. Stick with it long enough and continue to refine your craft. Yeah, I think before you even get to make a decision of what you're going to do, I think you nailed it correctly about what is your superpower? What are you good

at doing? What is it? Consider like in your life, what do people say that you're talented at doing? For Jake, I just met Jake, but I bet that Jake's probably pretty competitive. I bet that you're athletic. I bet that you like to win. Right. Am I, am I nailing this? So just from like, right. Just from a second, man. Right. I mean, there's a whole much more to you that I don't know. Right. But here's just some basic, like here's some things that in a second I can know about Jake. Yeah. All right. Now, if Jake likes to win, if he's competitive,

if he's going to be persistent, okay, and you're looking at all these qualities, all these traits that we all have, not those traits, some of us do, some of us don't, but we all have special traits that make us unique, that God granted us, that I call our superpowers so let's see what those are now what are all the different ways of how i could find business so you go back to that open house if you're somebody that you know you make people feel good when you come into

the room maybe a little touchy feeling maybe you touch somebody on the shoulder when you're talking to them right like that's your superpower you You make people feel good. Guess what? Open house is probably something you may consider, but not expired. Jake may consider expired. Maybe, right? Maybe not. I don't know. Right. But you sit there and you take a look at what are your superpowers. And now that's the first step. Now let's rock and roll with that. And then that becomes your job description. I think you and I were brothers in a former life i mean seriously your language is my i have a class called turning your defining moments into your superpowers and

here's here's an excerpt you're gonna like this i think because we're we're saying the same thing unpopular opinion maybe don't care okay take it Take it or leave it. We have to, we have to protect our minds. Anything that as we're scrolling, we're listening to things. Sometimes we adopt these beliefs that it's like, hang on, is that even true? Do I even believe in that? Or did somebody just somewhere along the way, tell me that and I've adopted it. One of those for me, and I'm, this is just who I am. I like to poke holes at things. And I think success lives outside of your comfort zone is absolute BS. Here's my belief system. And I think success lives outside of your comfort zone is absolute BS. Here's my belief system. And I guarantee you probably use the same language, Dan. Success

starts, or at least lives in your strength zone, expanding your strength zone. And I got a whole visual and a thing on this, but you're right, man. It's all those, it's your natural behavioral style. It's all those life lessons and principles you've learned along the way. It's all those, it's your natural behavioral style. It's all those life lessons and principles you've learned along the way. It's the transferable skills from former careers. It's all of that molded up into a recipe that makes you, you. And then we take that and we figure out, huh, open houses is for you, networking events, whatever, whatever, whatever. But I'm done with people saying, oh, so-and-so mentor told me that I'm supposed to cold call Fizbo's and expired. So that's just what I do. But I want to stab my eyes out every day when I wake up. There's more to it than that,

you guys. Operate in your strength zone, figure out the way that works for you, and let's go get it. Dan and I, we've talked to a lot of agents. I'll bet, Dan, if you said for every major lead generation category, you could point to a mega agent who's netting a million dollars doing it. They all work. I mean, if you're newer in the business right now, you're saying, what works? Yes. It all works. Now, some of it works better than others. And if you try to do something that's outside your wheelhouse,

you're going to struggle, you know, and so it's just, you know, within whatever your superpower is and rock and roll with that. Right. Can you hear me, Jake? I can hear you. Hey, all right. I'm frozen on my end. No worries. So Jake, so let's go back to, um, let's go back to the, uh, the time management strategy so i think what i heard you say earlier is know what you want to do know why you want to do it pick your way of how to do it and now boom now that's going to be my description and and the challenge that you uh that the approach that you take is five conversations a day, five days a week. Like, let's make it simple. Because everybody could do that. Exactly. Exactly. Right. That's a blank. If your goals are higher or lower, okay, fine. We

can work within the model. But yes, generically speaking, the 5 to 25 challenge sets somebody on pace to do or net, not just earn, but net six figures a year. We just got to do the work and be consistent with it. Businesses live and die by sales. And if you really want to sell, you have to understand it's not about you. You have to think about the other person's experience so that you can teach them about what to expect, about what's coming for them so you can earn their trust. And sales thrive on that trust.

But how do you build trust? You do so through mastery. And that's where Teach to Sell comes in. So teaching someone shows them that you know what you're talking about. And that leads to sales. So if you're looking to boost your sales, you should focus on teaching, which is why I wrote the book, Teach to Grow Rich, how to increase your influence, avoid the number one sales mistake and get what you want.

I invite for you to get your copy of Teach to Grow Rich. And you can do so by visiting www.teachtosellnow.com. That's teachtosellnow.com. So that you can have no broke months. So one thing, here's how I go about it. And I think there was a lot of similarities in your book on the chapter that you have regarding time management. So when I first start with looking at my calendar, Google, a planner, whatever your method is, I've got a blank canvas. I get to decide. It's my choice, right? Nobody else's and billions of dollars trying to take my attention away. You're more in more control

than some of you care to admit. So I have four things. Number one, I start first with personal and family time. I've got a wife, I've got two daughters, nine years old, seven years old. If it's important to me to go to that dance recital or that gymnastic meet, I'm going. There's nothing else because the canvas is blank. That goes on my calendar first. Personal and family time, vacations, date nights, dropping off, picking up kids from school, birthday parties, you guys get the idea. It's all under that first category. Then step number two is events or other immovable items like trainings or coaching appointments, lead generation time, lead follow-up time. These are things that no matter like an event, I want to go to that.

It's a priority. There's no amount of kicking and screaming and begging I can do that somebody's going to change that event just for me. So that would go on your calendar next. Same with lead gen. Don't cancel those appointments on yourself. Number three, and I love this. I believe this was in your book. Yes, yes, yes, Dan. Pre-determined appointment slots. That's my third step. After those first two, now I get to go on my calendar and fill in, let's say, drive you insane that it's not an actual person's name on there. It just says appointment one. So now when that person calls you at 6 p.m. in the middle of dinner, you can say, sorry, I'm tied up right now, but what about tomorrow at 11 or at three? Which one works best for you? You gave them the power of choice. They walk away feeling like they won, but who really won? It's you because you had predetermined appointment slots to offer them

to select from. And then last but not least is everything else. Let the sand or whatever, the rest, right? It's emails, it's website, it's open house flyers, it's whatever. On mine, I think like an athlete, your recovery time as a real estate athlete is important. The quicker I can have recovery time makes me an elite Olympic athlete versus the guy next to me who's sucking wind and can't move tomorrow. So your recovery time, here's what I do for myself. If I put an hour of lead gen, it's a sprint. I'm going gangbuster. That's the only thing I'm focused on. I award myself with flex time. If I showed you my calendar, you would see flex time in there. It's 15 minutes, maybe a half hour. If I just want to sit here and stare at the wall, I can do that. If I want to check my email or surf

Facebook, I do that during flex time, but then it's right back into focused work. I love that you said for step number two, the immovable and you included lead generation on that. Cause I think that that's a piece that so many, so many agents screw up and it's just like, Oh, but they wanted to do the closing at 10 AM. Oh, but they wanted to see the home at nine 30 oh but and it's like you know when you start controlling your schedule and giving them choices that work for your schedule and understand that in business in sales the most important appointment that you have is to regenerate. Now, if you understand that, then if you in the past have allowed for other things to fill in that void, then ask yourself the question of, do I really have a understanding that that's the most important

thing? No, you're, you're, you're spot on, man. I mean, this is, this is the, the X factor, the agents who just submit. One of my coaches, they say this all the time, marry the process, divorce the results. The results will come. We got to figure out the leading indicators. I got to just embrace the suck, you know, success, whatever that means to you is boring. It's repetitious. And yet it's so foundational to fund the very things that you seek out in your life. What if, and we don't think of it this way

oftentimes, but what if every appointment that you held with yourself, like lead generation time was treated just like a million dollar listing appointment? You're not going to, you're not going to cancel on a million dollar listing appointment. No way. Cause right there, you've got a shot. And yet we cancel those appointments with ourselves all the time, which are the very things that lead to the million dollar listing. Like in what world does that make sense? And all the while I'm building a muscle up that I'm not proud of, which is breaking promises to myself. And where else is that now showing up in my life? Ooh, Jake. So if, um, if you are a broker, if I was a broker owner, once upon a time, I was, uh, if I was a broker owner and I wanted to, um, to, to learn how you can help me with the productivity of my agents, with retention, growth, and the

profitability for my agents, as well as for my brokerage. How can I get in touch with you? Yeah, well, thank you for asking that. So our website is tlrnation.com. TLR stands for The Locker Room. So tlrnation.com um and if you go to the page if you're a broker owner there's a slash partners you can go directly to there or otherwise if you're an agent just follow the drop down menus and things like that of what we have available for agents love it jake thank you so much agents thank you for joining us on another episode of no broke months podcast jake God bless you. Everybody, have the best day of your life.

Make good choices. Be grateful. Go help somebody. And go find a listing. I'll see you. Thanks for listening to the show today. I am truly passionate about watching great business owners like you and salespeople to grow. And nothing excites me more than hearing your incredible success stories. And I invite for you. In fact, I dare you to reach out to me on social

Dan Roshan and ask me any question, whether you're struggling or just want to share one of those great success stories. And I promise you I'll reach back to you. So until the next time, have the best day of your life. Be grateful. Make good choices, go help somebody and let's connect on social. long time. Within 18 months, he created so much success where he was actually able to buy the brokerage as a real estate agent. Dan is a leader of vision, focus, and passion. His enthusiasm is truly infectious. He just came out with a book for real estate agents to kind of help people pivot. We went through and talked about how to succeed in adversity, some of his big traits out there.