No Broke Months For Salespeople - Five Pillars Nation - Shelby Johnson

Episode Date: April 25, 2024

Shelby (Osborne) 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.   Right now, Shelby has earned over $1.3M in GCI, closed 570+ transactions, and acquired 74 rentals within her first 3.5 years in real estate. Shelby Johnson will talk about Five Pillars Nation in this afternoon for the Top Industry Leader Mastermind! 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

let's be real. We want some leads. We want some deals. Maybe you want just brand awareness because I don't know if you've ever noticed that person with the slam and good meetup in your market is the one that everyone thinks of when they think about real estate. It wouldn't that be cool if you were that person. Literally, it's such a reality to be able to get leads, deals, agents, brand awareness, and market share through being the local event poster. 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 Osborne 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. Right now, Shelby has earned over $1.3 million in GCI, closed 570 transactions, and acquired 74 rentals within her first 3.5 years in real estate. Shelby Johnson will talk about five pillars nation in this afternoon for the top industry leader mastermind. 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. What is a Pints and Properties? Why should I do one or consider doing any sort of meetup event for lead generation within my business? If I were going to do that, how? How do I even

start one of those? Okay, so what is a Pints and Properties? You can think about this as a buyer seminar, a seller seminar, basically any event to get people together. But for my example, Pints and Properties, because that's what I did. Okay, Pints and Properties was a real estate meetup, specifically a real estate investors meetup that I created because I had no one to talk

about real estate investing my first year in real estate. This was back in 2018. I'd gotten my license and I really wanted to talk about real estate with anyone. And I felt very alone. And so I started the meetup as a means to bring people together. And I realized that, you know, maybe they don't want to come hang out with me. Maybe I'm not that exciting, but if I add some beer, especially since I was in a military town, I was in the army before, I was like, you know, people might come and grab a beer and hang out with me, right? And so that's how Pints and Properties came to be.

And now, since 2018, when I started it and four people showed up to my very first event, it is now nationwide, which is pretty cool. It's in 25 cities and 15 different states in DC. It's free to attend and it's free to host. So if you guys do want to start a meetup, you're more than welcome to start a Pints of Properties if there's not already one in your area. But first you're like, Shelby, why? Why would I do this? In the chat, what are some reasons why you might want to start a real estate meetup in your community? Network. Yes. Great. Collaboration. Thank you, Angela. Oh, yeah. Find properties. Dorothy. Yes.

Okay. Awesome. So most people, when I ask that question, they start with, you know, very nice things. I call it mother Teresa shit, where you're like, let's build relationships. Let's provide value to the community, which is true, but also let's be real. We want some leads. We want some deals. We want, maybe you're trying to grow your team of agents and you want to attract them into your world. Maybe you want just brand awareness because I don't know if you've ever noticed that person with the slam and good meetup in your market is the one that everyone thinks of when they think about real estate. It wouldn't that be cool if you were that person. Okay. So if I were able to show you how to get all of these

things, leads, deals, agents, opportunities, brand awareness organically in a non-salesy way and for free, would you be interested? I always like free. Yes, we do. We love free. Okay, perfect. Yes, we have a couple of people who are interested. Awesome.

Well, perfect. Just in case you're sitting there and you're like, I'm not sold yet. I want to share what it's done for me. So who am I? I didn't even introduce myself. My name is Shelby Johnson and I am, wow, I'm 33 years old. Clearly didn't update my slides since the last time I did this. I'm 33 years old. I was prior service army for six years and out of Charlotte, North Carolina. And I've now been in real estate for almost six years to 2018 was my first year. Why do you care? Right? Well, my first year in 2018, I was the Keller Williams rookie of the year for all of North and South Carolina. I closed 48 deals as a solo agent. And then I started a team and we did 570 transactions in the first three and a half years. And if you guys are familiar with eXp, I am an eXp icon agent three years in a row. And those are, maybe you care about that. Or maybe you care that I did build a team and that now there's 143 agents in my organization. Maybe you care about that. Or maybe you care about investing.

So I acquired 74 rental properties within my first three and a half years of investing. I've sold off some now, good riddance, at the peak. And I've done short-term rentals and long-term rentals and flips and wholesales and all of those different things, featured in Business Insider twice. And if you're familiar with Bigger Pockets, I am Bigger Pockets podcast number 406 in the investor side of the house. But again, you're like, Shelby, why do I care? Shut up. No one cares. Okay. Well, maybe you do if you realize that all of those things that I just listed came to be through Pints and Properties.

This meetup played a massive role in every bit of those things that I just listed. Okay. Literally, it's such a reality to be able to get leads, deals, agents, brand awareness, and market share through being the local event poster. Okay. You're like sold. I'm like, yes, I will do it. Sure. Teach me how. Perfect. Let's go. Okay. The goals as we're starting into this event planning is we like free. Dorothy already said she likes free. I know I like free. And then the next piece is as little time slashes work as possible, because I don't know if you guys have noticed, but sometimes, you know, we're like, oh, it's free. And we only think of the money part, right? But time is money too. So you have to, you know, let's, let's make this as easy as possible and as inexpensive as possible, right? Perfect. Within the planning process,

there are four main steps. There's planning, marketing, execution, and then follow-up because we all know since we're in real estate that the fortune is in the follow-up. The follow-up people are the ones who get the money. Okay. Okay. And the goal as we are planning these events is to do step one, once, one time a year, and then the rest of the things we just recycle. Because in real estate, if you haven't noticed already, I have no idea what the skill level of you guys are. No idea. That's okay. Maybe a variety. If you haven't noticed yet, real estate, although it's different every single day, is a lot of the same things over and over again. It's the same conversations with buyers. It's the same conversations with buyers.

It's the same conversations with sellers. And so as you are building your processes, it's really important to document and automate as you go, which you'll see this is a theme that I do throughout the rest of this presentation about how you never want to recreate something that you've already created. You create it once, you document it, you save it, and then you use it on repeat. That's what my little, my little recycle thing here is for. That's, you know, get it. Okay. Okay. Awesome. All right. Let's talk about what it means. Step one, that planning process. I mentioned that you want to do it once, one time a year, and then just be set up for the rest of the time of the year, right? What I mean by that is locking in a venue for 12 months and locking in speakers

for 12 months. Speakers are optional, but in my experience, I love them because it takes so much pressure off my shoulders. Because a lot of you might be thinking, I can't host an event. There's no way. I don't know enough. Like I'm too new. I don't, but it doesn't matter. You don't have to know anything if you are the connector of people. If you bring people together and if you bring in experts, you look amazing. All right, venue.

To go in a little deeper about each one of those. Venue, maybe you're thinking like, oh, I can't get a venue. Like it's gonna cost money, right? Okay, well, there's ways to get around that. But as you're thinking like, oh, I can't get a venue like that. It's going to cost money, right? Okay. Well, there's ways to get around that. But as you're picking a venue before you hit the money ops obstacle, think about the vibes that you want your event to be. Because if you, let's say book a venue at, um, uh, like a library where they have hospital lighting and it's really like bland and you

have to be really quiet. Your meetup's not going to be that fun. But if you, for example, this is one of our events in Greensboro, North Carolina, they have like these, look at how cool there's like chandelier. There's like these giant murals everywhere. There's ping pong and like super fun. Right. So you're kind of setting the stage right away for the meetup to be whatever you want it to be. And by the way, I'm saying this looks super fun to me. If you are the type that like you want to wear a suit and you want to be, you know, more professional,

then you are going to pick an environment that is conducive to that goal. Does that make sense? Cool, nod. Oh, Les, yes. Okay. Is that, I don't know. Is that your name? Les? Les? Did I say that right? She nodded and gave me a beautiful smile. Okay. All right. Let's hit the money. Um, what is the word? Objection. Objection. The money objection. You're not, you're like, oh man, you said it was going to be free. And if I talk to these venues, they're going to tell me that it's $250 for two hours every month. And I can't afford that,

Shelby. Well, well, well, if you have conversations with the owners or management team of these venues, you could say, hey, would you be interested if I were able to bring you more business on your slowest night? Pick your slowest night, the one where you have no one showing up. Would you be happy if I brought in 15, 20, 30 extra people into your doors? What do you think they're going to say? Yes. They're going to be like, yes, they're going to be happy.

So that's tip number one is that you can ask them for their slowest day of the week and offer to host the events on that day. Another really good hack is to say, if I were able to get you five five star Google reviews every event, would you be open to letting me host our event there? And you all know Google reviews run this world. If you don't have the Google business profile, stop what you're doing, leave this freaking Zoom right now, go set that up. Half kidding. Yeah. So Google reviews, increased business, and also these other things. And by the way, everything that you see in here is a cheat sheet that I had in a Google folder that is for free. So if you do want to start this

up, I have all of these products saved and I will gladly share Google folder that is for free. So if you do want to start this up, I have all of these products saved and I will gladly share them with you after the fact. 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. 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'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. Okay, so we talked about the venue. Let's talk about speakers, right?

Again, same thing. You're going to, who aligns with my vibe? Because if you get the probate attorney up there to talk and he's really dry and really boring, your people are going to be falling asleep at the wheel here. But if you get someone who's like, whatever energy you're trying to portray, whether that's professional, whether that's exciting, fun, whatever, come to be your speaker, they bring the energy with them. You're also, if possible, try to get speakers who already have a good reputation within your market, because what they can do is they'll invite all their friends. And when all their friends come out to see them speak, you're going to capture their contact information on that sign-in sheet and boom, they're your people now too. Surprise. Okay, cool. So that's speakers. And now that you have the

venue and you have the speakers, you're going to add it to a tracker, right? Because everything has to be written down because we can't trust our brains to do anything. Your brain is just wasted. Can't trust it. Got to put it into a system. So you have your speakers and a tracker, and you're also going to send them a calendar invite. So that way they don't forget it's on their calendar. And if you're like, oh, I don't want to have to think of the emails to say, I don't want to have to come up with a tracker. No worries. I've already done that. So that's a part of that Google Drive that I talked about having in case you do legitimately want to set this up.

And if you're thinking, Shelby, I'm a freaking top performer and I'm doing a bajillion deals every week and I don't have time for this. No worries, because you could hire a virtual assistant or an intern social media manager to help you execute those tasks since they're already systematized. Okay, marketing. This is my favorite part of your events. This is so much opportunity. Do you guys know this guy? It's kind of, yes. Okay. Yeah. He's polarizing in the industry. I feel like you either love him or hate him, but you know what he does super well. He is known he's loud. Right. And he said something

that hit me. This was back in 2019 when I was at GrowthCon. And he said, best known beats best. They don't know you, they won't flow you. And so this goes back to, you know, you probably heard, don't be a secret agent. You need to share who you are into the universe or else people won't know that you have the opportunity to help them. Same thing goes with this event. If you don't tell anyone, no one's going to show up. With marketing, of course, you're going to put it on your social media channel. Of course, you're going to put it on Facebook. But what you need to do is not just your Facebook, but go to, let's, Charlotte is the example

that I use because that's where I am. Go to Charlotte and just type in Charlotte Real Estate and see all of the groups that pop up. So you can see there's Charlotte real estate, there's Charlotte real estate investors, there's more investors, blah, blah, blah. There's a million of these things. And all you're going to do is you're going to draft up, which again, you know, I have a template for this. You're going to draft up your little posts where you're so excited and you're going to tag your speaker and you're going to tag your venue. And then you're going to paste it into all of these freaking groups. Because if you just share, this is y'all, this is the same thing with listings. I see this all the time. Agents will be like, oh, I shared it on my social media and I'll like go to their pages. And you know, they have

like 120 followers and half of them are family or people from high school. It doesn't matter, whatever. That's not going to get you the eyes that you're looking for. But if you capitalize on groups within Facebook that already have, look, this one has freaking 8.3 thousand members. This one has 7.4 thousand members. Then you can capitalize on all of these new eyeballs and pull them into your sphere. Does that make sense? Yes. Cool. Awesome. So yeah, your own socials, you're going to capitalize on groups, bigger pockets. If you guys have heard of it, it's a bit, if you are doing the investor thing, the real estate investor meetup, then bigger pockets is definitely where you want to post it. Just make sure that you are posting places that align with your meetup

goals, right? Okay. Marketing. This is another thing. And this is another thing like with marketing, whether you're doing a meetup or not. Capitalize on not just your sphere of influence, but your homies sphere of influence. And I'm talking about your friends, your vendors, agents, partners that you may know, because don't just invite, you know, Hey, come to my meetup, talk to your vendors, like one-on-one and be like, yo dude, this is a great thing for us to do together. How many people within your own network do you think that you might be able to get to come to this event? And then we can like, you know, have a beer with them, hang out, build relationships, X, Y, and Z. So then if you get your lender partner to turn around and invite everyone they've ever met, and you get your contractor to do the same, and you get your

inspector and your insurance provider, the chances of you having a blowout event are so much higher than if you just invite that lender, or if you just invite that insurance provider. This takes effort and energy, but that's how you're going to get the people at your event and people talking. Email blast, sure. When email blasts come in, you're like, spam, delete. You don't even care about me. But one-on-one messages win every time. Again, to go back to the listing example, same thing. If you're like blasting people out with a very generic thing in your CRM, totally different than having, even if it's a templated, but in your voice, copy and paste kind of message, and then going to Instagram DMs or going to your texts and being like, yo dude, I just had a listing come out.

You know, it's kind of in the area that I think you're interested, whatever you say, but if you send it one-on-one and the responses are like, oh, you know, thank you so much for thinking of me. Whereas if you blasted at it, you were just in their spam or now you're on their naughty list because they're mad at you for spamming them. Does that make sense? Cool. Cool, cool, cool. More marketing. Another great thing to do is go to other people's events. You're going to find all the other events. You can go to meetup.com. You can go on Facebook and look for events and go to all of them, make friends, and then invite them to yours. This is another good thing you can do when you make friends, guys. You probably know this, but just in case, giving out business cards is not the way.

This is 2023. You give out business cards, that business card is going to go in their pocket or in the trash can. It's going to go through the washing machine and you don't have control. And it's all about really control. Whereas if you, in that, instead of being like, here's my card, call, let me know if you know anyone who's looking to buy, sell, or invest, you know, you have this conversation and you're like, oh my gosh, what's your number? I'll share my digital contact card with you. I'll share my number with you because now you get their phone number. You can share your contact card with them, but you maintain control of the situation. You have their number. They can't wash

your phone in the freaking, they can't throw it away. See my point? That's a tangent on business cards, but anyway. Okay. Yep. Make friends and then the phone number, but also Instagram or whatever your social media platform of choice is because social media is the best way to nurture, nurture, nurture these people into loving you. It's a whole nother topic for a whole nother day. Okay. This, once you are, this is another really important thing of marketing and this you can see ahead because I didn't do presenter view. This is called creating FOMO. Creating FOMO is like one of the best things that you can possibly do with marketing, whether it's listings, whether it's events, whether it's at conferences, maybe you're

training with your firm. It doesn't matter. Nothing in real life is as cool as you can make it look on the internet. I bet if you looked at this right now, you're like, oh my God, Pints and Properties looks awesome. Oh my gosh. I can't, I would love to go to that. That looks so fun. Yeah. That is your job. It sucks. It's annoying to like take pictures and be like, cause it's, it is, it's annoying and it's kind of weird, but if you want your event to grow, if you want your business to grow, creating FOMO and creating noise is a huge part of that. 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. All right. And I love this part. Systemize and automate, right? Cool thing. So we provide graphics for all of our hosts nationwide. So we take that off their shoulders.

But here's a template email for BiggerPockets. And here's your one week out blast for your CRM. And here's your social media template. So if you do want that, let me know. But yeah, systematize and automate everything. Still too much work, hire a virtual assistant. Although it's never that easy, is it? Nothing's ever easy. Okay, execution, right?

Here we are, the day shows up. Do you guys know Eminem? You know, where he's like, palms are sweaty, knees weak, arms are heavy, mom's forget vomit on his sweater already. No, this is like a rap thing from when I was a child. Okay. Anyway, the whole point is you're going to be nervous and that's okay. How you help soothe those nerves is by showing up early, show up early. You're going to hang your little pints and property signs. You're going to connect with the staff and be like, Oh my God, it's happening. I'm in the room back there. Right. And then you're going to help get them to help you

test the equipment. Cause if your speaker shows up, your, your guest speaker shows up and he's like, okay, here's my slides. And you try to plug it in right when you're supposed to start and it doesn't work. I promise that will happen. Show up early, test your freaking equipment. Cool. And then since you're there early, you're going to have time to get your signup sheet ready. Y'all, if you don't do a sign in sheet, this is a huge missed opportunity. And I actually see people with events do this all the time. And it just actually blows my mind. It explodes everywhere because your, your contacts is one of the main goals of this. I mean, there's a ton of goals, but like having the contact information so you can follow up and keep in touch with these people is everything, right?

So this is a very old school type of thing. You can print this, you can have them handwrite. I would not recommend it because people's handwriting is terrible. You can do an Excel sheet, like the example that I've shown, or you can do, you know, a QR code that goes to a jot form that automatically feeds into your CRM. I just didn't want to get too tech savvy in this. But yeah, so you're going to ask them questions and get their contact information. I highly recommend, um, name tags too, because it's awkward, especially when you've had the meetup three months in a row and you still do not remember poor Dorothy's name.

And she's like, Shelby, I've met you three times. It's really awkward. So don't do that. And then as the execution goes through, it is your responsibility to be the host, be our guest plus the photographer. Because if you about to start actually at 625 because you're going to give them a five minute warning, right? You say, okay, hey guys, we're starting five minutes. Get your last beer. If you want to come on and sit down, silence your phones.

Right. And then right on time, freaking be punctual. In my opinion, thanks for coming. Introduce yourself with purpose. And I say this because I've seen hosts do this time and time again, where they're like, Hey guys, thanks for coming. Here's our speaker. And then they sit down. Y'all it is your time to be like, Hey, I'm Shelby. And I'm with five pillars nation. We are investor savvy real estate agents here for you. You know, that is your moment to just sneak it

in there and then be like, we're so excited to have guest speaker here today, blah, blah, blah. Um, reminder to sign in, hike this, hike the speaker. And then that's the intro, which I have a script. You guys know, I have a script for you. Oh, script. Okay. Um, but on the outro, it's also taking the group picture. It sucks. It's annoying. I always make it, you know, a joke. I'm like, Hey guys, get together for the most fun part. Let's take a group picture. And they're like, I hate it. And I'm like, look like you like each other. Yay. Um, you got to do it for the FOMO. Okay. And then the host script, the sign-in sheets, um, make yourself a go bag. So you never forget things that's execution. And now follow up a few follow up. That's what it stands for. Okay.

Have to do it, right? You're going to time block after your event, time on your calendar. So that way you can go through the sign-in sheet. If it's not automatically added to your CRM, you're going to add it to your CRM. You're going to send your, thanks so much for coming. Here are the slides from our speaker. You know, looking forward to having you next month. And you're going to follow up with any meaningful conversations that you had because every conversation that you have, they're there for real estate, y'all. Even if they're there for investing, most people are real estate investors. Meetups don't end up doing anything, but you know what they eventually need to buy a primary residence or to sell their house. So cool. Uh, closing thoughts. You don't need to know shit. I kind of addressed that already. It's like, you don't have to be an

expert in order to host a meetup. I promise you you're overthinking it. And if you commit to reps over time, you will see success, but you will not see success if you try it once, twice, or three times and then give up. But that is like everything in life or business. So that's just the way it is. You got to keep going, get those reps in and it can totally change your business. And guys, now is our time for questions. Um, so, you know, this is my phone number. This is my email address, Instagram, my, oh, I should tell you. Five Pillars Nation is a community for agents to go to, to transform into business owners. I'm really big on like, we're business owners. We're not living in chaos, although this is a community. So you guys probably already have that, but if you don't

have that and you're looking for more, or you're looking for coaching, hit me up on any of these things. Oh, and listen to the agent gold mine and real estate rock stars podcast. I'm the host. So if you, if, unless you think I'm annoying, then don't listen. I know I'm a lot. What's your favorite kind of property to market as an agent? Oh my gosh. Oh, you mean to market, like to acquire or to market? Because I'm like to sell. I like the beautiful, you know, updated flip. To become an icon agent, what kind of properties do you focus on? Oh, well, so I specifically within my transactional career. I have not, if I could do it again, I would do it differently. So with me, I did a lot of investor transactions and I did a lot of VA home buyers,

the military home buyers. And I was in a very low price point market. Like my first year in real estate, this was in 2018. My average sales price was $155,000, which is like absolutely crushing now that I'm like interviewing these people on podcasts and they're like, yeah, my average sales price is like 500,000 or like I'm luxury. And I do like 2 million. I'm like, Oh my God, took me six months to close that much volume. Um, yeah. So all that to say for icon for icon, it's half, and then you have to do 20 extra transactions. So like, for me, it didn't really matter about the specific properties that I was marketing to. I did a lot of the investors and I did a lot of the VA buyers and sellers like

military sellers. Um, and it was just a bunch of reps. You know what I mean? Okay. Good for you. Thanks. If I would, if I would do it again though, I would absolutely do like very specific geo farming. Like I would do my neighborhood and the surrounding neighborhoods and I would farm the crap out of them, which I have. How? Yeah. What would you do? Oh, I would layer. I would layer a bunch of things, which is funny that you say this. I actually have a cheat sheet for that too. Let me put it in the, y'all are just getting a little cheat sheets here. Yes. Okay, good. I got them for days. So in the, I just sent this geographic farms. So I literally have it all listed down in here, but I'll just talk through what I would do. It's, I would

do, I would start a Facebook page for my community. Even if they already have one, I would probably start another one depending on how big it was. And I would do every, any, any listing, like if you're starting out, you don't have listings to start out. Right. I would do offer to do open houses for any listings that happened in that neighborhood, you know, go to the listing agent and be like, Hey, I'd love to make you look really good in front of your seller. Do you mind if I host open houses and bring you guys a buyer? And then I would do open houses. And when I did those open houses, I would market the crap out of them on the Facebook page, but also through flyers through door knocking. I would call

depending on what was happening, you know, how big my area was. I would call depending on what was happening, how big my area was. I would go to all of the events within my area. And if there weren't events, I would create some. And I would be the person within that neighborhood in many different ways. Also social media. And if you might, okay, this is why I feel very strongly about this. It's because as real estate agents, when you're starting out, especially you want to take anything that comes your way, right? You're just like, oh, I need any business, please. And then you find yourself driving, you know, an hour here, and then you're doing a $40,000 property here. And then you're doing a 700, like there's no consistency and there's no way for you to become an absolute

expert in a small area. And I believe 100% that the riches are in the niches. And if you can really niche down and become an absolute subject matter expert about a specific area and freaking know it inside and out and know everyone who's in that area, everyone coming in and out everything that's happening, then that's the way that you can do a ton of business and not have to drive all over the place. I need more questions. So fun. I think we have like five more minutes. Maybe I hope to see you guys all on the Instagram. Okay. Bye. Bye. 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.

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 you know 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.