No Broke Months For Salespeople - The Role of Mentorship in Real Estate & Entrepreneurship - Zachary Beach

Episode Date: September 26, 2024

Zachary Beach, with zero real estate experience, has ascended to the position of CEO/Partner at Smart Real Estate Coach. Zach's profound enthusiasm for business development is further evidenced by his roles as a Partner in Original Real Estate, Wicked Smart Finance, and NatProcessing.com. Zachary boasts an impressive track record as a 3x Amazon Best-Selling Author with titles including "Real Estate on Your Terms," "New Rules of Real Estate Investing," and "Sell with Authority for Real Estate Investors."He is also a co-host of the Global Rank TOP 0.5% Smart Real Estate Coach Podcast and Not Just A Transaction Podcasts.This episode, Zachary will share about The New Way of Doing Real Estate Vs. the Old Way!You can find Zachary in these links:InstagramLinkedInFacebook 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

unless you're like a top performer, the likelihood that you're going to be successful, I think there's a stat out there. It's like 4% of all real estate investors like get their first deal or they become successful. So we want to drastically increase that. And what we notice is the only way that's going to happen is if you get full immersion,

like being like you're able to surround yourself in lock arms with either a partner or mentor or a community that will allow you to really tap into the resources so that you can buy deals before you're ready. 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. Zachary Beach, with zero real estate experience, has ascended to the position of CEO-slash-partner at Smart Real Estate Coach. Zach's profound enthusiasm for business development is further evidenced by his roles as a 3x Amazon bestselling author with titles including Real Estate on Your Terms, New Rules of Real Estate Investing, and Sell with Authority for Real Estate Investors. He is also a co-host of the global ranked top 0.5% Smart Real Estate Coach podcast and Not Just a Transaction podcasts. This episode, Zachary will share about the new way of doing real estate versus the old

way. 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, 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. Today, I am joined with wicked smart, Zachary Beach. And so, welcome. How are you today?

Man, I'm living the dream, my man. I appreciate you having me on. I'm excited to spend some time with you here today and spend some time with your audience and really educate people on, you know, creative financing. I've been doing this for almost 10 years now, and me and my team have over 30 years of experience in real estate investing. So I mean, this market is primed for what we do right now. So I hope I can bring some value to your audience here today so they can go out there and capture some more deals and some more market share. Love it. So if you are interested in being able to, to, to enjoy the opportunity of the market, because there's always been opportunity of any market, by the way. Right. So if you're somebody right now thinking like, Oh, things are tough.

Things are a challenge. Real estate economy sucks. This show is for you because you're going to learn how to creatively lean into the opportunity. Zach, so you do a lot of creative financing, huh? Yeah, 100%. Yeah, that's all we do. So I've been short 10 years ago, I actually was a bartender and personal trainer. And I was getting burnt out pretty hard. What do you think? Give me a personal trainer's viewpoint. I'm just teasing. Oh, we have to get out the measuring tape, right? Yes, I was a bartender and personal trainer.

I was getting burnt out. I was 24 years old, and I was looking for the next thing. So I actually approached my father-in-law, Chris, who got crushed in 2008. He was a broker, owner, fix and flip. He had a 23-condo conversion he got stuck with when 2008 crash happened. So he was trying to rebuild too, right? So I approached him with this new business, the new business he was building. I said, I don't know if I'm going to like real estate, but it's going to be better than what I'm doing now. So it took me about six months to get my

first deal done. It was actually one of the ways we buy called a subject to deal. So did that. Yeah, sub two, I know it's a popular thing to say now, but I did it 10 years ago and still very prevalent doing it today. And so I've been doing that, done hundreds of these things now, and then teach and lock arms with people all across the country to make sure that they do them right and then be able to exit profitably on these deals as well. All right. Well, maybe not everybody's heard of subject two. What's a subject two? Yeah. So a subject two deal is when you approach a seller, right? And you purchase the property subject to the existing loan. So if you actually look at your closing docs, your HUD, it's usually not filled out, but there is a subject two section

on there. So what we do is the title transfers to our company, but the mortgage remains attached to the original seller's credit. So it stays in the seller's name. Now, morally and ethically and legally, you're going to be making the payments for that seller on the seller's behalf. But you're the one that has ownership of the property. Super prevalent today. I'll give you an example. So I'm actually working on a deal right now. This particular seller, it's a duplex in Providence, Rhode Island.

This particular seller wanted duplex in Providence, Rhode Island. This particular seller was one to house hack. So he's like maybe in his early or late 20s, early 30s. And he was thinking like, hey, I'm going to be able to get my rent paid or my mortgage paid. I'm going to be able to live scot free. Well, he became a landlord and he's not in a good position right now because he's basically paying for everyone to live there. So this property bought 18 months ago, not a lot of equity in the deal, right? So what's his options? Right now, his options are to sell with a potential like a realtor, but either make no money or come out of pocket in order to exit this deal. So instead, what I do is I approached him and said, hey,

I can give you a little bit of money out of pocket and potentially even pay you a little bit of money when I sell this thing in five years or refinance. So in the meantime, what I'll do is I'll pay a little bit of money. I'll take over the property. I'll start to manage the tenants, you know, and then I'll make this thing profitable, but I'm going to close on it. Title's going to transfer me and I'll just be making the payments for you with your current mortgage. And, you know, I mean, he's tickled pink right now. What's the risk to the seller or subject to right now what's the risk to the uh to the seller or subject to yeah the risk of the sellers that i don't make payments right um so what what which is you know i'd say a risk for any of the deals right if you're buying on a lease option the risk of the

sellers you don't make the mortgage payment if you're buying it on owner financing right with the sellers your bank the risk is to the seller as well so it's always that risk when you're doing creative deals and the seller is still involved, right? There's a partnership component to it. And that's why Chris, my partner and I, I mean, we've been screaming for the rooftops to be able to do this morally and ethically because now it's becoming more and more prevalent and more mainstream. The worst thing that could happen is you have investors out there that are not doing it the right way. So yes, there is definitely a moral and obligation when you're the investor and you're able to help somebody in a challenging situation to make sure that you're living up to it over the next three

to five to 10 years as you have ownership of that property. So thank you for explaining subject two. Of course. So we talked about where we are right now with interest rates, which are, I think, depending on when you're listening to this, they may have, you know, if you're listening to this in the future, they may have come down a little bit. But we're pretty much at the top right now as we're reporting this, seemingly at a plateau. And with the prediction that they're going to come back, you know, downwards over the next 18 months or so, We're doing this at the end of 2023. And so where do you see the opportunity right now for buyers with the conditions of the market? Yeah. So like, just for clarification, as me as the investor buyer or like I sell a lot of my properties on rent to

own if they're not rentals. So there's also buyers that I work with as well. So that's why I make sure I'm an investor. I want to, I want to take, I want to lean into the opportunity in the market. How do I do that? Yeah, I think there's so much opportunity right now. There's opportunity in a down market. There's opportunity in an up market.

But especially in today's market, just think about it. Right now, on average, it's roughly like 80% of the market can't walk into a bank and get a loan. And I'm just talking about more residential real estate, can't walk into a bank and get a loan. So what does that mean? That means that there's a very small pool of buyers that can qualify for a loan. And then as interest rates rise, the buyer pool continues to dry up. So that's why you're seeing these properties sit on the market significantly longer, because it's really hard pressed for someone to actually go buy that property right now. They'd rather just rent and hope in the future that it's going to pan out to be better.

And then also what that does, as you know, is it drives down prices because now there's not as many buyers. So now it's more competitive for the seller. So instead now as a real estate investor, I can approach those sellers in many different scenarios and say, hey, look, I get that you can't really sell it right now or it's going to expire or even sell the market. Hey, if we can agree upon a price that works for us, as long as you're willing to take payments over time, I can take this thing off your hands now. Because you and I both know, I mean, it doesn't matter what the market, what's going on in the market. People still need to move or they have family events or death, divorce, you name it. People still need to sell. And that's why actually I'm approaching

real estate investors. I'm approaching realtors more often than ever and wholesalers right now because there's so many deals that just that the traditional market can't solve that problem right in today's market. So now they're actively looking for people like myself that are trustworthy and can take down some of these deals and make sure that we can solve some problems here. So I think there's a huge opportunity in single families. I also think there's a huge opportunity in like the one to 10 units specifically because those are all mom and pop owned. And it's really hard to get commercial financing right now to make the numbers work. I just got off the phone with a commercial lender and the average rates right now, it's 7.75 for commercial.

So what that means is that you have to put down like 30 to 40% to make the numbers work from rentals. And most people don't want to do that. That doesn't really make too much sense. So now those properties are sitting on the market as well. And that's why you're seeing a lot of commercial and residential now actively saying, hey, we're willing to owner finance, or we're willing to do rental, and we're willing to do something different in order for us to be able to sell this property. So huge, huge opportunities. Hey, excuse me for interrupting my own show. I just want to break in just for a moment and let you know I would love to meet you. Every single month online, I host a free training session on Zoom where I'm going to invite you to come in and learn the new way to persuade human behavior. I want to demonstrate to you how you can unlock consistent and predictable income

and strengthen relationships to achieve self-fulfillment, to be able to avoid the number one sales mistake and never face rejection again, and how to use non-linguistic programming to be able to influence and handle difficult people. So visit www.nobrokemonths.com. That's nobrokemonths.com so that you can save your seat for one of our upcoming classes and that I can be able to help you to learn how to teach to sell. Again, that's www.nobrokemonths.com. See you online. Walk me through this. Walk me through the forensics of a multifamily deal.

So starting with what are you looking for? How do you find it? Is there a way you can structure it? I know there's multiple ways. Walk me through this from A to Z if you could. Yeah, a lot of the multifamilies that we do tend to be debt-free properties, even though there's right now, there's a large amount of multifamilies right now that have the five-year arms coming due or their rates going to move. So their numbers may not work for the original. How do you know if it's debt-free or not? Oh, you can find it. I mean, it's pretty easy.

If you go on like a, there's databases like propstream.com. There's lots of databases. I mean, it's all public knowledge if there's a debt against the property. So we would specifically target debt-free multifamilies that fit like one to 10 units or two to 10 units, let's say the owners and we're looking for owners that are, you know, have one or one to three properties because we know it's like a family run business. Not a big, you know, conglomerate that owns a bunch of units. How do you know that? Same just same. Same. Yeah. You can look at it, see who's connected with those units. And then, of course, when I and then you can skip trace, which means you can get access to the phone numbers or you you can send direct mail to those owners, and then you get on the phone with them. And then just like any other real estate deal, now it's understanding the asset itself. What price are they hoping for? Is there a debt on it? What's the expenses? What's the rents? What's the potential long-term rents? So we're looking for cash flowing assets. And then because they're debt free, we're able to create terms on the deal that makes sense for it to be cash flowing versus needing to go get commercial zero money down, like the seller doesn't need any

down payment. Some of the deals that the seller may need some money. So your options are you can have some money on the side or you can go raise some private money in order to put as a down payment. But now you're able to really structure the terms of the deal without third party influence. So now we can make the numbers work because Because let's just say the property's cash flowing $5,000 a month, you got $5,000 to play with the service debt. So in the average commercial market with commercial lending, you may need to put down way too much money at that high interest rate in order to do it, which means that the purchase price doesn't work either.

So it just gives flexibility between the seller and the investor like myself to be able to find something that works for both parties, which usually means the seller wants their number. And it usually means that we want the right cash flow to give them that number. Got it. And so what as the investor, as the purchaser, what type of challenges have you come across? Yeah, good question. I would say always up until I would say this market, it was always finding the right sellers. I would say in any real estate investment scenario, unless you really have a huge team or a pipeline, it's always finding good deals. Because at the end of the day, that's what we're

consistently looking for is just finding good cashflow and deals or finding good residential deals that we can go sell via rent to own. So the bottleneck for any new investor is always going to be how to best communicate with that seller, especially if you've never done a creative financing deal. It's really learning the vernacular. It's learning the things that you need in order to determine if it's good deal or not,. It's learning the things that you need in order to determine if it's a good deal or not, and then structuring that deal. So I would say that's always the bottleneck. But once you get that dialed in, you can speak to somebody in your sleep for creative financing. Then it's just about solving problems, just like anything else.

Got it. And so what else can you share with us about creative financing? Yeah, good question. I would say, especially if in the residential space, our trademark three-payday system is really what we kind of base our fundamentals on. So if you listen to this, you're like, hey, Zach, I'm not interested in multifamilies. I would say, good, because the majority of the people we work with, it's all single family. That's a great place to start. There's an abundance of them. So when we go buy creative, we actually sell creative too. We sell via rent to own.

So we want to tap into that 80% of the market that can't qualify for a loan because what we're able to do is now create a pathway to homeownership for somebody. And I'm sure people have heard rent to own, their mom, their cousin, their brothers tried it one time and it didn't work. And that's because a lot of the times that people do rent to owns, they're doing it the wrong way. Meaning they're not asking for down payments or significant down payments or non-refundable deposits. They're just hoping that someone's going to rent and eventually they're going to buy. So we create a very streamlined process where we actually bring in third party specialists to ensure, hey,

where are they currently in their journey? Are they self-employed? Do they need time for seasoning? What do they need to show in order to buy this property? Or do they have a legitimate hiccup in their credit? What's their challenge? So then once we buy it, we go sell it, rent to own, and now we're able to tap into our trademark three payday system, which is our non-refundable deposit, which is anywhere from three to 10% of an elevated purchase price because we can manufacture equity because our buyers are willing and able to pay a premium because we're pulling it off the market for them day one. So that's a non-refundable deposit. And then we have payday two, which is our cash flow.

Just everybody wants cash flow. And then payday three is the equity that's built into the property when that buyer goes and qualifies for their loan. So then they go ahead and they cash us out. And then we pay off the seller, whether it's seller financing or we pay off the seller and it's a lease option. That's how we then structure that. So now we're able to really allow the investor to get paid three ways on a deal, but also people that are not interested in being landlords, which is a majority of people, you're now able to pass responsibility to that end buyer and really create more of a passive type of deal. And we saw this a lot when it came to COVID. And that is our buyers paid their payments on time because they were tied to this purchase. They were buyers. They treated like and act like a

homeowner. So our default rate or our missed payments compared to the regular rental market was significantly lower. So this just puts you in a very risk averse position, especially with the ever-changing market right now. Yeah. So because if somebody has an option to purchase, they presumptively want to buy and they're going to treat that as though they've already have bought it. Yeah. It's non-refundable too. So, I mean, we sell houses anywhere from like say 200,000 to north of a million on rent to own. So at 10%, let's say, I mean, somebody is putting up 20 to a hundred thousand dollars on this property. It does get credited towards the purchase price when they go, when they go get their own loan. So we do,

that's how we actually help people increase their, their down payments. So then you'll get better rates, but also if they default, I mean, it's, you know, it's profit that's in your pocket. So a lot of people's feet to the fire is like, they're trying to perform because they don't want to lose that option either. How many people do you see not exercising the option? Yeah. So we have about an 80% success rate nationally. We had as high as 90% before COVID and it twilled, moved down to about 80% naturally. Yeah. When you say success, I mean, it seems like it's a hundred percent success because in the 10 to 20 that don't exercise the option, you get the deposit and then you get the repeat and rinse. Yeah. Yeah. When I, yeah, when I say success, I mean that it's gone that the

seller's happy, we're happy and the buyer's happy. But at the end of the day, yes. If you're looking for like a risk averse way to exit your deals or looking at deals that may not say fit the traditional world, meaning like maybe they're, they're functionally not set or they're like, they're outdated. These are all great rent to own deals because they're nice. They're moving ready, but maybe just the traditional market doesn't, doesn't love it. Or let's say that the mortgage or the payment on the property is high. So right now, let's say you bought a rent to own and the interest rate is at 6%. It's really hard to cash flow that from a rental standpoint. But from a rent to own, because they're being treated like

and act like homeowners, they understand that their mortgage payment may be at X price. So now we're able to actually get people on the property or we can even subsidize a bit if we need to, because we're getting a large non-refundable deposit. So it puts us in a position where we can still help that buyer get to the finish line. How much of a premium typically are you able to resell it above market? Yeah, if I give an average, it's probably 10%. It also depends on the length of the term of the deal, but it also depends on how you buy it. A misconception that happens a lot is because that saying has been out there for so long, which is like your price, my terms, which means that you're paying retail or premium to the seller. But there's so many deals that we get below market because we can help solve the seller's problem and price isn't there, like isn't the solution that they need. And sometimes it's like, I'm behind on payments, or I can't keep up with

this property or anymore, or I just need a little bit of money down in order to be able to move. So we can sometimes get properties below market. And then so then when you raise it, there's some significant profits in there. My name is Dan Roshan, and I have coached thousands of business owners with the Teach Yourself Method. And this method, it works. As a real estate agent, my team and I, we have been consistent top producers in our marketplace. And one of my proudest accomplishments is my track record of having no broke months since 2008. And all along the way, I've been paying attention, which is why I have written down the step-by-step path for you to follow in the book, Teach to Grow Rich.

Increase your influence, avoid the number one sales mistake, and get what you want. And I invite for you to claim your copy of Teach to Grow Rich when you visit the website www.teachtosellnow.com. That's teachtosell now.com and get your copy how do you help your students i know you have a coaching program i know you have some events coming up tell us more about that yeah so me and my father-in-law chris has probably been through like almost every real estate investment program you could possibly be out there with and what we

discovered is that unless you're like a top performer, the likelihood that you're going to be successful, I think there's a stat out there, it's like 4% of all real estate investors get their first deal or they become successful. So we want to drastically increase that. And what we notice is the only way that's going to happen is if you get full immersion, like being like you're able to surround yourself in lock arms with either a partner or mentor or a community that will allow you to really tap into the resources so that you can buy deals before you're ready,

really at the end of the day. So what we did is we created a couple different levels or a couple different experiences. They're called associates. And we literally lock arms with our potential investors so we can help them to get their first deal or add this on. So that means that they get access to a coach, a community and a whole entire support system where we'll literally jump on the phone with their sellers, structure their deals, you know, work with the attorneys to to the buyers. So we can help them all the way through the process so that way they can literally

have the experience while they're getting paid doing the deals. So that's typically how we work with students. We also have, I would say, what other people do as well, which is like a 90-day program or group coaching and also online courses and events as well. We run four events a year, two of them in person, two of them virtual. Wicked Smart Kickstarter is really getting you prepped for this upcoming year, 2024. So we have two amazing speakers, including the Wall Street Journal bestselling author, Dr. Tara Marie, who's going to come in and talk about resilience as soon as we get started, all right, at the beginning. But then we also have panels and deal structuring throughout the course of the time as well. And then our own Dr. Kelsey, who's our Associate Community Director, has a behavioral psychology, doctor of behavioral psychology,

is going to talk about a bunch of different items as well. So that way we can share with you how to really focus on your mindset, your skill set, your systems, be able to go out there and crush 2024. So I know I'll give you guys a book link here at the end. And I'll make sure if you do get that, you do opt into that our Amazon bestselling book that you will get a free ticket. So only a hundred dollars to attend this event. We'll make sure you get a free ticket.

You're going to come and attend the virtual event as well. And what's that book? How do I get it? Yeah, absolutely. So if you go to wicked smart books.com forward slash N B W two N B W two wicked smartbooks.com forward slash NBW2, NBW2, wicketsmartbooks.com. What it is, is our real estate on your terms. It's our first Amazon bestselling book. We're going to get you that so that we can dive into our story. And then also definitely like what's a lease purchase, what's owner financing, what's subject to really, really a good beginner fundamentals for creative financing. And we also have a couple other book pack, other things in that package as well.

We have our second Amazon bestselling book, New Rules of Real Estate Investing. We have deal structure, overtime book. We dive into a bunch of deals and much more in there as well. We'll ship it to you for free. No cost at you as well. And then, of course, we'll throw in that ticket for you to attend this event. What would you say would be one thing you would suggest a new investor to do? What is one thing you would suggest that they don't do? Yeah, great.

Great point. I'll start with what you shouldn't do. And that is you shouldn't try to do everything at once. I think we just live in a world where like shiny object syndrome is a huge thing. And I know it's being overplayed now with that saying, but it's really important to focus on one thing, build out that foundation, build the systems process skillset around that, then compile on that foundation to then go and move to the next step. So like, if you want to eventually buy big multifamily syndications, well, maybe you should start with

creative financing, single family homes, do a bunch of those, get your cashflow up, then go to smaller multis. And then you're like, all right, great, great proof of concept. Then go, all right, now I'm going to go raise a bunch of money and go do bigger projects. Like there's steps that can come through this process in order to then build your confidence and then build everybody else's confidence with you as well. So definitely focus, don't focus on many things, focus on one. And then how I would make that decision is a three-step process. Number one is I would figure out what part of real estate investing,

if real estate investing is your thing, you know, get you going. Like what is something that you resonate with? Some people resonate with creative financing. Other people don't. Other people love listing houses. That's a passion of theirs. Other people really love fixing and flipping or designing. Go with what resonates with you, number one, because it's not easy. Real estate investing is not easy. It gets simpler, but it's not easy. So what resonates with you? Two is find somebody like Dan, myself, communities, people that are currently doing it,

but also have a track record and that people trust. So that way you can fast forward your profits, fast forward your knowledge by being surrounded with them. And then the last thing we just put on the blinders and commit to the next three to five years and out, not one, not six months, three to five years. Uh, and then pick your head up and then go after the next thing. Yeah. I love the three to five. Uh, one of the things that I've, and I don't know if I intentionally did this when I started in business at first. I certainly do today is I take my goals and my missions into three-year trends. Because I think that one year, you don't have enough time

to get anything done. Five years, you do. But it almost seems like five years, it's like, that's someplace that's so far ahead that, you know, that's like future. And so three years, for me, has been sort of my sweet spot. And interestingly enough, I'm getting ready to start my next three year journey in January, 2024. So I'm excited for that. Yeah. I love it. Yeah. We always said three to five. We actually had Brian Tracy on our podcast and he said seven years to commit to a business. That's Brian Tracy. He's he's he's Brian Tracy. Yeah. But I agree with seven years to get there, but three year increments to think through it. Yeah, 100%. Because I mean,

the first year, right, you're just like trying to figure it out. And then the second year, you got some more confidence. And then the third year, you might be like plugging away, right? And then three to five, you're like, you feel like you really know it. And then eventually you can master it by like the seventh year. And then it then it's like okay that's when like you see a lot of businesses but seven to ten years is where they really start to grow i would say for me in real estate sales is probably around seven years before i figured it out yeah 100 and that was seven years of you know a lot of transactions not just you know seven years of yeah of course yeah seven years doing a whole bunch of stuff. Yeah. Seven years of doing a

whole bunch of stuff. How else can we get in touch with you besides the website that you mentioned, Wicked Smart? Yeah. Yeah. If you grab the book, but you can find us on all the major social media platforms at Smart Real Estate Coach for Instagram. You can also follow me personally at Zachary Beach Official as well. I post a lot on real estate and business and things like that as well. So you can find us on all those major platforms. I also say the biggest resource from social media standpoint that we produce is our YouTube channel. If you go to smartrealestatecoach.com forward slash YouTube, we have been producing deal structure Sundays. I think we're at like 400 episodes now.

So every single Sunday we produce a deal structure on a deal that we did, like 20 minute episodes. And we also produce motivational Mondays and Thursday Q and A's as well. So that has been our longest standing social. So I think that would be a great resource for you to really dive in. Love it, my man. Zach, thank you so much for your time today.

I appreciate your insight, your wisdom. God bless you. CPI community, have the best day of your life. Be grateful. Make good choices. Go help somebody. And go do something to move your life one step further. God bless 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. 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.