No Broke Months For Salespeople - Tips on Overcoming Any Challenges While Staying Top of Your Game! - DeAnn Dillard

Episode Date: August 29, 2024

DeAnn Dillard has been a licensed agent since 2009. She started her real estate career as a single mom at Starbucks and raised four girls. After relocating to San Diego, CA, she joined eXp under Kyle Whissel in February 2020. Despite the challenges of the COVID lockdown, she rebuilt her career and now leads a local team in San Diego and a national team through her eXp downline. She is also a certified mentor and coach for agents across the country. Join us this episode as DeAnn discusses mastering the Art of Pivoting like a Pro in Any Market and Situation!You can find DeAn from these links below:InstagramFacebookLinkedInYouTube 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

So number one is remember your why. My why is my family. So no matter how bad I feel, my sister just passed away three weeks ago. That was really threw me for a loop. And I gave myself the space to grieve and to have nothing to do it whatsoever. But I have to remember, okay, you have to get back up and do this because you have goals for your family. 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.

Deanne Dillard has been a licensed agent since 2009. She started her real estate career as a single mom at Starbucks and raised four girls. After relocating to San Diego, California, she joined eXp under Kyle Wissel in February 2020. Despite the challenges of the COVID lockdown, she rebuilt her career and now leads a local team in San Diego and a national team through her eXp downline. She is also a certified mentor and coach for agents across the country. Join us this episode as Deanne discusses mastering the art of pivoting like a pro in any market and situation. 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 realistic programming to influence and handle difficult people. Welcome to the show. Welcome to the Consistent Predictable Income Community to the No Broke Months podcast. My name is Dan Rochon and I help agents have no broke months.

Today I am joined with Deanne Dillard and we, I, not we, me, just got caught off guard with our little introduction there. I'm going to be transparent with you guys. I was caught on this phone call with a client. And I'm really grateful to be able to be serving her. And she needed more servicing or more time and more handholding than what I was anticipating. And what I thought was going to be a five-minute call went over like a 35-minute call into the time that I'm supposed to be talking to Deanna. So I totally screwed up the entry into this. So anyways, Deanna and I, Deanna Dillard, we're going to be talking about facing challenges and staying on top of your game. And Deanna is just an all-star agent and she's a certified mentor and coach for agents across the country. Welcome,

Dan. How are you? I'm doing fantastic, Dan. Thanks for having me here. It's my pleasure. My pleasure. So facing challenges, you know, and staying on your game. We're going to talk a little bit more about that, but before we do so, tell us about, so you got your license in 2009. Tell us a little bit about your beginnings. You're working at Starbucks, single mom, like walk us through the beginning. Sure. So I was going through a divorce and I was a stay at home mom with four kids. I was actually homeschooling at that time and end up unforeseeably going through a divorce. And so just to get some income and help my family out a little bit, I got a quick job at Starbucks as a barista, but then they quickly said, well,

you should be the manager. And so I did. But that's when a friend of mine, actually a lender friend said, Hey, you should get your real estate license. It'll be really easy. Just put your face on the sign and you can sell houses. And I was like, wow, that's, that's a great idea. It was really easy, right? Oh yeah. The easiest damn thing you've ever done in your life. Is that what it is? Yes. You just put your face on a sign and you can sell houses. So I did that. And my lender told me there's no way in hell you're ever going to put your face on a sign. Get it off right now. There's a little difference between you and I, Dan. I'm sure it would work, but I'm forever grateful to him. Actually, I reached out to him a while back and said, hey, remember what you said 15 years ago? I really appreciate that because it changed my life. And I was able to provide a very

good income for my family. Being a single mom, I was also able to have that flexibility to still drive my kids to school and be at all their practices and their games and things like that. So, yeah, I've had a wonderful career, but it hasn't been easy, like you said, that's for sure. So, what has your biggest struggle or challenge been? That's a great question. And, uh, you name it, I've had it. Um, I've, uh, being a single mom and trying to build a business is really difficult. Um, trying to balance everything and being the sole breadwinner winner for my family. But I got remarried and congratulations. Well, and then I got a divorce.

Congratulations. I wasn't finished. So, I mean, I was homeless at one point during that and my, in my, um, real estate career. And after being homeless and living at a friend's house with my three kids at the time in one, in their son's bedroom and still pulling out my laptop every day and selling houses, um, a little bit after that, about a year after that, I had a daughter pass away in a car accident. Um, and so that's probably been my biggest challenge. Um, cause at the time, um, I was the number one agent in my community. I, um, but you, you all of a sudden are paralyzed with something you didn't think was going to happen. And it's like, but I'm still the sole

provider for my family. How do I continue to, to do this? So, um, I did, but I quickly left that where I lived because it was really difficult for myself and my family. We knew a lot of people and my daughter's last year in high school and they knew a lot of kids and it was just tough. So I literally up and moved to a new market from the desert to the coast here in California and I left 28 listings behind and started over in 2020 here in San Diego so sorry for thank you for sharing that with that story I'm really truly sorry for that thank you okay so definitely Okay. So definitely. So today we're talking about facing challenges. Right. And so I can't imagine, you know, and I don't imagine a challenge more than that, right? Like I really can't. So what did you do? Any parent's nightmare, you know, any person, any loss, any loss is difficult and to continue to, to need to provide and have a so-called normal life is extremely,

extremely challenging. So how did you manage that? I mean, That's a great question. I had great support at the brokerage I was at. They were, they were fantastic. I had other agents around me helping with me because like I had, I had anywhere from, you know, 28 to 45 listings at a time. So I had a lot of people around me helping me with clients. And then I just up and moved, up and moved and was like, you know, I'm going to start over. And thankfully I did my research of like, where am I going to go? Who am I going to join? And I

was just looking for a good community of support. And I'm in a brand new market. And then that's how I found eXp, where I'm at right now. And I saw all these people moving over there. And I found Kyle Whistle. Nobody recruited me. I didn't get a phone call. I recruited myself. I was just looking for a great community. And that's what I found. And I very fortunate um to have found that group because then two weeks later after I moved then we had COVID and we were on lockdown so so talk about challenge after challenge right um then I thought well I'll go build a business I can do that that's easy and I couldn't because I couldn't even meet people and I didn't know anybody. So, but having, building community and then remembering my why and just, you know, putting

my head down and figuring it out, always learning to pivot and re-innovate myself, I think has probably been the number one key. And were you able to build your business back up or at least build it to a place that you wanted to be at? I did. That's a really good question because I started to do the things that I knew how to do, right? I cold call. I don't mind cold calling. I got a listing within the first month of $2.4 million from a couple cold calls.

Open houses we couldn't do, door knocking we couldn't do. Building a farm is very slow. So actually what I ended up doing was pivoting and starting to build out an agent to agent referral network with people all over the country and reaching out because now we're doing all these Zooms, right? And we're in all these groups and that's how we're building community because we can't meet people face-to-face. So I started reaching out to people all over and saying, hey, I'm in San Diego. Do you have a referral partner in Southern California? I don't have one in Dallas, Texas. Do you want to build a relationship? And everybody was, oh yeah, business is weird right now. So I built out a network, which actually changed everything that first year that I moved to eXp, I made more money

than I'd ever made the 10 years previous when I was a top agent in the community. But that was mostly through agent to agent referrals, which also sustained me through, you know, interest rate hikes and different things where everybody else is freaking out. I'm going, oh, no, I'm building this thing. So, so, yeah, I was able to do it, but it was a completely different business model because you have to pivot during challenging times. So, can we go back to some of the challenges that you experienced. And again, I think that you faced a challenge that would be the toughest challenge. I can't imagine there's anything tougher. Maybe, I'm sure that they would agree that in our own struggles, like whatever our struggles are in front of us become like, you know, like, like sometimes, you know, sometimes you focus on that, right. And sometimes,

you know, what you focus on expands. And so what you're focusing on is, is something that sometimes seems more incredible than what it may be or more magnificent, you know, in a negative way about a challenge. So I think, first of all, seeing who you are, seeing what you've done and seeing how you've been able to create, you know, a great business is, is inspirational. So given all that, give us some specifics. If you have some specifics, like if I'm facing a challenge right now and I feel like, man, this sucks, like what the hell do I do? Or maybe I can't even get my head around even thinking about it. Like what advice do you have for me? So, um, a few things, one is remember your why, like that's my huge thing. It's, it's back there

because my why is my family. And no matter what I'm facing, I still have goals for them. I still need to, even they're grown women now. Um, but they're still my why they're still, you know, building a legacy for them is still my why. So no matter how bad I feel, my sister just passed away three weeks ago. And my second sister to pass away in the last two years. So that was really threw me for a loop. And I gave myself the space to grieve and to have nothing to do whatsoever. But thank God I built a business that sustains me, whether I'm working or not. But I have to remember, okay, you have to get back up

and do this because you have goals for your family. So number one is remember your why. And another thing I tell myself all the time, whether in a, in a terrible situation or a great situation is how can life get better than this? So I actually have that posted on my door when I walk out of my office. So every time, if I just got off a crappy phone call and I say, how can life get better than this? Well, it can. Then I always say, well, it can, because that phone call is gone. I'm going to move on to the next thing. And my life is going to be better. Or if I just got a new $2 million listing and I walked through that door and I see how can my life get better than this? It's like, it can, like I can get another one. So it's always telling myself, this is going to be okay.

You've been through the worst things that you could possibly be through and it's always going to get better. And, um, and so having those things that you're always reminding yourself of, no matter what is going on, I think that is key. And it's really played an important part for me. 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 strength of 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. I want to be transparent. And these last two and a half years have been the toughest two and a half years in my business. I've been licensed since 2007. And my business is a contractor around 50%. Now I've been able to pick up other avenues of revenue, of income.

And I'm grateful for that. This month, I'm having my highest profitable month ever over almost 20 years. And that's coming out of like two and a half years of like really, really challenge. And I said to myself, and I wrote down the number, it's a big number. And I wrote down the number and I said, I'm going to create that again in the next 90 days. Good for you. Right. And so it goes sort of with that concept of it can be better. And it's not from a place. It's from a place of gratitude. It really is because, you know, it's like if you struggle and if you have a positive mindset when you're struggling, how can it get better? And then when you when it does get better for me, I'm literally in that face of like that, you know, uh, that curve

of, of a getting better and tremendously better. Right. Like, like extraordinarily better and then saying, okay, well, how can it get better? Because, and it's not from a place I think of, um, it's from a place that it really truly is from a place of gratitude. Right. It's just like, my God, my goodness, I'm so blessed to have this amazing month. All right. And I'm like, and I know that I created this and people that I work with help me create this. And I'm so blessed to have these great people in my life.

And I know I can do it again, right? And so, but I think what I hear in you, and I think what, what I know that I feel for myself is, is, is really gratitude, which is like the, the, the piece of that and gratitude, whether if it sucks or if it's great, you know, either way, it's, it's, it's always that perspective of it can get better than this. Yes, absolutely. I agree with you 100%. Every day that I walk, I live right by the beach, so I can get there in two minutes for a walk on the beach. And I'm walking down there every day and saying, oh my gosh, I'm so thankful for this. And had my daughter not passed away, I would not live here. I would a hundred percent wish her back if I could, but everything

evolves into something that's good. Something better is coming. Something's better is coming. And now all of my family lives right here next to me at the beach. And we came together because of her and all lived in the same place because we value our, uh, our family so much. So that's a horrible tragedy, but I'm thankful every day that I live here. Right. Yeah. It's, it's, it's, you know, we have tragedies, um, some, you know, more than others, but it's, it's about like, well, what's, what good came from this? And, you know, something that, you know, you have your family all there, you have a beautiful place that you're living in. You get to be able to appreciate the beach. And that's not to say, I'd rather have my child back.

But my life is amazing. And I have to remember that my life is, I have an amazing life. No matter how sad I am that she she's not here i have an amazing life and i keep creating it to be more amazing how can it get better than this how can it it does whether we go through those horrible times or not um yeah you're you're right it's all gratitude and just being thankful for what we do have right now and when we are thankful for wherever we're at it's just going to multiply it's just going to multiply. It's just going to come back to tenfold for sure. So how can I do better than this? Remember your why? I'm curious because I remember when I never heard the concept of like a big why or why before I started in real

estate sales. Right. So, you know, I was like almost 30 years old when I started. Hey, Megan, I think that you're on a wrong time. Yeah, I think we're on the wrong time there, Megan. Just sorry to get distracted there. So I remember I never heard of, you know, like the why. Yeah, me either. And I actually I struggled at the beginning, because I would have these people say, you have to have a vision. You have to have a why. And I'm like, I don't have a vision.

What do you mean? Like, you know, like, so I'm just trying to make some money over here. Right. Like, how about I get the listing damage? That's my why. So if you, let's say for somebody that maybe, um maybe maybe you don't understand what that may mean, like explain to us what that means. Today, I clearly I have that. Right. It took me a few years to figure it out. And then so maybe I got two questions. I why that you're present to, then what suggestions do

you have to be able to get present to a why? So what is a why and how do you get it? Sure. So a why is a reason, right? It's a reason that we get up and we do this every day that we do. Everyone thinks real estate is so easy. It's probably the most difficult thing, one of the most difficult careers because you are your own boss. There's nobody telling you what to do. And you never know when your next sale is going to be. So, so you have to have a reason to go through all that. And it just keeps you driven and it keeps you consistent, right? If you don't make those phone calls, you know, that, that thing isn't going to happen, whatever that why is and how to get it is. And I know it's difficult because I struggled with that in the beginning too. I'm like, well, my family, my family, my family, but what about

your family? Right. So you can, you can start with, well, my why is because I need to pay my mortgage. Right. But why do I need to pay that mortgage? Because I'm taking care of my family or even if it's not your family. Right. Because I want to live in a beautiful place and let it evolve naturally. I think journaling about it every day is really helpful. That's what I did because I was like with my family. Well, what about my family? Well, I was a single mom and I pretty much supported them myself. Well, okay. So I got to put, you know, a roof over their head and food on the table. Well, then it was like, I want all four of my children to be able to go to college because I didn't go to college. I didn't

even graduate high school. So I was like, if they want to go to college, I want to be able to, to provide that. And I did all four of my girls went to college because I worked in real estate, right. And then that it just kept evolving. So my daughter passed away. Then it's like, what's your why? Well, your family, of course, they're so precious to you. You lost one. Well, now they've been through so much trauma. I want to be able to, um, to partner with them in helping them heal that trauma. And I want any, any way that they need to do that. I want to be able to partner with them in helping them heal that trauma. And I want any way that they need to do that, I want to be able to financially afford that for them. So they've come out on the other side of healthy people, right? So it just keeps evolving. I think you just have to keep

asking yourself, well, what about that? What about my family? What about college? Why is that important? Why is that important? Why is that important? Why is that important? So and it could be anything. Right. So, Dan, you just you you just said in a different like what you just said is one of the concepts that I teach in the because it's a particular income community with the XP and, you know, with our team and our group. And it's I say it's slightly different. And it's amazing, though, what you're saying is basically the same thing, which is, you know, why do you do what you do? And you mentioned it's like, well, it's probably more likely to pay your mortgage. Right? Because I think what most people do is they get to that secondary, or they get to the altruistic, like, I want to save the world. Yes. And you're three months behind on your car payment you just need to pay your car so you have transportation to get to that listing appointment right and that's it right so let's start with your basic needs first and now as you are able to take care of your basic needs then now let's start to begin to focus on like what's next and what's next and that's not to say your family's not important if you're not paying your bills but it's saying for your family to be important, you've got to be able

to take care of yourself first. Yes. Then you could serve the, then you could serve others. Right. And, and, and so what I love the way you stated at the end, because it's, it's, why do I do what I do? What's important to me about that? What's important to me about that? What's important to me about that? And then you come up with something like for me, it's so when I started selling real estate, I was waiting tables before I sold real estate. And my why at the time, once I sort of figured out is that I sell real estate so that I never have to go back and wait a table the rest of my life. I love that. That's a great way, right? It's the no bullshit.

You're not saying you want to save the world and live in Miami on the beach. You're saying, I don't ever want to serve another table again in my life. When you become an entrepreneur, a business owner, you have to start out with so much optimism. And that's quickly taken over by fear. Because you soon realize, man, this is so much harder than I thought it was going to be. More money, more time, more skill and energy. It takes so much more. And often we encounter that number one sales mistake, which is the feeling of not good enough. It's that self-doubt that holds so many people back

from achieving their sales goals. And with so many ups and downs, the biggest thing that you need is faith, faith in yourself that you can keep going, but you don't have to manufacture that faith. It's why I wrote the book, teach and 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 and visit www.teachtosellnow.com. That's teachtosellnow.com. Teachtosellnow.com. Go ahead and visit that site and claim your copy. So I think that it's understanding because we're at different levels in our lives and different times in our lives. So somebody may be, you know, may be struggling right now. Listen to this. And they may be like, well, yeah, my family, but damn it, I'm struggling. Right. And, you know, so then it was, I want to be a, you know, I want to be able to

afford to be able to provide my daughter with everything that she wants, including partnering so she can go to private school and all these things, which ultimately, what does that mean? It means I'm a worthy dad. Yes. You got to go back. Right. And dissect that. Well, why, why do you want her to go to that? Why did I want my kids to go to college? Because I didn't have that opportunity. Yeah. And that makes you a worthwhile, worthy mom, right? Like, or some sort of other adjective. Yeah. Right. Yeah. Human. Right. And so, and so then, and now today it's, it's my daughter. She's just started public school two days ago. First time she's gone to public school. She went from like a, her entire class size was 35. She's going started public school two days ago. First time she's gone to public school. She went from like her entire class size was 35. She's going to eighth grade, was 35 for the whole grade.

And now her high school has just shy of 5,000 students. Yeah, that's right. But she's good. She's good. She's good. It's traumatic. But now it's like, okay, so now my needs change my why changes and now it's I want to be able to just like when you were your kids were younger I want to make sure she can go

to college that's already handled but then I want to make certain that that I can start I'm starting to now focus on myself where it's like okay I'm at the age an age where I'm thinking about what's next I'm thinking about the way I'm spending my time and, and my wife's story. And I don't really quite have it entirely. Like I don't have it completely grasped, but it's going to be somewhere along the line of being able to have more choices, being able to be able to spend my time a little bit more freely than I have this last 20 years. Yeah. And so I don't know if I can say in a way that like a specific that resonates with me yet, but I'm working on that. And so I'm sharing this because your why evolves and it changes. Right.

And would you say that you would you agree with that? I agree 100 percent because a lot of my focus right now is the same as you. It's like I want freedom. Right. I'm getting to that age and I don't want to be an 80 year old realtor putting out open house signs. I'm not doing that. So I, I not only sell real estate. Now I have six other streams of income because I'm building wealth. I'm not just now, I'm not just making help with my kids survive. You know, I'm thinking, where's my life look like in the next 10 to 20 years? I want to have a comfortable life. I don't want to have to put out open house signs.

I want to be able to go where I want, when I want, spend time with my kids whenever I want. So that is huge for me right now, just as much as the other is my life. And what does my life look like? So you're right. It's constantly evolving and you have to be aware of that. Like, why am I doing this? Why am I putting up with this thing I'm putting up with right now?

Or, you know, getting up at five o'clock in the morning. Well, it's funny because when we started our conversation, I was on the phone call with somebody that was, I don't know how to describe it, but she, it was something that was a rather like, should have been a rather simple thing. And it was a little bit more complicated than what it may be needed. Right. It's like, I'm happy to be that person for her. Right. But I don't want to have to be that person for my clients for the rest of my life. A thousand percent. And we see that so much in our business too, is, is agents taking on clients who are more of a burden than they're worth because they have a scarcity mindset and because they

don't have a clear why, you know, and because they haven't built that. So they're willing to do things that make them miserable out of desperation to sell that next house, where if you change your focus and if you're building something for yourself, for your freedom, you know, if that happens and you can say, you know what, I just don't think worth it. I don't, I don't need that sale. Right. So that's huge. I don't want to have to things that do things I don't want to do. Remember the first client I'd ever fired. Oh yeah. I was on, I was on a train going from DC to New York and I was with my ex-wife and our daughter. And I'm in like, there's like the quiet train. You're not supposed to be on

the phone. And I stepped into like the little, between the trains, between the carts. So they had like this little thing there. So I step into that and I get on the phone and this person is screaming and yelling at me. And I finally, I looked, I was listening to her. I looked at my daughter. I'm listening to her. I look at my daughter. I listened to her and I finally was like, nope, I think we're going to find you another agent. Boom. Goodbye. Oh my God. Cause I'm looking at my daughter. She was probably six years old at the time. I'm like, this isn't worth it. Like seriously, like, you know? Yeah. Right. And you want to be in that place where you can say, this isn't worth it. And no, I'd rather go be with my daughter right now.

What was the first time you got fired or got fired? What was the first time you fired somebody? I remember that it was way back when I was in the desert and this guy was so high maintenance and everything before we even got to the, to the being live on the MLS, it was every single thing. And I'm not going to do this. And I want you to cut your commission to 1%. And it just became so overwhelming to me. I was like, I do not need to do this. And I told him, and then he was like, you can't tell me you're not going to work for me. And I was like, I certainly can. So yes, sir, I can. I certainly can. And I actually know that when he ended up relisting with another

agent, it never sold because it was just, the whole thing was ridiculous. Well, I could have spent that three, four, five months with them and spent, you know, countless hours that I could have been doing something else and still not have had the end result of that sale. So, so yeah, it all worked out. And you mentioned a, an agent referral network that you have today. Can you tell us a little bit more about that and how an agent can learn, can be applied to become a part of that? Yeah, absolutely. So like I said, when I moved, I had to pivot and that's probably been the theme of my career is constantly pivoting and figuring out what works. a network with agents all over the country. And we support each other with agent to agent referrals and actually help others build out their business to business referral network. And also with their vendor partners, because I feel as realtors, we are like, we're like the buffet and everybody else comes to us with a fork and knife and wants to eat, right? We're the ones

bringing the clients and everybody else wants our business. So we need to learn to flip that and have those people bringing us referrals. So it's not for everybody because you do need to be a producing agent. You do need to be active and support the group. But yeah, anybody can reach out to me. You can find me on Instagram, Deanne Dillard Real Estate, and we can see if it's a fit. And also, um, I don't just take anybody anywhere in any area. We only take one agent per city and sometimes per County, but depending on the size of the County, and then we vet them and see if they're going to be an active referral partner and support each other. So basically, now it's grown to over 100 agents in that network. And it's broker agnostic.

You don't have to be with eXp. You can be anywhere. And it's just more about forming those partnerships and those relationships to support people through all markets, because there's always people moving in and out of um of states no matter what the the market is doing locally yeah you and i are both alike on that and being a broker now like in the cv like what i do it's it applies for all brokers right they're all agents and i know what you do is the same but you know um it's just about providing value to others and you know um yeah and it all comes back it all comes back to us in one way or the other and um i talk to agents all day every day and um i'm always

like hey i'm just about building relationships because you never know what what's going to happen or what either of us is going to need or or how we can help the other and it's always going to come back to you in And when we're another, and you're just, you're putting out great energy into the universe. You're helping people all over. Right. Love it. The end. How can somebody, you said your Instagram. So we know how to get in touch with you besides your Instagram. You can literally Google me. You'll find me in 10 places.

Just Google Deanne Dillard Realtor. Love it. Deanne, thank you for your time today. Thank you for being vulnerable. And I'm sorry for some of your challenges that you faced. But I'm grateful that you're sharing those with us. And I know that this conversation you and I are having right now will make an impact in somebody's life. And I know somebody may be struggling right now and they may be listening to this. And my intention is, and I'm talking to that person, so I'm talking to you right now, not Dean, I'm talking to you right now, the listener, the viewer, if you're struggling with something right now, rewind this, listen to it or watch it again, and really, really listen to the struggles that Deanne had shared and notice how powerful of a human being,

I was going to say of a woman, as a human being that she is, and how she continues to stay on in her game. So thank you again, Deanne. And audience, thank you. Have the best day of your life. Be grateful, make good choices, go help somebody. And God bless you. Bye. I love it.

Bye. 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. I'm very excited about the conversation we're about to have. I want to introduce you to Dan Rochon, who is the owner and co-founder of Greetings Virginia. I am so excited to introduce my next guest. Dan Rochon reads, he writes, he does improv. A frequent speaker and often quoted about the real estate market. I'm going to bring on a guy that is a winner. We had some really cool conversations before going live with

this show. We have Dan Rochon so i'm gonna encourage for you to think big i'm gonna encourage you to think big and then multiply it by two and then take huge action because whatever you want you're only five years away from that