No Broke Months For Salespeople - What You Should Do to Grow Your Sphere and Database - Davis Bartels

Episode Date: June 27, 2024

Davis Bartels is a seasoned real estate professional with over 12 years of experience. He started his career in 2009, focusing on loan modifications and short sales. In 2014, he joined his father's Help-U-Sell discount brokerage and became the broker of record and top-producing agent. After seven years, he started his team and now runs a property management firm. He is a broker associate at an independent Westlake Village, CA brokerage, leading a team of 10 agents. This year, he aims to exceed 73 units and $59 million in sales volume. Join us this episode as Davis discusses The Ultimate Strategy for Growing Your Sphere and Database.Here's how you can get in touch with Davis: Instagram Website 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

It never ceases to amaze me how many people run a business like a hobby, right? And run our business like a hobby. Because if you're in real estate, you're running a business, you're a business owner. If you're a realtor, you're a business owner. So act like one, right? 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.

Davis Bartles is a seasoned real estate professional with over 12 years of experience. He started his career in 2009, focusing on loan modifications and short sales. In 2014, he joined his father's help you sell discount brokerage and became the broker of record and top producing agent after seven years he started his team and now runs a property management firm he is a broker associate at an independent westlake village california brokerage leading a team of 10 agents this year he aims to exceed 73 units and 59 million dollars in sales. Join us this episode as Davis discusses the ultimate strategy for growing your sphere and database. 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. Today, I'm joined with Davis Bartels, who's going to talk to us not just about growing your sphere and your database, but really just give us an insight into all things real estate. He's been a seasoned real estate professional since 2009. He cut his teeth on, oh, a thousand plus or so short sales, helping to negotiate them, has done property management, and is really just, you know, one of the top producing agents to be able to learn from. And so today we're going to talk about, you know, building your sphere, growing your database, but we're also going to just talk about some of the changes that are

going on in the marketplace right now and learn about what you should do in times of change. Davis, welcome. How are you? Awesome, brother. Appreciate you having me, man. Great intro, by the way. I'm flattered. Oh, you wrote it, so you should be flattered. No, I'm just teasing. My team of crack agents dug all that up about you. So, Davis, so tell us a little about yourself. So you got your license in 2009. Right. So I've been, I've been licensed for, you know, well over a decade now. I started out, as you mentioned, when we were in a really tough market. So when I got in the real estate market was when most people were getting out of the real estate market, which to me was pretty valuable, actually, in a very unique

time to get in the market. So I learned and cut my teeth on, you know, probably the hardest, you know, time to transact in real estate. But we found a niche that was short sale negotiation, that was pretty beneficial for us and kind of set a footing for me in my own career. From that we, you know, developed and I say we my dad was my mentor for a very long time. He built out a brokerage, I worked there, I was his, you know, I guess I was the top agent there. And then eventually went out on my own and started doing my own thing, at which point now we're, you know, we've built a property management firm as well, in addition to, you know, our team and what we're doing on like the transactional side for residential and really all types of real estate.

All right. So is your dad still in the business? He is in the business. He's in Florida now. I'm in Southern California. He lives in Florida and he's doing, my dad's always, my dad's an entrepreneur at heart and he saw an opportunity in real estate and he's still in real estate. But he's not super transactional these days anymore. Got it. So you helped build a brokerage. You have a property management company, and you were in a loan modification short sale business for many, many years, plus residential sales. What have you learned from all those different, I mean, there's a lot of different legs there that, you know, you're sort of like me, right? Where it's like, you know, you're successful in many, many different areas, right? But there's different legs there. So what have you learned from, you know, those different

experiences? Right, that's a good question. So and I have to think about it. So I mean, really, what I can say, the first thing that comes to mind is that, you know, I remember that there were short sales that I was structuring the deals. And I remember we had deals with as many 14 is 14, 15, 16 liens that we would negotiate on these things. And, you know, so what I learned, like I said, very quickly was that, you know, doing those deals made doing the deals like, you know, helping, you know, Timmy, and Jenny buy their first home is like a walk in the park, right? And so, you know, coming in at that stage really simplified the process for us. Now we work on, you know, where the business is going is a lot more high level transactions,

a lot more complicated transactions, investor relationships. And really, like what I focus on in my business is, you know, I have a lot of friends in the credit card business and the credit card business, what's super unique about that business is a residual piece of the business. So for me, what's really tough about real estate is how do you create a residual piece in real estate. And so what we look at is, is, you know, keeping the wheels turning, like it's, it's you eat what you kill in our business, you know what I mean? But if I've got to go find 10 new people every single month to work with and transact with, it's really a grind. So we focus a lot on, you know, investors and people that transact multiple times, as well.

And that's where the property management came into play as well, because that creates the residual, the relationship and the ongoing business. Got it. So you're, you're most interested in getting multiple returns from one action. Would that be about accurate? Yeah. I mean, if, if we can, we do, you know, as well as that kind of ties into lead generation as well. So in, in constantly pushing that and, you know, as well as that kind of ties into lead generation as well. So and constantly pushing that and, you know, building a pipeline of people, you know, if you've only got 100 people that you've worked with, well, like you're only going to get so many calls a year, even if those are like your most loyal repeat customers. You know, we want that to be thousands of people so that, you know, that is and that's building to get to a place like that, where the machine just works itself. It's kind of all these different little components in order to keep the wheels turning without too much, without too much effort, right. Without breaking.

How do you do that? I mean, let's get, let's go into this. So if you want to grow your sphere, your database, and then grow that to eventually be, you know, not hunters with thousands, right? Like what's step one, two, three. Right. So for me, well, step one is to have a database and by have a database, that means to have a CRM. So what it never ceases to amaze me how many people run a business like a hobby, right. And run our business like a hobby. Because if you're in real estate, you're running a business, you're a business owner, if you're a realtor, you're a business owner. So act like one, right? And so what does that look like? Well, the first thing is, is all the systems in place. And what I train agents on, you know, that I mentor work with,

is just because you have one transaction, and you can work on one transaction with your memory, and wake up, oh, I got to do this and that today. And then tomorrow I'll do this and that. Well, treat your business today like you have, you know, how you would to transact on 20 transactions, right? You don't need to have 20 transactions to treat your business like that. But I'll tell you this, if you treat your business like you have one transaction, and you have the systems in place to handle one or two transactions, you'll never get to 20. And so that's how we have, that's how we scale is a mentality of creating something that is scalable, right in the systems. But when we get a transaction, it's, you know, you go and convert,

and then you throw it in the machine, and the machine does everything, right? Anyways, a little bit off topic, but the number one thing is to build, is to have a CRM, right? We use follow up boss, a lot of controversy around follow up boss these fold with something or a group of things. So it depends on what works for you. So for me, personally, when I started out in the business, when I was 24, a little bit of personal insight for me is I about burned my life to the ground with, you know, substance abuse and drug addiction. And so one of the things that I was involved with was a recovery community. And I built my business almost solely at no cost in the recovery community. And today, it's a much smaller piece of my business, but it's still a big piece. And I have a ton of, you know, repeat clients that are a result of that. But that gave me the footing

to, you know, build within so or build upon rather. And number three, I would say is follow up. I mean, it's like you could know everybody in the world, but if you don't keep in touch with them, they're not going to know who you are. They're not going to remember you. You know, I'm a big proponent of, you know, touching on birthdays, holidays, we do events, we do two pieces of mail a month. You know, our events, we do three events a year we do, you know, which are all touches that come along with those events. So you're sending invites, you're calling people giving them personal invites, you're following up afterwards saying thanks for coming or sorry, you missed. These are all very natural organic reasons to call. Because I've always been, you know, a soft close guy, right? Like, I don't ever want to make I don't ever want to call and say, Hey, how you doing? Just want to check in, see if you're ready to do a real estate transaction. Nobody wants to do that. I want to call and say, Hey, how's your family doing? I know, you know, I'd love to see you. We're doing a movie, an outdoor movie night would love to have you bring

the kids over and hang out and just enjoy the night with us. Right. And people love that. But guess what? People know I'm in real estate when I'm talking about that, right? They know they know what time it is, you know, but I don't have to put the squeeze to anybody. When I'm making calls like that. Yeah, it's interesting. I started doing I've got a similar type. I bet our businesses are really, really similar. I do for appreciation events a year, but I started doing those. I don't know, a dozen or so years ago. And I did those primarily because I had a coach saying, hey, you got to call all these people, you know, all your past clients, all your sphere. And I'm like, well, what am I going to say to them? Right? Like, yeah, I'm clearly I can say, hey,

who do you know who's in the market to buy a home, sell a house or invest in real estate, anybody that comes to your mind that, you know, for your friends, family, business, whatever, like I can say that. But it just doesn't seem like I'm a giver, right? So it seems like I'm calling just to ask. And I didn't feel comfortable with that. And that's really why I started doing the client appreciation parties. Now I got a reason. Hey, what you doing on Saturday?

I got a barbecue. You want to stop by? That's an easy call to make. Right. I think, yeah, I mean, it's, I discovered the same sort of thing as you did with the client appreciation parties. Well, if you think about, you know, okay, so you've got a birthday, you've got, you know, Mother's Day or Father's Day, you've got, you know, Christmas and Hanukkah, you've got, you know, New Year's, you've got Easter, you've got all

these holidays. So those are all three touch points, right? Whether even if just a simple text, right? A lot of my clients are 30 to 45, right? So like a lot of people just, they don't want to talk on the phone anyways. A text is, you know, they've got young kids, they've got, you know, high power jobs, et cetera. So like a text is good enough. You know what I mean? And then, you know, then you do three or four, we do three events a year. We do an outdoor movie night. We do ice cream in the park. We have Mr. Softee truck come out, we give free ice cream to everyone. That's a farm event also, because we do geographic farm. And then we have Santa come out. And I at first, I was always super apprehensive as a sidebar, because I was like, Oh, I have like so many Jewish clients and friends. And like, but what I found out is they come to because their kids are like all my kids friends talk about Santa and most of them celebrate Christmas anyways. So we do those three. So you have all the holidays, and then you have birthdays, and then you have three events to follow up before and after on it's like you don't really need anything else. schedule some dinners,

lunches and coffees with them in between, you know, do the goal should be to do a few of those a week, in my opinion. And I mean, the business honestly will just come I'm a subscriber of the ninja program, the ninja selling program, I'm sure you're familiar with it. And I don't know if the listeners or subscribers are, but if you're not, that is an absolute game changer, especially and primarily if your goal is to grow your sphere. That's it's instrumental in my business. Excuse me for interrupting my own show. You are freaking amazing. And because you're amazing,

I'm going to ask for a quick favor. We'll just take you 30 seconds for you to leave a favorable five-star rating or review on your favorite platform. Then what I'll do is I'll enter you into a raffle where we can meet 45 minutes for a free coaching session. And I'll also give you a copy of the book,

Real Estate Evolution, which is the 10-step guide to CPI, consistent and predictable income. Oh, by the way, I'm the author of that book. So if you'd like for me to coach you, give you some nuggets and help you in your business, go ahead and leave a review and you can enter into the monthly raffle to win. What do you see as the business evolves in artificial intelligence, technology, lawsuits, settlements, commoditization? You mentioned Zillow buying all the companies that we use to be able to do business.

I mean, there's been so much change. You and I have been licensed about the same amount of time. And so much time, so many things have changed during that time. What do you see that the agent has to do differently today than before? So I think really the first piece is like you're either going to adapt or die, right? You either grow or you go. And it's the people that are not adapting to AI and the people that are not, what it was before Zillow, well, then you're already gone. You know what I mean? And Zillow has only become what it's become over maybe like the last decade, right? Like as long as you and I have been licensed, Zillow has gone from like existing to being a massive force in our marketplace, right? And so like you can either sit around

and cry about it or you can find a way to leverage it. You know what I mean? And like find other ways. So like now real estate agents, your job is, you know, your job is to find the house, but that's not like your primary function before it used to be when we were the gatekeepers of all of the information. If you want to know it's for sale, you got to call them, right? Well, we no longer have that anymore, right? There's this huge amount. There's like, it's just out there. Right. Everything's out there. That's the world that we live in. So now you've got to find other reasons that you're valuable. And that's why I think that the relationship based real estate is becoming so powerful is because people if you know combining those two things because when you become the the the educator i mean that's what i teach in my community you know is teach yourself it's about talking the with your clients and teaching them what to expect throughout the transaction right like they're not going to get that from zillow they're going to get you know where are the homes Like they're not going to get that from Zillow. They're going to get, you know, where are the homes, but they're not going to get the experience of a

professional, a real estate professional talking to them about when you write that offer that gets accepted and you go home tonight, that night, you're going to be scared and you're going to toss and turn and you're going to have an uneasy night sleep. And the next morning, your sister's going to text you and say, you're freaking idiot for buying with interest rates the way that they are. And then the net, and then you just walk them through the journey so that when they experience that they're more comfortable rather than, you know, it's just being like, you know, unguided. And so I love what you're saying about the relationship and taking those relationships and then being the educator, being the teacher for the, for your

people. I think that goes a long ways. Well, listen, like, you know, this is a people business, you know what I mean? Like if you don't know how to handle people and handle not just relationships, but everything that transpires during a transaction and how to give people and handle not just relationships, but everything that transpires during a transaction and how to give people information, transmit the information and, you know, control these relationships, then you're going to be in trouble. And like, I think a huge defining factor for successful agents versus like just your mediocre agents or your average, I guess, mediocre average agents, what have you, is that like, you're going to, you're going to give people peace of mind. And there's a difference between somebody who's done, you know, five transactions and the comfort and

security and confidence behind their tone of voice, that's going to convey that to the client, like there's something you cannot teach in real estate. And you know, there are transactions that I do with agents that I work with and they say, well, get Davis on the phone. And the difference isn't that I'm better or I know more, like maybe I've done more transactions. The difference is, is that like when I convey information, I know it to be true. I believe it. I'm confident in it. So what happens? They're confident in it, right? They believe it. They go with it. And they're more apt to listen to it and move forward as a result of that, right? What do you see as the biggest change, like specific change in our industry that we should expect over the next six months? Let's talk about commissions. Sure. Let's talk about commissions. I mean, about commissions i mean i i think i think that

we should i think it's like everybody's talking about it and i have i have an opinion on it so of course and i i'd be curious to hear what you think too and i mean i think that that's when you say that what does 90 agents say they say commissions too probably i'm not as concerned about it but like let's focus on what probably the listeners are thinking about. Right. All right. So what do you have to say about commissions? So what, like it's, it's really simple what I have to say about it. And I think that, you know, if you, I don't know about your regional MLS, but if you look on your regional MLS, what would you say is the percent, like what would be the customary co-op that a buyer that a seller would be offering a buyer's agent well let's actually not say that because uh because that

can get that could get us into trouble right well whatever that number is i know that yeah let's stay away from that question but whatever that number is we all know what the number is right so we'll just stay with that we know what that number. But whatever that number is, we all know what the number is, right? So we'll just stay with that. We know what that number is. So whatever that number is, listener, whatever your number is, put that number in your mind. Go on. Right. So put that number been a change in that. compression happening in our marketplace. There's no doubt about it. I would say that pretty easily 40% of the listings that I see are less than that number that's in your head in our market. I'd say in my marketplace, maybe not quite 40%, but a significant, you know, 30 to 40%. I'd say that's probably 30% I'm thinking, but yeah, it's, it's significant for sure. Yeah. So what's, what's the difference? Cause when I look at my listings, my listings are 95% are the number that's in your head that's customary or better. And so what's the difference, right?

The difference is the agent that's working the deal. And the difference is, is like, to go back to what we were just talking about, like what, when you're talking to your client, what are you conveying? Like how, what type of conversation are you having? If you can show the value in offering that. And like, I believe in that value. I believe that if I listed my own house today, I would offer that number that's customary, right? I believe that it makes a huge difference. You know what I mean? So guess what? When I talk to my clients about it, they're going to believe it too,

because I am convicted in what I'm saying. And that's not because I'm trying to earn a buck. That's not because I'm worried about what my colleagues are going to make on the deal. That's because my sole job and concern is to sell their home for the most amount of money. And I think that that's one of the most effective tools to do that. So anyways, having said all of that, the bottom line to all of this is that what's really not, and I'll be careful because I don't know if there's something that's out of bounds or what have you. But the reality is, I don't think much is gonna change.

The difference is that now it's on people's mind and people are asking about it. And now you're gonna be having those conversations. And the questions that agents should be having is how am I going to have those conversations? How am I going to add value to my client to, you know, have, how am I going to add value to my client to justify what I'm worth doing a transaction for them? And it's the agents that are valuable, the agents that are experienced agents that know what they're doing, are the agents that nothing's really going to change, in my opinion. So I'd be curious to hear what you think about the whole. Well, I think, first of all, you know, there are the only two things that have changed from

the settlement as number one, the buyers got to hire you. And number two is the compensation cannot be offered in the MLS. So those are the only two things that have changed. Now, unfortunately, that's not quite a true statement because perception is reality, whether it's valid or not. And the media has misreported to the consumer, saying to the consumer that the seller is no longer offering commission to the buyer's agent. Well, that's not accurate. But because the media is reporting that and because the real estate agent community is doing a horrific job by us getting the voice out there of reality, then now the consumer is believing that things are different. So now what are you left to do? In my opinion, you go back to just like I

said, you teach the self. If I'm working with a buyer, I'm working with them in a way that I'm communicating that with them for them to understand what to expect throughout the transaction before I even asked to get hired. The number one thing that I get when I'm consulting a buyer, because I look at that first appointment with a buyer, which I typically do on a video. So I typically have a phone call with somebody and then I set up a video consultation with them to be able to consult them.

I go through 13 different conversations. And if people are interested, go to my website, nobrokemonths.com, sign up for one of the classes. You can learn more about that. I go through 13 different conversations with the buyer to be able to set their expectations, to be able to educate them before I even say, hey, do you want me to help you? And then by that point, it's already presumed that I'm their agent. I've already offered them a value. They are already saying to me, Dan, no other agent has helped me like the way that you're helping me right now.

Thank you. And then they say yes to that. I say, okay, great. You just have to okay some paperwork. It's standard paperwork. Everybody signs it. And I'll help you. We can do that digitally right now. And it's a very, very just like it's a no brainer at that point. Now, how

am I going to get compensated? Well, either we're going to put a subsidy through the transaction so that the seller pays us as buyers agents, you know, the appropriate amount of compensation or the buyer is going to pay us or the seller's going to pay us directly. Right. So there's three different ways that we can get compensated. What the norm of that, I think we're not going to know that for a few months. Right. I think that the business, I think, you know, right now I'm not necessarily like, I'm not

worried about how I'm going to get paid. I'm not worried about what's going to happen because I know that whatever happens, I'm already set up to be able to accommodate it. And I also know that I'm not going to be able to influence on a big, big way, whatever the norms become. I suspect that the norms will become that the seller pays it as a subsidy. Fannie Mae has already changed the rules. Freddie Mac, the VA, they've all already changed the rules to be able to accommodate so that the real estate, so that they can offer a

subsidy and that subsidy can go towards a buyer's agent's commissions. So all the government entities have already paved the way for it. And so, you know, what happens in the next few months, I don't know, but I know we'll be ready for it. Right. You know, I saw, I was inputting a listing, finishing an input. And I noticed something really interesting on my MLS in that there was a new field. There were two new fields. One new, the new field is, is the seller offering a concession and it's yes or no. And then the field below it was how much is the concession that they're offering? So we'll see. It's a little bit like. Right. Between the lines. But if you get down to the base of basis of all this, what is it? It's transparency. Right.

And so when this all first started happening, what did all the agents do? They, a lot of agents started saying, oh my gosh, and they're coming after my income. And I'm, you know, and, and like, what is your mindset behind all this? Like, is your mindset that you are going to get crushed from this? Or is your mindset that like, it's time to adapt? Like, it's not like, are you in, and this is what I see. My opinion is on something like this, when there's a mass change in a marketplace, you can either look at it like, oh my gosh, what do I have to deal with? This is so much of an inconvenience. It's going to ruin my life. Or you can say, this is a really good opportunity for me to get out in front of this and be better and take a bigger market share and do better than everybody else. Because you can either look at this as a detriment or an opportunity, in my opinion. 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. It's the same way in 2009, you and I both did the same thing. We started doing short sales. I did a few years before that. I started in 2007. But during that same time period, we started doing short sales. And I also started doing bank-owned homes as well. So it's taking a look at what is the

opportunity in the marketplace. It's what everyone's crying about. And because of that, you did thousands of short sales. I did thousands of short sales. And I made a very, very good living when times were tough. I made a tremendous living when times were tough because I was willing to do, I was willing to lean into, you know, when there's a storm, you can run away from the storm or you can run through the storm. Which of those two ways will you be in the storm for a shorter period of time. Right. You can't outrun that storm. You're going to be in that storm all day long and you're trying to run away from it. But if you run directly through it,

you're going to be in that storm for a second. And then on the other side of that is, you know, is a fair skies. Yeah. Yeah. No, I think it's all how you approach it. And it's, I think that the short sale market is the perfectly good analogy because there's a lot of people that did very, very well good analogy because there's a lot of people that did very very well during that a lot more people that went out of business yeah yeah but think about it like a really good book to read is the shift by gary keller i don't you've probably read it it's a

i read it a few years ago um and everybody was expecting something something was going to happen right you can't just go a straight line up for 15 years and expect nothing's going to happen. And what it talks about is that like on the rebound back, super shortened version of this is that like when the market goes down and then starts to go up, this is when you really shine, right? And so like, is that where we're leading? Is this like the land of opportunity now? And maybe it is, you know, and what I've seen is that there's a really mixed bag of either there's agents who are producing at a really high level right now. And there's agents who are struggling. And to me, if I had to guess,

it's the agents that are taking advantage of the market, doing what they have to do and growing their business right now and making the adjustments and adapting. And then there's the ones that are just sitting around waiting for their phone to ring. Well, I mean, I think that's true of anybody. Would you say, and now this is, I do believe this is probably the second time in my career that I've seen a major shift in the marketplace. Yet, I cannot remember a time in the marketplace where I didn't

hear a story within the agent marketplace where the agents were saying something like the sky has fallen now it was always like a little bit less of a of the sky falling than it is today right but have you noticed that as well davis for sure it depends on who you talk to you know if you if you talk to me the future looks bright you know what i mean if you talk to somebody else you know the it's we're in we're in bad shape right now and they're you know selling and you know like they're trying to figure out how to survive so it's it's all I think it starts here is really the reality but yes you're 100% right and if you listen to this on the audio Davis is pointing to his head it starts it starts with your beliefs with your thoughts with feelings. Davis, what do you

value? Well, you want me to answer that personally or professionally? Sure, yes. Well, so I have two daughters. We're having my third daughter in about two months, actually two months to the day. So August 11, is my third due date. So I mean, above all else, like, I believe that I was put on this earth to provide for my family, for my girls, right, for my wife, and my soon to be three daughters. And, you know, there's, there's not a whole lot in this world that's going to stand in my way of doing that. Other than that, you know, I value, you know, I value success, I value winning, you know, if you want to talk about a why, if you want to talk about like, what, why we're in this

business, like, I love aspects of this business, I don't love certain other aspects of it. But at the end of the day, what I absolutely love is I absolutely love winning and producing at a high level, getting deals done, getting complicated deals done, getting exciting deals done that nobody else can do is exciting. And it's winning for me. And at the end of the day, that's my why. What's the biggest challenge you're facing today? Probably scaling our business without scaling our expenses too much. Because, you know, growing a business is, I mean, really doable. If you're not scared to spend money, there's deals out there. I mean, we're, we're running, you know, 18 escrows right now. I mean, so there's deals out there. But like, does it cost you 100 grand to get those 18 escrows, then it doesn't for us, but like,

it's not free either. And so the as we are, you know, like we mentioned, it's't for us, but like, it's not free either. And so the, as we are, you know, like we mentioned, it's, you know, are you going to rely upon just the people in your database and your loyal clients and past clients or referrals to just feed you? Or are you going to go out and find more people in a tough market? Right? Cause like we talked about, it's like, if you want to survive in a tough market where there's less transactions, well, then you got to open it up and you got to expand and you got to find new clients. And so at what cost is that? I think another thing is that transactions are getting harder and a tough market. That's just always what happens. Transaction gets harder, get harder. So there are transactions that are, you know, multiple times contingent. there are transactions that are, you know, buyers are a lot more picky,

the concessions and credits get bigger, the, you know, lowball offers get more frequent, you know, those types of things. And that's just, that's, that's easy, right? Like, to me, I don't, I don't think that's, I think we got accustomed to a very easy, good, lucrative market for a long time. And now we're not there. So adjust. How would you describe your daily habits? I'm not like, you know, you would see on Instagram where people say like, you got to wake up at 4am meditate workout and, you know, go to bed. I mean, to be totally honest with you, like, I'm probably not a model for what I am is honest. So I'll tell you how it is. But I'm probably not a model of like, you know, wake up morning routine affirmations. I do work out in the morning. I am a believer

in like the mental and, you know, peace of mind that comes along with, you know, exercise and breaking a sweat. And, but I'll tell, I'll be honest with you, it's tough, you know, when you're working, you know, long days, long into the night, and, you know, it's challenging. But right now, you know, I'm running on a little less sleep than usual. And, you know, we're growing. And like I said, it's like, you know, if I wanted to get, you know, eight hours of sleep a day, then I would, you know, have to be okay with making, you know, a fraction of the income that I'm okay with. So. How can an agent refer to you? What markets do you serve? And how can somebody get in touch with you? Yeah, so we serve pretty big markets. We serve in Los Angeles and Ventura counties, which

if you don't know Ventura County, we're right in between Los Angeles and Ventura counties, which if you don't know Ventura County, we're right in between Los Angeles and Santa Barbara. And we're seeing a lot of people move and we do a ton of agent referrals. And we're very, very good at keeping our referral partners updated and the systems in place to do that. So it's the same systems that we use to track our transactions. We include updating our agents. So if you do refer anybody to us, and then obviously, you know, we refer out a good amount considering that we live in California, and you would think the state's on fire with how well it kind of is, but you would think it's on fire literally with how many people are actually leaving the state. And then how can they find you online? So you can find me on Davis Bark at Davis

Bartels real estate on Instagram. We probably spend the most amount of time on Instagram, my personal, you can follow my personal page too. Cause like there's no such thing as like truly personal in real estate or it's Davis underscore Bartels. You have all of our handles are Davis Bartels real estate. You can find us on Facebook, Instagram, tech talk. Anyway, you can send me an email too. If you want to chat or connect, you can send me a DM on Instagram, or you can email me at Davis at Davis Bartels.com. Pretty, pretty simple. Davis, thanks for your time today. Listeners and viewers have the best day of your life. Be grateful, make good choices, go help somebody and say something today

to somebody else to express your love to them. God bless you guys. See ya. 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 you'll find a listing. Hey, I just had the best 45 minutes interviewing Dan Rochon. He's from Virginia, right outside the D.C. area. He's been in a stable market for a long time. Within 18 months, he created so much success. He was actually able to buy the brokerage as a real estate agent dan is a leader of vision focus and passion his enthusiasm is truly infectious he just came out with a book for real estate agents to kind of help people pivot we went through and talked about how to succeed in adversity some of his big traits out

there