Start With A Win - Building Organic Relationships in Real Estate with Quintavius "Q" Burdette

Episode Date: August 4, 2021

In this episode of Start With A Win, Win Nation will meet Quintavius “Q” Burdette, RE/MAX real estate agent. He is a former D1 football and track athlete from the University of Mississippi (Ole Miss) who integrated his work ethic as an athlete into his real estate business. Q has been in the real estate industry for two and a half years. During his first year, he closed 106 transactions and eventually achieved Diamond status—a million dollars in gross commission—in August 2020. He has built his success by developing a four-point system, which measures his daily activity and maintains productivity. The concept is to achieve any combination of four points daily, outlined by these tasks:4 points = contract2 points = listing agreement1 point = showing buyers1/2 point = meeting potential clients looking to do business within 90 days Q also attributes his success to building organic relationships and focusing less on paying for leads and marketing. One of the common ways Q meets others in the community is by going to the local Kroger store and assisting customers with bagging groceries. This type of networking enabled him to talk to 6,000 people in his first 30 days as a real estate agent. Presentation is vital, as it is essential to be aware of your tone, delivery, and what you’re going to say. Q explains how the real estate business comes down to heart. It’s about how much you’re willing to work, network, and build relationships.Connect with Quintavius:https://www.remax.com/real-estate-agents/quintavius-burdette-germantown-tn/102051157https://www.instagram.com/quintaviusburdette/https://www.facebook.com/quintaviusburdetterealtor/Connect with Adam:https://www.startwithawin.com/https://www.facebook.com/REMAXAdamContoshttps://twitter.com/REMAXAdamContoshttps://www.instagram.com/REMAXadamcontos/ Leave us a voicemail:888-581-4430

Every day is filled with choices. You're here because you're choosing to start with a win. Get ready to be inspired, learn something new, and connect with the win nation. Coming to you from Remax World Headquarters in Denver, Colorado. Adam Conto, CEO of Remax with Start With a Win. Got a little dancing going on. How you doing, Producer Mark? I'm doing fantastic. I love it. Got your baseball cap on and your white glasses.

That's right. It's a baseball cap. You're the only one without a baseball cap here, Adam. Where you at? I'm not in a room here. I'll have to grab my Start With a Win hat or something. I don't know. That's right. Or like'll have to grab my start with a win hat or something. I don't know. That's right.

Or like an Ole Miss hat like our good guest Q has today. I didn't tell anybody what's going on. That's right. So, ladies and gentlemen, we have a rock star in the Remax Network, just an amazing individual. I last saw him a few months ago. We were hanging out at a pit bull concert in Florida. We have Quintavious Burdette, otherwise known as our friend Q.

How you doing, my friend? Man, I'm doing wonderful. Enjoying weather here. It's not normal here to have 80 degrees and the sun's high behind the clouds this morning. Today, the great Denny, man. I love it. I love it. Every time I see you, you got a huge smile on your face because you're grateful, man.

I love this. Yes, there have to. When you're one of 17, you have to fight for everything you have. It's now a time where I can relax a little bit and be myself. I can smile on every day, bro. Awesome. Awesome. So a little bit about Q.

Q is a former D1 athlete. As you can see, attended the University of Mississippi. Ole Miss played football and ran track. After you earned your master's degree, you worked for KPMG, which is an accounting firm in Atlanta. And you're like, hey, I want to pursue other endeavors,izing that job was not doing it for you, so you earned your real estate license in 2018 after moving back to your hometown in Mississippi. Where at in Mississippi? San Antonio, Mississippi. How big is that?

Oh, it's small, man. We've only got 5,000 people in our town. Okay, well, based on that, your first year, you closed 106 transactions. Bam! Rookie of the year in Mississippi for your first year as a real estate agent. And you developed a four-point system to reach goals, set a measurable pace, and maintain a productivity structure. So I want to get into some of, you did this amazing transformation in, you're like out in corporate world, you're like, no,

not for me. I'm going to go be an entrepreneur and I'm going to kill it in that world. And I'm going to help people too. So you got a, you got a great attitude about it and some, some really neat things. So kudos to you, my friend, and welcome to the show. Hey, um, from your perspective, how do you describe yourself? Tell us how does Q talk about Q? Give us your background from your perspective. Yeah. So,, so I'm a very humble, when loud type of guy. I tell people all the time, when I'm in the room, you know what.

Then that's because when you come from a background like I am, you can easily be forgotten or overlooked from talent or having a younger brother, younger sister who needs the attention now. So I'm very humble and loud. I care for people. I don't mind working.

I don't want anything given to me. You set me a goal and I push it every single time. And that's just my attitude. I'm a very confident individual. But I understand that I'm so confident that some folks look at it and say, man, this guy, he's copying. No, I'm just real confident in my ability. I love it. And you mentioned one of 17 or 18 or 17 brothers and sisters?

One of 17, yes. One of 17? Yes. You've got to fight for every crumb when you're one of 17, don't you? Oh, yeah. Every single time, nothing is given. When they say dinner is ready, if you're not on your P's and Q's,

you'll be eating ramen noodles to bite. So, I had to feel my body because I trained, you know, from 10 years old. I was doing things kids

just didn't do. Kids was asking for video games for Christmas. I was asking for a weight bench and ankle weights. I was running around the city carrying stuff on my back and I was running around the city,

carrying stuff on my back. And I had to figure out my body, man. So when dad said food is ready, by God, I tried to eat it off. You know, being with that many brothers and sisters, you grew up pretty young too, as far as caring for each other and learning life values and things like that, right? I did. I did. My dad, he never asked us to do one single thing. If you wanted to learn, he would get up early in the morning and he'll start. He expected for you to be there to look in, to understand what he's doing. If you don't ask questions, but if you don't ask questions, he's going to tell you one day, hey, go out there and change that tire. If you've been watching for the last four or five days and you haven't learned anything, you haven't asked any courses, your butt's about to get it. So you have to learn. You have to adapt quick. You have to be ready to be thrown out there in a fight. You know, coming back from Atlanta, I knew nothing about

real estate. I knew nothing about remaps two years ago. All right? I'm talking to Sammy. You probably know Sammy how he is. He was trying to get me before I left to do accounting for Remax. And, you know, when I left to come back, I said, hey, I'm coming back. He was like, perfect. You need to go talk to my remaster. I said, look, dude, I'm not doing any more accounting. He said, no, Lee, Remax is a real estate firm. I said, oh, okay. Let me talk to you then, buddy. And let's sit down and talk about it. And when I did, man, it was amazing. The family atmosphere that we have here, the brand, the culture. So I was like, boom, I'm all in. But I had to jump that broom.

I had to be ready to get in that fight. Well, I mean, and it wasn't your first time jumping too. I mean, obviously, you know, growing up that way. But a D1 athlete at Ole Miss, I mean, that is a big accomplishment to begin with. I mean, to actually make a D1 team, you've got to be good. You've got to be on it every single day. Tell us, I mean, when did you start wanting to be an athlete like that? Is that something that you aspired from a young boy,

or when did you want to get into something like that? Yeah, so as a kid, you know, I had dreams of going to the NFL. And I understood to get to the NFL, you have to go through college. And I grew up watching Reggie Bush. He's my favorite player. And, you know, every camp I went to, like I say, to myself, I was loud. I was yelling at the other kids in their face. And that got me noticed.

When you come from a small town like San Antonio, we've only had one person in our history of our school to ever go D1 to the SEC and ever go D1 period, Jeremy Gere. Now he's coaching for the Cleveland Browns, but he was the only one. So knowing that when I go to those camps, I have to stick out, I have to be loud. So I got offers. I started in 10th grade, 11th grade. And the huge challenge for me was my senior year. I played probably six downs of football and I did not run track. I got hurt. My very first game of my senior year. So I was out, done. So I had to rebuild myself. I had to rebuild my confidence. I had to instill, come screen time, I couldn't run track because my college coaches wanted to make sure that I could still run, jump, and play. So I spent that whole screen getting my ankle healthy enough to

go out to those camps to show, hey, my scholarship is still here and it's mine and you're not giving it to no one else. So I proved myself and I had a scholarship and track in football. All right. But going into school, I always knew that one day, someday it's going to come to an end. So I mastered in what I felt like at the university was the hornest thing to master in is accounting. A lot of folks, you know, they just don't make it in that program. We're top three program in the country, number one in the SEC for numerous years. So I took on that. And I finished with honors.

And I liked that challenge. And after college, I had an opportunity to go to New York with the Giants and do a workout. And I would have made that work. And I didn't get turf tour. So every time it's like, oh, it's about to happen, boom, challenge. So versus going through that and saying I'm going to fight back, I told myself that I'm going to do something for the kids,

for my community, for my culture, then anybody can win the game. Not anybody can go to the NFL, but everybody can come back and be successful in business. So I said, I'm going to change my life around. I'm going to have an NFL lifestyle without ever planning on going down to the NFL. That's been my motto, my goal, my thing that I look up

to. And man, two years now, I'm having it falling down. Right on. That is so inspirational. I love it. Here's the reality. This wasn't because of magic or something like that. I mean, you made this happen. So you hurt your ankle. You've worked through challenges before and you look at things and you make a plan and you go after it. So you came up with your four

point system as a real estate agent as well. I mean, you just broke it down into processes. So tell us, I mean, how does Q think? How do you think that helps you say, all right, there's a challenge. I'm going to reverse engineer this. I'm going to break it down and I'm going to, I'm going to make it into things that I can go attack and get accomplished on. I mean, and that's the first thing I realized when I met you is this is a man of systems and you work your systems religiously. I mean, you are disciplined. Where does that come from? How did you get there? Yeah, they come from, you know,

being an athlete is nothing different than going to the army. It instills a different set of work ethic. You have to be disciplined. You have to wake up every day. You have to do it over and over and over again. Yesterday doesn't matter. So in this business, it's the same. I could get 500 contracts today. If I don't work and go at it for tomorrow, then I feel like I'm a failure. I didn't do my job for today because 30 days, now 45 days from now, one of those contracts is going to close. If you don't have something that's going to replace that, your business is moving backwards, not forward. So every single day, I have to go out, I have to get four points.

If I scored a touchdown last week, by God, I can't bring that seven points to the next game and say, oh, we have seven this week. No, we can't do it. So real estate agents have to stop thinking, oh, I'm doing well this month. I have five closings, six closings, 10, 15. I can take the month off. The agents who think like that, it's agent rights media out there that's going to bypass them very, very quickly. All right. So with me, that system, it allows me to stay hungry. It allows me to never, ever reach my goals because every day I have to do something different. I have to do it again. I'm almost like, oh, you

caught that pass? Catch it again. Okay, I do. I wake up and do it today. So, yeah, it's fun, man. It's fun. All right, so break down the four-point system for us. I mean, you got to score four points a day, right? Got to get four points a day. A contract is four

points. So you get a contract, boom, four points. And when you get four points a day. A contract is four points. So you get a contract, boom, four points. And when you get four points a day, you control your day at that point. You can shut it down or you can go after more points. But regardless, four points is a success. So a contract is four points. Putting a deal in its escrow

is what they call it out there in California and other places. A list and agreement is two points. So once you get somebody to say, hey, yes, I'm a capitalist, you sell my house, you sell the list, agreement is two points. So once you get somebody to say, hey, yes, I'm a salaried to sell my house, that's two points. Showing a buyer is one point. You get one point per

buyer, not per house. So once you go out and show a buyer 10 houses, that's one point. Once you show the second buyer, you get two points. And what that does is it transitions that agent to stop thinking of, oh man, I showed this buyer two houses today. They wasted my time. They didn't buy anything. No, you got one point. You're one point closer to your goal. It's no waste of your time. And then meeting potential customers, looking to do business in 90 days is a half a point. And those are my

favorite points to get. And it's because those are the conversations that I have out in Corbett and Walmart. When I'm calling folks on the phone, when I go do a knock, I'm searching for somebody to say, hey, I'm looking to sell my house, man, in the next three months. Hey, I know somebody that is. Oh, you do? Give me the knock. I need that right now. Right.

Don't wait. Don't say anything to me. Look at your phone. Give it to me right now. You know know so i won't get half a point um and that's the best point because it requires the most work but it's the most rewarding as well at the end of the day um so that's the four point system uh can you get a plump for clothes can't know why a clothing should be negative points zero points because the closing is only an act of you getting four points. So why did you get four points now from a closing? So closings are zero points.

That means something has come off the board. Closings are bad in my eyes. I don't like closings, but it has to happen in my business. But what I do is I try to replace each clothes every day, replace, replace, replace. So this is so cool. I mean, and this is not just real estate. Anybody listening to this show, I mean, you might be in sales, you might, I mean, medical or insurance, who knows what you're in, but the reality is this is getting deals done in life and business. And it's so cool because, I mean, what you hear Q doing here is he's top-loading this whole process. It's about getting people involved in the process, and it's that journey instead of the destination. You know, the closing is a destination. You're

like, you're out of business once you get to the game's over. You got to stay in the game. Tell me, you mentioned to me when we originally talked about you didn't have any customers. So you went and bagged groceries. Hey, everybody listen to this. If you're not talking to a customer right now, get your butt down to the grocery store and bag some groceries and meet some. Q, tell us, how'd that happen? It's simple. I got a call one day from a rep, I guess, for Kroger. They were saying, hey, you spend a thousand bucks a month,

we'll put your photo on the basket of Kroger. I'm like, a thousand bucks? So someone can put bread on top of my face and never look at it? Heck no, not anymore. What I do is I get myself up. I go to Kroger and I talk to people. So what I would do is I would help them bag their groceries, take it to the cars, load it up, but also give them a business card. And then when I'm in the grocery store, I will get a buggy. I fill my buggy up, but I fill it up according to where people are. So if they're on a grapevine and they pick up grape grapes, I'm going to pick up the green grapes. Hey, you eating grapes?

What are you doing with those? Hey, the best way to eat those is to put them in the freezer for two days before you eat them. But these here, you can eat them. So I'm just starting a conversation that ends with, hey, by the way, my neighbor's Quintanilla's on those Remax. If I can ever help you, let me know. Boom.

Go to the milk aisle. If they get whole milk, I'm going to get 2%. Oh, my God. I'm going to be get whole milk i'm gonna get two percent oh my god i'm gonna drink the whole milk nobody can get to his dad oh man i'm gonna get this two percent milk anyways my name is courtavious i was remaxed if i can help you let me know and i did that so much so much so much here's the thing now uh i go to kroger even even if i'm really about to grocery shop now that you're putting that stuff back today, right? Yeah, I'm a grocery shop any day.

I'm not in for anything else. But then I got a moving truck, and I branded my moving truck, and guess where I parked it? I parked it at Kroger. Because now that's where the most of the folks know me from, and that area is the Kroger. And what really made me continue to do that is I door-knocked a self-infusion. Later that day, I went to Kroger, and I was talking to folks and meeting folks,

and there was a guy with that door-knock. He didn't come up to me in Kroger. He called me about two weeks later. He said, hey, we want you to sell that house for your door-knockers. Well, he said, I'm going to tell you right now what we're using. I was like, okay, what is it? He was like, you door knock at my house. We went to Kroger later that day,

and we saw you at Kroger, man, passing out cards and helping people. He was like, that's the type of agent I'm working for. Poof. You tell me something like that, oh, you done boosted me all. I'm going, I went to Kroger every day. You just never know who's going to see you and where they're going to see you, where

today you see them another place. So I was just addicted to that. Just that feeling of, man, somebody might see me today and that's all yesterday. I want them to see me. And I just kept going and going and going. You're the type of individual you can't say no to. If you say, Q, you can't do this, you're going to go, I'm going to prove I can do it plus more. Yes.

And that's how I got started. So I moved back from Atlanta. I told Sammy, which is the owner of our Remax house, and he said, Q, what are your goals? And I said, well, Sammy, I'm going to do, you know, $500,000 my first year in real estate.

I'm going to make sure. He was like, whoa. He was like, Q, I'd be proud if you did half of that. And to be cute. Listen, I'd be proud if you did half of that. And to be honest with you, I'd be proud if you did half of that, which is 125. And I looked at him and I tell him, Perf, I mean, I understand what you'd be proud of, but for me to be proud, I have to do 515. All right?

All my eggs are in this basket. I don't have a plan B at all. Then I leave that office. And about two or three days later, I talk to an agent that's in my office that has a team. And they was asking, hey, what are your goals? And they was telling me, oh, man, your first year to hit that, you need four. You need this many agents. You need this much contact you need. So then he's trying to tell me everything I needed to hit that. Well, we all know my first year I hit Cherries, but everyone else didn't think I could.

But I can lead from day one. I didn't know Cherries Club would lead to 106 houses. All I knew was at the end of the year, my statement was going to read 500 grand, and that's what it did. Fast forward to now, year three, I gave myself year one a goal to hit diamond by year five. I'll hit diamond in

August. August of this year, I hit diamond. It's just my drive and my hunger and I can't be told no. I can say it's because if I hit no, I'm going to work until I find somebody to tell me yes to find my clothes.

I want to look for this. I want to work. I want to be the floridest working agent here. yes, a place to find my clothes. I want to look for this. I want to work. I want to be the farthest working agent here. I want to be the well-known agent. I want to be everything that every agent thinks they want to be. I want to be it as well. But the only difference is I'm willing to work full. I'm willing to go out and bust my butt to make sure it happens.

I love it. A few things that come to mind here. In fact, I brought you up to a bunch of new brokers I spoke to this morning in broker training, talking about, you know, some really, really spectacular people that we have in our network. And you are certainly one of those, my friend. And by the way, for anybody wondering, Diamond is a million dollars in gross commission. Boom. That's awesome. I mean, that's pretty spectacular. And I look forward to when we announce the awards at the end of the year, seeing where you come out, my friend. I'm sure you will not disappoint one bit knowing you. So what we're seeing here with what you're working on, Q,

and how your brain functions, you deploy consistent focused excellence. I call it CFE, consistent focused excellence. You're not out chasing a whole bunch of different things. You are focused on getting your four points consistently every day and doing it with excellence. And that is truly what drives success, especially in a sales entrepreneurial commission-based environment. You know, a lot of people, they can go to work and they can get by. That does not work in your genetics. I mean, you're like, why? Why would I do that? Why would I waste my day that way? You are focused on being consistently excellent there, and you're exhibiting the actions of leadership. And that's awesome because you were talking about how you want to model

the behaviors that any young leader, any person in your community that you're like, you can do this. You can be as successful as you want to be. And that's a really cool part that Dave Linegar talked about in 1973. He said, I want to create an environment where people can be as successful as they want to be. And you're living that, my friend. I mean, you are living that. Good for you. And your broker, Sammy, fantastic person. I know he is, that guy's a, he's a driven individual as well. And very kind, very kind human being. So. Yeah. If you ever need some honesty, call Sam, he gonna give it to you straight. I love it. Yeah. Q, what, what advice do you have for people who want to, you know, they're, they're listening to this. They're like, oh,

I wish I could do that. I wish I could do 106 transactions in a year. Or, you know, we're not even going to go into how many you're going to do this year. What would you tell somebody that wants to really raise the bar? What advice do you have? Yes. It's a very proven plan that works. And like I tell folks all the time, I can relate to the age of it. Just when I'm getting into business, I'm fairly new.

I've been in this business now two and a half years. And I can also relate to the age of just when I'm getting into business. I'm fairly new, been in this business now two and a half years. And I can also relate to the age of who's been here seven, ten years, who's looking for a change. My first 30 days in the business, I talked to right at 6,000 people. So the name of this game isn't about paying for leads, buying leads, paying for marketing. It's about how many folks can you talk to that will talk back and write. So you have to work on your personality. You have to work on things that are on the inside. And here's the thing. A lot of folks think it's out there.

No, it's in here. The business is in here. It's in your heart. It's in your head. It's the way that you think. So now, once you start to talk to folks and you understand that it's not about trying to get them to buy or sell a house,

it's about building a relationship and moving forward with their person in life and being there. You know, for me, when I call, I never ask them, are you ready to sell or buy a house? I ask for the person. I introduce myself. I give

back to their time. I neutralize the conversation when I get to the point. So if I was calling Adam, hey, may I ask you about Adam? Hey, Adam, this squid tape is over at Remax. Did I catch you at a bad time? No, I got you. You know, Ole Miss playing Alabama this weekend. Are you an Ole Miss player? Oh, you might doubt. Oh, God, we're going to crush you guys. Well, look here. Well, see, you've got a house at 123 main street have you guys thought about potentially kind of upside and downsizing moving on do something different okay i got you and then move on from that conversation so you have to work on your tone you have to work on your delivery you have to work on your what you're going to say

and the simple as saying the exact same thing every single time. You never have to think or pause. So just really put me in that time where if you want to be successful, write it on the board. Every day you wake up in the morning, look at it and make sure you're doing the things that get you there. Most folks, they think they want to be productive. They think they want to be successful until you tell them that they're going to have to give up two hours of sleep. You're waking up at seven o'clock in the morning, you have to wake up now at five. And then boom, you can cast a light for people who really want to be successful. Because those folks start waking up at five with the frozen dough. They'll say, well, I can still get it done and waking up at seven. Well, I wake up at four o'clock in the morning. If you're here

in my market and you wake up at seven o'clock, you don't have a chance. Until you meet somebody like me, you will not understand the power of what I just said. Because I'm going to go out there and I'm a fine person. I'm going to work. I don't mind work. I'm 27 years old. So to the 35-year-old age and 40-year-old age who's saying, oh, I'm too old to go out there and work. Well, guess what?

I'm not. Until the 22-year-old agent who hasn't come into their form yet and don't know how to talk to people, I do. So until you practice and you put that time in with yourself and you build that confidence, you'll forever be behind.

So first set that goal, build that confidence, and go after it. Don't let anybody tell you you can't you can't q you're man you're a hero you are awesome where can everybody find you if uh you know your website uh social media where where can they find you at yes you can find me on instagram or facebook it's where i'm the most active. Let me throw this in. It is so crazy. And I just thought about it when he asked me.

But, you know, I don't have a CRM, nor do I have a website at all. I have an iPhone and I have an Instagram and a Facebook. And that's how I get everything done. So a lot of folks think they need all these shiny objects. You really don't. Just be yourself and go talk to people. But if you look at me up on Instagram, it's Quintavious Burdette. And on Facebook, it's the same, Quintavious Burdette. Please follow me. I post content there. I'm very active. You will see some of the things that I post. And I will say, if you're on social media and you want to build your business that way, I have a little trick. And here's the thing. I'm not going to tell you guys some trick

on here. If you follow me and DM me, I'll tell them. How about that? Yes. All right. Q, I ask all of our amazing guests on Start With A Win the same question. I mean, you've given us a lot of wins already. So Quintavious Burdette, great friend of ours, a winner in life, somebody who is just kicking butt in life. How do you start your day with a win? Yep. I start my day every single morning by waking up at 4 a.m. From 4 to 5 o'clock in the morning is my time. I work out at 5.15 and 6.15 to get my body going. And at that time, everything else, it just happens as it happens.

So it starts with them waking up and having that me time in the morning and then going following it with an intense workout to get my day started. That's how I hang it out. Quintavious Burdette, thank you so much for being on Start With A Win. It's great to see you again,

my friend. We send our very best to you and all the wonderful people there at your Remax office. Tell Sammy hi for us and thank you for starting with a win. Man, I appreciate it. That's right. Hey, and thank you so much for listening to Start With A Win.

If you'd like to ask Adam a question or tell us your Start With A Win story, give us a call. Leave us a message at 888-581-4430. Don't forget to go on to iTunes and subscribe, write a review, and rate the show. It helps us get the word out and reach more people. For more great content, head over to StartWithAWin.com. You can follow Adam on YouTube, Instagram, Facebook, and Twitter. And remember, Start with a win.