WEBVTT - EYL #66 Keys 2 the City feat. Quiana Watson 0:00:00.040 --> 0:00:03.600 An illegal alien from Guatemala charged with raping a child 0:00:03.680 --> 0:00:07.480 in Massachusetts. An MS thirteen gang member from Al Salvador 0:00:07.720 --> 0:00:11.840 accused of murdering a Texas man of Venezuelan charged with 0:00:11.920 --> 0:00:15.840 filming and selling child pornography in Michigan. These are just 0:00:15.920 --> 0:00:19.680 some of the heinous migrant criminals caught because of President 0:00:19.720 --> 0:00:23.320 Donald J. Trump's leadership. I'm Christy nom the United States 0:00:23.320 --> 0:00:28.120 Secretary of Homeland Security. Under President Trump, attempted illegal border 0:00:28.160 --> 0:00:31.680 crossings are at the lowest levels ever recorded, and over 0:00:31.760 --> 0:00:34.960 one hundred thousand illegal aliens have been arrested. If you 0:00:35.040 --> 0:00:38.920 are here illegally your next you will be fined nearly 0:00:39.000 --> 0:00:43.000 one thousand dollars a day, imprisoned, and deported. You will 0:00:43.040 --> 0:00:46.680 never return. But if you register using our CBP home 0:00:46.720 --> 0:00:50.120 app and leave now, you could be allowed to return legally. 0:00:50.479 --> 0:00:55.240 Do what's right. Leave now. Under President Trump, America's laws, 0:00:55.400 --> 0:00:57.840 border and families will be protected. 0:00:57.920 --> 0:01:00.000 Sponsored by the United States Department of Homeland Security. 0:01:00.240 --> 0:01:03.520 All right, guys, welcome back and your Lisia atl edition. 0:01:04.319 --> 0:01:08.080 We got a very very uh special guest special episode. 0:01:08.200 --> 0:01:11.240 It's crazy because we've covered real estate a lot, but 0:01:11.480 --> 0:01:17.080 we covered it from wholesaling, from development, from investing, but 0:01:17.160 --> 0:01:20.360 we haven't covered it from a realtorst perspective. So we 0:01:20.440 --> 0:01:23.080 have Keanu Watson, who is one of the top relatives 0:01:23.120 --> 0:01:29.120 in Atlanta top five percent front top five, top five 0:01:29.360 --> 0:01:32.560 for sure, and she has her own firm too, can 0:01:32.600 --> 0:01:34.760 of Watchington Associates. And I thought that was really dope 0:01:34.760 --> 0:01:37.200 to highlight somebody that not only has performed that an 0:01:37.240 --> 0:01:40.840 extremely high level in the business, but as a business 0:01:40.840 --> 0:01:42.720 owner as well. So this is going to be a 0:01:42.800 --> 0:01:46.160 very interesting conversation because we're going to talk about it 0:01:46.520 --> 0:01:49.520 from the realtors perspective and also from a business owner's 0:01:49.520 --> 0:01:52.840 perspective and get it get a different spin on real 0:01:52.960 --> 0:01:56.560 estate than we've we've gotten in the past. 0:01:56.240 --> 0:01:57.200 We got the right person. 0:01:58.880 --> 0:02:01.600 I'm to talk about out my perspective and let you 0:02:01.600 --> 0:02:03.560 guys know what it's like to be a realtor in 0:02:03.600 --> 0:02:06.400 the metro Atlanta area and you know what it takes 0:02:06.440 --> 0:02:07.800 if you want to get in this industry and what 0:02:07.840 --> 0:02:09.640 it's going to take if you want to really start 0:02:09.680 --> 0:02:12.320 investing in building generational wealth through real estate. 0:02:12.760 --> 0:02:13.680 Yeah for sure. 0:02:13.720 --> 0:02:15.440 So all right, So I was saying off camera, like 0:02:15.480 --> 0:02:18.440 you know, we're from New York and starting out like 0:02:18.480 --> 0:02:21.040 in business for me, like years ago, I used to 0:02:21.080 --> 0:02:22.840 go to like these networking events and stuff like that, 0:02:22.880 --> 0:02:25.960 and everybody there was a realtor. Like, there was like 0:02:26.240 --> 0:02:29.240 so many realtors. And I realized that the reason why 0:02:29.280 --> 0:02:31.640 there's so many relators is because it's it's like a 0:02:31.639 --> 0:02:35.359 commission based job, but it's a high turnover. 0:02:35.680 --> 0:02:35.800 Right. 0:02:35.960 --> 0:02:39.079 But but if you are successful, like you can make 0:02:39.080 --> 0:02:41.320 a bunch of money. So it's like million dollar listings 0:02:41.320 --> 0:02:43.320 and stuff like that. And especially like you know those 0:02:43.400 --> 0:02:46.840 high end markets New York, LA, now Atlanta. So how 0:02:46.880 --> 0:02:48.760 did you what made you get into into the game, 0:02:48.760 --> 0:02:49.919 Like what made you want to be a realtor? 0:02:50.880 --> 0:02:53.840 I stumbled across a group of ladies. So let me 0:02:53.919 --> 0:02:56.480 rewind when I moved to Atlanta. I moved by myself 0:02:56.960 --> 0:02:58.600 O six and. 0:02:58.639 --> 0:02:59.680 I was North Carolina. 0:02:59.720 --> 0:03:05.520 Yeah from North Carolina, shout out to the shout out 0:03:05.600 --> 0:03:10.560 to the vill And I was working in this little marketing firm. 0:03:10.600 --> 0:03:12.239 You know, they call it a marketing job, but you 0:03:12.400 --> 0:03:13.400 really a taile a marketer. 0:03:13.480 --> 0:03:15.200 You're in a little cubicle and I'm like, all right, 0:03:15.280 --> 0:03:17.280 you know, I'm not really feeling this. 0:03:17.360 --> 0:03:19.200 So I went to this little bar, little club, and 0:03:19.240 --> 0:03:22.280 I saw all these fly chicks like all bossed up, 0:03:22.360 --> 0:03:22.919 like I'm like. 0:03:23.160 --> 0:03:26.040 What y'all do I need to know? 0:03:26.560 --> 0:03:29.040 And they were like, we're relatoris we do real estate. 0:03:29.120 --> 0:03:31.920 And at the time they were the girl I met, 0:03:31.960 --> 0:03:34.160 she actually was a part of like a small boutique, 0:03:34.440 --> 0:03:36.960 all lady, all female real estate firm. 0:03:37.560 --> 0:03:39.880 So I got my real estate license and I joined them. 0:03:40.120 --> 0:03:43.360 You got the real estate life license in North Carolina? 0:03:43.400 --> 0:03:44.800 No, I got my little state license here in two 0:03:44.800 --> 0:03:46.360 thousand and seven. 0:03:46.600 --> 0:03:49.880 And then so how does that transition unto we're gonna 0:03:49.880 --> 0:03:51.840 talk about like owning the business, but like, at what 0:03:51.920 --> 0:03:54.480 point do you say, Okay, it's cool, but I want 0:03:54.480 --> 0:03:56.880 to actually be on the other side and own my 0:03:57.000 --> 0:03:57.600 own firm. 0:03:57.880 --> 0:04:00.560 What happens is this when you are selling real estate 0:04:00.600 --> 0:04:03.160 and you're out here and you hustling and bustling, because 0:04:03.160 --> 0:04:06.040 if you are really going to make some money out here, 0:04:06.440 --> 0:04:08.000 you're gonna have to work for it. And it's not 0:04:08.040 --> 0:04:09.680 like you're gonna sit behind a desk either, Like you 0:04:09.720 --> 0:04:12.480 get up in the morning and you behind the wheel. 0:04:12.600 --> 0:04:14.160 You know, you go where your clients go, and you 0:04:14.240 --> 0:04:16.320 got to really hustle. So at some point you have 0:04:16.400 --> 0:04:18.040 to decide what you want to do, what type of 0:04:18.080 --> 0:04:20.120 quality of life do you want. You can take that 0:04:20.240 --> 0:04:22.800 knowledge and you can train a group of people to 0:04:22.839 --> 0:04:25.560 perform like you and they become you know, like your 0:04:25.600 --> 0:04:28.000 passive income. That's why you want to have a team. 0:04:28.040 --> 0:04:30.160 You know, you want to create your own and then 0:04:30.200 --> 0:04:32.279 on top of that, you can make sure that people 0:04:32.320 --> 0:04:34.760 are getting serviced the way that you would service them. 0:04:34.760 --> 0:04:37.520 Because there's like you said, it's everybody an agent, but 0:04:37.560 --> 0:04:39.159 everybody's not a performing agent. 0:04:39.480 --> 0:04:42.440 You know, there's a big difference. Is there a difference 0:04:42.480 --> 0:04:44.520 between being a realtor and a real estate agent. 0:04:45.120 --> 0:04:45.839 It's a difference. 0:04:45.880 --> 0:04:48.320 So when you're a real estate agent, you just got 0:04:48.320 --> 0:04:50.920 your real estate license, you're using the regular forms. You know, 0:04:50.960 --> 0:04:52.919 you don't have a cold essation, you're not part of 0:04:52.960 --> 0:04:55.640 a board. When you're a realtor, you're part of a 0:04:55.680 --> 0:04:58.039 board of realtors. So the good thing about that is 0:04:58.080 --> 0:05:01.560 we have special training. We also have different contracts that 0:05:01.600 --> 0:05:04.640 we use that protects the best interests of our clients 0:05:04.839 --> 0:05:07.080 and us. So you really want to be work with 0:05:07.080 --> 0:05:09.480 someone that's a realtor because they're held to a different standard. 0:05:09.760 --> 0:05:11.160 They have a code of ethics. 0:05:11.279 --> 0:05:13.400 But on top of that, just to add that we 0:05:13.520 --> 0:05:16.480 have training that we're a part of, and we're involved 0:05:16.520 --> 0:05:18.640 in the community and the growth of our communities. 0:05:18.960 --> 0:05:21.680 So let me ask you a question because I heard 0:05:21.680 --> 0:05:23.880 somebody in the life insurance business say one time, and 0:05:23.880 --> 0:05:28.080 it was like, life insurance agents, it's the hardest business 0:05:28.240 --> 0:05:29.440 to make fifty thousand. 0:05:29.880 --> 0:05:31.120 It's the easiest. 0:05:30.720 --> 0:05:33.520 Business to make five hundred thousand, Meaning like if you 0:05:33.600 --> 0:05:36.599 really if you get a niche market and you can 0:05:36.640 --> 0:05:39.280 really do a couple policies and make a lot of money, 0:05:39.839 --> 0:05:42.520 or you can be chasing people down for one hundred 0:05:42.560 --> 0:05:45.599 dollars and work twenty hours a day and make thirty 0:05:45.640 --> 0:05:47.520 thousand dollars a year. And I feel like, correct me 0:05:47.560 --> 0:05:50.080 if I'm wrong. Being a realtor is kind of similar, 0:05:50.120 --> 0:05:54.120 like you either hit it big or struggling. 0:05:55.680 --> 0:05:56.440 Up all night with it. 0:05:57.680 --> 0:05:59.240 That's the truth. That's the truth. 0:05:59.279 --> 0:06:01.679 That's why I've saying that it's going to be twenty 0:06:01.680 --> 0:06:03.839 percent of the agents do eighty percent of the business 0:06:04.080 --> 0:06:05.640 because it's easy. 0:06:05.680 --> 0:06:07.839 The barrier to entry to get your real estate license 0:06:07.920 --> 0:06:08.400 is so low. 0:06:08.680 --> 0:06:10.359 All you need is a high school diploma and no 0:06:10.400 --> 0:06:13.120 felonies past the test test is a week, take the 0:06:13.160 --> 0:06:14.360 class for a week past the test. 0:06:14.240 --> 0:06:15.280 Building, you have a real estate life? 0:06:15.400 --> 0:06:16.279 Is that true in every state? 0:06:16.520 --> 0:06:19.000 Every state? Pretty much everything is the same. You don't 0:06:19.000 --> 0:06:20.320 have to have a college degree. 0:06:20.040 --> 0:06:21.880 To be a realtory. You just have to have a 0:06:21.960 --> 0:06:23.760 ged and no felonies. 0:06:24.120 --> 0:06:27.000 So how do you separate yourself? All right? 0:06:27.040 --> 0:06:29.480 Being that is so competitive, there's so many people when 0:06:29.480 --> 0:06:32.719 it's a low bar entry, how do you separate yourself? 0:06:32.760 --> 0:06:36.880 How did you separate yourself as opposed to everybody else 0:06:36.920 --> 0:06:39.560 that may be not be successful. 0:06:39.040 --> 0:06:42.839 By being myself but also I'm I'm pretty I'm pretty smart. 0:06:42.839 --> 0:06:45.440 You know, I know my stuff, and that is my 0:06:45.520 --> 0:06:47.719 biggest selling point. A lot of people work with me 0:06:47.760 --> 0:06:49.920 because they're you're working with someone that knows what they're 0:06:49.960 --> 0:06:50.440 talking about. 0:06:50.480 --> 0:06:52.600 But I'm also relatable. You know, back in the day 0:06:52.640 --> 0:06:53.080 they had. 0:06:52.920 --> 0:06:56.920 To black suit everybody, but you know you got the tidy. 0:06:56.680 --> 0:06:58.400 Got the hair, and the bun in the back. We're 0:06:58.400 --> 0:06:59.359 not doing that anymore. 0:06:59.400 --> 0:07:01.520 I started to really use social media as a way 0:07:01.560 --> 0:07:03.840 to highlight I'm human, but I know what I'm talking 0:07:03.880 --> 0:07:06.800 about and I'm relatable. People love to work with people 0:07:07.080 --> 0:07:09.479 that they can relate to, and I've been able to 0:07:09.560 --> 0:07:12.720 grow my business by being knowledgeable and also relatable. 0:07:13.200 --> 0:07:16.240 Was there a specific deal or client that you had 0:07:16.320 --> 0:07:18.200 that made the shift for you, like, you know what, 0:07:18.280 --> 0:07:20.360 I got this deal and now it's brought me in 0:07:20.400 --> 0:07:22.200 so many more. Was there a specific moment? 0:07:22.600 --> 0:07:26.240 Oh, absolutely there was one person. So when I got back, 0:07:26.280 --> 0:07:29.160 so I had my real estate license, started managing multi 0:07:29.160 --> 0:07:31.480 family communities when the market crash, and I got back 0:07:31.480 --> 0:07:33.880 into real estate full time in twenty fifteen. So now 0:07:33.920 --> 0:07:37.120 I was coming back. My cousin had her coworker. She 0:07:37.200 --> 0:07:38.800 was like, she wanted to buy a house. I'm like, 0:07:38.840 --> 0:07:41.520 all right, let me work with her. Four houses later, 0:07:41.720 --> 0:07:44.080 two investment properties later. Plus I'm about to go help 0:07:44.080 --> 0:07:46.040 her sell a piece of land. And she's referred me 0:07:46.080 --> 0:07:48.600 to like six people. She was like a supervisor, like 0:07:48.640 --> 0:07:52.080 this big company. So that just changed the game for 0:07:52.120 --> 0:07:53.360 me because you got to keep in mind, when I 0:07:53.440 --> 0:07:56.080 came back, I was just like I'm posting, I'm talking, 0:07:56.120 --> 0:07:59.280 but I ain't selling nothing, you know. And she gave 0:07:59.320 --> 0:08:01.880 me an opportunity and it's just been uphill from there. 0:08:01.880 --> 0:08:04.720 And it changed my perspective about building long term relationships 0:08:05.000 --> 0:08:06.840 because sometimes I look at being in this business and 0:08:06.840 --> 0:08:08.560 I used to be so much like we did the business. 0:08:08.560 --> 0:08:09.600 That's it. Let me move on. 0:08:09.880 --> 0:08:11.160 Now I'm like, hey, what you doing. Let's go to 0:08:11.200 --> 0:08:14.119 lunch like on some GP. Not trying to sell you nothing, 0:08:14.200 --> 0:08:15.960 not trying to listen nothing. We don't even talk. 0:08:15.800 --> 0:08:17.360 About real estate. I'm talking about life. 0:08:17.600 --> 0:08:20.720 We rode our bikes through like Grant Party, like we're 0:08:20.760 --> 0:08:23.560 just doing things. And I figured, I understand that it's 0:08:23.600 --> 0:08:26.520 about building their relationship with people when they like you 0:08:26.600 --> 0:08:26.920 and they. 0:08:26.800 --> 0:08:27.920 Feel like you're just not there. 0:08:27.800 --> 0:08:30.200 To take Is that part of the success too? 0:08:30.280 --> 0:08:30.480 Right now? 0:08:30.640 --> 0:08:33.160 Absolutely, you're creating an experience. It's not just selling. Were 0:08:33.160 --> 0:08:33.840 creating experience. 0:08:34.120 --> 0:08:37.560 Creating experience, you know I have. But the good thing 0:08:37.679 --> 0:08:39.960 is because I get a lot of my clients from social. 0:08:40.040 --> 0:08:41.880 I really like my clients, like they people I can 0:08:41.920 --> 0:08:43.600 hang out with, we can go have dreams, we can 0:08:43.640 --> 0:08:46.240 hang out like we really cool and so it helps 0:08:46.280 --> 0:08:47.000 me so much. 0:08:47.200 --> 0:08:48.840 So I want to keep up with them. 0:08:48.880 --> 0:08:52.040 You know, let me ask you this, referrals. You have 0:08:52.040 --> 0:08:52.840 a referral system. 0:08:53.679 --> 0:08:55.760 I don't have a system in place. I just it's 0:08:55.800 --> 0:08:58.000 to the to the point where I literally I can 0:08:58.120 --> 0:09:00.200 I post a video on social like you know, not 0:09:00.280 --> 0:09:02.679 to brag, but I could get on here and talk 0:09:02.720 --> 0:09:03.800 a little bit about real estate. 0:09:04.080 --> 0:09:06.240 I get fifteen leads next day DMS. 0:09:06.400 --> 0:09:08.800 So social media is like you're driving driving force. 0:09:09.280 --> 0:09:11.439 And then on top of that, people refer me that 0:09:11.600 --> 0:09:12.960 just follow me, So they followed me. 0:09:12.960 --> 0:09:13.200 There. 0:09:13.240 --> 0:09:15.200 I got a girl, she was in Chicago. She referred 0:09:15.200 --> 0:09:17.079 me to her brother. Never worked with me, but she's like, 0:09:17.120 --> 0:09:19.280 I follow you. You gotta work with her. He bought 0:09:19.280 --> 0:09:19.880 his house with me. 0:09:19.920 --> 0:09:22.200 Do you network with like other like mortgage brokers or 0:09:22.200 --> 0:09:24.839 other professionals that may give you leads or absolutely? 0:09:24.920 --> 0:09:25.040 So. 0:09:25.160 --> 0:09:26.079 I mean this is my thing. 0:09:26.200 --> 0:09:28.080 If we're gonna do business together, you gotta give me 0:09:28.080 --> 0:09:29.680 some leads. You're gonna have to be some a sponsor, 0:09:29.679 --> 0:09:30.839 You're gonna have to be a part of whatever I 0:09:30.920 --> 0:09:33.880 got going on. The biggest part of it is working 0:09:33.920 --> 0:09:36.640 with other like mortgage brokers. Like one thing I can say, 0:09:37.080 --> 0:09:40.000 there are certain people like that, actually can't that that 0:09:40.040 --> 0:09:41.480 got a big enough audience. 0:09:41.120 --> 0:09:43.400 That can give you some leads. You know, can shout 0:09:43.440 --> 0:09:46.000 somebody out, Yeah so free, so free? 0:09:46.040 --> 0:09:50.840 Why not you know anybody like that? Matt Matt the 0:09:50.880 --> 0:09:52.720 mortgage guys. 0:09:52.800 --> 0:09:56.080 Yes, he definitely has given some leads because he has 0:09:56.120 --> 0:09:59.319 a big platform. Unfortunately, a lot of lenders that I know, 0:09:59.360 --> 0:10:02.400 they still in the old ages. They don't really have that. 0:10:02.480 --> 0:10:04.319 They don't have them that leads to give. They want 0:10:04.320 --> 0:10:06.280 to just take. And I don't like that. You ain't 0:10:06.280 --> 0:10:07.920 work with me if you're not giving me some No. 0:10:08.040 --> 0:10:10.199 I learned that early on in businesses, like you got 0:10:10.200 --> 0:10:13.520 to develop a team. So it's like, if you are 0:10:13.600 --> 0:10:16.240 in business and your clients need a lawyer, or your 0:10:16.280 --> 0:10:19.280 clients need an accountant, you should develop a relationship with 0:10:19.280 --> 0:10:21.560 an account and a lawyer because it could work vice 0:10:21.640 --> 0:10:24.400 versa because like the more business that you give them, 0:10:24.720 --> 0:10:26.920 now they're in a position where it's time for them 0:10:26.960 --> 0:10:27.840 to refer business to you. 0:10:28.080 --> 0:10:28.480 Exactly. 0:10:28.520 --> 0:10:32.160 And it's the same. It's almost every industry. There's somebody 0:10:32.200 --> 0:10:33.200 who you can network with. 0:10:33.440 --> 0:10:35.400 Absolutely there's always more to network with. 0:10:35.520 --> 0:10:39.960 I have found accountants, I work with lenders, appraisers. You 0:10:40.000 --> 0:10:41.440 want to be you want to be a one stop 0:10:41.440 --> 0:10:43.400 shop because your clients are going to call you and 0:10:43.400 --> 0:10:45.920 they want your opinion when it comes to home inspectors. 0:10:46.120 --> 0:10:48.200 All of these people you network with them, you build 0:10:48.200 --> 0:10:50.480 a relationship, and so it's like if you on my 0:10:50.600 --> 0:10:52.400 list you know, because I got a list of people. 0:10:52.440 --> 0:10:54.599 Then you you know you've made it. You made it. 0:10:57.400 --> 0:10:59.280 So I'm sure you get like you said, you get 0:10:59.280 --> 0:11:02.079 a lot of leads. How do you sort out the 0:11:02.360 --> 0:11:05.079 serious ones from like these people are not serious about 0:11:05.280 --> 0:11:07.439 actually quiet really so you know, I. 0:11:07.400 --> 0:11:09.320 Mean, you know, at some point you can't be the 0:11:09.320 --> 0:11:10.920 first point of contact. 0:11:10.520 --> 0:11:12.720 Anyway, you're running the business when you go when. 0:11:12.559 --> 0:11:14.360 You go to the doctor's off, you see the person 0:11:14.360 --> 0:11:16.040 at the front desk, you see the nurse, and you. 0:11:15.960 --> 0:11:16.520 See the doctor. 0:11:16.840 --> 0:11:19.120 All right, you got you got, you gotta you gotta, 0:11:19.240 --> 0:11:21.400 you gotta get through my selling assistant. 0:11:21.440 --> 0:11:23.320 You got to get through one more conversation then you 0:11:23.360 --> 0:11:23.760 get to me. 0:11:24.040 --> 0:11:25.440 By the time you get to me and you've been 0:11:25.520 --> 0:11:27.200 vetted enough and I know what you need. But I 0:11:27.200 --> 0:11:29.520 got a lot of emails. I already think templates, I 0:11:29.559 --> 0:11:32.360 got anything. Any question you asked, we got it for you. 0:11:32.400 --> 0:11:32.760 Perfect. 0:11:32.760 --> 0:11:35.120 No. I'm glad you said that because I learned that 0:11:35.200 --> 0:11:38.679 early on in business. Yeah No, I didn't. 0:11:41.120 --> 0:11:42.040 Have you ever seen that me? 0:11:42.280 --> 0:11:44.240 Was like sixteen heads you like the ad man, you, 0:11:44.320 --> 0:11:46.360 the person showing the house, you the person picking up 0:11:46.400 --> 0:11:46.720 the phone. 0:11:47.320 --> 0:11:49.920 Yeah, cause it's like because somebody. One time, somebody told 0:11:49.960 --> 0:11:52.000 me I was like eager to make a sell, and 0:11:52.040 --> 0:11:54.400 they told me, they was like, you gotta respect your time, 0:11:54.679 --> 0:11:58.240 and you can't. You can't let people know that you're 0:11:58.360 --> 0:12:00.679 this eager because it's like if you if you want 0:12:00.679 --> 0:12:03.679 to go to the dentist, the dentist, you can't call 0:12:03.720 --> 0:12:06.319 it into cell phone, right, you call a dentist, they 0:12:06.360 --> 0:12:09.040 have office hours, Yep, they'll say, okay, this is where, 0:12:09.080 --> 0:12:11.400 this is what time we can fit you in exactly. 0:12:11.880 --> 0:12:15.079 And people a lot of times in any form of sales, right, 0:12:15.160 --> 0:12:16.760 And that's why I talk people all the time. And 0:12:16.840 --> 0:12:19.720 sales in my opinion, if you are doing your service, 0:12:20.040 --> 0:12:22.480 your clients need you more than you need your clients exact. 0:12:22.520 --> 0:12:24.880 It's important to understand that because once you fully understand that, 0:12:24.920 --> 0:12:26.960 it changes your mindset because now you're not chasing and 0:12:27.040 --> 0:12:29.760 running after people. And it's like, now it changes how 0:12:29.960 --> 0:12:30.880 somebody looks at you. 0:12:31.679 --> 0:12:33.320 I just real quick, I just think, like that's the 0:12:33.360 --> 0:12:36.760 power of social media, right, It's like I follow you, 0:12:36.800 --> 0:12:39.160 so now I feel like I have direct content. So 0:12:39.240 --> 0:12:40.959 like we did that out. It's important, but. 0:12:40.920 --> 0:12:43.480 You also have a way like you they feel like 0:12:43.520 --> 0:12:45.800 they have direct contact with me, but they already know 0:12:45.960 --> 0:12:48.679 the moment. My everything is on my calendar, Like you 0:12:48.720 --> 0:12:52.120 call me, you contact me, all right, My assisters about 0:12:52.120 --> 0:12:53.880 to follow up with you and figure out what your 0:12:53.920 --> 0:12:55.319 needs are once are, and then she'll put you on 0:12:55.360 --> 0:12:57.240 the calendar. You're trying to move in a year, you 0:12:57.280 --> 0:12:59.760 don't need to talk to me tomorrow. You know you're 0:12:59.760 --> 0:13:01.880 trying to still your house today. I might have an 0:13:01.880 --> 0:13:02.400 opening at. 0:13:02.320 --> 0:13:03.880 Twelve thirty, you know. 0:13:04.200 --> 0:13:06.440 No, I'm glad you said that too, because that's something 0:13:06.440 --> 0:13:08.200 that people need to learn in business too, is that 0:13:08.240 --> 0:13:11.400 you have to prioritize absolutely. You have eight clients, B clients, 0:13:11.440 --> 0:13:13.440 C clients see a lot of times. This is why 0:13:13.480 --> 0:13:17.000 I love Earno Lisia, because it's like there's no mentorship. 0:13:17.200 --> 0:13:20.040 So we don't fully understand business as a community for 0:13:20.040 --> 0:13:22.439 the most part, and we make a lot of mistakes. 0:13:22.480 --> 0:13:23.800 But we don't. We don't. 0:13:23.840 --> 0:13:27.600 We don't know, like it's okay to segment people in 0:13:27.720 --> 0:13:31.160 different categories because something it's like once again, if you go. 0:13:31.080 --> 0:13:35.240 To the doctor, if you have a. 0:13:34.640 --> 0:13:39.600 Toothake, that's important, but it's not as important as if 0:13:39.640 --> 0:13:42.760 you just got shot, Like right, you need more urgent, 0:13:42.800 --> 0:13:45.000 you need more urgent attention, right, So they're not gonna 0:13:45.000 --> 0:13:46.719 treat They're gonna say, okay, we just got to wait 0:13:46.720 --> 0:13:50.040 a minute, and we're gonna bring the gunshot victim in first. Like, 0:13:50.080 --> 0:13:52.439 So it's the same thing with business like you have 0:13:52.520 --> 0:13:56.000 to be able to prioritize and say this is more 0:13:56.000 --> 0:13:59.640 important to my business exactly, and I can get to this. 0:14:00.360 --> 0:14:02.000 And if you don't do that, what you do is 0:14:02.040 --> 0:14:04.400 you do a disservice to your client. So the moment 0:14:04.480 --> 0:14:07.320 that you open the door to be easily accessible and 0:14:07.360 --> 0:14:09.840 you don't call somebody back or you don't text them 0:14:09.880 --> 0:14:11.920 back because you don't have systems in place and you're 0:14:11.920 --> 0:14:14.040 trying to talk to fifteen twenty people a day, you 0:14:14.080 --> 0:14:16.560 do a disservice because now your customer service is low. 0:14:16.840 --> 0:14:18.960 Now you're not following through with your systems. You have 0:14:19.000 --> 0:14:21.960 to set the right expectation for people they respect that 0:14:22.320 --> 0:14:24.800 like and people that don't respect you know, my schedule 0:14:24.800 --> 0:14:27.600 that you're not for me. You're definitely not a client. 0:14:28.560 --> 0:14:31.360 It's about matching and I tell people that all the time. 0:14:31.400 --> 0:14:33.520 It's like I might not be a good fit for 0:14:33.560 --> 0:14:35.440 you, you might not be a good fit for me. So 0:14:35.480 --> 0:14:38.920 let's not even because that takes the whole dynamic of 0:14:38.920 --> 0:14:40.560 how people look at you as well, right, because it's 0:14:40.600 --> 0:14:43.680 like you're not trying to work with everybody. No, it 0:14:43.720 --> 0:14:45.360 may be a good fit, it may not be a 0:14:45.360 --> 0:14:48.040 good fit. And then people it's like, well, how can 0:14:48.080 --> 0:14:49.680 I be your client? Now they ask you to be 0:14:49.680 --> 0:14:51.400 a client like Bernie made Off. See, we always got 0:14:51.480 --> 0:14:54.400 to learn from everything. The one thing that Bernie Madeoff 0:14:54.400 --> 0:14:56.960 did with that was genius is that he positioned himself 0:14:57.000 --> 0:15:00.240 where people were like, if you watch this movie, I 0:15:00.280 --> 0:15:03.480 think his minimum was like for fun was like ten 0:15:03.520 --> 0:15:06.400 million dollars, and then God came to him like I 0:15:06.400 --> 0:15:08.600 have five million dollars. He needed the money. Bernie needed 0:15:08.600 --> 0:15:10.800 the money. He's like, I have five million dollars. He 0:15:10.920 --> 0:15:13.680 was like, I can't help you. It's only ten. So 0:15:13.720 --> 0:15:16.600 the guy comes back like can we do seven point five? 0:15:17.040 --> 0:15:19.520 He's like, I can fit you in exactly. 0:15:19.720 --> 0:15:20.840 That's a fact, like what I'm saying. 0:15:20.880 --> 0:15:22.760 But the psychology on it is like if he would 0:15:22.800 --> 0:15:24.800 have said I can, yeah, let me give me your five, 0:15:25.080 --> 0:15:27.080 the guy gonna look at him like the fact he 0:15:27.160 --> 0:15:28.360 acting like he don't need the money. 0:15:28.440 --> 0:15:30.200 Even if he needed it, he still acting like he 0:15:30.240 --> 0:15:30.600 don't need. 0:15:30.560 --> 0:15:33.320 It on My favorite quote is you always be hungry, 0:15:33.400 --> 0:15:35.600 nemver thirsty. You know, you can't be out here being 0:15:35.640 --> 0:15:38.600 thirsty for any opportunity because you put yourself in a 0:15:38.640 --> 0:15:40.880 situation where people want to run over you because they think. 0:15:40.760 --> 0:15:45.120 That they need that you need him business, and then you're. 0:15:45.080 --> 0:15:48.720 Vulnerable, vulnerable, And I feel like being exclusive and putting 0:15:48.720 --> 0:15:50.880 yourself in a position like listen, I got a Monday 0:15:50.960 --> 0:15:51.880 and I got a Wednesday. 0:15:51.920 --> 0:15:54.400 It's one and two, one of eleven. If they want to. 0:15:54.360 --> 0:15:57.320 Work with you that bad, they gonna go. Nobody's You're 0:15:57.320 --> 0:15:59.760 not jumping to another. If you got a certain doctor 0:15:59.760 --> 0:16:01.200 you will to go to. And you know this doctor 0:16:01.280 --> 0:16:03.360 right here gonna do everything right. You're not gonna say, 0:16:03.360 --> 0:16:05.000 oh you're not available on Monday. Fine, I'm gonna go 0:16:05.000 --> 0:16:06.720 to someone else. If you want that person, you're gonna 0:16:06.720 --> 0:16:08.080 wait a month, a week. 0:16:08.360 --> 0:16:09.760 You know. That's that's how that's life. 0:16:09.800 --> 0:16:12.920 And I think people have to start respecting entrepreneurs the 0:16:13.000 --> 0:16:16.120 same way they respect other other industries and our and 0:16:16.160 --> 0:16:19.160 our industries, especially the realtors. They feel like any people 0:16:19.240 --> 0:16:21.280 like they can just take advantage of your time because 0:16:21.280 --> 0:16:23.480