Finding Your Joy: Mastering the Life Abundance Wheel for Total Real Estate Success

do want you to kind of ponder this whole thing. Because remember in

Ronnie Ware's book, the five regrets of the dying, remember what

the number two regret is the, well, by the way, let's talk about

the number one regret. The number one regret is a people on

their deathbed, you know, they're 85, 90 years old, they're

leaving this realm. Their number one regret is that they wish

they'd had the courage to live a life that was true. Here, I

wish I would have had the courage to live a life that was true

to myself, not the life others wanted of me. By the way, this

starts very young and age. You know, we have parents that have

expectations of us, and they kind of push us to a certain, maybe

they pushed us to a certain school, maybe they pushed us to a

certain career. And so some people just have not really

lived the life of themselves. They've lived it for others. So

that's the number one regret on people's deathbed. Welcome to

the success with listings podcast, where we help you get

success in the real estate game, the easy way. Now you can get

off the roller coaster of feast and famine and out of the rat

race of competing with every other agent in town. Hi, I'm

Knowledge Williams. I took over a thousand listings during my first

10 years in the real estate game. And in this podcast, I show

you how to have success with listings. Let's go.

All right, here we go. So exciting for another week. Thank

you all for being here. Last week, interestingly, we did not

have a class. We ended up I kind of pivoted and had my boys do

their content to closing class. And that was fire. That was

really, really good content. Those of you that were able to

make that. We do have the replay. I don't know that we posted

it out there yet. But that was a really, really good. I mean,

you're talking, you're talking to people that have over a hundred

thousand followers, right, between those three guys. And they

were kind of spilling the beans on some of their best secrets

that to help us get off the fence and start putting out

content, you know, and the content is actually creating

closing. So it was really, really, really good, really cool. That

was really fun. So I ended up, I have a dear friend of ours

that that was a neighbor in Puerto Rico that we just found out

passed away, unfortunately, from leukemia. And so he had been

diagnosed about a year ago. We spent a lot of time with him.

But it only took like eight days for it to go from he wasn't

doing great to gone. And so my wife and I flew out last

minute last week. We spent about three or four days with his

wife. And you know, she, you know, how she's a new widow. So we

got to do that. And while we were gone, we launched a book.

While we were out of town, we launched a new book. Thank you guys

for making it. This new book is is number one success for life.

It's a collaboration. A bunch of us entrepreneurs of our

Christ centered guys. We got together and we decided we want to

share some of the best secrets that have helped us become

successful in this business. And so that's what we did. We

put out this book here. And thank you all for your support. It

was a short tight window on the book launch. But we ended up

number one number uno in three different categories. So all three

categories that the book entered in, we ended, we hit the number

one spot, thanks to you. And we actually dominated eight

different categories. And we were number one in Canada and then

also number one in the United States of America. So for

entrepreneurship, business leadership, and several other

categories. So I'm so excited about that. That was thank you.

Thank you for the Jackie for that. We did it. So so exciting.

All right, so thank you all for that. And that you know, it's

powerful to give back and this was probably the easiest book

that I've done because I just had to write one chapter. You

know, it wasn't like I had to write the whole thing. So it was

really good. And and collaborative works are always good

because you get different perspectives. I know Jackie just got

hers in yesterday or the day before I think it was. So that's

exciting. So that was really, really big. While I was in

we were in a nice little Florida. My wife was like, look, your

mom lives like less than two hours away. Let's just go see her.

So we went to go see my mom got a bit like five in the

morning, did the two hour drive saw her for several hours, drove

back for two hours, and then had the book launch that afternoon.

So that's just how it goes. And it was so much fun. So what

other announcements? So don't forget, or I should say remember,

next level Tuesdays are back. Okay, we've been missing them, but

they are back. And this is where we get to learn from folks

that are that are doing it every single that are that are out

there doing it. They're making it happen. So for next level

Tuesdays, make sure that you that you attend because it is

that's where you're really going to learn the good stuff. What's

working right now? Let me change. Okay, here we go. So, so

today, what are we going to talk about today? Let's get right

into it. Today, we are finishing up our four part series, we're

in part number four. And this is something that as entrepreneurs,

we don't really love, but I'm so happy for those of you that

showed up today. I applaud you because this is really the good

stuff. Sometimes we're like, man, when we're going to get to

the good stuff, this is it. Okay, finding your joy, if when

you're running your operation, you're running your business,

and you're doing it in a way that is joyful to you, that is

going to create success, ultimate success, because you know,

you really define what is success after all. So when we look at

this, we talked about how do you hone your superpower? We looked

at how do you get absolutely everything that you want in life?

Then we looked at how to set your goals. You know, there's a

very specific way to set your goals, write them down, and I

gave you an exercise on how to do that. And by the way, when you

go back into the, into the Academy, you'll notice that I put

homework after each of our classes. So those of you that want

to go a little bit more down the rabbit hole, there's, it's

not long homework, but a little bit of homework, some research

and stuff that you can go back and do. Today, specifically,

we're looking at the 16 areas of life. Your life has 16

areas. And we're going to look at how, how is that looking for

you in each of those different areas? Now, this is a graphic

that actually we had this graphic done, right Paul? Well, how

do we come about this graphic? I, I, did you do it or we had

it? I had somebody do it. You did it. No, we had it like we

had it. Okay, we use fiber, we use fiber. Okay, automation,

y'all, you guys know, by the way, delegation is automation.

All right, I just got to say that delegation is automation.

All right, so let me go over here and I want to pull that up. The

life areas. And then I'm going to share my screen so that you

got you can see it here. And I'm just going to go through this.

And this is an exercise that we'll spend a lot of time today on

this. But I do want you to kind of ponder this whole thing

because remember in Ronnie Ware's book, the five regrets of

the dying. Remember what the number two regret is the, well,

by the way, let's talk about the number one regret. The number

one regret is a people on their deathbed, you know, they're

85, 90 years old, they're, they're leaving this realm. Their

number one regret is that they wish they'd had the courage to

live a life that was true. That here, I wish I would have had

the courage to live a life that was true to myself, not the

life others wanted of me. By the way, this starts very young

age. You know, we have parents that have expectations of us.

And they kind of push us to a certain, maybe they pushed us to a

certain school, maybe they pushed us to a certain career. And so

some people just have not really lived the life of themselves.

They've lived it for others. So that's the number one regret on

people's deathbed. What's the number two regret? Anybody

remember? I wish I hadn't worked so hard. And that can hardly

be a regret today, can it? Because we love, I mean, I know

we're entrepreneurs, we love to work. But that really is the

number two regret of people on their deathbed, I wish I hadn't

worked so hard. So we talk about this concept, this idea of

living a balanced life. And so the, it's almost like, okay,

what does that even mean? And so that's what I want to look

at right now, while we look at this, this chart, let's look

and see. So this is, this is the life abundance wheel, okay, the

life abundance wheel that you're looking at. And what you're

going to do, if you are, if you have the book three hours a day,

then you can go in and you can do the exercise in the book. If

you don't have the book, and you don't want the book, okay, I'm

going to, we're going to get you a copy of this. But this is

on page 57, okay, but this book is not for everybody. It's for

entrepreneurs that are really ready to take it to the next

level. And without having to work so much, some of you need to

be working. I'm just going to say it lovingly, some of you need

to be working more, all right, that's okay, you don't need this

book if that's you. But if you're at the point where you're like

overwhelmed, you're working too much, you know, you should not

be working as much as you are, this book is going to help you

three hours a day. It's going to help you. So on page 57, we

have the life abundance wheel. You can see it right here. And it

starts off with spirituality, okay. And by the way, I'm just

going to show you how this works. I'm going to, I'm going to

show you how to do this because most people, when they see it,

it doesn't quite make sense to them completely. So what you're

going to do is you're going to take a careful look at the life

abundance wheel and consider each of the areas listed based on

your satisfaction with each area. And that's very important

for you to understand this, based on your satisfaction with

each area, circle the appropriate number, rating it from one

to five. So remember, it's just like, just like Google, right,

one to five, right? It's number one is I hate it, number five is

I love it. So it's a five scale, right? One, one is actually

I love it. Two is I don't like it, okay? All right, three is I

like it. Four is I really like it. And five is I love it. And

the goal is to have each area as a four or five for you. Okay,

now as a reminder, you're rating the current level of

satisfaction in each area, not your level of commitment to each

area. That's very important. I'm going to explain that in a

minute. It's an it's an important distinction. For example,

let's take spirituality. If you if you don't have much of a

spiritual life and spiritual spirituality is not important to

you. Okay, that's probably nobody on this call. But if that was

you, then you feel you then it's not important. You could rank

that level, your level of satisfaction as high, even though

you're not a spiritual person. That makes sense. Okay, because

that's that's not interesting to you. And you're happy with

where you are. It's a four or five for you. Then that's fine. Okay,

so there's really no judgment in this. This is a personal

exercise that you do for yourself. If you if you would like more

spirituality and you feel like you're lower, then you rank it

wherever it is, according to your level of satisfaction. Now,

what I do on page two here is I break down. By the way, I like

how you did that link, Paul. I don't even know how you did

that. You threw a link in there without having to throw the

whole the whole long URL. That's pretty cool. Is it is it letting

you throw links in there now into the chat or what how do you

do that? That's that's different. Anyway, I digress, but I like

how you did that. You have to show us, you know, anytime I can

find a shortcut or an easy way to do something, I love it. I'm

a systems guy. So these are the four, let's let's look at the

chart again. These are all the areas. There's spirituality,

physical environment, adventure and fun. And you're going to go

clockwise. Okay, you're going to go from left to right, career

and business, lifestyle, friends and relationships, finances,

giving back, personal development, family, travel

indications, health and wellness, happiness, marriage and

intimacy. So if you're the person that's like, I'm never getting

married again, I didn't didn't like being married. I'm happily

divorced. And you're happy with where you are, your marriage

and intimacy level could be very high because you're happy

being single, if that makes sense, health and wellness. Okay,

maybe you have some things that are left to be desired and

you're like, you know, I really could be doing a lot better in

this area. You know, I really don't like where I'm at, then

that might be a two or three for you. Okay. And interestingly

enough, a three is that you like it. You know, it's interesting

that when we like a lot of times, my wife and I will see a

restaurant and it ranks as a three. And a three is really not

that bad guys. Three means I like it's it. Hey, you like that

place? Yeah, I like that. I like, I like that place. That's a

three. In order to be a four, you got to really like it. Like

man, I really like that place. And then a five is like, look,

I love it. I just I'm in love with this place. Okay. So you're

gonna. So what you're you're going to do, by the way, if you

need a little bit of sort of memory jogging for each area,

you'll find that in the in the the download that Paul Paul

cleverly shared, you'll find that there. And on page two, it'll

kind of break down what what we mean. Because sometimes people

don't understand like, I'll give you one example, physical

environment, like, what does that mean? I mean, you guys

understand it, but this is really where you live your home or

your apartment, your physical environment contributes to your

overall, overall wellbeing. A lot of people don't understand

that that the reason why they're not creative, they're not

successful, they're not hitting their goals. It's not the only

reason. But one of one of the big reasons is because they have

not created a space that is conducive to success.

Okay, and that's very, very important. All right, we can hear

you in the background. So mute yourself. Yeah, here you go. So,

so as you go through, you don't have to do this now, but as you

go through, you're going to look at every area. This is the

area, this like career and business, this area is your career

path and your business and or chosen profession. How happy are

you with that? How satisfied, I should say, are you in that?

You really like it? Do you love it? You know, um, friends and

relationships. So interestingly enough, I'm one of those

people that, you know, I don't have a lot of close friends,

okay? And I really like it that way. I don't know. I don't

know. I feel like I probably should have more like close friends,

but that's just not my thing. You know, I love people. I love

hanging out with you all. You know, we're doing it by zoom.

When you catch me in person, I love being around you.

You know, Bradford came and him and Mary spent a week in our

house. We loved having them there. But just on an ongoing

basis, like, okay, I'm going to get together with this friend of

that friend. That's just not me. And I'm, I'm happy that way.

So I would probably rank that a four. But I think I should

improve a little bit. I think I'm probably a little too

reclusive, okay? So in order for it to be a five, I probably

need to bring in a few more friends in my life, okay?

Giving back, okay? How happy are you with your level of how

much you're giving back? Right? Do you really like? Are you, are

you in love with the way that you're, you know, sewing

back? Remember, scripture teaches us that with the same

measure that you give, it will be given to you. Let me say it

again, let me repeat it with the exact same measure. In other

words. And by the way, when, when, when that was written, when

Christ said that, the, the word that he's using for measure is

like a weight. Okay? So if I give you, if, if, if, if, if, you

know, someone comes to me, Paul comes to me and says, Hey,

could I have a pound of that? And I give him one pound, that's

sort of, I weigh out how much I'm giving him, okay? So

scripture says with this, in the same measure that you weigh

out to others, that's what's going to be weighed back to you.

People ask me all the time, and one of the big things I always

ask myself is, how can I give myself a raise? I used to ask

that when I was a W2, you know, how can I get a raise today? You

know, what's, I want the boss to give me a raise? Well, now

guess who the boss is? How can I give myself a raise? Well,

one of the biggest raise rate ways you can get a raise based on

scripture is to give more. Because if you give, if you're

stingy, that's what God's, you know, it's, it's not God doing

it, okay? These are universal laws. Oh, God, God didn't do, no,

you, you saw the rule, it's with whatever measure you give,

that's what you get, okay? If I'm living in abundance, that's

because I live, I give abundantly, and I do, okay? And I can

always give more, all right? Family, health and wellness, and

so on, all right? So this is all the different areas, and

let me see, let me look here. Well, I keep saying 16 areas,

but there's 14, okay? I'm adding two more areas here. There's

14 life areas. Let's not complicate this. There's 14 life

areas, and your mission this week, okay, here's a big one,

your mission this week is going to be to really do this

exercise, okay? And I'm going to show you one of my students

that did it. I'm going to show you what it looks like. Here's

an interesting one. See how I broke finances out from career

and business, because you can really love what you do, but you

don't really love where you are financially. I hope that makes

sense. So finances is your income, wealth, investments,

retirement, cash flow, savings, and debt level. Some people say,

hey, man, I don't really want to have a lot of investments. I

don't, I don't, I'm good. As long as I got my, okay, if that's

you, then maybe you're four or five there, because you don't,

my dad grew up in the island of Trinidad, okay, and he was

basically lived in squalor. When he was 18 years old, he moved

to the United States of America. He got his, he went to the

military, okay, he went into the Air Force, they paid for him

to get a degree. He got a went to school for four years, got a

college degree, and, but he just, he liked living low. Okay, I'm

gonna say it that way. And I don't mean any, I'm not judging

here. I'm just saying, some people like to live low, and they

love it. Okay, he lived, you know, how they say paycheck to

paycheck, he lived dollar to dollar. And he, from, from what I

could see, now some people are, are really good at faking the

front, right? So they, they looked like they love it, but they

don't really, but I think he genuinely loved, sort of like

living hand them out. Okay, it's what he was used to, he was

raised that way. Here in the nice, in the United States, he was

like, man, this is so much better than how I had it growing up. So

he was good. He, he loved his life at that, at that level. Me,

I got to have, I like to have a nice house. There's something

about it, I just love it. Okay, I like to have areas in my

house that are dedicated a certain way. And I like to have my

finances right. And, and they haven't always been. Okay, I'm

not even going to get into the stories of how my finances were

when Josie and I met. Okay, and then you get into it. So your

job this week is going to be to do this exercise. Now, let me

show you. One that was completed, an example. So this is one of

my students. And what you'll notice, as you go through, is

you'll see that there's as she did this, this is Angie, as she

went through and did this for me as a one on one coaching

exercise. You can see that there's some vibes. She's got, you

know, quite a few fours here. There's a three here. So, so

guess what we're not going to do? We're not going to mess with

the threes fours or fives. Okay, we're going to lean into

those and make those better. But what we're going to do is we're

going to look at the ones, the twos and the threes, and we're

going to do them in order. So, essentially, first, we're going

to take all the ones. So, travel and vacation, finances,

friends and relationships. She sort of hates that part of

her life. We use that word. It's a strong word, but that's

kind of where she's rated that. So, what are the first things

she's going to work on? These three areas. Okay, I say work

on. Yeah, she's going to work on those three. And then after

she sort of gets those into the at least a three. Okay, she's

going to work on the ones that are twos. And then she's going

so she has spirituality and lifestyle as a two for her. Okay, again,

if you ever get confused about what these mean, what is lifestyle

mean? I don't know what lifestyle is. Okay, well, then you just

go back to the chart. And you look, this area has to do with the

way you live out your life, your lifestyle, that's your eating

habits, your home location, your dress, your activities, your

values, et cetera. Okay, and when we talk about some of these

overlaps a little bit, but like when we talk about your, let's

go back to your physical environment, this is where you live,

like your home and apartment, but it's really the environment

of where you live. Okay, whereas I would say lifestyle is more

like this neighborhood, where that area of town, if that makes

sense. Okay. So, that's how you do this exercise. It is an

exercise that very few people do in their lifetime. And guess

what happens? They end up with regret on their deathbed,

because they don't, Oh, Jackie said that's 100% you. I think

when I was raving about the friends thing, yeah, probably,

I'm sure, yeah, we're essays, you know, essays are good,

just give me a spreadsheet, a good book, or a project, give me

a project, I'm good. You know, I don't need to go to the mom

good. Okay. But however, we, you know, we, we, we live in an

environment where we're around other people and out of love,

right? We basically, you know, we integrate, I'll just put it

that way, we integrate. Okay, does anyone, now what we're going

to do, if you have any questions about what we just covered,

just give me, you know, an unmute and whatever. And then we're

going to roll into just AKA, we're going to talk about your

business, coaching, I'm going to coach you, whatever you need.

So if you have any questions about this particular exercise,

let me know, or any a haz, any, um, revelations or thoughts.

I'll say something now. Sure. Hey, yeah. Hey, what's up? No, I

think this is fantastic. It kind of actually is thinking of

him as to my wife and also my daughters. I have like four

granddaughters and even their husbands say, take a look at

this and do a self evaluation to see what she could do. You

know, so it goes beyond just myself and maybe pass us to

others. Yeah, my. It's been said that the, the unexamined

life is, is not worth living. The unexamined life is not

worth living. So I like that idea, Jim, make it a family

exercise. Make it fun, right? Don't say, oh, no, let me

evaluate myself. I said, my kids, when they were young, I

said, Hey, where you're, where you're longer term goals, you

know, they, they get all dead. Don't still don't do it. Yeah.

Now, I'll pass it on to my, I think it'd be really great

resource for them to really thank you. Hey, forward, pay

forward. Yes, I appreciate it. I'm going to have to go because I

have to go to my full time job right now. So yeah,

transitioning off. Yeah, I did put in the chat that I may be

this week kind of transitioning into real safe full time

because the other job started to dry up. And you know, when

God drives up in the area in our lives, he's moving

is somewhere else. Amen, brother. Amen. Just just follow, follow

that invisible hand as it moves and guide you, you know,

so yeah, I love you, brother. Thank you. Okay. And so yeah, you

bet. Yeah, I like, I like Jim's idea about sharing that with

family and having them do, you know, and by the way, I just want

to throw this last piece out there. If anyone else wants to

comment, that's fine. But this last piece is that this is,

there's no judgment in this, okay? So this is not a condemnation

exercise where you go like, Oh, man, I suck. I'm a one and it's

not a competition. Okay, where I'm going to show you mine and

you show me yours. You know, who sucks the most in life? You

know, no, no, no, that's not it. This is all about what is it

that you want, clarifying it, what it is that you want. And

then you're declaring to God Almighty and all those that are

witnesses that this is the life that I really desire. Okay. And

then you begin living the life that you truly want that you

were meant to live. It's, it's really all about living life by

design. And the only way to do that is to, as Jim said, to take

a self evaluation. That's the way to do it. All right, well,

that concludes our lesson for today, boys and girls.

However, I have been so excited about everything that's going

on in the real state world. I hope you are as well. I know a

lot of people, I think there was a stat that I read this week,

that 70 some percent of agents didn't sell a single house last

year. And the mentorship master's group has been doing well,

we had a little bit of a low last last month, but, but, you

know, we've been selling houses. Okay, we've been taking

listings. And, and, you know, the market is different. The

market is unlike anything we've seen in probably in our

career. However, things are still selling. And one of the

things that I like to remind myself of, and I look on the MLS

every single day, and I look, I try to look weekly at what has

sold. Okay, and I have, I use land voice, and I can look at all

the actives coming in on the market, I look in the MLS for

that as well. And I can see all the ones that have sold, and I

can see that, wait a minute, people are selling houses right

now, at least in my market. Okay, so if you're ever in that sort

of that mood where you're like, nothing's happening, nothing,

and movement is very slow, we know that. We've got to double

down in inventory. We need more inventory in order to make the

same numbers. Okay, remember, I showed you guys that in an

exercise, the three minute business plan that I did, you can

go back and grab that. But it's essentially, if you have, if

you needed three listings in inventory to hit your numbers

before, and now you might need nine listings to hit the same

numbers. Okay, so it is one of those things where you've got to

stack them a little bit, you've got to get out of your

comfort zone. You know, I had a gal ask me, say, Nali, can you

list my, my, my retail center? And I said, no, I can't do

that for you, because I do residential. And so she kept bugging

me about it, because she doesn't trust a lot of people. She

really trust me. And I was like, well, home on God, what are

you trying to say here? Okay, I had already referred her to

another person that just really kind of gave her the blind

if you will, it just kind of went dark on her. And who's a,

who's a commercial guy? And so I went to chat GPT, I was like, okay,

I'm, I'm, I'm afraid to do this. I've never done one like this.

It's commercial, you know, I need your help. Come on, buddy, help

me. I said, is this something that I should be attempting to

do? Because I want, I always want to be in a fiduciary

position where I'm doing the best for my client. And after it

looked at all the data that it asked me for, it was like, dude,

totally, you can do this. It's like, this is like I know

brainer. And by the way, guys, I got to tell you, it was so

much easier than I thought, it's just math, right? This

particular retail center makes 31,500 a month in rent. And when

a, when an appraiser appraises it, they appraise it based on

the rental income, not based on the value of the buildings

and all the stuff that she's got. She's got two acres with

like nine buildings. So we had a professional appraiser. She

agreed with me to do that. They cost her $2,600 to have a

professional commercial appraiser go in and appraise the

property. And that's the biggest thing, right? When we're going

into uncharted territory, something that we've not done

before. And we're kind of afraid to do. It's like, okay, I don't

want to price it wrong. Well, guess what? I hired one of the

best commercial appraisers in town. And they charged a good

amount of money. But they came back and they said, this

properties worth $3,150,000. So we listed it for $3,200. No, it

was $3,300,000, $3.3, I think is what it came in at. And we

listed it for $3.2. And we already have two solid offers on

it. And we should have it under contract this week. God willing,

okay, I'm getting 4% commission guys, okay, 4% commission on a

three point, the offer in hand that we're probably going to move

on is $3.2 million. And I was going to let it go. Okay, because I

don't do that, right? But with every step of the way, GPT has

been helping me learn the business. It's like, you know, what's a

cap rate? What is net operating expense? What's net operating

income? And I've learned all this stuff over the last couple

weeks. I bought this book. Okay, commercial real estate for

beginners. And my client totally knows that, you know, I have

not done this before. Okay, it's like, Hey, have you ever sold a

commercial retail center? No, but I know how? Yeah, between this

and GPT, this is God's honest truth. I every single step of

the way. And we probably have more offers coming in on that

property too. So don't, you know, this is one of those times

where you got to get creative. She's willing to do owner

financing. Okay, and this is another thing that I'm talking to a

lot of my clients about. Oh, you've got equity. Okay, and you

don't need to, you want to rent the house? Oh, you think it

about renting it into the market gets better? Why don't you just

do a wrap around? Why don't you just do a subject to? Oh, you

don't know what that is? Guess what? I've got a great attorney

in town. His name is Wally. And he's done thousands of them. Let's

sit down with Wally. Let's talk about what that would look like

because if you're willing to rent the house, maybe a subject

to would be better. Okay? And those are the kind of conversations

that I'm having. And like, for example, I took a listing and she

has quite a bit of equity. We got somebody that wants to put

70% down and they want the seller to float the other 30%

where she could easily do it. She's got about almost 50%

about 40% equity. Okay? And she told me that if if it doesn't

sell in three months, let's rent it. Okay, well, if you're

willing to rent, then you should be willing to do a subject

to a wrap around. Okay? Which is an owner financing type of

product. So there's a lot of things that that you want to do in

this market and just instead of saying, Hey, I can't help you.

You got to get creative. I got another client that we're

supposed to close on this Friday. I think it might push to

next Friday. But he bought this property for $395,000. Okay,

$395,000. Now, another agent had it listed. They walked away.

You know what they did? They went and picked up their sign in

lock box and told them to have a nice life. Why? Because the it

just he bought it during COVID, he overpaid for the property. He

paid almost 400,000. And the last appraisal came in at 280. I

still couldn't get it sold guys at 280 couldn't get it done. So

guess what I did? I went to the bank. I said, look, I mean,

obviously we're doing a short sale. I went to the bank. I said,

look, now he had a hardship. He lost his job. And I said, we got

to get this house reappraised. This thing is not selling. It's

not doing you any good. And by the way, we've already postponed

at least five, five, four closures, four closure sales, where

we've actually postponed them from auction, like we pulled

them. And I had GPT write me several strongly worded letters,

just like in the same tone of an attorney, sent them to

Penny Mac. And they rescinded the so they decided not to four

close in this guy. So we got that done. And then I when the when

they agreed to do a new appraisal, because it's a VA and they

have to re appraise it every at least every six months. I put

in the instructions, even though there's a lock box on it, I

said, you got to call Nolly Williams if you want access to

the property. So what do the appraisers do? You call me? And

what did I do? I gave him an earful, because I do not want

another $285 appraisal. I don't want it. Now, I already have

two people in my back pocket that said they would pay $254. So

what do I need the appraiser to do? I need to know praise it

for 250. So I got all my supporting documentation, I sent it

to him. And he was willing to listen. And a lot of times they

won't, but but sometimes they will. And you know, we hit it off,

we found common ground, we talked, we joked around about a few

things, the market, someone and so on. And he came back, guess

what is appraisal came back at? 250. Immediately, we got two

offers, we went with one, and we should be closing this

Friday. This is a market where you got to get creative to make

things happen. There's a lot of people on the fence right now,

one of the big things I'm doing as well, is I'm working, I'm

working notice of defaults, because there's a lot of people

that are not making their mortgage payments right now. Okay,

and you got to start working those. And let's see what comes

of that. But you know, this is a market where you just got to

get creative. Now, when the market goes back, which it will, it

always does. And those of us that have been focusing on the

listings, man, it's going to be like, it's going to be like a

ice cream store, you know what I'm saying, like we had three

flavors, now we got 25, and we just going to be have, it's

going to be a party. Okay, because we've we're honing that

skill of listing and keeping our listings and selling our

listings. Listings are selling. Okay, so go back on your in my

last look at what's sold last week. And you'll see somebody

selling something. So it's just one of those times where we have

to get our unfair share. Alright, with that, we're going to

it unless someone has any questions or anything about your

business, we can wrap up. But if you do, I'm here to coach you

I've got, you know, more time here. So, but if not, if you

guys are good, I'm good. What's up, Brad? Hey, Nolly, how

you doing? Good, buddy? Good. I wanted to challenge you on an

early statement you made. Yeah. So you said that three hours

a day is not for everybody. The book, yeah, it's where you

start with it and where you finish with it. If you try to

jump from step one to seven, you're absolutely right.

Been there, done that. Sure. But so that's that point

number one, because I think everybody should dig into this

for their future self. If not, they're now self. And my

question for ask Nolly anything is so you're back into

production. So obviously, you've made an adjustment to where

you spend your three hours a day. Yes. So I'd like to hear a

little bit, a little bit about that about how you set that up

and you know, how that how that works for you. Yeah. So

basically what I do, I and I'm going to, I'm going to let me

let me tell you what what should be done. And then let me

tell you how I do it. Okay. So what should be done when you're

doing when you're working in production, you should be doing

lead generation. If you're not hitting your goals, you should

be working. I believe three hours just on lead generation.

And you should do that six days a week. So so the person that

is really not hitting their goals can't relax into the three

hours a day yet, right? I mean, you're kind of like working

maybe 10 hours a day. I don't know. But it's sort of that place

where you relax into after you set up everything. So now

after you're hitting your goals, you're able to actually say,

okay, well, hey, wait a minute. I'm actually hitting my numbers,

the numbers that I said that I wanted. So now I can work two

hours a day four days a week. But eventually, right, for you

could actually work, if you're, if you do it, if you're, I

want to use the word smart. And I don't want to say, Hey, you're

smarter than everybody else. But when you're smart about it, you

actually can do three hours. I mean, 90 minutes a day. So that's

what I do. I do 90 minutes a day of lead generation. I do that

three days a week. So that's Tuesday, Wednesday, Thursday. So

Tuesdays, I do S.O.I. And and I actually only have a few

things that I do. Let me see if I can. You see if I can show

you a quick. Let me look. All right, Paul. I need you to

moderate it. Paul shouts them up quick boy. He's on it. All right,

so let me just show you real quick Bradford, how I what I've

got going here. So. All right, so let me. Okay, so here you

could see. So here's, here's what I do. I do 90 minutes a day

three days a week. And so when it comes to S.O.I. know that I can

make this bigger. I don't think it'll let me. There's probably

is a way to do it, but I don't. I'm not that tech savvy. Okay, so

when it comes to my S.O.I. If it's like tomorrow, okay, there's

certain things that I'm doing on that day. And by the way, a lot

of these things I do delegate. So if you see the hashtag, it

just kind of tells you who's doing it. So on my S.O.I. I can do

my mailing to my top 200. That's something that I actually do.

Okay, but I do it every three months. So if I've done it already

this three months, then I wait three months and I do another

and that's a physical mailing. Okay, like a postcard that I mail

out. Then we want to I want to do a call to my top 200 every

three months. That's Maria does that. A monthly newsletter. I'm

actually doing that now with chat GPT because what I do. What

I do with GPT is I every day or every week I go in and I give

it sort of a synopsis of what I did that week. Now, it kind of

knows what I did because I'm communicating with it all the

time. But I'll just sit and talk to it for like three minutes

like, Hey, buddy, this is what I did this week. So then at the end

of the month, I say, Hey, write me a newsletter to my top 200

that just tells them what I'm up to. So it's real personal. It's

like more of a personal, Hey, I'm doing this. I'm doing that. I

did that. I listed three homes, blah, blah, blah. And I'm

sprinkling that in. But that's only to my top 200. So I do a

newsletter. It doesn't really take that long to do, but I do

that once a month. GPT writes it according to how I tell it.

And then once a year, I send a new year card that's annual. And

then I do a there's a property report that I send out to

sellers. And I use list track. Have you had you use that?

Bradford, you're muted. Paul must have muted you. You're in

timeout, buddy.

You got in time out, we had some background noise. You can unmute

yourself.

Yeah, no, I haven't used that knowledge and I do have some

background noise here. So all just yeah, so list track list

track is so one of the things that I wanted to do, and we won't

go down the rabbit hole on this. But one of the things that I

wanted to do was I wanted to send out a monthly report to

my sellers, so that they would know what's going on with

their listing. Because one of the big things that you're going

to find in a market like this, let me, let me see if I can just

quickly find. Let me, let me see if I can find an example of

this. It's a bit of a loaded question. So, but I do want to be,

I want to give you, you know, but to answer your question, I do

90 minutes on, on lead generation. And then I do, I try to do 90

minutes on having an appointment, but you know, I don't have

an appointment every day. I might have one appointment a week.

So those 90 minutes are spent just doing other things that I

just need to do tidy up around my business. So, so let's look

at, let me show you this. So, so a lot of the things that I'm

doing, even in my lead generation time, Bradford are automated.

So, let me show you real quick what I'm talking about here. So, if

you go, so this is a product that I've started using called

ListTrack. And what it does, like it sends out a report every

Monday to my seller. And it tells them, hey, this is what we got

going on your property, okay? Because one of the things that

happens in a market like this is the seller is like, what's going

on? Nobody's coming to see my house. I'm like, well, guess what,

we got 667 people that have viewed your property online. We've

been on the market for eight days, okay? And, but and we've got

four people that have marked it as a favorite. Yes, I know we

only had two showings. But I've got 667 people that have looked

at your property. And here's where they're looking at it from,

okay? I got a 200 and some from Zillow. I got this many from

Trullia. I got this many from Sonson, Sonson, Sonson, right? So,

you can't tell me that I'm not doing my job. And these are the

top 10 cities where they're where they're viewing your property

and so on. So that's what I that's what I send out to my

sellers every Monday. But it's automated, okay? But it's still

part of my S O I, okay? Thing that I do. But I there's really

nothing to do because I set it up. I have either Paul or Maria

will set that up or usually Maria will set it up. And then it

just happens, right? So with my seller, I'm like, look, you

know, we've got 600 something views. That just tells me people

are looking at it, but they're not sketching an appointment,

right? Because we know before a house is a house is seen four

times before an offer is made, okay? The first time they see it

is when they see it online, okay? And they're like, and that's

those views you're getting. The second time it's seen, they

call their spouse over, hey, honey, come look at this one.

All right, let's look at it, all right? Then the then they they

go in, they start researching it, doing looking at all the

pictures, and they start, they do the virtual tour. That's the

third time it's seen. The fourth time is when they actually show

up at your door. So if they're not actually showing up at your

door, that tells us we're getting eyeballs, but the price is not

right. So I'm glad you called about why we're not getting

showing. Thank you. So that goes out every Monday. And then we

have social posts that go out. So every time we have a just

listed or just so we do a social post on Facebook, Instagram

and other platforms. And then Paul does that for me, right? So

these are the things that I do on Monday, so I on on Tuesday,

it's farming. And by the way, if you look at these, you'll

notice that like I don't do this one, this one or this one,

this is done once a year. Okay, the newsletters done once a

month. Okay, so if I sit down for my 90 minutes, I just tell

GPT to write it up, takes her takes about, you know, two

minutes. And then I format it, whatever, whatever. And I make

sure it goes out, I use I use lofty for my CRM. And then the

calls, I'm not even making those. Now that that, you know, you

should be making your own calls, but you know, I like to

delegate stuff, right? So if you train your people the right

way, the calls can actually be better than if you make them

yourself. That's been proven. And then mailing to the top

200, that only happens every three months. So this is very

easily. And sometimes I'll sit down for 90 minutes and I don't

even have 90 minutes of work. I might have 30 minutes that

day, because I'm doing S O I now when I do farm, I'm do, this is

the one time event that I have set up here, which I'm actually

behind on, but I'm sending a letter to everybody in my

neighborhood. Just so happens that I've moved into a neighborhood

with 2000 houses. Okay, all right. So I haven't finished

that. E D D M postcard that goes out every two months. Okay, and

then the. No, I'm sorry, that these two are the same. Okay, and

then I do a small ad in a community impact. That's our newsletter.

That's automated. Okay, so that just happens every month. I set

it up for to run every month. Okay, so literally when I if I'm

doing farming, I'm either and Paul does a lot of the postcard

design. But even if I sit down and design a postcard, that's

probably not going to take me more than 90 minutes, because we

already have a template. And I only do it every two months, right?

I send it out every two months. So farming doesn't really take

that long. And then the niche is what takes the longest. So I work

expires. I do letters, postcards. You see all this is behind

because I wasn't here last week. But I do those on Thursdays. So

guess what? This Thursday, I'm just going to double up. So I do

my letters, my postcards. And by the way, the postcards are

automated. I use a service that sends out the postcards and I

set them up. I'm going to introduce you guys to that soon. And

then I do my NODs, letters and postcards, and then I do my

thizbos, letters and postcards. But I use land voice for all

this. So it's so easy. I just log in the land voice, I just

act, you know, I get all of my data, I export it. And actually

Paul, I can train Paul on doing that to go in, get the from this

date to this day, export imported. And then I send out, I print

letters using Microsoft Word that are merge letters. And so it's

a little bit of a process, but that day is probably going to be

the longest day. Sometimes I might even work two or three hours

just doing that for that day. Because there might be a couple

hundred expires, you know, but again, this is all the systems that

I've just set up. I've only been in, we're just going on three

months in this house and I've just started all this stuff about

a month ago. And so, but that's, that's how I spend my time.

So what I teach is that your three hours a day really should be

if you have a well oil machine. By the way, let me show you one

other thing. Since you asked that question, I'm going to show

you one other thing. And I've shown you guys this before. But

let me pull it up and then I'm going to share my screen. Let me

see. Oh, I know what I do. Here, let me do it this way.

Oh, I know where it is. I don't know. I get excited and I can't

find anything here. But I know exactly where it is. It's right

here. Okay. So let me show you this. I've shown you, I've shown

you this before. But the goal really Bradford is when you go

into your lead generation bunker to not have to think. Like, if

you're sitting there thinking like, okay, what am I going to do

today? Then you've already lost the game. You see them saying, you

got to just sit down and say, okay, what's to do? Boom. Oh, I got

to do this. This is it's just like a robot. Like, you know, and

it is monotonous, but it's it's the way to really it's the way

to succeed. I got to say what makes it fun for me is the fact

that, you know, every single property that I list is like a

project, right? And it's and they're and it's so creative right

now that there's a lot of things that we can do that are very

different. So I've shown you this before where it's a listing

checklist. And it talk goes into who does what? And so the with

this checklist, it's now like 90 pages, by the way, okay? So

like, if I go to step 13, that's this one right here. And I've

written out exactly for my team how to do it. They're inputting

a listing for me today into MLS. And they're picking it up. I

think it's step 17. So all they have to do is go to step 17 on

the menu. And then it I have a training video. I've got so I

have a so I basically use loom to create training videos where

like if if you click on this video, it's going to walk you

through how to input a property onto the MLS. And this is a one

hour video. So essentially like most of my videos like this are

five, six minutes. Like if I'm going to teach them how to pull

tax record. Like I want to teach you want somebody to know, how

do you pull a tax record of a property? Okay, I've got a video

that walks my team how to through how to do that. One minute and

35 seconds. Okay? And I use loom for that, right? So

it's property tax record info from within MLS. So you're doing

the work anyway, right? So when you're using loom, all you're

doing is recording what you're doing because you're doing it

anyway. And then you're creating a this manual, this is all

stuff I teach right in three hours a day is this operations

manual so that now guess what? You just finished step 17. This

is step 18. How do you upload documents to MLS? They click on

the training video. And in that video, I walked them is two

minutes and 17 seconds. And I showed them how to upload the

docs. So in realizing that there are other videos out there in

YouTube and all that, but you know, I have a certain way that I

want things done to my standards. And what what what happens is you

create sort of this system where the client would prefer to work

with your your team than you. Because my system is so well

document and organized that they know like my people know, if

they really want help, they got to reach out to Paul or the

got to reach Maria. And they know what they're doing because I

train them very well. And I have systems for that, you know, so

that's basically a long sort of a roundabout answer. We might

turn this into a podcast, Paul. This is pretty good. It's a

good question. It's like, but the two things that are income

producing are generate leads, go on appointments, you know,

create leads, you know, you create appointments and then you

go on those appointments, those are the two.

Awesome. You definitely answer that question. Wow, so much

information. But it's definitely, you know, three hours a

day for everybody, just questions, where do they fall in that

process? And I'm trying to get from point A to point Z all one

step. So it's yeah, and we have to realize that there are some

entrepreneurs that will never want to snap into three hours

today because they just love to work. And for them, what I say

is, make your three hours a day, the most important thing. And

then whatever else you want to do is fine, like just because

you you want to do that. But make sure you're doing your three

hours a day in addition to all the busy work. Yeah, I mean, I

love, I love networks. I love meeting new people and learning

what they're all about. I can do that all day long. So that's not

work, but it's keeping focus on those those three hours. And that

could that could honestly be when you read the millionaire master

plan, I mean, he talks about this guy that owned a restaurant, he

was a Italian restaurant. And he would do the bookkeeping, the

accounting, he would do all kinds of stuff. And finally, they

just said, man, all you're going to do is interface with the

customers. And that's all he did was he just, you know, he would

oversee like, okay, let's check the books, but he delegated

everything else, his business grew by like 5x. And all he did was

go out to the dining room, you know, and just talk to people

like, hey, Bradford, welcome back, brother. Oh, who's this

with you? You know, that kind of stuff. Hop knob. And he got rich

doing that, you know, and that's where we talk about hone your

superpower, right? That one thing that you're so good at, maybe

you're good at presenting in front of people. So maybe you

actually hire out, and this is something I don't really teach a

lot, but I've taught it before, where you actually hire people

to do your lead generation for you. And all you do is go on

appointments, like an appointment setter. I've done that and I've

done it poorly. So I need to refine the system so that they're

representing what I need to have out there. Exactly. That's

thank you so much. I've got to jump on to a thing. All right,

love y'all. See you next week. Bye. Hey, this is powerful, right

pa? It was good. It was good. Real world stuff. All right,

y'all, later. Well, thanks so much for tuning into this

episode of the Success with Listings podcast. If you are

serious about taking your real estate career to the highest

heights, making more money and helping more clients while

working less hours and spending more time with your family, be

sure to get your copy of my free book, triple my listing,

absolutely free at successwithlistings.com. Now you want to be

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I'll see you on the next one.