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Welcome to the Sell or Die podcast.
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I m your host, Jeffrey Gittimer.
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And I m your host, Jen Gittimer.
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Well, in this podcast, we re gonna help you attract more qualified, unbelievable, ready-to-buy clients.
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We re gonna help you build loyal relationships.
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And the one thing you re hoping for, close more deals.
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Let s get into it.
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It s time to sell or die.
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Hello, and welcome back to another episode of Sell or Die.
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Today, we have a very special guest.
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We re returning back from Vietnam, Italy, and New Jersey, and points east and west.
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We have the great Steve Chang.
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Steve, where do you live?
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I live in Phoenix, Arizona.
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Well, technically, a suburb of Phoenix, Arizona, where all the gurus, for the most part, live.
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Yeah, it s civilized.
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Phoenix is civilized.
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Except in the summer when it s cooler in a hot tub than it is outside.
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I mean, we have five months of summer.
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But beyond that is pretty awesome.
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You do.
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Where do you go for those five months?
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I will mostly stay here.
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I mean, I don t know anything but work.
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I have a hard time vacationing.
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I might be broken, right?
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Like my friend says I need therapy.
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But I just love working.
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I love doing things that I m passionate about.
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So, Dyer, let s focus in on that for just a second.
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Steve only knows America, but his background is he s a refugee from another country.
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We don t want to name the country because it wouldn t be fair to Vietnam, correct?
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Yeah.
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But the bottom line is, he came here as an immigrant.
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Well, his parents immigrated here after the war.
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And their situation, it s a whole other episode.
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But the bottom line here is, Steve has the work ethic of a non-American living in America.
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Same family values, but different work ethic.
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And here s a guy who lives in an oven, literally.
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Yeah.
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From June until September.
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Average day is 110 degrees.
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I mean, we passed 110 multiple days in the last few weeks.
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Yes.
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But it s normal for Phoenix.
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It s not like global warming bullshit.
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No.
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This is what life is like in Phoenix.
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Everything I know, this is the way it s always been.
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Wow.
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And so the challenge is, okay, what s your productivity level based on your work ethic?
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Because a lot of people think, oh, summertime, I can just slack off.
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Yeah, you could, or summertime, I m just coming, I need to plan my whole vacation.
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So I don t have as much time for work as I d really like to.
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And it s nighttime, and it gets dark later.
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So I might as well stay out till 10 or 11 o clock at night.
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And
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I ll have one more beer, okay, two more beers, but that s it, three more beers and that s it.
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Well, I started on the sales side in the realtor world and yeah, it s a ghost town here in July.
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I mean, all the realtors are either in San Diego or other parts of the country in July, which is always great because as long as you re willing to prospect, you get all the business you needed.
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I was just going to say, it sounds like we should pack our bags and go to Phoenix or Scottsdale in July and be a realtor.
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Yeah, exactly.
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When I was searching for a home base, Dallas and Phoenix were the other two considerations for me.
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Actually, San Francisco was a consideration at first, and then I realized it s a hellhole in disguise.
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So that was out.
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But Phoenix and Dallas were both appropriate.
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Dallas in the middle of the country can travel anywhere in an hour and a half, two hours, and Phoenix because it s Phoenix.
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Yeah, I settled on Charlotte and it was the right thing to do.
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East Coast is wonderful, too.
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Yeah.
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But tell me about your average day of work.
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I would say work.
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I mean, I normally get to the office sometime around one.
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Hold on.
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Tell tell our diehards what you do for a living.
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That might help.
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Sure.
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Well, I mean, I do a whole bunch of different things and that s, it s a blessing and a curse, right?
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So I do sales training.
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I own a title company.
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We wholesale, which is where we buy distressed assets and sell the contracts.
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We flip some of those properties reluctantly.
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I create a lot of social media content.
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So I m a podcaster as well.
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I still have a realtor s license, but I don t really do the activities.
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I m at MLM where we just have our downline and we re growing the downline for revenue.
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I make a good amount of income from affiliate, where we push products that we believe in, and we get rewarded for pushing products we believe in.
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I own a bank.
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I own some apartments.
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Did you just say you own a bank?
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A fraction of a bank.
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Yeah, so there s a bank in town.
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It s a Scottsdale Community Bank.
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Do you have a key to the vault?
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Well, that s the funny thing about this bank is it s newer.
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They don t have like a vault that you can see.
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So I wanted to record some content around there.
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It s like, well, there s no actual vault you can walk in.
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It s like, well, that s kind of boring.
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Right?
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Like that should have been disclosed when we invested in this.
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You should have your podcast in the fucking vault.
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That was I saw Patrick, but David do that.
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It s like, I m going to do the same exact thing.
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And unfortunately, like they have a vault, but it s like the size of a computer.
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And they won t tell me where it is, which I guess makes sense.
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And so yeah, where do they keep the safe deposit boxes?
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So there s no safe deposit boxes.
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It s a, since it s a community bank and there s not any deposit boxes, their focus is really just investing, lending to the communities, right?
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Lending to businesses in Scottsdale, Phoenix, and so on.
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So, but yeah.
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Yeah.
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So, I mean.
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It sounds like you have multiple streams of revenue, which is every entrepreneur s stream.
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And I m cheating a little bit because I know the answer, but I d love for you to tell our diehards, like, did you wake up this way?
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And you were like, oh, I moved to America.
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I got it all going on.
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Or like, what s the backstory here?
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Like, how did you become this successful?
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Woke up on third base and thought he hit a triple.
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Easy.
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So I think a lot of it- Wait, wait, wait.
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The Diamondbacks haven t hit a triple all year, but keep going.
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I think there s a good amount of, uh, culture.
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I think it s a good amount of the upbringing as far as like, you know, the scars we ve had, you know, like, uh, one of the things I talk about, they ask, why do I, why am I so active creating content around business ownership, sales of this and that it s like, well, I want to change our mindset.
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Uh, I want to preach what I say, the gospel of capitalism, preach entrepreneurship.
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And the reason why it s so important to me is because the one thing they can t take from you is you.
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They can take your house, they can take your cars, they can take your money, but you ve seen a lot of people that are successful and they lose everything, they can rebuild it.
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So for me, seeing how my grandparents, who are business owners, they were merchants in China, had not like a giant thing, but they were merchants, they lived their own lives.
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And then I always say some charismatic young man walks around, preaches about how everyone
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should have equality or equity or whatever.
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So everyone said, yeah, you re right.
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And then all the haves lost everything to the have nots.
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My grandparents fled.
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We started everything in Vietnam.
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My grandparents on my dad s side were jewelers.
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My grandparents on my mom s side were selling scrap metal.
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We built everything.
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Everything was good again.
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Some charismatic young man walks around and says, Hey, the haves are taken from the have nots.
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Let s make everything fair and equal.
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So what happened in Vietnam?
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So my parents fled.
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So when I came here, uh, they always taught me about money and importance of it.
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And I think being that money is not taboo in the Asian culture.
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We can talk about money freely.
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Uh, I think seeing as how we ve lost everything multiple times.
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And I think that since I was as young as I remember, I was always trying to sell something.
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And so I think just that combination.
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resulted in this desire to have multiple streams of income and really not wanting to stop.
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Jen, can you take down, I was always trying to sell something.
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Yeah.
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I think it s a good title.
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The challenge that you have is when you re in companies, at the head of the company or you re in the company, people are going to look at your ethic, your work ethic and go, shit, he s working harder than I am.
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What do you do then?
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I mean, we re setting the standards.
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We want to, I think we want to hire hardworking people because we can only set the culture based off the people we hire.
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We can t hire lazy people and want them to be hardworking.
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So we want to hire hardworking people.
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And then we want to set the standard, right?
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Like the way you show up on your worst day is the standard for the company.
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And so if you re rolling in late.
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You re leaving early.
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We re not setting a great standard.
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Now, truth be told, I do leave early on some days, but everyone knows I m leaving early to take my kids somewhere where there s Kung Fu lessons, piano lessons, or something involving my kids.
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That s the only reason I ever leave early.
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It s never like, oh, had a rough day.
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Had a long day.
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I m out of here.
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Right.
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Yeah.
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You said so many things that were just gold and diehard.
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I challenge you to just rewind and listen to what Steve said, because no matter where you are in any point of your life, whether you ve just lost everything or you just feel like you had a bad sales month, what Steve is saying is you have the power within you.
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You have the ability to change that.
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You have the ability to
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create your own outcome.
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And he had everything taken away from him and his family, not once, but twice.
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Like, and so this happens to people, right?
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They end up in a situation where they re in a country with communism or for whatever reason, they re down on their luck and they ve had, you know, they ve hit rock bottom.
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Most people at that point assume a victim mindset.
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So how did you
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get out of that victim mindset?
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Or did you never have it?
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Like, what was that like?
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Like, you re not like, woe is me.
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You re like, no, I m a capitalist.
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We re gonna go figure this out.
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I think a lot of that is hard wiring.
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And I think, well, I think probably a good chunk is hard wiring, but I think part of it as well was, you know, the upbringing, you know, nature and nurture.
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Like I remember, I am an awful, awful singer.
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And I remember in college, I even took voice lessons, which, you know, to my friend s detriment, because they had to listen to it.
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But I remember like when I was a kid, like I was four or five and I was singing, I was like, I apologize.
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And my mom was like, I m sorry, you have to listen to this because I know how bad I am.
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And she s like, if you believe it,
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If you believe it, you can do you can do anything you believe in.
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I think that s stuck with me.
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Right.
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And then the singing part s not true.
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But everything else, we can control our actions, we can control activities, control our behaviors to dictate the outcome.
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I think that there s an ability for every person on this podcast to rethink what their level of dedication is.
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Yeah.
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On a scale of one to 10, how hard of a worker are you?
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On a scale of one to 10, how are you inspired by your heritage to work as hard as you should?
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Because Steve has both.
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He s got the work ethic, but he also has the heritage ethic.
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And that s huge, in my opinion.
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Yeah.
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I mean, there was a great line I heard some time ago, I think it was David Sandler, as you re making exactly the amount of money you deserve.
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It s like, oh, really?
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Right.
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And he s like, yeah, because if you re if you weren t making what you felt like you deserve, you do something about it.
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Oh, oh, I bet that stings for a lot of people.
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Yeah, it s definitely unpleasant to hear if you re making the kind of money you want to make.
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Yeah.
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Let me get into the fortunate and unfortunate parts of that line.
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I saw David Sandler in the seminar, I wanna say in 1973.
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He was the leader at that.
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He was the Jim Rohn of his day.
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Rohn came 10 years later.
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And David Sandler had all those lines.
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Now he has people delivering those same lines, but it s not with the same veracity or sincerity, just in my opinion.
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Yeah.
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Well, I love listening to his old recordings.
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When he says it, it resonates, right?
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He s speaking from his, from his experience.
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He s speaking from his heart.
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It s a little different from someone and some of the other people say it.
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It s actually kind of frustrating because I ve actually gone through some of the other trainings that his companies have provided compared to his old tapes is night and day different.
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His old tapes are far superior.
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It s the true stuff, the real stuff.
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Everyone thinks they re David Sandler.
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Everyone thinks they re Dale Carnegie.
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Everyone thinks they re Zig Ziglar.
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There was only one of each.
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Yeah.
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I ll just leave it there.
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I want to know a little bit more about work ethic and drive because your parents have inspired you.
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Your grandparents have inspired you.
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Absolutely.
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Because of their successes and their failures.
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And what your grandparents said is, I can fail and it s okay, and I ll come back and I ll be a better person.
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for it.
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And then your parents have to say same thing.
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Yeah, I can fail and it s okay.
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And I ll be a better person for it.
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And I think that there s a lot, a lot to that.
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My dad taught me literally, he said, Son, you can t succeed in business until you fail a couple times.
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And after my second bankruptcy, I go, great, I m ready.
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Ready to receive people would not look at it that way.
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But I just have my dad s words burned into me that after my second failure, I m ready to take off.
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Well, I mean, what do we get rewarded for though in school?
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We got rewarded for success.
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We got rewarded for getting the right answer.
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We never got rewarded for failing.
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No, but there s responses to it.
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And I learned part of my attitude was from Napoleon Hill.
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The other part was from Glenn W. Turner.
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Glenn Turner was an MLM guy in the 60s and 70s.
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And he went broke three times.
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And every time he would say, I m going for it.
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You ll never make it.
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You ll never make it.
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I started thinking about it and I went broke.
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And the third time he went broke, he goes home to his wife who s crying on the floor.
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they took away all the furniture and everything.
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And Clinton turns around and goes, great, no more payments.
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Think about that.
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So, it s not just what happens to you, that response, that resilience, how you react, how you respond, how you recover, literally in a moment defines who you are as a human being.
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Absolutely.
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I mean, I think adversity reveals so much character.
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And I think one of the things that I ve been blessed with is I can see reality as it is.
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Not to say I m not a dreamer, not to say I m not hopeful, but when things happen, we assess.
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We assess things as they are today, not as we wish it would be.
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Well, that s the logic in you.
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I m sorry, but I m not an assessor.
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I m not an assessor.
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I m, I guess I m a responder.
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You know, I look at things from the emotional side.
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You look at things from the logical side.
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And I apologize, but you look at it from the wrong side.
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I just don t want to start that out in a conversation because I don t want to hurt your feelings.
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Oh, I can t, you can t hurt my feelings.
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I m around the objective side.
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I got it.
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Okay, good.
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Are you an objectivist or just the objective side?
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Well, I mean, I don t know what s an objectivist.
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It s the Ayn Rand philosophy of business.
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So I haven t gone too deep in that.
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I would say just generally speaking, uh, I accept the facts as the way they are.
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And now I get to modify myself to fit the reality, to make it work.
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You re responsible for yourself basically is how that works out.
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And no one owes you anything.
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No one s ever owed me for anything.
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And every time I felt like they have is when I got upset.
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Yeah.
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Yeah.
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So, okay, I wanna know, I m dying to know, because you have made so much from literally nothing and it s amazing to me.
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How much- No, it s like a phoenix and he moved to Phoenix to prove the Phoenix philosophy.
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For real, so how much has sales played a role in your growth?
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Uh, so sales played a role in my growth when I decided to go work for myself.
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So, you know, my parents, they lost everything, right?
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And they come here.
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And for whatever reason, a lot of the Asians, when they come here, they play it safe.
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So even though where they came from, playing it safe, wasn t really how it was done.
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They play it safe.
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They get a good job and they want their kids to get good grades so they can get jobs to get good steady, you know, jobs on education.
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emphasis on education.
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And so I did that, right?
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Like I went to ASU, got a full ride to ASU, went to UC San Diego for my graduate degree, got that paid for as well.
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I got a scholarship for that.
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Worked at Intel as an engineer for a few years.
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And I was completely unfulfilled.
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And I wouldn t say I was ignorant to reality, but I was not as aware of how the world really works until I became self-employed.
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Because my whole upbringing is everyone was rational and mostly logical, right?
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right?
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And then I became a realtor.
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And then you get to deal with people on in emotional situations.
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And you get to see them in their worst way.
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And you get to see how crazy our fellow humans are.
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And so once I got in the sales, and I shared this with Jeff, you know, I had to read all these different books, because my way of communicating has always been logic.
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And logic doesn t work in sales.
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And so I had to relearn how to communicate with people.
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And so sales has made a big difference for me in that I ve had to learn how to solve problems differently, which is actually 180 degrees different than my nature.
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I solve problems logically, programmatically, process and this and that, but I had to change the way I communicate with others.
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And it s not actually just in sales.
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It s also in leadership.
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It s also in parenting.
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It s also in marriage, like in so many places.
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Sales has saved my butt because the way you communicate with others is not a logical thing.
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We got to get their feelings resolved.
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Again, completely opposite antithesis of how I operate.
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But interestingly, the, sorry, Jeffrey, so the ability to remain calm and logical in the heat of a moment where a lot of people might be getting emotional, because it s like they re attached to the outcome, is actually to your benefit.
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Yeah.
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Oh, without a doubt.
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So internally, you re communicating logically.
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Externally, you re communicating emotionally.
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Right.
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The way that they want to be communicated with, which is where I failed because I always communicated people how I want to be communicated with.
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And that did not work the first few years.
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communicate with people the way they want to be communicated with.
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The sales mantra is the decision is made emotionally and then justified logically.
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I love that car.
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What are the payments?
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I love this house.
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What s the mortgage?
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You know, it s never the other way around.
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It s not what s the mortgage so I can fall in love with this.
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Right.
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It s not that you have as a salesperson, especially in real estate, is you are capable of doing both.
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Yeah.
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Well, I was gonna say it took a long time to figure that out.
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Took a long time to figure that out.
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Called me earlier.
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I could have helped you.
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Well, I read your books.
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I read your book.
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I already knew the answer.
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Okay, but here, this is the challenge.
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You re also surrounded by peers, you re never by yourself in this process.
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Yes, there s always somebody else involved.
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And sometimes they re smart.
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And sometimes they re just absolutely fucking dumb.
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And
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you have to get you get over the idiot factor.
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Number one, over the I made the wrong move factor, the greed factor, the dishonesty factor.
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There s so many things that are involved in this, especially in real estate, where people are making arguably their biggest life decision to buy that house.
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Yeah.
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And so you have to, you re coming into this on the level playing field, as level as anybody has a playing field.
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I mean, you need that on your business card, it should say, I m level, I m level.
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What do you mean?
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Well, I m half emotional and half logical.
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Well, I have to suppress the logical side.
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Well, but it s there and you cannot, you, there s no way you re going to fix that.
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Sorry to tell you it s there forever.
SPEAKER_02
Yeah.
SPEAKER_02
Well, it s been to my benefit as well.
SPEAKER_00
Cause they know like when I speak, logical people are going to be more honest than emotional people.
SPEAKER_00
Number one, they re going to be able to talk like, okay, you did this, you did this.
SPEAKER_00
Here s what s going to happen.
SPEAKER_02
Right.
SPEAKER_02
We can predict the consequence or the outcome.
SPEAKER_02
Yeah.
SPEAKER_00
I like to call it an outcome.
SPEAKER_02
outcome.
SPEAKER_00
Yeah.
SPEAKER_00
But I think you re looking at this from the perspective of you can see both sides very clearly.
SPEAKER_00
And the other person typically only sees one, right?
SPEAKER_00
The engineer is all logic.
SPEAKER_00
The cop is all logic.
SPEAKER_00
But the life insurance sales guy, he s off the chart emotionally.
SPEAKER_00
The car sales guy, he s way off the chart.
SPEAKER_02
Yeah, there was actually a talking track I had to use for some time with people that are buying and selling.
SPEAKER_02
I had to prepare them for this emotional journey.
SPEAKER_02
It s like, hey, I just want to let you know, research has shown when people buy and sell is one of the most stressful events in your life.
SPEAKER_02
Surveys have said like the only thing more stressful than a buy sell transaction is actually burying their kids.
SPEAKER_02
So
SPEAKER_02
Don t be surprised if the D word gets dropped once or twice during this transaction.
SPEAKER_02
That s normal.
SPEAKER_02
And man, that made all the transactions way easier because they knew we set the expectations for the emotions they re about to show up.
SPEAKER_02
And it was a lot less stressful thereafter.
SPEAKER_00
There s another element of that.
SPEAKER_00
And that is that people fear public speaking more than death.
SPEAKER_00
And the reason is, if you give a lousy speech, you re still alive.
SPEAKER_00
And I think there s there s something to that, because people put themselves in these highly stressful situations.
SPEAKER_00
With you, it s one on client, maybe for half a million or a million, 2 million bucks per home.
SPEAKER_00
But
SPEAKER_00
When you re talking to the Rotarians or you re talking to a sales group, you know exactly what it s like.
SPEAKER_00
There s a huge pressure and stress on you, not just to be accurate, but to engage and win the audience.
SPEAKER_02
Yeah.
SPEAKER_02
Oh, definitely.
SPEAKER_02
They know what you re talking about.
SPEAKER_02
So you can t BS your way through this.
SPEAKER_00
One of the things that I don t like about many of the other sales training entities is that they stress, you know, people don t have to like you, but they have to trust you.
SPEAKER_00
Like, dude, if I don t like you, I m never going to trust you.
SPEAKER_02
Yeah.
SPEAKER_00
Learn that if I do not like you, I will never ever trust you.
SPEAKER_02
Yeah.
SPEAKER_02
Well, you re talking about like building rapport, right?
SPEAKER_00
Yeah.
SPEAKER_00
I m talking about finding things in common.
SPEAKER_00
and then building it to a point of shared value.
SPEAKER_02
Yeah.
SPEAKER_02
Yeah.
SPEAKER_02
So we really focus on trust, but if you re unlikable, it doesn t matter.
SPEAKER_02
You re getting walked out the door.
SPEAKER_01
Exactly.
SPEAKER_02
Yeah.
SPEAKER_01
So you sold real estate at what point in selling real estate?
SPEAKER_01
Did you feel like you got, you understood sales or did it come after?
SPEAKER_02
It came way later.
SPEAKER_02
I mean, I look back probably so much money I ve lost over the years.
SPEAKER_02
I probably could be retired by now because I was never, it was never a lack of willingness to spend money on marketing.
SPEAKER_00
You didn t lose it, you just failed to earn it, correct?
SPEAKER_02
Failed to earn it, failed to earn it, but I left a lot of money on the table.
SPEAKER_02
Okay.
SPEAKER_02
Yeah, because it wasn t a lack of willingness to spend money on marketing.
SPEAKER_02
It wasn t a lack of willingness to invest in myself.
SPEAKER_02
It was just, I didn t have the skills.
SPEAKER_02
And it wasn t, and I read the books, you know, I read the books, I ve done the trainings, I went through all these different things.
SPEAKER_02
And it really wasn t until about 2018, where I actually found a sales coach who could help me piece it all together with the tonality
SPEAKER_02
with the flow, right?
SPEAKER_02
Like, hey, when it s going this direction, here s how you modify, right?
SPEAKER_02
The awareness of where you are in the situation.
SPEAKER_02
Because up until that point, I walk up appointment, why did I get it?
SPEAKER_02
I guess they just didn t like me.
SPEAKER_02
I had no point placed a point exactly where I lost the sale.
SPEAKER_02
I just know I didn t earn it.
SPEAKER_01
How did you figure it out?
SPEAKER_02
I had a coach, you know, and I think so many people are afraid to invest themselves, but that was one of the best investments I ever made.
SPEAKER_02
So I hired a sales coach, not by design, not because I said I wanted sales training.
SPEAKER_02
It was just, I walked into a room, this guy s speaking.
SPEAKER_02
I was like, that guy s got it.
SPEAKER_02
He knows, he knows something I don t.
SPEAKER_02
And I hired him and I worked with him for five hours a week for two years to hone my own skills.
SPEAKER_02
And once I got to that point, I had other people like Steve, what you re doing, taking his sales philosophy and applying it in real estate, we want you to teach us how you are able to translate this sales philosophy into real estate.
SPEAKER_02
And that s what I train on.
SPEAKER_02
I train on applying these sales philosophies, strategies, tactics, mindset, all that into real estate.
SPEAKER_00
you have to be at a higher level in real estate because people have a higher risk.
SPEAKER_00
And many people don t have the tolerance for that million dollar risk.
SPEAKER_00
If you re selling real estate in Phoenix, show me a house you sell under a million bucks.
SPEAKER_00
And I ll show you a basically a track home that was built in the forties.
SPEAKER_00
And so you have, you know, all these people have, they, some of them have the money, but they don t have the tolerance for the risk.
SPEAKER_00
And you have to guide them through that risk.
SPEAKER_02
Yep, exactly.
SPEAKER_00
Literally.
SPEAKER_00
The bottom line is- We re salespeople.
SPEAKER_02
That s part of what we do.
SPEAKER_00
Yeah, but most people think if they have product knowledge and a little bit of training, they can go out and make big sales.
SPEAKER_02
Oh, no.
SPEAKER_00
And the difference between medium sales and big sales is understanding the other person emotionally.
SPEAKER_00
Yeah.
SPEAKER_03
respond to them in a way where they get you, they get it, they like you, they believe you, they have confidence in you, and they trust you, and then they will buy from you.
SPEAKER_03
Until then, they re going to look for somebody else.
SPEAKER_00
One of the things I emphasize in our training is, it s like playing Battleship.
SPEAKER_00
You know, if you can ask enough questions of the other person, where basically you can see how their side of the board looks like on Battleship, so that when you fire your little missiles, it hits every time, right?
SPEAKER_00
If you can get that good at asking questions, at that point, you ve earned their business.
SPEAKER_00
But if you don t understand their world, what they re worried about, what s keeping them up at night, what the perfect scenario looks like, if you can t articulate back to these things, back to them to demonstrate you ve been listening, they re going to keep looking.
SPEAKER_00
They re going to find the next person that cares about them.
SPEAKER_03
Let s talk about real estate for a minute.
SPEAKER_03
So I can give a diehard and explanation of this.
SPEAKER_03
Okay.
SPEAKER_00
Yeah.
SPEAKER_03
Somebody comes in and they says they want to buy a house in a neighborhood and the real estate guy says, do you have a mortgage right now?
SPEAKER_03
Yeah.
SPEAKER_03
That would be none of your fucking business.
SPEAKER_03
I just want a house.
SPEAKER_03
I don t want an interrogation.
SPEAKER_03
And that s, that s the line that that that salesperson goes down, they go down the money line, instead of going down the emotional line to find out what s causing them to do this.
SPEAKER_03
What are they hoping the outcome will be?
SPEAKER_03
What s their family like?
SPEAKER_03
Where do they go on vacation?
SPEAKER_03
Until I understand that, I m not going to ask them what their budget is, because people will spend another $500,000.
SPEAKER_03
If they have the money, they don t care.
SPEAKER_03
Right.
SPEAKER_03
Well, I m looking to spend around a million.
SPEAKER_03
Doesn t mean shit.
SPEAKER_03
Why?
SPEAKER_03
Yeah, right.
SPEAKER_03
They ll spend two million if the house is right.
SPEAKER_00
Yeah.
SPEAKER_00
So, and that was all that poor training I got for a majority of my career.
SPEAKER_00
That s what I said.
SPEAKER_00
I failed to earn a significant amount of money because my training was a checklist.
SPEAKER_00
All right, Jeffrey, how many bedrooms, how many baths?
SPEAKER_00
Okay.
SPEAKER_00
Do you want a pool?
SPEAKER_00
No pool.
SPEAKER_00
What school?
SPEAKER_00
Okay.
SPEAKER_00
Right.
SPEAKER_00
Like, and have you been pre-approved yet?
SPEAKER_00
Like that was the training I got.
SPEAKER_03
You know, pre-approval is everything.
SPEAKER_03
Cause why do I want to, I don t want to waste your time.
SPEAKER_03
Real estate people say it all the time.
SPEAKER_03
I don t want to waste your time.
SPEAKER_01
That really pissed me off when you first told me that.
SPEAKER_01
When real estate brokers said, oh, can you send me your pre-approval letter?
SPEAKER_01
It really pissed me off.
SPEAKER_01
If we just had this conversation and you don t believe I m ready to buy, then I m not your buyer.
SPEAKER_03
You have to go someplace where you can fuck yourself.
SPEAKER_03
But listen, the bottom line is that real estate agent has been trained a certain way.
SPEAKER_03
And their way is get a mortgage approval, or you re wasting your time.
SPEAKER_00
Yeah.
SPEAKER_00
I mean, I m glad you brought this up because like, realtors are trained to fail, right?
SPEAKER_00
They re trained this awful way of talking to prospects, but they re also trained to blow money on things that don t work like bus stops and grocery carts, these newsletters to people that you don t even know.
SPEAKER_00
Like there s all this marketing that s taught poorly and all the sales that s taught poorly, man.
SPEAKER_03
thinking about it, actually, the postcard, or the thank you card that you get written from the realtor that says, you know, I run my business on referrals.
SPEAKER_03
I would really appreciate it if you would keep an eye out.
SPEAKER_03
Like, yeah, dude, let me explain something.
SPEAKER_03
If you re good.
SPEAKER_03
I m proactively going to refer you.
SPEAKER_03
Right?
SPEAKER_03
If you re shit, I m never going to talk to you again, as long as you re alive.
SPEAKER_00
Exactly.
SPEAKER_00
Yeah, I know referrals is one of those things that it s good if you re good.
SPEAKER_00
Like you say, if you re good, it comes, it comes right.
SPEAKER_00
You just got to stay top of mind.
SPEAKER_00
But if you re not good, forget about it.
SPEAKER_00
There s nothing there s no money.
SPEAKER_00
No matter how many times you ask for it ain t coming.
SPEAKER_03
Do you know a guy named Glenn Bill?
SPEAKER_00
I don t.
SPEAKER_03
I m gonna introduce you.
SPEAKER_00
Okay, I appreciate that.
SPEAKER_03
Major, major real estate guy in Indianapolis.
SPEAKER_00
Yeah.
SPEAKER_03
He s signing contracts every day.
SPEAKER_03
That s his goal.
SPEAKER_03
You gotta sign a contract every day.
SPEAKER_03
You gotta sign something every day.
SPEAKER_03
Like, cool.
SPEAKER_00
That s dedication.
SPEAKER_03
Huh?
SPEAKER_00
Dedication and clarity of metrics.
SPEAKER_03
He s on fire.
SPEAKER_03
Yeah, he s on fire.
SPEAKER_03
But he would be a great guy.
SPEAKER_03
He s got a podcast.
SPEAKER_03
You got a podcast.
SPEAKER_03
You should co-interview one another to see who s leaner and bigger.
SPEAKER_01
So the interesting thing, Diehard, is you just witnessed a connection being made because Steve came, gave value, spoke from his heart, delivered a great message, and earned a referral, essentially.
SPEAKER_01
And that s how it s done, not, hey, I m just writing to ask you for a referral.
SPEAKER_01
If you liked our work together, could you please, pretty please, refer me to someone?
SPEAKER_00
Yeah.
SPEAKER_00
Do you know anybody who s looking to buy or sell?
SPEAKER_01
Exactly.
SPEAKER_00
Yeah.
SPEAKER_01
Who do you know?
SPEAKER_03
So, um, there s all kinds of things we can talk about offline because right now we are approaching the time where I have to ask you how people can get in touch with you.
SPEAKER_03
Um, which means that our time unfortunately is coming to a close, but I think we should open this up to another meeting and talk about it.
SPEAKER_03
what s what s really happening in that world of your world, because you have a real solid world right now that you built on your own.
SPEAKER_03
Yeah.
SPEAKER_03
And people want to know how you built it.
SPEAKER_01
But before we go, we re really where can people find you?
SPEAKER_03
Oh, yeah, that.
SPEAKER_03
Yeah.
SPEAKER_00
So there s a few different places.
SPEAKER_00
There s Instagram.
SPEAKER_00
There s on Instagram.
SPEAKER_00
It s at Steve.train.
SPEAKER_00
If you go to disruptors.com, that s our
SPEAKER_00
place where we market all of our services.
SPEAKER_00
So disruptors.com or we have our podcast, real estate disruptors, where we interview other people in the real estate industry that are doing really well in their respective niche.
SPEAKER_03
You re going to love Glenn.
SPEAKER_00
Yeah.
SPEAKER_03
He s got, he s got balls the size of Texas.
SPEAKER_01
Steve, thank you so much for being here.
SPEAKER_01
I m sorry.
SPEAKER_03
I apologize.
SPEAKER_00
Well, thank you for having me.
SPEAKER_00
I mean, it was, it was a great honor for myself as well.
SPEAKER_00
I mean, like I said, I still remember driving around, going to showings, right?
SPEAKER_00
You got your prospect, you got your client and the other car.
SPEAKER_00
And I m listening to Jeffrey Gettemer.
SPEAKER_00
I m listening to like the half thing.
SPEAKER_00
Like we don t do 12 or 13.
SPEAKER_00
We have to do 12 and a half.
SPEAKER_00
Like it s an absolute honor of mine getting to meet someone that s, you know, made a difference in my life.
SPEAKER_01
It s a pleasure.
SPEAKER_03
Believe me, it s a total pleasure.
SPEAKER_03
So thank you very much.
SPEAKER_03
Yeah, I m Jane Gittemer.
SPEAKER_03
I m Jeffrey Gittemer.
SPEAKER_03
Go out there and buy a piece of real estate, even if your ass falls off.
SPEAKER_03
Thanks for listening to the show.
SPEAKER_01
Don t forget to like, share.
SPEAKER_01
Yeah, share with both your friends.
SPEAKER_01
And subscribe to the podcast.
SPEAKER_02
And remember, we have a free 22 day sales challenge.
SPEAKER_02
Just go to gator.com slash sales challenge to start you on your way.