Great Hair, Greater Goals: Real Estate Success, Mentorship, and Self-Care

I paid Grand to go to college right so that was a mentorship in
itself all right guys let’s let it rip mortgage daddies welcome back today we got a special guest one of my good
friends probably the original hope Bon’s good friend too he’s a friend of
morat friend we’ve known I’ve known Fabio since the day I got into this business he was probably the very first
realtor that I started working with thanks to Vern uh so we wanted to have you on it’s been a little while he’s a
busy guy you know it took a while to get his schedule right yeah it’s a pleasure to be here
guys I mean Fabio does have like nine careers like one of the bus like at
this point yeah I mean yeah a little bit of money from everywhere right like that’s that’s how that’s how I buy host through life it’s just a little bit here
a little bit there nothing’s ever like a specialty it’s just kind of like hey you’re that guy yeah I know but it works
for you I mean I’ve learned a lot about you you know just sitting here getting ready for the uh the podcast tell us a little bit about like how how
you got into real estate is primary everybody knows Bish show as a as one
of the top real estate agents around on the south coast and now you’re down in Florida on that end too I know you
dabble in a lot of different things but let’s jump in how you uh kind of got started in real estate all right so we
go straight from like college to today right because there’s uh there’s quite the journey that goes on there so in
college was about to graduate my junior year going into senior year worked at
Barclays stayed there was a summer internship came out started at Barclays
again my senior year after I after I graduated from college and then was there again for a full year decided you
know that wasn’t uh that wasn’t the path I wanted to go down so I actually went to State Bank which is basically like
Barclays again was a financial analyst month said I’m not doing the salary based thing right what kind of
determined that piece was I actually went down of Florida for Christmas and this was like Christmas through New Year
stood there for about weeks and this was probably no at the
time and that’s really where I started seeing like the immense development
happening in in Florida right it was like houses were going up like hundreds at a time and from there I had a
conversation with my mother at the time because remind you I’m so this was still living with my parents right at
the time I was uh I was just like M like I’m going to snip this right and
that was the craziest conversation I have with a Portuguese woman right so it’s like College salary job you’re
making Grand a year at they’re like what the hell is going on right um
so as I as as we progressed through that came into uh you know got my license
sent Eddie a resume right so this was a whole fing different thing am I allowed to swear on this not okay perfect just
just want to make sure so so came into it I’ll keep it to a minimum I see the girls in the background already looking
at each so try to keep it to like one or two an episode so much for our subscribers on YouTube or Spotify now
you’ve just got us kicked off I think it’s like the first seconds is what we had to go through and I definitely already spoke for more than seconds
right so so G came into came into the real estate game I was the first I was think I was the fourth agent to ever
come into Remax right it was me Alex Machado Benny and Eddie right so it was just us four super super small uh over
the years it’s been it’s been seven or eight years now since then we’ve grown I think there’s like agents there kind
of stood loyal to the program uh went through a tons of ups and downs but really gained my mentorship uh through
there and I don’t know if you guys want me to get into like what that looks like a little bit I think it’s something we’ve talked about quite a bit where
anybody I think that’s successful in this type of business has had good mentors been in the right place at the
right time and so many people don’t either care about that or realize the importance where they chase that money
up front too quickly absolutely I take touching on that would be really and it’s funny because I talk to a lot of Agents obviously like I’m a big
recruiter there at Remax and we talk to a lot of agents and I always tell them the same thing like I paid Grand to go to college right so that was a
mentorship in itself and back then you had to pay for a mentorship where you can come here and get it for free and a lot of people like expect something
immensely like right up front and that just doesn’t work like that and you have to go through the cycles so started at
Remax Benny actually took me under his wing like right away I learned the entire like personality kind of how to
come in and out of houses how to ice break uh conversations great guy for that right
gave me that entire knowledge of how to how to write everything up put things together really become like that people
kind of person and then I had left his team and joined Scott so bizo was my
mentor that I really he was my right hand right one of my best friends uh we had a great great mentorship there for
three years before he went and open up his own brokerage and he taught me the entire backend I became the agent I am
today % from learning everything he taught right and the beautiful thing about it was it was it was a team of
four at that time right so if you remember that it was a team of four people right so the mentorship that I was able to get from him was it was
special right because it was more of that one-on-one it was it was me Sarah him and his wife and realistically it
was just me and him in the office at all times I would go to all the showings with him all the listing appointments with him and learned everything started
acting like him right and uh we took and I always tell the agents the same thing it’s like you have to take bits and
pieces from every one of your mentors in order to mold yourself you never want to be exactly like them but take whoever
you can and really mold who you are in this business but the guy completely launched my career really got in depth
into the real estate sales side and then that’s when I when he left and he started uh his brokerage home and key I
I started my team Built My Team there and now here we are today with the with Remax there so it was was uh it’s been a
journey it’s been it’s been a journey but it’s been one of those things where um you never take the mentorships for
granted right like like I I understand I’ll always talk about this where it’s like relationships come and go uh things
will never be the same when when you know uh you you you kind of split up in different ways but those mentorships are
just never take it from granted from day one right it happens a lot in your business I find like more than ours you
know people move and people jump ship or think the grass is greener but yeah of
course there’s not a lot of people that spend I would say as much time with certain people in those mentorships to
get that kind of education before they go out on their own now when you went out on your own was there you know I I
know from when I started I was kind of on like under him and on my own and then went to a team model I’m like I don’t
know if the team thing for me like I I just like to just go go go and I don’t you know it was a learning experience
for me to kind of have to pull it back a little bit slow it down to train people because there’s an end goal there but
you have you know it’s not for I mean Scott does a great job at it % you know he is a great mentor he’s a great
coach he’s he’s he’s the best systematic team leader coach broker that
I have seen in this there’s multi there’s that side and then there’s like the kind of like Rah get you fired up
coaching side that you need which he’s very good at and I sit back sometimes and I’m like I don’t know like I you
know I’m like but here’s so it’s funny easier for me to close million and shut my the
same You’ had you and I have had these conversations like you go and you want to grow this team then you’re like I
don’t know if this makes sense then we we have these conversations back and forth over the years well just just look at yourselves right so in order to grow
a successful business your business gets affected right like like we just we just know that like when I was building
my business had to take the back seat to make sure that everyone else’s business was succeeding and then you
hope that once everyone is kind stable you kind of push yourself forward right and again bizo he’s he’s the easiest one
to talk about because I I I it’s not that I grew the business with him because he definitely grew his own business on that end but I helped kind
of uh he I was the I was I was there while he was putting the structure
together for his team right and we went back and forth on it we knew that the
business had to take a hit in order for the company which was the team to grow right and it’s one of the hardest things
to do because there’s an ego hit that happen there right and you’re and you go from being like top dog to top supporter
right or top Mentor or top leader and it’s just it’s it’s a it’s a hard it’s a
hard thing to deal with mentally sometimes listen I I I went through that uh you know spending number of years
being a top guy and always racing and following the scoreboard to the top and they like hey I’m the best guy around do
the most numbers Y and then fast forward open up Milestone I’m like I’m just going to hang out a couple loan officers
next thing you know Craig comes along I’m like well this guy’s got it oh this guy just passed me okay let me go back
into this and just a bounce back to that is you have two options right as as a
leader or as a top producer who wants to become a leader or team leader or manager is you either work on your
business or in your business % so if you’re working in your business you’re going to be able to maintain your sales
numbers and all that you’re working on the business you’re really building the culture that it’s all about You’re Building the morale of the team your
training your coaching and it does take a big ego hit like it took me a minute I
mean I’m not going to sit here and say like Hey listen I just sat at my house being like oh yeah I love seeing everybody else’s name around me like
there’s other loan officers at Milestone that are doing more volume than me now I’m like you get used to seeing your
name in the in the different magazines or whatever everybody knows who you are too now backseat growing up everybody’s
else’s business watching them succeed and then wanting them to do better than you ever done before absolutely and
that’s working on your business right just talking to you know about Scott
that’s one of the things that I look back at his progression over the last three to five years he was always a top
producer in the area right so like all of a sudden you don’t see him at listings or anything like that but he’s
still running a one of the most successful teams around um and that that tells you like you start growing up I
think like you know you said you’re I’m I’m like again um forever I get it
that’s like one of the hardest things to do is like but when you do take that step back and you start seeing some of the growth and you start seeing some of
the uh scalability of the business you’re like you know what this is the right decision but that leeway time is
and you find your passion it’s funny right so when I have these conversations so I speak to Ron about this a lot right where Ron is now a mentor of mine like
through the investment side of things and like through property right guy owns hundreds of properties and it’s one of
those things where it’s never been my forte right so there’s there’s something that I speak to him about all the time
and he’ll tell me like all right like why are you so passionate about like the training and the and the stuff that we do at Remax and it’s just it’s just it’s
one of those things where you almost have a calling right and when you start going into play of like what your
passion really is you just have to Deep dive into that so I always tell people where it’s like I hope the day that I
turned I’m just a professor at some college hopefully Roger Williams right cuz that’s where I came from the turtle
ready go yeah I’m good to go f and it’s just and it’s just one you’re ready for
well listen I came here I was like hey I wasn’t sure if I was going to turn on my black shirt but have my black t-shirt on I even brought my little gym bag I’m
like I’m not really sure how these guys are dressed but you guys told me to keep it on so here we are it’s just but again
guys like going into it it’s just one of those things where I’m like hey you find that passion you don’t even know if
that’s your passion at a time right like going into it I love I love selling selling the real estate right because
you’re so used to making money like that sometimes right where the second that you take the step back to like grow your
company and your team you don’t even know how the income is going to come in to protect your family at points right
and that’s the biggest I think like that’s the big that’s the scary point there right where it’s like look at yourself bur right you went from doing
the hundreds of millions of close of close volume which I’m sure you still do now with your team right but at one
point there you had to take a step back and be like okay now let me go build the company you went and take not only the
ego hit on that but the monetary hit as well because obviously like you don’t grow a company and it’s just making millions of dollars right you have to
take the step back to really take that step forward and there’s so much nerves that happens within that one or two
years and a lot of Doubt right like the doubt is what kills you where you’re like [ __ ] am I going to make it is this
going to happen are these people going to continue to trust me I think one of the biggest things that I’ve learned growing through like the mentorships and
becoming a mentor here at Remax now it’s one of those things where it’s like are people going to fit in to me or am I
going to have to adapt to them right are people never going to leave me are they going to have the same loyalty that I’ve
had here for eight years right it’s always something that runs through our minds that and and people and we don’t
like talking about it right but it’s like it’s always something that runs through our minds where we’re like [ __ ] I just hope to God everyone’s
appreciating the time that I let go that I had to put into them I think that’s
why you don’t see a lot of people do it you know whether it’s real estate or building a Mor I mean how many loan
officers stay at as a loan officer forever you know maybe they have a small team but they don’t have a massive team
or they don’t you know build their own company because it’s a lot of work that goes into it and it’s a lot of you got
to give up a lot to get a lot hopefully but it’s one of those things where well you could just sit back with you know
you could run a very successful real estate team with probably two people on your team you know some sort of an admin
and some sort of a helper to run around and probably make more money than you’re making now doing it which we’ve had
these conversations with but it’s like all right at what point do you want to build something yeah it’s it’s seeing the vision and
sticking to the plan right like that Vision it can be it’s so scary it’s so scary because it’s like you always have
to trust the process me and Ron talk about it a lot where it’s like hey like everything we’re doing is two three years ahead of us but you have to start
it today right and you have to trust the process from now and that’s the scariest thing to have to have it like kind of
wrap your head around where it’s like hey you’re about to go lose hours a week that you used to put into
yourself your family your your own business but you have to trust that you
will gain that back two three years from now and it’s like look at look at you guys right so it’s like you had to trust
that process especially you earn at the beginning right four or five years ago you had to trust that process how long
you guys been around now six years yeah it would be six years in March yeah six years in March and it’s like that day
and think about it think about and I was with Vernon just so every just so we’re all on like the same page right I was
with v on day one and we saw so many people coming in and out right because
we you don’t know what works yet right it’s like you’re starting from scratch it’s like yeah successful mortgage loan
officer right was always one of the biggest guys in the area knew the back end of the system but it doesn’t mean
the back end of the system works for you it just worked for the company you were working for right so in and out people
in and out people in and out until it was like one of those things where where Vernon figured out what was needed put
people into place and it’s been such a ride sense right it’s like I think I think the number one thing that I got
lucky on right this was not a vision I sit down and write up my business plan the night before or anything is I just
got lucky with the people that came in to Milestone within that first like
months right right the Craigs the Rachels the support having a strong
backing at home a wife who understood the mortgage business and understood like he I might be gone hours this
week and maybe this month every single week for two years in a row without that
I don’t think that that that succeeds so I think a lot of people take a step back and don’t jump off because it really it
starts at home like right I always say starts at home you have a good strong backing there and then you surround
yourself with good quality high high energy people that fit your culture that have to fit your personality everybody’s
got different ones but then you also have to hire the people around you that have strengths where you’re you are with
weakest % trust and you have to know so it’s funny right so going back to
those six years ago and and we’ve all grown so much since right but going back to those six years ago I remember the
days that I would go into Vernon’s office and not trust the soul right where it was like if you were my buyer
Vernon would sit there and I would be there going through every bit and piece
remember horrible that’s why he was like coming maybe you should go maybe you should go to
Craig but that’s just how it was right and and I had to learn to grow from
there where it was almost a reality check right where when I I I remember the day that we all sat down together
and Vernon was like hey bro like Craig will just have more time for how you run your business again ego hit don’t tell
me what to do blah blah blah right but it was the truth right best thing for you and it was the best thing for me
% And it helped it not it helped launch and help your and help your career out as well because you had to
deal with an agent that also knew your business right but a whole but there’s
two different agents right there’s an agent that’s like super anal on top of everything all the time and then there’s the lacad isical one that’s just like
passes it on forgets about everything I now became that agent where you guys have to kind of like shoot me down
together like paint disclosure your [ __ ] yeah but but and but that all came from growth and honest to God if it
wasn’t like if it was like that you would hate me way more being like that I remember you like when you started and I
think it took trust it took a while before like and we almost I wouldn’t say
ever gotten like fights about it but it almost came to the point a few times where like I’m like dude you either trust me or you don’t and then you kind
of backed off a little bit because you were and you knew more about mortgages than the Normal realtor so you always
kind of like knew the questions to ask like if it was a no you you don’t just tell Fabio no it’s what’s the reason
well here’s the reason Dex didn’t come blah blah blah blah blah like the whole nine where other agents don’t care about it so that was just getting used to was
just so buyer heavy right so like like I like our big our biggest year the year that we flipped over I think me and
Snell did like buyers in a year together right and I was just such a buyer heavy agent where I’m just like
[ __ ] like this is my bread and butter right like and it’s like every everyone means a lot you know yeah and it was one
of those things where I’m like you have to rely and this is another thing right so it’s like you have to rely on someone else in this business to make you money
right like even you guys like you guys can do a hell be honest with you most of the top agents unless they just operate
a massive team where they don’t care but most of the top agents are kind of like that to a point you know kind of like
they want to know they’re on top of their stuff they’re not LAX you know they are on it and they want to know why
it doesn’t work or what can be done because they look at every lead as a
closing and you know if there’s something stopping it okay what do we have to do to fix that so that we can go
to that next piece where there’s so many agents that are just like okay whatever move on and hope they get another person that calls and we go through it a lot a
lot where a lot of my agents actually from Remax will ask me like Hey how do you guys how do you get get so many people over to snell and I’m I just tell
everyone the same thing I’m like one majority of the time I don’t work with you unless you’re working with all my team right so it’s like if you’re not
working with my team of people I’m probably not working with you a lot of people be like oh is that like not legal I’m like no I just choose not to work
with you it just is what it is it’s only leg it’s only legal if you’re going to if if it’s a forced conversation right
what’s your reason for that because I think that’s important you know I I and I don’t necessarily say this to people
but there are a quite a few agents I work with that have a very similar mindset to you and it’s nothing that
tell you to have there’s nothing that I we don’t even have any marketing stuff together anymore easy conversation right
so my easiest conversation is well my easiest answer to that is it allows me to fall asleep right like I don’t I
don’t need to care if that deal is going to close or not right that’s number one and that is the most important thing
that like buyers really need to understand um and I know this is kind of entrepreneur kind of uh podcast here but
I we’ll get into the buyers for like two seconds here like a lot of buyers have this understanding where it’s like oh they have a better rate over here and
I’m like okay they’re not going to answer you after they’re not answering you on the weekends when there’s a tough conversation to have I
can guarantee you the mortgage lender will send you an email and not pick up the phone and call right and that to me is like the lowest level of service that
you can possibly get where the highest level of service I want my buyer I can
guarantee you we’re going to try our best to match the rates or beat them that’s number one right but I want my buyer to make sure that they can sleep
through the process right that is the most nerve-wracking time of their lives right those those days it’s always
cute at the beginning right where it’s like offers in everyone’s excited pns comes through people are still excited
with pass the second you pass that home inspection and it’s like all right time to get the docks ready this is what
you’re going to bring to the table Etc that is when like buyers start really like nerve cracking like can I afford
this more like what the heck is going on and having that level of service that not only can calm someone down that has
done this a million times really does matter and I keep tell I tell buyers this all the time it’s like there’s a difference between a broker like a snell
who gets paid only when you close in a broker that’s salary based that will get
their paycheck whether or not you close anyways right and those people that work for banks I’m not I’m not doubting them
whatsoever but there is a difference of like hey if you don’t close it’s on you right it’s like it’s on you but for us
it matters a ton where it’s like hey the relationship just doesn’t end here one of the famous coaches Jared James from
Remax we always say that he always tells us the same thing and it’s like every client is worth Grand right every
single client I don’t care if you’re making a commission of grand at the beginning every client’s worth
how do I keep that client from make from grand to referring me all
that business if I don’t do a good job from day one right so everyone thinks like hey you’re chasing the dollar and it’s like if I’m only chasing the dollar
I’m turning and burning every bit of my business having to find new bit it can’t be like that right like we’re building
relationships that hope to last forever right it’s all about the relationship I mean you came from the school of Scotty
bizo right build that relationship do the right thing by the consumer you do
that five times they were each one of those closings five closings they refer you one now you got now they’re
selling a house you keep monetizing that over time I take half the closings we have now are from past clients of course
which when we when I started I didn’t have any me either you didn’t have a whole lot either the first couple years
it’s funny cuz now it’s like hey we did or it’s a relative or something like these repeat and not having to spend
thousands and thousands of dollars a month that you I mean I’m happy that we all like kind of had that mindset that
if we want to get the business and grow our business we have to invest in it because you have to spend that money to get those leads when you don’t have them
but once you can work those and you do it the right way well now you can pull back on that and then your business shifts because now you’re either one you
don’t have to do as much to make as much your brand recognition people know who you are right exactly and there’s a
switch that happened and I don’t remember the exact day but it’s like it happened in my business I’m like I don’t need to go about it the same way I was
going about it before absolutely and it’s and it’s a beautiful thing when the phone rings for you instead of you ringing the phone to them right like
it’s just there’s there’s such a motion that comes into play there where everything changes at that moment right
where where all of a sudden you’re no longer hunting for business you’re more hunting the relationship right and that
with the second that an agent or a lender really kind of switches their their mindset or shifts to that that’s
where like your business really starts elevating because everyone always always fetches the dollar but when you’re F but
when you’re fetching the relationship you’re fetching the referrals and that’s where all the money really starts coming in after that yeah yeah I agree I think
it’s it’s very very important and you know not a lot of people kind of I don’t know either either realize that or care
and they just think it’s like why why do you keep W pay for this forever it’s easy to make grand really fast guys
right like it’s and that’s what people like a lot like a lot of uh and and there’s a blessing behind it um you
don’t want everyone to be like us right so like there’s definitely a blessing behind that but it’s easy for someone to
just go make Grand and still have like a full-time job right where it’s like oh this is almost like vacation money yeah it’s kind of what it seems to
be which is fine I think that’s kind of always been like a part of the real estate culture yeah always part of the
game kind Co to and then when when Co happened everyone got their license right so all of a sudden you had you
flooded you flooded the market with agents I’m sure lenders came in a lot too like a lot of uh loan officers came
into play but you started flooding market and now it’s getting back to that
okay I need someone that’s knowledgeable that’s going to Breeze through this process with me because people’s lives
don’t change just because they’re buying a home right it’s just again it’s added stress I have people that are either
pregnant about to have a baby literally like just switch jobs or whatever like
something’s happening in their lives and it’s like hey I need this now and so much added stress is happening and you’re like wow like what can we all do
to kind of streamline this process and that’s why I really pushed that’s why I’ll always push like going back to that conversation that’s why I’ll always push
you because again it’s like not only does it allow me to sleep better at night knowing that the job will get done well but it will allow the buyer also to
sleep better at night because here’s my biggest thing and your biggest takeaway from this is that’s going to be a reflection of me right so if you’re
working with a mortgage lender or another agent in your case right that isn’t doing a good job you’re also going
to remember that I didn’t do a good job even if I did it just is what it is right it’s like it’s like throughout the entire if you’re not the one that
referred the person which is absolutely which is crazy but it’s true the truth they hate the whole transaction they’re
not using anybody they’re never going to use you in that part exactly that whole part’s gone for the next transaction and it’s just one of those things where we
try to avoid as much as possible so that way again I it’s it’s our name again it’s like Vernon said it’s our brand Fab
at the end of the day you hit the nail in the head you’re super successful agents insurance I don’t care what you
know what what job you’re doing if you have that trusted group of advisers and
it’s a process and everybody trusts each other you don’t those are the top guys those are the best people in the
business across any any platform right because everybody trusts each other they
have a system he’s doing his job you’re doing your job everybody shows up to the closing table everybody’s really happy
right right it’s the the one off and I joke around about it because you know I’ve built my business enough now my
phone is ringing for the most part I get to choose who I work with Y and you know I get that phone call or even contract
comes in and it’s from an agent I’ve never heard of never worked with and I’ll walk into you know one of the other
loan officers that’s relatively either new or they have some more time on their hands I’m like hey B to introduce you to
XYZ agent over at wherever pass that relationship off because I don’t even
really want to get involved in that transaction because I don’t know right exactly I mean Craig always used to joke
K me Mike any any loan it’s in my pipeline from more days I’m losing money on I don’t care if it’s for
days I’m losing money like no you’re not I’m like yeah mentally I am I just don’t want to think about it so if it’s not cleared to close done out of my life
absolutely now it could be locked and it’s not closed in for another two weeks that’s fine but I don’t want to have a talk about it I don’t want my pipeline I
don’t want my processors and my staff to be looking at that loan days and everybody’s making money after days
it becomes a Time suck and when I see that with agents that are trying to crack in yeah uh you know going back to
you guys meeting in y you know did I have a bit much bigger plan know I
didn’t really know what I was doing back then like full disclosure but you know as you you and Craig were talking I knew
to a point without being able to explain what I was doing back then is he was eight months into the business you’re
two years into the Remax thing getting your feet wet we have a great relationship we’ve closed a bunch of deals I knew you guys would grow
together right I’m the old guy in the room right so I knew you guys
were going to be able to grow your businesses that way and build all these relationships with all of these clients
over the next or years right like that’s that’s the hard part I try to explain to people I’m still doing loans
and talking to clients that I met in they’re still referring
me business it’s wild right like but that’s CU you did a great job right and again it’s like if you didn’t and and
don’t get me wrong listen there is always the one or two clients that got
away right and I like to say they got away because it could be a relationship thing that I didn’t catch at the beginning or maybe y’all didn’t catch at
the beginning either where it’s like it just didn’t mesh right like like there are certain relationships where you’re like
okay sure this person will buy a home sure you will go make a paycheck but
what is the end result of this this is not going to go well this relationship isn’t going to go well what are we
chasing and I no longer chase that right like at the beginning it’s not worth the gray hair it’s not it’s not at all and again it’s like it’s not worth your
brand it’s not worth your brand just because it didn’t work out with that one individual because you knew from the beginning that it wouldn’t how did you
think that was going to change through the process right like your gut feeling on a lot of those instincts is truly like what gets you through what gets you
through this life at least and it’s even like the agents or the loan officers right I preach it and now we have
loan officers I meet a lot of Agents we go out we we do presentations and I I
always tell Craig like make sure we bring like another you know one or two three loan officers with us because there’s personalities at that real
estate office that insurance company man like you know and you know as I’ve evolved and started doing other things
with the company and you know still maintaining the core group of agents that I have it’s impossible for me to
continue to do that with more agents or more agents like you know our
relationship is so established now that if we don’t talk to each other for two weeks it’s not a big deal % but you
don’t talk to a new agent that you’re trying to you know in this business if you don’t talk to a new agent for two
weeks well you don’t I’m not important to you and they’re off you’re like what yeah yeah it’s crazy so it’s like you
have to put like he was saying you have to put two people because an an experienced agent doesn’t need the
handholding from a loan officer an experienced loan officer does not want to do the handholding to a new agent so
it’s like H how do these things blend together you have to kind of put inexperience together to a point so that
they can grow together to get to that point like we were able to and I think like a lot of it guys is uh like agents
that leave for a ham sandwich is is like what I say it’s the same thing with the buyers like it’s not worth it it’s not
worth like like I’ll send snow and offer a pns or whatever and not even
text them anymore I’m just like it’s just there it’s like get to it when it does he had to text me the other day he’s like hey like we you we’re three
days away from cleared clothes do you have a pns I’m like oh wow forgot about that so I had to just is what it is it
just but again it’s like it’s like the the relationship there is different but it all comes back to we had one the
other day never even sent me the offer for two weeks weeks yeah like we you
think you can close this you think you’re good like my bad I’m like like
all right can you cover me on this one he he sends me a message he’s like hey I think we’re going to need an extension on this I’m like yeah it I’ll do that
when the time comes like my bad appraisal when the time comes we actually got it done though yeah and the
whole but again it’s believing the product right it’s like how do you expect your client to believe the product if you don’t yeah it’s it’s you
just don’t if you don’t believe your product that’s like agents that don’t believe in themselves right like a lot of Agents like you’ve been doing this
for so long and you still need to learn how to crack ice when you go meet a client for the first time at house it’s like you’re not believing in yourself
right like you do not believe in your product you’ve done this so many times right so how do how do I become a better
agent I have to believe in the system right I have to believe the system that I’ve built is going to not I do not have
to go back into the office for two three four five six hours for one client right where I used to do that with y’all right
where it’s like four five six hours burn there where that could go into lead generation that can go into followup that can go into any other thing where
that’s where you really start building your business I think as you grow you learn that stuff I mean I wasted a lot of time over the years doing activities
and things that they’re not money-making activities right you want to come in sit with every buyer each buyer’s an hour
consult you do that five times a week you lost five hours times weeks in a year you literally just lost like five
weeks of potential work on lead gen growing your business scaling um I mean
it’s all fun stuff I mean I think we need to get to some of the funner stuff before we wrap up this episode I’m I’m
over here like I’m definitely at least minutes yeah a little get to know Fabio time I think we need to a little
get to know Fabio because as everybody knows you know one of our first episodes I think it just came out about you know
the only person I think you said it the only part the only adult we know that takes bass on a regular basis this is
the infamous Fabio for everybody who’s questioning yeah so Fabio clear the air how often do you take a bath so let’s
talk about some Secrets first right so one everyone everyone ask me like all right like you still have a full headche
here are do your are your grandparents full nobody like just straight bald whole family’s bald right so I want to
start off by saying that I do believe because I just don’t randomly shower once or twice a day that I do get to
keep my full head of hair right so like that procedure there is like washing the washing of the hair comes like two or
three times a week instead of like a regular mail that probably washes their hair every every day that you soak in
the shower right so that’s how the tubby uh time came along tuby time yeah so so
it’s uh it’s it’s religious right so so it’s like church on Sundays guys right like at the end of the day like every
single day between the hours of like and and it’s it is that long it is that
long it if you’re texting me trying to FaceTime me call me you just don’t want
to right like that’s what he will answer I’ve got it he’s called me on a FaceTime from a tub you I’m like dude we don’t
have to do this anymore it’s not even that like I’ve sent emails out where where and this is where the attorneys come in right so it’s like I’ve sent
emails back out to attorneys sometimes where I’ll send them just like bare kneecaps and Toes just like a picture of
like hey this isn’t the time to bother me right now right this kid his only fans pictures going on his we’re going
to drop that handle later on as well so so but that’s that’s uh that’s def that’s my me time right it’s so funny
like like my wife talks about it all the time where it’s like that’s like you’re hour and minutes away from like everything and that’s like the time that
I take come up with the stupidest ideas distress relax exactly and and and is a
bubble bath this is so let’s we we’ll get into that right now so I want I want to take the image out of like what this
looks like I have a whole image in my head it’s it’s going to be way better when when uh when we crack into this
right so it’s not a Soaker tub right so this is a almost swore again guys my bad
so this is like a uh like a tub shower combo right so my knees are probably
like in above like the actual natural cover of that of that this gets
better so oh this is going to get way better so something that I that I do and this is the god onon his truth y’all you
can ask again you can ask my wife you can ask any anybody that I talk to about this so I’m a uh I’m a drer in the tub
too so I’ll drain the tub while I’m sitting there air drying I don’t even
need to leave the I do not need to leave the bathroom with a towel at all I’m completely air dried by the time I walk
out of that tub you were so relaxed when you do this right so I take a this morning I take a shower I touch my phone
see what time it is and I’m like I got minutes in here machine right I know it’s going to take three minutes to
brush my teeth because it’s literally on a timer it’s amazing to me that you just allow the water to funnel out I just
can’t wait till you have children and see if Tubby Time is still an hour and a half because I took a shower this
morning with my wife puking in the other room cuz she has a stomach bug now that we all had all all have this room my one
and a half-year-old trying to rip open the shower curtain to come in with me cuz I tried to have him in the shower in
the bathroom to just just not let him destroy the rest of the house y so the shower was about seconds long but I
still had time to you know fix the hair and I know no see like I get it like see like the difference between uh y’all and
me is like I lock the door I don’t care if I die in that tub like like like I’ll
I’ll get text like like Coral will try and text me like minutes in like hey is everything good you’re not even getting an answer like I could be
completely dead I drowned I I fell asleep it doesn’t matter like you’re just not getting an answer from me during that time whatsoever that’s good
that’s that’s a downt and everyone always ask like aren’t you freezing while you’re air drying i’m like [ __ ] you got so used to it it’s been like
eight years of this residual kind of uh play you’re doing the cold plunge The Tubby Time anything I want so no bubbles
no bubbles any candles no no C no lights on though it’s Pitch Black in there it’s
Pitch Black in there there’s no lights on it again it’s dark as hell outside right so the window window doesn’t
matter do all you could see if anybody if I ever left the door unlocked all you could see is like the phone screen in
the back end of just the of just the shower but that’s that’s about it like that is my full-blown that is the me
time have plans when you when you get your NE like your Forever house you’re going to just put an insane tub in it
yeah like on bathroom like we talk about this all the time so it’s like uh and not to throw her on the bus po thing but
like my wife’s a snorer right so and I’m a I’m a super light sleeper right so
like anything like you can open up a door downstairs I’m waking up so like super light sleeper where we’ve like i’
I’ve planned this out like a million times where it’s like hey you want two kids for example no matter what I need four or five bedrooms in the home
because I need to go sleep by myself like there are times where I just go and sleep by myself just because I need like
to rest so when it comes down to uh like again it’s just it there there’s a
sequence that I just don’t let go of right where it can be football on at I could be literally walking
through the door at I am in that up by it just like it just is what it is it’s just but unless it’s like one of
those things where it’s like I go out on a FR like I’ll give you guys an example so before golf on Saturdays I Tubby Time
at o’clock and then I go play golf at like cuz you know you’re not going to get it in later cuz I’m not going to get it in later so I just go do it
beforeand but I will do it it doesn’t ites you could be waiting at the golf course I’m sitting in the tub during
that time it doesn’t matter just air drying I think the air drying is the best part of so far but that’s the but
the best part about that man is like is like how annoying is it especially like hairy legs or whatever like I’m I’m a
Portuguese guy right so it’s like how annoying is it to just dry yourself after you get out of the shower it’s the
most [ __ ] annoying thing that you can go through so I no longer have to worry about that at all I don’t know if I
could sit there for the minutes who would take this large ass body to dry off oh it would take long it takes longer than that because it takes like
minutes just for the tub to drain so it’s just so it’s like it goes last
minut process is just the ending process minutes is justy I’m I’m stupified
right now right so to share when I get out of the shower I look forward to like
the non new towels like new tells that are soft on both sides throw them away I want those things washed like a
times I want like grit sandpaper to to to drrive myself off I want every
drop off my body gone yeah yeah see like that’s why I don’t that’s why the towels are relevant to me like like he’s like
we don’t even own do you have a do you have a robe no no oh how I get out oh just in out like no I just walk fully
air dry yeah full fully air dried yeah just I don’t how long does that take it takes minutes usually from the drain
from the from the time that I start draining to the time that I’m walking into my bedroom to go to my dresser is
probably like minutes but that is that like guys I could not plan this conversation right like that like that
is that is like my start to finish right there like like I’m walking my hallway is carpet my my feet are bar dry at that
time like I’m just walking butt naked to my dress to grab my clothes I’m just intrigued by and now that Craig brought
this up one kid we don’t need to have four like your no two the first kid and
then minutes to air dry while like maybe the future baby him or her
screaming and then your lovely bride is in the other room just screaming and you got some earbuds in you just come
rolling out like all big sexy like what’s going on on here guys nothing
nothing I’m not even paying attention do your wife does your wife do something for herself half an hour a day where she just shuts it down blocks off the
outside world like that U no so she doesn’t understand this no she she she loves run out of water so she’s not even
allowed to shower oh yeah oh oh easy like that that definitely we just I had
a hot water tank that just blew like maybe like a couple months ago and it was like four years old and
I’m like ah like this this is definitely why but no she’s uh she’s a book reader she loves to read so like that’s her
like me time every single night so she gets like her hour and a half into of that which is another beautiful thing so like while like scrolling through like
Tik Tok Instagram Facebook she’s in the basement turning the hot water down so it takes them longer to be in there she’s like I want this to be a solid
hours aage water bill $faos water bill quarterly what’s going on in this house it’s the gas it’s the gas the
water like the water is what the water cuz it’s like I I don’t I don’t know what it takes but it’s like it has to be the same amount of gallons as you guys
taking a shower right more the bath is way more maybe yeah I mean if you’re in the shower minutes that’s probably
how long it takes to fill up the tub right but but when I tell you gas like like when I when I dip in when I dip
into that water it is like no it’s like third degree burns the entire way down
the entire like it is like like it like struggling to have children will definitely be like something that
happens this is all the secret behind he’s never having children he’s like just burning out of me just burning just
I’m telling you like I like I it’s it’s excruciating like as I dip as I it sounds amazing like I take a shower and
I look forward to I’m like this is going to feel great I’m come out refreshed like you’re going in there third degree burn and then you just sit there and air
dry there’s a lot of things like again it’s like a lot of things that I don’t miss about taking a shower like I promise you guys I mean this from the
bottom of my heart I probably haven’t taken a shower it has to be close to a decade by
now my grandma is the only other person I know that could say the same thing has to be close to a decade right now I swear to God like how I wash my hair for
example is the shower head is like one of those detachable ones and I just wash like like I just don’t have a shirt on
and I’m like leaning over the tub and I just wash my hair like that’s just how so you don’t even wash it while you’re Tubby Time no no separate procedure next
episode that’s a whole different I think that’s enough we all learned a lot about Fabio and his Tubby Time please like And
subscribe to our channel so that we can get you more information on how to create a great head of hair to fight the
genetics of the balding family by Tubby Time see you guys next time see you later