Join us as we dive into an inspiring conversation with Scott Botelho.

people think it’s an easy job that anybody can do but it’s really not in my opinion it’s harder to be successful at
I mean yeah you can have your license and you can close a couple deals cuz you know a couple people people are going to put them together but to be successful
you got to put the work in welcome back mortgage daddies we got
a special guest today the one and only Scott patella oh my God or bizo as we
AKA bizo oh my God the big guy yeah sh it up ready for summer I don’t know
about shredd it up but putting it back on get bul season
stripped it off putting it back on now building it back up it’s all about the consistency I talk to him all the time
it hasn’t worn off after years of knowing this guy one of the most disciplin people I think we
know discipline is my middle name definitely know definitely know where he is he’s very scheduled I know when I’m
going to get my text message in the morning I know he’s stopping at uh Dunkin Donuts right around about
every morning cuz his phone goes in and out of service so I lose him for about seconds while he’s ordering his
coffee um I’m about the easiest man to assassinate yes % cuz nothing changes
it’s like Groundhog Day over and over and over again I love it same time same breakfast same same morning routine
workout it’s working for you it works it’s working for you it keeps the cabesa nice yeah no it’s uh it’s a pleasure
having you on the EP on the episode with us well thanks for having um we’re just just talking before this started about
like how we met and before I even worked in the mortgage business uh Scott was a
young salesman young salesman and is starting his real estate career about maybe probably five years in right I
think this around yeah around yeah yeah four or five years in I had hair
you had hair mhm I was in Middle School you we you still wearing sports Coates I
was in Middle School was I in the red sports Co for the love of God the townhouse red it might have been it
might have been but we’re just Reminiscing on that story about showing my first house and young salesman Scott
Bella selling me a house that I didn’t fit in the shower I had the duck to walk up the staircase the second floor it was
on Summer Street in the middle in the middle of the city it had a Shar it had
a shared driveway on the side of it shared a driveway with a multifam I think it was a two family and then there
was like seven car garage across the back so like no yard but but the the funny part is upstairs the second floor
of the ceilings was slanted this guyy ‘ n right so he’s in there so we get this
deal going until jido comes to town jido is my father-in-law that’s what we call him jido uh and and he shows up and he’s
like you ain’t buy you can’t even stand up in the shower the shower head’s pointing like right around my belly
button area we could have we we told you got to get a seat we can get you a seat Scotty was telling that like he’s
like come on this is a great I think it was like I think it was about that it may even been less it was oh my word
I mean it probably a good investment years later oh that same house right now High three garages High threes money
maker I don’t think I could have got financing for that thing there was not a anything green on this no Bush no grass
concrete everything you remember the bricks in the basement like it was the old that house had to built be built in
like the s or early s updated around it
I use that word Loosely updated but yeah yeah very ask for every toilet seat say it
all time they all sell eventually MH yeah they do so that was a funny story
that’s how we met you weren’t even doing morgage were you working at CVS at the time or not even there I think at the
time I was working at the bank I was I was a branch manager at the bank tried to buy that house ended up I think we
put a hold on everything maybe like a year or so and then we ended up buying the house in Dartmouth with you no you
didn’t you didn’t buy that with me I did not you did not I sold it for you yeah you sold it well he’s got most like %
of all my transactions since then since then I I do remember who I used on that I used probably the sweetest lady ever
still talk to her to this day but she’s pushing about right now great lady
great lady still in the game still in the game and then I remember you got into I can’t remember was it lone snap
first what was that loan company you were working for I think it was loan snap up out of Foxboro D bmac and all
those guys then I had to leave the bank go to CVS CU I couldn’t do mortgages and
work at a bank who would have thought that would have been a problem fast forward to some regulations that think the time were like we got this was it l
the lone uh lead shair Network or something were you guys running that yeah I think like some kind of network
you were like oh we got this thing we got all kinds of clients coming I can hook you up with remember oh yeah you
know what that that that brings us to a good point right so you do a lot of coaching I coach some of the guys internally some of the girls internally
here at Milestone and how many times did I have to go into
your office and try to get business at of Scot matell and at the time he was
not Scott matell who he is today right I mean he was a producing successful agent
but he’s not I mean what do you have pending sales right now as a company
I think want to bump up don’t want to bump it up may maybe something closed today but I would go into this office
day in like two two times a week minimum and then the receptionist who now works
over another brokerage the receptionist at time like you don’t you don’t want to leave anything on Scott’s death and I’m
like I’m going to leave my paperwork cuz at the time this is pre cell phones weren’t crazy you saw the old Star Tech
there’s no text messaging so this was on this was Dawn at hon yeah oh you don’t
want to leave stuff on my desk so of course I leave stuff on his desk did you
get you know where this ends up next time I walk in in the trash and I’ll let him finish what he said I can’t remember
but my typical thing was don’t ever leave I would just I’d tell them save
time anybody that came in would save time and I would go ballistic and I take it when they come over I say come on let
me show you what happens when you leave right there in the trash so do me a favor just put it in the trash up front save me a step that’s where it’s going
to go it was probably some relatives in there too yeah oh my God those were the
days I I can’t even remember poor Brian mlo one time he left stuff on my desk I
went crazy but that was the old Scot that was the old SC that was the old Scot Scott come a long way most times it
was probably one of the more intimidating offices to go into because at the time there were I mean Remax
backing with Nick and everybody that was a Powerhouse like around tier that was a Powerhouse and I was still I was still a
baby I was an infant in this business and I’m like I’m going to keep going I’m going to keep going worst case scenario I’ll pick up some of the other agents in
the office over time think one of his lenders something happened gave me a
shot and really the rest of this history I mean going on probably through all kinds of different Market scenarios
there was one company you were with that was rough though I I don’t want to say the name but yeah that’s right caliber that actually wasn’t I’m not
even talking about that one I’m talking I think it was out of Fall River oh The Mortgage Group way it was
rough loans were tough to get over there yeah that was like that Range yeah we’ve seen
some uh some Market we kep pluging and you know what we just work every single day and try to
get a little bit better yeah speaking of that yeah you’ve been able to over the
last five years or so talk about that a little bit obviously we talked about your started off agent early s
what made you jump into you know don’t open up your own brokerage and some of the successes and some of the everybody
sees the success right everybody sees the the nice car a vacation here and
there um you and Craig are almost the same your guys’ idea of a vacation is like going to Cape Cod going to New
Hampshire I didn’t want to go that far no three or four days in out back yeah
um refresh reboot ready to go what are some of the the things though that that really drove you to say you know what
I’m going to go do this my way cuz you’ve had some success but everybody sees all the success they don’t see all
the turmoil like I talk to you pretty much on a daily basis probably a little bit less now than the last years
right um what are some of the obstacles right everybody sees the success that you guys are having over there but no
one sees the work in the back right we’ve had other agents and other Brokers on and it’s the grind behind the scenes
right you know I don’t like there’s so many OBS you’re exactly right though everybody sees the end result what they
don’t see is the daily disciplines done consistently over a long period of time because that’s I mean that’s really what
success comes from it’s not that everybody looks at this stuff and they they see it almost like a um like a
lottery like success is like a lottery you did this one big thing that catapulted you to where you are and
that’s not the case at all it’s it’s the years of doing the same thing day in
and day out making the right decisions the right choices day in and day out consistently for a long period of time
and on the flip side of that failure is just the opposite it’s not typically one
bad decision it’s small errors in judgment repeated daily consistently for
a long period of time like and the reason why we do that is because disaster doesn’t happen right
away you don’t get lung cancer the first time you smoke so oh you keep going you don’t you don’t have a hot attack from
eating one cheeseburger but when you make these bad decisions consistently over a long period of time then you have
the heart attack then you get the lung cancer then you have the disease so it’s not same thing typically it’s not one
bad decision that puts you in the negative or one positive decision great decision that put you in success uh
obstacles there’s all kinds I think the biggest thing for me in obstacles are personalities for me now running a
brokerage um dealing with different personalities um you know I think
sometimes you know I want I I see what they’re capable
of and it’s like you want it sometimes you want it more for someone than they want it for themselves and that’s hard
to disconnect from that’s what I feed off of is is helping people and so
sometimes that’s that’s a thing but you know I was just talking to one of my agents yesterday I’m like you know everybody thinks you know you know
you’re on the list I send out you know uh videos every morning to a huge group of people and you know I’ve had several
of my agents you know reach out you know Scott I really needed that today you know I really need and I’m like you know
what I need that [ __ ] too like everybody I just wake up out of bed every day I don’t have any life problems I got no
Health everything’s just good peachy k no I just have a good mindset and I don’t let things sink me or put me you
know paralyze me for a long period of time it’s usually short I acknowledge it okay what do I got to do to get out of
it and put a plan and just work that plan so I I don’t know if that covers like the market obstacles uh things that
come up in the market but you got to change with the market that’s all I’m glad you brought up your morning routine
because I know it pretty inside and out everybody knows me and there’s not an
original idea in my body I I just talked to a lot of really successful people and take little pieces from them and what
they do I’ve tried to implement a little bit of your morning routine if you don’t mind sharing like what your average
morning from the time that your eyeballs really simple I mean this is
what it looks like I get up when I’m done sleeping typically um now that
doesn’t mean I sleep till o’clock I’m usually up sometimes six right around there six set an alarm just no unless I
have to be someplace and I adjust my whole day based on my workout like
that’s a non-negotiable for me so if I have to get on an airplane at if I got to be at the airport such I’m going to
get up at : I’ll do whatever I have to do to get that done so but the bottom line is when I wake up the very first
thing I do I go over I I weigh myself cuz I have to send in all my stats to my
coach every morning so I weigh myself myself um I uh have to log the amount of hours
that I slept I got sleep’s really really important and then for me right now I take my blood pressure so I keep track
of that um I I pray I meditate I go downstairs I
read from three different books uh I read a book on recovery a book A book from spirituality and then something on
personal development um then I have my breakfast um then I go over to my office I do my
gratitude my affirmations um then I take my
pre-workout head down to the gym I listen to probably like you guys get I
listened to maybe three four five of those something uh set my mindset right
or some kind of educational in my field and then I take one that I thought is really good that day or hit me and then
I in between my sets I’m blasting it out to all you guys I do that I got to get that app yeah I do that individually do
you really ask you one at a time and I got a huge list too big now and I got one on social media too that I do so
that’s what it looks like I do my workout come up shower I’m on my way to the office and then I’m in there and I’m
doing my thing and then I’m there basically till : till close and go home and do it
again that’s that’s insane the other thing you just mentioned that I just got
into and by the way and I know you know this because you’ve been in a room with me that’s seven days a week days a
year it doesn’t matter if I’m on vacation it doesn’t matter if I’m on a business trip I mean you remember me reading same thing I just don’t stop
with that how long have you been doing that I can’t even recall I mean we were we in Utah this guy’s waking up at
morning because time I can’t even remember like so one of the craziest thing in the world I saw if you’ve never seen how if you don’t know how Hal Elrod
story he’s a guy that wrote The Miracle morning I had a chance to to see him he was a keynote speaker at a real estate convention Vegas and it’s so funny so
he’s got a incredible story he died like twice came back from death um but he
really went into a bad Funk and he was studying what successful people do and
the craziest thing like not everybody does the same thing but they had these
things in common and basically it was the same thing I’ve been doing for years minus journal and he’s a journala that’s
the only thing I don’t do so luckily for me I’ve known you for
years I’ve seen different parts of your life professionally personally yeah you we’re not going to jump into all of
them but you just mention you want to go coaching right and I think and I feel
recently I would say probably in the last year is the first time I really
invested in coaching right went out of my way and I feel like I’ve always gotten coaching but from the scell and
the other people that are in my sphere and I went outside the box found a uh a mortgage coach and you know it’s not
cheap right I mean we’re going to talk we’ll talk about that I mean it’s not cheap I mean for what I pay for for
coaching every once in a while I walk into Craigs office I’m like I don’t know if I want to keep doing this but it’s one of those things that I pick up on if
I can just help my loan officers m one little nugget and it’s going to get them one or two loans more per year
exponentially over time and it’s going to help them right so I’m looking at it but you’ve been devoted to coaching for
years right off theat doing you know uh going to conferences and just
surrounding yourself with the right Network we’ve talked more about networks in the last to months and how
that’s really opened up doors right everybody thinks going to Vegas or Salt Lake City for a convention or Denver
it’s not about the content that you might be hearing and Jing down a couple of those
nuggets you’re going to get that but can you talk about some of the the doors that that’s that’s opened up for you
know the different types of people you’ve met in this industry and how that’s helped you well that old say it’s like you you know you are the five
people you’re surrounded by so if you want to grow surround yourself with people that are at a much higher level
they’ll pull you up so I’ve made it part of my mission to be in the rooms with
people you know that are selling a thunits a year these guys are
guys and girls are high level producers and just a little so it it’s like why go
through the problems if they can show you don’t do this cuz I did this right
it’s a quicker way to get to where you want to go it’s like a GPS right so coaching I don’t I so getting in the
right rooms has allowed me like I can pick up the phone and call Top producers all across the country you know I can
get on calls and I need something I can pick up because I’ve now made Rel built relationships with a lot of people
around the country and that comes really really helpful because we’re all like minded like all of us were look in our
chops with this NE thing look in our chops we like oh yeah this is for the pros we can’t I can’t wait for this you
know um none of us were like oh B this is going to be a pro it’s like okay this is what we’re going to do let’s go kick
some ass you know so it’ll Elevate you you know being around people that are way better than you you don’t want to
like you don’t want to be the smartest guy in the room you don’t want to be the top producer in the room you want to be one of the small guys so you can just
keep learning from these people and that’s I’ve just done that for years and years I I’ve done that from the very
very beginning really have uh you’ve always I mean since I met you you know more than probably Vern and Vern’s
followed a little bit and I feel like I followed one of the biggest things you said to me you got you can’t be afraid
to invest in yourself whether it’s the money you spend on coaching nutrition but also in
business too the amount of money that you’re willing to spend because you know at the end of the day it’s a numbers
game if you spend a thand you make two well you’re looking at it as what happen if I spend does that mean
I made you know can you touch on that a little bit because I find like with what you were saying too about the
pros and everyone else being so negative I find like so many Realtors or loan officers are just always so afraid or
they’re so negative about everything oh Zillow leads are trash not going to make any money oh this is not good it’s like
well at the end of the day what are you going to be doing and well why isn’t it working why does it work for you guys because your office has increased this
year from last year so in a down Market where everyone else has come down unless they’ve added people drastically you
guys have increased we’ve grown over % over the last % year over year over the last three years that’s crazy in
what people I my guys are so spoiled like sometimes we don’t realize what’s going on out there because we created our own Market but on the whole
investment thing in yourself number one um it was fun I’m not I’m a basic guy I got a th grade high school education
um but I got a PhD in residential real estate sales right I’ve literally I was
talking to Mia this the other day right I’m like how much did it cost you to get your PhD you know in total her PhD alone
was about and the education to get to that point right so she’s probably invested $right I’ve
spent that in a year on coaching so it’s like you got to stay relevant you know
my job to to to my agents to provide them value and keep them what’s going on out there right now and the best way to
do that is to align with people that are doing it right now at a very very high level so on investing yourself it’s like
that’s a no-brain I’ll bet on myself all day long there’s nothing I I’ll cut out
something else before I cut out my personal development and learning skills to increase right because it’s all about
skill building right that’s the problem that’s a whole another topic on the investment in the in the
business if you if you have a proven sales process invest in it is really
really easy because you know what the results are going to be right and so invest I mean I invest over $a
month in leads for my agents right that’s why they’re killing it you know that’s why I have agents that are brand new in the business that are out out
producing local perennial top producers I’m talking big names in the business I look at Phil this guy was a correction
officer that’s where I came from by the way right prison guide correction officer no sales skills been with me for
less than two months he’s closed one he’s got two or three under contract why because we have a sales process right
and I’ve heavily invested in I give I send my agents to a to a back battle with nuclear weapons most agents are
showing up to a gunfight with a knife they wonder why they lose I give these guys a arsenal of tools and resources
and coaching so they can go out in the marketplace and crush it that’s where the investment comes in but on top of
that so if you have a sales process and you build your skills and then you hold people accountable you don’t have a
problem in investing you know that’s why people are like GES you know he’s kind of like on top of stuff well you’d be on
top of stuff if you were spending over a million bucks a year on leads too yeah you know I got no problem giving it to you but we have a sales process this is
what it is this works it’s the same process that I did years ago right yeah we’ve changed with some technology
pieces obviously but the process is the same process and guess what it’s going to be the same process years from now
it’s the basic fundamentals using some of the tech Tools in in between but it all comes down to relationships I think
a lot of people fail at that because they don’t do all three right they’ll spend the money but then they don’t stay
disciplined and follow up or they don’t they don’t even know what to say they oh don’t work it works look at you look at
my green thing in my it works really well for us because we got a sales process we know what to say what not to say how to book the appointment there’s
a process and it works right and then guess what we work on those skills we do
role play every single week sometimes twice per week these guys are working on their skills in our office most agents
right are working on the skills with the prospect you know Tom Brady didn’t come up with the game plan to play the Chiefs
on Sunday let’s try this out that was all executed well before that it’s the same thing this you got to skill build
practice practice practice many people are afraid or they don’t want to put the work in I see it all the time know here
this goes on a whole another tangent right some of the problem is you got team leaders and Brokers that have never sold properties yeah you got team
leaders and Brokers right that are that are trying to deliver from a textbook everything that we do I did and I still
do today I just do it with differently like I’m in the enrollment business just like my ages they’re in the enrollment business to enroll buyers and sellers
that’s what they do I’m in the enrollment business to enroll agents to my office it’s the same process so I
encounter the same things that they do I have the same challenges you know disappointments people say they come
into my office they go someplace else people leave it’s the same thing with a deal falling apart buy his ghost you same process I get fired up I’m old
passion yeah I’m right there with you because I think that’s one of the biggest headaches you know on our side
of things because we go into these marketing agreements with people and at the end of the day if the other part’s
not holding up there into the bargain it’s not a good investment for us and I but I think it’s something that can work
well for anybody if they put the work and the effort in to do it and stay on it and you’re going to make money doing
it it’s proving I mean a lot of those top producers that you meet probably have a similar process they probably
spend a boatload of money on leads they probably have a really good team in process and they probably have really
good marketing and referral partners that they work with because that’s also a big part of it as well that so many
people oh you hear these things with these agents all the time oh you know I just you know I don’t really you know
try to refer anybody to A lender or a title company if they have whatever but you’re missing so many pieces there that
can help put that deal together all the time I mean we we we did a class last
night together and it kind of came up in this and I’m like sitting there and I’m like you know not to toot our own horn
or anything but I’m sure there’s a ton of other loan officers that are just as helpful but where such a in my opinion
we’re such a huge part of getting those transactions put together because there’s numbers and there’s things that
need to happen that you guys as agents need to figure out and if your agents aren’t aware or the agents are not aware
of those things they’re just you’re just blindly shooting out there oh here’s an offer here’s an offer but you don’t know
how you can make this offer the best as possible before you guys put an offer in you call us or you call him or you call
me hey what can we do on this where we need to be at to make this as strong as possible to put the clients’s best foot
forward to get their offer accepted everybody thinks everybody’s oh you’re a realtor you’re a realtor there’s such a
large openers that’s the difference more than any business I feel like there’s such a large difference between a pro
pro and everybody else I said that I I think I I shot I know it was part of a
video I posted up it’s like that’s what this is going professionals are going to kill it you know there’s a reason why you
know % of the properties are sold by % of the agents you know they understand the process and they do it and then the rest don’t but it’s like
yeah it’s it’s it’s really hard to teach somebody what you don’t know what you never done and I think that I see that around local all the time well you know
I have friends that run the same type of business as I do across the country so I’m nothing unique I’m unique in the
area I think in the whole way we do things you know and I’ve done it I did it as a solo agent I built a team and
then I built a company so you know it’s a proven path to success right we get the GPS would you rather take someone
green new take Phil for example yep whatever you tell them what you lay the ground work you show him the blueprint
and he follows it or would you rather take somebody that is more of an experienced agent that’s done well over
the years but might not blend into your process they got to blend with the
process if they don’t if the culture is not a fit you got to go I’ve proven that anybody knows me knows that you don’t
blend with the culture heave ho culture is too important I’ll take somebody so for me I love brand new because there’s
no bad habits really somebody really good to me is somebody has a little bit of experience you know does three six
transactions a year cuz they know how to use MLS they know how to write an offer they know how to use do Loop so those
things and then you can teach them the process and they and they run with it but I had it’s so funny right I had
somebody say to me how come you have no top producers your office I go I make them I’ll take a brand new person and
and and and show them how to do it and let them build and become a top I got people at are killing now I’m glad you
brought that up right so Craig and I struggle with this I struggle with a little bit more cuz I’m like on that
ground level of recruiting and trying to get him and then I bring him in and I’m like hey Craig this guy is brand new
totally green doesn’t know you know debt to income loan to value nothing they’re coming into your office I agree with you
that that agent that’s doing or that loan officer is doing one or two deals a quarter right because now you can show
them the sales process role play hold them accountable the accountability piece is like probably it’s at the end
but it’s the most important thing because if they’re not doing the activities they’re they’re not going to
succeed but just to go full circle on that you spend all this time getting these agents up and running getting
these loan officers that we’re dealing we training these guys giving them the tools showing them Playbook right you
always say you’re uh in the contribution business contribution business you know what I’ll share you anything you want
you want you want me to open up everything my training everything I’m going to give it you because what do you
say you know know to keep it you got to give it all away it’s the same principles yeah one
of the craziest things oh and by the way you can give it to them you know I hear
you know some my mentors and you know talk about hey I have a room full of people paid to be here I tell you
exactly what to do you paid to get it and you don’t do it so let alone you know people are going to do it they’re not going to do it it is what it is one
of the big struggles for me mentally and it takes me a long time to to get over
it you spend all that time right you you’re grooming somebody you’re doing everything showing them the ropes they
spend a year or two years with you they have amazing success let’s just take Phil for example right he’s top of mind
right right now a year from now he’s closed he’s a$million producer
he’s getting calls from all your competitors we have we’re dealing with the same thing yeah and then he’s like
maybe the grass is greener and now I look back and I’m like I really like that loan officer or that
Realtor who’s done they’ve already come from somewhere they already know what they’re doing because they know that the grass isn’t greener on the other side
and We’ve joked around with know some agents that have had some really success with you going to other is and watching
that um you know unfold they don’t really do the same amount of volume or they’re not doing it
at the same rate what do you attribute that to right I mean you let’s take a Phil months from now he’s a $
million guy he goes somewhere else why does he go to million million like
what do you what do you see is that’s that’s why you’re in the contribution business because we know that they’re
not going to do those certain things that’s a great question I don’t know if I really know the I think everybody’s different I I I think uh it’s funny cuz
I there was one day I was watching one of those episodes with the kadashian right it was when Bruce Jenner was a guy
and the two and and the two young girls the the two youngest ones I don’t know their names but they were probably like
and and he took them to a homeless shelter and it was like whoa this is how
people live and they like because of course they don’t live like that right good shock I feel that like a lot of times with with my age cuz they’re all
knew a lot most of them haven’t worked anywhere else right and so they think it’s like this everywhere else and it’s
not we know this you know so I think part of the thing I mean people think
that they have it figured out that’s cool um I I don’t know if it’s the coaching the accountability probably
that slacks I know there’s nobody that does the lead flow that we do I was just looking at my numbers yesterday we had
leads in the month of July come in as of yesterday that’s a lot of leads
guy if you can’t hit a home you got to get in the bad’s box to to hit a home run right that’s how Phil is is doing
he’s got enough he’s getting in the badest Box you know so I think there’s nobody that provides a lead flow that we provide for sure I know that to be I
know that um and then they don’t you know they may have the process but then they lose that accountability in the
coaching piece and the environment I mean you come their office it’s topping you know yeah I’m in there once a week
and there’s always agents they’re all talking to each other yesterday I heard two agents role
playing on their own on the side and I’m like looking at myself I’m like I don’t even have this at our office like what
are we doing over here I try not to spend too much time on that negative piece it’s like people going to do what they’re going to do I don’t know I don’t
know why it don’t matter you know people want to go this is America God Bless America you feel like a better
opportunity someplace else and that’s where you should go I’m not interested in being married to anybody who doesn’t want to be married to me I always tell
Craig and I joke around with them like sometimes when somebody leaves you’re get hurt right like it’s a it’s a kid
it’s like a a a great friend you’ve built your friendship that first like I would say that first and we’ve talked
about this that first like two three weeks like that’s a sour taste in my mouth like I might be smiling on the
outside but on the inside there’s raging Inferno and I’m just trying to figure out how in
months but then it goes away does and then you wish the best yep and then you
feel like you want to reach back out and just say you know what if anything changes the doors wide open right like
this is where you start this where you got your education we still love you over here but it takes time it does I
don’t know I’ve only been doing that for a short period of time you know with the company but yeah you almost have to go
it’s almost like going through a grieving process it really is like you’re angry then you’re sad like
disappoint there’s like a range of emotions that that come through you and you know like I said I think one of the
biggest things is some people that’ll paralyze and you’re stuck on you know you end up being stuck on stupid and you
don’t I just keep doing what I’m supposed to do the company keeps growing you know and the company will continue
to grow it doesn’t matter who leaves you know or who come it’s like process it’s the process you know that’s part of the
that’s part of the uh the whole recruiting thing it’s like some are going to come some are going to stay some aren’t going to stay I and and you
just keep on moving you know nobody you know although I got something coming I got something coming down the pike
that’s going to turn the South Coast real estate market upside down but that’s a whole another topic feel like we should have waited for Scott to come
on mortgage daddies after this yeah it’s going to be on like Donkey Kong but anyway that’s another
story but Donkey Kong I love it showing my age well I know we don’t have too too
much more time but uh got some questions here what are you most passionate about
what you do I’m most passionate about training my you know working with agents so that’s my mission to lead teach and
spy agents to have the you know best uh best life they can in all areas mentally physically spiritually financially it’s
not just based on business we practice you know the the the a lot of talk about health and wellness in my office you
know that flows off my tongue cuz that’s my inner being so that’s what gets me up out of bed a lot of we’ve had this
conversation it’s like dude like I could just sell houses I really could fine I
could sell houses and be super fine right but that’s not what charges me up that’s not what what gets me out of bed
you know what gets me out of bed is helping other I I mean I love taking a brand new agent you know and and watch
them grow and like the lights go on they’re like whoo you know that’s what gets me fired up you know and let him
rip Yeah man so that’s what that’s when did that change it couldn’t have always been like that no no um really
probably it’s funny you say that I think that’s really happened for me when I
started a team and it’s grown exponentially since then because I’ve surrounded myself with people coaches
that have really drilled it into my head too about you know contribution you know
um and just pouring everything you got into somebody I would say over the last probably five or six years really and
it’s gotten stronger I mean it’s gotten stronger each year I mean it’s funny people that were with me three years ago
you know people were with me three years ago like oh man he you know he had a rock and if you thought we had a rock and rolling agency then like we’re at a
whole another level the way we operate now I think you you get a chance to see it so you know we talk about that you
just keep evolving like I mean I’ve known you for a long time so it’s hard for me to sit back and segment different
Pockets but years ago Scott I mean call what it is like months ago home and key months ago Scott you’re just
growing and changing and I think one of the things that set you apart from a lot of different real estate agents Brokers
salese is you’re okay with flipping the switch blowing it all up if it doesn’t work and starting from scratch like or
you’ll tweak everything out just to make it better and on top of it you’re
adapting to the technology you’re adapting to the time like when I walk into your office not everybody’s
years old years old not everybody’s right you have a great range of different people and different
personalities I think the culture is the big thing that you you guys really really push over there and it shows in
your agenty I think you have a lot of success too because you focus on one
thing yeah buddy too many not I’m not a commercial guy I’m not the residential real estate sales I don’t do flips I
don’t do bills time like we don’t get into stay in my Lane everything we’re not trying to lend on every little thing
we’re trying to focus on certain things to make it the fastest the best process the most streamlined process and to have
the most educated people in that specific field too many times I think
with Realtors because it’s easy you know they get into it they’re in the real estate game they want to get into
flipping so many agents then start flipping well now they’re spending all their time running around projects going
to Lowe’s to pick up a toilet or going to pick up whatever because they’re worried about their flip that they have all this money riding on that’s they got
a hard money loan on and they have interest now recruiting and they’re stressing out well you just lost how do you stay in your process every single
day or how do you now you’re spending all this money on these leads and now do you really have time to work on it because you’re worried about your Flip
or you’re building a new construction house or you’re doing something else you guys just do real EST you just it sell
and have buyers for Real Estate you’re not doing anything else nope we stay right in our Lane we’ve talked about
that so many times I don’t do anything else it just doesn’t make sense to me for me I see people do it and they get
great success that’s not something I’m interest you’re going have a lot of different ways me we’ve had people on
that do all those things and they have great success it’s just a different model what I like about it’s like I
don’t have think so many people think that they have to get into that to make the next step but it’s proven that you
really don’t you can be the best or you can make a great living just doing real estate and not having to get into doing
flips because also that just takes a lot of the agents that I mean I’m happy that they’re doing well if they like it
that’s totally fine but I’ve had a ton of agents that I’ve worked with over the years that are great buyers agents that were killing it and then they got into
and then their numbers went down I don’t have any buyers anywh I’m like well why something’s different what do you
because you’re not spending all day trying to lock in a buyer you’re spending all day running around from you got nurt it takes time you got to be
doing that every single day it’s that simple that’s it like there’s no magic to this thing nobody you know makes me
laugh that’s why when people oh you know I’m working listen I know I know what a
money-making activity is you don’t give me that you can’t sell me on that [ __ ] I mean l legit I mean if they’re working
two hours a day doing what they’re supposed to do money-making activities prospec and following up with with leads
that are in their pipeline that’s two hours a day days a week that’s hours then you’re sh them prop don’t tell me you’re grinding out hours a
week cuz I’m going to tell you full [ __ ] yeah you might be you might be at the office but you’re sitting there hanging out on Facebook and Instagram is make an
activity right it’s all about listen the basics at the end of the day it’s all about building relationships right
relationship happen from conversations right we need to talk to people that’s what it’s all about we generate a lead to do one thing and one thing only to
have a conversation we have one conver we have a conversation to do one thing and one thing only book an appointment
we book an appointment for one thing only to do a presentation right and that’s it that’s the pipeline it’s that simple it it’s so simple people mess it
all up they want to avoid the money-making activity like I I worked in a prison for for years right what’s
the worst thing somebody’s going to say to me on the phone that that swear at me hang up on
me okay move on move on yeah right nobody’s threatening my life right I’m
going to kill your wife and kids that you know that that that’ll shake you up a little bit especially when they’ve killed other people’s wives and kids
right you know so this is like so the most you’re going to get is right the most you’re going to get is go off that’s it don’t ever call me oh so what
delete them out of the database who gives a [ __ ] next up but that [ __ ] paralyzes people people are like oh the
phone that’s it’s not for everybody and I think people think it’s an easy job that anybody can do but it’s really not
in my opinion it’s harder to be successful at I mean yeah you can have your license you can close a couple deals cuz you know a couple people
people are going to put them together but to be successful you got to put the work in and you have to be disciplined
and you have to focus and you also have to continue to get better it’s not just get your license and figure out how to
put an offer together there’s so much more to it that people don’t understand I don’t think a lot of buyers or sellers
when they’re picking an agent really understand that either they don’t they they I the stats are like % of them
will go the first agent that’s why you want to be the first agent yeah exactly that’s why you want to pay all that money to get
the right so I remember my kids are small they they’ll be and but I
remember when they SP especially my son Dad do you have any appointments today no well then why are you going to the office so I can have appointments for
tomorrow it’s like the hottest thing for people I think in this business it’s the same in yours is employing themselves
because they can do that later that’s why I go I I’m an office guy I’m in an office Monday through Friday unless I have appointments because I need to go
to work to go to work you know that’s me I can’t sit at home the same way ah you know I can do some laund ah you know
what there’s a good thing coming up on Sports CER I want to check out ah I can do that later and it never happens y so
that’s where the discipline comes in you know but it’s work you got to employ yourself I get it all the time you you
you do a roll uh roll call with with uh probably same thing in your business right loan officers real estate Hey how
how much money you want to make they all tell you six figure right and I go okay so if there $jobs out in
the marketplace yeah if you know there probably not a whole lot of them but they’re out there and how many hours a
week are those people working to to earn that you know hour yeah so
but you want to come into real estate right you want to come into real estate and you want to work hours a week and
make a does that make any sense to you right that’s like oh I want to get in great shape I want to go to the gym one time a week the the the the activity
doesn’t align with the goal right you got to go in there and work but this is not hard stuff it’s simple but like Jim
R says easy to do easy not to do yeah that’s right that’s the problem yeah
what’s the goal for the next years it’s so funny I can’t you know so one of the things that I’m not a big future guy
I always try to keep things in the day um I kind of got that one you know I’m coming up uh next couple of weeks it’ll
be years sober and that’s one of the principles I learn in there I try to keep things in the day and I teach that
to my agents so I don’t really get too focused on the future cuz I can’t here’s how I live I can’t go back and redo what
I did yesterday so I can’t go back and reat that meal that I shouldn’t ate and
eat something better I can’t go back and work out H to yesterday right I can only deal with today and if I do what I’m
supposed to do today then I won the day and then all I do so I don’t think about the future like I don’t think hey I can
never drink again in my life I don’t never I don’t think that I’m I’m not going to drink today and then guess what Happ happens I do that again tomorrow
it’s the same thing with my business principle same thing with health and nutrition right I get up today this is what I’m supposed to do today I execute
all my tasks I won the day check it off and I keep it in today and I don’t go in the future where do I see it I mean it’s
going to continue to grow I don’t set next year’s goal until the end of this year and I set goals to stretch you know
but I’m I don’t even think I have a vision for five years I really don’t and I don’t want to get because you can get distracted with that if if I eat like
I’m supposed to eat today and I do my workout like I’m supposed to do today then and I continue to do that tomorrow
and the next day I continue to get in better shape same my bit if I make the calls shoot the video send the email
send the text today I just do that again tomorrow I so I really try to stay in the day it really is it’s a real simple
life that way because you’re not everybody’s focused what what they should have done yesterday and what I’m going to do tomorrow instead of living
in today and they don’t they don’t do today and then tomorrow they go oh [ __ ] I messed up yesterday just day in the
day so I really don’t I’m telling I don’t set my goal I like that answer I really keep it at the end of the year
the first yeah that’s the first time I’ve heard that well most people like I feel like say something about their
year goal but I mean honestly I feel like that’s a much better mindset when
you really break it down to it keeps it simple yeah if I and I tell you know the one thing I tell about like I Brian
taught me you can’t control everything so you don’t know in five years and you’re not going to win every day but I know if I win four days of the week I
won the week and if I won three weeks of the month I won the month and if I won seven months of the year I won the year
so you’re not going to be perfect you’re going to we’re all human beings we have choices and sometimes we make bad choices right but I I really do I really
try to stay in the day because that’s the only I have control over stay in the day stay in the day boom that’s the way
to go I like it I like it what advice would you give your younger self I mean
I’ve known you for plus years I could you could sit here and talk on this podcast for hours I mean for me I was
kind of very one of the other things I’ve learned this is one of the things I
learned in sobriety is is to have a pause now it hasn’t worked all the time I can think of a a time when I should
have had a pause with you right um I’m still here to talk about it and there was there was no physical violence so
we’re good no but you know that was like a common Behavior prior to getting sober
you know very emotional acting on my emotions right then and there um and so I think
the best advice would be you know and I try to I try to do it to the best of my ability is like all right take a take a
deep breath pause pause and don’t act until you have a chance to think it through that you know that would have
saved me a lot of Heartache a lot of problems you know most of the problems I’ve had I’ve created myself you know
that nobody to blame but myself yeah you know so I don’t know that would be that’ be one piece of advice it’s like dude
come on now it’s almost like they they tell you write the Mad email write it just look at save it oh yeah reread it
minut later does it make any sense you that I’m like I probably theend day you can’t pull it back right that’s the
problem you know so I think we’ve all kind of adapted to a little bit of that without I don’t know maybe it comes with
wisd age yeah I think so I would definitely say I’m less hot-headed than I was when I got into this business a
lot yeah I think we all are I think we just get to the point where we realize we don’t know the other person on the
other end what kind of day they’re having what they going through right like I remember somebody telling me like
yeah you know I I just gone in on somebody and they’re like their kid was sick they in the hospital all last night
I just went it doesn’t help really ever either no it makes it worse it makes it
worse it’s hard not to because you’re frustrated or you’re like you know you’ve done all this and you’re you’re
at a point where something should be done and somebody dropped the ball but at the end of the day you know okay well
in my opinion now it’s what can we do to fix it yeah not I’m not going to scream at you because of it fix it it is what
it is I mean you’re going to know you’re going to know I’m disappointed with you right but I’m not going to be mad I
think that’s worse how do we fix it yeah how do we fix it so it doesn’t happen again you know everyone’s got to make well I think we all we’ve all become a
little better communicators over time can have a rational conversation more so than that wasn’t like that for me that
comes with like age and experience and just like just life right you go through enough life things it’s like being
married or having kids and you’re like oh my God this is a lot of work like
marriage is a lot of work having kids is a lot of work I mean you have four of them he knows have to preach to to Craig
um but I feel like you know if I could go back to like being give myself
years old years old some advice it would just be that same thing just pause deep breath don’t send the email don’t
make that phone call CU I’ve I’ve I’ve had some people you’ve gone through the sobriety I’ve learned from you a little
bit of that and it’s like you know what he talks about all the time like making amends I didn’t know what the hell
making amends was I mean I understood what it was but I’m like now I I sit back every once in a while and I’m like
I probably should pick up the phone and call this person that I haven’t talked to in seven years eight years this
happened hey sorry about that thing always goes good too doesn’t it always goes good I’ve never had somebody tell
me but fear paralyzed because you play out the whole you got the whole conversation in your head before the call even happens right or the meeting
you like they pick up say she’s going to say that I’m going to do this I’m it’s like what and then nothing goes like that we build up this fear in our mind
of how we’re going to go and usually goes really really good yeah I mean listen usually they’re just like Hey
listen at least I don’t have to worry about you outside of a grocery store attacking me I’ve been worried about it for eight years never know how that goes
down oh my god well Scott thanks for coming on my man thanks for appreciate a lot of good information I think what
what you talked about with living in the day and only focusing on what you can focus and and you know handling your
non-negotiables and staying disciplined and really just not worrying about what you can’t control stay in every day do
what you need to do I think is great advice for everybody and I uh wish you guys the best success over the next rest
of this year and the next few years and hope to have you on again soon thank you see you guys next time thanks guys