This house 10 43 a.m on a Wednesday morning in Fort Worth Texas It's crazy how we got here and how one relationship can absolutely blow up your business and completely change your life when it comes to the real estate industry. When you start out in it whether you're a real estate agent, mortgage loan officer, title escrow, whatever, when you start out in real estate, you need to be hyper focused on your local market when you see selling sunsets or Beverly Hills real estate. those top agents or those top earners are dominators in a very specific neighborhood City or Mark and when I started I tried to do the same thing I wanted to hit everywhere in my local Arizona market and I struggled pretty tremendously. It is not easy to start a real estate business without having some sort of connection or some sort of relationship to help you.

So like most people in real estate, when they get started, they get in and someone who's been in the industry for a while says pick up your phone and start dialing. So that's exactly what I did back in 2018. Scene: I started calling potential homeowners I started calling real estate agents CPAs anyone who could grow my business and I got nowhere like literally nowhere. So I went back to what I was good at which was YouTube at the time and I looked up all the top real estate agents who were on YouTube in my market and I found one guy Steve yeah, what are you doing uh, making a quick run to the dump and this is Best Buy what's up I got that lead I got for you? um they they're probably gonna write an offer today I'm probably gonna call him in about an hour and then I'll I'll introduce to like over text or something.

All right. cool. okay and then for today, what? uh what time should uh should I get there I was gonna just show up but I'm like I should probably come a little earlier Sean's here I'm with Danny yeah hey uh dude. Honestly, show up like that three o'clock All right three o'clock I'll be there.

all right, not just one guy, one guy that actually produces big time and I decided to reach out. So I did something that no one has ever done when it comes to prospecting a referral partner and it's something that literally everyone talks about to this day. I tried calling this one person over and over I probably called him 10 20 30 times I was sending him tons of text messages. the guy starts blowing up my text messages I think hey I'm Sean you know, let's get together I'm A lender in town because I was literally just trying to get him to acknowledge the fact that he does YouTube I do YouTube and we should work together and I was getting absolutely nowhere and I knew he was seeing all of my messages because the guy was Super Active on social media.

So he's texting me. He's texting me texting me. and he was deliberately choosing to ignore me. So I ignored him.

So what I decided to do to make it irresistible to reply to me and I never responded to Sean whatsoever I was like you know what I'm good is I actually created a brand new website and the URL of the website was his tagline in his videos. Six months later sends me a text message and says I watched her YouTube videos I see you on Facebook etc etc. At least click on this website link that I made. he would always say on this episode Wait no that's not what he said yeah on this episode.

So I purchased that domain on this episode with Penate.com I literally built a landing page and in that landing page the first thing was Steve you finally clicked on the link and decided to not ignore me. my name is Sean has a video on it I click on the video and he's like dude, you're finally watching this video hey I'm Sean and I figured if you would just click on the link you would see my video. Hopefully I could sell Going through the course of a video and then below that video was my like resume it was all of the channels I helped build. it was all of the real estate knowledge that I had all the teams I was working with all the type of loan programs I had I mean It was the best resume possible to get someone to be interested at least reach out to me and say hey I acknowledge you I see you as a human being.

It's pretty brutal sometimes when you're working in sales when people get a cold call and they immediately hang up and they don't think of you like a real person on the other end of the line. So that was all I was going for I was not trying to get his business I was not trying to get anything out of him besides the fact that I wanted him to acknowledge me and I spammed him with this URL a million times I texted it to him I dm'd him on Instagram I sent it on Facebook I sent him emails I was blowing him up with this URL and he finally clicked it and all he said was let's meet ASAP I knew when you made that link this guy pays attention to details. So finally I got him to meet me and we literally had coffee for four hours! We had so much to talk about on that meeting. It was incredible and it was awesome to see that all this work I did prospecting over the course of three to four months building a whole website for him finally paid off in the results of kind of having a meeting with him and it was incredible.

We were super like-minded we got along perfectly. it was more of a hey I want to get to know you and your goals and if it aligns with me great, we can work together. but he was such a big producer at the time in comparison to me that I was just lucky to be in the same room I realized he loves video I Love video. We end up connecting and I think now we've done hundreds of loans together now.

he's just a little pipsqueak compared to me. You know what I mean I credit myself to making him Rich Look at this. If you suck at sales, Persistent might get you in the door. You know what? I'm saying he told me after that, You know what? Sean I'm gonna throw you a deal I'm gonna send you lead.

We're gonna work together. we're gonna see if it's gonna work out well and I was super excited. We talked all the time and I didn't get anything from him for like months, maybe even a full year I don't even remember which is very common in our line of work where you meet someone. it sounds great.

sounds like you're going to be working together and then nothing actually comes of it. and I think that was kind of how our relationship went and I and I thought that something was wrong or maybe he didn't want to work with us. Um and then I really learned that he was actually making a massive shift in his real estate career. He hits me up one day and he's like Sean uh I'm moving to Texas and I'm sitting here like I Finally got a meeting with this guy and I'm not licensed in Texas he's moving States his whole business is changing and all that was for nothing and then he goes.

You should get license there and I'll send you a couple clients from Texas and I Thought man: I Haven't really done any transactions with this guy, but we connected really well I Feel like he's more than just kind of selling me on something like let me get my license, let me go through the the headache of it, let me pay the licensing fees and I got licensed in Tech Texas and the rest was history. I Couldn't believe how much business that we started doing in Texas It started with one deal a month, two deals a month, three Deals a month and we started doing like four months, Got up to maybe doing five deals in a single month and I was blown away at this point of having so much business coming from basically doing a transaction a month in total, to now doing five to ten transactions a month. And then we hit the refi boom and I'll Zoom 15 to 25 And then it was like 30 transaction a month and it was just incredibly life-changing And so much can happen from just one little kickstart in your career. And the crazy thing about it I don't even live in Texas So I do so many transactions.

probably 50 percent of my transactions are done in Texas For so many families that I never meet or have never seen and now we're here. hopefully I get to meet a lot of them today. But the cooler thing is that this one individual Steve panate on this episode with Panate finally is launching his own real estate brokerage. He was always a part of a team and growing a team in different areas.

Now he's actually doing his own thing. I'm super excited for it. We can be a mega partner with him and as his real estate brokerage grows tremendously in Texas our mortgage company will also be growing with them and we'll be working together to kind of dominate this. Market which is crazy because I don't even live here I eventually would like to own property and live here parts of the year.

but I don't live here and we do so much business in Texas So it's super cool to see how well we've expanded all from one little website that I made prospecting one real estate agent years and years ago. thank you, type some so it's not necessarily selling like Oh Come work at this company, we're at the other place. The story was Sean everyone we were here but yeah I watched all your guys. Did you bring business cards? I did but I wasn't carrying them now I Have them, they're in my bag.

we're trying to get some. Yeah I'll tell you this. I've been into space for a lot of years now. You know we've hosted our own conferences, we've done coaching I've met with countless people in this industry.

I'll tell you this: very few people you'll find like Sean in this industry. That's it. That's a wrap I Mean that literally. save that, run it on Luke put it on his background screensaver every time he's mad at me.

I'm gonna send that to him that was from the heart unscripted I Have no dude, dude. You should buy a house in today's market unless you're making that lateral move or you don't have a mortgage and you don't have to sell it. That's true. Being said, the people who should be buying a house are first time home buyers.

Exactly. Your affordability is going to drastically boom. We're gonna kill it all, right?.