Hey welcome back to the podcast so excited to have four of my friendlies here from canada. We're gon na talk about iconic marketing moves. If you are the kind of person that's saying gosh, you know what i'm just i'm struggling to get myself out of the weeds out of the noise, there's so much confusion in the marketplace. How do i become the agent of choice? This is the show for you.

So, let's start with some introductions: let's go stevie kim uh fast introductions around the room that we're gon na get to all kinds of crazy stuff, so steve, stephen kim toronto, ontario canada. I've been in real estate for 10 years, three years, full-time, seven years part-time and i'm a tom ferry coach. Yes, you are all right: sean ryan, sarnie, ontario i've been in real estate for about 16, going on 17 years and uh tom ferry coach as well. Yes and active in the business active in the business full production as well.

Yes, all right, janet, janet miller, vancouver bc uh in the business for 12 years and coaching with you for five love: it love it and well. My name is brad mccallum of calgary alberta. I am a tom ferry client and with four coaches in the room it feels like this is an intervention. Well, the reason is here today: oh no, all right bringing his wife and children yeah yeah, exactly yeah, so i'm going to calgary alberta.

I've been in the industry four and a half years and uh just about six months in the ecosystem, so i think we're gon na call this the polite show this is. This is a show for polite people who want to be savages at marketing. So now that we have a little insight on on who you guys are and how long you've been doing, what you're doing, i think the the question for so many people today is like the person listening right now is like okay, like how do i stand out? What did you do? What can i r d over there i've got like plays that work? What's the play that i can run now, you did something pretty magical as a brand new agent. I think there's certainly talk worthy points right.

You coach and then you've been active, you're coaching and active you're you're, basically still three years in the business full-time. So anybody who wants to go first and everything goes. We can go at each other. I want to hear more we're just going to attack all right.

So brad you want to go first sure, yeah. Absolutely so the idea is iconic moments. Well, for me, uh iconic was just getting out in front of the clients with video, so i focused primarily not just on the courage to press post, because i was worried that, as other agents adopted, the technology i would fall behind or there'd be less differentiation. So i went all in on creating high quality video with the goal of it, reaching as many people as possible, mainly so i could communicate that thing that all agents kind of struggle to communicate, which is their unique value and that they really care about their clients.

I wanted to be able to peel to point people to something that they could say there. That's it that that's what he's done so we've we've done that by trying to get creative trying to blow people away with what they should typically expect from an agent marketing a 500 000 home million dollar home whatever it might be. I'm glad you brought up that price point, because a lot of people will say god you know like i'm in you know, name the name. The country need the province name.

The city doesn't make a difference, but my average sales price is only so. How far should i go on a listing video as an example yeah? So the only question you should ask yourself is: what is the absolute most? You could provide your client while still remaining financially viable. That is the thing that everyone else is looking at it from the wrong perspective: they're asking themselves: what is the least i can do to still gain a follower or a new client or something what's the least that i can invest and we look at it totally. The other way like, what's the absolute most, that we could we could do so what's wild - is how many two three four million dollar listings that we've gotten, because at that listing presentation they said no.

When we went to your channel, we saw the care and attention that you gave a 400 000 town home, and that speaks like absolute volumes about who you are, and that's so much more like when they're drawing that conclusion versus me trying to tell them why we're So unique or special uh, it seems to be like the thing that closes on our behalf. So so i'm going to throw this out to all of you collectively here is some agents in the very beginning of their career are going to say, like they're. Looking for the, i don't want to say, gimmick but they're they're. What's what's going to be that that one thing i can do that makes me stand out that generates clients that generates businesses, but most of them are thinking short term transactional.

I would argue who is thinking long term? What do you guys think absolutely and why video versus just buying leads from realtor.ca yeah? I just thought that they could change the script too easily, like i thought there was so little things that i had in my control. In the industry, rather, the client even decided to go with me after the meeting. You know after the listing presentation, whether or not the ad rates would change, and then i got to see how things were like. Oh yeah now we're changing custom audiences and we're changing what data you'll share and all that stuff uh.

For me, i wanted the ability to project exactly what i wanted out into the world, and i also knew that if i was going to go high quality, i needed it to i needed to find a platform that would leverage it long time. Like long term like i couldn't just get the home sold and that be the return on the investment, otherwise it likely didn't justify so much of an upfront investment. It had to be something that was building like a catalog or a basically a. I guess, like social proof, that we were the company to to go to right and then, of course, as you level that up the goal is, is that it's no longer just transactional on a one-to-one um like hey this? Is this guy has selling his house in this? You know x, y or z, community.

I wanted builders and designers and architects. Anyone who did multiple projects in a year to look at our service and think that okay, we aren't great marketers. We need a massive platform to get our our value proposition our product out to the world, and so i just look at them as as as thinking hey use us leverage us leverage our platform, the audience that we've built for four years to make sure that everyone Knows how amazing this product is that you just built in this community and and for context? It worked yeah. How much volume did you do in the first year, 18 months? Yeah i mean i would say in the beginning, i felt like an impostor, because the agents community were like putting me on stages and podcasts, and i was like man.

I know i'm talking to a lot of people who are doing way more business than me, so i don't think i should get that attention um. But sorry, i'm sorry, sorry, yeah! All stories welcome to the polite show. No, but you know the idea that was is that i think that, like agents, if you're not doing something with your marketing, that other agents are talking about, then likely your market's not going to be talking about you because agents are great canaries in the coal mine, Like there's something happening, something something coming so as soon as people start saying, like man, i saw what you did right. You did this thing or i love those reels or the short form or the youtube or the community whatever it might be.

It's like, if no one's talking about the marketing that you're doing it's a it's, definitely not iconic and b. It's probably not yet moving the needle enough for you yeah. So how much volume did you do in the first 18 months? Yeah? No not much in the first. I probably i started.

Oh, i shouldn't say that uh i would say my first full year i did 13 million and then that kind of hopped up to about 30 and that hopped up to 39 and then 71 million myself last year and i'm at about 22 on the year. This year wow, so i would say that paid off yeah yeah right, i mean you know like anybody else, listening like if you do 13 million your first year and you're and you weren't you weren't, making cold calls you weren't, knocking on doors. Were you holding houses open, uh yeah, like i haven't, done an open house for a couple of years now you've been in the business for so long now, yeah yeah 75 of my career. Now, i've not done open houses just the last three years, but when people say people will say like they're like oh yeah.

But how do you? Oh, my gosh like it's and it's usually someone who doesn't have the business that you have that would like to have the business that you have saying. I don't know how you have time for it yeah and i'm always just like. Well, it's because you're prospecting. I don't prospect like why i'm not ever approaching people like if the phone's not ringing.

I go back and work on my brand right right. I don't go and make alpine callous yeah love it okay! So i'm going to go to you next because you know maybe even though 10 years in the business you were, you know, god bless you like teaching for seven of those years and selling some real estate part-time. You know my buddy michael polzer is the one that created that remax campaign of don't hire a part-time agent in all of toronto. Do you remember those? Yes? Yes, our brokerage even said that they weren't going to hire part-time.

So i didn't tell them that i was actually a full-time teacher and then i started posting big numbers yeah, so they never asked and i was like it was probably year. Five they're, like you know what you never come to any of our pd sessions. Why is that you're always missing them? I'm like here's a little secret, i'm actually a full-time teacher and they're like what you're the number three agent of the company so so give us context for iconic marketing moves and - and again you know, janet could be like a one-off that they did or it could Be like brad clearly his was i'm gon na. Do these mega listing videos over the top full production? What about you stim, uh consistency? Did you say stem yeah yeah? Does that count as a check? Sorry sorry yeah come on come on people.

Listening, we've had a sorry, it's s-o-u-r-y right stories. Sorry, you know what the one thing fundamentally that i i found out about. All agents was the lack of prospecting, the consistent prospecting, whether it's cold, calling door knocking whatever the case may be, and i was like you know what i'm not like. I didn't grow up in toronto, new to the city.

I don't have a big database of people to call them like you know what video seems to be yeah the big in right now and i just don't see anyone doing it consistently. So what am i going to do if i'm going to go in i'm going to go all in, and so i decided to go every single day. This is now three and a half years of a video every single day. I have not skipped a beat, and i hate saying this: it's essentially replaced all of my calling yeah like brad.

You mentioned this. Like you, don't do much prospecting. I would say that i don't do the traditional ways of prospecting. Those dms and those calls come to me now yeah.

I use my social media as a digital resume, so i'm able to qualify the level of clients or the quality of clients coming into me being, like you know what i don't like his vibe, that's fine. I love that that's great, but the people who know me and have been watching me consistently. It's like bottom of funnel they're like do you have the time to work with me. Like imagine work that you operate a business where people just come to you and say you know: what do you have time for me? Yes, yeah game changing and that was largely in part to just consistently putting this content out so that the moment you wait.

Wake up and you look at your phone you're like oh, my god, there he is steve kim, like jeremy knight just did it he's like having lunch he's like man you're always on my phone. I'm like bingo cause. That's the goal. Okay, so let's just figure it out really fast here so three and a half years right, so 365 uh and a half right times, yeah! That's a lot of days! That's all i got here, it's like a thousand plus days, so some people would say what could you possibly be talking about after three and a half years that you didn't already say 49 times, here's a little secret.

I recycle some of the content like, for instance, on a tuesday. I do a home tip tuesday. Well, what what was the problem? A lot of first-time home buyers were like steve, my my shingles, my windows, condensation, and i was like you know what i'm just gon na put this out on video, because if it serves you, it's probably gon na serve other people right. So i'm going to get into a lawn maintenance series.

Well i do it every year, it's four videos that i pump out every summer right, lawn maintenance right. I just change the graphic right. Well there there is something like thematic like i do, i think, of the same thing like we go. It's business planning season, hey it's new year, new, you it's the spring market right.

So so i think it's really good for people to hear that you can take really good content in the past and just modernize. It add the 2022 version of it right. I did a. I did a presentation when we went uh elite retreat.

Virtual, yes - and i was like these - are the 52 home tips that i use. These are the ones that do really really well and i shared it into the ecosystem. Yeah here's the script, take it yeah run with it yeah and everyone's like yeah, but you know 30 of them have to do with winter and i'm like well, then replace them with something else. I'm like use the other seventy percent, all right, all the sand states.

Southern california, what's winter we don't have that here, but what you sorry, i just think, i'm sorry no drink. What you're doing that's really smart is you're not getting overwhelmed about. What do i have to say you're just getting what from your buyers and sellers they're telling you what they need answered you're, like oh awesome, i'll make a video about that like it was a great like phil today, when you had him, come speak to all of Us he talked about turn your content into a soap opera, not a mini series. Every single day, for me, is a soap opera.

I know exactly the audience. I know exactly the purpose and anxiety. I know exactly people get off your videos and they're like who's sleeping with who who's about to die. Right, i'm sorry, that's my version of soap operas, maybe like, but people perceive people persevering way too much on like who's.

My audience, i don't even know who i am - i can't even solve that problem in terms of what what it is to the audience and then they they stop. They just they don't put in any content that didn't make sense to me say that again, so the thing is, you said i don't even know who i am like people struggle with their own anybody else. Okay! Well, then, that's a big issue. If you don't even know what you're passionate about, how are you going to articulate that message to that segment of the audience, and so i find that to be the biggest challenge that that is a lot of the dm's that come in from agents they're like how Do i talk about me like i, don't even know what i'm passionate about i'm like what do you like to do when you take your realtor hat off for a second? Let's start there right, you like making pizzas you like garden gnomes.

You like puzzling, go people love that there's their niche for everything, absolutely everything. Okay, so one thing i know about just before i we get to these two is: when you two get in front of a camera it you were like super kim and brad's like right. Like so, if you, if you're only listening arms moving yeah very exaggerated, it looks very intentional, true false plan not planned yeah. No intentional, like it's very intentional.

The passion like, i think, that's like, especially when you talk about your youtube videos, your listing videos, i'm like. Oh brad, because he's so passionate about it, i'm like oh, that resonates with me like one more faucet he's so fired up. How can he be so excited about cabinets every time? What i'm excited about is that i i i never dreamt that i'd be in a career that would allow me to be creative to actually like make an impact on people's lives, and then i think, at the end of the day, i love the idea of doing My best work at something that i'm super passionate about, so if that is not coming through in the video, then i'm missing really like the message. So you know like when we represent someone's property.

The difference that we can make as agents is so so important uh that i don't know i feel like that is the opportunity for us to like this is their one shot at maximizing their return on investment like if they're just gon na get someone who's standing Outside and and saying you know, this is you know one two, three banana street behind me: it's got four bedrooms. Three bathrooms we're gon na. Take you inside there's no energy there right, but you have you have. If you you watch some of the world's best marketers.

They have no shame in the fact that they're selling and there there's the idea that you know being sold or selling is like a four-letter word like you know in the negative sense uh is just to me, is just not true, because almost every business, almost every Transaction everything starts with a sale. There has to be a sales person there to do that. Yes, yes, so same question with you just like energy, because you're like hey steve, kim like it's just like the energy like every time, i would watch like your your mindset. Stuff, your energy, i mean it's just it's always you're, either super attracted to you or you're like not for me and clearly enough of them were attracted.

I'm incredibly grateful. I think that's it like you know, we all talk about a powerful morning routine, and you know i journal the gratitudes i impart that onto as many people as possible. I am legitimately just a happy human being. I love what i do, because if i don't yeah, i won't do it like.

On my bucket list tom, i want to be a school bus driver. I at one point in my dead series, my buddy just rolled up all the school buses in all of canada and he's taking it public. I can. I can help you with that.

Yes, they're hiring like anyone, my wife, my like closest friends, my family. They know, if i don't want to do it, i'm not going to do it yeah. So if i'm doing something it's because i love doing it, could you imagine his school bus videos? Okay, kids. Did you all sign the waiver yeah? Are we doing magic, yeah all right, so so sean tell us what was the iconic moment of marketing in your business that that really got you? It sounds like like with stevie.

It was like 365 times another, whatever it was times three years of content content content. Was there a moment or something? You did. That's that got you on the map. I think it just went uh i just went all in.

I came home. I think from a conference, probably one of yours and i came home - probably thanks. Thank you. Thanks for the shout out there yeah when i first met you, that's where i first met jenna actually around that time.

That was like six seven years ago now, you guys were in the canada corner, it was, and i came home and i said to my wife: i'm like we're hiring a videographer. I just ordered thirty thousand dollars of equipment, and i have no idea how to use any of it, and jesus is looking like what seminar did you get you're, never going back like you're not allowed out yeah parental supervision anymore, yes, and then we just went all In and just it was, you know just kept going and going so. What does that mean? Like i get? I get buy this stuff, a lot of people buy stuff, and then they do nothing. They sign up for the gym and they do nothing right.

Buy the gym clothes do nothing. So what does that mean? You went all in. We just got like really consistent about video. We didn't care what other people thought in the sense we're like.

If you don't like it, don't look at it, let's just post it. Let's just do it, but what were you? What like? What was the content you were creating? What was the message you were doing? We started like market updates and then we started with uh blogs every week and then we started with food shows and then we started it with uh rhino loud. It's a podcast of like small business owners and now we've evolved into, like short form, content of having like 40 pieces ryan out loud out loud yeah. I love it.

I love that if glenda baker didn't give you that name right, something else that came from in-house. That's so good and uh we just kept revolving and just not just committing to more and more and more and more then we saw more people in our marketplace, start doing more video yeah and i'm just like. I could do more. I'm gon na do better yeah and then i just come home.

My wife's just like she just shakes her head at me. I think all the time i don't come home for this. I got like three pages of notes from earlier and she's just like yes, so, but i don't so the iconic moment was okay, clearly video's the thing i'm going all in well just then it sounds like maybe even like a little bit of the j curve where, Like you, we want to get up there, but we know to get there. We have to go down and figure all this stuff out and then all of a sudden we start to crest and we're like holy.

It's working, i didn't get a single. I didn't get a single deal off social media in my first full year, so talk about insanity doing the same thing 365 days different results right. That was absolutely the jacob was like. You know what i know that i'm beating out my competitors.

Yes in my marketplace, because people will enter the arena of doing video and then a few weeks later, they're out yeah, and it was in year two and i was like whoa they're, really starting to come in now right and so right, yeah yeah. It was just getting consistent with everything like constant video, conscious message. We had a slogan put sean on your lawn. My wife came up with it and then we just started running with it.

We had people dress up as like halloween. They get some guys to make a mixture of like a lawn on him with my sign or something like that. It was absolutely amazing, like a past client like no just a random stranger, when someone like takes something you did and they like make a like a mockery of it. You're like oh, i'm winning my wife got before i was leaving here.

Some guy called us and he goes. I want to put shawn on my lawn and i'm like well, i'm leaving for dallas in like half an hour. My was like i'll go. Do you have shot on my lawn dot com? No, i don't, but i should yeah yeah.

Sorry, hey siri, my wife's, like crap, he's buying another domain name right. Yeah! No, but i think it'd be hysterical like shawna my lawn t-shirts like swag, because it's kind of silly right, it's silly, but it's also like what does that mean? Yeah, do what i mean like versus you know, like you know, like the tom ferry right, like whatever right yeah, so we just had fun with it too, and just kept going with it. Okay, you're gon na ask a question: oh no, i'm sorry! Yes, i'm not gon na apologize for this one tom uh. Now what i was gon na say to you uh stephen.

Was that idea of consistency right? You were talking about consistency too um. I actually think, if you're just getting started in in real estate, what you need is actually delusion like it's, not just consistency like you actually need to be delusional for a period of time, because there is you don't know when that first sense of like there's going To be return coming from it, all you can trust is that it will someday uh work out, and i think, like my delusion was just like. I still have the delusion that you know i pro i don't give me like. I don't know a few months with a guitar like i could write a song, i'm sure he could write a song that gets played on the radio right and a whole bunch of people will be like that's actually, tom jones's radio show right like a whole bunch Of people would say like i would never do that, but you almost have to be delusional that someone will watch this eventually, that will work out and then and then what happens is of course after time is that you start getting the reinforcement that, like oh there Was there was something to it, so all the agents that are just held at that one spot.

Looking at all these people who've already built the audience it started one at a time. That's a great point. I'm gon na make a comment to all of you and then i'm gon na come to janet with something big here to bring it home. I think all of you have the unfair advantage.

My first youtube channel was july of 2007. I don't think i had a single piece of business until i got to year two started. My new channel really got what i would say more aggressive and then even then it was maybe three or four years before all of a sudden people would start calling in hi. We want to hire tom uh.

Can he come to episode 5, 7, 43 and 92 and, like my head of business, i would go. I don't know what they're talking about i'm like. Oh that's. The zone fairy show okay cool.

I actually wait hold on. Let's, google, okay, i know what they wanted to talk about like, but but it took so long now i see you guys coming into the marketplace and - and i agree like you have to be delusional. I love that, like that perspective right, because you got to do it and know that everybody else is going to quit. Everybody else is going to be a candy ass, everyone's gon na jump in buy the equipment and do nothing with it.

But if you can play the long game i mean for me it's kind of paid off right, like it's kind of paid off right and i'm seeing the same with all of you now right and then we have christoph chu over there, who's been doing it around The same time as me, and it's like it is he's - he's the og right, yeah yeah, so so janet. I think i know you probably want to talk about other iconic, stuff and and moves you can do that. But i would love for you to help solve the mystery of this question. Do people need more time or money, and i find that the most successful people they all say the same thing i need more time.

I got deals. Money deals. Transactions like i've got that part figured out, but i'm struggling like the woman i just interviewed she was like. I haven't taken a vacation in years, she's like, and i know i got to make money with the you know.

While the you know, whatever that phrase is she's like but like i don't see this market changing anytime soon and i'm exhausted, when you guys went away for a month, it was just like you could just see like there's a lot. The person listening right now is going. Oh, my god enough. Marketing.

Give me more time, give us some insight. So the first time i get a new coaching client or get a new team. I always ask the same intro question: what's your role on the team? What are your goals and what's your biggest challenge, yeah? What's your biggest challenge? Always always always i don't have balance in my life. I don't have enough time.

I don't set boundaries right, so they either don't have it in their schedule or a lot of them. Have it in their schedule, but they don't have boundaries around it. They can't say no, they can't say no. So this is an intervention, so the power phrase is not now not.

Now. I always. I tell the same story all the time to clients that um. So before coaching, i was director of sales looking after 125 agents and there was always the same guy who was number one yeah always number one.

Occasionally he was number two and he'd say: that's never happening again, and i can remember this going into the bullpen of the office. It's like 9 45 and because he was religious about doing his prospecting. He had his head set on, wasn't talking to people and i walked up to him. I said: hey sean.

Can i ask you a quick question. I said oh yeah absolutely come back at 10 45 because our default would normally be sure. What do you need yeah? What do you? What do you want? Yes, but he set boundaries and that's what made him successful. So how does somebody like how do all of us adopt that like do? We need to have something tragic happen in our lives, which is what - and i don't wish that on anybody, but my what i have experienced over and over again is like the spouse walks in and says.

I'm done. You know because you're in love with your business, not with me right and also they're like whoa time out right - or you know like something like that, how do we get them, so they don't have to have tragedy to get triumph. I remember you did that in your video about five years ago right, why not you that's a great that's a great video uh. What i like to get people to do is interrupt the pattern at the end of every day.

At the end of every day, just do a reflection. What were my wins, what were my losses? How can i improve yeah? So don't beat yourself up if you didn't do your prospecting time and you got sidetracked by whatever just acknowledge it and decide what you're going to do differently tomorrow, yeah wins losses. How can i improve? How do you get the spouse involved? How do you get the kids involved yeah, so you can do it with um? Well, a couple of things number one have them see your goals and what the benefit is like how they're gon na benefit from them. Yeah um also uh set boundaries around when you are and when you're not working - and i know that's really really tough, that's the hard one like like turning your phone off and going outside and playing.

You know sports with your kids versus having your phone on you and playing sports with your kid. Anybody yeah, my kids are adults like it's. You don't want to be the parent on the soccer field and you're like this, and someone taps you on the shoulder and say good goal yeah. You should get that on video yeah.

I learned that i learned that lesson. Real, quick, quick when jordan was born. Our first and my dad, you know, immigrants seoul, korea came here, ran businesses worked like 17 hours a day. Remember in the hall he looked at me he's like one thing i want to tell you he's like remember this.

Always time is the currency of love. It is my biggest regret. We were working so hard that we neglected the time with you guys. Time is the currency of love and i was like i'm bawling, i'm bawling, i'm like oh, my gosh, and that's actually why i left teaching.

I left teaching because those small things that were really important to me, like even walking my own kids to school, dropping off them, dropping them off a hot lunch at lunch time. Right, i could never do. I could never go on a field trip and i was like you know what no yeah, no there's so much more to life than i left. So now you're gon na drive the bus to the field trip yeah exactly you know what like it took me a while to realize, because i have a 15 year old daughter.

I have a five-year-old daughter and a two-year-old daughter. So, with my 15 year old daughter, i didn't really get that as much i was younger. I was like 22 got into business and one of my non-negotiables right now in business last two three years is i'm home for dinner. Every night, i'm home for bedtime every night and i'm off for one day of the week and i've stuck to that for the last three years, two and a half years about 96 of the time yeah and it just came down to trading time for money.

Yeah. That's the and it's just getting in there and delegating everything out, that's not important to you and that you don't want to do to make everything, make everything run and like once you get in that mindset to give up the control to really get the control back. It's just life just gets so much better. I owe my older son, michael, like he was like it was like the greatest gift we're sitting at support.

Restaurants, my wife and i steven is four michael's six and it was really early in our business like probably six or eight months in and anybody that's started, a company can can with a spouse, can reflect on i'm about hard charging every single day. My wife's, like you're, spending too much money on this. Why are we doing this and, like literally we're doing this at dinner, and my son just goes? If all you guys are going to do is talk about work, the entire time we're here, i don't want to go to dinner anymore. I i almost broke down in tears.

I can almost start crying right now. Yeah - and i was just like i like looked at my wife - she looked at me - we both kind of like all fours hands in the table, said: okay, no, more talk about work at dinner and, like i literally, was like apologizing to my sick, like my six-year-old Called me out and like the next day i was like hey like we need to make a new agreement yeah right, like we're both obsessed about this new thing and it's all exciting. But when we're here with them, we've got to be here with them. And my wife is like a star at that, but sometimes that was the only time she had me yeah right.

Everybody can relate to what i'm saying or, like you know, it's like you know: hey hey, let's get together tonight, let's well really, but let's talk about business first. Well, that's kind of anti-viagra yeah right like so yeah right, so so having to figure that part out and and my son, you said it trade time for money like the next day, i was like i'm hiring a full-time assistant. I'm writing this person. I'm like we're going to lose money for the first year.

I don't care because if i ruin my family and build a great business, what have i really done? And that was an early choice that we had to make and it was. It was hard but trading time for money well in coaching you're, always asking us to do 90 day. Plans quarter quarterly plans and the obvious part of the plan is setting the goals, but the part, sometimes we overlook. That's just as important is resetting our schedules right because i'm a big believer that your schedule expires every 90 days yeah if anything, the sun rises and sets at different times that can impact your your schedule, your kids extracurricular activities, change that can impact your schedule.

So if you write a quarterly plan for goals yeah, you should change your schedule as well yeah, big time. It definitely helped to have kids in sports stephen. With tennis. Every saturday morning, eight o'clock in the car at six drive him someplace, hang out affirmations the whole way there he's like really dead.

Really now he's like. We should do that more he's 20 and mortgage. Let's do that more, but having that you're exactly right, but it's those non-negotiables. What about you like? What have you found? What was the adjustment that you made you? You know a young family right, so how? What have you done? Well, last year we had um just like hockey stick growth and as exciting as it was, even though i did work from home, it felt like i was around my kids uh all the time very early in the year.

We knew that i think, just because the whole pandemic stuff and everything and business growing that we needed something at the end of the year to look forward to um. And so i didn't really realize that throughout the year that i, even though i was around my kids, all the time like i was present - i just wasn't present and so um my daughter, i remember last november uh she came down. She must have tried to get my attention three or four times, and i was like in between two different deals that night and then finally, she just came up like in the middle of a call uh like with a client. I just grabbed my phone and she she just hung up and said, stop real estating now and i was like okay yeah all right, that's a moment and we were about a month away or so from going to hawaii we got to hawaii, we were booked 19 Days four days into the trip uh, my wife said: can you believe we still have two weeks left and my anxiety went through the roof and i realized just how much of a deficit i had had created in in my life and so what was wild about? Taking the time because we've now spent about two months of vacation in the last four and a half months like just purely like one-on-one with family.

But it was like day, 9 or 10, where my son started to like. Tell me real stuff like stuff that he was dealing with at school and challenges, and it was like he needed the quantity of time there to feel safe enough to share those things with me and had i not made myself available for it, i would have missed Out on the only thing that has any currency right, any value in your life, anyways right so so now i mean i like sean is: is my coach like in the ecosystem - and i was very reluctant at first about the whole idea of it because i'm like I'm doing great businesses is going really well um, like the only thing i value is. How do i take stuff off my plate, and that is not my skill set yeah that i do not know how to do that um. I know how to get add more stuff to my plate because, like i know like i could go shoot this video.

I could do this. I could do this and, like i know how i could triple my businesses here. I just don't know how to triple my time right. So that is what i needed.

I needed ways to like just protect me from me yeah and thanks to sean yeah working progress. I need like 10 minutes of your time. We're gon na be a little side. Coaching coming up here soon, yeah uh, janet.

Let me go back to you uh any iconic marketing thoughts, just as we're sort of in the spirit of this and moving us out of the we've all just had a moment together. Right now. Sorry, sorry, yes! Well! The best advice i was given when i started was focus on relationships and the business will come always know how to answer the question. How's the market.

Yes and it's a numbers game. So the more people you talk to the more business. That's going to come your way and, don't honestly, don't worry about talking to them about real estate. My favorite script is five words i thought of you today.

Oh i love that. Thank you is that my life tomorrow, you might want to send her some flowers today by the way - and i thought of you today could be about hey. I saw your video, it was awesome, but it also could be hey. The 123 main street just got listed that made me think of your house or it could be.

I saw your team is in the super bowl this year. Right doesn't matter so i uh, i got an email from our head coach, mary jet, who is referring to another one of our coaches, which i can't really read anything. It's coach, fred uh on iconic, uh, simple marketing is the cma a day campaign right so he's like. I have all my clients doing it, and many of they're now running in the 15 cmas out to one listing appointment.

We all talk about. There's no inventory yeah yeah and yet and yet the simple i thought of you today: could you imagine just i thought of you today and created a valuation on your property, just thought you wanted to take a look at it. I'm sending you a quick video. Take a look at the email tonight.

Let me know what you think i'll call you tomorrow, yeah yeah, that, like we're always looking for like these big moves, sometimes it's just it's the daily discipline right! It's going all in right! It's it's making something big and it's finding the time. It's doing that at scale that i think is really moving. I don't think i know is really moving the needle right now. Okay, closing thoughts as we wrap this up, who wants to sing the canadian national anthem? All right closing thoughts, uh best advice for for the agent listening right now.

The person that wants more time wants to stand out from a crowd that we didn't already discuss, either one time or or marketing. Okay, there's just there's one phrase: i've put it on my t-shirt. I've been talking about it for years. I think it's the only thing that agents should ask themselves when they create any piece of content or do any bit of marketing, which is what's in it for them, and the them always has to be the person on the other side right right.

What's in it for them, i'm always a believer in surround yourself with people that make you a better version of yourself. Yes right, but does that also include and cut out the ones that are energy, sucking vampires that are bringing you down yeah, because they don't make you a better version of yourself right right? I love it sean. What do you got? I'm going to echo with what janet said there, and just no forgiveness like don't ask for it: just go for it like back to all in and just screw it and do it like just go after it and 100 making your spear and your circle smaller. Like that's one thing i've done over the years is: i got rid of a lot of people in my life that weren't helping me get better and progress, and just talking about people i wanted to, and that was a big difference as well.

That's huge, i'm gon na say proximity, i think that's huge. Is you know it's so easy to say, go all in just start. Just do you, people can't do that so align yourself in an environment with a team with a coach who's going to hold you accountable because, like you got amazing, listening videos and i reached out to him and now we have a connection and everything and now there's A line of communication that i can be like, hey brad, what do you think about this and he holds me accountable? So proximity is huge huge because you can't do it alone, especially in this network, even just with today, yeah huge. So i'm i'm going to say one and it's something that uh i've shared and i would encourage all of you to do is go go today to the google death clock, so the google death clock you answer like five questions and for a long time i would Like write the year, i'm supposed to die on my on my arm, so i know it's like it's.

You know, because the average standard american man i'm supposed to die in 2046.. So when you guys hear me say how many good summers do you have left, i'm hell summer is just a metaphor for how many how many years do i have left. So i don't give a what anybody thinks, because i know one day i'm gon na pass in the dash like the day. I was born the dash and then that number at the end, like i just want to maximize that dash.

So whether it's doing my best work or being the most loving you know, human being, i could be or also being the most carefronting person i could be or funny and entertaining and everything else. I just want to be unapologetically tom ferry every single day and you know what i'll let the cards land where they land like. That's for me, you're gon na die. Are you going to live? That's the right thing! It's going to put a note to follow tom ferry in 2044 about something: hey man.

You want to sell your business. I love it. I love it. Okay, so very quickly.

Where can they follow you all if they want to ping? You dm, you ask you questions. Yeah check me out uh at the real brad mckellan on instagram or just brad mckellen calgary realtor on youtube, love it instagram, janetmiller.coach, yes, instagram buying with ryan buying, with ryan everywhere at stephen kim holmes at stephen kim holmes. All right, hey, listen like subscribe share. I was trying to do your version of it right all that good stuff, but, most importantly um.

You know, maybe send this to somebody that you know that needed to hear this. Maybe you just edit down just that piece on time, or maybe it was the iconic marketing moves, but no matter what we're here for you. Let us know what you think leave us some comments and we can't wait to create more content. For you we'll see you soon, you.