You all know inside this room, we can't just keep doing more of the same. We've got to be willing to look outside of the box. So to help you do that, I'm gonna have a quick little five minute six minute conversation with a buddy mine who's got something special and a different way of thinking for you. so can I bring up my buddy Greg Schwarz Everybody say hello Greg as he hinders the stage hi Tom Good morning So so Greg How are you Amazing? Yes! So you shared a story with me last week.

How many of you listened to the Founders Podcast? Raise your hands Really high? So six of you, the rest of you write down the Founders Podcast. It is absolutely fantastic. We were chatting about a story that I would argue could be the greatest real estate transaction I've ever heard in history. I would challenge the greatest real estate broker in transaction ever, so share with them.

There's so many lessons for what we're going through right now in that yeah, The Founders Podcast teaches us patterns, repeat themselves over and over and over again. It makes me feel not lonely when I'm struggling with things. Meet my friend! Bill Zindorf 1946 Just coming out of World War II 5 and a half% inflation sound familiar High Interest rates Bill is working his leads. Bill is a real estate broker in New York City He's got an office at the Monte Carlo Anyone know what the Monte Carlo is? It's a bar.

He can't afford an office. He's got a round table at the Monte Carlo where he does his business. A lead walks into the bar. There's a True Story By the way, a lead walks into the bar that has been turned out a listing lead by three other Brokers Ignored This man walked into his office bar and the man said I've got a listing deal for you I've got 30 Acres of beautiful pristine land that I'm going to sell you for $15 a square foot can I show you a picture a real picture of those 30 Acres Isn't that beautiful 30 Acres Agland sells for a dollar a square foot.

He said we will sell it to you for $15 a square foot. That would be in today's dollars $212 million. Do you know how much money this real estate broker named Bill Zindorf had at the time? Anyone want to take a guess? Zero none. His office was a bar and the guy wanted a million and a half dollar deposit.

$25 million in today's dollars in seven days. Okay, play this out. 30 Acres Selling a dollar per square foot $15 offer. Won't budge on it.

Commercial property in Manhattan I'm giving you a hint. commercial property in Manhattan is selling for $100 a square foot bill. Zindorf says yes, he's got a week to come up with a million a half dollars 46 you getting the stress of this So Bill is sitting at his office saying I've got a weak or I'm bankrupt because I signed a letter but I have the confidence in myself because I work my leads I'm GNA work every broker in New York City to figure out how we're going to come up with a million and a half dollars in a week Tom Is this a good story? I Love this. Okay so lo and behold, the next day in the New York post publishes the United Nations is looking for property they can't find it in New York City and they're going to move to Philadelphia Tom Tul Here this would have remade Tom TL's Life wherever you are Tom Bill Zindorf with $ Do Down ends up reselling this to John D Rockefeller and it becomes the United Nations and New York City is transformed.

Z becomes the most prolific developer and broker in American History okay and defined our cities. Are you getting the trend? I'm trying to tell you. Have you ever had a lead walk in the door and so many other folks have sniffed at it and not served that customer? Anyone have that anyone say the leads are trash or Garbage come on you all have said this or you've heard someone say this. In times of scarcity like today, you get back to your principles and you work the business that presents itself.

And if you do, you win. And if you don't, you don't become the most prolific broker in American history. Tom Is this connecting at all? It's it's the So. write this in your notes, you ready.

find what is impossible for others, Find what is hard for others, Find where others meet complacency or sunk cost thinking which I've said to you so many times. Find the places and the people and the opportunities in an environment like this where others are saying you don't understand clients like this Uh, their problems like this Uh, this is where we shine the brightest. We all know these these cliches that we say and I they're cliche because it's true, is is our income is in direct correlation to our ability to solve problems at scale. Are there clients in this market that are having struggles? yes or no? So it's up to us to think differently to look outside of the box and explore those opportunities.

Which I'm to talk about monkey first thinking but not you know this morning. So tell them what you're thinking because you've got some opportunities that they should looking at. I Do I Do I'm going to give you one little example. So I know many of you.

We've built this company on the stage based on your request too Mortgage now in 32 states we've got every Financial product under the sky. The goal is to be the single best mortgage company in the history of the United States and I'm serious about that and you've helped us get there. But you got to do deals in times of scarcity. The mortgage business just like real estate business is struggling.

This one I think is the most impossible deal we've ever done. Connecticut Foreign buyer wants to buy a condo been turned down by three other Banks The broker a broker finally brings them to us. Three other Banks turn them down has an active law suit on a cracked foundation. We got the deal done in 18 days because if you want to grow now you have to do the business just like build it that presents itself to you because the happy path perfect deals are scarce.

Okay yes, so the thing you really asked us to do was be an exceptional mortgage lender. So two and a half years in I'm PR to announce net promoter Score! We've talked a lot about that on this stage right? That means customers that have worked with you are they willing to recommend you agents at 97 at our company consumers at 81 we think it's the highest in the industry everg. we did that for you Thank you! We're really really proud of that. So the thing I want to talk to you about is if a deal can get done.

you got to do it today. So we're g to try to make some new listings with 30 of you. so we're looking for 30 Partners today if the slide will advance. Thank you.

So we're going to go out and make some listings together. Okay so we're launching a new renovation mortgage product. A Renovation Mortgage Being we find a beat up house that needs some love maybe that's not on the market. you find that we provide financing for the purchase and the re renovation.

You bring your favorite contractor we Finance the whole thing together and so what we're going to do is we're going to co-market with 30 of you to launch this product. We're going to do advertising in your Market to find those listings and bring those buyers in with you. And then we're going to go and create listings because if you want listings today, you got to create them right because they're not coming easily just for elite teams. 30 Partners We got a booth out there um we just need you have done 50 deals last year or 25 deals this year because it's a serious program for serious teams and so if you find my teammates at the Tomo Booth um 30 slots to launch a new renovation product to generate listings, we got to make it happen.

Tom Yes yes I Love it I Love it. All right? So you already know who you are sometime today at the break Greg Closing thoughts before we transition because I'm about to bring up Jimmy Macken who we both know and love and he's gonna go hard for like 80 minutes 90 minutes just on lising attraction more Yeah! I Believe in you. You're here. You want to grow, make the daily emotions to grow, and you will And listen to this guy.

That's it I Love it Thank you man Thank you Greg Appreciate you.