← Stay Paid Podcast
Stay Paid Podcast
The Future of Real Estate Coaching, AI & The Exact Zero to 7-Figures Blueprint
00:58:11
If you’ve ever struggled with consistency, accountability, or building the right mindset for success, this is a conversation you won’t want to miss. In this episode of Stay Paid, we sit down with legendary real estate coach Bill Pipes, who has...
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- [00:05]
A
Welcome to Stay Paid, your number one sales and marketing podcast, on a mission to help you close more deals, keep more clients, and build the life of freedom you are working towards. But that can only happen if you're willing to take action today. My name is Josh Dyke, Chief Marketing Officer at Reminder Media, joined by Luke Acre, president of Reminder Media. And our guest today is Bill Pipes. Coach Pipes is one of the most respected and experienced coaches in real estate, having delivered over a hundred thousand coaching sessions and 50,000 hours of consulting, leading hundreds of seminars, reaching over 400,000 attendees. Bill has worked with the industry's top performers to drive productivity, scale profitability, and build winning cultures. Coach Pipes, welcome to Stay Paid. Thanks for being here, Luke.
- [00:46]
B
Josh, thank you so much for having me, guys. I've been looking forward to this since we. Since we connected. So thanks for having me on. And what's up, crew? All you guys that are listening and watching, man.
- [00:54]
C
I'm super excited to have you on Coach Pipes. You're also a killer when it comes to sales, scripting and sales in general. Want to pick your brain on that a little bit today? Would love to kind of dive right in. Right. You've been in the industry a long time. The industry feels like more than ever before in the last year, it is shifting, like, in a multitude of ways, right? So you have the shift that's happening from an actual, like, inventory and rates and all the pressure on the market, which is kind of normal in the cycles that happen in real estate. But then you have AI coming onto the scene and the shift in tech that's happening. Then you have the regulations coming in with all the commission lawsuits and, you know, clear cooperation and everything that's happening there. What are you telling agents right now in your kind of ecosystem of what they need to focus on to be able to win in this type of setting.
- [01:50]
B
So that is a big question, right?
- [01:53]
C
Yeah, I figured I'd come out with the big guns right away, man. I was like, I got. I got Coach Pipes on. I got to ask him the big question.
- [01:59]
B
That's. And so I'm gonna start with. With. I just got the chance, couple. Couple last week, on Tuesday, in fact, last Tuesday, to spend some time with one of my mentors, right? Mr. Mike Ferry. And, you know, big, big props to Mike, who's 80 years old.
- [02:14]
C
He's amazing.
- [02:15]
B
He's the goat. You know, he. He is the Michael Jordan of real estate coaching and training. And. And I was sitting in that room, and there's about 1500 people. So first and foremost, to fill a room with 1500 people in today's post Covid world is a pretty big, big accomplishment, right? And, and what my, what was amazed about is this is something that I teach is there is no market so big, so challenging, so daunting that fundamentals can't outpace it. You know, and even with the tech and listen, we're, we're highly tech enabled in terms of how it is that we coach and what it is that we want our clients to be able to do. But there still are fundamentals inside the business that I don't care if it's, it's 2025 or if it's 20, you know, 2,225, you know, like you still need to have skills. And what I teach are three components, right? Three key things. There's three circles that all great real estate organizations, whether it's a solopreneur, whether it's a larger team have to lean into and they are number one. Number one circle is skills that, you know, like sure, AI. We have AI callers now for our organization that are making calls out, etc, right. And that's.
- [03:18]
C
Do you really like, you literally have AI making the calls right now?
- [03:22]
B
Yeah, we're so, we're.
- [03:23]
C
Oh, sick. I've been trying to get to. I'm going to talk to simple talk AI this afternoon, literally at 5 o' clock this afternoon because they will do AI calls on your behalf like an SDR. But have you found it working? And sorry to chime in there, it's just, you know, I feel like it's really practical. Have you found. Found the AI calls to work?
- [03:41]
B
So we're a B testing this, right?
- [03:43]
C
Okay.
- [03:43]
B
If many of you remember the, the old story of John Henry, right? And that you may or may not remember it from when you were youth and John Henry was, you know, like this great guy that like you know, could, could actually build tunnels better. You know, like carve out through mountains tunnels better than anyone else. And here comes a steam locomotive and it's John Henry versus the steam locomotive. It's a lot of what, what we're doing and testing right now because we have our traditional SDRs or our ISAs that are making calls and we're also seeing. Okay, well how does the AI with a company called Hex that we actually use, how's it performing in comparison to what's going to win? Man or machine? Well, right now it's man and machine. So you know, like, you know, our AI is generating two to five appointments per day right now. For our, for, for coaching. And our, our traditional team is doing about the same. Right.
- [04:30]
C
And had it here. Do you know if you're willing to share like the difference in like conversion is the AI converting less but being able to call more because it's AI versus the human converts more, but they can't call as many.
- [04:43]
B
So here's the. We started this about 30 days ago, right?
- [04:46]
C
Okay. Yeah, yeah.
- [04:47]
B
If you look at, if you look at like at least in our space, I mean, and really I do the same thing that real estate agents do for my company. Right. I mean, so I'm running a, in essence a brokerage. My brokerage is called a coaching company because I'm acquiring people and recruiting them over to be part of what it is that we do to be able to support them and help their business grow. And that's what any great broker or brokerage should be able to do. So for us though, it's about a 30 day lag for us to see true conversion numbers because a coaching still takes about 30 days. Right, okay. Or acquisition of a new client. What I can tell you is our show rate is almost identical and that's a lead indicator. Right? So our show is identical. We are, I think we're going to see based upon that and from what I'm getting qualitative from, from my closers and from the people that are actually talking to, you know, having the appointments and holding the appointments, the quality and the caliber of the appointments are equal to, if not greater than what we're seeing from human beings. Right.
- [05:41]
C
That is insane, man.
- [05:43]
B
It blew me away. I was talking to my fiance just last night about this and I'm like, I'm not sure who's going to win, man or machine. Well, if it works, then why don't you get more of them? I go, we don't need more of them, we just need to. Because we pay a buck 70 per minute, right?
- [05:58]
C
Yeah.
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B
Okay. And so it's just a matter of turning that knob. So. And obviously here's the wonderful thing. The AI is going to get smarter, faster than a human being is.
- [06:07]
C
Correct. So, so get back to the, I guess the circles then. So sorry to interrupt you there. So number one was skill.
- [06:14]
B
Number one is skills. You cannot, you cannot devalue no matter how much technology is coming in, you know, the ability that a great salesperson inside the space of real estate has to be able to have effective conversations, know what to say, know how to say it, handle objections. Right. Because technology, whether it be AI or anything similar to it is really, it's going to help us get more at bats. But ultimately AI is not going to go on a listing presentation for of you. Right. It's not going to do a buyer consultation, it's not going to show property. Right. There's going to be that human interaction and that rapport that only human beings can create between each other. You know what I mean? At least for now. Who knows what it's like.
- [06:52]
C
Yeah, for now. Yeah. Agree. I agree with you 100% and I would say probably in the next 10 years. Pretty safe.
- [06:59]
B
Yeah. And so we still push that, you know, you need to role play every single day for 15 to 20 minutes. However now if you look at it from a tech base because I think a lot of what, what people are looking at right now is how is this new technology that's moving so fast. And we are partnered with a company called Angel AI as well too. Now the gentleman's name is Pavan Agarwal, which is a very intuitive finance based fintech type of AI that allows financing to be able to take place and underwriting be able to happen in seconds. And so they also have what's called the angel twin. Right. And the angel twin is actually a twin of yourself, that is an avatar that can actually answer questions for your cl, you know, when you're not available. They can do it 24 7. So there's gentleman by the name of Bill Inman and Pavan Agarwal are the partners on that. We have a coach, Pipes AI. Right. And, and so where our clients have an ability to be able to go in and talk to me at any given time. Right. And it's you know, answering questions, et cetera. Right. So but I look at tech itself like let's say role play. Okay. Y Lopo, who is another one of our, our great partners, Y Lopo has a company underneath its umbrella called Maverick. Maverick has a built in role play. Um, and so it isn't that all of a sudden Maverick is, is saying you don't need because of this technology to role play. It actually says hey, here's a technology, it's a roleplay partner that shows up every single day, is never tired, is going to give you accurate feedback, is going to tell you what percent it just, it's speeding up the process that the human element was delaying at this point. Right. So, so, but eventually like we, you still gotta have skills, you still gotta know your listing presentation. You still gotta have a very effective buyer consultation. You need to know how to show property effectively, you need to be able to elicit and uncover needs and wants and desires and fears of clients. That doesn't go away, right? In fact, what I think it does, what the tech does and what AI is doing is it's forcing us to be better at that quicker, right? When we get someone, we get it get a human that like a client, a buyer or seller that's over to us, that's vetted out through tech. Whether that tech is AI inside a FUB or something Sierra or, or whatever or like that person now like you got, you got this at bat, you know what I mean? And you better make it count. And how you make it count is with an effective conversation. So number one is skills. Number two is what I call standards, right? And, and again, the average client that I have right now, now we've got over 400 clients actually right? At knocking on the door. 400 clients inside of our, our organization. My personal clients are all in a range of about 3.3 to 3.7 million. So I'm working with top team leads and individuals along those lines. But it still doesn't change these three for themselves or for their team. The second is standards, right? And so what we teach is that you got to. And standards are disciplines, they're rituals and they're routines that are based upon your goal, which is important to understand. And they're a non negotiable. Right? And so standards like the standard that someone has if I'm selling 12 homes is going to be uniquely different than the standard I have at selling 75 homes per year, serving 75 clients. It's going to be a little bit tighter ring that you actually have. But so we teach what's an, what's called an ampr, a ambr, a PMPR and a P or PMBR and a pmpr. What that stands for is we segment the day off into four commitments. Your AMPR is your morning personal routine. Everyone that's part of G3, which is our corporation, our coaching company stands for grit, which is what people have to have in order to be able to succeed. Ability to stick to something for a long period of time in the face of adversity, right? Grin, which means you've got to be optimistic, smiling, grateful for what it is that it is that you even get the chance to do this right and then grow. It used to be grind, used to be a grit grin grind. But we got rid of the grind because it sounded like it never ends, which it never does, right? So but if you do the grit and you do the the, the, the optimism. You're going to grow, your business is going to grow, and you're going to grow personally. But so every single person has an A in morning routine that we teach called the 1800, right. Which is about six commitments, right? To get them up, get them going, get their mind in the right space, and to get them like in a warrior mode for the day. Ambr is their business routine, which is show up same time every single day in an office. We highly encourage that. And if you don't have an office, then you need to actually create the space for that. Like when you walk into your space, like your go time, it's freaking go time. You still suit up, you boot up, you brush your teeth, you shave, right. You shower. You don't just roll out of bed and put on your sweats and say, hey, here I go. That's not how a CEO runs their business. Right. You know, and then we have what's called the A. And by the way, part of that, that morning business routine is I show up, I spend a specified amount of time working on my skills and warming myself up, and then I. You got to spend two hours per day following up on leads or prospecting for new business, right?
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C
Yes.
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B
There is no substitute for, for that. That real estate is a contact sport, period. And I still.
- [12:06]
C
How do you, how do you deal with the excuse that all the agents make that it's like, I can't do my prospecting because I had a client reach out and I had to take care of this task or something came up. Right? Because that's the pain point I hear. And it's not. They're not trying to be lazy. There's the true things that come up and then they miss their prospecting. It's kind of the eat the frog concept that I share with people like you. You gotta do it in the morning because you're not gonna do it in the afternoon. Well, how do you deal with that when you're coaching the people?
- [12:36]
B
Well, I think, number one, it's, it's creating an appropriate expectation with the client right at the very beginning of the relationship and being able to actually let them know, listen, if you reach out to me between the hours of 9 and 11, I'm in a standing appointment. And that standing appointment is me looking for buyers to be able to purchase your home or me finding properties for you to be able to actually purchase.
- [12:56]
C
I love that because it even makes it about value to them.
- [12:59]
B
You got it. And I'll change my voicemail. My voicemail will Say, hey, you reached the office of Bill Pikes with Banana Real Estate. If you're calling between the hours of 9 and 11, you're going to get my voicemail. However, I do return calls from 11:00 clock to 11:30. If this is something that's urgent or pressing, please, please contact my assistant at 555-1212. Right. Otherwise, I look forward to talking to you at that time. So you gotta set an appropriate expectation. Another thing, it's a mindset shift as well, too. The reason that people are, and I hate to say this, and this does, I don't want to devalue our industry or who we are, but we're not freaking Elon Musk and sitting on a launch pad waiting for a rocket to go up. And if we do something wrong, the whole freaking rocket's gonna blow up. Or a brain surgeon that has a client or a cardiologist that has a CL patient on the table and we're doing surgery, that's just not the world that we operate inside of, even though we treat it that way. And I've always said there's nothing so urgent that two hours is going to make or break it. And if it falls apart. It would have fallen apart, most likely, if you would have taken.
- [14:03]
C
Yeah, that's so true.
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B
And, and I always teach people this. I teach them when you lead, generate, you no longer have to tolerate. It's a little phrase that I actually have. And what that means is if I can get in a habit and a ritual of two hours a day, I encourage people to prospect. Not just to an end, to follow up. And when you hear prospecting, I think it's important that people understand that I'm not talking cold calling, right? I don't have anyone in our organization that cold calls. There's too many other opportunities that are out there. Of course, you can call around listings and you can call around sales and you can door knock and we can do things along those lines. But that's not cold, right? But if you do two hours a day, right, And I've done the math, reverse engineered it, even with the conversion numbers, like, like very conservative conversion numbers, you do two hours a day, consistently 200 to 220 days a year, you're going to sell, you know, anywhere from 16 to 30 homes per year, like conservatively, and you get to pick and choose your clients. That's why I love prospecting, is because otherwise, if I'm not disciplined, right. The discipline. Give me options. Options. Give me choices. Choices. Give me freedom. That freedom is I get to choose who I'm going to work with. And if the jerk or the jerk act comes along and they're abrasive or obtuse or they're challenging, then I can walk away from that in an elegant manner that still honors them but also allows me to maintain standards that I have in my life as well too. I'll never have. I don't have the discipline, right? And so that's for me, probably one of the most important parts of having that morning ritual that a M B R is I want, want choice. You know what I mean? I want my clients to have choice. I want them to work with people that inspire them and I want them to those clients to be inspired about working with that, that agent as well too. And that's why we make the calls and that's why we market as well too, to be able to find our, our avatar, our match that sees the value in us. So then you have the AM or the pmbr, which is a planning business ritual that's about five or six steps. And then one of the most key parts of this entire standard of how you run your day is going to be your PM personal routine. I found that that's probably one of the most important times of the day for any type of C suite salesperson, whatever. Because I know for myself, I stay up late, I eat like shit, I watch a horror, I love my horror movies.
- [16:26]
C
Stop. Stop judging me, man. Stop. You're coming at me right now. No, but it's same man, same price.
- [16:33]
B
Screw that up and I'm scrolling and doing whatever. It's going to screw me up the next morning. I'm not going to get enough sleep. I'm probably going to kick off my, my, my day by not following my morning ritual. I'm going to sleep in, right? And, and then it's going to make my. It just, it's a, it's an ongoing process where it really starts the night before. I love what Sun Tzu, if you get the chance. Guys ever read the book the Art of War by Sun Tzu. It used to be taught in business schools back in the 80s and the 90s. And I'm dating myself now at this point, right? But he says he was a military strategist that really studied the generals, right? And said here is. He's like the Napoleon Hill of Chinese generals. And he said every battle's won before it's fought. Every battle is won before it's fought. Every good real estate. Every day is determined in a level of effectiveness Based upon what you did the night before prior two, right? Were you in bed on time? I know I sound like a dad, right? Because I am. Were you in bed on time? Did you put on your blue blocker glasses? Did you stop scrolling? Did you read? Did you meditate? These are all the things that we teach so that you're primed, get a good night's sleep and you wake up the next morning, you're like, freaking, man. It's go time, let's attack. And that's what I want for everyone is I want them to have that feeling of, okay, cool, I'm grateful, but I'm gonna attack this day, man. It's game on. I'm gonna win the first battle. I'm gonna get my ass out of that. I'm gonna do that I need to do and I'm going to build up that momentum in the morning. So the third is so good. Yeah, the third. So we go skills standards, right? And then the last is strategy, okay? And strategy is technology people, AI now, right? And processes to drive efficiency and effectiveness. So you look at. And that, that's marketing is inside of strategy. And I think one of the biggest. And you guys would probably speak to this better than I can. Agents, the biggest mistake you had is you're not strategic with your marketing. You do it whenever it is that you don't have business, right? And go, I need to, I need to send something to my past clients in sphere or I need to blast out an email to hold my. All my leads. Because rather than being effective and systemic in the process, what you're putting out on social media, how many are, how many posts are you putting out? What is the content? Are you delivering value? What's your email marketing campaigns, what events are you throwing throughout the course of the year for your past clients, giving you an excuse to be able to actually reach out to them. So people processes technology, right? To be able to drive efficiency, which means I get more output and effectiveness, meaning I can drive a greater return on what it means.
- [19:00]
C
So good. Everybody just needs to rewind and listen up because that is, I mean, we've lived it now with Acre Brothers and I've seen it over the years, what we've probably helped, what, 160,000 agents at this point in time. And then you just go like, that is the pain point. Ultimately, you could summarize, it is like they don't treat their business as a business. And so therefore they don't put in structures, whether it's structures of schedule structures in terms of how they treat clients structures and how they do their marketing, they just treat it very a reactive. It's very reactive. And if you could, I mean just rewind people and listen to what coach Pipes just said. I mean it is a master class on doing that. And we've seen that and lived that at Acre Brothers. And it's funny how you say, you know, 16 to 32 deals because we find like we require 24 deals a year out of each agent on the team or you can't be on the team. And we basically guaranteed to them if you do like these two hours of prospecting every day, both in sphere and reaching new people, you will get there. It's like almost like the lull of averages. You can't not get there. But here's the killer, right? And, and I can think of agents that I've worked with. They want it. They like, they, they are showing up and saying, hey, I want that. But then they don't do it. And it's like I'm trying to bridge the gap. I don't know if it's a miswiring in the brain. Like, it's like I'm trying to. They literally are like, I don't want to, like I'm giving a bad analogy here, but it's like I don't want to be fat anymore. I want to be on the diet. But then they still go out and eat the donut. And how, how do you get the agent? Yeah, exactly. How do you, how do you inspire somebody? Like what is it? They have the head knowledge. They want it as a desire. It's like their why even says, yeah, here's my why. This is what I want it. But they can't seem to bridge the head knowledge to the heart knowledge to create the action. Have you, I mean obviously you've experienced that with what do you do in this situation?
- [21:00]
B
So I'm so excited you just brought this up because it really is something that's near and dear to my heart personally for myself. I mean I look at myself as the biggest petri dish on the planet. Like I am constantly testing on myself. Right. And then I will roll it over to a beta group, beta test group that I have inside our organization before I roll it out. That's something that's really important to me is I don't teach anything that is not vetted, tested and proven in multiple different markets with, with, with other individuals. Right. And it's a, it's integrity is one of our core values at G3. Right. And, and that's an integrity piece for me. So there's a couple of. Couple of answers to that question. Because a lot of people go, just get your why, right? I'm like, that's a bunch of. You know what I mean? Yeah. It was that easy. Then everyone would be earning a million dollars. Which, by the way, is why I created this company in the first place, is because I believe. And I was having a conversation with one of my old partners, and I said, dude, like, we should run our business. And this was a substantial word. You and I met. We met there, and I said to him, I said, we need to build our model around every agent getting to seven figures. And he said to me, he goes, bill, that'll alienate too much of the population. And I said, well, if we're for everyone, we're for no one. And so that was the beginning of the breakup of that. That. That long time. Almost a decade long. Yeah. EIM And. And I still have gratitude for every organization that I've been part of. Whether it was, you know, Mike Ferry or Tom Ferry or working with Gary Keller, you know, or even John Chaplac. I've had the. The privilege of being with the best of the best and learning from them. So if you're gonna. When I built this, this organization, I said, I want to have this generate a thousand seven figure earners in time inside the space of real estate. A thousand, right? And I said, people say, when will you stop? I said, I won't stop until we actually get to that point. We're at a thousand. We're at 57 right now. We're at 57 millionaires that we've generated over the course of the last sick man. So damn proud of that. Next to my kids and my relationship, that's the thing that I'm the most proud of, right? But for myself, in running this organization, keep in mind, I was coming out of organizations where I was number two. I was the number two person, right? And I love that number two position. And I played it really well, right? But, like, moving into a role where I'm running my own organization, the reason that people don't make the change is this, because they have an identity of themselves from the past, and they haven't built an identity of who they're becoming in the future. And that's really important. Okay, and so let me. Let me dig into that. I went to Mexico. I love Mexico. Went down to Puerto Vera, right? Had a fun time. The woman that I went down there with, when we got back, she was like, that was cool. That was fun. This is someone that I was in a relationship with at the time. And she goes, and the way that you. And I wasn't stupid. I wasn't an idiot, but I definitely wasn't my highest version of self, you know, Mexico, as a way of bringing out some fun characteristics of us that are incongruent in some ways. And. And she said, when you're ready to be the man that I know that you are, then we can get back together, but we're done. And I was like, I'd love to tell you, Luke Josh, that I was, like, zenned out. I'm like, oh, thank you, oh, Yoda, for the great lesson. But I was. I wasn't. I'm like, whoa. Which. Right. You know, and I was pissed in about 72 hours. And that's one of the things that I think, if you're going to be able to succeed in life, then you've got to take the feedback that the universe has given, giving you in an open and accepting format to be able to actually look at what I need to change. And so what happened was I sat down and I said, she's right. And if I was already my. My company to get to a mill, a thousand million dollars earners needs to be generating $25 million a year. Right. I reverse engineered how many clients that we need and. And what the annual revenue would actually be. And so then I said, okay, cool. So if I already was running that company, who would I be? What would I. How would I walk? What would I talk? What would my rituals? What would my routines be? How would I work with my staff? What would the relationships be with my kids? What would I be doing? What would I be eating? I mean, I sat down and for literally two weeks, guys, I just wrote down 25 mil bill. 25 mil bill. Who is he? Who is he? Who is. And then I created this as an avatar for myself. And then I went into ChatGPT after I created the avatar, and I had about 17 to 18 characteristics, behaviors, and traits. I said, okay, great. What would this per. Like, create these as affirmations. Then I started affirming it every single morning. So I'd wake up in the. I would now wake up in the morning and I look at. Okay, I equate myself with 25 mil bill, right? New identity. I do the affirmations and affirm. That's who I am. I have a schedule that I follow that is 25 mil bills. There is a new version of me that I like, is pulling Me forward, right. That demands or gives me an opportunity for choice. The reason that most people don't make that switch over is because of the conditioning. Harvard Medical school said that 92% of the actions that human beings take are a conditioned response, meaning they came from our past, right? Our friends, our families, television, TikTok, YouTube.
- [26:21]
C
How many? You said 92, 92%.
- [26:24]
B
Conditioned response, not conscious, purposeful responses, not conscious purposeful design. It's. And. And so that past is constantly pulling people back, right? So they have this goal of I want to make 1001-502002-50300, even a million dollars. But their conditioning is working against them. So when you take the time to create the avatar, I call it the seven figure, your million dollar avatar, right? And you look at it, it isn't just an exercise. And a lot of times these things that we hear on great podcasts like this or at events and. Right. Or we're masterminds. There are exercises we do, but they're not tools that we use. It's a big distinction, right? An exercise is something I do once and it goes in a file someplace and oh, that was really cool and awesome and I loved it. And it doesn't change me because it takes about 60, 70, 80, 90 days, 67 days, according to the University of London for a new behavior or belief to be created. Right? So if you create that avatar and I, I can send this over to you guys, you can send it out to everyone or they can reach out to me. But I created an entire e book on this process of what you need to do. Now, what my clients do is every morning, just like me, they're reviewing that avatar and they're choosing. It's a choice. Am I going to let my 92% conditioning run me today or am I going to actually align with this future version of self, right. And visualize him or her and see this person acting the way. Now what's really cool too is this becomes a litmus test for me and for anyone for actions that they're going to take in their life. So, like, I have a daughter. She's 16 years old, she's amazing. I love her and she drives me crazy, right? She's throwing parties at my house. Rolex has gotten stolen. Like, all has happened.
- [28:02]
A
Oh, geez.
- [28:05]
B
I'm like, really? Like really? So there, there's like old version of me that's going to be pissed off at her, yell, be upset. But I will ask myself a question as a father, I say, what would 25 mil bill do right now when I'm leading my team, what would 25 mil bill? How would. And so I now have this board of directors or this general manager that I refer to that is an avatar that helps me in making decisions. Right versus the past, pushing forward. Does that make sense, guys?
- [28:32]
C
It makes so much sense. And it's what I love about it, too, in the sense of you're not telling yourself the affirmations, as if it is going to necessarily give you the confidence to go attack that problem. Because that's where the. I think people struggle with affirmations, or at least I have. It's like looking at yourself and saying, you're a champion. Instead, what I think it is is it's basically what you focus on, expands what you think about, you act upon. And so it's not a fake confidence that you're giving yourself with these affirmations. What it is, is it's a reflection point of going, hey, every day I'm going to actually think about this. It's almost like you could apply it to, hey, you want a better marriage? Write down what a good marriage looks like and refer to it every single day. Not because it's gonna magically happen to you, but because you'll actually think about it. And most of the things you're saying you don't ever think about, you just never actually go through life intentionally. And Josh, talk about. We talk about this all the time. It's just like people just go through life so unintentionally. Like, they. Oh, my gosh, man. They do not think about why they're doing what they're doing, what they're doing. And both of us grew up in religious homes, right? I'm a person of faith. I believe in Jesus and all that stuff. But it was shocking to me how many people believed but had no idea why they actually believe in what they believe in. That was one of my big moments in Life. At like, 16, 17 years old, I was like, I don't believe this anymore. I had to actually go out and, you know, like, the normal process of going and looking at all these different religions and looking at and informing for myself, this is why I believe what I believe. But it's just. That is just a. An example of what happens to people is they don't even know why they believe what they believe. They don't know why they do what they do. And they never go to it and face it.
- [30:18]
B
So my. It's so what what you experience, brother. It's called an identity shift, right? And that's what most human beings don't have is they never have that identity shift. Whether it's identity shift in a relationship to be a better spouse or significant other or parent, identity shift is becoming like, I watch great real estate agents never make that bridge that gap to becoming incredible leaders because they don't have the identity shift from salesperson over to reader. Right. And, and most people don't cross over an income level because of the conditioning that they have from their past. And their identity never shifts. Right. And, and I, I was sitting with Pavan, who is, I call him my, my gbi. He's my genius billionaire investor in our organization. Right. And I get to turn to him and I brought him into the organization not for the capital, although the capital is great. Great. You know, to be able to actually, you know, I've kind of, I'm very sure, honest there.
- [31:13]
C
You know what I mean?
- [31:14]
B
Yeah, yeah. It's always nice to have that, that net, you know, to be able to actually make some decisions. And he's always been really good because we'll make a mistake and we'll lose money on an event or something will happen. We'll go great, you know, did you learn something? Did you move forward? You know, like you're learning. But the main thing he said to me, and this is so important, he said, you know, Bill, the biggest challenge that your group is going to have in earning a million, which guys, I just want you to, I just want you to realize you're three years away, some of you, two years away, that if you really buckled down, really got disciplined, built your skills, got strategic in your approach and followed a system, you could earn seven figures. And it isn't just about seven figures because I've always said this, the purpose of a seven figure business is to fund your seven figure life. Like, I want my people to have seven figure health. I'm not, I'm not like whatever the dude is. Ball guy.
- [32:02]
C
Gosh, I can't remember David Goggins.
- [32:04]
B
No, I love David. It's the. He's a sales trainer. Oh my gosh, I can't.
- [32:10]
C
Oh, Andy Elliott.
- [32:11]
B
Yeah, Andy Elliott, but an Andy Elliott.
- [32:13]
C
Let's see your six pack, Bill. We got to see the six pack, man. Or we can't talk to you with Andy. No, sorry.
- [32:18]
B
You can't be in our organization. I'm not that. But I want you to be healthy again. I want you to be vibrant. I want you have the energy, I want you to have great relationships. And all of that like is interdependent in terms of your business as well too. Because if you're not earning the income then it's going to put stress on you for your relationships. You're probably true shit, you know what I mean? You're not going to take the time to be spiritually grounded, to meditate, to pray, to do whatever, to take time for church and build a relationship with other higher source. I want people to have it freaking all, period. I want them to have a seven figure light. So Pavan said to me, he goes, bill, the challenge that most people have in crossing that seven figure mark in their business is they've never been around other seven figure earners. And since they've never been around other seven figure earners, it's like walking on the moon. So like, and what you guys do I think is so valuable is bringing these individuals in to be able to create exposure. So, and he went on to say, this is for this whole identity thing came in. If the identity never shifts, the income doesn't move at the level that you want it to and your life doesn't change. And, and so that's why that seven figure avatar is so critical at getting someone who hasn't done something to be able to do it right. I think the other piece is this, having someone outside. Gary Keller said this to me and you'll hear me quote a lot of these other individuals. Why? Because I am a conglomerate of all the great ideas of the wonderful men and women that I've had the chance and the privilege and the honor to humbly be around and learn from. And Mike Ferry said it to me, goes, pikes, you were smart enough to show up into my life, be stupid enough to do what I, I'm telling you to do. And I remember that, I'm like, yes sir, right? But that's powerful. Keller said to me, he goes, bill, any human being needs two people to believe in themselves in order to be able to move forward. Number one is themselves and number two is an outside individual that, that tells them they can keep going or gives them support or helps them through it during those challenging times. And I can look. And whether that was Mike Ferry, whether it was Tom Ferry, whether it was Gary Keller, whether it was John Sheplak, I remember John, what amazing. And this guys, you need that person. And that person is probably not going to be your spouse and it's probably not going to be, you know, like someone that's close to you. It's going to be someone that's down the path a little bit further than you are that can look back and say, I've been there, I've done it. And oh, by the way, you're going to make it through. And here's a way not to step in the dog crap that's right in front of you that's coming up right now. But when I left and or my two organizations ago, before I started gqe, I really had, to be honest, I had some doubt. You know what I mean? Can I really do this? And oh my gosh, I'm gonna start. And Chep was really good because. And big shout out to John Chap Black. And you know, like, he's. He's a polarizing figure, like many great individuals are, right? But at the core of who he is is probably one of the biggest hearts of anyone I'd ever met. And he kept telling me, you're the number one sales trainer in the world. You're the number one sales trainer in the world. You're the number one sales trainer in the world. Do you realize who you are? You didn't ask, but this is the number one sales trainer in the world. Guess what happened. That belief on those days where I'm like this entire thing up, excuse my language, right? Yeah, I'm totally screw the pooch on this. He's like, just remember who you are. You're gonna have one sales trainer in the world that, that secondary person on those days that you doubt is so critical to keep you going and keep you moving. But he also held me to a high standard. And I think that's the third piece of number one is you've got to have an identity. Shit. Number two, you've got to have a tribe or people around you that are reminding you of your greatness, cheering you on and also holding you, you know, to what you said. Number three is accountability. I don't care who you are. I don't care what you do. If you're going for a big game, you got to surround yourself like the greats, lean into accountability. I just noticed that, like. And normal, the normal, the average, they shy away from.
- [36:11]
C
So true, man.
- [36:12]
B
You know, and so you got to really structure your life around now. I. This month has been a really good month in my life. I got engaged, right?
- [36:19]
C
And so congrats, my man.
- [36:22]
B
Thank you, dude. Amazing, beautiful woman that's super supportive, incredibly strong, feminine, like everything that I can ask for. Good with my kids. Our kids get along. But she moved in this month. I mean, this, this month was like, get engaged, move in, like.
- [36:36]
C
And geez, you went, you Went full zero down.
- [36:42]
B
And what I noticed is I had fallen off some of my rituals, and therefore, I wasn't. I was like, I have a basement. Like, I think human beings in business, in life, need to have basements and ceilings. There's gonna be certain days that I'm operating at 10. I can't be at a 10 every single day. That's unrealistic.
- [36:57]
C
Agree.
- [36:58]
B
Yeah. Just like. And anyone that says that they are is full of. And has never gone for anything big. But I have a basement and says I'm not going to have a day that's below a seven. You know what I mean? And the way that I guarantee now, this last month, this month, I think we're, you know, we're in July right now, whenever it is that this comes out. But because of everything that was going on, I fell off some of my rituals. And I noticed it wasn't that I fell off some of my rituals. I shirked some of my accountability partners, meaning I wasn't in communication with them. So, like. Like a couple, about a week and a half ago, I said, guys, it's game on again. And I just went to all my accountability partners. I said, I know I sort of, you know, as a slippery little devil here, and I was a little slimy, and I, you know, was busy putting focus someplace else. But I'm back. I knew more accountability. And so that's. The third piece, is that, you know, if you are looking to accomplish something great in your life, you got to structure your life with people that are willing to go to the line with you and hold you accountable to what it is that you said you're going to do, even if it's uncomfortable for them and for you as well, too. And I noticed that about every single person that I brought into our campfires to be able to interview is that they said one right after the other at a. Like, I had a great structure of accountability of people in my life. I had a great structure of people that would hold me to what I said, I know the day, et cetera. Right.
- [38:13]
C
Dude, that is so powerful. And we've noticed just in, you know, our interviewing of, you know, so many successful people like yourself is like, the willingness to be vulnerable to receive judgment. Right. Most people are so scared to reveal themselves rightfully. So. Me too. Right? Nobody wants to be embarrassed in front of a bunch of people. But I notice a common trait amongst people who accomplish great things is they're okay looking dumb in front of people. They're okay even though, you know, inside they Hate it. Like, they hate it just as much as anybody else, but they're brave enough to just be embarrassed in front of everybody, to tell people, this is where I messed up. And I see this also, like, in. In my faith aspect of life. It's like, oh, man. The people with the closest walk with God and with Jesus, stuff like that are the people who reveal their follies. Like, they reveal. They're like, hey, I messed up. I messed up here. And it's like, they have. Because they have nothing to hide. And when you have nothing to hide, you just have such integrity with yourself. And that integrity breeds confidence. And that confidence allows you to execute. And it's like, that is. But it's so powerful what you're saying. And it's just, we want to run away from that. All the. The things that will actually bring us freedom, which seem like they almost bring you a prison because there's accountability and there's discipline and all stuff, but it brings you so much freedom.
- [39:32]
B
It brings you freedom. Like I said earlier, you know, discipline gives you options. Options give you choices, and choices give you freedom. I want to say something about that whole failure aspect. I got a good buddy of mine. You guys would love to have him on this. This on your. Your show. His name's Jimmy Rex. Right. And I coached Jimmy. This guy was an ex. He was one of the most successful Mormon missionaries series. Right.
- [39:53]
C
Oh, wow. Okay. He's dealt with rejection before. Going door to door.
- [39:57]
B
Oh, God. Door to door. Like, it's. And then he sold meat door to door. And then he became a real estate agent. And I met him while I was at Mike Ferry. I began coaching him. He was selling. He was for sale by owner King, right. 2008 hit. And he's like. He was like, pipes, man. I got 87 listings right now. It's just me. How do I manage this? And he shifted his model anyway. He's gone on. He went on to run a very small team of about three people that sold 500 plus homes a year consistently. Nanas. Right. And traveled and did all this. And now he runs a men's group. Right. Like, he runs a men's coaching group is where his passion is helping men. He'll, you know, be. Be mad. Yeah. Like, and be able to actually, you know, deal with some of the issues that men have today. And I really love him.
- [40:46]
C
That's awesome.
- [40:46]
B
Appreciate him. So when I was starting my company there. There's a couple. There's a group here. So something about Provo, Utah, has a lot of like, personal growth and development guys coming out of it. Sean Whalen and Lion's Not Sheep. And you got Danny Fleischman, right, Who's another very successful entrepreneur that has had. Yeah, like, has had multiple exits of, you know, 10, 10 figure out 10, 10, 11 figure accents. Just an amazing guy. And so I said, what does those guys have that I don't? Right. I think it's normal. We compare ourselves. And more importantly, what do I. What can I learn from them? And he said, though, here's the key thing is they're just. He goes, I've sat in these rooms of individuals that are worth 100, 200, 300, 400 million. They don't have it figured out. Because that's the joke. He goes, the joke is they don't have it figured out. The only difference is they're willing to act faster, fail, and keep moving forward.
- [41:47]
C
Yes.
- [41:48]
B
You know, and he says, and most people are not. I mean, like, to your point, we're afraid of how we're gonna look. We're afraid of what. What. What other people are gonna think. And that's the joke. They don't really think about you. You know what I mean? They're busy thinking about themselves ultimately. Right. And so here is. I got the chance to spend some time with a guy by the name of Tim Grover, right?
- [42:10]
C
Yeah, yeah.
- [42:13]
B
Probably three different incidents. Times with Tarot. Right. And for those of you that don't know who Tim is, Tim is the. He was the personal trainer for Michael Jordan. He was the personal trainer for Dwyane Wade. He was the personal trainer for Kobe Burnt. Right. I mean, the guy was. Is just.
- [42:33]
C
He's like a legend, man. Like, I mean, just.
- [42:36]
B
Yeah, he's a total legend. And he wrote a book called Winning, and he wrote another book called Unstoppable, both of which are absolutely fantastic. Right? And so I was sitting with him and I said, if you think back to the. To the Chicago bulls of the 1990s and the late 80s, Jordan got his ass kicked, right? If you really think about it, he, like the. The got manhandled by the Detroit Pistons, right? And I think that's a heyday of. Of basketball was the 1990s, man. Like with the. With the Bulls.
- [43:11]
C
Yeah.
- [43:11]
A
You could actually touch each other.
- [43:13]
C
That's why there's no comparison of Michael Jordan, LeBron James, you know what I mean?
- [43:17]
B
No, my sudden. I go back and forth on LA Flop and. And Jordan, and it's just like, no comparison. Anyway, I'm probably offending some people right there.
- [43:25]
C
Exactly.
- [43:26]
B
Yep. But so check this out. I was sitting with Tim, and I said, hey, Tim, what is the big main difference between those individuals that you have spent time with that are absolutely incredible and those that are just normal? And he said, it's really simple. So here's. Here's what he said. He goes. He asked me. He goes, pipes, what happens when you get knocked out? And I said, well, the obvious answer is you get right back up, right? And he goes, wrong. I said, what? He goes, when you get knocked down, the Greats stay down for a little bit. Really? He goes, yeah, he goes. When Jordan would lose, he would stay down. And there's a. There's a great story of Kobe Bryant, too, if you know this. Like, Kobe Bryant got torched by Michael Jordan. And when he was. When Jordan was playing for the Wizards, right? Bryant didn't talk to his team for two weeks.
- [44:20]
C
Jeez.
- [44:21]
B
Now, not because he was pissed at them, but because he went into a hole and said, I'm gonna figure this out.
- [44:27]
C
Yeah, exactly. He asked why he got that motivation.
- [44:31]
B
What is it that's going on? What's taking place? What do I need to change now? He said, these are. These are the Jordan questions. And I love these Jordan questions, right? There's four questions, and I think everyone, if. If you can, like, first of all, there is no such thing as failure. There is only feedback. And I think that's number one thing that you really need to look at. There's no such thing as failure. Only feedback exists. Right? That when you take that on and you recognize that the failure gives you the lessons that you need, then you want to put yourself in situations where you're not going to get it right. And if you're going to do something that's extraordinary and large, you're going to fail, period.
- [45:09]
C
Yes.
- [45:10]
B
Right.
- [45:11]
C
Constantly.
- [45:12]
B
It's such a critical component for people to truly understand. Is that. So Jordan had four questions, right? Four questions, ultimately, that he went through. All right? And Grover shared this with me. Question number one was this. When. When things don't go the way that you want them to. First question is, how am I responsible? How is it that I am personally responsible for what took place? There's nobody else that. That is responsible for what occurs except for ourselves, right, guys? Because we live in a world right now where we want to point the finger, point the blame, have other people take responsibility. That is the world that we're in, guys, okay? And because of that, people don't grow. We don't grow as a society. We don't Grow as it creates divisiveness between us. Like, we just have those challenges, so we got to take the responsibility. Number two is this. The second piece is what did I do to create it? What is it that I did that created this situation? Okay. Right. So now I'm looking at what are the actions and the steps that I ultimately took that's actually creating this. Number three was right. What is the lesson that I meant to learn in this? Because every single one of those failures has a powerful lesson inside of it. If you can get the lesson, then what it does is it makes valuable what it is that you went through and you can make the adjustment. Then number four is this. Okay. Number four is what are the changes that I need to make to guarantee that this never happens again?
- [46:46]
C
Yeah, it's the heart of a champion right there, dude.
- [46:49]
B
There it is right there, 100%. And if you can do that, then you're going to look at the opportunities and the. That goes sideways and the that goes wrong and you're ultimately going to be able to move from. Because I had the chance to actually spend some time with a woman by the name of Karen Bernard. And Karen Bernardi is. Was during a time when nobody else was selling a boatload of real estate, was selling a couple of hundred homes a year.
- [47:14]
C
Get out of here.
- [47:14]
B
She's. And I said, hey, Kieran, you are so dang successful. And she goes, bill, I. It's not that I'm successful. She goes, I just have learned how to. How to move from failure to failure to failure faster and more elegantly than anybody else.
- [47:31]
C
Yes.
- [47:32]
B
Then she said something. She goes, and for me, success is a series of well managed breakouts, period.
- [47:41]
C
That is a clip right there.
- [47:42]
B
Right there.
- [47:44]
C
That's so similar. Like Cody Sanchez, if she's the person that. Yes. You. She's telling, you know, teaching people how to invest in Main Street America. But she said the best advice she was giving her. One of the pieces of great advice from a mentor very similar, was that he does things just faster than the competition. He executes faster because he's not scared of the failure. He's not overthinking it. And by the time you've thought about it, he's already.
- [48:09]
B
He's already on to the next thing. I love.
- [48:11]
C
Exactly.
- [48:11]
B
I love Cody. She is an absolute and complete. Complete and total beast.
- [48:15]
C
Yeah, she's an assassin, dude. It is wild.
- [48:18]
B
She is a total, complete assassin, guys.
- [48:20]
C
Yeah. I mean, just absolute gold. I feel like, I mean, we're gonna have to have you back. I Want to bring you on to talk to our, all of our agents. Right. And give special access to our agents because there's so much gold that you bring to the table because you have not only the expertise and skill, but the years and years of experience. Right? So it's proven and tested, which is amazing. Can you talk a little bit about your event? Because I would love for people to attend their, your event if they can. I think there's going to be a lot of gold shared there, just like here.
- [48:48]
B
So we have like typically. And you know what, Luke and Josh like, for me, like I'm known as a sales trainer. You know what I mean? That's, that's what I cut my teeth on. I sort of felt like getting. What is the word? Typecast. Right, right. You know, like typecast. If that was what. What was all that I did. We have two events that we lead every single year. One is called a sales power event. It's a script and three day scripts, like intense script training class, you know what I mean? And that script training class is, is intense because you're role playing in the class, et cetera. That is not this class.
- [49:22]
C
Okay?
- [49:22]
B
So like a lot of people have been and seen me speak, right? And really this is what's called our L7 event. I said I want to unpack completely and totally exactly what an agent can do from their lead generation sources, to their marketing that they need to do, to the scripts that they need to have, to the systems and processes, to how to hire their first assistant, how to scale by. By being able to actually hire a buyer's agent, get that buyer's agent or a sales agent up in production. I wanted to just lay out the entire blueprint of 117,000 coaching sessions, you know, over 60,000 hours of coaching and 30 years of experience, you know, with 57 millionaires made, how did they do it? And so we have put together the entire complete blueprint, right? On what an agent needs to do step by step, right? Over the course of the next 24 to 36 months to be able to actually break that million dollar mark. That's why it's called level seven. Right. And so it's a course and it's an event. In Los Angeles, September 12th. We have our seven figure mastermind. That is for all the seven figure earners to be able to attend. Right. The 13th, the 14th and the 15th is the main event. That main event is three days with us unpacking that, but putting people on stage that are experts in that one niche as well too. So we're going to have someone that's in there because we believe in like three pillars of business. Three to four pillars of business that everyone should have to be able to have that stability. Right? Yep. You know, past clients in sphere open houses to be able to actually generate buyer leads and seller leads to be able to actually have online presence. And then I call it dealer's choice. That could be a farming. It could be investors, whatever. Right. There's 21 different lead sources. So we're gonna be putting people on stage, we're gonna be teaching you what to do. I'm gonna giving you the entire blueprint. But then someone's gonna come on stage that has been and is still in the trenches that is an expert at that. Right. That we have personally coached. Right. And bringing in a couple of other great speakers. We're bringing in Buck Wise, who's one of my buddies. That was Grant Cardone, cmo. We're bringing in Michael Bernhoff. That is the key for influence right now in the world was Tony Robinson guy. So we're just stacking it with as much value as we possibly can to be able to say, here's the plan. Here's the people that are doing it. Ask them whatever question that you want. They're going to give you like boots on the ground inside. Right. And then they will. Everyone will walk out of that. Whether they're like new to the business. A year in the business selling 20 homes. But basically it is a design to get you to 70 to 100 homes because that's $1 million over the course of the next 24 to 36 months. Everyone can do it. Most people just don't have the belief or they don't have the plan or they don't have both. Right.
- [52:06]
C
So that's awesome, man. Yeah. I would encourage everybody to check that out. We obviously will put the show in the show notes. I just want to hit you with one more question. We can wrap up. I really appreciate all your time. I know we've gone longer here, but it was. You had to murder.
- [52:20]
B
Kill a dog or two.
- [52:21]
C
Yeah, exactly. Yeah.
- [52:22]
B
So.
- [52:24]
C
But I appreciate, you know, you coming on. I would love, you know, especially because you left. Right. Tom Ferry. It's a great partnership. You guys did a lot of stuff together. Then you went on. I think you went to John Shep, like after that, but I can't remember exactly Right. What would you like looking back, right. In the transition in life, Whether it's that or other things. Right. Maybe in your family, like what advice would you give yourself today that you would do differently? I'm just curious of all your experience in the coaching and then the transitions that you've made, like, major ones. Starting your own. Like, what advice would you go back and tell your younger self at any of those stages? You know, what. What would you tell them?
- [53:05]
B
Stop giving a shit about what other people think of you. Honestly, like, that. That would be the number one thing. Because I look back, you know, that drove me for a little bit, but then it held me back for a little bit, too. I. I believe that the universe is God. Whatever you believe in is absolutely working in my favor and not against me. Right? And everything is happening in the time frame that it should. But if I look back, I think if I wasn't so concerned with that conversation we had on failure, and I wasn't so concerned about looking good, right, I probably would have taken some more risks sooner and early. I mean, guys, I'm 52 years old right now. You know what I mean? Like, I. I am like, you know, I feel like Colonel Sanders starting Kentucky Fried Chicken. So is. It's bananas. And I'm grateful that I'm doing this at this time, because it was when it was meant to happen. Why? Because it's happening right now. However, I probably would have saved myself a lot of sleepless nights worried about what other people think if I really realized they weren't thinking about me at all. And I learned that I had a. Wayne Dyer was one of my mentors for before he passed away. And for those of you don't know Wayne Dyer, he is arguably one of the great spiritualists and psychologists of all time. When he said, if you really knew how little people think about you, you wouldn't care what other people think about you, right? And I was like. And he said that to me, and it didn't really. It resonated. I'm like, okay, cool, I'll write that down. You know what I mean? And then now, a little bit more wisdom, a little bit more time underneath my belt and experience. I look back and I'm like, oh, my gosh, she's so right. You know what I mean? Because we play this game called Looking Good, where we want to look good to other people who aren't even thinking about us. They're busy thinking about themselves. So the whole punchline of the joke is you're busy looking good for people who don't even care, right? And it's. It keeps you from taking the risk and doing the things and taking the actions that you need to. Because all change, all change, all change is going to occur outside of your comfort zone. If you're going to do that, they're going to be some times that you don't look the best. You know what I mean? So, yeah, I love seeing the person that's running on the side of the road that you can tell that they're. They haven't had a commitment to health. Right? Yep. But you see them and I'm like, you know, like, and. And I was. I was with some individuals and this is a while back, and then I started like, oh, look at that person running. And I'm like, hey, shut up. Good for them. Like, look at that. Like, they're taking responsibility for their lives. Man, that's inspiring to me. You know what I mean? Like, that. That right there is someone I would want to spend some time with. Right. And so that's great, you know. Yeah.
- [55:49]
A
Well said.
- [55:50]
C
Yeah.
- [55:50]
A
Bill, thank you so much for joining us. CoachPipes.com is the website and we'll make sure to include links on how to sign up for that summit as well. You can go to staypaidpodcast.com for all of our show notes. If you like this episode and want to show your support, head on over to YouTube.YouTube.com reminder media. Subscribe to the channel and like this video. And the best way to show your support is simply to share this episode with somebody that you know. If you want to get a hold of me or Luke, you can email us@podcast remindermedia.com and follow us on Instagram. We are at Stay Paid podcast for this episode of Stay Paid.
- [56:22]
C
I'm Josh D. Guys, I'm Luke, a great man. It. It delivered Coach Pipes. I knew you would, man. I was super excited for this. Yeah. Really, really have loved your content over the years. You have taught me a lot over the years. So appreciate all that you've given to the industry and love seeing you crush it now with the new coaching thing. I hope everybody goes and checks out your stuff and goes to the event. I would encourage everybody listening to this. I mean, there's so many good takeaways from this, but I always like to give you at least an action item that I know you have to do. And I think one of the biggest action items for you is think about the G3 concept. Think about the grit, the grin, and the growth. Like right now, ask yourself, do you have the grit? Are you showing up doing what you know you need to do, even when you don't want to do it? At the highest level of enthusiasm for long periods of time like that is success in a nutshell. That is what will happen to, you know, that's what you need to have happen to change your business. But very tactically, I want you to put on your calendar two hours of prospecting a day. I want you to put that on your calendar. Make the commitment to that. I promise you, if you do that, I mean, you heard it from Coach pipes himself, conservatively, 16 to maybe 32 or so deals a year. If you just do the fundamentals. That is one of the fundamentals. It's a contact sport. As you know, the difference between top producers and mediocre producers in every business is top producers. Take action. Take action on that today.
- [57:47]
B
Sam.