The Millionaire Real Estate Agent Podcast

Episode 64: The Black Sheep Model by Retired MLB Pitcher Pete Ruiz

Date: January 6, 2025
Host: Jason Abrams
Guest: Pete Ruiz, Retired MLB Pitcher and Top Real Estate Agent

Episode Overview

In this episode, Jason Abrams interviews Pete Ruiz, a retired MLB pitcher who transitioned into residential real estate and built a $150M per year sales business. Pete details his journey from an unconventional path to the major leagues, the parallels between high-level athletics and real estate, and the specific "Black Sheep Model" he uses to revive expired and canceled listings. The discussion centers on strategies for winning in both life and business, with a focus on actionable models, building repeatable systems, and leading with service and discipline.

Key Discussion Points and Insights

1. Pete’s Journey: From the MLB to Real Estate

• Background:
  • Pete describes his unorthodox route into professional baseball, emphasizing grit, resilience, and trusting the process.
  • Lack of initial recruitment, persistence in college (“I asked two times, three times, four times. The fifth time… I threw a bullpen…” — Pete Ruiz, 03:32).
  • His baseball career ended due to a serious elbow injury (13:26).
• Transition to Real Estate:
  • Anticipated the future by prepping for his real estate license while still playing (13:39).
  • Leveraged a connection on Facebook Marketplace to meet industry leaders, leading to a pivotal coaching call with Jason Abrams (14:00–15:24).

2. The Black Sheep Model: Reviving Expired & Canceled Listings

• Three Core Principles:
  • Price: “Anyone that tries to argue that it's not price, it's always price.” (16:55)
  • Preparation: “People eat with their eyes… it’s a beauty contest.” (17:37)
  • Presentation: “Hire a professional photographer… that’s your level of service.” (18:27)

Step-by-Step Model:

1. Data Mining & Compliance:
   • Extract expired or canceled listings only after their MLS status changes (19:09).
   • Scrub contact data for TCPA/DNC compliance (19:34–19:56).
2. Initial Outreach Script:
   • “Would you be willing to interview another agent to see another perspective...?” (19:56)
   • Handle objections with confidence and value ("I will. When you give me the ability to market your home." — 20:23).
   • Maintain respect for prior relationships and push for a value-based meeting: “If we sit down and you don’t like what you hear, you’ve lost 30 minutes…” (20:36).
3. Conversion & Follow-Up:
   • Realistic timelines: “It takes six months. My favorite ones… we have a tenant in there for 12 months… [I] database note… follow up the next year.” (21:16–22:13)
   • Standout follow-up is key: “No other agent's gonna follow up with them on that. No one. It's a gold mine.” (22:13–22:19)

Pre-Appointment Framing:

• Brand as “The Black Sheep”: unique, different, vertically integrated (custom merch, cultivated white sweatshirts, memorable presence) (22:28–23:15).
• Pre-listing presentations are digital, showcasing pricing tiers, staging, and in-house services.

3. The Secret Weapon: Staging as a Mandate

• Non-Negotiable:
  • “If our clients are not willing to work with our designer or stager, we don't take the listing.” (23:41)
• Owned Staging Company:
  • “We own a staging company. We got 5,000 sq. ft. of warehouse... a design team. We own all our own furniture.” (25:36–25:47)
  • Cheaper and dramatically streamlines listing prep + allows next-day turnaround (26:07–27:04).
• Marketing Impact:
  • Word-of-mouth, branded moving trucks, seller package (29:40–30:21).

4. Streamlined Value and Clarity in Communication

• Focused Pitch:
  • “Three things: Price, Preparation, Presentation. That's it.” (30:55–31:00)
  • Tangible commission/package options modeled after service industry transparency (from a car wash menu — 31:00).
• Supporting Both Sellers and Buyers:
  • Empathy for expired/canceled sellers: “A lot of people… have their whole life savings tied up and… now they feel illiquid and they're stuck…” (32:53)

5. Mindset: The “First Rounder” Attitude

• Mental Recalibration after Sports:
  • “Don’t ever act like you don’t belong, ever.” – advice from Josh Beckett (36:37)
  • Applies MLB lessons on perseverance, self-leadership, and focus to business (35:44–36:54).
  • “The promise that I made to myself was, have a first rounder mentality for the rest of your life. That's it.” (36:54)

6. Purpose-Driven Life and Family

• Work-Life Balance:
  • Early years: focus on growth, traded time for career (38:18).
  • Now: large team/on-staff admin = more family time, never missing kids’ events (38:18–39:36).
• Raising Grounded Kids:
  • Accountability, money lessons, investing basics, “I'm rich, you’re not” attitude channeling Shaquille O'Neal (40:25–41:45).

7. Jason's Takeaways and Audience Guidance

• Summary of Pete’s Model:
  • Compliant, relationship-oriented prospecting.
  • Relentless focus on value: price, preparation, presentation.
  • Willingness to niche down and serve a very specific need.
• Motivational Close:
  • “Anyone can pick up and take his model and put it into action in your marketplace today, but few will.” (43:36)
• Tim Hile Reference:
  • Value of offering specific solutions, not general ones (43:20).

Notable Quotes & Memorable Moments

• On Building Routine:
  • “You are 100% the CEO of your own mind, body, routine...” — Pete Ruiz (11:05)
• On Not Deviating from Process:
  • “If you adjust your routine based on a result, now you're just superstitious.” — Pete Ruiz (11:51)
• On Expireds as Opportunity:
  • “No other agent's gonna follow up with them on that. No one. It's a gold mine. It's crazy. And no one does it.” — Pete Ruiz (22:13)
• On Staging as a Requirement:
  • “If our clients are not willing to work with our designer or stager, we don't take the listing. Hard stop.” — Pete Ruiz (23:41)
• On Mindset After Baseball:
  • “The promise that I made to myself was, have a first rounder mentality for the rest of your life. That's it.” — Pete Ruiz (36:54)
• On Children and Wealth:
  • “I drop the Shaq [Shaquille O'Neal] on them every now and then—I'm rich, you're not.” — Pete Ruiz (41:35)
• On Value Clarity:
  • “Three things: Price, Preparation, Presentation. That's it.” — Pete Ruiz (31:00)

Timestamps for Key Segments

• Intro & Pete’s Baseball Story: 00:06–09:22
• Baseball/Real Estate Parallels: 11:05–13:19
• Exit from Baseball & Real Estate Entry: 13:19–16:55
• Breakdown of the Black Sheep Model: 16:55–19:09
• Expired Listing Prospecting Scripts & Objections: 19:56–22:13
• Follow-up and CRM Best Practices: 22:13–22:19
• Branding & Pre-Listing Process: 22:28–23:54
• Staging Company Details: 25:36–27:04
• Package Transparency & Communication: 30:55–32:53
• Mindset Shift & “First Rounder” Mentality: 35:44–36:54
• Family Balance & Accountability: 38:18–41:45
• Jason’s Wrap, Key Messages: 42:03–44:36

Final Thoughts

Pete Ruiz’s "Black Sheep Model" flips the challenge of expired and canceled listings into a systematic, high-value, repeatable niche. His approach—grounded in discipline, routine, and relentless value—demonstrates that the habits and mentality honed in professional sports can directly drive real estate excellence. Key takeaways include the necessity of precise process, non-negotiable standards (especially around staging and presentation), and the continual need for personal accountability and leadership both in business and life.

For further breakdown, actionable checklists, and model details, sign up for the show notes at mreanotes.com.

Memorable Quote to End:
“Anyone can pick up and take his model and put it into action in your marketplace today, but few will.” — Jason Abrams (43:36)