The Leadership Mistake That’s Killing Your Business (And How to Fix It) | Cody Hofhine

Summary

The Science of Flipping: Episode Summary
Episode Title: The Leadership Mistake That’s Killing Your Business (And How to Fix It) | Cody Hofhine
Release Date: March 14, 2025
Host: Justin Colby, Bleav

---

Introduction

In this compelling episode of The Science of Flipping, host Justin Colby welcomes seasoned real estate investor and thought leader, Cody Hofhine. Together, they delve deep into the critical leadership mistakes that can undermine a business and explore actionable strategies to rectify them. Drawing from over a decade of experience, Cody shares invaluable insights on personal development, effective delegation, and building a thriving real estate franchise.

---

Background and Journey to Leadership

Cody Hofhine sets the stage by recounting his journey in the real estate industry. From humble beginnings selling vinyl fencing to partnering with Mark Stubler, Cody's path highlights the unpredictable yet rewarding nature of real estate investing. Reflecting on his early experiences, Cody emphasizes the importance of embracing opportunities as they arise, even when the reasons behind them aren't immediately clear.

Cody Hofhine [02:57]: "Sometimes I sit there and pinch myself wondering how it all happened step by step. Life had to perfectly happen for me."

This perspective underscores the necessity of resilience and adaptability in building a successful business.

---

The Core Leadership Mistake: C-Class Leadership

A central theme of the episode is the prevalent leadership mistake—being a C-class leader. Cody explains that many leaders focus excessively on external strategies like marketing channels, neglecting the internal aspects of personal and team development.

Cody Hofhine [05:06]: "I've learned that it's less to do about external strategy and more to do about internal mastery. The business is just a byproduct of who we're becoming."

Cody stresses that personal development is foundational to business growth. Quoting Jim Rohn, he states:

Cody Hofhine [05:21]: "Jim Rohn says, rarely does a man's income exceed his level of personal development."

---

Internal Mastery: Cultivating Personal Growth

Delving deeper, Cody discusses the significance of internal mastery—enhancing one's mindset, habits, and overall personal well-being. He advocates for a holistic approach where personal growth directly influences business success.

Cody Hofhine [06:30]: "It’s about developing them as human beings because the business will only go and grow to the level of your commitment to your personal development."

He highlights mentorship and continuous learning as pivotal elements, referencing influential figures like Robin Sharma and John Maxwell.

---

Effective Delegation and Building a Strong Team

Transitioning from personal development, Cody emphasizes the importance of effective delegation. He distinguishes between mere delegation and true leadership by outlining the necessity of accountability and support.

Cody Hofhine [25:28]: "True delegation. That's true leadership. Is when those Captain Dan Wines pop out in your company and they care about your business more than you care about your business."

Cody shares his own challenges with delegation, admitting past mistakes and illustrating the evolution towards a more structured and supportive leadership style within Joe Homebuyer.

---

Communication: Delivering Hard Truths with Empathy

One of the standout discussions revolves around handling difficult conversations with team members. Cody and Justin explore the balance between honesty and compassion, advocating for transparency while maintaining respect.

Cody Hofhine [18:39]: "Have you heard about the book 'Crucial Conversations'? It talks about how these conversations have to be had. They’re not going to be fun, they're going to be awkward, but they’re necessary."

Cody recounts personal anecdotes where delivering tough feedback led to improved performance and strengthened relationships, reinforcing the idea that honest communication fosters a culture of growth and accountability.

---

Enhancing Lead Conversion through Live Answer Rates

Shifting focus to business strategies, Cody outlines the importance of optimizing live answer rates to boost lead conversion in real estate. He details Joe Homebuyer's approach to ensuring that every incoming call is answered promptly, thereby increasing the chances of securing deals.

Cody Hofhine [35:03]: "We started tracking this. We're probably around 50 percentile when we first tracked this. And we're like, what if we improve this? What would it do to our metrics?"

By elevating their live answer rate to over 96%, Joe Homebuyer has significantly reduced lost opportunities and enhanced overall business performance.

---

Building a Collaborative Community

A recurring theme is the power of community and collaboration. Cody champions the idea that success in real estate—and business at large—comes from working collectively rather than in isolation.

Cody Hofhine [48:56]: "This year for me is a collaborative year. And I don't mean that it stops at the end of the year. I mean moving forward."

He discusses upcoming events and initiatives aimed at fostering a supportive and interconnected franchise network, highlighting the importance of sharing knowledge and resources to achieve common goals.

---

Upcoming Joe Homebuyer Events and Future Vision

Looking ahead, Cody shares exciting plans for Joe Homebuyer, including the launch of an annual event designed to unite franchisees and industry experts. This event aims to inspire, educate, and empower participants through workshops, keynote speeches, and networking opportunities.

Cody Hofhine [47:16]: "We have industry experts, like Brent Daniels and Jerry Norton, joining us to speak and share their insights."

Cody envisions Joe Homebuyer continuing its growth trajectory by adding 40 new franchises in the coming year, ensuring that each new member aligns with the company's values and commitment to excellence.

---

Conclusion: Embracing Leadership for Business Success

The episode concludes with Cody and Justin reinforcing the core message that effective leadership is rooted in personal development, honest communication, and a collaborative spirit. By addressing internal shortcomings and fostering a supportive community, real estate investors can overcome challenges and achieve lasting success.

Cody Hofhine [44:00]: "It's the whole thing. It is the whole mind, your body, your fitness, your faith, your business—all of that gets wrapped up into your business being successful."

Listeners are encouraged to prioritize personal growth, build strong teams, and engage meaningfully with their communities to transform their real estate ventures into thriving, scalable businesses.

---

Notable Quotes with Timestamps

• Cody Hofhine [02:57]: "Sometimes I sit there and pinch myself wondering how it all happened step by step."
• Cody Hofhine [05:06]: "I've learned that it's less to do about external strategy and more to do about internal mastery."
• Cody Hofhine [05:21]: "Jim Rohn says, rarely does a man's income exceed his level of personal development."
• Cody Hofhine [25:28]: "True delegation. That's true leadership."
• Cody Hofhine [18:39]: "These conversations have to be had. They’re not going to be fun, they're going to be awkward, but they’re necessary."
• Cody Hofhine [35:03]: "What if we improve this? What would it do to our metrics?"
• Cody Hofhine [48:56]: "This year for me is a collaborative year."
• Cody Hofhine [44:00]: "It's the whole mind, your body, your fitness, your faith, your business—all of that gets wrapped up into your business being successful."

---

Key Takeaways

1. Prioritize Personal Development: Internal mastery and continuous personal growth are crucial for business success.
2. Effective Delegation: Transition from a solopreneur mindset to empowering and accountable leadership.
3. Honest Communication: Addressing challenges with honesty and empathy strengthens team dynamics.
4. Optimize Business Processes: Improving live answer rates can significantly enhance lead conversion and business metrics.
5. Foster Collaboration: Building a supportive and interconnected community is essential for scalable growth.
6. Continuous Learning: Engaging with mentors and industry experts fosters ongoing improvement and innovation.

---

For aspiring real estate investors and business leaders, this episode offers a robust framework for identifying and overcoming common leadership pitfalls. By embracing the principles discussed, listeners can steer their ventures towards sustained growth and prosperity.

Transcript

[Multicare Representative]

Our state has changed a lot in the last 140 years. We know because Multicare has been here guided by a single making our communities healthier. That comes from making courageous decisions, partnering with local communities to grow programs and services, and expanding healthcare access to those who need it most. Together, we're building a healthier future. Learn more@ multicare.org.

[American Express Representative]

From taco night in Tulum to Sushi in Tokyo, every bite is rewarding and postworthy with MX Gold's 4X Membership Rewards points at restaurants worldwide. Wherever you dine, points are piling up. So bring your friends along for your next course. Because it's not all about the posts, it's about the company and the memories. How can Gold from Amex sweeten your next food moment? Learn [e-mail] Explore Gold terms and Points Cap apply Get more than you expect with the $5 meal deal. Part of new McValue 5 gets you a McDouble or McChicken and a small fry and a small drink and a four piece McNuggets. New McValue at McDonald's. Prices of participation may vary. McDouble Meal $6 in some markets for a limited time only.

[Cody Hoffine]

Still treating your real estate business as a side hustle? At Joe Homebuyer we help real estate entrepreneurs scale to full time with right strategies, training and community. Join a winning community of go givers. Get access to weekly strategy calls, leadership training and industry expert masterclasses. Plus we'll help you get more deals across the finish line and increase your profits. If you want to stop grinding and start growing. Joe Homebuyer is your competitive edge. What is up the Science of Flipping Family this is a great episode. Now he and his business partner on separate episodes because they functionally run separate parts of the business. Today I have my guy Cody Hoffine. He is one of the original leaders, thought leaders and simply one of the experts for years, well over a decade along with myself in the space of real estate investing. And I have Cody here with me today. Brother, what is happening?

[Guest Speaker]

Dude, I'm so excited to be here. I was fired up. I landed in Miami. Never been to Miami to like actually stay here be here. We're only here for one night now I'm wishing here wear more nights.

[Cody Hoffine]

Dude, it's. I wish you were here more nights too.

[Guest Speaker]

It's.

[Cody Hoffine]

It's a great place to be right now.

[Guest Speaker]

And it's raining though. Why is it raining? Come on as Florida. All right, all right.

[Cody Hoffine]

So listen, you and I have been around a long, long time Together.

[Co-Host]

Yes.

[Cody Hoffine]

You were one of the original members of Wholesaling Inc. Yep. You've done however many thousands of deals, you've been a leader to how many thousands and tens of thousands. You are now the co owner of Joe Homebuyer and you have a franchise with over 80 franchisees.

[Guest Speaker]

That's right.

[Cody Hoffine]

How the hell did that all come about?

[Guest Speaker]

I wish I could say as a genius. So sometimes I sit there and pinch myself wondering how it all happened step by step. I. I think this goes back in just general life. And I think you could probably pin it to your own life is life had to perfectly happen for me. And you start with working for a dad and then realizing when 09 hit and the economy, he's in construction. So we were building all these big massive commercial buildings.09 market crashes. And I. He wanted to keep paying me because he's just an incredible dad, an incredible mom. But I couldn't let him do it. So I went and got of all things, a sales job selling vinyl fencing. This is how I met Mark Stubler, my business partner. So. So you start to see how this all pans out, works out. When you look backwards, you can see everything. Like hindsight. It's all 2020 vision. But as you're moving forward, sometimes it's like you don't know how to connect the dots. You don't know why they're actually the reason a little bit. Right.

[Cody Hoffine]

That's when you say, why is this happening to me right now? Internally. That's what most people say. They have to reframe it. It's happening for you.

[Guest Speaker]

Absolutely happening for you. Even though. Even though you can't see it in the moment when you look back, you're like, I had to do it. You don't. It was hard. It was hard.

[Cody Hoffine]

If you didn't have Wholesaling Inc. No.

[Guest Speaker]

No.

[Cody Hoffine]

You didn't leave Wholesaling.

[Guest Speaker]

Yeah. And I don't have Wholesaling Inc. If I didn' insurance. Because insurance allowed me to ensure all these real estate investors. I was the one of the largest agents like insuring like specifically fix and flip investors. And I would go to these meetings all the time. Like non stop.

[Co-Host]

Yeah.

[Guest Speaker]

And I would never listen to real estate. All I'd hear is I have three rentals. I'm like, ah. That's three impulses. That's three brand new policies. I'm gonna go meet that guy.

[Co-Host]

Yeah.

[Guest Speaker]

I never once heard I made 50,000 on this though. I made 80,000 on this though. I Made 20,000. Never once heard it. All I heard was three more homes that I get to insure and make $400 a year on those policies.

[Cody Hoffine]

Yeah, yeah. You know, listen. Some people would say get singular focused and you'll have great results, which is true.

[Co-Host]

Yeah.

[Cody Hoffine]

But sometimes you got to open. You got to kind of open up your ears a little bit and say, okay, what am I not hearing?

[Guest Speaker]

Yeah, right.

[Cody Hoffine]

Which is that. Which is. You're like, oh, there's three fix and flippers here that, you know. And so let's talk about. You know, you are brilliant in the space, and you've been around for a very long time about leading people.

[Co-Host]

Yeah.

[Cody Hoffine]

And now you have 80 franchisees that you get to lead and bring to the promised land, so to speak, within the real estate space. Investing in wholesaling, fix and flipping. Talk to. Talk to us a little bit about what it takes to, like, run a company that has 80 people depending on you.

[Co-Host]

Yeah.

[Guest Speaker]

I think in most cases, in. I think you probably see this in coaching. Someone's coming to you for that silver bullet. It's like, what is the one marketing channel that will produce X amount of leads and produce X amount of deals every single month? And here's what I have learned over the years. I've learned that it's less to do about external strategy and more to do about internal mastery. Like, the more we work on ourselves, our business, just a byproduct of who we're becoming. Either A. So Jim Rohn says, rarely does a man's income exceed his level of personal development. Right. And so the commitment for me is, how do I teach each one of our Joe franchise owners? How do I teach them and develop them into becoming just incredible leaders and do the work inside? Like, how do we help them have stronger mindset? How do we help them have better habits and not just serve them, but also serve their business and their family? Like, these are things that are not being taught, I think, just out there, everywhere. Sometimes it's that even with Wholesaling Inc. We were really good at teaching people how to get their first deal, but we really didn't go deep. A mindset or someone that's fearful of spending more than $100 on direct mail. Like, that was tough.

[Co-Host]

Yeah.

[Guest Speaker]

We.

[Cody Hoffine]

A hundred dollars. Remember those days?

[Guest Speaker]

Oh, my goodness.

[Cody Hoffine]

Dollars on direct mail.

[Co-Host]

Yeah.

[Guest Speaker]

And you get a deal.

[Co-Host]

Yeah.

[Cody Hoffine]

Wild.

[Guest Speaker]

Now you can't even get a click for $100.

[Cody Hoffine]

No.

[Guest Speaker]

But yeah, it's. It. Times have changed, but it's. It's making sure that we are developing them as human beings because the business will only go and grow to the level of your commitment to your personal development. And I've seen this, and that's why I work heavily with incredible mentors in my life that are better than me. I'm. Some of the things that I'll share on the podcast know that I sit on the shoulders or stand on the shoulders of great people that have taught me this stuff. Robin Sharma, one of those dear mentors slash friends now that I, I love learning from all the time, because he's kind of helped me realize, like, don't do this victory on your own. There's nothing worse than doing a climbing. We're all climbing our Mount Everest, right?

[Cody Hoffine]

Yeah.

[Guest Speaker]

There's nothing worse than getting to the top and realize no one's there with you. You didn't bring your family along with you, your wife, your kids with you. It's like, that's an empty victory. And so I totally build it in a way that you can still have incredible balance in life and doesn't mean equal time in all areas, but that we're present in all areas with the time that we have.

[Cody Hoffine]

Yeah. You know, listen, I, I say it, and it's slightly different, but the reason why I reframed coaching for myself is I don't want to get rich off people and be at the top of the mountain with no one around me.

[Co-Host]

Yeah.

[Cody Hoffine]

I want to get rich with people.

[Co-Host]

Yeah.

[Cody Hoffine]

And we're all at the top of yeah. Right. And that's a big passion of mine going into 2025. Right. And I know this is you and Mark's big passion as well, is not do it, you know, or, or do it with everybody, not just teach everybody and say, hey, go do this thing. Right. You said something that kind of triggered a thought I had over the last week is the, the idea of like, inter value, intra value versus enterprise value. A great friend of mine, Cole, said that to me this week, and I was like, that is.

[Guest Speaker]

I'd love to hear more about where you're going with this.

[Cody Hoffine]

Well, the value you see within yourself and respecting yourself to have your mind and your body and mindset. Your body.

[Co-Host]

Yeah.

[Cody Hoffine]

Your inner person, your faith, your belief system in alignment with what you actually want. And that is where you usually will talk about the business side, the money side, the finance side. Right.

[Co-Host]

Yep.

[Cody Hoffine]

And if you can put your intra or inter personal value in alignment with your enterprise value, the business, the finances, then you can actually achieve that.

[Co-Host]

Yeah.

[Cody Hoffine]

But if it's incongruent, it's going to be lopsided Right. So if you only focus on business and money, you might make a whole ton of money, but you might be overweight, overworked, stressed out, unpatient, no relationships.

[Guest Speaker]

Exactly.

[Cody Hoffine]

Right. So let's talk, let's talk about how you bring that to the table for Joe homebuyer Franchisees.

[Guest Speaker]

Okay. So example last Thursday. So every Thursday I get to do a call with our franchisees. And it's always built around personal development. So they know my call is just going to be personal development. It's like the, we call it the chocolate covered broccoli. Right. Like no one wants broccoli, so you got to, you just got to hide the broccoli and the chocolate.

[Cody Hoffine]

Right?

[Guest Speaker]

Yeah, yeah. Give them what they think they want, but given what you know they need. Right. And so last week we went over five daily non negotiables. Some of those are, for example, read 10 pages daily. There's so many great people out there. In fact, I would assume you read a ton.

[Cody Hoffine]

Yeah.

[Guest Speaker]

And if not, you're probably doing a ton of audio. Audio.

[Cody Hoffine]

Audiobooks are my thing. Like on the way here.

[Co-Host]

Yep.

[Cody Hoffine]

I will tell you, I listened to two just because I want to highlight this.

[Guest Speaker]

Right.

[Cody Hoffine]

Brand it like Sirhant.

[American Express Representative]

Yep.

[Cody Hoffine]

Because I think he is our generational branding genius.

[Guest Speaker]

Okay.

[Cody Hoffine]

Okay. So I'm like, what does he have to say about this brilliant book, by the way? If you guys care about brand new book and then the. What was it? Undo. I'll look at it right now. But basically, if things aren't working, how do you change?

[Co-Host]

Yeah.

[Cody Hoffine]

I think it's called undo.

[Co-Host]

Okay.

[Cody Hoffine]

On my book anyways. Because I'm always looking to get better.

[Guest Speaker]

Yes. And the, the great people have already lived an incredible life, have left success clues for us all along the way. And they write them in these books.

[Cody Hoffine]

That's right.

[Guest Speaker]

And it's available to everyone. Elon Musk.

[Co-Host]

Yeah.

[Guest Speaker]

He read 10 hours a day as a kid. Look what he's doing in the world today.

[Cody Hoffine]

Totally.

[Guest Speaker]

Like he read the Britannica, the whole Encyclopedia Britannica before he's nine years old. Reset of the book.

[Cody Hoffine]

Reset.

[Guest Speaker]

Reset.

[Cody Hoffine]

And things aren't going the way you're trying to make them go. How do you actually press reset so you can achieve what you want?

[Co-Host]

Yeah.

[Cody Hoffine]

By Dan Heath. He's already a three time bestselling author. Right. Like, yeah. The great people are always trying to learn.

[Guest Speaker]

Always trying to learn. Warren Buffett. I would consider him already a great. A great. A great. Still spends eight hours a day reading.

[Cody Hoffine]

Isn't that well now it's because you have nothing else to do. He's on a whole different planet of, of what he's doing.

[Guest Speaker]

Yeah. But it's just, it's, it's, that's some of the daily non negotiables. Working outs, like bringing your body to a sweat, working out 45 minutes a day. Make that a daily non negotiable. And so they're not coming to me to say, hey, my marketing's out of sync. What do you think I should do? I'm like, I don't know. But have you moved your body today? Like, have you drank water? Have you gone out there and done these things?

[Co-Host]

Yeah.

[Guest Speaker]

And like, no, we haven't done those things. You've got to do those things. Like the business is only as good as you are treating yourself. And they're like, oh man, I'm so tired. I'm like, it's 3:00pm that's right. Like you, we got to get in shape.

[Co-Host]

Yeah.

[Guest Speaker]

Like we got to make sure we're making the right. So even though they think it costs time to go to the gym or it costs time to do some of these habits. No, those are the things that will give you the energy to do the business. And what the business requires.

[Cody Hoffine]

Investment. You, you know, I'm going to say something you already know, but it's an investment. Right. So I wake up every day at 5 so I can get to the gym. You have four kids. I have two.

[Guest Speaker]

So I have to wake up at 5 because of what you just said, four kids.

[Cody Hoffine]

So I know Justin doesn't get any gym time or get to focus on Justin time or sit in silence. Because we never get that.

[Guest Speaker]

No.

[Cody Hoffine]

If I don't wake up before everyone else, I know that to be true, but because by the time my day is done, I'm zapped.

[Guest Speaker]

Right.

[Cody Hoffine]

So now what? Now where's my gym time? Where's my focus time? And it's an investment in the cost. I don't want to pay the cost of whatever. That's even the wrong word. That's already the broken mentality. Thinking about it is the investment in yourself. Because the age old saying is you have to fill up your cup first to be able to pour into others. Right. And so that is an investment in yourself.

[Guest Speaker]

That's all else. That's right.

[Cody Hoffine]

As you know, accurate data and meaningful conversations with sellers drive revenue. In real estate, if you can't reach the right homeowner or property, nothing really matters. At Quality Skip, we provide you with the most reliable up to Date data to ensure you connect with the right people every single time. Our premium skip tracing services delivers precise verified matches at just $0.06 per match, a rate far below most competitors, yet with superior accuracy. Whether you're a seasoned investor or just starting out, our services maximize your results by turning quality data into more leads, which equates to more deals and ultimately greater profits. Our proven process ensures you never miss a motivated lead thanks to real time updates and unmatched data quality. For a limited time, use coupon code SOF for scienceof flipping. To receive an extra 10% off, let quality skip empower your business experience. The Quality Skip difference visit quality skip.com now.

[Guest Speaker]

No, I'm 100% with you. It is. It is what I love doing each and every day. It's, it's. I just think and talking about my wife the other day, I was like, what's amazing is I get paid to do what I love to do and it's just sit and read. Like sit and like study and write out models and business models and be mentored by just great people.

[Co-Host]

Yeah.

[Guest Speaker]

Think about an example. Do you know Dan Martel? Of course. Have you been on your podcast?

[Co-Host]

Yeah.

[Guest Speaker]

Okay. So Dan Martel, he taught a principle to me that I still use each and every day with my kids. I use each and every day with our Z's. And that is the one, three, one principle like, I love. It's one of my favorite principles. It's great, is everyone's going to come to you with a problem. And so these, these franchisees, they come to us like, oh, our acquisition manager, it's just not working. I got rid of them and I'm like, are they not working? Or is like the communication on what they needed not working? And sometimes it's hard for them to really look in the mirror and realize the problem is themselves.

[Cody Hoffine]

And so that frame, sometimes you mean like 99 of the time, it's more than not right.

[Guest Speaker]

Like, it's hard. We had to go through this. Me and Mark had to eat humble pie. We had our first hire and it would have been easy. Well, I did say it. I'm guilty of it. I'm like, that acquisition manager sucked. Like, it just sucked as a C player at best. But really what I'm saying is I'm in C leader at best because you're only attracting who you are. And so when people are like, you got to have a players, like, you've got to do whatever you can to get a players, that's great. But if not a leader, they're not staying. You can convince them. You might con them. Just like someone comes to an interview and cons you on, hey, I'm this person. I'm this person. Then first day of work, you're like, wait a second, this is, this is nowhere. Who just interviewed yesterday. Right. They're not going to stay a players are looking for a leaders. They want to know people know where they're going. They're not going to stay long. And so if I want a players on my team, me and Mark, we had to do the work. And it wasn't easy. It wasn't easy to look in the mirror and realize I was the problem. I was the bottleneck. I was the reason why C class talent was working for our business because I was a C class leader.

[Cody Hoffine]

Well, and to finish the Dan Martell thought, right. What are the three solutions to said problem?

[Co-Host]

Yeah.

[Cody Hoffine]

And the other we'll figure out what is the one answer.

[Guest Speaker]

That's right. How hard is that as a leader, though? Many of them don't do it. They just want to put out the fire. That's what we're trained to do, is speed to this. Speed to this. We have Amazon our fingertips. We have all this easy stuff that makes life so easy. But leadership is not speed to the problem. It's slow. It's taking time. And saying, hey, Justin, you say there's a problem.

[Cody Hoffine]

Where you at my house last night.

[Guest Speaker]

You?

[Cody Hoffine]

And my wife said so my wife was just saying something similar about me.

[Co-Host]

Yeah.

[Cody Hoffine]

She. Because I'm dealing with a really unfortunate real estate problem with the bad contractors. Yeah, really unfortunate. And she said, if you were a little bit slower and a little bit more patient, would you have even hired that contractor? And the honest truth, when I really had internalized that question was like, no, she's right. She's right. Right. And that's the point. As a leader, sometimes you're just like, go and let's just be going up. We gotta just, we just bought the apartment, we gotta get the contracting. We gotta. Right. And so taking some time, being methodical, but doing it and doing it efficiently.

[Co-Host]

Yeah.

[Cody Hoffine]

Is really important. And that's, you know, that is what takes you from growth to scale. Right. So Joe Holmbayer takes investors doing deals that need to grow and then they can grow in scale, but it's also run fast. Also slow down. Like, slow down to run fast. That's your idea, right?

[Guest Speaker]

That's right.

[Cody Hoffine]

And that's crucial.

[Guest Speaker]

And I think of, I think of when it comes to, when it comes to leadership in General, it's not going to be easy. It's the hardest work. Do you know Anthony Trucks?

[Cody Hoffine]

I don't.

[Co-Host]

Okay.

[Guest Speaker]

So a friend of mine, Anthony Trucks, goes and speaks all over on stages and he calls it the dark work. Right. He says it's not easy, it's hard. It's the hardest work out there. So it's not fun. What I do is not the fun work. It's fun for me, but a lot of people don't want to hear it.

[Cody Hoffine]

It's harder for them. Right.

[Guest Speaker]

So then they want to think it's the, it's the marketing. They want to think it's the. It's the acquisition manager. They want to think it's. Well, it's because this is off or.

[Cody Hoffine]

The lease or is the market or is the interest rates or it's the neighborhood or is the correct. And that's the challenging part is like you have to get their buy in to say, do you. Are you good with me just really hitting you in between the eyes? Because I'm objective to this.

[Guest Speaker]

This is where I get really good.

[Cody Hoffine]

I want to help you. I don't have any, any significant interest in you flipping that home. I want you to flip it and win.

[Guest Speaker]

That's right.

[Cody Hoffine]

Let me tell you why you aren't.

[Guest Speaker]

That's exactly right. So we've had experiences and Mark knows, like if there's a message that's to be delivered, that's you, I get to deliver it.

[Cody Hoffine]

Okay, so how do you deliver that? Let's, let's talk to the leaders of the group or wannabe leaders.

[Co-Host]

Yeah.

[Cody Hoffine]

How do you take a really hard message that you have to deliver to anybody?

[Co-Host]

Yeah.

[Cody Hoffine]

How do you frame it?

[Guest Speaker]

Okay, so there's a book out there, first and Foremost to kind of reference to this Crucial conversations. It's one of the greatest books around this.

[Cody Hoffine]

Okay.

[Guest Speaker]

And it just talks about these conversations have to be had. They, you just have to have them. They're not going to be fun. They're going to be awkward. But something changed. When I really love the individual because I asked for their permission. Hey, are you okay that I'm going to tell you things? And it may be things that you, you may not like to hear, but are you okay if I tell you the honest truth right now? And they're like, yeah, tell me.

[Co-Host]

Yeah.

[Guest Speaker]

And so I get their permission first and foremost and then I tell them it. And I don't mince words. I don't think. Well, what I kind of noticed is like, no, it's like you just Say it and you have to say it. Here's what I noticed. Yeah, you always want to blame the leads. You always want to do this. You always want to do this. That's not going to get you anywhere. That's a victim mindset. Victim mindsets don't get anywhere. Do you want to be amongst the winners or do you want to be amongst the losers? What is your answer? And like, well, I want to be a winner. Can you see how that's a victim or do you. Are you mad at me right now for telling you that's a victim mindset? No, no, that totally makes sense. They know I love them. I get away with it because I honestly love them. And I say that, I reference it many, many times. You know, I'm saying this, Justin, because I love you, dude.

[Co-Host]

Yeah.

[Guest Speaker]

I love you too much to see you go down this road because you're better than this. Yep. You're way better than this. And I just call him out.

[Cody Hoffine]

It's not the fun conversations, but it's the real conversation. It is in more often than not. That person endears you more, loves you more percent at the end of it all in their spittle, they're like, cody, I want to punch you in the face.

[Guest Speaker]

We had a guy that it wasn't working out right. For the franchise. It wasn't working out right. I had to deliver the hard message and I had to call him out and it was a heated up conversation. I had to call him out. And then at the end a phone call came in directly from this individual saying, I am so sorry. You're absolutely right. I'm so sorry. I should have never said that. But they know I love them. Even though it wasn't working out and it wasn't the greatest situation. They know I love them. They know I love them dearly.

[Cody Hoffine]

It's, it's. I mean, and especially as guys like we always want to fix the problem and don't want to help, we want to just fix it versus help them fix it.

[Co-Host]

Yeah.

[Cody Hoffine]

And that isn't a good leader. A good leader doesn't come in and just fix the answer like we were just talking about Dan 1:3:1 is because he's not sitting there just fixing.

[Guest Speaker]

That's exactly right.

[Cody Hoffine]

Give me the three solutions. We together we'll figure out what is the best solution.

[Guest Speaker]

That's exactly right.

[Cody Hoffine]

Right.

[Guest Speaker]

That's exactly right.

[Cody Hoffine]

Give another book or two. I mean, I just love leadership. I mean it's just something. Give another book or two that you think would be helpful for People. I love that book.

[Guest Speaker]

Great principles come from Robin Sharma. So if you love anything Robin Sharma, like, he's my favorite. So he has the 5am Club that breaks down in like a fake story, principles. But then he has his eight forms of wealth, which is unreal. And then he has. Oh, what is his other one?

[Cody Hoffine]

Well, just go look him up.

[Guest Speaker]

He has another one. Robin Sharma. His books are my favorite. The other one I love, I love all of Jim Rohn's books. What's the one we give out to our group? Leading an inspired life. Leading an inspired life. It's so easy. His books are great because when he writes them, it's a principle. It's 1, 2, 3 pages and it's over. I hate personally, at least my mind. I don't know how your mind works. My brain needs to finish like the chat. I hate mid chapter or I what the beginning chapter is about, right? So I. And I hate what people are like. I have this chapter and it's 20 pages. I, I hate those books. So this is bite size. So you can sit there, read it and then just stew on it and journal about it, whatever it is. And then the next day I do another one. John Maxwell. All of his books, he's the greatest. Like that guy is the og. That guy's the original. When it comes to leadership, he has over 80 books now. He's actually mentored me and Mark and yeah, an incredible human being.

[Cody Hoffine]

Attention real estate enthusiasts and investors. Are you ready to transform your investment strategies and skyrocket your returns? Join Jason Hartman and his team at Empower Investor Live. This isn't just another conference. It's your gateway to mastering the art of property investment with insights and strategies from the industry's best. Including our host, Jason Hartman. Keynote speakers include Sharon Lechter, Mike Maloney, Tom Wheelwright, and more. There's no sales pitch, just real, innovative, actionable content and tools. Whether you're a seasoned investor or just starting out, you'll discover secrets to creating lasting wealth through real estate. Know what is coming next. Learn market trends, innovative tools and network with fellow investors. Secure your seat now and be a part of the movement that shapes the future of real estate. Empowered Investor Live is the opportunity to make 2025 the year you break all barriers to success. Visit Empowered Investor live.com today for your ticket to financial freedom. Don't miss out because spaces are filling fast. Go to Empowered Investor Live.com now. Empowered Investor Live. Invest smarter. Grow faster. Transform your future. As many of you know, I'm constantly on the Move. Juggling multiple businesses, traveling and ensuring I get my morning workouts in. Staying fresh isn't just a preference. It's a necessity. But let's face it, after back to back meetings, juggling two kids at home, and the hustle and bustle of everyday life, body odor can become an issue. But here's the deal. Mando has revolutionized how I stay fresh. This isn't just another deodorant. It's clinically proven to control odor better than a shower alone with soap. My favorite scent, Bourbon leather. It's fresh, is subtle and doesn't clash with my clone. And I was surprised by how well the solid stick works. Even after an intense morning workout. Mando starter pack is perfect for the new customer. It comes with a solid stick deodorant cream tube deodorant. Two free products of your choice, like a mini body wash or a deodorant wipe. And free shipping as a special offer for listeners and new customers. You get $5 off a starter pack with our exclusive code that equates to over 40% of your starter pack use code [e-mail] that is S-H-O-P-M-A-N-D dash-O dot com. Please support our show and tell them we sent you smell. Fresher smell. Stay drier and boost your confidence from the head to the toe with Mando. So let's drive into Joe Homebuyer franchise.

[Guest Speaker]

Let's do it.

[Cody Hoffine]

Right. And being a leader now, how many of the franchisees are their growing personnel. Right. That are no longer a solopreneur?

[Guest Speaker]

Okay.

[Cody Hoffine]

So some of us, meaning do some.

[Guest Speaker]

Of them come that they are all that they're still solopreneurs? Is that the question?

[Cody Hoffine]

Yeah. My point being is how many of the franchisees are growing in people beyond just growing in business?

[Co-Host]

Yeah. Okay.

[Cody Hoffine]

Is it a big focus?

[Guest Speaker]

It is a big focus.

[Cody Hoffine]

Yeah.

[Guest Speaker]

So with Joe Homebuyer, I would say many that feel stuck, that can't break the ceiling. It's because of that solopreneur, right?

[Co-Host]

Yep.

[Guest Speaker]

That's when you get the fizzle, the, the sizzle where everyone's like, I'm burning out. It's now that passion is in alignment with the work they're doing anymore. Like it's, there's a misalignment. So now they're getting burnt out. They're wearing way too many hats. Which means think of all the, think of all the things when it comes to your business acquisitions, dispositions, marketing, like just think of just those top three.

[Cody Hoffine]

Maybe yeah.

[Guest Speaker]

Do you love doing all three of those?

[Co-Host]

No.

[Guest Speaker]

Either do I. Right. I love sales.

[Cody Hoffine]

Really? I love acquisitions.

[Guest Speaker]

I love acquisitions. So, yes. Because if I'm an owner, I'm going to do enough work on all of it because it's like, it's my baby, it's my business. But there's going to be a point where you're in a. You're not in alignment with your natural gifts, your natural strengths, your natural passions. And when you keep doing that work, marketing dispositions.

[Co-Host]

Yeah.

[Guest Speaker]

You do it long enough, pretty soon you're gonna be like, I haven't broke the ceiling. I haven't figured it out. I'm done. Like, I'm just gonna cash in my chips and go back to a safe job or whatever it is. And many do that. And so, yes, they come to us for that. And I would say the biggest challenge is most people don't know how to find great talent.

[Cody Hoffine]

That's a huge challenge.

[Guest Speaker]

Keep talent and how to lead talent.

[Co-Host]

Yeah.

[Guest Speaker]

So a lot of people think delegation. I was guilty of this. This is why I say, with a smile on my face, because I was bad at it. I would just delegate. And delegate, I thought was just push it on their desk and they got to get it done and report back on. On Friday. Worst case is I never even asked them to report back on Friday. There was no accountability. There was nothing. And so there was this abdication, I think, of the. Is the word that I'm looking for versus delegation. It was just like, forget it and set it and forget it and just. And don't check in on it ever again. True. Delegation really is elevation with that accountability, where you're helping them rise to the top and become a leader. You want to be replaceable. You want people in your organization to care about your business more than you do. True story. This was cool. I was flying to Puerto Rico. I speak in at Jerry Norton's event.

[Cody Hoffine]

Yeah.

[Guest Speaker]

Jerry Norton happens to be. He has about six active franchises with us. He bought 10 of them. He has six of them active with us.

[Co-Host]

Yeah.

[Guest Speaker]

So he flies us out there to go speak to his group of students that were at Fast Track. And then some of those students are now interested in looking into Joe Homebuyer. But we were there to just do value, just to have fun.

[Co-Host]

Yeah.

[Guest Speaker]

I fly into New York, and then while I'm in New York, I get on the plane, I get upgraded to. To first class, and I'm like, score. Like dinner and all that. Even though it's not the greatest meal.

[Co-Host]

Yeah.

[Guest Speaker]

But I'm like, great. This will be fantastic. Because I didn't have time to, like, get a meal in between because it was like, get off the plane. Get on the plane. And I was back on to go to Puerto Rico. This pilot comes out. Captain Dan Wines. I'll never forget Captain Dan Wines. Captain Dan Wines steps out and he walks out to the. To the first class. And he shakes everyone's hand, thanking everyone personally shaking their hand. And I'm like, this guy's legit. Like, I want to take a page from this guy's book. He goes back to Comfort plus and says, folks in Comfort plus, thank you for being here, you guys. This is why I. I get to provide for my families because of great people that continue to fly Delta. Thank you so much. Then he goes back to main class and says the exact same message. Then he comes up and I'm like, man, this guy is literally world class. So when I think of world class or delivery magic, think of what's a. I know you got Disney World here, but is there a bunk, like, bad version of a Disneyland here?

[Cody Hoffine]

Oh, I don't even know because such as.

[Guest Speaker]

Is Sea World good? I don't know.

[Cody Hoffine]

I've never been.

[Guest Speaker]

I haven't. Maybe so. But it's like, Disney gets it.

[Cody Hoffine]

Yeah.

[Guest Speaker]

Themed everywhere, different. Like, they deliver magic. This Dan Wines wasn't his business, but yet he cared about, like, his own business. He steps up and grabs the phone that has the cable and he does the PA system. He's like, hey, folks, just so you know, I want to tell you, you've got world class. And he uses words me and Mark really love. I love world class. He says, we have the world class flight attendants on this flight today. Let me tell you the process. Thousands of people apply for this job. Only 1% make it. And so let's give a round of applause for our flight attendants. And the whole plane is like, sharing on these flight attendants. So we don't even know and we haven't received the service yet. And then on top of, he says, hey, guys, normally when I go to San Juan, we fly at this altitude. Today we're going to be flying to this altitude just to keep you out of that rough air. We want to make this as smooth as possible. Again, thank you for choosing Delta. And our. Our goal is to, like, continually like, so that you have a great experience. And then he ends it. And I'm like, this guy was top notch. I've never seen a captain do this. Well, three quarters way through the flight, he hands out postcards to the flight attendant. They go through all of first class, and it's a handwritten note from Captain Dan Wines.

[Cody Hoffine]

Wow.

[Guest Speaker]

And I'm like, who is this guy? Like, he cares about this business like it's his own business.

[Cody Hoffine]

That's right.

[Guest Speaker]

And then on the end, and I have it on my phone, it's actually over there. I'm like, dan, I have to shake your hand. Like, amazing, world class. Thank you. That experience. And he says, well, you seem pretty cool. So we do a picture together. He has his captain hat on. I have my Joe hat on. And he's like, you look pretty cool. I want to be a Joe. He takes my hat, and then he puts his hat on me, and we take another picture.

[Cody Hoffine]

Yeah.

[Guest Speaker]

Like, world class experience. But here's what I'm getting at. He didn't sell me on Delta. He didn't sell why Delta is better than Spirit or American or United. He didn't say anything other than he made everyone in that plane feel special. He made them feel incredible. And because of that, I'm now deeper converted to only using Delta. There's my process. I get to witness this live. And I come back with a different conviction, a different energy back to the office to say, hey, we've got to be growing Captain Dan Wines.

[Cody Hoffine]

Yeah.

[Guest Speaker]

In Joe Homebuyer, where they care so much about the business that every time they speak, people just feel incredible. And they're going to be that much deeper converted to Joe Homebuyer. And we have that to this degree. Yeah, we have that. We have people that care about it like it's their own business. That's true delegation. That's true leadership. Is when those Captain Dan Wines pop out in your company and they care about your business more than you care about your business. That's. That's when you know you've nailed leadership. I got to witness it on Delta.

[Cody Hoffine]

That's phenomenal. So where. Where's Joe Homebuyer going? What's. What's the 2025 vision for the franchise of Joe Homebuyer?

[Guest Speaker]

Yeah. We want to. We want to add another. What do we want? 40 this year, was it. It was 40 franchises that we're going to add this year as a goal. Okay. On top of that, the reason why. And I think some people be like, well, why not 100? Why not 200? Why not? I would love that. Don't get me wrong. But there is a strategy that you have to maintain the culture, of course. And with real estate, it's a little bit trickier than Like a crumble cookie where you just have to stand on the X and put a batch of flour together and all this stuff. It's not that. I mean, real estate is already a trick in itself. There's so many people that don't do it right. There's so many people that. I mean, this industry is one of the most hated industries because of people that do it wrong. I don't want them part of Joe. Like, I want them to never even hear the word Joe homebuyer. I hope they fizzle out and do whatever they want to do. So 40 would be. We have connected with and found through great individuals. We got Brent, we got Jerry. We've, we've talked together of great people that are looking for that growth. People that are saying, hey, I want to take my business to the next level.

[Cody Hoffine]

Where do they go right now? As they just heard that. Where can they go to go?

[Co-Host]

Yeah, yeah.

[Guest Speaker]

Better reality right now. They can definitely go to joehomebuyer.com but we also have a giveaway for your audience. It's thejo way.com Joe, and that is the five steps negotiation. So when people say, rarely do people get past the first year in business, even rare if you make it past three years. And Dan Martell was actually, I was talking to him on the phone, he's like, you're a unicorn, Cody. He's like, not many people make it past 10 years in business. You're a unicorn, my friend. Not many people make it past 10. 10 years in business.

[Co-Host]

Yeah.

[Guest Speaker]

And I would tell you that majority of that success does come from that negotiation. Right. That's what allows you. Now, granted, it's hard to say because you got marketing to go inside of that too, but I would say I'd attribute a large portion of that success on how well we negotiate. And that's why they can get their hands on this document.

[Cody Hoffine]

So I would say go to that website one more time, the joway.com and.

[Guest Speaker]

It'S a five steps negotiation with an accompanying video that you. I mean, it's, it's, it's what we share with our Joes. Like when you're on a leader like.

[Cody Hoffine]

Cody, I would tell all of you guys, right? Make sure you at least talk to them. If you're doing deals and you want a leader like Cody to help you across the finish line to grow a real business, make sure you go to thejoeway.com so with that being said, we just talked. Mark and I just talked about the. The difference between marketing and conversion.

[Co-Host]

Yeah.

[Cody Hoffine]

And I think a lot of people need that sales process because they want to blame marketing, economy, city, whatever.

[Co-Host]

Yeah.

[Cody Hoffine]

But really it's because they don't know how to convert actual transaction.

[Co-Host]

Yeah.

[Cody Hoffine]

And that. That's the. That's the same in all categories of life. Right. If you just actually look at every conversation you have, there's one side basically making a suggestion, selling, and there's one side trying to figure out what they want.

[Guest Speaker]

Right.

[Cody Hoffine]

I do it with my wife all the time.

[Co-Host]

Right.

[Cody Hoffine]

If I want pizza and she wants this, I got to figure out how to get her into the pizza side versus whatever she's trying to think about, which is, like, healthy.

[Co-Host]

Yeah.

[Cody Hoffine]

Whatever the case. Right. Talk. Talk to us about, like, the state of what Joe hire Joe by home buyer is going through with leads, marketing channels, growth. You want to add 40%, that's 50% growth, bro. That is no small feat.

[Guest Speaker]

No, no, it's not. It's not. And it really is coupling and partnering, recognizing, like, who is a fantastic fit and working with the people where those people are sitting. So it really is. It's a. It's a very focused, dedicated year that we're going to have.

[Cody Hoffine]

Good.

[Guest Speaker]

But we're excited about it as it comes to portions of these cells. Right?

[Co-Host]

Yeah.

[Guest Speaker]

Think of one thing instantly. I hope this is already, like a gold nugget you can take today. Think of right. When a phone call comes in. So there's two things that we do at Joe homebuyer we do really, really well. We started tracking this years ago, our live answer rate. So many people go to a voicemail, of course, or I'm in an appointment, and there's no one as backup, so it's just going to voicemail. And they just didn't have any kind of backup. We don't allow that. So we started tracking this. We're probably around 50 percentile, if I had to guess in live rate when we first tracked this. And we're like, what if we improve this? What would it do to our metrics? Yeah, we started improving it. And once we started tracking it. Because once what you measure grows.

[Cody Hoffine]

Right, Right.

[Guest Speaker]

Once we started tracking it, we quickly got into the 90 percentiles.

[Cody Hoffine]

Wow.

[Guest Speaker]

Well, coincidentally, contracts started going up. We stopped losing deals. Now, there's two sides of this. So first and foremost is live answer rate. What does that do? Is allows you to get a hold of the person, even the person that says, go pound sand. I hate you, Colby. Take me off your list. Like, okay, I'm grateful that I know that now versus 20 follow ups over the next two weeks to find out. No, I just call and tell, you guys are scumbags. Take me off the list.

[Cody Hoffine]

Right.

[Guest Speaker]

Then you lost all that time, but had you answered live, you would have known that in 10 seconds versus two hours of follow up. Yeah, right.

[Co-Host]

Yeah.

[Guest Speaker]

So that's, that's the first thing. Second of all is we found out that many people that are calling in, they're also calling multiple people. And all they need to have is one warm voice. And it could be your voice if you don't answer. They're not just saying, well, I'll call back Justin Colby next week and hopefully answers next week. No, they're moving on. They're going because these people, they have like 10 minutes, 15 minutes, they're maybe on a lunch break and they're like, I have no time. So they are making sure that they're getting what they need to get done in that 15 minutes on that break, the smoke break, whatever it is, to call and line up someone to come buy their home. If you don't answer the phone call, someone else is getting it. So we are rarely below 96%. Many weeks we're at 100% live answer rate. It's not. Here's another setup. It's not for acquisition managers to be on round robin. We do not believe in round robin. Everyone's phone rings. Whoever pulls out a holster gets it. Because if round robin style, and that round robin is in appointment.

[Cody Hoffine]

Yes. They just lost voicemail. That's right.

[Guest Speaker]

So we have to have all phones ringing. We have lead managers phones ringing so they know that after three rings, if one of the acquisition managers didn't answer it, lead manager on call. Like, we have to answer that phone. And we realized that helped increase our conversion rate, like, instantly. The second thing is when that lead comes in is a voice or I should say a strategy of qualifying versus disqualifying so many times. And it can be easy even how many years we've been doing this? I've been doing now. Well, since 2015. So 10 years. You've been doing it since 18 years.

[Cody Hoffine]

18 years. 2007.

[Guest Speaker]

Think of the night where you kind of just want to go home and hang out with the kids. Yeah. And granted, you may not be taking a ton of calls. You probably have a team to do it. But let's say it was you. There could be that night that you're like, I kind of just want to go home. And you'd use a voice of disqualifying. So tell me, Justin what do you want for your home? And they tell you a price. You look at Zillow, it's the exact same price. You're like, this isn't motivated. Okay, well, it sounds like you probably want to go with an agent because I can't give you that kind of price. And we disqualify. Right, Versus qualifying. Sounds like this. Okay, Justin, it sounds like you know what you want for your home. Tell me a little bit more about it. And I'm going to find these other pillars of motivation, like the condition of the home or the timeframe that they didn't move out in, or the driver. What made them pick up a phone and call Cody Hoffine? Like, don't allow price to dictate if someone's motivated or not. Because 99 times out of 100, it is not. It's not a sign of motivation. It's actually a deceiver. People are going to say this. They're going to fly a kite. Because we're trained as negotiators to drop an anchor, right? And then we meet in the middle somewhere. But the whole point is, are we qualifying our leads? Are we disqualifying our leads? And so we're really training our joes, when they come in, to have a mindset of every lead is hot. We answer all leads live and we sit there and we qualify. And these qualifying calls are no longer five minute calls. Like qualifying calls are 30 minutes, 45 minutes. Because that presentation that takes place in those first 45 minutes is the setup for all these negotiation. When you say, when we talked about TheJoeway.com the five steps of negotiation. Once you've done this setup call correctly, those five steps in negotiations start to work in your behalf so that you get a home at a deep discount.

[Cody Hoffine]

I mean, that's huge. That is really everything. Now when you run your leadership calls.

[Co-Host]

Yeah.

[Cody Hoffine]

Are they only franchise owners or do they get to bring their team on?

[Guest Speaker]

Yeah, the whole operation. So it's not just the owners. It's their whole operation. It's their. It's their acquisition managers. In fact, one of our favorites is Chris Osborne. This guy is not even the owner. And he is on. And he adds so much, much value to the call because he'll tell us things that, hey, guys, this is what he's talking about. Like when he talks about not giving up. Like, I had this lead. I'm sitting out in the, in the driveway. I knocked on the door. They didn't answer. I knew they're in there. I knocked again. And I sat in my car, I'm like, gosh dang it, why wouldn't they just answer the door? And I thought, you know what? They need my service. He's like. So I went around back and I knocked on their bedroom window and I woke him up. He's all. They came out and 30 minutes later he walked out with the contract. Because he had a mindset of not just tenacity, but he had a mindset of where most people are going to have a fear mindset, like, oh, they're going to hate me. They're going to like be bugged at me. Oh, they're going to yell at me. Oh, they're going to think I'm too much. He was like, no, I'm better than everyone out here and they need my service. Not any, just anyone's service, they need my service. So he goes back there and knocks on their window. 30 minutes later, contract.

[Cody Hoffine]

I love that tenacity. It's just, I use another word for that, but that's some tenacity, right?

[Guest Speaker]

That is holy, right?

[Cody Hoffine]

And he, I love it.

[Guest Speaker]

So yes, all of this is for everyone. We even have like our vendor partners and their company join us on that call so that everyone can be part of this family, this culture of growth, of daily growth and making sure that we're all becoming better versions of ourselves.

[Cody Hoffine]

What if your real estate business ran like a machine with constant deals, higher profits, a roadmap to financial freedom? That's exactly what we help entrepreneurs achieve. At Joe Homebuyer, we provide the sales, negotiation and marketing training that separates top investors from the rest. But it's more than just education, it's execution. You'll get weekly strategy calls, expert lead, masterclass deal reviews and real time business coaching so you can scale with confidence. Plus, you'll be surrounded by a community of self driven, winning entrepreneurs who push each other to new heights. And for those of you who take this production to the next level, you'll qualify for our exclusive Presidents Club where you'll be rewarded by luxurious vacations, recognition and high level networking. If you're serious about turning your side hustle into a business that thrives, Joe Homebuyer is your path to scaling fast and winning.

[Multicare Representative]

Our state has changed a lot in the last 140 years. We know because Multicare has been here guided by a single purpose. Making our communities healthier. That comes from making courageous decisions, partnering with local communities to grow programs and services and expanding healthcare access to those who need it most. Together we're building a healthier Future. Learn [e-mail] if you're a parent or.

[Instacart Representative]

Share a fridge with someone, Instacart is about to make grocery shopping so much easier. Because with family carts, you can share a cart with your partner and each add the items you want. Since between the two of you, odds are you'll both remember everything you need. And this way, you'll never have to eat milkless cereal again. So minimize the stress of the weekly shopping with family carts. Download the Instacart app and get delivery in as fast as 30 minutes. Plus enjoy. $0 delivery fees on your first 3 orders. Service fees apply for 3 orders in 14 days. Excludes restaurants bigger.

[Cody Hoffine]

You guys are here at the right time. This week I did a lot of kind of self analysis in the sense of where I'm going and what I'm building and all that kind of stuff.

[Co-Host]

Yeah.

[Cody Hoffine]

One of the things that keeps ringing out to me is the word connection.

[Co-Host]

Yeah.

[Cody Hoffine]

Right. Now, a lot of people could take that, a lot of different areas. Right. But in my idea here for this episode is just the connection to the people.

[Co-Host]

Yeah.

[Cody Hoffine]

Right. And building the community and having connection, being meaningful with your connection. Because just like faith, like, if you're not meaningful, you can say, I believe in God or Jesus. But like if you don't have any intention or connection to that, then it's a little flippant.

[Guest Speaker]

Right.

[Cody Hoffine]

It's like, yeah, right. But if you, and you are the exemplary example, okay.

[Guest Speaker]

The epitome.

[Cody Hoffine]

The epitome of that. Right. Because you are pouring into your leaders, you're building the connection. And if leaders of the, of the franchises have that same level of commitment to connect with the people that they run the franchise with, there will be successful.

[Guest Speaker]

Absolutely. Rarely does a man's income exceed their level of personal development.

[Cody Hoffine]

Right.

[Guest Speaker]

So we get them bought in on this and they're starting to see it. And there's so many principles that we teach through that that no other. Like, it's not going to be just a wholesaling. If it was just wholesaling or fix and flip, it wouldn't be. These principles that I teach on Thursday, they're all, they're all leadership principles that lead and guide their team to victory.

[Cody Hoffine]

Yeah. Listen, you can't, you know, the, the mind, the body and the mind are so important because I, I've seen it time and time again is people might make a lot of money.

[Co-Host]

Yeah.

[Cody Hoffine]

But if they're failing their body.

[Co-Host]

Yeah.

[Cody Hoffine]

It's all useless. Right. Because then they're tired, they're cranky they're, you know, which leads into marriages falling apart, disconnected, their kids, etc. Right. But if you don't first set up your mind to be Right, this is 99% mindset. Right. Because you and I both know this isn't always puppy dogs and rainbows. Right?

[Guest Speaker]

No, no.

[Cody Hoffine]

There's a ton. I mean I deal with problems. We're blessed. Here's why. As the presidents of our companies, we are given the hardest challenges.

[Co-Host]

Yeah.

[Cody Hoffine]

That is our blessing.

[Co-Host]

Yeah.

[Cody Hoffine]

That is what lands on our plate is the biggest. Oh shits.

[Co-Host]

Yeah.

[Cody Hoffine]

Right.

[Co-Host]

Yeah.

[Cody Hoffine]

But that's the blessing that we have to overcome that challenge.

[Co-Host]

Yeah.

[Cody Hoffine]

So that we can pour into those who haven't had it yet. So we know how to help them go through that challenge.

[Co-Host]

Yeah.

[Cody Hoffine]

And that's a blessing that you and I sit in. Right.

[Guest Speaker]

100 agree.

[Cody Hoffine]

But you know, they need to understand that it's not always the X's and O's.

[Co-Host]

Yeah.

[Cody Hoffine]

Right. It is the whole thing. It is the whole mind, your body, your fitness, your, your faith, your business, all that gets wrapped up into your business being successful. Because if you can't tie them, you can't have one without the other. That's exactly right.

[Guest Speaker]

Well, and it's an empty victory at the end of the day. It's an empty victory if it is one sided.

[Cody Hoffine]

Right.

[Guest Speaker]

Like I don't want to have an empty victory. I want to be where all of us win together, including my family. Like it's, it's a joy. And she's very much part of the business. My wife and the kids in the voices we make. Like it was very much our kids decision when I said, hey dad, switching from insurance to this. It's going to be a lot of long hours. There's going to be this. I might miss some sports. I might miss this. And my boy was only. He's now 16. My boy at the time was six years old and I got his buy in at six years old. I said, so are you okay that some nights I may not be able to be on appointment, but it is for the better. Bentley, I will not waste my time out there. I won't go out there and just waste time and just say business to do business. Like when I'm out, trust that it's because it's for a better life and we're going to accomplish this. And he says, okay dad. Wendy bought in on it. My wife. And so when there was times when I wouldn't come home and Bentley be like, I wish dad was here tucking me in when he's like, instead of being a ticked off mom, she'd be like, instead of saying like, oh, I wish he was here too. Like, what a, what a piece of crap. Right? And she says, hey, remember, Remember we had that conversation on Sunday how dad's going to go out and do this stuff?

[Co-Host]

Yeah.

[Guest Speaker]

He's like, yeah, this is one of those nights. But dad's out there because he's, he must be getting a contract because he wouldn't be out there if he wasn't getting a contract and I'd come back with a contract. Communication's huge involvement and buy in from all your family's huge. It's not easy. This business is, is, is hard. Entrepreneurship is a sacrifice, but it shouldn't be a sacrifice forever. There should be a point where you're doing the Dan Martell method and you're buying back your time and replacing yourself with incredible team members. And that takes working on yourself and being a leader so that ultimately you can accomplish that, that dream.

[Cody Hoffine]

There's no doubt. Now you guys have an event coming up for your franchisees.

[Guest Speaker]

We do our annual event. We do it every year. We love it.

[Cody Hoffine]

Talk to me about that event.

[Co-Host]

Yeah.

[Guest Speaker]

So we kick it off and this year it's in an arena. So like an actual boxing arena back in like a historical arena where they used to have boxing events. And our whole theme is around that. So we will have like our MC will even wear like a robe and all this fun stuff.

[Cody Hoffine]

Yeah.

[Guest Speaker]

There.

[Cody Hoffine]

It's.

[Guest Speaker]

It's going to be a blast. And then on top of that, we have the industry experts, so we have Brent Daniels, who, if he was on here, he'd tell you he was the first franchise owner. He was number three.

[Cody Hoffine]

Okay.

[Guest Speaker]

He's number three, franchise owner. He'll be with the first. You two actually. No, yeah, yeah. No. The first was actually a person that rented, rented Mark's basement, of all people. And then they saw what he was doing. He's like, I want to do this. And they started doing it. And as we became a Joe, he became the first one to do it. He's like, I want to do this.

[Cody Hoffine]

Yeah.

[Guest Speaker]

And he's still with us. He's already renewed his contract. It's already been over five years since he started with us.

[Cody Hoffine]

And that's a lot of commitment.

[Guest Speaker]

Well, it's. What's cool is we've now seen proof that someone can outstand that like outdo the statistics that you're not going to make it past three years.

[Cody Hoffine]

Right.

[Guest Speaker]

We've Proven it now with Joe alone. Like, we have people coming up on.

[Cody Hoffine]

Their sixth and seventh years, which is amazing.

[Guest Speaker]

Really, really fun.

[Cody Hoffine]

Yeah.

[Guest Speaker]

But we'll have industry experts, then Jerry Norton, he'll be up there speaking a lot. We have Pace Morby flying out and speaking.

[Cody Hoffine]

That's awesome.

[Guest Speaker]

And so it's kind of a. It's kind of a fun time to just lead the business, work on the business, connect with community. You know as well as I do, community is everything. I. I do believe the people that are winning at the highest level are collaborators. It's not the people going solopreneur.

[Co-Host]

Yep.

[Guest Speaker]

The people that are winning high are the ones collaborating with other people. And they don't see it as competition, but they see it as collaboration. The collaborators are winning right now.

[Cody Hoffine]

That's right. No, it's. It's funny. I said that at the beginning of 2025. This year for me.

[Co-Host]

Yeah.

[Cody Hoffine]

Is a collaborative year.

[Co-Host]

Yeah.

[Cody Hoffine]

And I don't mean that it stops at the end of the year. I mean moving forward.

[Co-Host]

Yeah.

[Cody Hoffine]

My intentions in business are always to be more in a collaborative effort than trying to figure it out and do it alone. Right.

[Co-Host]

Yep.

[Cody Hoffine]

And that's why I think Joe Holmbier and Justin Colby and everything that we've done, there's going to be a lot of. There's some collapse.

[Guest Speaker]

Yeah, absolutely. Great people should be working together. Great community should be working together. That is going to be a fun thing. I'm looking forward to this year.

[Cody Hoffine]

Listen, guys, if you like the leader, a Cody Hoffline, I need you guys to at least go check out just for your own sake. I get nothing from it. But go check out Joe Homebuyer. What are the two websites we want them to go to?

[Guest Speaker]

So you go to joehomebuyer.com that's the big. That's our main one.

[Co-Host]

Yeah.

[Guest Speaker]

And that's where they can kind of just read through and see how it is and speaks to the person that's already doing deals. But then the joway.com is where they can go get their five steps negotiation. And here's my promise to you. You watch those videos and I promise you your negotiation will change for the better. That's my promise.

[Cody Hoffine]

Phenomenal, guys. This has been awesome, brother. I really appreciate you being on. If you're looking to grow this business and you want an actual framework to do it, the franchise model is a great model. Joe homebuyer is a great model. Appreciate you both for showing up. If this has been helpful and you liked it, make sure you share this with two of your friends. We'll see you on the next episode.