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Welcome to today's sales playbook podcast.

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I'm Dave Penazzo, the host, and I have my dear friend Diana here.

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I'm so glad we were able to pull this off.

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Yes, thank you for inviting me.

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And what's really crazy is I've been wanting to do this.

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Everyone's been telling me I mean, this is our first episode.

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This is crazy, like I know we'll look back on this and laugh, but everyone's been telling me, dave, you got to do a podcast.

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I think I was those people that told you that too.

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So you're sitting here and we're going to do some talking, but I think it's important that, again, this is about sales and sales has different meanings to everybody, cause we've all heard it like, oh yeah, I was in sales.

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No, you weren't in sales cause you had a salary or you know, they were like in some type of customer service thing or whatever the case, and I know there's going to be a lot of people, probably a lot of real estate agents, hopefully watching this right.

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I want to dive into a little bit about how did you get into sales, because everyone gets into sales.

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They don't typically their intent is to get into the sales, it just sort of happens.

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Yeah, so walk me through, because, because again, you've been on the team.

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Now it's it's going to be three years in December.

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I remember when you were no, no, but.

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But let's go back, let's go back in time, like where was your mindset?

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And let's let's paint that picture of where you were at back in the day when you decided I'm going to get my real estate license.

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So, yeah, never had plans of ever getting into sales.

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I thought for the longest time that I was literally going to be a corporate girly and climb the corporate ladder and one day be something in the C-suite of somewhere.

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So I was in grad school.

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I was in grad school, going to school I think I was a year in, and then my sister, I think, was at a point in her life where she was like, hey, I want to do something different.

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And she was like, hey, I'm going to get into real estate, you should just do it with me.

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And I'm the type of person that I'm like if somebody's going to do something with me, I'm down Like I'm doing it, I don't care Right Buddy system.

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Yeah, exactly Everything buddy system.

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So I was like, okay, um, yeah, I'll take the class with you.

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Like I don't think it's going to go anywhere, I'll just get my license just to have it, and then I'll figure out what I'm.

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She had started taking it before me and then again I was in school.

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So I was like trying to manage school, my job, and then now out of the blue, hold on, let's back up a little bit.

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How old were you when this we need to, we need to frame this up, so people understand 20.

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Okay.

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Yeah, I was, cause it's my first year of grad school.

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So yeah, I was 20.

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I was 20 years old.

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She said, hey, I don't want to kind of do whatever job I'm doing right now, so let's try something different.

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I said, okay, so we got the class together and then she started it.

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I was kind of busy with school so I hadn't started it right away.

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And the thing with me is, once I have a deadline, I am the type of person that a month before I'm like finished, like I'm a procrastinator On and on.

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So literally I want to say she never finished it, she decided no no Cause she ended up getting pregnant and having a kid, so she yeah.

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So she never finished it.

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I ended up finishing my course because I didn't want to lose out on the money that I spent on the course.

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Hold on.

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Did you do the crash one or did you do like the?

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I did.

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It was online because it was during COVID, so all of it was during COVID and it was online.

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They gave me, I want to say, three or six months or something like that yeah, arizona school of real estate, whatever that website is, yeah.

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So I went on there I think they gave me three or six months or something like that, and I said, okay, I think I was down to like month two, like I had two months left to finish this thing, like pass the test and do the whole deal, and I was like I need to start on this now, otherwise I'm not spending money to extend this course.

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So yeah, I literally myself crash coursed it for like a month, finished all my classes in a month, took the test, passed it and then immediately like a week later I remember it was like 5am before work day, it was Friday I had to go to work at eight I think that day.

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At 5.00 AM, I went to go take the state test, passed it, then I went immediately to work and then while I'm at work I'm like doing all my paperwork to like trying to get my license filed.

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And then I got my license and in my mind I'm going I don't know that I'll use this for anything.

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My parents are pretty big on like not big on real estate investing, but they're big on like hey you should own property Because how many properties do they have?

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So when I started they had three.

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They had a commercial lot and they like rent out each lot which brings them a pretty decent amount of income.

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And then they have one house that they rent out and then like another home somewhere else.

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But since then they've sold one, they've kept the commercial one and then they're about to sell the second one to buy another one.

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They've kept the commercial one and then they're about to sell the second one to buy another one.

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And so you grew up watching like real estate at work for your parents' own financial Like.

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Did you ever look at that going?

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Oh, I could be the one actually doing this selling?

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Was that connection there?

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I think I was more so like when I you know as like little Diana.

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Hey, when I grow up I need to buy houses to be like them.

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Because I will say there was a point when I was younger that I think both my parents had lost their jobs, like they both got laid off and the only thing keeping them going was the rent that they were receiving from.

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That's huge.

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So you saw that.

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Yeah, so they were receiving rent, they were paying their mortgage and like all of our bills.

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And keep in mind, there's six of us like sure kids like it's not yeah inexpensive.

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So yeah, there's six of us.

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They were like maintaining all of us for a good period of time.

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Yeah, so you saw that leverage of what happens when you invest yeah and because we always hear the other stories of like, yeah I, I remember when I was a kid, my parents lost their job, whatever, and like we had to go move into a one bedroom studio or the horrific stories, but your parents were able to keep you guys afloat.

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They kept going.

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I remember and it's funny to me because sometimes people I think look down on like hey, you know you own a mobile home, whatever right Sometimes, right yeah.

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So yeah, people prejudge.

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Yeah, exactly.

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So one of the properties that my parents owned was like this mobile home, and I think that was the one that was like oh shoot, like I didn't realize something that small of a property.

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You know, because when you think typically like real estate investing, you're thinking condos, townhomes, like single family homes, right, Like nobody thinks, oh, I'm going to go rent out this mobile home and then figure it out, but no, honestly, like that one and the single family home were probably the reason why my parents stayed afloat.

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How much was the?

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What were they?

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Do you remember what they were renting?

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No, but I remember they were only paying.

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Shoot I can't, I don't know five, 600 bucks.

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You know what?

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I mean Cause my, my dad had owned a property before he married my mom and that I think he had paid.

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I think I looked at tax records.

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I think he paid like $50,000 on that house.

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And then the house that my parents still have, the one that I grew up in.

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They paid 181,000 for it.

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I can't, Isn't?

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it crazy.

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Now we can't even find a mobile home for 150.

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I mean, it's tough, okay, so hold on, let's back up a little bit.

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So you're in college.

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Yes.

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You are taking the real estate courses.

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Yeah, you also have a part-time job.

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Oh, full-time job, but yeah, full-time.

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Yeah, you're stacking the deck Like three things goingtime.

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Yeah, you're stacking the deck like three things going on.

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Yeah, how, and at such a young age?

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Like, where did you learn how to balance all that?

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Because, let's face it, some people can't even, you know, do this Okay, let alone functioning at that level, doing three major things.

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I just you know, it's not like going to the grocery store and talking to your friend on the phone Like where did that come from?

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Like how did you, how were you able to balance all that?

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I think I don't know when it started, but I've been doing that.

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I mean, you know my story but like for those that don't, when I was well, okay, I'll start when I was five years old.

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When I was five years old, they tried to make me skip a grade, like I was in kindergarten.

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They were like she doesn't belong in kindergarten, we need to move her to first grade.

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And then my parents were like absolutely not, because her brother's in first grade, we don't want them there together.

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So I was like, okay, like let him not get bullied.

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So anyway, so I went through school.

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By time I got to about eighth grade, I think that summer I started taking summer classes.

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So by the time I was a freshman in high school, I was already taking college courses.

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So I was in it was freshman year of high school.

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I was doing like my regular courses and then after school after like sports practice, then I'd go to like my college classes in the afternoon.

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So I did that all throughout high school and I graduated high school a year early.

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So I think my whole like ever since I was like in eighth grade, my day has just been packed Like.

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I purposely like packed up my day, every single day, to the point where, like I, was exhausted every single day at night.

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And then I think, when I got to college because when I was in college I remember I was in college and I was working two jobs, two full-time jobs, because I was like there's nobody else that's going to pay my tuition- so.

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I need to be able to do this, so I would go to college and I'd do my two full-time jobs, and then I finished college in three years, instead of the four too, and then by the time I got to grad school it was almost like I got a break, because it was only school and only work versus like school.

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So you're like, oh, I'm working part-time.

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Yeah, I was like oh, I was like I have so much free time, I don't know what to do with my life, so I'm like talking to everybody.

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And then that's when I was like, oh, I need to figure out like something to do.

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Because I think, when I was in grad school too, I think one of the main reasons why I went and decided to go get my real estate license is I was taking an entrepreneurship course and they were like, oh, not utilizing, yeah, like my skills of like being able to come up with solutions for like some other, whatever right so something was nipping at your heels, like back then where you were like yeah, I think so.

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and then because I had at one point I think I had my license in the middle of that course, but it wasn't until I had my license that I was really like, oh well, I have it now, Like I have to do something with it.

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Because before my mindset was okay, I'm going to get my license but it'll just be there, Like I'll maybe use it on my parents here and there you know, if they need it for something.

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But I didn't really ever feel like, oh, I need to like I can apply this and actually make money, okay.

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So, so you get your license and I want people to kind of understand because, again, you and I both know, starting out in real estate, if you don't build the right foundation and it's kind of sketchy and a little off that's going to catch up to you later on down the road.

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So I want to talk about, like when you first started out you were with someone else like let's break that piece down.

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Not that we're gonna talk crap, but I'm just saying like, like that, versus then transferring over when we join, like walk, walk me through that piece.

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So my realtor was actually on your team.

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That's when I had bought my house and that was like two months before I'd gotten my license, or something like that.

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Okay.

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Yeah.

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So I'd bought my house at like 20 years old and then I remember, for my 21st birthday, I was like I gotta do something with this license, Like I gotta.

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I gotta go crazy.

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Now, let's not downplay that one piece and we're not going to you bought a house at 20 years old.

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Yes, sir.

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Like that's the American dream, right there.

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Yeah, that's true, honestly so grateful, because I think when I bought it like looking back now and actually being in the industry, now I'm like when I was in it part of me was like, oh, I shouldn't do this, like I should just forget it, like I'll just wait a couple of years, like I'm too not that I was too young, but I felt like, oh, I'm ahead of everybody else buying a house, so maybe I can just chill out and wait a couple of years and then I'll buy one Right, like no, I'm so glad, how glad are you?

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Well, my interest rate's like dirt cheap too, so what's your interest rate?

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3.1, 3.125.

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I know it's hard what?

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kind of now, because you made that move.

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Okay, what kind of equity do you have right now?

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You think?

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I check it pretty frequently about $200,000.

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$200,000.

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From that one decision you made $200,000.

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Yeah, people don't realize how, like, sometimes we overthink and we don't look at the big picture, and that's amazing.

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I mean that's because think about what you can do with that, like you can.

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You can leverage that.

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You could buy another house, you could start another business like or that's like emergency money that heaven forbid, something crazy happens.

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You can leverage that as well too.

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I will say, like my parents, like looking back at it, my parents have always used their equity and pulled it out and bought another house.

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Yeah.

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Like and that's part of the reason, I'm sure, why they've stayed afloat but like, if there's one thing that I repeatedly say to like all of my friends that right now aren't owning homes, it's like listen, if anything were to happen to me tomorrow, I'm putting a for sale, sign up on that house and I'm good.

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Like, all of my debt gets paid with my student loans, everything will get paid with that house and I'll fresh start.

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Now with your younger friends do they look at you like you're just a unicorn, like I think part of them, my friends that are my age, yes, and they think it's almost like not attainable, which I think is the problem with it, because when you're but it's been like that my whole life, like my younger siblings and you know what, I mean, you've seen the playbook, though.

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You have seen the playbook on how to create wealth.

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So it was like, yeah, this is what you do, where everyone else is like maybe their parents, maybe they've always rented or they've they've just they, they, they're stuck in that cycle to where no one has taught them financially how to do things.

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Yeah, exactly yeah.

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So I think, especially to my friends that are about my age.

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I think it's like, yeah, like I'm the unicorn that like got everything done and like is.

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But I will say most of my friends are older, so I think now it's not, it's like common, common right.

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It's like, oh, I have a house, okay, so do you?

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You know what I mean, and actually some of my friends that are older, I've helped them buy their first house right, so like that's kind of cool, but yeah.

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Okay, so going back didn't mean to go down that little side alley there, but I think that's important that people understand.

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Like, like, when you are surrounded by other movers and shakers and people that are doing things, look what happens, you know, they always say you need to be the one person in the room if you're making the most money.

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Yeah.

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In your friend group.

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You need to change friend groups.

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You need to put yourself in a situation where you're making the least amount and everyone else is up here, because what happens is is that you will end up gravitating towards doing bigger and better things.

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So again, that's, that's super cool, Okay?

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So let's go back Um so couple months.

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You're, you bought the house, you're about to buy the house, I'm about to buy the house.

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And then let's get back into that.

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Oh, I think okay, all right, let me think timeline.

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Okay, I got into contact with a realtor and then I was like, on this journey to buy the house that didn't end up working out, didn't end up purchasing a house that time because I think during this time it was like like multiple offers and it went crazy.

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Anyways, eventually I ended up buying a house.

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And she wasn't a closer either, but anyway, Anyway, so, anyways.

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So then I ended up buying a house and I think my like ticking point was I'm already doing these classes and I'm like working this job, where in my mind at the time I think I was getting paid a little more than what I should have been paid, just because I was really doing like absolutely nothing, right?

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But in my mind I'm going okay.

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I saw the settlement statement, I saw how much she got paid.

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That realtor showed me two homes in one day and it and it wasn't even.

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It wasn't.

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I think what upset me the most was the fact that I negotiated my own contract.

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I was like, hey, put this in there, put this, put this, put this in this, because I'd lost out on so many homes.

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I felt like I already knew what the heck I was doing.

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You were working the deal.

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I was.

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So I was like hey, why doesn't this offer have X, y, z, like I need going, okay, if it looks dated and crappy and like it sucks and I renovate it.

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That's like instant equity right.

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Absolutely, because it's priced right now at this crappy condition.

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You know what I mean.

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So I chose a house like that, completely renovated it, and then I saw what she got paid on that settlement statement and I was like what the?

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I was like she got paid what?

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For showing me two homes and I had to tell her what to put in my own contract.

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Like she didn't even tell me what to do.

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So then at that point I was like, yeah, I'm getting my license.

00:17:15.417 --> 00:17:20.551
So then I bought the house and that's really when I started, really motivated because I saw the paycheck and I was like this is like terrible, Right.

00:17:20.592 --> 00:17:23.376
So then after that, I think like three weeks later, I got my license.

00:17:23.376 --> 00:17:28.705
Wow, I got my license.

00:17:28.705 --> 00:17:30.553
Like it motivated me so much I was like I don't care, I'm getting my license.

00:17:30.553 --> 00:17:38.077
I got it three weeks later, that agent that sold me the house, she was thinking of starting a team and I was like, okay, well, I don't, like, I don't know what I'm going to do.

00:17:38.077 --> 00:17:47.201
So, okay, Let me see kind of what this is about.

00:17:47.201 --> 00:17:48.134
I'm not going to do it full-time anyways, because I'm not going to.

00:17:48.067 --> 00:17:49.574
At the time I was like I'm not going to leave my staple job, I'm just going to do this part-time, Right.

00:17:49.574 --> 00:17:50.232
So I did that part-time.

00:17:50.232 --> 00:17:58.557
Um, I sold a house to my cousin first, and then after that, I think, somebody some connection or some lead that she had, and then I got my paycheck.

00:17:58.557 --> 00:18:01.098
I got two paychecks in one month and I was like I'm quitting my job.

00:18:01.098 --> 00:18:02.279
I was like there's no.

00:18:02.460 --> 00:18:16.114
I was like there's no way I'm sitting here wasting my hours like in my ability, 40 hours a week sitting at an office job, when I could just be out managing my own time and as long as I learned how to manage it.

00:18:16.114 --> 00:18:17.017
Well, I'll make enough money, Right?

00:18:17.017 --> 00:18:19.403
So I'm like, okay, I think I'm going to do that.

00:18:19.403 --> 00:18:22.366
So I was like talking to her about it and I was like, hey, you know, I think I want to do this full time.

00:18:22.366 --> 00:18:34.386
She at the time, I think if I had sold two in one month, she had only sold one, which to me was like wow which is like weird, because I'm like well, you're supposed to be the one teaching me, so I don't know how that works but, anyways.

00:18:34.928 --> 00:18:39.193
So then I was like talking to her about it and she was like no, I think I'm going to go back to corporate.

00:18:39.193 --> 00:18:40.776
So she ended up.

00:18:40.895 --> 00:18:42.519
Yeah, she ended up, she tapped out.

00:18:42.858 --> 00:18:43.941
She tapped out before I did so.

00:18:43.941 --> 00:18:45.368
She ended up going back to corporate.

00:18:45.368 --> 00:19:01.773
But like in the midst of that I had reached back out to the agent that was on your team and I was like, hey, like you don't have to help me, I get it, I'm so sorry I didn't use you as an agent, but like I really would just like some tips or just like anything you could tell me that would help me get started some way somehow.

00:19:01.773 --> 00:19:02.055
Right.

00:19:02.055 --> 00:19:10.307
And then I think she was like, oh well, you know, come meet Kim and Dave and then just just see what it's about, see what they can offer you.

00:19:10.307 --> 00:19:10.849
So I said OK.

00:19:10.849 --> 00:19:15.767
So I think I met you and then from there I think we did some jumpstart program.

00:19:15.767 --> 00:19:17.989
I think I was for like three months or something.

00:19:17.989 --> 00:19:22.294
I remember I was freaked out because I was on leave for work and I was like, oh, what am I going to do, you know?

00:19:22.493 --> 00:19:22.773
Right.

00:19:22.814 --> 00:19:34.946
But yeah, I think I ran my in the beginning that sucked, like being so lost, I feel like, with her because there was no sense of direction, like being under somebody that didn't even know how to do it themselves Right.

00:19:34.946 --> 00:19:43.978
And then I think, when I got to the team, a lot of my anxiety came from the fact that like, okay, I'm in this jumpstart program for a couple months, but am I going to be able to make money Right?

00:19:43.978 --> 00:19:50.400
Like just not having confidence in myself and I think yeah, but you already sold two houses I had sold two houses.

00:19:50.440 --> 00:19:54.167
So part of me was like, okay, I know how to do it, but it's just doing it consistently.

00:19:54.167 --> 00:20:01.998
Because, if not, I remember when I got my license and I told my parents I said hey, I'm going to do this full-time, like I'm gonna quit my job, right?

00:20:01.998 --> 00:20:02.919
I'm gonna do this full-time.

00:20:02.919 --> 00:20:06.631
My dad was like okay, go ahead, like you you do.

00:20:06.631 --> 00:20:09.847
You know what you, what you're gonna do, like you've always done whatever you want to do.

00:20:09.847 --> 00:20:10.833
Anyways, nobody can stop you.

00:20:10.873 --> 00:20:16.071
I'm like okay, great, my mom was like absolutely not really my mom was like you need to keep your job.

00:20:16.071 --> 00:20:17.455
She's like you can do this on the side.

00:20:17.455 --> 00:20:22.394
You've always done multiple things and I'm like, yeah, I'm like get it, but I want to do this full time.

00:20:24.444 --> 00:20:24.807
So, anyways, okay.

00:20:24.807 --> 00:20:44.388
So let's back up there Again the people who you surround yourself, your friends, your family and, as we're finding out, if you're the only one in sales and mom and dad are blue-collar workers or just office workers and they're not in sales like it's like two different religions, okay, and they're not in sales like it's like two different religions, okay.

00:20:44.388 --> 00:20:53.541
If your dad would have said, no, you need to stay on a consistent, a regular job to make steady income, do you think that would have swayed you or do you think you would have?

00:20:53.541 --> 00:20:57.230
Eh, you don't know what you're talking about, dad, I'm doing it anyway.

00:20:57.230 --> 00:20:58.233
That one Okay.

00:20:58.565 --> 00:21:02.790
Because I've been like that my whole life, like I'm going to do whatever I want to do anyways, and I'll figure it out.

00:21:02.790 --> 00:21:05.394
Like, don't worry, god's got me, I'm going to figure this out.

00:21:05.414 --> 00:21:05.795
You know what I?

00:21:05.835 --> 00:21:08.398
mean, that's how I've always been, but my parents too.

00:21:08.398 --> 00:21:15.307
Interestingly enough, they had their own business.

00:21:15.426 --> 00:21:16.127
Didn't go well.

00:21:16.167 --> 00:21:23.556
So they stopped running their own business and I think that's part of the reason why my mom was like like your own business, taxes and all this stuff, and I'm like, okay, whatever.

00:21:23.596 --> 00:21:30.451
See, isn't it funny how people always give you advice on on the things that they weren't good at, and it's like I get it.

00:21:30.451 --> 00:21:41.251
They're coming from a place of concern but it's like, okay, hey, thanks, mom and dad, you taught me some valuable lessons on the pros and cons of what to do and not do.

00:21:41.251 --> 00:21:54.336
And see, I don't think they realize that, cause I, I know my kids are like all right, dad, we, we know you sucked at that, I'm not, I'm not going down that road, but I do like some of those other things.

00:21:54.356 --> 00:21:58.666
So, again, that that's just, it is what it is yeah, yeah, it's just interesting, but I don't know so the.

00:21:59.991 --> 00:22:04.867
So now you're on the team so now you're on the team?

00:22:04.887 --> 00:22:05.390
yep, now I'm on the team.

00:22:05.390 --> 00:22:09.270
Well, okay, so I was on jump start for about three months and I think during this time I was so annoying to you because I was like, dave, am I gonna be able to join this team?

00:22:09.270 --> 00:22:10.317
Like, am I gonna be able to make money?

00:22:10.317 --> 00:22:10.980
I was so.

00:22:10.980 --> 00:22:24.494
I was so stressed out I think I had ran my savings dry, like at the very end of that, but I knew in the back of my head like, if I needed, my dad would help me you know what what I mean Like sure Didn't want to use it.

00:22:24.515 --> 00:22:27.229
I've never been that type of person, but I was like, listen, if it happens, it happens.

00:22:27.229 --> 00:22:31.828
I think I ran my savings dry in that first month that you were like, hey, congratulations.

00:22:31.828 --> 00:22:34.317
Like you're going to be on the team, I was like, okay, I need to.

00:22:45.325 --> 00:22:45.605
I need to work.

00:22:45.605 --> 00:22:46.048
I'm like I need to up.

00:22:46.048 --> 00:22:46.450
Yeah, cause you were.

00:22:46.450 --> 00:22:47.856
You were still doing the little part-time gig and you were doing jump.

00:22:47.856 --> 00:22:52.071
So you were, you were doing, you were you're, you juggled the ball there for a little while, right Didn't, weren't you part-time?

00:22:52.132 --> 00:22:54.096
in it I was part-time, not part-time.

00:22:54.096 --> 00:23:07.948
No, I had completely said I'm not doing this anymore because I need to dedicate most of my time into learning what real estate is, which is why I was like I need to focus a hundred percent of my time into jumpstart, cause if I don't do this right in the beginning, in my mind I'm going.

00:23:07.948 --> 00:23:09.673
I'm never going to be able to do it right later.

00:23:09.865 --> 00:23:13.055
But remember you were going out to your car and making phone calls.

00:23:13.184 --> 00:23:14.467
Yeah, cause I was still in school.

00:23:14.467 --> 00:23:15.106
That was my part.

00:23:15.146 --> 00:23:19.532
That's what it was, that's right, you were, you were, you're finishing up grad school.

00:23:19.854 --> 00:23:21.976
Okay, so share with people what you were doing.

00:23:21.976 --> 00:23:45.423
Cause cause again, like to me, you you did whatever it took, and I think what happens is is that people start something new and they put like this little 15, 20, 30% effort and then they're like, oh, this is really hard, I'm going to back off and I want to be comfortable.

00:23:45.423 --> 00:23:56.957
Yeah, and so I want, I want our listeners and our audience to know what it took for you to get ramped up, because that's, we don't see that a lot.

00:23:57.037 --> 00:23:59.127
Yeah, I again.

00:23:59.127 --> 00:24:05.612
I think part of the reason was that, like I was using all of my savings to go a hundred% into this and like be into Jumpstart.

00:24:05.632 --> 00:24:10.615
You went all in Like you pushed the chips in and said I'm good, bet it all on black.

00:24:10.615 --> 00:24:11.217
Let's go.

00:24:12.185 --> 00:24:24.445
So I did that and then literally I think when I got your message or whatever that they were like hey, congratulations, like you're going to be on the team Immediately.

00:24:24.445 --> 00:24:26.435
I think I got a list of like names and numbers to call, right, and I remember I would go to school.

00:24:26.435 --> 00:24:39.250
I think I had class at like noon or something, so I'd like go to our meetings in the morning immediately after I'd rushed to class, because I had to be there by a certain time and then right after that I'm like I literally just wasted half of my day being in class and being in a meeting.

00:24:39.309 --> 00:24:40.593
I don't have any other time to call.

00:24:40.593 --> 00:24:46.385
I'm not like these other people that have like the mornings and all of this time to call because I have school, like I still have stuff to do.

00:24:46.385 --> 00:25:02.496
So then I would sit in the parking lot and like the garage of campus, like sitting there just, and I think I'd make like 25, 30 calls in one sitting until somebody picked up or until I had like a couple of good conversations to the point where I felt like okay like I got a little that might turn into something.

00:25:02.516 --> 00:25:04.319
Yeah, like that might turn into something.

00:25:04.319 --> 00:25:07.026
I'm good I can go home now, you know, and then I'll work on.

00:25:07.026 --> 00:25:09.131
If I needed to work on that, I'll do that.

00:25:09.131 --> 00:25:18.332
If not, I think the worst part for me was, like, if I didn't get somebody that I thought was going to turn into something, I'd like almost pair like paranoia.

00:25:18.332 --> 00:25:20.413
I'd be like, oh, do I do I have to keep making calls?

00:25:20.413 --> 00:25:21.394
Do I have to keep you know?

00:25:21.394 --> 00:25:30.262
And I think it took me a long time to realize, like, when you make that, like if you're making 50 calls a day, maybe it's just a bad day, like maybe you got to quit it and then start tomorrow.

00:25:30.262 --> 00:25:30.964
You know what I mean.

00:25:30.984 --> 00:25:41.797
Yeah, I mean again, we see this happen all the time with with newer agents that get gone, or older agents that have been around for a while, and they get back in the swing of things.

00:25:41.797 --> 00:25:49.029
That's the hard work, yeah, okay, and that's when the self-doubt starts creeping in.

00:25:49.029 --> 00:25:56.204
You're like, oh my god, I've made 15, 20, 30 calls, no one's answering.

00:25:56.204 --> 00:26:04.259
Yeah, but then it's like, if you're doing that at 9 005 am, the time matters.

00:26:04.259 --> 00:26:06.569
Guess what People are at work.

00:26:06.569 --> 00:26:08.111
They don't want to talk to you.

00:26:08.111 --> 00:26:17.733
So talk about a little bit of how you kind of found these different time zones, that because you were playing around with that for a while, for a while, yeah.

00:26:19.105 --> 00:26:23.762
So I mean, I've never really been a morning person, so most of my calls started off You're not a morning person.

00:26:23.782 --> 00:26:24.464
No, definitely not.

00:26:24.464 --> 00:26:26.236
All right, we'll talk about that in the next episode.

00:26:26.236 --> 00:26:26.940
Definitely not that.

00:26:28.045 --> 00:26:28.426
But anyway.

00:26:28.426 --> 00:26:34.414
So I wasn't really a morning person, but also I had like class and stuff in the morning, so I would always start my calls in the afternoon anyways.

00:26:34.414 --> 00:26:43.981
And I think because of that I got really lucky, because I realized a lot of the times picking up these phone calls they were like oh, I'm so sorry, like I'm just getting off of work, can I call you in 30 minutes when I get home, right?

00:26:43.981 --> 00:26:49.904
And then it's like mental note Okay, who are the people I have to call in 30 minutes to make sure they don't forget when they get home to call?

00:26:49.944 --> 00:26:50.046
me.

00:26:50.145 --> 00:26:50.365
Right.

00:26:50.365 --> 00:27:14.166
So when it started there, I think afterwards, once I stopped going to school and I kind of freed up my mornings and stuff, it was more like so I would try calling people in the morning realize that really wasn't working, because people were literally going into work and the people that were picking up were either people on vacation that were coming in or like people that were retired.

00:27:14.287 --> 00:27:14.547
Right.

00:27:15.470 --> 00:27:20.107
So when I would call in the morning, I realized I would text them afterwards Like I'd call them.

00:27:20.107 --> 00:27:20.749
They wouldn't pick up.

00:27:20.749 --> 00:27:22.813
I text them, I said hey, you know, I tried to reach you.

00:27:22.813 --> 00:27:24.175
Is there a better time that I can call?

00:27:24.175 --> 00:27:39.435
Then I would get the message saying I'm so sorry, I'm at work, can you?

00:27:39.557 --> 00:27:40.278
call me during lunch.

00:27:40.278 --> 00:27:46.204
So then I listeners, okay, you will hear experts in our industry.

00:27:46.204 --> 00:28:01.328
They're like oh, I time block from 9.30 am to 11.30 am and see, I've always been of the adage of it doesn't matter when, because if you're locking yourself into that time frame now this isn't for everyone, okay.

00:28:01.328 --> 00:28:17.498
But again, if you're locking yourself in to nine, 30 to 1130, and that's really not the like call zone time that your people are going to answer, you got to change it up, like, and this is the thing, well, I'm doing what I was told.

00:28:17.498 --> 00:28:20.347
No, you have to be creative.

00:28:20.347 --> 00:28:28.380
This is a creative type of environment that you just don't check the boxes as you go.

00:28:28.380 --> 00:28:37.830
One day it might work, the next day it might not work, the next day it might not work again, and then all of a sudden, boom, it's like it works.

00:28:38.724 --> 00:28:51.277
So I think that this is the part where salespeople get frustrated because what works one week doesn't work the next week, and then they're scared to try something different because of failure.

00:28:51.277 --> 00:28:52.726
Like, how many times?

00:28:52.726 --> 00:28:58.958
Like seriously and I know you've had failures kind of in the dark, so to speak.

00:28:58.958 --> 00:28:59.479
You know what I mean.

00:28:59.479 --> 00:29:16.733
Like you're not one to like I've never heard you come in and be all like, oh, this sucks and these leads suck, and I want, but Like, let's talk about that, let's talk about these failures that you've had, kind of in the dark, so to speak, like what have you learned from some of that?

00:29:17.164 --> 00:29:32.637
I will say, I think, the way that I approach the failures because I have heard that from other agents on the team saying that, like, oh, I did call, I did everything that you told me, but none of it's working and I'm like, well, there's one common denominator and it's not them, it's you.

00:29:32.637 --> 00:29:35.392
Well, there's one common denominator and it's not them, it's you.

00:29:35.392 --> 00:29:35.834
You know what I mean.

00:29:35.834 --> 00:29:40.288
So, majority of the time when something isn't working, I'm like, okay, it's something that I did which is good and bad.

00:29:40.288 --> 00:29:42.915
Good mentality to have, bad mentality to have in some other areas.

00:29:42.976 --> 00:29:43.196
Right.

00:29:43.217 --> 00:29:48.385
But I think, specifically for calls, because I had that mentality that it's like, okay, it's something that I did.

00:29:48.385 --> 00:29:50.854
Now I'm like analyzing okay, what did I do during this time?

00:29:50.854 --> 00:29:51.655
What time did I call?

00:29:51.655 --> 00:29:54.693
Was that I did?

00:29:54.693 --> 00:29:56.093
Now I'm like analyzing okay, what did I do during this time?

00:29:56.093 --> 00:29:56.528
What time did I call?

00:29:56.528 --> 00:29:57.063
Was I in a good mood when I was calling people?

00:29:57.063 --> 00:29:57.343
Did I ask the right questions?

00:29:57.343 --> 00:29:57.582
Did you know what I mean?

00:29:57.582 --> 00:30:03.233
So then it's like looking at all of that and then going, okay, I think the time that I called was fine because they picked up right.

00:30:03.233 --> 00:30:04.366
So I don't think it was that.

00:30:04.366 --> 00:30:09.314
Now I'm like analyzing okay, well, did I eat before?

00:30:09.314 --> 00:30:12.859
Because if not, then I was probably hangry and I probably sounded terrible on the phone.

00:30:12.859 --> 00:30:13.299
You know what I mean.

00:30:13.299 --> 00:30:14.577
They're probably like who the heck is this?

00:30:14.598 --> 00:30:15.184
I don't want to talk to you.

00:30:15.404 --> 00:30:18.394
You're real exciting yeah exactly and then they're like hanging up on me.

00:30:18.394 --> 00:30:30.355
So I think I went through so many cycles and, again, making calls on volume helps because when you get through so many of them, I feel like you get in their responses of the questions that you're going to ask.

00:30:30.355 --> 00:30:34.645
So now you know what questions to ask to get the responses that you want Right.

00:30:34.885 --> 00:30:35.287
Agreed.

00:30:35.287 --> 00:30:41.815
And again, the key word there volume, repetition.

00:30:41.815 --> 00:30:47.748
Michael Jordan did not go out to the basketball court and shoot five free throws, make three out of five and go.

00:30:47.748 --> 00:30:48.230
You know what?

00:30:48.230 --> 00:30:48.891
I think I'm good.

00:30:48.891 --> 00:31:00.114
Yeah, those guys like you hear the stories, Kobe and him, like thousand basket, a thousand free throws, like do you realize how insane that sounds?

00:31:00.114 --> 00:31:04.268
And then and then we were in sales.

00:31:05.329 --> 00:31:23.977
It's the same thing the more shots you take, the more practice runs, the better you get, so that when the real client does come across your path or you have that first real conversation, you're like you're in it, like you're the well has been primed and you're flowing good.

00:31:23.977 --> 00:31:36.317
You know, it's funny how, like you said, hungry, tired, like these are all things that come into play that people do not realize.

00:31:36.317 --> 00:31:46.374
I remember there's a couple times like I went out I don't know a last minute showing and I was starving, it was hot out, wasn't in a good mood.

00:31:46.374 --> 00:31:50.140
Well, guess what, dave salesman dave did not show up.

00:31:50.140 --> 00:31:52.632
It was the let me get through this.

00:31:52.632 --> 00:31:57.330
I hope they say they want to write an offer and move on, like you.

00:31:57.912 --> 00:32:02.067
What people don't realize is you can't, you can't just kind of get through sales.

00:32:02.067 --> 00:32:04.693
So let's talk about that piece.

00:32:04.693 --> 00:32:09.893
Like, like when you show up for a client, like what's your, what's your mindset?

00:32:09.893 --> 00:32:17.036
Like when you go to meet with a client, it's not like you just crawl out of bed and you like throw a baseball hat on and hey, here's the house.

00:32:17.036 --> 00:32:26.734
Like what goes through your mind right before you show a home or go to a listing appointment, like do you have a little psych-up routine?

00:32:26.734 --> 00:32:28.491
Like do you listen to certain music?

00:32:28.491 --> 00:32:32.154
Or, you know, is there something that you do to get you in?

00:32:32.154 --> 00:32:35.026
I'm in in now.

00:32:35.026 --> 00:32:36.048
It's like operation sales mode Boom.

00:32:36.829 --> 00:32:53.259
I think part of me, I think it starts honestly that day because if I know my schedule like I know I have showings or I know I have a listing appointment or I know I have something that I have to do I have to make sure I'm up like two hours beforehand because I know when I'm tired I'm the worst Like you will be upset at me if I am tired.

00:32:53.259 --> 00:32:53.880
You know what I mean.

00:32:53.880 --> 00:32:58.711
So I have to wake up two hours before, make sure I'm all good, at least two hours before, of course.

00:32:58.884 --> 00:33:01.094
Do you have a gaming problem, Diana?

00:33:02.865 --> 00:33:05.032
Anyways, that's for a different video.

00:33:05.032 --> 00:33:22.146
But yeah, I get up at least a couple hours before to make sure like I'm not tired, I'm not hungry, and then, for listing appointments specifically, I have to go through all of my documents again, like everything that I feel like I'm going to present on, and then, on top of it, our listing book.

00:33:22.146 --> 00:33:34.318
I have to go through the entire listing book once before I feel even comfortable getting in my car to go, because if I don't feel like I know what's in there, then I don't know what's going to happen when I actually hit the table and I have to explain this Right.

00:33:34.318 --> 00:33:35.559
So there's that.

00:33:35.559 --> 00:33:37.102
I don't think I have like any.

00:33:37.102 --> 00:33:43.976
I know some people have like some weird not weird but like people will run through the entire listing appointment before they get to the listing appointment.

00:33:43.976 --> 00:33:49.511
You know I'm not those type of people, cause I feel like a lot of the times appointments never go the way that you plan.

00:33:49.992 --> 00:33:50.252
Never.

00:33:50.452 --> 00:34:05.304
So I feel like my ability to wing things has helped me so much which, honestly, improv, that improv class that we did helped me a lot, because I feel like when you're able to kind of wing people asking you questions and things like that, it just goes so much better.

00:34:05.365 --> 00:34:06.450
Well, let's be clear on that, okay?

00:34:06.450 --> 00:34:08.893
So she's saying wing it.

00:34:08.893 --> 00:34:11.615
That doesn't mean being unprepared.

00:34:11.615 --> 00:34:16.938
It means being able to wing the situation.

00:34:16.938 --> 00:34:21.297
You still know what the outcome is going to potentially be.

00:34:21.297 --> 00:34:39.512
However, sometimes conversations will go a thousand different directions and it's up to us to bring it back to center, to keep our clients on point, because you could go off talking about you know, aunt Carol's baked bean dish for the next two hours and you're like, you're on a listing appointment.

00:34:39.565 --> 00:34:43.753
You got to like oh, that's a nice crock pot and they go off on a tangent.

00:34:43.753 --> 00:34:47.375
You got to bring it back and be able to talk.

00:34:47.375 --> 00:34:50.594
So that's what we're talking about when it comes to winging.

00:34:50.594 --> 00:35:00.264
It is being able to keep the client on point and having the conversation with the client, versus, like you said, some people think I got my listing presentation.

00:35:00.264 --> 00:35:07.239
You're not at a podium in their house in the kitchen like holding a speech, like a presidential speech.

00:35:07.239 --> 00:35:14.907
It's this conversation with, this conversation with.

00:35:14.907 --> 00:35:20.351
So how would you say, instead of talking at the clients, you're having these conversations with the clients.

00:35:20.351 --> 00:35:24.713
How have you been able to get better at that over time?

00:35:25.114 --> 00:35:43.795
I think honestly for me, especially in the beginning, when I felt like I don't really know what to talk to them about, and then we started having kind of these conversations of, well, like what are you saying to these people and are they reacting more specifically, because it really is, I think, all in the reaction of these people.

00:35:43.795 --> 00:35:48.592
So I think for me it was more so just once.

00:35:48.592 --> 00:36:01.931
I got in the mentality of like hey, these are honestly just my friends, like they have to just be my friends, because if they're not my friends, I'm not going to give you like this conversational piece of it and you're not going to trust me.

00:36:02.172 --> 00:36:02.371
Right.

00:36:02.853 --> 00:36:05.228
So I think, cause a lot of people are afraid.

00:36:05.228 --> 00:36:12.773
I've learned from other agents like afraid to tell people like the hard truths of, like what they're about to go through, like, hey, it's not going to be easy.

00:36:12.773 --> 00:36:17.230
Hey, like this and that it's like, this is what it is, and I'm just here to tell you what that is.

00:36:17.230 --> 00:36:18.153
You know what I mean.

00:36:18.153 --> 00:36:23.072
Versus like like lying to them, in a sense, and telling them it's all rainbows and butterflies and it's not.

00:36:23.092 --> 00:36:23.353
Yeah.

00:36:23.985 --> 00:36:38.318
So I think I've gotten to the point where I'm like the, the most honest person that I can be for them, because they are going to want a genuine person helping them out, not somebody that they feel like isn't for them.

00:36:38.338 --> 00:36:40.806
So that's you basically being authentic.

00:36:40.806 --> 00:36:45.137
And we hear this phrase a lot like oh, fake it till you make it.

00:36:45.137 --> 00:36:55.927
I understand the saying, I understand what it means, but think about that in our industry, fake it till you make it.

00:36:55.927 --> 00:37:11.972
So what you're going to fake being a salesperson, that's not being true to you and I know that you, especially early on, remember like some of your outfits you'd come in you're like I'm out showing today, I, today, I'm like, there you go.

00:37:11.972 --> 00:37:26.498
That's you being you versus some stuffy, you know, salesperson, all prim and proper, like people want to work with other people, not a salesperson, you know, so to speak.

00:37:26.858 --> 00:37:28.302
I think too when did you?

00:37:28.402 --> 00:37:29.786
when did you get comfortable with that?

00:37:29.786 --> 00:37:31.289
Did it take you a minute?

00:37:31.730 --> 00:37:35.416
I think it took me a minute only because I remember in the beginning I was so concerned about my age.

00:37:35.416 --> 00:37:37.527
I was like I am so young.

00:37:37.527 --> 00:37:44.094
These people are gonna think of teenagers, like trying to sell them a house like this is some pyramid scheme like right, like it's not gonna go well.

00:37:44.333 --> 00:37:52.036
But yeah, I was like so concerned, I think after I got through a couple clients I was like nobody cares, like nobody cares what I'm wearing, nobody cares.

00:37:52.036 --> 00:38:08.253
After a while too, I think the way I got into the habit of like thinking like it's fine, I could just wear, yes, be like modest, you know, don't don't go crazy, but like it doesn't, I don't know, like I don't have to be in business attire every single day when I go you know what I mean.

00:38:08.755 --> 00:38:15.552
So I think when I went and started showing homes, I noticed like these people, like my, I noticed like these people, like my clients right, like these people are wearing whatever the heck that they want.

00:38:15.552 --> 00:38:16.869
So why do I have to dress up?

00:38:16.869 --> 00:38:19.440
If you're going to dress like that, you know what I mean.

00:38:19.440 --> 00:38:21.811
To like this pretty important appointment of like the rest of your life.

00:38:21.811 --> 00:38:22.934
You're going to spend your house in here.

00:38:22.934 --> 00:38:25.148
You know Like you're dressed like that.

00:38:25.148 --> 00:38:26.690
So I think I got more comfortable.

00:38:26.690 --> 00:38:30.434
But also, first impressions are very important, so I never do it on the first day.

00:38:30.434 --> 00:38:34.661
Like the first day I am always very like, I feel like more dressed up than usual.

00:38:34.661 --> 00:38:38.195
Sure, it isn't until I get to know them that I start like toning it down a little bit.

00:38:38.824 --> 00:38:43.210
Cause I remember when you got your Tesla you're like that made you feel better.

00:38:43.710 --> 00:38:45.155
I was like remember, remember.

00:38:45.155 --> 00:38:46.427
You're like now.

00:38:46.487 --> 00:38:47.612
I'm a real realtor.

00:38:47.612 --> 00:38:49.394
I'm showing up in a Tessie.

00:38:49.394 --> 00:38:50.476
You know it's like.

00:38:50.476 --> 00:38:51.976
I remember when that.

00:38:52.237 --> 00:38:55.400
Now 90% of Arizonians have, because how?

00:38:55.420 --> 00:38:56.722
many times has someone seriously?

00:38:56.722 --> 00:39:05.152
How many times in your career of being a realtor have they asked you, diana, how old are you?

00:39:06.005 --> 00:39:21.490
I've never gotten the question like the first, like if I'm meeting people first five times, never, it only ever comes up like later, like almost like to the point where I'm handing you your keys and then they're like hey, you know, I was kind of curious this entire time, like, but like, how old are you?

00:39:21.490 --> 00:39:23.009
And then I'm like well, how old do you think I?

00:39:23.009 --> 00:39:23.670
You know what I mean.

00:39:23.670 --> 00:39:24.652
Like then I started asking those questions.

00:39:24.672 --> 00:39:25.394
Isn't that amazing?

00:39:25.394 --> 00:39:34.208
Yeah, that's because you made feel comfortable.

00:39:34.208 --> 00:39:35.835
But in the back of their head they're still going like who is this chick?

00:39:35.835 --> 00:39:36.577
Are you like some Benjamin Button?

00:39:36.577 --> 00:39:37.161
Like, are you reversing?

00:39:37.161 --> 00:39:37.762
Like what's going?

00:39:37.884 --> 00:39:38.144
on here.

00:39:38.144 --> 00:39:43.585
Yeah, I've never had anybody like be, and even when they do find out my age, I've never had anybody be like.

00:39:44.146 --> 00:39:44.686
Deals off.

00:39:45.106 --> 00:39:49.090
Yeah, like oh my gosh, I can't believe I let somebody that young like it's never been like that.

00:39:49.391 --> 00:39:50.012
So that's cool.

00:39:50.092 --> 00:39:51.152
Yeah, all right.

00:39:51.592 --> 00:39:52.094
One more thing.

00:39:52.094 --> 00:40:06.614
Let's talk about your structuring of your days, your weeks, your because I know that you like to, I know you're a jet setter and I know you like planning in advance.

00:40:06.614 --> 00:40:09.612
How much has the planner helped you?

00:40:10.304 --> 00:40:18.980
I think it's helped me a ton, in the sense of I think honestly, though, no, it's helped me a lot.

00:40:20.704 --> 00:40:36.690
Seriously, because we talked about this and I put together this a while ago and experimented with you guys Because this is the best of the best of what I used to do when I first got started and I wanted to see if it was duplicatable.

00:40:36.690 --> 00:40:40.438
And I remember you're like Dave, like I love this.

00:40:40.538 --> 00:40:43.681
yeah, I remember when it first came out, I was like did you literally read my mind?

00:40:43.681 --> 00:40:48.304
Because it's like exact, because I remember I was asking you for a planner for a really long time right and then finally we got one.

00:40:48.304 --> 00:40:56.179
No, honestly, I think it helps lot, especially the first page for me, specifically because it asks you, like, what's your goal?

00:40:56.179 --> 00:41:04.590
Because I'm a very like result oriented person, like I need to know where I need to go and like everything in between I'll figure it out, but I need to reach that.

00:41:04.811 --> 00:41:05.032
Right.

00:41:05.112 --> 00:41:14.875
So I think for me, seeing this front page every single morning, like when I open it, I'm like okay, like this is why I have to work on the things that I wrote down today, because if not I'm not going to reach that, you know.

00:41:14.875 --> 00:41:24.664
So then everything again, because I'm so like results oriented everything that I write in here, I really tried to have like a result from it.

00:41:24.664 --> 00:41:45.394
Like, even if I make, if I have my phone calls cause I typically put like my hot list and my follow-ups, like those are the phone calls that I'm making for the day If none of them pick up, then I have to figure out somewhere, like in this planner, what am I going to be doing here that's productive, like, and if none of it is work related, then what in my personal life here is going to be productive for the day?

00:41:45.394 --> 00:41:46.125
Because I don't.

00:41:46.164 --> 00:41:52.494
I think my worst fear is like losing a day of like I'm doing absolutely nothing and being like a couch potato, like I can't do it.

00:41:52.494 --> 00:41:54.836
I have to like at least go work out.

00:41:54.836 --> 00:41:57.521
At least you know what I mean Like do a lot of these things.

00:41:57.521 --> 00:41:58.045
I mean have you?

00:41:58.146 --> 00:42:00.954
found and again, like Kim and I have been doing this for years.

00:42:00.954 --> 00:42:17.614
But it's like we put everything on the calendar and I think sometimes people like everything, like everything because then you don't get decision fatigue, because when you leave that stuff lingering up in your head, oh, do I need to do this tomorrow?

00:42:17.614 --> 00:42:18.869
Or oh, do I need to?

00:42:18.869 --> 00:42:27.132
That's taking up bandwidth, like you need to be able to function at a super high level, and if you're, you know, oh, did I put the garbage can out?

00:42:27.132 --> 00:42:29.570
Like, put it in the calendar, for God's sake.

00:42:29.869 --> 00:42:34.820
I think for me, because I struggled with decision fatigue like so much before, to the point where I was like I don't even know what.

00:42:34.840 --> 00:42:35.019
I'm doing.

00:42:35.019 --> 00:42:36.965
I remember you would literally like.

00:42:36.965 --> 00:42:37.588
You got choked out.

00:42:37.608 --> 00:42:41.130
I literally have anxiety attacks because I didn't know what the heck I was doing every single day.

00:42:41.684 --> 00:42:48.072
So I think, once I had this, of course you're going to have periods of time where I feel like you have your gaps.

00:42:48.072 --> 00:42:54.400
Times are what I like, almost like, in a sense, like I'm searching for that time in here.

00:42:54.400 --> 00:42:58.036
So if I have my entire day filled with like appointments, that's really really good.

00:42:58.036 --> 00:43:11.655
So the less free time I have throughout like the morning and the afternoon, I feel like is a win, like, oh, I'm like, oh, I like booked myself so well that I have only this amount of time that I can really like mess with Right.

00:43:11.655 --> 00:43:23.626
I feel like for me, too, having my schedule when I have only this amount of time that I can really like mess with Right, yeah, I feel like for me, too, having my schedule when I have those gaps of like okay, I don't have an appointment here, I don't have to make my calls during this time, I don't have to do something like very urgent.

00:43:23.626 --> 00:43:30.690
There is the times that I sneak in, like going to the gym or like reading a book or like having like my downtime of like.

00:43:31.070 --> 00:43:33.577
You know that happens like two in the morning, and that's not even on this.

00:43:33.577 --> 00:43:36.972
So do you want me to do a 24 hour?

00:43:36.972 --> 00:43:38.815
No, let's not do that.

00:43:38.815 --> 00:43:39.797
I'm trying to get away from it.

00:43:41.389 --> 00:43:52.532
But, yeah, no, honestly, I think I searched for like that time where I'm like, okay, I was able to do all of the things that I wanted to do work-wise, like I was able to schedule everything that I wanted to, and all of those are great, and now I have.

00:43:52.532 --> 00:44:10.476
Even though I was able to do everything, I still have time for myself, cause I think for me, a lot of the times, it's like I'm I'm always trying to figure out okay, how can I have a life and then like be all about work, cause I feel like for me, I'm like 80% work, 20% life, like, if it comes down to it, that's what it is, you know.

00:44:10.476 --> 00:44:23.887
But it's like I'm still trying to make sure like the people in my life like that are important to me, understand that they're important to me, and like I'm still building and like cultivating those relationships and not just like completely ignoring people and like, hey, I'm just, I'm busy working, like you should understand, because they won't.

00:44:24.128 --> 00:44:29.197
Yeah, you have to sometimes explain that because people don't they, they literally don't understand.

00:44:29.197 --> 00:44:38.311
When you're at dinner and it's like, oh my God, this, that's the one that I need to talk to, and you dip out like they.

00:44:38.311 --> 00:44:43.681
They don't understand that because they're working a regular job which the phone stops ringing at 5 PM Exactly.

00:44:43.923 --> 00:44:44.025
Yeah.

00:44:44.025 --> 00:45:02.599
So I think during those time periods, or even like kind of like how you and Kim literally plan out date nights like I have to do that for my friends Like hey, we have to meet, like if we're meeting tomorrow, it has to be tomorrow at this time, like I can't and I can't be a minute late because it's going to mess with like everything else that I already have planned Right, so that in terms of like scheduling, that's helped.

00:45:02.599 --> 00:45:20.661
Again, today's goals, like I said, very goal oriented, at least for me and then really the daily tracker, cause I know we did something before that was like you log in every single day and you put how many calls you made and you put to me that's like a really good indicator If I'm like getting, if I'm not, if I have not reached my goal already.

00:45:20.661 --> 00:45:22.166
It's a good indicator of where I'm going.

00:45:22.608 --> 00:45:34.318
Well, and it's a way to self hold yourself accountable, because again we have to look in the mirror at the end of the day and go did we go all in or could we have done a little more, or did we suck?

00:45:34.318 --> 00:45:43.059
And unfortunately, you know, we're not in a position to where we're in an office, where there's a manager sitting over you going Diana, your production was low today.

00:45:43.059 --> 00:45:43.800
What's your problem?

00:45:43.800 --> 00:46:11.880
We have to do that ourselves as salespeople, entrepreneurs, business owners, and we sometimes lie to ourselves ourselves, you know, and and sometimes we have to tell ourself the truth, like, hey, I was a little light on the calls today, but tomorrow I'm gonna make up for that yeah, well, to me it's like really for this, if I look at it and I go okay, sure, if I only made, if I was only able to make five calls today, did I get one under contract?

00:46:12.045 --> 00:46:15.193
right, right, like, that's, like that I feel like is justifiable.

00:46:15.193 --> 00:46:21.655
When it's hey, I didn't get anything under contract and I didn't set any appointments and I didn't do anything and I only made five calls, like what the heck am I doing?

00:46:21.655 --> 00:46:27.527
Yeah, like, okay, like I'm looking back at it, like all right, like.

00:46:29.128 --> 00:46:58.547
Well, again, these are the things that we do as salespeople, and I know for our audience that, whether you're a brand new agent or an agent that's been out there a while and you really haven't got this thing figured out, these are some life lessons here Diana's living, breathing proof that it takes focus.

00:46:58.547 --> 00:47:03.557
You have to be goal oriented and you have to hold yourself accountable, and I want to thank you for coming out.

00:47:03.557 --> 00:47:05.728
This is the first ever podcast.

00:47:05.728 --> 00:47:08.213
Like the balloon should drop out of the sky.

00:47:09.076 --> 00:47:10.945
Maybe, that'll be on the hundredth one.

00:47:10.945 --> 00:47:17.237
I'll have you come back on the 100th one, but again, Diana, I want to thank you for being on today's show.

00:47:17.237 --> 00:47:18.000
Thank you so much.

00:47:18.000 --> 00:47:18.661
Thank you.

00:47:18.661 --> 00:47:23.938
And for those out there that are going hey, what's this planner all about?

00:47:23.938 --> 00:47:31.094
Shoot me a DM with the word planner and maybe I'll do something special for you.

00:47:31.094 --> 00:47:36.034
I'm working out on a promotion right now where all you have to do is just pay shipping costs.

00:47:36.034 --> 00:47:45.871
I'll send you the planner for free, but shoot it in the DM or comment below planner and I'll reach back out to you and, as always, make it a great day.

00:47:51.045 --> 00:47:53.911
This is the Sales Playbook Podcast.

00:47:53.911 --> 00:47:54.994
I'm Dave Panazzo.

00:47:54.994 --> 00:47:56.398
We're going to talk about sales.

00:47:56.398 --> 00:47:59.289
Sales is something that is very near and dear to me.

00:47:59.289 --> 00:48:02.436
I got into sales in 1993.

00:48:02.436 --> 00:48:13.219
And since then I have learned so much over the years, and sales is something that is a unique, unique trade that a lot of people don't know about.

00:48:13.219 --> 00:48:15.152
Sales is all ages.

00:48:15.152 --> 00:48:19.516
As long as you can walk and talk, you can always do sales.

00:48:19.516 --> 00:48:25.110
Whether you're young, whether you're old, it doesn't matter, Even if you're just starting out.

00:48:25.110 --> 00:48:28.318
Sales is something that makes the world go around.

00:48:28.318 --> 00:48:35.313
There is no ceiling on how much money you can make in sales and I want to unlock that on this podcast.

00:48:35.313 --> 00:48:36.356
So stay tuned.