Episode 08 – Jimmy Rex: How To Turn Followers Into Leads

If you want to take a peep of the life of the top real estate agent in Utah and get a glimpse of the mindset of someone who manages to sell 325 transactions last year, this is your podcast! Almost all of those wanting to enter real estate have dreamed of a life of abundance, away from 9-5 work, and living a life by their design. Sadly though, those who’d like to earn more feel they need to give more. More of their time, energy, resources, and freedom. They felt they are trapped by the industry and their dream of a life of life by their design vanishes. Is success really means working hard even more? Our podcast guest for today will answer this question! He is no other than Mr. Jimmy Rex.

 

Jimmy has always been a big thinker, a big dreamer, and a big hustler even as a young kid. He remembers at age 7 or 8, he saw theater size boxes of hot tamales for 30 cents which were normally sold for one buck each. He then borrowed 10 bucks from his dad and went door to door to sell them at 1 buck each. He made $20 that day. That was his first entrepreneurship experience. In 2004, he was trying to go into a major university where his buddy was trying to get his real estate license. He joined out of boredom. He listened to some real estate CD’s which eventually sparked his interest. But what really got him to accelerate is when he joined a Mike Ferry coaching. From month seven of doing real estate to month 12, he closed over 50 houses. After that, there was no going back.

 

Today, he’s sold over 2000 properties with his small yet mighty team. Because of his success in real estate, Jimmy went on to build his real estate coaching company which currently coaches hundreds of real estate agents from all across the country. He also runs his own podcast, “The Jimmy Rex Show” which has been listened to over 10 million times. We are really excited for you to hear the major bombs of knowledge he shared about coaching, consistency, using social media effectively, how to enjoy real estate without being tied to your desk, and tips and tricks on how he became one of the solid best agents in the country. Gear up and let’s roll it!

 

Here’s What You Missed

 

  • Why coaching is very important
  • The power of consistency
  • How to win through social media
  • How not to be a slave to the real estate industry
  • Do success equals hard work? Why or why not?

 

 

Knowledge Nuggets

 

 

[6:36] I knew how to work hard. I just didn’t know what to say or how to say it.

 

[7:51] whatever you’re doing, it’s the consistency that wins.

 

[10:45] There’s a million ways to sell real estate. It doesn’t matter what you do. It’s the consistency over time that wins, falling in love with the monotonousness of this job is where you win in real estate.

 

[11:32] You’ve got to find out whether your money is generating activities.

 

[14:24] I never  want to be a slave to the industry, but I wanted to give the best service to my clients. So I found great people. I pay them. Excellent. Nobody can hire away my team because nobody pays them as good as I do.

 

[16:30] On social media: 1. You got to have some reason for people to want to meet you. Social media should be much more about branding yourself so that people get to know you as opposed to trying to pitch a product all the time. Make value and attractiveness the first two things you need to do to your page

 

[21:28] If it’s fun, you’ll want to do it. And so just start and have fun with it. what do you already like to do? Start talking about it on your social media started doing it, mixing a little bit of real estate. Watch the thing grow. And then it’ll take off.

 

[26:44] There’s not one book. That’s fallacy that a lot of people have. It’s the consistency of doing those things over and pumping good into your mind and your heart all day long.

 

[27:19] Success is one of the trickiest things out there. And the reason why is because it’s disguised as hard work. You have to  have a WHY that’s big enough that it doesn’t affect you.

 

Important Reads and Links

 

Mike Ferry

Tom Ferry

Brian Buffini

 

Recommended People and Books:

The Next Wave of Influence in Real Estate by Jimmy Rex

A Shark Never Sleeps by Drew Rosenhaus

 

Jimmy Rex Website:                  https://www.mrjimmyrex.com/

Jimmy Rex Instagram:                https://www.instagram.com/mrjimmyrex/

Jimmy Rex Twitter:                     https://twitter.com/jimmyrex

Jimmy Rex Youtube: https://www.youtube.com/channel/UCN4DhXR7MGoOOM70znidNiA

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Download this episode’s transcript HERE

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Casanova Brooks:

What’s up DreamNation. We are back again with the another real estate episode. And this one right here, I’m very excited about, cause we’re going to learn about branding. We’re going to learn about social media and we’re going to learn about everything that’s relevant in today’s world when it comes to real estate. So without further ado, please help me in welcoming Mr. Jimmy Rex to the show. Jimmy, you want to go ahead and say what’s up to DreamNation?

Jimmy Rex:

What’s up DreamNation. Thanks for having me on man. It’s fun to be able to share some things.

Casanova Brooks:

Absolutely, man, it’s a pleasure to have you on here. Now, I always like to make sure that we can get the proper introduction and for anybody who’s not familiar with you, your team and your brand, I always love to think of real estate agents as the purest. Form of entrepreneurs. And I love to think of entrepreneurs as superheroes. And the reason why is because we’re constantly putting on capes and we’re flying around the world and we’re trying to solve problems. So before you became this mega agent that has a team that you guys did almost 325 transactions last year, if I’m correct, as well as now, you’ve done over 2000 homes.

And considered by many to be the top real estate agent in the state of Utah before all of that, if we could take it back to when you were just young boy, tell me who is Jimmy Rex?

Jimmy Rex:

Man, even when I was a little kid, I always wanted to be somebody. I was a big dreamer, big thinker and I remember when I was a little kid, I was just hustling all the time. I was always selling stuff out in front of my house. And I was just always trying to find angles and do things a little bit differently. And so I was. this little conniving little kid and a little hustler, but when I was in high school, I won class clown.

I just enjoyed the process of watching people react different ways to things that I would do and try. And so always been a person willing to put it out there and, in life, in general, that pays off big time. And so I’ve always had a fun, interesting career.

I always did stuff even in real estate. I’ve done stuff quite a bit different than anybody else. But as a kid, I was just a rambunctious little guy, man. I remember my sister tells a story once. I went to Shopko. I barely can remember. I was probably seven or eight, but they were selling like theater size boxes of hot tamales for 30 cents.

And I knew they were worth a buck. So I borrowed 10 bucks from my dad. I bought 30 boxes. I went door to door and made $20 that day. By the time I paid my dad back, selling them for a buck. And that was like the beginning of my entrepreneurship, but I’ve just always been looking at stuff like that ever since.

Casanova Brooks:

Man, I love it. Now tell me where do real estate come in for you? Because there’s a lot of things that you could have sold. Did you have family that was already in real estate? Was your parents in real estate?

Jimmy Rex:

So when I was a little kid, my dad did real estate for a time, but he was in the early eighties when it crashed.

And so I remember the tail end of that. It was like my dad had an office and he had these like ERA signs and stuff, but he wasn’t like a real estate agent. He got into the insurance business after that and did really well. But, I had gotten my associate’s degree in 2004 and I was trying to go to this major university and I was pretty naive.

I didn’t know, you have to apply six months to it in advance to a major university. And so I went in to go to school like that week they were opening for classes. They’re like, you didn’t even apply. And so I had basically six months with nothing to do. And one of my buddies was like, I’m gonna get my real estate license.

You should come do it with me. And I was like, yeah, that sounds cool. And so I got my license and I’d been listening to some CDs on tape, like Carlton Sheets, no money down. Robert Allen, Robert Kiyosaki, and it sparked my interest. And so I started selling and that was in 2005. I was 23, 24 years old and it just blew up right away, took off. And so I’ve been doing that ever since.

Casanova Brooks:

Got it. Now, when you mentioned Carlton Sheets and definitely Robert Kiyosaki, that’s more along the lines of investing. So did you get in with the mindset that you wanted to be an investor and then real estate as an agent would just be second?

Jimmy Rex:

So what happened was I knew like worst case scenario, I could do my own deals and save on the commission.

I remember my sister in law, my brother was buying a house and they were talking about this MLS and she was so mad. She didn’t have access to the MLS. I’m like, what is that? only realtors get access to it, but you can see every house that’s for sale. And I was like, wow, that’s cool. And so I was peaked with my curiosity.

So I was like, I’ll get my license. And then I can do my own deals, but also maybe I’ll do some deals on the side. And so when I first started, I didn’t even know if I wanted to be an agent. I just got my license, do my own deals. But then in my spare time I had a brother to be like, hey, listen, my house is for sale.

And then when I was selling his house, I had another guy that wanted to buy it that needed to list his house for sale. And next thing I knew, I was like, shoot, this is a really cool way to make some money. And that first six months I was half in, half out sold four or five homes.

And then I discovered coaching Mike Ferry, coaching. And I started doing that and from month seven, a month, 12, I closed over 50 houses and just never looked back.

Casanova Brooks:

Wow. What was it about that? What did you do discovered during that coaching that allowed you to really scale your business from month seven to month 12?

Jimmy Rex:

Yeah. Business is a lot different today than it was back then. Back then, if you’re a broker didn’t have good training, you didn’t have any good training. There was no training on YouTube. There’s no national coaching and training. I remember like the first six months, I didn’t like real estate because I didn’t know what I was doing.

I remember going to the back of the realtor magazine and I ordered a CD from some guy that was selling the back of that. Men’s, that’s how I was getting trained. And so when I discovered Mike Ferry’s coaching, it was a seminar that came to Utah. And it was everything I ever wanted to know that I wasn’t doing.

It was how to list for sale by owners, how to work with expired listings, what to say, how to do a listing presentation. I didn’t even know what a listing presentation was. And so I got, some crazy, like I got into this seminar and every night they’d give us a homework. And I’d go home and do the homework.

And it would like, I’d get a couple of leads. And I was like, man, this actually works. This is everything I’ve ever wanted to know. And I had no problem working hard. I’ve served a Mormon mission where you work like 11 hours a day knocking doors. And I’ve been a door to door meat salesman for three years.

Number one, guy doing that. And so I knew how to work hard. I just didn’t know what to say or how to say it. So once I learned that I just was making 40-50 prospecting calls every single day.I like clockwork. I was calling. When I first started, it would take me about 70 for sale by owners to get an appointment very quickly.

That was cut in half and then cut in half again. And by the time, a few years ago and by, I could get a listing appointment from a, for sale by owner called basically one out of 12, one out of 15. So that’s what I did is I just pounded the phones that was the first couple of years and got a ton of business from it.

Casanova Brooks:

Man. I love it. And just like you’ve said though, the market has changed a lot now. A lot of the information that you normally would have had to pay someone for a CD. That’s all free. If you’re willing to put that same time into YouTube university or whatever else. Now, when a new agent comes, see you right now and they say, you know what?

I just want to come out and I want to hit the ground running. What’s that one thing that you say to them, or even if they’re not new, but they are an agent looking to reinvigorate their career. What’s that one thing that you tell them to focus on of where they can drive business today?

Jimmy Rex:

The number one thing I tell people is consistency. That’s the thing that people don’t want to do, whether you’re calling for sale by owners doing open houses, calling Zillow leads, doing social media, whatever you’re doing, it’s the consistency that wins. That’s one of the reasons. When you asked me to be on this podcast, I looked it up first to see if you were consistent with it.

Cause I don’t want to be on some podcast that comes out every three, four months, like you are doing the thing. And so this dude’s taking this serious. I’ll jump on the podcast. Whether you’re doing social media, there’s people coming all the time and they want to. I get 40, 50% of my leads through social media now, but I’m very consistent with the content.

I’m always going out of my way to find value to give to my people that are following me and to be able to pitch real estate products and things like that. And so if you’re not consistent, it doesn’t work . Like with for sale by owners, when I was calling them, no joke, for a five year span, I didn’t miss a day.

I called for three hours. Every single day. And I had agents from all over. I was with Keller Williams here in Utah, and we have 1500 agents at the time in Utah. And so they just knew if anybody wanted to learn how to use first call for sale by owners, they would send them to me, to watch me and all of these agents would come in and they’d watch me like one day or like for an hour.

And they’d be like, Oh, I got it down now. And I’m like, no, you don’t. But I would ask, why do you share what you do with everybody and show them? I said, “cause they won’t do it anyway, that consistency is what wins”. So I remember this one guy came in, he was a pretty successful guy in his previous career, but the market had taken him out.

This was like 2009, probably 2010. And I remember he watched me for an hour called for sale by owners. And I was like, Mike Ferry used to put me on the stage in front of 3000 people. I could deliver that script better than anybody. And that day I had a really successful day calling for sale by owners.

I think I hit two or three appointments in an hour. And I remember he looked at me and he goes, man, Jimmy, just imagine, know I’m just like 25, 26, and he’s this 50 year old guy that’s had a lot of success in his life, but again, he was at a bottom point and he looks at me and he goes, I’ll never forget.

It was so funny to me, but he goes, if you’re this good at it, just imagine it how good I’m going to be at it. And I kept thinking to myself, like, all right, dude, you’re right. You’re up for something you don’t even know what’s about to hit you. And when he started calling, he called for one hour. He was on my team for an hour.

He came back and he was just had this look on his fac e like he hit his rock bottom that moment, because he’s I can’t believe the way these people treat me. He thought he was pretty special and he goes, I’m going to get a drink. I’ll be back. He, grabbed his stuff. I remember I told my assistant, I go, he’s never coming back.

He’s like bullshit. I’m like, no, he’s not coming back. And sure enough, he never came back because he couldn’t stand the rejection of it. So it’s like the consistency wins. I had days where I’d call 30 or 40 people with no appointment, but I knew my numbers. I knew that I made. X amount of money per phone call.

I had it written on my wall. I’d done the math. I knew that every single time I pick up that phone and dialed, I made $81 for every single contact because over time that was how the ratios put out. And every time somebody was mean to me or it was bad or whatever. I didn’t matter. Like I knew every time I pick up the phone, I was making 81 bucks.

And so that’s what I did consistently every single day. And so whatever you’re doing in his business, but there’s a million ways to sell real estate. This is pretty obvious. Tom Ferry always says there’s no bad way to get a good lead in real estate. I know I did a book called the next wave of influence in real estate.

And I interviewed a hundred of the top millennial real estate agents in the country. Every single one of them does it a little bit different. It doesn’t matter what you do. It’s the consistency over time that wins, falling in love with the monotonousness of this job is where you win in real estate.

Casanova Brooks:

I love it. Now let me ask cause everybody always has it different opinion on this. Do you feel like you need to do everything or do you feel like in the world that we live in today where outsourcing is easier than it’s ever been, that someone can still get the same type of results without them doing the action?

Jimmy Rex:

It all depends on how much you want to outsource. There’s certain things. You’ve got to find out whether your money is generating activities, right? There’s certain things that only you can do great. However, where a big mistake that people make in real estate is thinking that they have to do everything.

There’s another top agent in my marketplace and he pulled me aside about a year ago. He goes, you know what you’ve figured out that no one else has. I was like, what’s that? He said, you’ve somehow been able to convince all of your clients that they never need to work with you. I said I never wanted to be an agent that was tied to the office desk. I took 127 days on vacation last year, literally half of those are out of the country. Most of those are out of the country. I went to 20 countries last year. This morning, I was boating all day.

This is my life. I literally go out, I network and I build relationships and I work the social media and I do those things. I get all the, bringing in all the business and then I let my team do their thing. They’re much better than me with clients. I got one guy on my team that he works with all of our investors, his name is Tyler.

The dude is a freaking rockstar. I give him a client and I can go spend the money it’s done. My brother Dale, if I give him a buyer and he’s on my team as well, it’s done, I can take it to the bank. And I’ve really gotten good at leveraging in the stuff that somebody else can do as good or better than me.

And mostly it’s because I didn’t want to be tied to my desk. In 2012, I went to Arizona state. I was the only agent in the County that year. But I went to Arizona state to get my masters in real estate development. And I had to learn to let my team do their thing cause I wasn’t going to be here.

So it was the best thing I ever did is I had to train them to work as if I wasn’t here. And so I had to learn to take listing appointments over the phone. I had to work, learned to let all my buyers trust working with my team and let my assistant do his thing. And so because of that, I’m able to travel and play and do all these other things while my team grows and the people get taken care of much better than they would if I was the one trying to do it all.

Casanova Brooks:

Man. I love that, but that’s something that a lot of agents have struggle with is the fact of letting somebody.

Jimmy Rex:

Because they have control problems, man. They can’t let go of things. My team has screwed up over the last 15 years. I love it because they learn a powerful lesson. Anytime they screw something up, I let my team take stuff and I just tell them, they’ll ask me, what did we do on this? What are you? I’m like, just figure it out. I don’t know. And I’ve lost deals. I’ve lost clients. I’ve lost things that like you could’ve saved that. But now you know how to do it. And I was always willing to do that because I wanted my team to grow. I didn’t want to be stuck to the office. I’m friends with one of the top brokers in the country. When I met him like seven, eight years ago, I was like, dude, you built this giant thing. And he hadn’t seen his kids in six days.

I was like, what’s the point? Why are you even doing this? He goes, I’ve just worked so hard to build it up. I don’t want to let any of it go. And I remember feeling sorry for the guy. I wasn’t impressed. I didn’t want to be him. I just felt sorry for the dude. I’m like what a miserable life. So for me, the only fun of getting into real estate was to build this life I always wanted to have. And that’s what I’ve been able to do. And so for me, I never want to be a slave to the industry, but I wanted to give the best service to my clients. So I found great people. I pay them. Excellent. Nobody can hire away my team because nobody pays them as good as I do.

I’m very generous with them, but they’re my friends anyway. And so it all works out really well, but agents have a control problem. They want to control everything. It was funny I had a deal the other day and the guy on the other end of it, he goes, dude, you are such a pleasure to work with.

You don’t create any problems. I’m like, what are you talking about? He goes, every agent seems like they’re trying to make these issues. And you just get out of the way and let the thing close. I’m like, yeah, I don’t have time for that, dude. I got 50 deals under contract.. I got to keep these things moving.

Casanova Brooks:

Got it, man. I love that. I hope somebody who was in that position right now, whether they are currently building their team or they’re thinking about starting a team that they really focused on the end goal. And that is what is it that you really want? Because just like you said, many agents, they think that they’re escaping the nine to five, but then they just own a job.

And they’re slave to the industry. So I think you put that a great way. For someone right now, that’s looking to try to figure out how can they build their brand through social media, which is something that you’ve been able to do impeccably over the last couple years. What’s that thing that you recommend? Where do they even start and how do they build something as consistent as you have?

Jimmy Rex:

You have to take it serious. You have to treat it well and you have to be consistent. So what I did is number one, you got to have some reason for people to want to meet you. So I was just boating right now.

One of the guys that we’ve been boating with a guy by the name of Dan Fleischman, he manages over 500 social media accounts. He is expert when it comes to social media.

Casanova Brooks:

So my point is like that guy and I were sharing a lot of we’ve shared so many times like stories and things with each other.

Jimmy Rex:

And the reason why is because I created some value for Dan and his life, I found a way to create value for him. All the other same thing with the other people on the boat but my point is like everything we’re doing with social media, you have to collaborate with other people that are doing big things.

The only way to do that is to create value. We actually had a discussion on the boat. We were all laughing, cause Sean Whalen was on there. And Darren Wagner, they’re both pretty big on Instagram and social media as well. And we were laughing because the kind of shit that people send us in our messages, they’ll be like, Hey man, I want to like, people just want to pitch stuff or they want some, they always want to suck.

We call them leaches because they drop into, they don’t provide any value. And so we were talking about networkers that network the right way. They know how to create values, same thing with social media, you have to create value for people that are following you for people that are on your stuff.

So like for me, I’m sharing stuff, I’m sharing positive messages. I’m trying to inspire through showing you can do crazy things with your life and then I’m just creating value. I’m not trying to sell ever, like people that follow me, they’re like, I didn’t even know you’re a real estate agent by following you.

But what I do is I use my stories to sell people when it’s time. And so I’m never whoring myself out like this guy that like too many agents, like you go to their page, it’s just listing after listing, after boring real estate stuff. It’s dude, drop that stuff in. But that should be 20% of what you’re posting, not 80%.

And so here’s the thing. W e have the opportunity for social media to let people get to know us. They know us, they like us. They trust us. They’re going to use us. So social media should be much more about branding yourself so that people get to know you as opposed to trying to pitch a product all the time.

And so I just use it by social media to say, look, here’s what I’m doing with my life. Here’s what’s going on. If you want to be a part of my journey, please come watch, come fall and get to know me. And because of that, people reach out to me all the time and they’re like, man, I want to have that guy sell my house.

That guy seems like he’s got some cool stuff going on. So like my whole point of bringing that back around is. Once you’ve done that. So you’ve make value and attractiveness are the first two things you need to do to your page. Then you start to collaborate with other peoples as what I was saying with Dan today, right?

So if you go to his Instagram right now, you’ll see us wakeboarding. He tagged me, I tagged him. I’ll get a bunch of new followers. He’ll get a bunch of followers that are on mine. You start to collaborate with people, doing cool things all over the place. And when you do that, you build the page up and you get a lot more viewers, you can do it in your local community, with local restaurants, local people. I started a podcast to get mine going. When I started my podcast, I had 4,000 followers on Instagram. I’m over 60,000. And what I did was I started putting all these people in my community, all the top people in my community onto my podcast. I had a platform now to create some value for them to get their message out. So this year, the governor race is coming down.

There’s four candidates that are up for governor. Three of them have been on my podcast. And what I did is I put the first guy on the other two’s campaigns reached out to see if they could be a part of it as well. So all of a sudden, three of the four candidates for governor are like on my platform here in Utah.

I’ve been able to get every business entrepreneur , billionaire, these top business owners, all these people on my podcast and I share their message. I let them get their story out. People love it because it creates value for them. And, it’s all free of course, but then people want to be a part of that.

So they start following you. And that’s how you gain traction with social media. But I take it very serious. I spend 15 hours a week building content for my pages so that people have an interest to coming to it and then I can pitch them through Instagram and that’s where I get the business from.

But this isn’t something I’m just posting once every two, three days or trying to post something like there’s a lot of goes into creating a page worth having, and it’s a six hour course. I teach about this access on my case right now. But the bottom line is you got to take it serious and make it an absolute pinnacle part of your business.

Casanova Brooks:

I love it. And I dedicate as much time to my social media, but for somebody out there that right now, that’s the reason why they don’t have it have a following is because they look at it and they say, Oh man, it’s so much work. Is there one thing that may be you try to simplify it or dumb it down to say, Hey, let’s break this up into chunks. Is there a way for someone to get their following going without saying, man, I don’t have 20 hours a week to dedicate to this. I’m not even doing, enough business on my real estate side, what can they do?

Jimmy Rex:

If you don’t have enough business, you do have enough time. I did 324 transactions last year and I spent 127 days on vacation. I am a part owner in 12 different companies. You have time, it’s just not a priority. We’re in a coronavirus. All you have is time right now. Still in a lot of places in the country. And so I don’t know. At the end of the day, have fun with it.

If it’s fun, you’ll want to do it. And so have fun with it. Think about what message do you want to leave? For me, the podcast, when I started it out, I was terrible. I really was like some of those first podcasts. It’s a good thing my guests were good cause I was terrible. And I remember Gary Vee, I was watching an interview cause I had a goal to have that podcast right.

Two years. And, finally listen to Gary V and he’s you gotta just start, you’re gonna suck at the beginning and just start. And I did, and that’s what I did, and I picked my best friends early on and they were like doing cool things with their lives. And so thankfully, but just start and have fun with it.

And for me, I said, if I never get anything from this podcast, at least I’ll be able to leave something to posterity where they’ll be able to go back and learn a little bit about me, learn a little bit about the people I was associating with. And so I was like, you know what, for me, that’s worth it alone.

I’m going to do this as a hobby, as something I want to do, but I’ve had so many deals and so much business come through doing that podcast. And we’re over 200 episodes. And, it’s just fun, man. And but you have to just find fun in it. What are you good at? You’re good at video, if you’re good at photo.

I just found ways to make all my hobbies became how I sell real estate. I’ve gotten more clients by going on vacations. I get big groups of people and we go do big trips all the time. If you follow me, you’ll see every weekend where it seems like we’ve got a group going somewhere and doing something, but I’ve sold so many houses by doing that.

And I just fit it into what I like to do anyways. And so that’s the best thing I can tell you is what do you already like to do? Start talking about it on your social media started doing it, mixing a little bit of real estate. Watch the thing grow. And then it’ll take off.

Casanova Brooks:

I love it. Now you’ve been able to build this big team. A lot of people, they struggle. And I just had a buddy of mine give me a call yesterday. And he said, you know what? Now business is starting to come in for me, but now it feels like I never have enough time. And one of the best quotes that I heard in the beginning in real estate was if you don’t have an assistant, you are the assistant.

Now it sounds like for you, especially to be able to do 324 transactions, you have a couple of people that help you. When do you think is the right time for someone to go out and try to seek help? Should they be doing it up front? Or what does that look like to you?

Jimmy Rex:

Sure. So my team is actually pretty small, so I have two admin and then there’s three other agents besides me.

That’s it. I like to look at us as like a Ninja team, everyone on my team makes a half a million bucks. Even our admins make several hundred thousand a year because they’re very good at what they do. So for me, I don’t have this giant team. I think there’s this fallacy in real estate. You gotta have these giant teams.

I see some of the teams that, they’ll like 20 or 30, the people I’m like, this is not a team. Everyone on your team is freaking paycheck to paycheck for me. I always wanted to be around the most talented people and it’s taken a long time to build that. But I liked Mike Ferry’s advice.

He says for every 40 transactions you do, you should probably have another team member. So if you’re doing 40 or more deals a year, or close to that you should probably have an admin, or part time admin at 80, you should probably have a buyer’s agent at 120 ish you should probably have another buyer’s agent. And then from there depends on how talented they are.

But like my assistant is talented enough to take the roles of three normal employees. No joke. He’s amazing. And nobody can ever hire him away and not only is he my best friend, he’s the most highly compensated admin in the state. And but I love . I got five offers on houses last night.

And he handled all of it. I was playing softball at night. He took care of all of it for me. And so he’s just really good at all that stuff. And, so I don’t have to worry about it.

Casanova Brooks:

I love it. Obviously you’ve been in the business for a long time now, was there ever a book or a podcast that you were listening to early on that allowed you to elevate your mindset as such a fast pace?

Jimmy Rex:

My first five, 10 years in the business, I was reading between 50 and a hundred books a year. I think there’s a million great books out there.

Casanova Brooks:

If I’m a new agent, I come to you, I say, Jimmy, I got to level up, man. I need this first year to be my best year ever. What’s that one book that you’re going to tell me that can really help me to at least start to gain some momentum.

Jimmy Rex:

That’s the problem. There is no one book. If you want to be the best, you need to invest a lot. You should get a personal coach, either Mike ferry or Tom ferry, and one of those guys like Brian Buffini, those guys have awesome programs for new agents.

There’s not one book One of the first books I read out of the gate was called a Shark Never Sleeps. And it was just a book about Drew Rosenhaus, actually his story, when he was an agent in college, he was a sports agent and just about how tenacious he was.

It’s like eating. There’s not one book that’s gonna change your life. It’s this was a podcast. A lot of people think once I get so and so on the podcast that’ll change everything. That’s not how it works. It’s consistency over time. I’ve had some huge names on my podcast.

No one gives a shit like it’s one more podcast. It’s the consistency. And so it’s not one book. I’s reading a half hour, an hour a day is what’s going to make the difference. It’s not one podcast. It’s actually implementing the stuff you’re learning on podcasts. You could listen to this podcast alone.

And if you don’t go implement any of the things, you’re not writing this down. I literally prospecting three hours a day for five years straight cause I wanted to be the best. I’ve spent over a half, a million dollars on coaching and training since I got into this industry. That to me was worth every penny because I wanted to the best.

There’s not one book. That’s fallacy that a lot of people have. It’s the consistency of doing those things over and pumping good into your mind and your heart all day long.

Casanova Brooks:

I love it, man. Great response. There’s somebody out there right now that’s listening to your journey, they love of everything that you had to say, and they believe in it, but they have that little voice in their head that says that maybe they’re not strong enough.

They’re not smart enough. Or they just don’t have enough resources. What’s the one thing that you say to that person to get them to just take action.

Jimmy Rex:

Success is one of the trickiest things out there. And the reason why is because it’s disguised as hard work. I have so many days that sucked ass.

I had so many things go wrong. I had so many bad days, like when I was building this thing up, but the ultimate thing is you have to have a why that’s big enough that it doesn’t affect you. I always had huge WHYs. I had dream boards. I’ll be honest. I basically completed two entire dream boards now.

I have done some things that I’ve feel like I’ve been able to live 10 lifetimes man, but I had to keep all that stuff in my prospecting room, on my shelf, on my desk, because you have a lot of bad days. At the end of the day, like hard work sucks sometimes like sometimes real estate just sucks.

Sometimes you have a full day or you put in 20, 30, 40 hours into a deal and it falls apart. That sucks. At the end of the day, it never affected me. It really didn’t because my why’s were much bigger than that. I knew this was all going to be a process and you get to a spot eventually where you look back and you just honor yourself. I’m like, Holy crap. I’m so grateful for 20 year old Jimmy.

That guy in his twenties was a freaking horse. I just never quit. And I always said show up today for the person that you need to be one day that you don’t even know, there’s people in your future that are going to need you, 10, 15, 20 years from now.

You don’t even know. And if you show up today, you’ll be able to be there for them. But if you don’t, then you’re going to miss these opportunities where you could have really saved lives literally. You gotta have huge WHYs and you got to keep calling on those wise all the time. When I had my prospecting booth, I had pictures of my family. I had pictures of ex-girlfriends that said that I was no good. I had like quotes from freaking from the Dalai Lama to movies that I loved.

I had so many things to motivate me because I needed all that. Some days just really sucked and I had to draw on all that to keep on the phones and keep doing my thing.

Casanova Brooks:

Man. I agree. They say that, motivation is just like bathing, right? You get dirty every day. So you need daily motivation and those things to pull you through, which I completely agree with. For anybody who wants to stay connected with you, where can they find you at.

Jimmy Rex:

The easiest way to find me is on my Instagram. And I get back to everybody unless you’re just like text me and say, Hey. Anybody has legitimate, real estate questions and stuff I like to help and give back. My instagram is @mrjimmyRex and add me, I’m always posting a lot of trainings and coaching and things like that.

I changed my model a few months back. I’m only doing free coaching from here on out. I make a lot more money selling real estate than I did coaching. I enjoy the coaching. And so I still like to do limited coaching, but all my content I’ve put out is to help people. For every person that I reached out to, I try to reach down to somebody else. And so I’m happy to help any way I can, but that’s the best way to get ahold of me.

Casanova Brooks:

Love it, man. We’ll definitely drop all those links in the show notes and we appreciate you coming on. It’s definitely been an honor to have you on the show and it’s a privilege to be able to watch your growth and watch you keep going, man, remember DreamNation, in the dream we trust, but just as he said, you must take action and you must be consistent.

Otherwise it’ll only merely be a fantasy. We’ll see you on the next one.

 

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