Episode 2: Sign Slappin’ to Real Estate Kingpin

Patrick Gillis (00:00):

Don’t forget to dream in our life, and that’s what gets the fire going to say, I want to do this. I want to achieve. I want to pass the finish line in 2025 and make that happen, baby.

Chris Cook (00:21):

Welcome to episode two of Minding Your Real Estate Business. Today I have what I consider to be a very special guest, Mr. Patrick Gillis, realtor, family man, decent golfer, friend to many, and a real goal setter, I think, and that’s really what is attracted to having you on the podcast has been largely, I want to know what got you really thinking about being a goal setter in your business in your life. Tell me briefly, I know you can talk about this a lot, but let’s start off the podcast with your background and how goal setting became such an important part of your life.

Patrick Gillis (01:11):

Yeah, great. Well, listen, I’m excited to share it because I’m passionate about it. Well, goal setting, I think it really goes back to changing my life, what I wanted to do to change my life where I wanted to impact some change in my life. And it came from many times where we have pivots in our life and we look back and say, Hey, that changed my life, or I went in that direction. It goes back to a time that was a challenging time, a time in my career where things were going really great and then this is going way back, but in the early nineties when we had a recession, when interest rates were double digit, like 12, 13%, and my business shut down pretty much overnight. It was crazy.

(01:58):

I can go back further before that, how I got into real estate and why I got into real estate, but if it’s about goal setting, it was because I got into real estate in 1986. I was 26 years old. I had a few really good years right off the bat. It was selling almost immediately. Got my license, got some direction. Back then you could put an ad in the newspaper and get 8, 9, 10 calls, which is like internet calls today or internet leads. Things were flying, it was moving, things were going great. And then the recession hit in the early nineties and I didn’t have enough experience in my life to know that this could happen. I was young, I was inexperienced and I didn’t expect it. I wasn’t prepared. I was young, I was a young dad as well, and I hit a wall. I remember in it was kind of like 1989 where I had just bought a big house in the beach, almost double or two thirds of what I had paid for my last house and thought I was the big king of the castle doing great. And then we were hitting a time that we just kind of went through and maybe 22, 23 where interest rates are going up and up and up and up and it really shut the market down. I remember going into the office and the phone just stopped ringing,

(03:26):

Just stopped ringing. And I was doing maybe three years in the business then and I didn’t know what to do. So that was the beginning of goal setting. I went to a seminar back then, the seminar leader, his name was Tom Hopkins, and he talked about this graduating class, I think it was of Yale who surveyed a hundred of the graduates and looked back and said, who set goals? And only a small percentage of people who set goals, but those people who had set goals in writing 10 years later down the road we’re making 10 times what people were making who didn’t set goals. So it was enough for me to say, Hey, listen, I have nothing to lose. I had to change things around and I started setting goals and I can tell you all about it, but that was the change. And I think in life, when I look back now that I’m 65 this year, if I look back and I say, the pivots in life or the changes in life that impact us or create change is usually coming out of difficult times or challenging times if we can be vulnerable about that.

(04:28):

And it was a challenging time and that’s what really changed my way of thinking with goals. And I’ve never stopped since 1990.

Chris Cook (04:36):

Awesome. Now I think that that’s really quite fitting because where I want to go with this here, pat, is you went through that time in the nineties, I think along with probably everybody else that was in this business and some other businesses as well. It was a challenging time. I was in high school, so no,

Patrick Gillis (04:58):

You weren’t.

Chris Cook (04:58):

Every day I woke up, the sky was blue and the birds were singing. I didn’t have any pain at that time. But now we’re seeing a time that I think for a lot of real estate agents are going through the similar sort of thing where the phone has stopped ringing, the deals aren’t flowing. We had a 20 year party there, and now it’s hangover time for everybody. Except for you, you have had an amazing couple of years through a time where other people are really struggling. How much do you think that has to do with your habit of goal setting and being consistent?

Patrick Gillis (05:43):

Yeah, it has everything to do with it. I mean, I think once we’re disciplined enough to stay the course to keep moving forward, then we stay focused. I mean, it doesn’t matter what the circumstances are all around us. I believe a lot of times we’re going to look at the finances. We’re going to look at maybe the sales or the numbers that are down and that doesn’t matter. What we have to do is stay consistent. It kind of refers to what Albert Einstein said. The eighth wonder of the world is the power of compound interest. And if I can relate that to staying consistent, the power of being consistent in a day-to-day consistency in our life and our business, and not just doesn’t apply to business, but it applies to finances, it applies to your family, your marriage, every area of life. Stay consistent. It sounds like a boring cliche, but if we stay consistent and stay focused, it will pay off in the long run. It’s like the harvest. The farmer who has a farmer’s field, you have to sow, then you have to water, and you don’t see the results right away. But if you stay consistent with taking care of that field or our life or our business, the crop will come. The harvest will come. Never give up. Never give up. Stay focused. Stay in the right path. Don’t turn left or right. Stay focused. Stay straight ahead.

(07:01):

And I believe that I came out of last year with my best year ever in 38 years because a lot of it had to do with a lot of other things how I do my business. But a lot of it is to set the goal and then stay the course, just to stay the course. It’s the journey, right?

Chris Cook (07:19):

Yeah. And I think what I love about this, I love the consistency where you’re talking about being consistent, staying the course and the harvest will come. You’re harvesting right now at a time where a lot of people are feeling like the fields have been salted.

(07:38):

I love seeing this because I think that there’s a lot of stuff that you’ve done the 30 years prior to this big, I’ve only known you for a shorter period of time. Maybe we’re going on seven, eight years that I’ve known you, but I’ve seen your business really flourish in the last seven years. You’ve always been better than me. Let’s be clear about that. But I’ve seen a real increase in your production, but what I’ve not seen is a decrease in your availability of the people you care about. You’ve got your business dialed in so you can handle this extra production without it really affecting all the other things in your life. Would you say that’s true or are you just good at adding that?

Patrick Gillis (08:43):

Yeah, I would say that’s true. I think it depends a lot on what our passion is. What is our desire in life? I mean, listen, if there’s, there’s people in life and there’s some of us, or maybe there’s times in our life where we’re so business focused, so focused on achieving that hamster wheel or getting to the level in business that we want to get to that other things get left aside or put aside or get left. And that’s where the mistakes can happen and that’s where we can fall short. But if we, in our goals and in our life, if we have everything balanced and adding goals in our family, our friends, our faith, financial, we add the desire to reach a goal in those areas to the balance of those other areas in life will come. And I think that’s what makes us also successful because I believe in working out a lot.

(09:41):

I believe in staying healthy. And I think that’s a lot to do with our mental health, which then translates into business health because if we’re drinking every night or if we are really feeling weak physically or whatever area, a good description of that is, then it does pour out into our business. We just won’t have the motivation. We won’t feel great about ourself because working out does translate into feeling more confident as well. And I think the same with our marriages, like our life and our kids, and they’re all a big part of my life. And those have been big parts of my goal setting as well. So when I talk about goal setting, I talk about business, but also I have about 12 sections in my goal book. And it is faith, it’s family, it’s friends, it’s finances, it’s working out. It’s all of those things.

(10:34):

And I think that all has a big part of continued success in our life. It’s not just business, but it’s the rest of our life as well. Because at the end of our life, and we’re not going to be saying, oh, I wish I spent more time in the office. We’ve heard that we wish. What’s most important to us are our family and those of our close friends who we would consider family people we love. That’s what matters really. We can achieve all of these things or gain all of these things or have this success or trophies or whatever it is, but in the big scheme of things, or at the end of the day, that’s fun, but it’s fleeting. It’s fleeting. What’s matter is this you and I, or just connecting with our family or people who matter in life, and we can set goals to achieve that as well and that in our life.

Chris Cook (11:20):

That’s awesome. Let me ask you a question. This is something that comes up a lot. I think a lot of people, I think Warren Buffett said nobody wants to get rich slowly. And so it’s one of the things like when I talked to real estate agents or even people in other industries, you’ve been in this business, you said 38 years, right? Do you think it took you 38 years to get your business to where it is right now? Or do you think that if I dropped in right now as a brand new agent, your daughter, just brand new agent, is it going to take her 38 years to get to where you are?

Patrick Gillis (12:02):

Well, that’s a great question. That’s a deep question. And maybe there’s a couple of different answers to it. And because we’re self-employed and we have different personalities with different agents in different neighborhoods and different cities and all that, I think there’s maybe different answers to that. For me, my business is 99% pretty much repeat and referral. So repeat business and referral business, I think you could start up a really fast business with the right personalities. If you did a geographic farm, it might take 2, 3, 4 years to get there. But if you worked hard and spent money, certainly you could do some big numbers and there’s other ways you can do it. Some people do really well in social media. For me, it’s been building up my sphere, my databases, my sphere, my people that I deal with, which is about 375 people who I’m in contact with a hard copy and soft copy as far as newsletters, birthdays, anniversaries, client parties.

(12:58):

I just love connecting with them, and that’s where the business comes from. So I guess to answer your question is I think people can start up a quick a nut quick, but a fast business maybe. But for me, looking back, it’s very difficult. It’s very difficult. There’s a part of what we just talked about, the sowing and the reaping. And even if you did a geographic farm, it’s going to take time and money. And I think I heard a stat yesterday on a webinar, I was on that 70, I don’t know if this is accurate or not, but it came from a business coach Bini that 73% of the realtors in the Toronto Real Estate Board, which is the largest board in North America, did not do a deal last year within the last 12 years. That was 12 months. So that’s staggering. That’s staggering.

Chris Cook (13:46):

Yeah.

Patrick Gillis (13:47):

So I don’t know. To get to the level, that’s a good question. I think people do it differently. For me, it would take a while. It took a while to build up this business. And I think my business, I look at it as my field of diamonds, my gold, and I want to take care of my clients like they are gold. And I think I try to be as genuine as possible that I’m not looking at them as just a commission or a client. I want to look at them as I care for them. And I think that’s why the business comes to me because they sense that, and I do want to do the best for them. And that’s why the referrals come constantly, consistently.

Chris Cook (14:28):

I would agree. It’s a commission breath, I think is a lot of people talk about that, where the people are being looked like the realtor looks at them like they’re a pork chop. And I think that that genuine desire to help people really does help. And I do think that there’s a certain amount of business that a realtor needs to do to be able to relieve their own pressures, financial pressures, and put the client first.

Patrick Gillis (15:04):

Yeah,

Chris Cook (15:05):

True.

(15:06):

No matter how goodhearted a person you are, if you’re starving to death and this is your business, it’s a problem. And that’s why I think that that pipeline of prospective business, and you talked about it, 350 people, that’s your core sphere, I guess. I talk to a lot of people and they think they’re ashamed of smaller numbers of people in their sphere, and they’ll be like, oh, I only have 200. I only have 300. And I always thought that that was a really big number. I’ve got thousands of people in my database, but I probably only have 50 people that are at the core of my business. Hopefully in 30 years from now, if I’m still doing this, I’ve got as many as you. That’s a big number. And I think a lot of people need to hear that. That’s a big number. Imagine trying to make time for 350 people. That’s one person per day without hardly a day off.

Patrick Gillis (16:15):

That’s why I’ll have a client party sometimes and invite 150 people and 125 show up. I did that in my house for Thanksgiving last year, and it was great. It was fun. It was energetic food and just some prizes and it was great. And then you get to see everybody at once. It’s quick, but it’s good scale. Yes, I think if we look at business in a specific way to see how we can help people and then their desire to help us and not just numbers. And I think I scaled my business where if we’re talking about real estate, then I looked at it as where I have a and A pluses, and those are people who have referred me multiple times, and then B, are people who have bought or sold from me multiple times more than once, but they have not referred me.

(17:07):

And then C is just maybe a possible client. And then there’s the a plus. And I think in our business, if we have even 10 a plus clients who believe that we are the go-to person, our business can explode. And I’ll give you one example. One of my best friends, it’s a guy named Mike, and it’s a guy who was a reception at the church that I was attending, and I think he would allow me to use this story. And so him and his two brothers inherited his father’s house, and this is going back about 12 years ago. And he said, pat, my income doesn’t allow for me to buy this house, but my brothers already have a house and I want to keep this house. I live here. And I said, listen, what you could do is rent out part of the house, the basement or whatever, buy your brothers out, refinance the house and keep it.

(17:58):

And if you can’t keep it, then you can sell it in a year. What’s the loss? So one thing led to another, I set him up with my mortgage broker, he refinance, brought his brothers out from the estate, and even now he’s still there. It might be 12, 14 years ago. So the story is that he never bought or sold from me, but because I wanted to help him because he’s my friend and I just want to help him as a human being, he saw how genuine that was. And because of the position he was in his workplace and the type of person he is, he’s referred me to 32 different people who have bought or sold, and that’s over now maybe 15 years or whatever. And those people who bought or sold, he said he loved me so much, then they have referred me.

(18:49):

So just having one person that you do the right thing to, and not just a sale or a deal, but just do the right thing can impact our whole business with the right people. And that person is my advocate. So I take care of him. We’ve been to football games, we’ve been out for dinner. He’s coming to my house this Saturday actually with another friend. And I think that’s the key. And it’s not to be just because I want something out of them. I just want to help them. And when people see that they want to do business with you, they want to do business with you. And I think that’s the way we should look at business, do the right thing, help others, treat others, how we will want to be treated. And the business will come. It will come. I guarantee it will come.

Chris Cook (19:31):

Yeah. I think this is a great opportunity to also talk about your social media because I think interestingly, when did you start using social media in a more meaningful sort of way?

Patrick Gillis (19:52):

Well, I started using social media maybe on video, which was probably more meaningful maybe at about, I would say it was about seven, eight years ago,

(20:02):

Nine

(20:02):

Years ago possibly. And it was because my kids who, my daughter who’s now joined me in real estate, and my son said, dad, you got to get into social media. There’s no way that you can’t see the future without doing real estate videos or being out there on social media. And so I said, okay. So I joined Facebook, I joined Instagram. I was kind of reluctant, but then I did, and I’m glad I did because it’s a good way to connect with people and just to get your face out there on your personality and just have fun with it. And I would say it was maybe seven, eight years ago, it could be nine, but something like that.

Chris Cook (20:37):

And interestingly, when I think about it, that was right around the time where we met, and I remember that’s where I first saw the sign slap, let’s Go baby, and your energy. That came to it because as a rule, not as a rule, but generally speaking, I hate just listed videos. I do not like them. I think that they really don’t bring any value to the listing except for yours. And the reason why I like it is because there’s so much of your personality that comes through in that video, even from the intro, if you didn’t show up in anything other than the sign slap and the introduction and how you articulate the value of the house and the neighborhood, and again, going back to the consistency of the message, you always write down to the sign, slap the Let’s go baby. The way that you know everything about the neighborhood. And I know it’s probably not one take, but that high level of energy that you bring to life and to everything that you do. But I can see the discipline and the sort of like, this is how I’m going to do it every single time.

(22:04):

I think that that’s absolutely fantastic.

Patrick Gillis (22:08):

Great. Thank you.

Chris Cook (22:09):

And it’s also, I wonder how much do you think that the social media has and the consistency on your social media has elevated your business? Because coincidentally, this has gone together a few different things. You’ve got your goal setting, you’re a care for the client, you’ve got your social media aspect, and then you also briefly talked on it, but I think it plays an important part, is your involvement with coaching. Right? And you’d mentioned in your particular case, Bini.

Patrick Gillis (22:45):

Yes.

Chris Cook (22:46):

So how much did all of those things together really elevate your business in the last sort of seven to 10, 7, 8 years?

Patrick Gillis (22:59):

Right. Well, listen, I believe social media plays a role a hundred percent. Everybody’s on it, almost pretty much. And I think for social media, there are going to be some deals that come maybe possibly directly out of it, and that’s great. But I would say, here’s a comment I’ll make is that I believe if we took social media off the table right now, Instagram, Facebook, whatever else, if we took it off the table, it goes back still to the bottom line of connecting with people. We want to connect with people on social media, and that helps. But if you are really not connecting with people like at the coffee shop, at the dry cleaners, the concierge in your condo, if you’re not asking how they’re doing, I think eye contact is so important. I believe that it plays a role, but not the biggest role.

(24:03):

I think the key with maybe you’re commenting on about the social media is that are we genuine? Are we genuine when we’re doing social media? Are we genuine when we’re connecting with clients? And I think people can pick that op so quick if you’re just like, you say, commission breath, or just care about myself, or do I really care about them? Do I really want what’s best for them? And they know it and they want to work with somebody who feels that way. And I think there’s been lots of surveys done. If what’s the most important thing to a client when they’re looking for a realtor? Almost always what comes out on top is trust. They want to trust somebody to help them navigate through one of the biggest financial decisions in their life. And that goes back to being genuine, and it can come out in social media, but really it comes back to connecting.

(24:55):

And I think that also comes back with what’s within us, what’s within you and me. And I think we have to be very careful about who we surround ourself with, what we’re exposing ourself to on a daily basis, and I believe I’ve heard as well, is that we’re the average of the people we spend, the five people we spend the most time with on a daily or weekly basis. And if we are exposing ourself or if we are spending a lot of time with negative people, people who are pulling down, gossiping, tearing down, or not encouraging, then that’s going to come out of us. What goes in comes out. So I think we have to be very careful of what we listen to, what we read, what’s important to us, because that’s who we become and who we become is who we portray when we’re dealing with clients and people, and that that’s the ultimate, let’s be real. Let’s be the person that I’d want to deal with. And I think that’s what comes out the social media or just however other platforms that we work on.

Chris Cook (26:07):

Wonderful. Okay. Because this is such a business related podcast, I’d be remiss to not ask you, what do you think your advice would be for somebody to make a transition from their business being a business versus their business being a job that they own?

Patrick Gillis (26:34):

Right, right. Yeah. I would say in the long run, I would say one of the biggest things is to own real estate because then the value of it as far as owning your business. But I believe that it’s very smart to have, it goes along with goal setting, but business plans. One of the biggest things too, I have found over life in going through the 1990s and different other times is that in all of my business and every single deal that I do, I try to save some money. Saving money to get through a business plan and working on your business is extremely important. I had a rule that I would save 10%, invest 10%, and give away 10%. And I’ve lived by that rule for many, many years, and that came out of a difficult time. And I think if we operate our business that way, then through some of the low times or the dry times or the struggling times, we can operate our business and still pour into it.

(27:26):

I’ve learned a lot over the years, but I think looking at our business as a business and say, okay, I’m going to spend so much, not too much, but also pour into my business as far as spending some money. So it’s having that fine line, but that’s how, I guess maybe the short answer is that have some rules of how much you spend and also have a savings, and then being able to not pull back even through the dry times as far as investing in your business. Some people spend a lot of money on flyers or maybe billboards or benches or whatever. I spend a lot of money, or not a lot. I spend some money on my sphere, the people who mean a lot to me or who have given me, I want to treat them, I want to give back to them. I’m going to a Zach Brown concert in about another week and a half with a really good buddy of mine.

(28:13):

He was in my wedding party, and I keep going back to stories, but he was in my wedding party. I’ve known him for, I dunno, 45 years. And he had an accident and he went blind from the accident, unfortunately, about 25 years ago. And this guy loves me, and I love him so much. He’s great. And we’re going out three couples, and he is on the bus, he’s on a bus going to somewhere, and he’s blind, and he hears somebody beside him talking about real estate, talking about buying a house. He interrupts the conversation and pulls out a card that he has in the wallet and says, you’ve got to call my buddy Patty, and this is who you want in your corner. And if I talk about owning the business or looking at the business, just get those people in your business and they’re going to bring you and elevate you to this next level. So that’s a good buddy of mine who I don’t know, that just came to my mind that that’s who we want in our business to own it and to move forward.

Chris Cook (29:12):

I got to be honest with you, I think a lot more people would call Patty than would call Chris just from that. You got to call Patty. I want to call Patty. That sounds fun. Oh God,

Patrick Gillis (29:24):

Yeah.

Chris Cook (29:24):

Okay. One question. You talked, you have this manual, this goal setting booklet that you’ve got? Yeah. Something we can share.

Patrick Gillis (29:37):

Yeah, absolutely. Listen, when I first started goal setting, I didn’t know what was doing, but I figured I had no other choice but to somehow lift up my business. And so what I did was I started setting some goals, and this is going back in the early nineties, and then it was just some basic stuff, and I put it on a big Bristol board in my bedroom, put it on the wall. I remember to this day I can envision it. And I bought these gold and silver stars from whatever store it was. And as I achieved those goals, I put the stars on. And then I went to a spiral workbook and I started writing down the goals that I wanted to achieve. And then I created a template, a template that has my business goals, but also 12 other sections of life, like I mentioned, family, friends, travel, investment, retirement, fitness, all those other different areas. And the key, I think, Chris, is not just to write out goals in January. I know my wife is not really a goal setter, and I used to do a goal setting with my kids when they first started school, like when they were 7, 8, 9 years old, and they hated it

(30:47):

At the beginning of the school year. And in January, I would sit down with them and say, we’re going to write our goals. And they would say, oh, dad, do we have to, do we have to? And I said, yes, yes, we have to. What are the simple goals that you want? And then as they evolved, we did it every year, every year, every year as they got into teenage life. And then as they got into young adults, they started doing this and they started bringing their friends over to my house, and we started doing it together, and their friends started writing down goals. And to this day, both my kids are entrepreneurs, they are both business owners, and they are extremely goal oriented. So my daughter would have goals, sticky notes, all over the place. So I think the key, Chris, for me is what I created was that write out my goals in January and every section in my life and what the key is to review and review and review and review.

(31:35):

So the beginning of every month in January, and then now May 1st, just this morning I did it. I took goals in those 12 sections of my life and wrote them down in my business area and my personal area and those goals that I want to achieve this month. I review every Monday, and I’ll write it down in my daytime or sometimes I’ve got this blank journal, I’ll write it over again, over again, over again, over again, over again. Last year, one of my biggest financial goals is I wanted to help my son buy a house. Big financial, big financial goal and big financial commitment. But by the end of the middle of December, I think it was December 18th, we wrote that offer to buy a townhouse in Pickering. And if I didn’t have that goal and it was on my mind over and over and over again, that could have easily slipped by, I could have said, Hey, listen, I’ll do it next year or the year after.

(32:27):

But there’s something in our brain called the reticular activator system, and it’s a part of a scientific way of thinking is that the more you think about something, the more you write it down, the more you dwell on it, the more you start to look for it, the more you start to look for it, the more chances it has to come to pass. It’s just like, listen, if you were looking to buy a new Mercedes three 20 or whatever it is, you might not have noticed it before, but you go down the street and you say, Hey, there’s that same model, there’s that same model, and it’s the same with maybe having your first child. You notice new kids, new babies, pregnant moms. It’s the thing that’s on our mind, the things that we think about. The more we dwell on it, the more chances we have to come to pass.

(33:07):

So the key to goals is not just to set it in January and put it in drawer and never look at it again. It’s review, review, review, write it out, journal, think about it, dwell on that, seek after it. Knock on the door, seek after it. Run after it. Dream, dream, dream. I think one of the biggest things that we don’t do in life is we, as we get to be adults, is we forget to dream. We forget to dream. Set those outrageous dreams to say, I want to do that. I want to see the pyramids. I want to go to the Super Bowl. I want to do this. I want to do that. And just see how it unfolds. Just see how it unfolds, and then you sow those seeds and allow yourself to reap. Don’t forget to dream in our life, and that’s what gets the fire going to say, I want to do this. I want to achieve. I want to pass the finish line in 2025 and make that happen, baby. That’s

Chris Cook (34:09):

Amazing. I can’t think of a better way to end it right now because what a great way to end. This is the reason why we get into this is of course we get to help people and do all those things, but it allows us to be able to also get and live our dreams and to do these things. I love that. Thank you so much for joining us on the podcast. If anybody wants your copy of a blank empty booklet, we’re going to put a link here and we can get, is there a digital version?

Patrick Gillis (34:44):

Yes, I have a digital version. Yep, digital version.

Chris Cook (34:47):

And then because you’re such a giver, we’re going to give this anybody that wants it and you can fill it out. Absolutely. But the caveat is, anybody that asks for this, if we send it to you, you can’t do it at the beginning of the year or now. It can’t take up space on your desk. You actually have to use it and look at it every single day. You have to have to live that dream. Absolutely. I love it. Thank you, Patty.

Patrick Gillis (35:10):

You’re welcome.

Chris Cook (35:11):

Absolute

Patrick Gillis (35:12):

Pleasure. I love your energy. Thanks for the invite. I love you, man, and I love golfing with you every Thursday. We have always a great time, lots of jokes, lots of fun. And I’m so proud of you doing this podcast, man. Good luck. I am excited to see it grow. Awesome. Thank you, sir.

Chris Cook (35:36):

What a fantastic and honest conversation from Patrick. Here’s what stood out the most for me from today’s episode. First goal setting is not optional. It is foundational. Patrick shared how his business only turned around after he began goal setting, reviewing and living by clear goals every single day. Second, consistency creates momentum through the ups and downs of the markets. Staying steady with daily habits and client care has been the difference maker for him. And finally, relationships are everything. His success today is built on genuine connections and a commitment to helping people, not just chasing commissions. If you have value from today’s episode, please leave us a rating below. It really helps people discover this show. And don’t forget to share this episode with a friend or colleague who could use a little extra inspiration in their real estate journey. Thanks again for listening. We’ll see you next time on Mind. Your real Estate business.