JASON BRAMBLETT RADIO SHOW PODCAST

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JB: And good morning to you. Welcome to Triad Real Estate 911 with your host Jason Bramblett. I am JB, and along with Jason, for the next thirty minutes, we are going to be talking all things real estate, and once again we are live in the studio this morning, on this Saturday morning. If you have got a question or comment, we welcome your calls. Give us a call, (336)553-0796, (336)553-0796. And we say good morning to the man with the plan, Mr. Jason Bramblett. Good morning.

Jason: Good morning. Hope everybody is good.

JB: Oh, it has been a great year, man. And here we are at the end, and getting ready to wrap up another great year --

Jason: That is, it.

JB: -- on the radio.

Jason: Absolutely. One of my favorite shows of the year is the last one and the first one. The last show of the year. It is a good time to kind of reflect a little bit. It is amazing how quick the years go.

JB: Oh, I know. I know it is such a cliché, but man, they are rolling. Everything is just rolling right now.

Jason: Especially when you get to my age. It is like light speed. It seems they go, it just seems like the years were so much slower 25 years ago.

JB: It is so true.

Jason: It is. But hey, it is what it is, as they say.

JB: That is right.

Jason: So, here is the thing though. You can look back, but there is nothing we can do about it. What is done is done. We cannot fix it. And here is the other thing. You cannot even do anything about tomorrow.

JB: That is right.

Jason: The only thing you can deal with is now, today, that is it. If you are upright, breathing air, this is what you have got to deal with is today.

JB: That is right.

Jason: That is, it. Because tomorrow, yeah, have plans, have goals, have all those things. But as this world has proven, there is no guarantee. So, the only time you can control is what you have got to do today. And so, you have got to make sure you are living every moment.

JB: That is right.

Jason: And be intentional about it. One thing that I think is the most common thing I see is people just going through the motions of life and not being intentional. Have a plan. Be intentional about what you are doing. I tell you, that will give you a huge, huge leg up in 2019.

JB: Right.

Jason: Just sit down and get prepared. Have some goals. Have some things, but everyday you need to be intentional. Just do not show up, go to the job, breathe air, go home, eat, sleep. Again, you are just going through those motions.

JB: That is right.

Jason: You have got to do something. Focus is key for sure. So, what are you ready to do in 2019? Are you ready to change your address? How about that?

JB: Could be.

Jason: Some people need to move it on up as George Jefferson, right?

JB: Yeah, the Jefferson’s.

Jason: Yeah, old George. You have got to move on up.

JB: There you go.

Jason: So, it is time. Some of you have been putting it off, waiting. We are going to see what the rates are going to do. We are going to see what this is going to do. Residential real estate, there is really no reason, you are not going to wait out the clock of the interest rate. The rate is the rate is the rate. Right?

JB: That is right.

Jason: The difference between this 1%, 1 ½% flip-flop change that we have had is a few hundred dollars a month in your payment, for most people. Look, if a few hundred dollars a month is going to change your life, whether you are going to buy a house or not, you do not need to buy a house.

JB: That is right.

Jason: If $200 a month is the difference between owning or not owning, you are not ready to own. You need to rent because you do not have enough money or equity or a big enough emergency fund, whatever the case may be. But if a few hundred bucks in today’s value of money, when people have $400 a month phone bills, if $200 a month in a mortgage payment is the difference between you are going to do it or not do it, do not do it.

JB: Right.

Jason: It is not for you. Okay? You need to just be patient. Get rid of your $400 a month phone bill and do something that can give you some cushion.

JB: Yeah.

Jason: And so live on less than you make. Right? So, you are not going upside down or you are not pushing it to the very end. But if you are ready to move on up or down, actually if you are downsizing, you are on the other end of that spectrum and you are ready to go, maybe downsize. Well, we can assist with that, too. How about a career change?

JB: Hey.

Jason: How about a career change? How about you know what, I am tired of going through the motions. I am tired of just whatever punching a clock. Whatever it is. And maybe you have thought about real estate, but maybe it is time to really dig into it and look at it. Right?

JB: Right.

Jason: The great thing about real estate, I was just telling JB before we went on the air, you can go all the way to the end –

JB: That is right.

Jason: -- selling houses.

JB: That is right.

Jason: There have been a few people that I know, they had deals closing and they were no longer with us. Let’s put it that way.

JB: How about that?

Jason: When I say you can go to the end, you can go to the end. And there are not many careers, there are not many things in the world that you can do –

JB: Right.

Jason: -- do that. That is a great thing. If you are one of these folks that have worked for companies, and it seems like every time you get going it gets bought out and closed, and you have got to start over again, and you are tired of starting over for somebody else every single five years, six years. It is amazing. I talked to some guys in, well, we just had a very good friend of ours. They moved to Raleigh. The same situation is he is probably 50, 55, 56 years old, and the company he was working with got bought out, and here he is, he has been here 20 years. They did not really want to move. They are established. This is their home, but when you are 56 years old and you need a job, you go where the job is at.

JB: That is right.

Jason: That is what they had to do. But in real estate, you have somewhat some control of that destiny. Are you ready? Here is the thing. Here is the cool thing about real estate. It is a product really that everybody wants. Everybody has goals. Most, I should not say everybody. 92% of people have a dream or a goal to own a house.

JB: That is right.

Jason: There is a small percentage out there that do not. It is a fun product to sell. It is sometimes very interesting. When you go in people’s homes, it is very interesting. The stories.

JB: Yes.

Jason: The stories. Some that you do not ever, ever, ever want to hear.

JB: And that might be another show in itself right there.

Jason: It is. Unfortunately, it is like how do you say it to protect the innocent, right?

JB: Yeah, we will work on that.

Jason: I will have to work on that. I will really have to brush up on my, maybe I tell those stories when I move to a different market. At the end. I will do it at the end when it does not matter.

JB: Yeah, we want to keep our radio license here.

Jason: That is right. That is right. But it is interesting. And if you are worried about, one of the things that we hear a lot is well, I do not know enough people. I do not know what to do. How do you get started? Well, with our system, you do not have to worry about that. We actually have a system, a process to ensure that you succeed. That is a little different than most real estate companies. A lot of them do, but a lot of them do not. A lot of them are, well, just let her rip. Let her rip only works if you have been selling a lot of stuff to a lot of people and you have got a big database of names. That is not most people.

JB: Right.

Jason: That is not most people, but we have got a 2019 Boot Camp that we are going to start here it looks like in February with as many people as we have inquiring. So, if you have thought about it, what do I need to do? Well, one you need to get a real estate license. Either you have one or you are in the process. All right? Not my rule. That is the state’s law.

JB: That is right.

Jason: That is the state’s rule. They just kind of prefer it that way. So, we have got to play by the rules. So, you do need to get one of those.

JB: Okay.

Jason: Or if you have one, and maybe you already have a real estate license and you have been struggling. Let’s face it, guys. Not everybody is knocking it out of the park.

JB: That is right.

Jason: So, if you are not and you think you have the potential to do that, let’s talk. Let’s have a conversation. Have a cup of coffee, sit down, and see what it is. What I find is that most of the time it is the system that is the issue. It is not you.

JB: Right.

Jason: And typically, the reason why the system is the issue is because there is no system. It is like hey, you are legal, go get them.

JB: Yeah.

Jason: Okay, well, that works like never. You have got to have a process and a system. Let’s think about it. If we are hiring a mechanic to work on your car, we do not just hand him a crescent wrench and say go for it, man.

JB: There you go.

Jason: No, he has had to have had some training. He needs to know what wire goes to what and why this looks, it would be like me. That would be worthless. If you gave me a wrench and said, the only thing I could do is take it apart. That is, it. And that is all that is going to happen.

JB: That is right.

Jason: You will have buckets of parts, but you will not have an engine that runs. I can assure you.

JB: Right.

Jason: No way. Not going to happen. Anyway, if you have struggled in real estate, if 2018 was not your year –

JB: Right.

Jason: -- but you love real estate, you just need a system. Give us a call.

JB: All right. Well, let’s kind of go back there. I have got a question. You have got me interested now, Jason. So, what would it take for me to be a sales agent on your team?

Jason: First step, again, got to get that license.

JB: Yeah, you said the license. Yep.

Jason: You have got to be teachable. And this is sales people in general, so you have got to be teachable. And what I mean by that is typically you have got to set your ego aside.

JB: That is right.

Jason: My young college graduate agents, they do not have any problem with that. They are very teachable, very coachable. They do very well quick, so if you just graduated, all my UNCG friends, call us because we would love to talk to you.

JB: There you go.

Jason: We love helping and supporting the local college, and the kids that we have hired out of college have done phenomenal. Who struggles is the old dudes that have been selling something. Widgets, I do not know, cars, whatever. And some of it is you just got some bad habits. But a lot of it is you are just not teachable, and you need to get there. The other thing you must have is, and this is key. This is one of the biggest things I look at. You have got to have a high economic drive. Basically, you have got to like money. Period.

JB: I like money.

Jason: I like money, too. I have been both sides of the money equation.

JB: Right.

Jason: With it and without it.

JB: Yep.

Jason: Life is different with it than it is without it.

JB: Yes.

Jason: That is for sure. You have got different options. You have got different choices. You can breathe a little differently.

JB: Right.

Jason: Okay? And so, now money is not the reason for everything.

JB: That is correct,

Jason: So, do not send me the hate mail. Well, money this, no. But here is what I find is in sales especially, if you do not have a high economic drive, you will not be willing to go through the pain to get to the goal.

JB: That is right.

Jason: Okay? I do not know why. You cannot have the will. You cannot be, you just cannot have the whatever attitude, like you are Mr. and Mrs. Pop. No, that does not work. That attitude, that positive attitude is great. It will not get you through it. I do not know what, in 20 years of sales and coaching and teaching people, economic drive, pretty much, it even trumps talent.

JB: Yeah.

Jason: Because talent will only get you so far. Talent just gets you noticed. It does not sustain you. Talent will fade.

JB: Right.

Jason: Many reasons, but if you look at it from a sporting thing, talent just fades with age.

JB: Right.

Jason: That is the bottom line.

JB: That is true.

Jason: Example would be quitting smoking. This is something most people can relate to.

JB: Okay.

Jason: I am pretty sure everybody in America is educated enough now to know that smoking is not healthy.

JB: Right.

Jason: If you do not, I do not know where you live, but you do not have a TV, radio, and did not go to school because we have been putting it out there forever. Twenty plus years now --

JB: Right.

Jason: -- that smoking is not healthy. Yet, people attempt to quit, and they fail every day.

JB: Right.

Jason: They attempt, and they fail. They attempt, and they fail. Until one thing happens. They get the call. Mr. Smith, you have cancer.

JB: Right.

Jason: Never touch another cigarette again. It is just like instantaneous, not going to do it, done, over, forget it. What changed was what? The motivation.

JB: That is right.

Jason: It just got real. Right? And I have seen people that have smoked for 30, 40, 50 years, and they have struggled. Quit, back and forth, back and forth, and then they get some type of news that something is critical, and they are done. Just like that. I am sure there are examples of people that do not, but for the most part, that is something that changes. And that is an extreme example of that motivation, but there are things that happens in sales. It gets tough.

JB: It does.

Jason: As a matter of fact, it is always tough --

JB: Yep.

Jason: -- because there are people involved. I tell my agents all the time. If this was easy, if every single person we called, and they said yes, I would quit.

JB: That is right.

Jason: It would be boring.

JB: Yeah, it would.

Jason: There would be no fun in that. If everybody we called said hey, you want to sell your house? Yeah, I do actually, and we would love to hire you. If that was the answer, I would, I do not know what I would do. I would be doing something else because there is no challenge in that. There is no, I do not know, you have got have something to go after. Right?

JB: That is right.

Jason: If you are just taking a bunch of orders, that gets boring. So, there is just something about the sales process, and to take somebody, especially somebody that has had, just give me somebody that has had the worst experience ever. They sold a house ten years ago with XYZ company. Not only do they hate real estate agents, they hate them with a passion. They would just rather burn the house down than deal with a real estate agent.

JB: Right.

Jason: Man, I love those. Those are the ones that I love.

JB: Those are your faves?

Jason: Those are my, because we can take that person, walk them through a great experience, and on the other side, change that. Change that perspective. Right? See, that is fun to me.

JB: Right.

Jason: That is exciting. That is worth getting up in the morning. Some people would be like you are crazy. But that is just how I am wired. I like to change the attitude of folks. Right?

JB: Right.

Jason: There is just something about that whole process that I just enjoy. You have had a bad experience. You did it, maybe you did it yourself. Maybe you did a For Sale by Owner. It was an absolute disaster. Well, let’s walk you through how to do it right.

JB: There you go.

Jason: Let’s walk you how to do it the right way. I watched a couple different golf tournaments, and this one interview at the end, I guess, was watching, Jason Day. He’s a pretty good golfer.

JB: Oh yeah.

Jason: He is not bad.

JB: Oh yeah, Jason is one of the top golfers in the world.

Jason: Yeah, he won about four million bucks in a month. So not a bad month. Right?

JB: Yeah, it was a good month for him.

Jason: It was a good month. And the guy is interviewing, he is like everyone wants to be like you. He is like no. Everybody wants to be like this, but tomorrow, I will be on the golf course, on the tee box hitting a thousand golf balls for hours, maybe five hours, ten hours, and then I will go putt for three or four or five hours in a row. He said, nobody wants to do that.

JB: Yeah.

Jason: Nobody is signing up for that. You call your buddy up, and like hey, you want to go play golf? Yeah. You call your buddy up and say hey, you want to go to the driving range and hit a thousand golf balls for seven hours? You are not going to get many takers.

JB: Right.

Jason: He said everybody wants the end, but nobody wants to pay the price.

JB: Exactly.

Jason: It is the grind. It is the daily grind. We talk about it a lot in our team meetings at the office. I like the Panthers. I like Cam Newton, and good, bad, indifferent, whatever you think, but at his level, at the NFL level, none of the guys are in the key positions because of talent.

JB: Right.

Jason: They are all there because the daily grind. They practice. They do not just show up on Sunday and play and everything magically happens.

JB: That is right.

Jason: Sometimes they do two-a-days. They watch film. They practice. They run routes. They get their bodies –

JB: There is a system.

Jason: There is a system. Right?

JB: Right.

Jason: And that is what we have created with real estate.  You have got to have a system. You cannot just sign up for real estate and like woo, hoo, I am going to make it. No. You have got to have a system in place. Daily disciplines that will produce the results that you want.

JB: There you go.

Jason: That is key. That is key. So, all right. Here is what we are going to do. Go pay some bills.

JB: Let’s do it.

Jason: Because that is important, too. And when we get back we are going to talk about some other things coming up in 2019, so do not go anywhere.

JB: All right, folks, stay with us. You are listening to Triad Real Estate 911 with your host Jason Bramblett, and we are going to right back. Stay with us. (in/out music) And welcome back. You are listening to Triad Real Estate 911 with your host Jason Bramblett. Jason, before the break we were talking about what it would take to be a sales agent on your team.

Jason: Right.

JB: Of course, you have got to have that drive. But is that something that you teach or coach at your office?

Jason: Right. Yeah, economic drive is just kind of really how you are wired.

JB: Yeah.

Jason: That is the, I can teach pretty much anything to do with real estate, the systems, the processes, all that. And we can get understanding, and we can get to a place where you can do it. But it is not easy.

JB: Yeah.

Jason: Sales is not easy.

JB: It is tough.

Jason: And what happens is when you hit the wall, if you do not have the economic drive, you stop. Typically, when we hit pain in anything we do, we have a reaction. Right?

JB: That is right.

Jason: Oooo, I do not like that.

JB: Ow, that hurts.

Jason: If you cannot get hung up on, cussed out, and told everything under the sun and that hurts your feelings, you probably do not need to sell anything. In my opinion.

JB: That is right.

Jason: It is just the way it is. I am just like yeah, I agree with you. Sure. I am with you. You do not like me? Okay. We are going to change that though.

JB: That is right.

Jason: We are going to fix that. You do not like real estate people? Okay, we are going to fix that. I hate the fact that you had a bad experience. Let me show you what a good experience is like. Look, if you go to a restaurant and have a bad experience, you are never going to go to a restaurant again? Right.

JB: Right.

Jason: No, you will probably be at one in three days.

JB: Exactly.

Jason: Sometimes, and you may say well, I will never go back there. That sometimes happens, but a lot of times, I do not see that. So, what we do is we train, and we coach every team member on how to use our system to succeed –

JB: Right.

Jason: -- but you have to have the desire to go out. And it is all about taking massive action and making stuff happen. And what do we want to do that for is why? It is what our clients desire. It is what they deserve. They want to have their homes out in front of as many people as they possibly can –

JB: That is right.

Jason: Because we know this exposure leads people through the door. And if you get people through the door, you get these things called offers. Sometimes that is just location, location, location. We have a phenomenal house. Thank you, Lord, it is under contract. But it is in Stoneville. It is almost to Virginia. Right?

JB: Yeah.

Jason: And it is just a commute that certain people are willing to make. So, the buyer pool for that product in that market is just teeny tiny. It took a lot of pushing to get the right people there to be willing to, for that product to say I am willing to pay that price, I am willing to drive that far for this product.

JB: Right.

Jason: It took some time. Whereas, you have got some houses that are in really, really popular neighborhoods that it goes quicker. Location is still king and key in real estate in a lot of ways. Whether it be school district, geographical location, the time and the car you are driving, commuting, and all that. So, we are going to train you on the right things to do. The right things, the things that make it happen.

JB: Right.

Jason: Here is the thing. The great thing about our training is it does not cost you anything.

JB: Right.

Jason: There are some real estate companies out there that are making really a lot of money on training their agents.

JB: Right.

Jason: I read the analysis on one. They made $50 million last year training agents.

JB: Wow.

Jason: They also sell houses, but I think they make more training than they do selling. Or even worse. They do not offer anything. It is the hey, it is the sink or swim. That is how I got trained 20 years ago. I will never forget. The person I worked with said this is a crisscross directory. It has every single house in Greensboro listed and it had their home phone numbers back then.

JB: Right.

Jason: And there was not any Do Not Call Register or anything like that. She was like the more you call, the more you make.

JB: Right.

Jason: I am like this is cool. All right great. She goes, but do not call any of the streets that are highlighted. Those are mine. Well, that just happened to be all the good ones. Right?

JB: Right.

Jason: After about ten hours of getting all kinds of wonderful encouragement from the people I was calling –

JB: Right.

Jason: -- I was like there has got to be a different way to do this.

JB: Right.

Jason: Anyway, there are things that you can do. We have learned the systems over the years. We have developed them, and we can get you on the right track. So, if you have ever thought about real estate sales, 553-0796 or go to Jason Bramblett dot com. We would love to talk with you. We can set up an interview, walk you through the process, see if it is a good fit.

JB: Right.

Jason: And then, hey, 2019 is here, guys. Get a plan.

JB: Right.

Jason: Make a change and stick with it. It is the daily habits that are going to get you there. All right? So, we will see you back here in 2019. Have an awesome, awesome New Years, and be safe.

JB: All right, thanks Jason.