am? Question mark. So now what I'm gonna do is I'm going to call him and I'm going to say, hey, talk to him about whatever it is he wants to talk to me about, but he's a business owner, guy, and I'm gonna say, Hey, man, I'm evaluating this guy named Sam. Okay, I might want to refer some clients to Sam, you're a business owner. It looks like he specializes in workers comp and business liability. And I promised I would get him somebody that would go through his process to because I want to see if you like him, Shawn, because you've been a client of mine for four and a half years and I trust your judgment. Okay, well, you meet with him when you go through stuff, buy his stuff, don't buy his stuff. Let me know. Right. Okay. By the way, while I got you on the phone, it's been a while since I've sat down with you and your wife and talk to you guys about your real estate needs. Again, I'm coming from a place of being a realtor Okay, by the way while I got you on the phone it's been a while since I've sat down with you and your wife about your your loan needs and is there a time this week or next week where we can sit down and have a conversation because see as a mortgage person or even as a real estate person? You're already my client. I want to know what else what other real estate I can sell you I want to know what other loans I can get you I want to know what other property I can you start getting your pre qualifying for that you need to have as an investment property. Okay, and I have a reason to call you because I'm looking for Sam for a prospect. So now I'm going to call Sam back. I'm gonna go Hey, Sam, I just had a conversation with my clients, Sean Jackson. He and Frank sands on Jackson sands engineering out of Chico and Grass Valley. I had a conversation with him about your services. He is a client of mine. Right. You know, I have asked him to meet with you. He says he is open to it. I've asked him to give you his workers comp policy, his business policy and every other business insurance he has, so that you can review it and see if you can help him out. Or at least validate that he's got the best coverage. I'm gonna do email interrupts the two of you give me a favor to meet so that way I can do it right. I will either send me an email with the exact introduction you want me to copy and paste. I'll tweak it a little bit if I feel like I need to, but I'll just want to be able to copy and paste and say, Shawn, meet Sam, Sam, meet Sean. Can you do that? He's gonna say yes. And I'm gonna send that email. And once I send the email, then I'm going to set an alarm for 48 to 72 hours. Okay, 48 hours, ideally, I'm going to call up, Shawn. Hey, did Sam reach out to you? Yes, he did. Great. Or no, he didn't. Well, now, I know a little bit about Sam. Sam doesn't take referrals series. Okay. So or Sam did take the referral seriously. And I'm gonna call Sam. I'm gonna say hey, did you get a chance to chat with chat with Sean and Frank? Yes. And we have an appointment for this coming Wednesday. vantastic. So hey, I want to sit down with you. Okay, by the time you meet with Sean, everything, let's you and I set an appointment for Thursday or Friday, I want to meet with you. And I want to talk to you about your business. I want to talk to you about your, you know, like I told you, I'm in real estate. Okay, I have some ideas that might be able to help you make money in real estate. Okay, I can't promise you anything. I don't even know if it'd be a fit. I'd love to sit down and talk to you about the ideas that I have. You have time this Thursday or Friday? Absolutely. He's gonna see absolutely, because I just gave him a referral. Right now, I didn't just invent this stuff. Okay, back in 1998, I went through a professional course called networking with millionaires. Okay. It was taught by I forget who taught it but it was I think it was Microsoft. Okay. And the entire course is called networking with millionaires. There's a guy that wrote a book called networking with millionaires who taught this course. And he said, If you want to go after high influential people, okay. And you want access to their rolodexes at the time we call it rolodexes. Okay, if you want access to their network, then you have to serve them first. And do all the work up front. And then once you have proven that you have earned the right, they will open the floodgates to their networks and introduce you to people you will never get access to. And so from 1998 to actually know that it hadn't been 1999 because it was before the year 2000. And I had already been with that company for a year. But from 1999 to 2003, I added an additional four and a half million dollars a year in reoccurring revenue. And that was the only thing I actually did is I learned how to network and get referrals. And this is very advanced level stuff, especially for UVA nieces realtor, and for you Kevin as a mortgage person. These people that you see in the more in the real estate and mortgage industry that you're like, how do they do that? You know, how do they do that many transactions in a year and still have a life. You know? And, and the the the key is, is they did it first themselves, and then they taught it to other people. Because it's not about 30 transactions a year. It's about 30 transactions at a higher number every year. You see? And so you take the time to develop these networks of trusted resources. So that way anybody that you meet, you can honestly say hey, I don't care if you need a microwave oven men call me first. So the people that are you know, I can call 100 people on my phone right now and they will all tell you the same thing. If I need anything I go to John he's my first person I call chances are the dude knows somebody and if I don't, it's a huge opportunity for me to add that person to my network. Okay, the number one rule that I want to convey today is this The salesperson that serves the best makes the most money. Okay. And so let's put this into some practicality that you guys can actually implement today in this week is you go back and make a list of every single person that you've had as a client and reengage them. I gave you both two scripts today that you guys can use as a realtor and a mortgage person. Hey, Joe, it's been a while since we've talked, lots changed in the real estate game. Love to catch up with you and Sally, over a cup of coffee I'm buying. See how I can help you today? Know you're happy in the home that I sold you a couple of years ago. But I want to talk about what else I can help you out with, since the last time we talked them and able to build this pretty big network of resources. But more importantly, I just want to catch up. See how we can help one another out in time this week or next week, either for a phone call or blood to just get together in person for a cup of coffee. Save same thing in the mortgage space. Right. And so to turn this into a system, pick your number. You're going to contact one person today like that one, one past customer. Maybe it's five a day. Okay. But whatever that number is, it's the it's being consistent is what makes it successful. Any questions? No. So time blocking vinyasa, it's just you tweak it. Especially when you have to have kids, right. So like, you know, I couldn't run this schedule. If Preston was not 16 years old. didn't run the schedule. Okay, actually take it back. If I wasn't married, I couldn't run that sketch. Okay. But, you know, everybody has their own unique circumstance, and you are more than welcome. Every single week, or even in between meetings, or send me an email going, Hey, here's my current success schedule. What do you think? You can always bring it here. It's my current success schedule. What do you think? What would you advise me on how to tweak it, modify it? Can we go back and look at your schedule again. Because what I've been struggling with is I sit down and I map out a brilliant stroke schedule and a color coded it's really pretty. And then the shit just doesn't happen. And what I feel like I want to do is put my schedule together where I end up spending about half my time on a schedule, and leave the other half the time open for what comes up. Yep. And it's a perfect, perfect segue. Let me let me describe how my date actually went. So far. Okay. So 415 I actually got out Yeah, 415 I got out of bed about four. I woke up early though, man, I woke up at like three, then I woke up at 330 Then I think around for food between 415 Somewhere around there. Well, let me time out this morning during my time is when I made the modification. So the modification knew I had to get up early because I had to go workout till it was the first day with a trainer. Okay, so I didn't get up early. I didn't go through all of this stuff. I did hit the gym. I was there seven to eight. Okay. What interrupted my morning is I had to go and get my kid. And I had to transport his butt to school because they have a orientation for you know, he's brand new to this particular school. So he's going through orientation from many into 1pm. Okay. Then, by the time I got all that taken care of, I did make myself breakfast. And then I hopped on this national leadership call Well, 10 minutes and 15 minutes into this leadership call. My wife comes in and says, Hey, I want to talk. This is a call that you absolutely have to be on. I'm like, no, they're recording it. So I got off that call sit there and chatted with my wife until 1028 and 30 seconds. I'm like, Hey, we got to I gotta take a break because I got to start this mastermind group. I have no choice because I am the host then and so anyway, I am in this call, I'm showing up 100%. After this probably going to go and resume the conversation with with my wife. And then this morning when I got up, I'm like, okay, my mindset how my mindset works kind of give you an idea as I look at. I don't deal with these other days here. Typically, I deal with today. Is there anything on today that can be rescheduled or moved? So what got moved around was, this right here was not here. Okay. But I was informed by his mother. Okay. I moved back, I was informed by his mother that she has to work today, and she can't drop him off at work. So now I'm having to drop them off at work. Well, this was already here. Okay, so I had to move this to here, because that's not with a client. This is work I gotta do for this client. Okay. This was something I've looked at. I'm like, okay, can this be moved? So I opened up the appointment, I'm like, and now that's the money and said, we generated an opportunity, which is green. Pat Walsh, not going to move that that's huge opportunity. Got to pick up the kid here. So I had to add that kept that. This ultimately it was originally scheduled for for him, I can just can't do it. Until seven. So I moved it here to seven. So that's how I rearranged my day to work. Right? I needed to leave these open slots in between these appointments, just in case I gotta return a call. You know, excuse I got to do something someplace, I gotta eat somewhere. Yeah, right. But this is going to be the rest of the day. Now when I get to tomorrow. Same thing, when I wake up at 530 do this time, when I finished my because I use the Bible app, I go routine that I go through, and I have some reading that I'm doing and the book that I'm following. So right around the 650 mark. Okay, I will open it, I will my computer doesn't even come on until about the 650. Mark. I'm going to look I'm now going to look at the state goes there. Look at my task list and all the things I have to get done today. I'm like, Okay, do I have enough time to get all the stuff done? Okay, if I don't wanna go, Okay, can I move? Can I move this? If I Can I move it? Can I move this? If I Can I move it. And where I get this idea from, by the way, let me show you where you get this idea. I have one other question. While you're doing that, and pizza, you run a task list also. Yeah, and you use Google for a task list or to use something else I use to do list to do is T. Okay? And so this is kind of the mindset that I have when I look at my calendar, and I look at my task list. Okay, it's a there's an actual book called procrastinate on purpose, which is where this book came from, which is where this formula came from. And that is I look at my calendar. Okay. Let me get this out of the way here. So I look at this focus funnel. And I asked myself, can I eliminate it? If I can't, I can't. Can I automate it? If I can, I said, schedule a time to do it. Can I delegate? If so then do it. If not, it has to be done by me. So do I have to do it now? Or today? Or not? I procrastinate on it on purpose. So usually, I'm only left with about six things that absolutely have to get done today. Not 25 things well, I'd say I've taken the same mentality that that's specifically geared towards a task list or taking the same mentality towards my calendar. I look at my day like this wakeup routine time with God and planning the day. Most important work these three things are unbelievable. Okay, shower breakfast can be moved. Good I can do it depends on like I have a physical impersonal appointment where I have to be showered, shaved dressed to the T, okay, so this is not going to get moved. Okay. The only thing that this might be might happen with this is it might get moved to here. Right? Okay. But either way, I'm, I'm the president of this group and I'm running the meeting so I'm gonna change and be ready to go. Okay. And so, you you wonder do you use Alder freight? Or do you use all Google use Outlook at all? I have Outlook, but I moved John pyron.com to Google workspace and my domain everything is on Google. And when did you do that? And why did you do that? I did that Back in 2000, December of 2013, because I had sold my IT company, and I no longer needed to be on Microsoft's platform. So when I opened it company, I was on Outlook. SharePoint, I was a straight up Microsoft guy because everything I interacted with was integrated with Outlook. Right? And I was an anti Gmail dude. Back then, but technology has evolved in such a way now. Where what was the biggest tipping point for me was I took on a cybersecurity company, as a client company called me in VIA solutions out of Folsom. And they do they're one of the top cybersecurity agencies in the country. They do a lot of work with FBI, DOJ, NSA, and Srini, the owner, the why the wife's husband got all up in my grill one day, and he goes, You need to be using Chrome. Okay, you need to be using Google Drive. It's way more secure than outlook and Microsoft really can hack into that. I can hack into your outlook at any point. Okay. I'm like, I've always been told the other way did so right. Then he goes, he goes, Well, if you're on a public Wi Fi, then anything can be. He goes, But Google's security that they have built into Gmail is far superior than ours. I'm like, Okay, well, yeah. I mean, I haven't personally checked it out. But he had no reason to lie to me. And you know, the fruits on the tree. I mean, the FBI trust the guy. Yeah. So they did they do have application level cybersecurity? Okay. Well, I mean, like I said, I have to Google for the functionality of like, it functions so much smoother and easier than outlook. I liked the look of Outlook better. But I have a partner who likes Google. And so I'm letting him pull me into Google, basically, right? Because I've used Outlook all along. Yeah. And actually, if I go back, now, I'm really putting the pieces together. So I sold my IT company, June 1 2013. I'm still an outlook guy. And then I took on a contract, a big contract of building out a national multi level marketing company. Brandon heights, you may have heard of him. He's all over the internet now. But he was a big Google Docs die, right? The whole Google infrastructure drove me nuts. I'm like, I have no idea how any of this works. Right. And, and I was just, he and I butted heads for months. And then I finally said, You know what? I'm going to wonder if I can transfer my email, Jay Pyron to John pyron.com. I wonder if I can transfer my John Pyron domain to be hosted at Google? And yes, I can. And so I migrated. And I'm talking, I had 15 years of Outlook data. And it was a, I would hire professional now, knowing what I know now, because I tried to do it on my own. And I lost some stuff in the process that could have been prevented. Because I didn't know any better. Right? Well, I mean, I don't, he's got a VA that he uses, and blah, blah, blah. And I think I just, I have so much, it's so much easier, cleaner, unless you're part of a corporation. So and I was no longer part of a corporation, right? And Corporation. Okay, so you use a to do list, and you use this basic funnel Elimination System. And that's how you look at your calendar and look at it every day. You do it all on Google. So I assume your calendars always on your phone. Yep. Google integrates with everything. Right. And then your task list is also on your phone. Yeah, to do this is an app that you can get on your phone, your tablet, your computer. It integrates seamlessly with, it'll integrate seamlessly with Outlook integrates seamlessly with Google. So you don't write things anymore. You don't write notes down for yourself. Typically not I have I use a 10x. Planner. Yeah. So I use my 10x. I'll show you real quick, let me get my screen setup here. Hold on. Look, the TEDx planner, and it didn't do anything for me. I've written I've used a Franklin planner for 30 years. Probably After we finished shooting on, what were you saying? Denisa? Good luck. I think it's good that you use something. So like, you know, this is my Kleenex plant. Right? Right. Where it starts is the biggest thing I like, the only thing I really like about this thing is the hardcover. Right. Okay. The other thing I like is, is I write my goals, and my quote, and my targets daily, daily, okay, every every day. And then I actually have a thing of white out here. You are old in because I don't use this thing for my calendar. Okay, so over here, it says date. And it has these time blocks. And I'm OCD a little bit, so I wiped out all this stuff. Okay. And I wiped out that I keep the date only this because my notetaking. Interesting. Okay, so you do handwriting notes, like from conversations or meetings? Absolutely. But I've gotten to the point now, where I only need one page a day for it. Because I'm all integrated with other things. Right? Yeah. But really, it's just like a journal with a date on the top journal. I mainly use this for a journal. Okay. i At some point, you know, like, I bought the real estate thing, right. Part of the real estate thing isn't paid. I think $297 for the webinar, or whatever. And by doing that, he used to give me a tuner $97 credit in his store. So I just bought a whole stack of 10x planners. And but the thing, if I can get this thing, none of these days, I'll maybe spend the money to get it branded and duplicate it. I actually had a client do that. But I liked the size. But I like more importantly, this cardboard. I agree with you. I see. I hear I use a planner. Right. And so I use a planner and a journal. Yeah. And I feel like too much crap, right? And then I've got some and then I try and put it in my computer a little bit a laugh of my messy office, but so like, I have like a planner. So I'll write a bunch of things that I want to get done. I write my schedule, right, and then I look back, I'm going, Dude, you're not gonna get shit done. Now, the other thing I look at is I am extremely consistent with writing out my goals, my quote for the day and my targets. Tell me about that. I am not consistent, okay. With the bottom part of it here, where it's right out my successes and my goals at night. I just have never been able to be consistent with that. So when you say write out your goals, you mean your goals for the day? Or do you write your goals every day? The one year. Now the Goals section of this planner works and how that system actually works is during my meditation, and like I haven't for me, I used to do it right away. But now I have a routine that I go through where I do my scripture of the day, my Bible study portion of it my time with God. And then I sit there and I go, Okay, what do I want? The first thing that comes to mind is what I write down. Okay, as if it's already happened. Okay, I don't argue it. I don't figure it out. I don't set a date to it. I just allow my case god, my brain, my humaneness to feed me what I what I'm excited about what I what I what I want in life. You know. And so one of the things I wrote down here is we have passive assets that exceed our needs. Many, many times over the last several years. I wrote that differently. But the one thing I've been getting very resonated in my heart about what God is. I will supply all your needs, not your wants. Okay, I want you to be content with your needs being met and knowing that they're done Have you met? And it just resonated with me that morning. Yeah. And the other one is like we help struggling couples restore their marriages just came to me, I was like, my wife and I've been through a tremendous amount of struggle as a blended family remarried couple. We truth be told one of the killing each other, you know, but the amount of restoration that we've gone through and the amount of impact that we, you know, the relationship we have now and the impact that we can, that we have on other couples is just it's such a blessing. And so just came to me one morning, I'm like, wow. The other thing came up recently is I delivered to front of the room talks each month, I'm getting back to that's becoming a forefront thing for me to get back to speaking. And then this just came to mind is I have 1 million follower 1 million plus followers on all my social media accounts. Like, okay, like, Okay, what's my quote for today? What am I going to stand for today? And the one thing that came to me is, if God is with me, who can be against me? Yeah. And so if I go to yesterday, or it was like, this was really cool. I was like, that would be really cool. It's like, you know, I give away more money than I currently make in a year. Like, where'd that come from? Like, that actually sounds really cool. You know, suddenly, I make this amount of money this year. And one day, I want to be in a position where I give away that amount of money. Right would be really, really cool. Oh, the other one, the one that came up that was really motivating was like, I am living a life worth repeating. Like, wow. And so in that I can go back year after year, there's a couple of things that that show up every single time. And they're just at the forefront. And what's interesting is every year I've seen progress towards that goal. They're big, massive goals. And and it's gives me energy keeps me motivated when keeps me up in the morning. Yeah. And so this is something that we started off the conversation with Tony Robbins, some that Tony Robbins used to, I've learned from Tony Robbins over the years is keep a wins journal. You don't keep a journal of all your wins. So when you're in a funk, or in a slump, you just go back to start reading your your wins. My case, that's what this writing my goals out everyday has done is I just go back and I read and journal, I get stacks of completed journals up there so I can go back. And it's like, you know, it's interesting is going back and reading stuff that you wrote a year ago, I actually accomplished that shit. Because what happens is you program your mind. Right? The mind doesn't know the difference. And if you see you want something your mind goes to work and goes to town on it. Any question you ask? Yeah. And so when it comes to business, it's, you know, ask yourself, Okay, what kind of mortgage company do I want? Yeah, what kind of real estate agent do I want to be? Or more importantly, is what do I want? Now? How can my business get me to there? Yeah. And so. Yeah, like, I wrote down this goal, this is on. What is the date today, the 14th. It was interesting. As I wrote this goal down, I have 1 million for 1 million plus followers on all social accounts, I have no idea how that's gonna happen. And then all of a sudden, I get into a situation where I'm asked to be a 10 or 12%, partner of one of the top AI Legion or even social media influencing companies around and I'm like, Okay, well, if anybody can get me to a million followers, it's this. This group of guys, I'm like, shit. You just don't know where it's gonna go. Right? But you got to find what motivates what's going to get you to do the things you don't want to do when it comes to sales, and, and it's got to be an enjoyable process. Yeah. So, but that's my that's my advice. It's been a good call today and you guys have helped me out a lot because it's a lot of trips down memory lane. And this is just stuff that I've been doing for 2530 years and it's still the same today. You can't contact enough people to contact enough people, you run enough appointments, you run appointments, you make enough sales, relationship selling. Yeah. And you keep them in the CRM and you go back and you follow up with. So cool. Well have a wonderful rest of the week. Yes, you too. Thank you very much, sir. You bet guys. Have a great one. All right. We'll see you soon. Have a good day. Have a nice day.