Sean Shallis, founder Ri2 Consulting/Lead Solutions, creator of "The Perfect 10X Strategy" and Chief Spokesmen of the "10X Real Estate Warrior Nation"
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What if we said, "Its not what your doing that isn't working in many cases.. its How your doing it, when, where, with what and with who and most of all WHY"
At the 10X Real Estate Warrior Nation... We are on a mission.. a mission to help agents get back in line with the communities of people they serve. The Real Estate industry and its leaders have preached the same old message for over 100 years.. As a matter of fact, they hold onto these old school approaches like a Badge of Honor. While the community of people they serve have started to speak a entirely different language.
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At the "10X Real Estate Warriors Nation" we realize that most people are resistant to change, change actually intimidates them, scares them and in most cases immobilizes them....
"It's your Attitude, Approach and Expectations that are in the way your approaching the task. Its the Tactical and Artificial intelligence' Tools your using to orchestra and or manage the process... it How, how Long and how much
we've taken literally years worth of training and learning on individual income generation strategy's
What if you could get all the Secret Tips, Tricks, Hacks and Strategies that Mega Agents aren't willing to share with you?
Why is the "10X Real Estate Warrior Nation" Podcast so Different?
Shallis has invested more than thirty years and over a Million dollars to search out, model, study and work "One on One" with the Worlds Foremost Experts in Real Estate, Personal Development, leadership, Entrepreneurship, marketing, sales, copyrighting, content production and distribution, all the modern day and old school coaches, trainers, and mentors...here are just some of Shallis' personal favorites...
Tony Robbins, Jay Abrahams, John Alexandrov *, Russell Brunson, Zig Ziglar*, Bob Proctor, Abraham Hicks, Brian Tracey, Brian Buffini, Mike Ferry, Tom Ferry, Matthew Ferry, Dean Graziosi, Mike Vance*, Daryl Rutherford*, Stu Middleman, Monica Reynolds, Dianna Kokoszka, Tony Dicello, Gary Keller, Tom Hopkins, Dan Kennedy, Marshall Sylver, Frank Kern, Andy Jenkins, Mike Filsaime, Jack Canfield, Depaak Chopra
The "10X Real Estate Warrior Nation" honors those mentors, coaches and trainers that have physically passed on, yet their message and training remains more alive than ever"
Shallis said..."I feel honored to have personally studied and mentored with these incredible mentors and coaches that have passed on...We feel blessed to have the "10X Real Estate Warrior Nation" and Podcast so we can honor these absolutely brilliant minds by sharing the knowledge and information bestowed upon me over the years with our community of incredible "10X Real Estate Warriors".
Over the last 30 Years Shallis has Helped buyers, Sellers and Investors successfully negotiate and navigate 1000's of real estate transactions, during even the most challenging markets. In the mid-2000's Shallis became one of "Wall Streets" trusted Real Estate Strategists, as well as their "Go to" marketing, Sales and Acquisitions Expert.
Quoted as saying...
"We help real Estate professionals generate 10X returns with "The Perfect 10X Strategy Series" Suite of Products."
Shallis has been featured as a Real Estate Strategist and Subject Matter Expert in The Wall Street Journal, The New York Times, Bloomberg News TV, Bloomberg Radio, Bloomberg International News Service, CNB
Thankfully Inspired to Action..Thank Sis' RIP
Hey, Hey, Happy Thanksgiving!
Turkey day, 10 X real estate warriors. Just want to check in with you today on Thanksgiving day, had a real quick message for you. You know, so this morning I was out for my annual Turkey trot, uh, with myself and my headphones listening to Alice's restaurant. So why listen to Alice's restaurant even it's like a 26 minute long song by our old Guthrie, um, which I listened to every single Thanksgiving, uh, especially after, um, I had a traumatic experience in my life. I'm going to share that with you and, and hopefully it'll make an impact on your life and help you to change and maybe make an impact on somebody else's life. So, you know, it's probably five, six years ago now. I, I kind of blocked it out. I don't even remember what exactly when, um, my sister, uh, who was four years older than me, who was right about the same age as I am now at 54.
Um, I was diagnosed with pancreatic cancer and over about a 16 month period, my sister fought with pancreatic cancer. Uh, God bless her. And for the first, um, I don't know, 12, 14 months, uh, she didn't even really check to see what the prognosis was. She just believed that she was going to be okay. And, you know, she battled the Val valiantly. Um, my sister had a very similar kind of, um, comedic delivery as I do. And, you know, really didn't take things too hard. Uh, she just took it a day at a time. And I remember it was probably one of the last days that I was with her and she looked at me and I thought, wow, this is it. And she said, you know, I said, you know, do you want to go with a beach? I'll carry you. I don't, I don't, I, you know, whatever you want to do, do you want to fly somewhere?
I'll, I'll rent the plane. What do you, what do you want to do? You know, what do you want to do? Like your last day here on earth, you know, or physically on earth, I should say. And, um, my sister has been with me more now than ever spiritually. Um, and you know, what's funny is she said, you know, just shut up and come sit down at the end of the bed. And I sat down, I ended up bed and she said, you know, just promise me one thing. And I said, what's that man? And I said, you know what, anything you want? And she said, you know, promise me. I'll never let anybody steal your dreams. I kind of sat back. And I was like, what are you talking about? She goes, you know, ever since we were kids, um, I've watched you come out of the military and pretty much chase whatever you wanted to do.
And you did it, you know, uncle Frank got your job in union, hated that. So you've made a new path for yourself and, you know, you didn't, you know, even though you didn't go to college, you're probably the most well-read person I've met. And I was like, well, you know, I appreciate you saying that, but, you know, uh, you know, it's not going to help your situation. She goes, I'm not, I don't have a situation left. Um, she goes, I know where my path is right now, but you have a choice and you have two young daughters, you have a wonderful wife, you know, do me a favor. And I said, what's that? And she said, promise me. You'll never let anybody steal your dreams and stay fit and stay healthy for your kids. You know? So, you know, that was probably one of the more changing, uh, when people say, you know, you have a few times in your life where you have an impact and something changes your life.
Well, that was obviously one of them. Uh, shortly thereafter, I went into my office and my broker and, you know, team, office manager or whatever, uh, really couldn't understand that we were needed to build a team and we needed to go to the next level. And you, for years past, I would fight my way upstream and keep paddling and paddling the boat paddle on the boat and trying to fight my way up the stream. And finally, it just said, you know what? I remember what my sister said. I
In Life and Real Estate "Timing is Everything"
Hey, Hey there 10X Real Estate warriors. Sean, Shallis your host at a 10 X real estate warrior nation podcast. So today's episode. Perfect timing is not always perfect. So good. I tell you a quick story about timing and how I learned about, you know, timing and how to use it. My real estate business. So probably I want to say it's the late 1980s, 88. I get out of the military. My brother is working on wall street, working on the trading desk as a stock broker. And if anybody knows about the sock market, the market opens up at about nine o'clock on the bell, on the button and closes at four o'clock. So I'll find a naive, I'm getting the elevator business. I'm going to call my brother and say, Hey, I just want to touch base with you. See how you're doing. And I call him in first thing in the morning at about nine Oh five when I get a break.
Cause I started my day at about seven 30 and about nine, nine, 15. I got a break on my business. So I call my brother and he's like, what the hell? Oh my God. And he hangs up so phone and I'm like, Jesus Christ. So I try to call him back. He does the same thing. And after a couple of weeks of this, I'm thinking, Oh my God, my brother hates me. He really doesn't like things. Every time I call me highs up the phone, what the hell is up with that? But then as time went on, you know, what I realized was it was about the timing I was calling him. Not, not how it was called. Cause if I call them at like one o'clock in the afternoon and he'd be like, Hey bro, what's up, haven't talked to you. What's going on?
How's it going? So, you know, when you realize, when you're calling for sale by owners or expired or something like that, and you call these people and the person picks up the phone and they're like, you know, if you let the phone ring more than four times and that person picks up the phone, of course they're going to be off because they were probably involved in doing something like a shower or maybe sleeping and you just rock them out of bed. And now you're calling and they're off because they've rushed to get to the phone to answer your call. And of course your call is probably, maybe you're bringing value to them, but probably not initially, or at least they don't see it on the surface. So here's a, here's a guy, here's a, here's a way to look at this. What I started doing expires and for sale by owners, I would use two phones and I would also use a binder.
You know, it's like one of those three ring binders when you're in school. Yeah. I know old school. Well, you know, laptops foreign is fast or computers weren't as fast back then. So what I would do do is every morning I would get up and I would take out my binder and my assistant would take out all the, all the ads from the internet and stuff like that and, or watch the news newspaper and he would cut them out and he will paste five of them on each page and write note. And I would write notes to the next one. And the ad would say, Hey for sale by owner house for sale, it's a two bedroom, one bath, blah, blah, blah. And what I would do is take a pen. And every time I called that person, I would write next to their name and say, Hey, I contacted him on Tuesday nine o'clock.
So why would I put the time there? Well, because people are creatures of habit. If I talk to you at nine, o'clock had a good conversation. That means more than likely. That's a good time to talk to you. But if I call you at eight o'clock and you don't pick up the phone, I put a little check Mark next to the morning and put an X X next to it. If I call you in the afternoon, you don't pick it up. I put an X next to it. If I call you three times or three days in a row and you don't pick it up, I put a line through the morning and I do it in the afternoon. I put a line through. And if I finally get you in the evening on Tuesday at six o'clock, then I know you're my
Hey Realtor...They don't Buy what you Say...They Buy what THEY SAY!
Hey, there are 10 X real estate workers what's up. So it's you know, today we had a great conversation and one of my associates and we're talking about you know, negotiating and how to negotiate and how to help a seller, understand the price of the home and why the home may need to need a price improvement or something along that lines. And I said, you know, I said to my associate, I go, you know, in the beginning, when you first list the property, they're trusting you as a professional to come in with a number they're going to educate themselves with your information. They're going to look at some of the information that they've seen online or in the, in the, in the market and stuff like that. They may use some of these, you know, major, you know, realtor.com or they may be using Zillow or Trulia or something like that.
And they're going to validate whatever you're saying, and they're going to come up with a number. And typically, you know, a lot of times that number is higher than what the fair market value is. But, you know, as realtors, our job is to educate people and educate them why that property is worth, worth worth. So first rule of thumb is always the same is, is saying, explaining to the solar that the listed price is nothing more than a marketing tool to get people in the door. And you know, it doesn't indicate value. It's not what I'm willing to pay for the property. And have mr. Sellers price is too high. It sounds like he's the highest bidder for the home, so that doesn't do anybody any good. So in our case, we have somebody who's actually selling an estate. So there's an administrator who has three or four brothers and sisters.
So in that case, you're not only educating one or the husband or the wife or both. You're educating the husband, the wife in three different families with probably three different opinions. And in my experience in doing probates in the States over the years, there's usually one family member that wants to sell the house, the other family member that doesn't want to sell the house. And then there's the person in the middle. Who's kind of the referee. So one of the analogies that I like to use when explaining this to one of my associates is you have to help the seller and, or the seller's representative become more comfortable and more educated with why the numbers are what they are. And the way that you can do that is by educating them. Because you can tell them until you're blue in the face, that property is worth X amount of dollars, but until they believe it, and until they understand it until they get comfortable with it until they actually say it that, Oh my God, you know what?
You're right after looking at this information that you're sending me, this makes all the sense in the world. This is a good deal until they actually say, until you that it's a good deal or that's a good opportunity, or it sounds like a good deal. They don't believe it. And it doesn't matter what you tell them. It's what they, what's what they say. Once they say it, they believe it they're confident. And then you can actually help them educate them a little bit further down the line. So one of the analogies I use is it's kind of like, you know, the analogy is cooking a frog. How do you cook a frog? Well, the way you cook a frog is if you stuck them in boiling water, the thing they're going to do is jump out and fall across the room. But if you take that frog, yeah.
Put them in the like Luke warm water and you let them swim around in there for awhile. And then what you do is you slowly turn up the heat. That frog is never going to realize that they're getting cooked. And I'm not saying we're going to cook our sellers. But what we want to do is we want to, you know, we want to do it over time. We want to educate that seller over time. And depending on the market, if the market is going up, it doesn't matte
Does your Real Estate Business Suffer from "CONTACT-ITIS" ?
What's up there at 10 X real estate warriors. It's Friday. Want to just reach out to you real quick today? We were on the phone prospecting with a couple of friends of mine and one of my bosses certified buyer experts on krill and crows, a solid agent. Who's learning how to go from being a certified buyer agent to now starting to get on the phones and be actively and aggressively calling people with the question of, Hey, are you thinking of buying, sell, ring investing in real estate? And you know, krill said, Hey, you know, I've gotten an average of more, I'm making them out a hundred contacts a day and you know what happened to be me and another guy named Michael Hayden, who big shout out to Michael down in Kentucky. He's a great icon agent has been around for a long time.
We were actually on a Google hangout prospect together and Michael and I looked at each other and went, okay. I raised my hand and I said, Hey, krill, we need to you're you're, you've graduated. You're no longer one of the new agents. You're not going to be one of the, one of the certified buyer experts. And now we're going to start to train you to be a listing expert. And you need to, you know, you need to grow up and start to focus on the amount of contacts you make, not the amount of calls you're making and the dials. So, you know, over the years, we've, we've actually counted dials. You know, I've always heard from these newer agents saying, Oh, I got this many dials. You know, it doesn't matter how many dials it takes. It matters how many conversations you have. And what's interesting is when Michael and I were coming up through the ranks, it was okay, make 50 contacts a day and just keep dialing and dialing.
And, and ultimately what happened is people ended up when I call contact Vitus and what is contact-oitis that's when you go to your office and you just focus literally just on making contacts. And honestly, you know, the goal of making the context is to find somebody that's either going to buy, sell, or invest in real estate and set an appointment with that person. But the challenge is when you get focused on, you know, whatever you focus on expands. So if you're focused on making contacts, what happens is instead of asking questions and listening, what you're actually doing is trying to figure out ways to get the guy off the phone or a woman off the phone so that you can make your next contact and then go tell your friends and family, Hey, I made, I made a thousand contacts today. Well, that's great.
How many appointments did you set? So we're going to realize in a little bit, I'm going to say, you know, it's not how many contacts you make. It's how many appointments or how many quality conversations you have with somebody on the other end of the phone. So let's first define what is a contact. So a contact there was always, for us was always defined as somebody who can buy seller, invest in a piece of real estate. And you know, so this is a, is a 12 year old person, a 12 year old kid that answers phones. And I say, my mom and dad ain't home. Is that a contact? No, but if somebody, if you call somebody and say, Hey, I was calling you about your home. Usually one home sells to morals, so right away. And I was wondering, when do you plan on moving?
And if that person says, well, you know, we're not ready to move yet, but you know, we, we, we do own the home. That person is a contact because they could choose to the buy solar investment. Oh, so let's talk about contact ditis a little bit. What is it the difference between people that are just reading scripts and going up and banging the phones and soliciting everybody on the planet versus people that are actually engaged in the, in the activity of sales. So what is the activity of sales? What do I mean by that? So the activity is sales. I was always taught that when you're selling, you're not t
Why Buy Real Estate Now ?
Hey, there are 10 X real estate warriors. How are you today?
Hey, it is Thursday, and I got a great question in from another agent. Um, and obviously realize that the 10 X real estate warrior nation, our goal here is I saw in our mission here is to take back the real estate business from those big boys that are the big Z companies or all those other companies trying to stick their hands in your pockets. And one of the ways that we help you to do that and build a duplicatable repeatable and scalable business is by helping educate you on how to make the right conversations and how to actually justify why now is actually a great time to buy a so one of the questions that came up was how would I overcome a buyer's concern at the market is about to crash?
So one of the things that we always talk about is the, you know, the amount of money that's spent when you buy a home, unless you're buying a cash. In many cases, you're buying it with financing. So that means that you're, you know, if you have a property in a, in a, in middle America right now, 68% of the United States actually properties are bought with three and a half percent down or less, uh, which is pretty amazing, uh, that we store able to do that in the United States. It's a great opportunity. And it's mostly the first time buyer program where they're able to buy houses with a three and a half percent down. Um, interestingly enough, I did some research and I wanted to look back at, you know, first of all, how do you overcome the concern about the market crashing? You know, real estates is single goal.
It goes up and down. Uh, I've been doing this for 30, you know, I've been in the industry 30 years on the sales side for 25. And over that period of time, I've seen the market go probably four or five times from one extreme to the other. Um, and you know, as an example, case in point is if you look at, uh, the 30 year interest rate for a mortgage on November of 2019, that interest rate was 4.83%. Again, I'm going to say that again, 4.8, 3%. Why am I saying that? It again is because if you look at today's interest rate, it's 2.7, 8% for the same loan. So how does that affect a buyer coming into a property? First of all, if that price, if that buyer is renting right now, let's just look at the tax advantages of this and, and look at the difference there, but let's go through a scenario first.
So we have a property right now. It's listed, it's a, it's a senior community, 55, and over it's listed at 319,000 that property, if somebody was to buy that property today and they put down three and a half percent, which is probably unlikely, but if they did, they put three and a half percent down and had they bought it a year ago with 4.8, 3% interest, $6,400 in taxes, 44 50 in maintenance. It comes out to about 2,800 a month. Okay. Ironically enough, though, how they bought that property today with a difference in the interest rate, that number goes down to $450, 25, a $2,450 a month. Again, $2,450 a month for the same property. That's a 13% savings. So if you bought that property for the same exact price today, had you bought it a year ago, you're actually buying at 13% cheaper on a monthly basis right now.
The other thing is, is that if that person let's say the person is renting and they're renting for $3,000 a month, which is not unusual, they do that for 12 months as 3,600 3,600 times zero is zero. I mean, I, I need to go to like YouTube to help my kid do fifth grade math, but I can do three 30, uh, $36,000 times zero. It's actually zero had that been a monthly payment though. And they were paying like, in this case, if they were paying $2,500 a month and $450 of that is for the maintenance on the property, even though the maintenance is not tax deductible, the empty, the money that they're paying for the interest on the loan. And also, which is 90, 98% of the payment f
Who is your Real Estate Buddy?
What's up real estate warriors. So it is another podcast. And today we want to talk about who is your Salesforce and who is your buddy? So a quick story, we met, I meet my wife. It's probably, I don't know, 15, 18 years ago or whatever it is. And it's our first holiday season together. And I say to her, Hey, you know every year I have a holiday party over at the local golf course where I'm a member and I invite 75 to a hundred of our past clients center of influence and the people that help us to get our business done. And we have a pretty cool party. I'd love you to come. So she comes and at this point is dating me, but you know, we're kind of getting serious. So she's asking questions there says like, you know, how much has it ahead?
And I go, it's like, like probably 60, $70 a plate. So for everybody in the room, it costs 60, $70. If you're not sure what I'm talking about there. And you know, it's a pretty exclusive club, so it's kind of a fun night. And a lot of the people that are there haven't really been in that environment. So it really works out well. And we know we did it, we did it for years. I'm not sure why we even stopped doing it, but here's the funny thing my wife takes me aside and she takes me into a corner and all of a sudden she starts talking to some people and she says, you know, I'm a little confused. And I go, what is that? She goes, how come like half the people in the room are other real estate agents and some of them even work at other companies.
I mean, yeah. Why would you put your past customers in the same room with these people who are all, you know, we know they're sharks, why would you put them in the room with the sharks? I said, well, here's the thing, interesting thing I said in our industry, we cooperate with the sale. So in essence, the people that are in this room have made me tens of times, thousands, hundreds of thousands of dollars over the years by helping us to either market and or shell or listings. And what's funny is like Bobby, over there, I am. Bobby has actually sold three of my properties in the past 12 months. I mean, he's made us $40,000. So do I mind paying $65 for a plate of food for him to come and have a couple of drinks and enjoy himself for a couple of hours? Absolutely.
That's an investment in my business. And what's interesting is a lot of the real stick community. You know, once I started explaining that to my wife and I, I explained to her how probably half the people in the room had added to the pond in some way, shape or form. And what's interesting. We went into a market where it was mostly bidding Wars and stuff like that. And ironically enough, all those people that would come to the holiday party every year, if I presented an offer, sometimes my offer wasn't even the strongest offer. It wasn't the highest bid, or maybe it didn't have the best terms as everybody else. But if it was even close, I can tell you that we ultimately got the transaction. And a lot of times we got the transaction just because they knew that we would do the right thing.
And they knew that we would do the same thing for them. And we knew we would explain it to our customers so that we were in, in, you know, in ethical with them by saying, Hey, I have a relationship with Tom Jones. And every time I do a transaction with him, it closes in the same time. And the time that was posed to, I said, I can't say that for some of the other agents I've worked with. I said, most cases, the average agent has a 38% cancellation rate. But yet when I work with Tom Jones, we've closed every single transaction we've worked on together. So Mr. Jones, did you want to repack your house twice or do you want to do it once with the confidence that we know we're going to close it while, you know, I think Shauna, you know, I think you're right.
Let's just do it once. So when you're, when you're on the phon