You know, it's funny. I've done hundreds of expired listing phone calls. I've never

asked that question the way you just asked it. And what happens pace when you do check this out. What am I insinuating is the reason it didn't sell? The agent, did I come out and say that directly? No. No. My tonality infers it. So if you don't mind me asking, I mean, gosh, your home's lovely. I guess I'm a little bit confused. Did the previous agent give you any clear specific reasons as to how come it didn't sell? And they'd be like, well, you know, they blame the market or they said interest rates are too high really? How interesting, you know, I oftentimes notice pace that when homes aren't selling like that oftentimes what agents will do is they'll blame the market They'll blame interest rates things of that nature. I'm wondering though you strike me to be someone who has a lot of common sense You seem to understand this process pretty well. What do you feel like they should have been doing? So you could do something simple which is just gets it sold and make the move to Kansas. Be quiet. Now, what are they going to complain about? The agent and all the problems and all the reasons why they sucked and all the reasons why and you're like, Yeah, I mean, I agree with you. Let me be wait. So so let's say they start to tell me they're like, well, they didn't call me. They didn't give me updates. will interrupt them. Robin, wait a minute. Time out. You mean to tell me they weren't calling you every week with a specific update letting you know how come it's not selling and what you need to change to ensure that it does? No. Wow. Well, let me be the first to tell you, you definitely deserve better

service to that. You know, it's interesting. I had a buddy that crushed it in high school, just picking up girls and his lines sounded very similar to this. Yeah. Wait, hold on. You mean to tell me your boyfriend didn't call you and tell you this on the other? He didn't say this. He didn't do that. Oh my gosh. Wow. Guys, half of you guys have been doing this your whole life. In fact, you probably landed your wife this way. That's right. Bro, this is money. Keep going. I don't want to interrupt. I'm just in the peanut gallery just enjoying this.

Yeah, it's literally money. It's literally a license to print money if you can learn how to do it effectively, efficiently. So yeah. And then let's say they're like, well, you know, I felt like they should have done this, this and this. Yeah, I agree with you. Right. And, and what do you feel like they should have been doing? Like, well, I feel like they should have been more aggressive and more proactive. Yeah, 100%. So let me ask it this way, because my job is to help you. It's never to talk you into doing anything timeout. Most people are so overly attached to an outcome that they have commission breath, or assignment breath, or you know what I'm saying? It leaks out in your tonality, in your choice of words, in the rate of speech, like all of that, and it becomes repulsive. How many people besides me have ever been in the presence of somebody that you knew that they wanted something from you? They didn't come out and tell you, but they could feel it. Oh, bro, it's just seeping out of their pores. I can smell it like Cheetah cologne. All right, but what's so fascinating, everybody on this call to recognize something, okay? We all speak another language. We just don't talk about it. Communication is only 8% of the words that are coming out of my mouth. It's 50% body language, 18% tone. It's a small fraction. So when people come to me, they're like, hey, I want to learn what to say and how to say it. I'm like, I can teach you that, but there's this other language that we have to learn. And when I say to you like, listen, my job's to help you, pace, it's never to talk you into doing anything. Immediately, what am I demonstrating? I am completely unattached to this outcome. Whatever you decide to do is fine. Right? Versus what other people are doing like, oh, please, please, please stand out by doing that. And so my job is to help you. It's never to talk to you to do anything. Let me ask it this way. If you had an offer that was very reasonable, very acceptable to you in the next maybe 30, 60, 90 days that would allow you to still make this move to Texas happen? Do you think you would still sell the home? Be quiet. Well, yeah, I probably would. Great. Well, just by you saying that demonstrates that we should get together and discuss the options. That's neuro-linguistic programming. Just by you saying that demonstrates that we should get together and discuss the options. May I make a suggestion? Be quiet. When I ask may I make a suggestion, what am I asking permission to do? Who can tell me? I'm asking permission to close. You be quiet and it might take 20, 30 seconds and it seems like a lifetime. You're just quiet sitting there. And then you know what they'll say to you? I'm listening. Or they'll be like, go ahead, pace. Or they'll be like, go ahead make a suggestion, but I don't know if I'll do it. Right? You just have to shut up long enough for them to say it. Now they're giving you permission to proceed. Right? They said, well, go ahead. Yeah, I mean, make a suggestion. Well, based on what you've been kind enough to share with me, I'm hearing a couple things very clearly. The first one is, is you still want to make the move to Texas happen. The second thing I'm hearing from you is really through no fault of your own, because you weren't getting great service. You are not specifically clear as to why it didn't sell, and what changes we could make in terms of approach, perhaps creative financing that would allow you to accomplish your goals and objectives. So what I'd like to do is this, and I really wouldn't mind because I'm in your area all the time. Anyway, I'd love to have the opportunity just to pop by notice how long does pop by sound like two seconds, two seconds, bro. Just pop by take a quick peek. Notice quick peek. See what it has to offer in person. And what I can do is I can show you a couple of things very clearly. Number one, how come it didn't sell? Number two, what we need to change in terms of a more proactive and aggressive approach, including creative financing that could help you to accomplish your goals and objectives. I could show you a net sheet with the proceeds to be to you and your family. You could take with you to Texas and this way, whatever you decide to do, Brandi, whether you decide to stay put or you decide to move, you'll have all these- Nobody's named Brandi and Fort Lauderdale. They're all Jim and like Beth. No, I know there's a Brandi here. That's why. So, whatever you decide to do, you'll have all of the information that you need so you can make the decision that you feel is best for you and your family. Notice how many Us are in there. How many I's? Zero. people are so egotistical like, well, don't you know who I am? I don't know if you know, but I did all of these guys. Can you imagine if you went to the donut shop and there and you went for you asked for a donut they're like, I don't know if you're aware of this, Brandy. I am the biggest donut maker in town. I am such a big deal. You'd be like, Are you fucking kidding me right now? I asked for a donut. Like, I really don't care. So we have this tendency to lead with authority. Do you know why we lead with authority? Because of insecurity. That's why. That's 100% the reason why. So instead, if you put all of your focus on the client, right? And I just gave you something that's very easy to say yes to. I could show you these couple of things. Does that sound reasonable? Does that sound fair to you? And they might then from there, there may be objections. Why don't you just speak to my wife first? Or whatever. Okay. Well, look, I want you to speak to your wife because it's a big decision. You want to make sure you make the best decision possible. I guess I'm curious. I mean, when you had it on the market in terms of this move, I can hear in your voice that you still want to make this happen. How does she feel about it? Oh yeah, she's still pumped. She's the reason we put on a market. Interesting. So if she knew that there was somebody who could shed some light on the situation, Chloe, show you clearly and specifically what you would need to do in order to make it happen. I have to imagine she would want to speak to them. Wouldn't she? Notice it's programmed into me. No, you see what I did when I said that? She would want to speak to him, wouldn't she? And it comes out of my tone now. For just a second, a couple of comments in

the side comments, right? There's a point where I've made thousands and thousands and thousands of seller calls for creative finance deals. And people come to me and they go, dude, you, nobody's better on seller calls about creative finance. I go, yeah, I didn't start that way. You get to a point where you own the information so much like Aaron owns this information, guys. He owns it because he's practiced this so many times. And you guys are over here saying, man, Aaron just lets this flow like butter guys. He's practiced this like a gangster over and over and over. Aaron, have you ever stuttered? Have you ever screwed up? Have you ever made a blunder in a point where you're like, crap, I screwed

up, you go home, you make a note, and then you go back and you try it again? Yeah. So here's what I would suggest to anybody who's saying that the first thing is, is you get rewarded in public for what you spend countless hours doing in private. Countless. Somebody say they DM me, they're like, wow, man, that sounds real dope. I'm like, yeah, you know what it takes? Nauseating, disgusting amounts of practice. Yeah. That most people aren't willing to do. So the first calendar year selling real estate guys, I made 13,000 bucks. I'm curious, do you think Pace would bring me on his group to share with you guys precisely how I made below the poverty line? No, no. Nobody was there hanging out with me while I'm standing in my crops chanting. Hi, I was talking about the homeless for self and industry. My name's Aaron. Local restate. I'm sure I figured out by now. Like nobody was there doing that. I'm like, Nobody was there while I was handwriting out scripts by hand. Nobody was there when I was filming myself. You want to do something really fun? Do this. You ready? Film yourself talking to somebody, sit down with your significant other with a bottle of wine and we'll be like, this is going to be entertaining. Okay. Because I'm probably going to verbally vomit. You're like, what the hell was I doing? Like what? What was I saying? That's how you get better. Then you know what I did? I got proximity to agents. I was doing 50 deals a year. I started role playing with a guy doing 200. How many? Let me ask you guys a question. If you're serious about this, how many people do you role play with that? You're actually intimidated to practice with them? We have four hours of role playing every morning in this community with people that are like

doing 200 deals a year. And it is something we force them into because I believe in that more than anything else. But still, even though they have our, they have an E we call it the daily down. So we have two hours, East coast, two hours, West coast. Okay. And even though it's there, people are so intimidated. Here's what's, here's one of our best closers there. And this is a great story. His name is Munif. He comes in, joins our community and he joins the daily dial, just one of 31 zooms we do every single week. And he's picking up a fake phone call with somebody that he's roleplaying with who's a fake seller. And the person who he's roleplaying with is doing 200 deals a year, right? Munif picks up a fake phone call, his first daily dial, and hangs up the fake phone call because he's so damn scared. He then goes on, doesn't give up, keeps doing the role-playing, shows up every single day, and six months later, he wins our entire industry's Closers Olympics. Wins the belt. Quits his job as an engineer. An engineer by trade became a great closer. So keep going about this because I love this topic. I love this.

Yeah. And what I'm aware of is its volume over time. It's V over T. So like, once I figure out what's the thing to stack my time on top of so as everybody on this calls hardworking, ambitious and smart, would you agree with that? I would say yes. Yeah. So when people are hardworking, ambitious and smart, you have to be very thoughtful about what you choose to stack your time on top of. It took me a long time to figure out focus like a long time. And that first calendar year when I only made 13000 bucks, I didn't know what to focus on because people were giving me the wrong information. So if I was to answer, if I was asked you guys this question, knowledge equals. Everybody will tell me power. I don't care where I am on the planet. I don't care if I'm out of states, if I'm abroad will say that let me okay now check this out if knowledge equals power what happens if you have the wrong knowledge. That's problematic. So at the beginning of my career, I had the wrong knowledge. They weren't teaching me. This is a sales business like selling books door to door knives door to door subscription. So the phone I didn't know where to spend time. But then I realized the money's not in the service, guys, the money's in the selling of the service. It's not in the service. It's in the selling of the service. They expect good service, guys. They expect you to know what you're doing. They expect you know how to read contracts. They expect they expect. Okay, when you go to Whole Foods, do you jump up and down because they have groceries? Are you like, Oh my God, they have groceries today? Like, no, you expect that from them, correct? That is the expectation. So instead, the money's not there. The money's in the selling of the service, knowing how to sell the service. So once I got that, I was like, Oh, that's what I should be stacking my time on top of. And then I got obsessed three roleplay twice a day, six days week for three years. Handwriting out scripts every single day, chanting, videotaping myself, recording myself and sending it to a coach so they can give me feedback. Reading, look, are you a serious student? If I was to look at your library, are you a serious student of sales and persuasion? How many books have you read on NLP? How many books have you read on persuasion? How many like, are you a serious student of the craft? Because I want everybody on this call to realize, okay, this is no different than playing a violin really well. It is no different than using using a scalpel really well. It is a absolute learnable skill. And in a capitalistic society, if you learn how to sell, you will be disproportionately rewarded for your efforts. But it's just a very few people are willing to put in the time to actually get really, really good at it. Yeah. Somebody spent

the whole day following me around today and they said, how did you get to the level you're at? And I said, I did the things, I did the invisible things. I lived in the invisible for years to the point where I owned the information at a high level. I went to every appointment. I'm not an agent, but as an investor, and I recorded every single appointment on my voice memos and I would listen to it on my drive home and I would just grit my teeth listening to how poor I did it. The pauses, the lack of pauses, the, when she asked a question, I was so in my mind about the next thing that I was going to say that I didn't shut the hell up and let the seller speak to me. And so now when you guys watch me on my seller calls, you'll go, I don't recognize this pace because I become a completely different person when I'm in a sales appointment because it's a skill that was refined and refined and refined through the invisible work that nobody was there for. Nobody was applauding you. I was talking to, um, Ed, my lab behind stage a couple of days ago. And he says, that was the best presentation I've seen in five years. And I go, yeah, too bad. It took me 900 of them to get that compliment. It took me 900 to get that compliment. He goes, you finally own it. And sadly now you're probably going to go and change it because you're bored with it. And I was like, no, no, no, I understand professionals. I understand the Dave Chappelle's. I understand the Adele's. They spend years and years and years and years to write a perfect song to then spend the rest of their life belting out that song as if it's the first time they've ever said it. So what I love about Aaron is that Aaron wrote that song almost like Adele, right? That script was not something that somebody printed out to him and said, here, memorize this. Now you can, you can listen to the script and you can go and refine it with your own personality. But what Aaron did is he went into these appointments. He did the things he worked with other mentors. He did the things, did the things, did the things. Then once you own the information, you didn't go back and reconstruct the wheel. You pretend every time you are on a sales call, whether it's a phone call or in person, you pretend like it's the first client you've ever spoken to. You give them that same love, that same feeling as if you've never said those words before in your entire life. Yeah,

100%. And I wrote down a couple things, like, as you're speaking. One is it Mark Twain said it takes 20 years to be prepared for an impromptu conversation. Like, I've been doing this a long time. I've been selling real estate for like 18 years, 2000 homes sold. Right? So it's it's just reps. The second thing I wrote down is that everybody that I know that is producing very favorable outcomes, they've all gone through a rocky cutscene. So if you've ever seen the movie rocky, and I know I'm dating myself, some of you guys saw the new one with Jordan, right? You don't even know the one with Stallone. But like, if you've ever seen that, there's a cut scene where for like a portion of the movie, he's getting training to fight, he's punching the stuff in the freezer, he's running up the hills and everything. And for everybody, that cut scene, it might be a year for some people, it's three years for me, it took me five years to get up to 100 transactions year, everybody I know goes through it, though. And you have to be willing to say to yourself like, okay, that's cool. Like I am totally, I am going to lay myself at the altar of this particular skill set, you will have everything of me, blood, sweat, tears, time, energy, everything. And if you're willing to do that, then it's just volume over time. Now it's just a matter of time, if I keep putting forth. So the reason why people don't produce outcomes that they want, or acquire skills that they want, they drastically underestimate the volume of activity over an unreasonable amount of time. Unreasonable amount of time where most people would stop. If you work at something for 10 months and make 13,000 bucks, most people stop.

Yeah. If

you have 42 episodes of a podcast with only 200 subscribers, most people stop. They just don't keep going. And for those of you that are willing to keep going, the rewards are just proportional. Now, the other thing I'll share with you on a mastermind call today that I shared with the group is that well done is better than well said. And here's what I mean by that. We get a fake dopamine hit by telling people what we're going to do. Oh yeah, you know what? I'm going to make my calls. I'm on a role play. And this is like, you actually feel a little good as though you did it. I promise you, you didn't. Yeah,

I call it mental masturbation.

Yeah. A hundred percent. So the thing, like talking about the thing is not the thing. Thinking about the thing is not the thing. Telling the people that you're going to do, it's not the thing. Putting on a dream board is not the thing. The thing is the thing. That is it. And the only way to acquire this is through. Repetition is the mother of learning and the father of action, which makes it the architect of accomplishment. I just have to put in the reps. You know what? Hey, check this out, guys. I would love to be diesel Edward. If I could outsource pushups to people in the Philippines. That'd be dope sick, be sick, I could have all of them work out and I'd get like ripped. That'd be awesome. That's not how it works. And nature doesn't reward need everybody else called needs a deal. How many animals in the animal kingdom need to eat all of them which one get to eat the ones that deserve it? The ones that hunt every day? Because can you imagine the lioness who do all the hunting, by the way, the men just sit around, but the lioness who kills an animal once almost every day of the year, you know, nine out of 10 times the gazelle gets away? According to National Geographic? Why do you think that is? It's a difference motivation. The lion just wants to eat the gazelles running for his life. So nine out of 10 times it gets away. So to get that one scene where the lioness gets him, they got to film, they got to wait for a while because nine out of 10 times he gets away. The lioness running in the Sahara. It's hard. It's hot running galloping after that gazelle and it gets away. Can you imagine him looking at the sky her looking at the sky and be like that's not fair. I tried so hard. I Woke up early. I watched David Goggins. I journaled I Did my meditation prayers you should send me a consolation. A little baby gazelle for my efforts. Guys, that is not how that shit works. If you want to see how it really is, just look at nature. That'll tell you how it actually is. Not the way you think. You know, we think it is the way it should be. That'll tell you how it actually is. Do you know what's true about that lioness? If she wants the eating, she wants her cubs to eat, she has two choices. One is suck her thumb and starve to death, the other was start hunting again. That's it. There's no other options. So imagine if you adopted that mindset. Right? You get, we get all upset when people call us names our mom didn't give us. I, you know, I walk into rooms regularly. I'm like, I wonder how many people called me a name that my mom didn't give me and they don't even know it.