- 7/17/2025
This week on RealTrending Tracey Velt talks with David Brooke, team leader at Brooke Team at eXp Realty. Tracey and David dive into the realities of leading a team in today’s market, including managing team exits and burnout to fostering a productive agent culture.
David shares how an almost-pivot in his career and parenting lessons shaped his leadership style, and much more.
Here’s a glimpse of what you’ll learn:
How he rebuilt after losing top agents
The three biggest misconceptions in real estate and how to overcome them
The leadership principles rooted in parenting that shaped his coaching style
Why consistent daily accountability beats luxury deals every time
The traits David looks for in agents destined for long-term success
Related to this episode:
Brooke Team at eXp Realty
https://brooketeamre.com/home
David Brooke | LinkedIn
https://www.linkedin.com/in/david-brooke
The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.
David shares how an almost-pivot in his career and parenting lessons shaped his leadership style, and much more.
Here’s a glimpse of what you’ll learn:
How he rebuilt after losing top agents
The three biggest misconceptions in real estate and how to overcome them
The leadership principles rooted in parenting that shaped his coaching style
Why consistent daily accountability beats luxury deals every time
The traits David looks for in agents destined for long-term success
Related to this episode:
Brooke Team at eXp Realty
https://brooketeamre.com/home
David Brooke | LinkedIn
https://www.linkedin.com/in/david-brooke
The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.
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NewsTranscript
00:00You're running a team, you're running a brokerage, and some of your top agents leave you, go somewhere else, and you're panicked.
00:09What do you do at this point?
00:10That happened to David Brooke.
00:12He is a team leader at eXp Realty and also a coach.
00:16And he tells us all about the thought process that he went through, almost becoming an individual agent just to avoid having this happen again.
00:26But he persevered, and he has a great story.
00:29So enjoy the podcast.
00:31David, welcome to The Real Trending Podcast.
00:34All right, Tracy.
00:35Thank you so much for having me.
00:37Yeah.
00:37I want to start with your story.
00:39So what originally brought you to real estate, and how has your why evolved since you first started?
00:46Yeah, so I got first started in real estate.
00:48Actually, my father owned a real estate appraisal company.
00:52So this was like way back, like 90s.
00:54And he had an appraisal shop of about 30 or so appraisers who were working for him.
00:58And he always told me, David, never get into real estate.
01:01Do whatever like your heart wants to do.
01:04Go after something else.
01:05This business will eat you up.
01:07And I just remember walking around the office and people being like, one day you're going to do this.
01:10And I was like, I will never do real estate.
01:13And so I actually took my dad's advice.
01:15I decided not to go into real estate.
01:16I actually wanted to be a youth pastor at a church.
01:19And so I was going to, you know, I was taking classes there.
01:22I love playing music.
01:24And so that was like a huge part of my life.
01:26And then one day that just ended, right?
01:29So I got a really challenging phone call that there was some issues at home and I needed to drop out of college.
01:34And so I dropped out of college.
01:35I've never, you know, I never graduated college.
01:37And I went home to help my mom.
01:39My mom and dad were divorced at the time.
01:42And she was facing some really hard struggles in her life.
01:45And so I went home and during that time that I was there, we actually took a family trip.
01:51We took a family trip to South Africa.
01:53And I just remember being on a beach somewhere.
01:55And I was like asking God, I was like, you know, what is going on with my life?
01:59I dropped out of college.
02:00I feel like I have nothing going on.
02:03And, you know, I don't know, you know, you know, I never asked for people to believe what I believe.
02:07But I just heard this like sense inside of myself that it was like, hey, listen, you got to get right with your dad again.
02:11I want you to get back into a mentorship.
02:13And I want you to go work new construction.
02:15And I just remember like that is the craziest thing.
02:18And Tracy, I'm not handy.
02:19I'm none of those things.
02:20But just one day I remember getting up and it was like today's the day.
02:24And I went and I got in my car and I drove his little left here, right here.
02:28And I got out of the car and was like, go ask for a job.
02:30And there was an older gentleman walking down a hill.
02:33And I went up and I was like, hey, my name is David Brooke and I'm here for a job.
02:37And he was like, are you kidding me?
02:40And I said, yeah, I'm here for a job.
02:42Now, granted, I am not good.
02:45I'm not really handy at the time.
02:46I wasn't handy.
02:47And yeah, he said, well, I can't believe this because I just let somebody go at the top of the hill and I was just going down to post this job.
02:55And so he asked me what I wanted to make per hour.
02:58I told him I wanted to make 18 bucks an hour.
03:00He said, no way.
03:01You're 15.
03:02You don't even have experience.
03:03And I said, well, you can either tell me no or I'm going to get back in the car and drive around and try to find a new job site.
03:08And he gave me the job for 18 bucks an hour.
03:11And I started a new construction and did that into the crash.
03:14And wouldn't you know it, once the market crashed, my father's real estate appraising business needed a lot of help because they were, you know, the banks were asking for all these appraisals.
03:22And he called me up and said, hey, do you want to take a look at real estate?
03:26And I got into the real estate appraising side of the business back in like 2009 and started there.
03:34And that kind of led me on the trajectory from going new construction into residential, you know, real estate appraising.
03:41And then eventually I got started in residential real estate sales in 2011.
03:45So that's kind of the impetus, the genesis of my story.
03:49So you built a real estate team.
03:50You have a coaching platform.
03:52We talked a little bit off camera about this.
03:55You're with EXP.
03:56So you have both a team, a downline, a coaching platform.
04:00Tell me how all of those missions intersect.
04:04Well, the missions intersect with very one simple phrase that I've adopted over the years, which is demand excellence.
04:10And when I got started into this business, there was a lot of I don't want to call them lies because it feels like that's like purposeful.
04:16But I believed a lot of things that were incorrect about the business that others were saying about the business or about themselves or about their own experiences.
04:24And those things would be like, you know, the business is just going to come to you or you just need to be in the business a long time.
04:29Or, you know, your brand that you're associated with, they'll bring you the business.
04:32And I just remember how that affected my life and, you know, the direction that it took me financially when I listened to that advice.
04:40And so my job as a real estate coach, as, you know, someone in someone's upline or even as a team leader is to speak what I know has really worked for not only myself, but for so many salespeople.
04:51And I want to be clear about this, not just residential real estate sales agents.
04:55I'm talking about just salespeople in general, the ability to be able to relate to someone out of out of knowing nothing about them, the ability to build rapport in a very quick basis with them, understanding how to keep in touch with people regularly and provide items of value or things that are meaningful to them in a very short amount of time that causes that person to say, wow, they're different.
05:17They're different than the rest of them out there.
05:19And I want to associate myself with that person.
05:21They're the person I'm going to ask to whatever it is, you know, sell my house or get a mortgage with or, you know, get insurance with anything in our ecosystem.
05:30I've coached people throughout that process.
05:32So, yeah, we do have both, you know, all three of those programs.
05:35Okay, great.
05:35And how many people do you have on your immediate team?
05:38So my immediate team is around 50 agents.
05:41We generally fluctuate between, you know, somewhere between 45 and around 60 people, just depending on the market and, you know, just the standards that we have on our team as we raise them.
05:52And that's always brought either more people to it or allowed people to say, hey, I'm just, you know, not a fit for this program.
05:59You know, it is a play to be the best you can program.
06:02And so we've generally hovered around 50 people.
06:05Okay, that's great.
06:06Great.
06:06So burnout rates are really high in this industry, and you probably know that as a coach and a team leader.
06:13So why do you think that is, and what do you do as a coach to help them avoid that?
06:20Yeah, really good question.
06:22I've never been asked that question.
06:24I think it's one of the best ones that you could ask.
06:26And the reason is, is that I think there's a verse in the Bible that says, hope deferred makes a heart sick.
06:31Hope deferred makes a heart sick, meaning that someone had hope that things would go this way.
06:36But when you don't get that, now all of a sudden you're feeling like, is this really the right move?
06:40Did I do the right thing?
06:42Is this the right path?
06:43And they start second guessing.
06:45And usually, well, people will get into something because they have what's called borrowed belief.
06:49It's this idea that, hey, well, you did it, so maybe I can do it.
06:52Or you believe in me, so maybe I'll do this thing.
06:54But the unfortunate part is, is if they're getting direction that says, well, the brand will bring you business and then no business comes.
07:01Or, you know, if you just send out a few mailers, then people will recognize your name.
07:06You'll become a household name.
07:07And if that doesn't work right away, as great as that advice might be over time for certain people, I need to pay my bills today.
07:14And if I have a hope that I'm going to get paid this week or this next month or whatever it is, and that doesn't happen, it's going to really not only just make me sick, it's going to make me sick of this business.
07:24And that's the biggest reason I see that people fail is because they have a hope in a plan that's actually not working or they don't even have a plan available at all.
07:32And so what my coaching programs seek to do for agents is really just kind of get away from the fluff and all of the whole like, you know, I need to be something that I'm not or try to like get into this luxury program that may or may not work.
07:44It's very much about the basics of being a great salesperson and being able to relate to people, set plans and motions to have daily accountability in your life.
07:53Yeah.
07:53You talked about one kind of aha moment that you had when you first started in real estate.
07:58Has there been a more recent one that really impacted how you structured your team or how you've moved forward in your career?
08:05Yeah, being a parent, being a parent has been one of the biggest eye openers to me because I've got to watch my daughter Shiloh and how she performs in school, at home, etc.
08:17And, you know, it's been a while since we were children, right?
08:20Like we don't remember what that was like.
08:22We have recollection of like general sentiment, but watching a child and how they behave with things.
08:27Children love routine.
08:29Children absolutely thrive under conditions where they know that things are clear.
08:33I know when I'm home, I know where I'm going, I know what's acceptable, I know what's not acceptable.
08:39Children thrive in environments where they get direction from leadership that is kind but firm about things.
08:45They get direction when they have rewards that they can relate to.
08:49And I don't want to liken, you know, real estate agents to children.
08:52I'm not saying that in any way.
08:54But what I am saying is that certain things about that don't change for us as humans.
08:59And when we get into the sales business, we're given three big lies that really detach us away from it.
09:05The first thing is, is that I can have unlimited money, which means that if I have unlimited, then it's not an actual number, which means if I don't have a number, I can't reverse engineer from it.
09:14So I don't have a plan.
09:15And if you were to tell a child we don't have a plan for the day, they generally get anxious.
09:19And so people get anxious because sky's the limit.
09:22I don't know what to do.
09:23The second lie is, is that I get to be my own boss.
09:25And as soon as I get to be my own boss, and which everyone wants to be, then if I never have anyone to check in with, now I can always talk myself out of my own responsibilities that I need to do.
09:37And that also gets us into trouble.
09:40And the third lie that shows up for many people is, is that I have a flexible schedule.
09:44And a flexible schedule for children is not exactly ideal.
09:47They want to know, okay, lunchtime happens here, and then we take a nap, and then we get up, and then we play, and then we have bath, and dinner, and books, and there's a schedule to it.
09:56And Gary Keller said it well, it's not about selling real estate, it's about following a schedule.
10:01When real estate agents actually have a schedule in place for themselves that makes sense, that's relevant to their life, I find that those are the agents who are actually thriving.
10:09So most of the coaching program, or the organization through eXp, or any of that, really helps agents focus on, how do I get myself actual plan in place for the income I want to make, reverse engineer it?
10:21How do I make sure that I get a schedule that I can actually follow?
10:24And how do I have the accountability, maybe not a boss, but how do I have the accountability in my life that lets me know I'm on track on measuring what matters?
10:31So let's talk about that schedule, like what do you think is a good routine or schedule for an agent to follow?
10:41And I know it depends on, it's personal, but what are the maybe five things that you feel like they should be doing every single day, whatever time they plan to do them?
10:52Yeah, so probably the first one that I would say is most people don't have a perfect morning routine, like we're used to scrolling Instagram, and we find someone like, you know, dunking their face in an ice bath of seltzer oil, like that's like this idea, I need to wake up at 4.30 in the morning, that's just not realistic, like you need to be able to have a morning that makes sense.
11:09Like I have a 15-month-old, and I have a six-year-old, and you know, for a while, my 15-month-old Harvey was not sleeping well during the night.
11:19Like I can't have a schedule where I'm in bed at like 8 o'clock and waking up at 3 o'clock in the morning to get things done, it's not relevant to my life.
11:27So the first thing that I say that needs to be relevant is your morning routine, and what I typically give people is a list of 15 things that they can do in order to set themselves up, depending on their personality, for that perfect morning.
11:38That might be journaling, that might be time with God, that might be a walk, that might be just family time.
11:44It may be just a great breakfast, but you have to have at least a few things there that are going to set you up for a great morning.
11:49So that's the first thing.
11:50The second thing is some sort of activity that allows you to move your body.
11:54Most people don't understand this, like if you don't have your body in motion, then I'm sorry when you go and meet with someone later on in the day, your energy is going to be down.
12:03You're not going to feel excited about yourself, and you want to change your life, move your body, because it tells you that, you know what, I can do hard things, I can get through hard stuff, I can get a sweat,
12:12my endorphins are there, serotonin levels are high, and I'm going to feel happy, because most of real estate, 70% of it is things that aren't great, debt, disease, divorce, all these sorts of things.
12:23And you want to be in a great place, not in a place of desperation or eagerness to try to make a sale or something like that.
12:29And so that's the second one is, hey, let's move your body.
12:32The third one is going to be all of the pieces of the business.
12:36So I break down business, doesn't matter if you're selling real estate or not, into CEO, COO, and CFO roles.
12:43And the CEO role is that sales and marketing.
12:45You need to be meeting new people every day, and you need to be having conversations with people you have already talked about in the past.
12:51And so a segment of your day needs to be the CEO role.
12:54That, in my opinion, for brand new agents, probably around 70% of their day, 75% of their day.
12:58For existing agents, established, excellent agents, maybe about 20% of your day, simply because you've got most of the business coming to you, and you're kind of in maintenance mode on there.
13:06The fourth section would be the COO role, and that COO is all the operations.
13:12Those are mainly things that can be leveraged, that's going to be following up on listings, that's going to be going on the showings, anything that you can leverage, but it is the operations part of your business.
13:20And then the last part that I recommend that people have in their schedule is a CFO role.
13:24Those are going to be the things that measure what matters.
13:26If you got to the end of your day and you didn't track what you ate, guess what?
13:29You're not going to remember in three days what's going on with your macros.
13:32Or if you don't track how much you drank for water, then you're not going to understand, am I hydrated or not?
13:37The same would apply with your business.
13:38If you don't understand how many calls did I make or how many appointments did I set, I don't care if you're selling real estate, mortgages, insurance, or anything else in the world, you're going to be completely unaware of what's happening in your business.
13:49So perfect morning.
13:50I moved my body.
13:52I got my CEO role, my COO role, and my CFO role all in my day.
13:56You do that, you're going to have a successful business.
13:58Yeah, it makes sense.
13:59I think a morning routine, no matter what it is and what time you get up, is so important.
14:03I mean, it's vital to me for sure.
14:07Yeah, for most of us, the problem is that we just kind of let the day roll.
14:12And all of a sudden, you wake up and you're like, oh my gosh, it's 10 o'clock.
14:15What's going on with my day?
14:16And so I think that's the first place for most people to start.
14:19Yeah, absolutely.
14:21So you've talked about kind of walking away from leadership.
14:24What happened and what made you stay?
14:28I think that leadership, it often gets called lonely.
14:32And the reason is, is it's hard to relate to anyone in your company.
14:36You end up becoming friends with the people who you work with.
14:39Hopefully you work with people who you like.
14:40And then that likeness is more like friendship in many ways.
14:46And it's hard to keep those lines separated sometimes.
14:49And then when those people, for their own great reasons or whatever reasons, decide that now is not a good fit for us to be partners anymore for whatever reason, that can hurt when they leave.
14:59And then if you have enough of that happen in your business, this mindset of, you know what, I'm being left, or there's some sort of like abandonment that's happening there.
15:09And I know for anyone who's listening, who's a team leader, who's a broker, who's built any sort of organization, even outside of real estate, it can be a painful process to be a leader of something and feel like you're moving in a direction, creating a sort of, you know, we always call this like a family sort of environment.
15:23And then one of your family members leaves.
15:25And that wouldn't be fun in any sort of relationship.
15:28And it's definitely not fun in business.
15:30And so there was a point in our business where we had a really strong exodus out of our company to just be as blunt as I possibly can.
15:38And it hurt.
15:39And it was super painful.
15:40And, you know, when I calculated the math of running my own real estate team to just doing it solo, right, just going out there and killing what I eat, you know, eating what I kill and just doing that whole thing, it seemed a lot more attractive.
15:53And what it seemed was it seemed that it was avoiding the pain of that happening again, rather than the mission that I knew was the purpose of my life was to help people out, get outside of their heads and to give them that vision of demand excellence, not only for their business and what they can do, but also to be the best versions of themselves and demand excellence of themselves.
16:14And that, you know, that was a hard season.
16:17I know that my wife got me through that.
16:20And she consistently reminded me over and over and over again.
16:24She was like, this is just a refining process.
16:26And my coach, John Cheplack, he helped me through that as well and said, you know what, how is this here to evolve my soul?
16:31And it just got me into a place where I reminded myself over and over again, Tracy, there's, I need to be mission focused rather than moment focused.
16:39And in the moment that hurt, but the bigger picture was the mission that I'm on.
16:44And that's what I've recommitted to and made it all the stronger.
16:47That's great.
16:48And so when you, um, you know, work with your coaching clients, what's the one thing you see that immediately tells you this person is destined for greatness or leadership, um, or will be a great agent?
17:06The, the most important thing might, you know, my, um, my father told me this, he heard this from, from an employer, the most powerful thing that you should look for, uh, in a man.
17:18Or a woman, when you hire them is the hunger that they have inside.
17:22That is something that I can never teach.
17:24Um, you know, we go through EOS and we've heard the trainings through there.
17:29That's entrepreneurial operating systems.
17:30And so, you know, part of how our company runs here and they teach you that when you look for an employee, you're looking for three attributes and that's for someone to be hungry, for someone to be humble and for someone to be smart.
17:43And I don't mean intelligence.
17:46You can just be smart in terms of like, you can see the opportunities that, that present themselves, but hunger is something that you can never teach, right?
17:54There's a fire that lives inside of some people that is just like, you know what I could have, you know, I have a little bit more money than I did when, you know, 10 years ago.
18:02Um, but that hunger hasn't ever gone away and it only, and it only has gotten stronger.
18:09Um, and that's something that you can't teach someone.
18:11And so when I see agents with that massive hunger inside, not just like a need to sell, but a desire to be more for themselves, I can often see that that's a trajectory for greatness.
18:22And the, and the reason is, is that the hunger needs to be, uh, greater than the, I'll use this word, than the crap you have to eat in this business.
18:32And, and, and that's, I mean, that's probably putting it, you know, just a little bit less bluntly than, than I need to, but there's a lot of crap that you have to put up in this business, right?
18:40There are, there are late nights.
18:42There are a lot of emotions that get involved with people as they buy residential real estate.
18:46There's some huge personalities of people and their egos getting bumped into a little bit.
18:51There's a little bit of that friction that happens.
18:53And a lot of times, you know, we do not get this wonderful pre-approved, can't wait to work with you.
19:0020% down, whatever you say, Matt, you know, we don't get that all the time.
19:03In fact, we have to eat a lot of crap, but the hunger needs to be stronger than the, we have to eat.
19:08And if you have that in your business, then I know that you're going to be successful no matter what I put in front of you and test you with that week.
19:15That makes sense.
19:16I want to go back to when you lost, um, a portion of your team.
19:20Um, what did you kind of, what was your lessons learned there?
19:24What did you, once you decided to recommit, what did you, um, you know, kind of rejigger on your team or, or how did you make changes?
19:33Um, you can't completely avoid something like that happening, but what changes did you make to ensure that you at least had some advanced notice of it or could, could maybe keep people?
19:46Yeah, here, here's the lesson.
19:48It's my fault.
19:50It's, it's my fault.
19:52And, and, and I think that's part of what leadership is understanding that everything rises and falls on leadership.
19:58Every win here's the challenging part of leadership.
20:01Every loss is the leader's fault.
20:03It is.
20:04It's, it's, it all, it all comes down from the top.
20:06It starts at the top.
20:07And every win actually is the result of the people who you've hired.
20:12It's an indirect result of your own leadership, but then it's everyone else's win, but yours.
20:17And I had to learn that the hard way.
20:19I learned it because I, I did not provide great leadership to certain members of my team.
20:25I understood from afar, um, how to generally lead, but I wasn't invested with the people who I needed to be invested with.
20:33In fact, I took my eye off the key people would help me build my company and I put my eye on what could be.
20:41And as, as empowering as that can be for a leader to be focused on the vision, if you have no one following you, well, everyone following you is the company.
20:49And so what ended up happening is I got ahead of my team so far ahead of my team that I ended up losing them.
20:55And, uh, and that was a really tough lesson for myself, right.
20:59And, and painful one at that.
21:00And so for anyone listening, you know, I don't know where you are in your business.
21:04It's always inspiring for, to see the next great thing or to get a great idea or to be inspired to run ahead on something.
21:11But if you're not bringing others with you, the definite, the definition of a leader is someone who has followers.
21:18And if you don't have any followers, you're not leading anything.
21:21Um, and that was a tough lesson for me to learn.
21:23Yeah, absolutely.
21:24And so what's the one thing you think agents need to hear right now that maybe they're not hearing or they're not getting through traditional training?
21:33Um, I'd kind of go back to a little bit of my, like the core of my coaching program, which is that daily accountability with themselves.
21:40Um, as long as the industry continues to provide the, you can do it, how you want, when you want, where you want idea.
21:47And that is, here's the, here's the thing about great lies.
21:50Great lies have a shred of truth.
21:52Outstanding lies have a lot of truth associated with a little bit of a lie.
21:57And the reality is, is you can build anything you want.
21:59You can do coaching.
22:01You can do development.
22:01You can do recruiting.
22:03You can do luxury sales.
22:04You can do all of these sorts of avenues of it.
22:06But when in the presence of so many options, paralysis persists.
22:13So if we have too many options, it's like, I don't know what to do.
22:17And children are the same way.
22:18If you give them, Hey, what do you want to have for dinner?
22:20It's like, I don't know.
22:21Or they're going to pick the thing that like they think they want, right?
22:24That's probably not good for them.
22:25But the best thing to do is to say, Hey, what would you like this option or this option?
22:30That's how you, that's how you help kids.
22:32And, and real estate agents are no different in that way.
22:35There's so many options that it creates paralysis.
22:37And we're actually not good at any one of these things.
22:39And the first things that need to be learned when you're a real estate agent is how to become
22:44a salesperson.
22:45And, and part of being a salesperson is having a schedule that you can work every single day
22:49and having somebody follow up with you every day.
22:51So you need a boss, you need a plan, and you need to be able to be in a position where
22:56someone's measuring what you're doing every single day.
22:58And I think that that's what needs to be shared more.
23:01Unfortunately, Tracy, I don't think it's ever going to get shared because it's hard to compete
23:04with the message of do whatever you want versus someone who's saying, I want you to do this
23:10one thing.
23:10And if you do that, you'll get everything else that you want later on.
23:14Yeah, yeah, absolutely.
23:15So I have two more questions.
23:17The biggest myth in real estate you wish would go away.
23:21The biggest, um, I don't know, like the biggest one, but something that just pops to mind
23:26in the moment is this idea of being all about this luxury agent.
23:29And I was talking with an agent the other day who was telling me about his pursuits to
23:33be in luxury.
23:34And again, like, I love the idea of being in luxury.
23:37I just know my market and in my market, uh, selling luxury, I'm in the Connecticut marketplace
23:42for anyone who does in the Connecticut marketplace, we get this idea.
23:46Okay.
23:46Even in Connecticut, they're all like multimillion dollar homes.
23:49It's not true.
23:49Most of the state, right, is Hartford County, Tolland County, you know, um, even, even Litchfield
23:54County for a lot of it.
23:55It's just median price homes, $400,000 homes.
23:58And you can go and you can sell this million dollar home and it's right.
24:01And, you know, someone asked me one day, they were like, Hey, would you rather sell 10,
24:05$1 million homes or 40, $250,000 homes?
24:10And the idea was, well, you could sell less, you could work less, you get bigger paychecks.
24:15The people are, you know, not usually in duress or right there.
24:17It's all this great stuff.
24:19But I asked him, you know, Hey, listen, you know, when you're selling real estate, deals
24:22are going to fall apart.
24:23It's just a part of sales, whatever you sell.
24:26Yes.
24:26No problem.
24:27If I lose two deals and I got 40 deals going on, it doesn't hurt as much, right?
24:32I still have that cashflow.
24:33If I lose two deals and I got 10 deals only, it's a way bigger hit.
24:37I got 20% that just went away.
24:39And on top of that, if I only do 10 deals in a year, that means two months of the year.
24:43If I space everything out, I'm not getting paid.
24:45You know, some of these agents, they get paid 50,000 in a month and then zero the next,
24:49zero the next 20,000 in other months.
24:51I'm telling you, Tracy, I don't know many people who know how to manage money in that
24:55way when they're getting paid so infrequently and at large chunks and then have no, you know,
25:01nothing coming in.
25:01So oxygen is the life, uh, oxygen is the life to our body.
25:06Well, cashflow is the oxygen to a business.
25:08And if you don't have income coming in all the time, that's an issue.
25:12And so my lesson that I teach for most people is not don't do luxury.
25:16It's get units and focus on the units because when you have the units, you have that repeatable
25:21cashflow that's constantly coming in.
25:23Yes, you're working more, but welcome to life, right?
25:25But you are in the position where you've got a little bit more coming in.
25:28So if something falls apart, you still got another one.
25:31You can get the luxury deal that's here and there.
25:33I get that.
25:34But if you focus on doing units, you get more relationships.
25:37Those relationships begin to build and create gravity for your business.
25:41And that's how you really build a true huge business.
25:43It makes sense.
25:45Uh, last question, a book or a podcast, a book, any, you know, agents should read or
25:49a podcast that they should be listening to all the time or both.
25:52Yeah.
25:53So, uh, you know, I love some of the classics.
25:55I read millionaire real estate agent.
25:57I thought that was awesome.
25:58I love, um, you know, books that are all about, you know, real estate and helping you
26:02become a better person, right.
26:04With salesmanship, et cetera.
26:05But I'm going to just get to give you one.
26:07I, I read John Maxwell's, um, 21 irrefutable laws of leadership.
26:10And, you know, I, I find that when we become better humans, whether that's someone who cares
26:16about their body and works out, whether that's someone who cares about their spiritual life
26:20and becomes a better human being because they, they desire something other than just the
26:23temporal things that they see around them.
26:26When they focus on things that are about leadership and about how to lead themselves, man, you can
26:31really become a great sales agent.
26:33You can become a better father, a better husband, a better, whoever you are in your world, you become
26:38a better person when you're able to lead yourself better.
26:40And so, you know, my, my suggestion is for people to dive into books about leadership,
26:45uh, confront the bigger issues that are showing up in your life, because what, what shows up,
26:49what's happening in the private world shows up in the public atmosphere.
26:53And if you can handle what's going on inside and develop yourself through leadership, face
26:58up with the hard things in life, answer those questions, spend time and quiet and be able
27:02to develop yourself as a person.
27:04It's unstoppable what you can be as a human being, whether you're a real estate agent or showing
27:09up as dad at home.
27:11Great.
27:12Well, David, thank you so much for joining the real trending podcast today.
27:16I'm honored.
27:17Honestly, this has been fun.
27:18Tracy, you asked great questions, uh, which I, you know, sometimes people are just like,
27:22you know, Hey, what do you need to do to sell more real estate?
27:24But I really appreciate the questions that you asked today.
27:26Well, thank you.
27:28I appreciate that.
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