001 - Supercharge Your Presentation (with Jon Gregory)

In our first ever episode of The Rich Agent, we introduce you to Jon Gregory, our highest producing Agent on the Acree Brothers Realty Team. With just 3 years under his belt, he sold 85 homes last year. Tune in to hear how Jon supercharges his presentations to win over both buyers and sellers in today's real estate market.

0:00 Introduction

02:14 Jon’s backstory

04:25 Internal locus of control

09:18 Supercharge your presentation 

14:47 Show, don’t tell

16:50 Go for the ask

🔑: Acree Brothers with Keller Williams
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Transcript

00;00;00;11 - 00;00;47;13
I've gotten show don't tell down. It's become muscle memory. I've gotten that that first one down too, with the internal locus of control. The hardest thing is to actually ask people for the business to actually make the ask every time. Like, what is up? What is up? I am really glad you guys are here with me. This is Stephen Acree with the Acree Brothers Realty Team, and I have a very special guest, my top producing agent with me today.

00;00;48;00 - 00;01;10;29
Jon, why don't you go ahead and introduce yourself real, quick. Hey, I'm Jon Gregory, and I'm honored to be here. Let's go. Let's go. So we're going to dive in here really quickly because that's what I would want if I was listening to a podcast. If you don't know, we are a top 1% team in the United States. And so we sold 320 homes last year.

00;01;11;04 - 00;01;31;23
And this year we're starting a mortgage company, we're starting a title company. We got a lot of things going on. Jon with me sold 85 homes last year, which is just absolutely absurd. And so that is why we feel like we have the ability to come to you guys and share some of the things that are going on.

00;01;32;15 - 00;01;50;25
Do you guys have questions? Feel free to reach out to us. @acreebrothers on Instagram. You can find us on Facebook. And then if you want to as well, get connected with me. We're looking for top producers and so forth to get on the podcast. You can reach out to Stephen@acreebrothersrealty.com and team@acreebrothersrealty.com

00;01;51;01 - 00;02;14;25
Unknown
But anyway, so let's jump right in. All right. So, Jon, you did 85 transactions last year. Really good job. That's something that most people will never accomplish. You know, And I just want to bring you on. I want you to share, if you can, some things that you learned throughout this process. And actually, can you just go into how long you been in the business and then, you know, maybe your journey up until this point and then we can go into that?

00;02;14;28 - 00;02;33;01
Unknown
Sure. Yeah. It always feels like a lot longer than it is, I feel like. Right. So I have not even been in the business for years yet. Coming up on for next May. So about three and a half. But what got me into the business. So really, you got me into the business. But to give a short story for everybody, listen in.

00;02;33;27 - 00;02;50;27
Unknown
We bought a house. My wife and I bought a house with you. At that point, I was still working another job at Liberty, by the way. We worked at the same job. We did a financial aid everyday. So we found out that we liked Stephen as a realtor, but we were not ready to jump in at real estate yet.

00;02;51;06 - 00;03;10;03
Unknown
About another year went by and when I started to look into my first rental property with you, you took me aside and said, You know, we'll buy the rental and you can buy more rentals. But why don't you also why don't you do what I do, join my team and start selling and helping other people buy rentals? I love it.

00;03;10;08 - 00;03;28;15
Unknown
That's what got me in. Yeah. What's really cool about his story too, is one, you know, he about his first home and he went to buy, you know, a second home really quickly. But I love Jon because Jon is someone that just jumps in to things and you always know you found someone super successful when they just take action, right?

00;03;28;15 - 00;03;45;26
Unknown
There's no there's no time gap between the thought and the action. And I think that's just one thing that has made you successful. Obviously, you're going to some others, but that's cool. Thanks, man. Yep. So how many properties do you own up to this point? I own five properties. One of them is an Airbnb in my own house.

00;03;45;27 - 00;04;08;05
Unknown
Right. So I've got four rental properties. Okay, it's happening. Okay, well, that's kind of your story. You didn't give too much me. But, you know, you did work in a call center up to that point, too. That's where you learned out, I think, to communicate. You also were a missionary's kid. And yeah, I'm a pastor's kid. I know that that really pushes you out of your comfort zone and you're always having to be around people.

00;04;08;13 - 00;04;24;27
Unknown
So I think there's a lot of things that you learn up and to the point even before getting into real estate, you know, about communication and so forth. But yeah, up to four years ago. So what's some things that you've learned, man? Yeah, share with us. I've learned so many things. It's going to be very hard to narrow it down.

00;04;24;27 - 00;04;50;01
Unknown
But I think the number one thing, the first thing that I would want to hear if I was brand new to the industry is it's really just a philosophy that you have to take if you want to be successful in any industry. The philosophy is that everything is controllable to you. Everything is your fault. We call that an internal locus of control in the psychology world, which is something I study.

00;04;50;05 - 00;05;11;15
Unknown
Okay, so let's talk about the opposite. So when you first start, it can feel like and most most new agents do this, they'll say that lead was really bad. Yeah, that open house was really bad. There were only two people when I did go out with with my friend, they weren't serious and they told me they've got somebody else in the family that that does real estate.

00;05;12;02 - 00;05;34;10
Unknown
And you start to just blame all these external situations instead of blaming yourself for what you could have done. The opposite of that is what we're preaching, and that's where you take responsibility for everything you do. So let me ask you some questions. You're you're out with this lead. You've never met them. They're Zillow lead. Did you talk too much?

00;05;34;10 - 00;05;49;25
Unknown
Did you did you just say a bunch of things that that really killed the deal and they didn't feel like working with you, Right. Did you not talk at all? Did you ask them good questions? Did you show up late or did you show up on time? Did you supercharge your presentation, which is something we could talk about all day?

00;05;49;26 - 00;06;09;00
Unknown
Yes. Did you ask them to work with you and share your credentials at the end? Did you have comps so that you could tell them what the right price for the property was? Or did you do none of those things? Yeah, this is what I'm talking. Well, the funny thing about it, to just you diving in there and I can see it is there's always certain levels like looking in.

00;06;09;00 - 00;06;28;22
Unknown
So I've had six years in the business so I can very, very clearly see all these nuances where my new agents are failing on. And you think it's simple to have that mindset, right, that that I am in control over everything. But when you're blinded to all those nuances you don't understand, that makes a successful real estate agent.

00;06;29;00 - 00;06;54;17
Unknown
You tend to make that excuse, right? And so if you're looking at yourself, listening to yourself right now, it is probably the single most important thing, right? Is understanding that you're in control of your destiny because that will open you up to so many opportunities. It's the reticular activating system. If you've ever heard of that, where it's like if I am box, I'm going to buy a truck right now.

00;06;54;17 - 00;07;18;26
Unknown
I wrecked my Toyota to come the other day, which sucks, but I am going to buy a truck. Right. And I let's just say I'm looking for a certain color or charcoal color for a in a coma. I then I'm going to start seeing Toyota Tacoma everywhere. And it's not that they weren't there before, it's just that my mind is focused on them.

00;07;19;05 - 00;07;41;08
Unknown
And so if you go, it is my fault, then you're open to understanding all the little nuances that you can actually control. Is that right? That's perfect. And you know, you said the word stages, so let's say that stage one, I'd say going with this stage stage one, everything is my fault. Blame yourself. It's going to hurt a little bit, but it's going to help you grow ten times faster than someone who can't do this.

00;07;41;08 - 00;08;00;13
Unknown
Yeah, eventually you'll get to a stage, maybe at stage three, maybe four or five, where you've been in the business, you've developed your system. It's basically perfect. Yeah. And now you can actually say, okay, that was a bad lead. They weren't motivated and they were using me to look at a house when they already had a friend that they were going to work with.

00;08;00;13 - 00;08;18;11
Unknown
Sure. Do everything you can to win. Well, you would say to I mean, like to kind of switch that up that it's not even like there's some leads you won't work with is. Right. You're saying like I like I think I was telling someone this morning, like I remember sitting with, you know, elderly couples when I was first starting.

00;08;18;11 - 00;08;35;13
Unknown
That was my bread and butter, because they weren't as much after the, you know, how skilled you were. They were after the conversation. You realize that in the business you sit with them for a couple hours so the people you want work with, but it doesn't mean they're badly. You've decided that your time is better spent somewhere else, right?

00;08;35;13 - 00;08;54;16
Unknown
You refer them off or get a referral. There you go. There you go. I just want to make that clear. So start off with that internal locus of control. If you could do one thing, blame yourself until you get your system down. I love that D 11. All right, so what is something else that has taken you to the next level?

00;08;54;25 - 00;09;18;03
Unknown
Because I mean, you I don't even think you know this, but it's kind of funny. You've been in the business for years, but 85 transactions is like probably top point 1%, right, as far as agents go. And so, like, you have some things that I even want to hear from you. You know, what your what you're learning, what you've learned over the last four years.

00;09;18;08 - 00;09;46;25
Unknown
It's nice to me, but it is an honor. And then, yeah, like, I think the second thing I would share with somebody that's getting into the business, they haven't done this a lot is you've got a very short amount of time, a narrow window to win over somebody. Let's say that they're a colleague of using Zillow leads as the example because they're kind of the epitome of cold lead that that just they want to see one house and they don't owe you anything else.

00;09;46;25 - 00;10;05;20
Unknown
Right. They're just going to meet you for the house. Yep. So you have a very short amount of time and too few people actually supercharge their presentation and make the most out of it. We've got a lot of people, a lot of realtors that are in zombie mode. They're just sort of walking around in the house, talking a little bit and leaving.

00;10;06;00 - 00;10;29;17
Unknown
And what you need to do is you need to we do this in training. We show, we don't tell any time. So here's the principal. Any time you can show somebody the same thing or tell them we want to show them. I'll give you an example. How do I show you that I have a strong grip strength that I guess you could you could grab my arm and squeeze it?

00;10;29;20 - 00;10;46;20
Unknown
Yeah, well, when I give you a handshake, I'm not going to give you the limp fish, you know that. You say we're going to give you a really nice, strong handshake. Okay? I don't walk up to you and I don't tell you I have a strong handshake I show you. Right? How do I show you? I'm punctual. You show up either before or after.

00;10;46;20 - 00;11;01;20
Unknown
I mean, before are the same time that you said you're going to show up? Yeah, I could park my car in the driveway before my client gets there, and that shows them that I'm punctual or on a listening appointment. I show up right on time, maybe a little early, but I walk up to the door, knock on time to show them I'm punctual.

00;11;01;26 - 00;11;20;25
Unknown
But how do I show you? We're going to get more complicated as we go. How do I show you that my schedule is important to me? I guess you don't waver. Maybe you check your calendar or something like that. You don't favor on the time that they want you set at the time that you want. Yeah. So, like, we're going to a Zillow call.

00;11;20;25 - 00;11;34;02
Unknown
They call you, they don't know you, but they want to see your house. Why don't you finish the call by saying, All right, I'm going to put you on my calendar. And I've got you know what I can't do? 430 which is what you wanted to do, but I can do five. Would that work for you? Love it.

00;11;34;10 - 00;11;50;28
Unknown
I just showed them that my time is valuable and I have a calendar and I will be there at five because I put it on my car. These are all the new ones. Keep going on this. Yeah, this is phenomenal because these are all the nuances that a new agent will not understand right away. And I feel like the industry actually is teaching something different.

00;11;50;29 - 00;12;14;27
Unknown
We get so lost, they're not teaching something different, but we always are teaching massive action, right? Like you just hear that all over the place and it is the truth, but you can't straight away from that. You should be learning all of these things and applying these things. So don't, you know, don't go into a listening point thinking that you should just go to a listening appointment, Just sit up and you'll see what happens is like now prepare right so that you can show in not to keep going.

00;12;14;27 - 00;12;37;11
Unknown
And all this gets easier. The more you do it right. But let's get into the really important stuff now. So you're in the house. How do you show somebody that you know what things can go wrong with their house? I mean, there's only a certain amount of things roof, windows, h-back, you know, appliances. There's just so there's only like five or six different things.

00;12;37;11 - 00;12;52;24
Unknown
So why don't you just every single presentation you say, hey, I always look at the same six things. I want to make sure you recognize your roof up there. Looks like it's got ten years on it. Your HVAC is a good man. That's what I've got. It's a good brand. It looks like it's got 15 years on it.

00;12;53;03 - 00;13;10;00
Unknown
Why don't you go through and point out the actual red flags? So what if there's a problem with the fact say, hey, you know, this is fixable, costs X amount of dollars and it just wanted you to see that this is an old age back and and we get to the inspection phase. It's going to come up. Yeah.

00;13;10;18 - 00;13;28;24
Unknown
Okay. You just showed them that you're looking out for their best interest. That's something we didn't talk about. And you show them that. You know what What a good house looks like and what problems they could run into. Now they trust you? Yeah. How do you show someone you're listening? You repeat back what they've said to you. Yeah.

00;13;28;24 - 00;13;46;22
Unknown
And maybe you repeat it with even more nuance. Yeah. All right. So you heard the words they said, and and you said, just to make sure I'm understanding, you're saying that you would by now, but you're afraid of the market crashing or just to make sure that I'm on the same page with you? You're saying this isn't it?

00;13;46;22 - 00;14;03;21
Unknown
But if it had a fourth bedroom, it would work. Freedom. Yeah. And what do you do all the time? I mean, because there's so much obviously that you've learned and you're teaching, but about the labeling. So like a lot of times will label it wrong, repeating back what they say in order to get the truth about what they're feeling.

00;14;03;21 - 00;14;31;27
Unknown
Yeah, at the time that's a tricky one. But yeah, so labeling will go in into labeling maybe on a future podcast or something, but labeling in ENSURE is, is going back to what they said and saying it sounds like it looks like or it feels like and then labeling the emotion that you saw. So if the emotion is fear set, you just say it sounds like you're a little bit worried about the market crashing and then you might even be wrong.

00;14;32;05 - 00;14;47;05
Unknown
And I'm okay being wrong because they'll say, No, Jon, I'm not afraid of that. Let's get this house or let's let's get one now. I'm not worried about that. Yeah, and if I'm right, then I can diminish their fear a little bit and they see that I get them. Love it. So either way, it's a win. That's really good.

00;14;47;20 - 00;15;05;20
Unknown
So let's show Don't tell. This is even more important in listing presentation. So if you go in there and you just give them a price for the house and walk out, you'll never win. You need to be showing them every step of the way. I mean, let's let's dive in even deeper to do because it's not even just about the appointment.

00;15;05;20 - 00;15;23;07
Unknown
I think this is what the mistake that a lot of agents make is like the whole business is built around relationships, and relationships are built around people knowing, liking. Interesting. You you know, you've probably heard that over and over again. How do you show from the very get go? You know what I mean, of calling a lead, right?

00;15;23;07 - 00;15;42;22
Unknown
Or following up with someone like you said that you're punctual, that you're disciplined, You know what I mean? All this good stuff, there's there's so much in there. Like I tell the agents, one of the things I do is I text people, some athletes at 5 a.m. when I wake up. There you go. And some people will say, that's a bad thing.

00;15;42;22 - 00;16;02;21
Unknown
You shouldn't, you know, texture lead so early. The point I'm trying to make to my leads is I'm a disciplined person and I work hard. So right there with one text at 5 a.m., I've showed that I'm disciplined and I work hard and you could have said it or you show it to your show. You know the other thing, if you dress nicely right, what does that mean to a client?

00;16;02;21 - 00;16;27;26
Unknown
I mean, it means that you have your life together, right? That also you're disciplined. Right. All of these small little nuances matter if you want to be at top producing agent. And I think a lot of this isn't taught right in the real estate industry because we're so focused on maybe the I won't say superficial things, but there's a message out there that just keeps getting preached and it may be overdone, you know, kind of thing.

00;16;27;26 - 00;16;50;23
Unknown
So amen to that. All right. So what else? What's one more thing, Lauren, and we'll bring you back on. But what's one more thing that our audience needs now? Yeah, probably. I hate to say I keep saying it's the most important thing, but this might be the hardest thing. And the thing that I struggle with the most. Still, out of these three, I've gotten so don't tell down.

00;16;50;23 - 00;17;15;25
Unknown
It's become muscle memory. I've gotten that that first one down too, with the internal locus of control. The hardest thing is to actually ask people for the business to actually make the ask every time. And it's really sad that it's such a hard thing because it's also without doing this, it's the most important thing. If you don't do this, you will not really get anything in sales.

00;17;15;25 - 00;17;32;28
Unknown
Yeah, we're going through our grant condition training right now, and that's one of the things he said. He's like, basically, dude, you can do so much work. You know what I mean? You can put in all the work. You can be the best real estate agent in the world, Right? But if no one knows you and you don't go for the ask, right, then what's going to happen?

00;17;32;28 - 00;17;48;24
Unknown
You're not going to get a commission check. You won't be in the business. Right? Right. So what's the worst thing that could happen if you if you were to ask? Right. So think about this. This let's talk about why is it so scary to go to a friend, family member or a similarly that doesn't even know me. Yeah.

00;17;49;01 - 00;18;09;27
Unknown
And instead of just only you should definitely assume the sale. Yeah, that's what we're doing when we're talking about facts and meeting them and being that realtor. But at the very end there's this low. It's going to happen every single time with the coldly you go through the house, we do the red flags thing, we show them with that firm handshake, show up early, all that stuff, right?

00;18;10;03 - 00;18;27;24
Unknown
We listen to them. We talk about what what they like about the house. And then there's this this phase. I don't really have a name for it, but it's it's where they're ready to get in their car and move on with their life and do nothing to change the situation. Or, you know, if you've done things right, you're going to have them tell you, I would like to make an offer.

00;18;27;24 - 00;18;49;06
Unknown
And too few people actually do what they need to do in this moment. You get shy, you get nervous, you know that they're thinking they want to get out of there. And you say something like, So do you like the house? Yeah. Yeah. And they're like, Yeah, it's okay. We have to think about it. And then you say, Okay, get back with me and you get in your car and you leave and you never hear from them again.

00;18;49;07 - 00;19;09;24
Unknown
Yep. What should you have done? What I do is and this takes a little bit of discipline, so it's a little awkward the first time. But at that moment, you know, we talk about the house a little bit. I try to have read them throughout the thing and the whole the whole time I've been reading them and I try to say something like, okay, I can tell you guys like the house.

00;19;10;02 - 00;19;32;20
Unknown
Instead of just asking them to buy it, I'll say, Hey, is this the first time that you bought a house? Or if you bought a few, this is the first time that we've we thought, okay, yeah, and let's let's role play. So I mean, you're, you're the lead. Yeah. Okay. That's great. You know what? When I'm working with a first time home buyer and by the way, you're my favorite type of home buyer because you have the most that you can gain from having a realtor.

00;19;33;06 - 00;19;50;14
Unknown
But when I'm working with a first time home buyer, I like to go through things a little bit more slowly and help you understand what's about to happen. Wow. Okay. So now they're like, Wow, Yeah, that's what I've been thinking. I'm like, Thank you, Thank you. So if you don't mind, let's let's take five. You notice what he's done there as well.

00;19;50;15 - 00;20;07;15
Unknown
I said, assume the clothes and I don't want to get you off track. Yeah, assume the clothes, the amount of assumptions that you're making with all your statements and putting it in a positive light and making it about them. Oh, my gosh. Did you use this script? Guys? This is the gold. I love that you're recognizing how much nuance there is.

00;20;07;15 - 00;20;26;04
Unknown
So, like, this is going to be longer your first few times. But don't don't feel bad. All right. So, yeah, we've we've spoken with the downswing, right? We've we've told them that we've basically gained permission to sit and talk for 5 minutes with them. Yeah, I would have said legitimately as a client, thank you. And as soon as I say thank you, you've won.

00;20;26;04 - 00;20;42;06
Unknown
You know what I mean? Because they're making the buy in. You know what I mean? They've agreed right to it. Right. They, they've, they've given you that permission. Yeah. So now we're, we're sitting in the 5 minutes and the things that I'm going to tell them are really the things that will keep them with me in the future.

00;20;42;06 - 00;20;59;16
Unknown
I don't really care if they buy this house. I just want them to buy a house with me and no one else. So I'll say the first thing, we'll get this out of the way because it's the weirdest thing to talk about. But the first thing is that you know that you're not going to be paying me any money right?

00;20;59;16 - 00;21;13;12
Unknown
Well, we don't know much about the process, to be honest with you. I didn't know that. Yeah, Yeah. A lot of people come in expecting and this is why I can be a little awkward with their real through the first time. But you're expecting you might owe me something in the future, but you really won't be paying me a dime.

00;21;13;22 - 00;21;39;11
Unknown
The way I get paid is when I help you find your dream home and I give you the keys for closing. I get a commission from the seller, and they also paid their own agent, the listing agent who is there to represent them. So what's my job? My job is to make sure that all of your interests are met, that you get the house that you want for the right price, that you're not bullied during the transaction, that you're safe legally.

00;21;39;23 - 00;21;59;23
Unknown
And I'm really just here to navigate that whole process for you. You are your goal then, like seriously, like the putting their pain points and experiences. This is one thing that as you grow to that you kind of get out of in some ways because my the people I speak to the best are business owners, right? And the people I relate to everyone does that we relate to.

00;22;00;04 - 00;22;19;07
Unknown
But you're just related to them when you said their pain points, right? There's the fear, right? The safety, you know, all that good stuff. I love that. Yeah. And I put those fears in their mind for a second, you know, that maybe they weren't thinking about legal stuff in the right price, but like all the reasons they should use a realtor and that we're not useless.

00;22;19;08 - 00;22;36;29
Unknown
This is a good industry. But then at the very same time, right after that fear, I alleviated it and told them, I'm here to handle that for you. So that you should be working with me. So tell me what to ask. Looks like at that point. So we're done right? At this point, they're usually pretty happy to work with me, but that's no good.

00;22;37;03 - 00;23;07;17
Unknown
I mean, the whole thing was an ask, right? The whole thing is I just, you know, whether or not you go, is there specific thing that I go to solidify that aspect completely? Yeah, absolutely. And it's going to look different for you, whoever is listening to this. So we can talk about that in a second. Yeah. For me, at this point, after my almost four years, my ass will be So when I'm done with all this stuff and, you know, before we get ahead of ourselves, I will also talk about the process of how we get to inspection, appraisal, walk through at the very end, and then closing.

00;23;07;17 - 00;23;26;24
Unknown
And then when we're done with all of that, they're usually very happy. I'll say, Did I answer all of your questions and I'll say yes or no? I'll say, Actually, I'll assume they have other questions. I'll say, What other questions do you have? And they'll think, yeah, I mean, last question. I don't really have any at this point.

00;23;26;24 - 00;23;49;06
Unknown
You know, when can we go out and see some more homes? Yeah. Awesome. Well, you know what? We can go out and see some more homes even today if you want. I'm really excited to be working with you. I just want to share this. This is not at all to brag, but I want you to know I don't look like it, but I'm actually a top four realtor in terms of transactions this year, and I'm a top ten realtor in terms of just everything in our area.

00;23;49;18 - 00;24;08;09
Unknown
I only say that so, you know, you can trust me. I'm going to do a very good job with you. I've helped a lot of people this year and I'm excited to be working with you. Yeah, and I didn't really ask. But by the way, get yourself on a brokerage that's winning a team. That's winning, right? Get yourself with people that are winning because you can use all of that.

00;24;08;09 - 00;24;31;16
Unknown
It's such an easy scrap. Like, trust me, you know, we work with the number one brokerage in the United States. And by the way, every team, every brokerage has a number one for something. You know what I mean? So. So use it. Get your scripts down. Right. You don't have to say top ten. It could be we're the top one biggest brokerage in the world, or we're the brokerage that sold the most in the city last year or two years ago or whatever it is.

00;24;31;16 - 00;24;54;01
Unknown
Yeah. And the key is just the confidence in that. The confidence in the ask. And that's only going to be unfortunately done by preparation, right? Go off of other people's experiences, get your own preparation and then practice on. Just go out, do it. Just, just got role play obviously if you can do it, but just go out and make the ask right after you've you've gone through your preparation.

00;24;54;01 - 00;25;12;27
Unknown
What's what that's going to look like. Love it, dude. Man. My favorite feeling. Yeah, probably my favorite feeling in this entire industry is in that moment. And this this happened last week, actually. But talking to a lead named Omar go through exactly what we talked about word for word. And I finish that part and I say, I'm excited to be working with you.

00;25;13;19 - 00;25;32;22
Unknown
I added one more thing. I said, Hey, and make sure you're only working with me. We go to every house together because we want to compare apples to apples. And I'm your tour guide through this process right? And he says, Man, we went out with two realtors before you. We will work with you. We didn't we didn't get any of this from them.

00;25;32;24 - 00;25;54;26
Unknown
They didn't talk about the money. They didn't talk about what we were going to do. Yeah, they weren't. They weren't in my corner. You are get bold. Get bold with this stuff. And I'll tell you one thing about gentleman that you guys don't know, but I know is that Jon trains like crazy. And this is the one thing that you guys have to get is this will not come to you magically.

00;25;55;18 - 00;26;17;23
Unknown
I you know, I find Jon every time he comes to obviously our morning meetings and stuff like that, he's sharing something, but he'll share something from a book that he's read, YouTube videos that he's watched. And so this isn't coming out of thin air. It's coming from one him practicing over and over again, both in a mock stuff and then in the actual appointments.

00;26;18;03 - 00;26;42;11
Unknown
And then he listens to a lot of podcasts, YouTube and books. So with that and we can leave you on this, but do you have any books, podcasts and stuff that are like your favorite right now that people can maybe actually relate to this subject that we've been on today? Yeah, yeah, I'll give you two. So really, I really like the books by Grant Cardone.

00;26;42;18 - 00;27;12;29
Unknown
They're going to get you into the right philosophy for sales. They give you a lot of energy. It's not a lot of nuanced like tips and tricks. It's more you have the control here. It's your job as a salesman to clothes to make, to to provide value to each person you come across. The second one this is a book title that I absolutely love, and it's in most of my training, but it's Chris Voss, who was an FBI negotiator, and now he trains businesspeople this kind of stuff.

00;27;13;16 - 00;27;34;11
Unknown
And the book's title is Never Split. The Difference, really, Just go read it. It's it's an easy read, but it's got like ten different things that that I've been using in the way I've been talking. I haven't. The only one we went over was labeling, so we can come back to it. But there's nine others and they're all really good chapters about how to talk to people.

00;27;34;11 - 00;27;53;28
Unknown
I love that he's right. He uses that in every training that he gets. So I know that one. I'm well, thank you so much for being on. We'll leave you guys with that. If you guys have any questions, you guys can reach out to Jon. Jon, what's your Instagram? Do you know, I honestly have a very funny Instagram title, but I will go ahead and change that for you guys.

00;27;53;28 - 00;28;12;14
Unknown
And also, you can you can go ahead and find us at AcreeBrothersRealty. That's yeah, a group that is Realtor.com. Go ahead and reach out to his team at Acree Brothers Realtor.com. I mean, we're in the business to give as much value as we possibly can, both for buyers, sellers, agents, Honestly, anyone like mortgage lenders, we want your success.

00;28;12;14 - 00;28;27;11
Unknown
And so reach out to us if you have any questions. We're on the journey with you guys for the same thing. To become the best versions of ourselves that we can possibly be. And anyways, thank you guys for listening. Thank you, Jon. Thanks for having me. Steve. Yeah, you guys have a good day.