S4 E5: 1 WEEK OFF EACH MONTH

Ren Jones (00:01):
Welcome to Roadmap, how to take three listings a week until you’re ready for more. Each week we interview a great agent who’s consistently taking several listings every week, and we have an exciting guest today. We encourage you to take notes, apply as much of their knowledge as quickly as you can, and then use the copycat principle. If you’re watching on Vulcan7 or on the Lead Gen Facebook group, you’ll have an opportunity to ask questions during the broadcast. Get your questions in early folks. Let me introduce my co-host. I can hear those airplanes going over, Carley. My co-host from San Diego, Carley Hathaway. That’s carleyhathaway.com. Hi, Carley. How’s the real estate business?

Carley Hathaway (00:42):
Hi, Ren. Hi, everybody. Real estate’s awesome as always. Good time to be a listing agent.

Ren Jones (00:48):
Wonderful, wonderful, wonderful. And before I introduce our guest today, I want to remind everybody we are simulcasting the show on the Lead Gen group. Lead Gen has 51,000 members, so we have a very large audience there today as well. We will be pausing for a commercial message during the show as a thank you to the Lead Gen folks. Let’s welcome our guest today, and I’m excited about this, from the Bay Area, all around… Up and down from San Francisco, all the way down to San Carlos, Mr. Alex Lehr. Welcome, Alex. Welcome to the show.

Alex Lehr (01:22):
Thanks. Yeah. Thanks for having me. I appreciate you getting me on here.

Ren Jones (01:26):
I know. It’s not easy. You don’t stand still very often.

Alex Lehr (01:29):
No, that’s why I wear out the shoes.

Ren Jones (01:31):
That’s it. You’re working hard or playing hard, and you do a lot of both. It’s quite exciting the life you live.

Alex Lehr (01:39):
Yeah. Well, it works for me. Not for everybody, but it works for me.

Ren Jones (01:44):
Good. Well, I think a lot of people would like it to work for them. So, what’s the best way… Because you’re in an area where people refer business in and out all the time. You even mentioned you did a deal with Josh Parker recently. So, what’s the best way for them to reach you, to send you a listing referral or a buyer referral or both?

Alex Lehr (02:05):
Sure. My company is… Again, I’m Alex, last name Lehr, L-E-H-R. And the company is Lehr Real Estate. And that’s, obviously, same as my last name. So, my cell number is (650) 766-5300. So, people are always welcome to call me there, (650) 766-5300 or at Alex, A-L-E-X, @lehrrealestate.com.

Ren Jones (02:33):
And it sounds like they could go to lehrrealestate.com and really learn a lot about you and your setup as well. L-E-H-R.

Alex Lehr (02:42):
L-E-H-R.

Ren Jones (02:43):
Perfect. Good. So folks, send those referrals in. Good deal. You’ve been doing this for a while.

Alex Lehr (02:52):
It’s 34 years on the sand clock right now.

Ren Jones (02:57):
And right out of the gate you did pretty darn well. So, it didn’t take you 34 years to build that up. You’ve been living a very exciting life for quite a while now.

Alex Lehr (03:07):
Yeah. I’m about 2,300 transactions right now.

Carley Hathaway (03:11):
Wow. And what’s your goal for this year?

Alex Lehr (03:15):
This year is… Basically, it was 115 to wind up at 150 million.

Carley Hathaway (03:22):
Wow. Good for you.

Ren Jones (03:24):
And what kind of commission is that?

Alex Lehr (03:28):
Well, at that point… Well, it puts us literally right… It’s just about 4 million bucks by the time you take all the numbers out of it. But I’m short on my goal, candidly, but I’ll explain that as we go.

Ren Jones (03:41):
Good. So, you just run a lot of advertising and then the calls come in.

Alex Lehr (03:47):
These knuckles, they’re worn from banging the doors and people.

Ren Jones (03:52):
You’ve knocked on a lot of doors. Good. So, what’s a morning look like? I watched a little video clip of you you did six years ago, and you were starting around 7:45. Is that still the case?

Alex Lehr (04:06):
Still to this day. And part of what I figured out was this… And I have $100 bets with people in the office that every day we show up at 7:30 and then we work through our schedule. And the first half hour is nothing but working on scripts and objection handlers. My team, the way we’re set up is I’ve got two guys that full-time knock on doors, and so they’re out on the electric Segway’s.

Carley Hathaway (04:25):
Cool, that’s fun.

Alex Lehr (04:31):
And they knock on doors every day. They hit 30,000 doors a year each. And so, what winds up happening is… So, they’ll come back with their biggest objection that they have for the week or the one thing… If I ask them, give me something where you paused. Because if they pause before they responded, then it was really something internally that was going on with them. So, we work on their objections, we work on something that… Maybe their confidence isn’t there. So, I make sure that they’re actually feeling 100% prepared. Because remember, sales is a transference of energy, and dogs and sellers smell fear. If there’s fear at all, they’re going to smell it. So automatically, they got to just be like, “Man, I’m so glad you brought that up.” And then, just go right into it and just be easy and comfortable with it.

Carley Hathaway (05:14):
Yeah.

Ren Jones (05:15):
So, when you’re saying, “Wherever they paused.” That indicates it wasn’t unconscious competence, they had to stop and think about what they were doing first.

Alex Lehr (05:23):
Well, exactly. If you watch my eyes and I go, “Well, I’m glad you asked that.” That momentary eye change, that’s the dead giveaway. So, at that point, if you can’t run that one rails on any objection handler, the people will feel it. And it’s not what you’re saying, it’s what they’ll feel and what they’ll sense.

Ren Jones (05:42):
So, I hear practice, practice, practice as part of your team.

Alex Lehr (05:47):
They have to. And then also, we also do another thing where we put them on… There’s facial recognition software where you can literally… A person’s facial face will pop up for a nanosecond. So, it requires that they trust their subconscious to really read what’s going on with that person. So, instead of being like, “Gosh. I don’t know why they’re saying that.” Our guys, their subconscious have already read the cues. And so, we train them to make sure that they’re not just reading their words, they’re reading their body language, they’re reading every single detail about the property, about them. So, they already know, before they’ve opened their mouth, who the people are.

Ren Jones (06:22):
Wow.

Carley Hathaway (06:23):
Wow. That’s intense. That sounds really amazing.

Ren Jones (06:27):
I know. I’m going to work on his team. I really do.

Carley Hathaway (06:29):
Yeah.

Alex Lehr (06:32):
Everybody leaves clues. Watch, poker players wear dark glasses and hoods because psychology, they’ll give tells.

Carley Hathaway (06:40):
Right.

Alex Lehr (06:41):
Everybody at their front door has a tell. Are you reading the front door, and are you reading the tells?

Carley Hathaway (06:45):
That’s amazing.

Alex Lehr (06:47):
That’s what my guys are trained to do.

Ren Jones (06:49):
You guys are paying attention to this at a very, very, very, high level.

Carley Hathaway (06:53):
Yeah. Very forward-thinking.

Ren Jones (06:56):
Yeah. And it’s worth every bit of it.

Carley Hathaway (07:03):
Yeah. Sounds like it. Okay. So, you have two guys that are door knocking. And then, are you on the phones in the morning after your 7:30 role plays?

Alex Lehr (07:09):
Yes. Yesterday, actually, I spent the entire day… I was on the phone for nine hours and I was just getting through… Because it was a marathon day. I had a lot of people I needed to get to and I had to make sure that everybody was touched and loved on and they were connected with. So, I went through both prospecting and lead follow up. Yesterday was just all stacking the deck. And honestly, more importantly, was getting rid of a lot of it.

Carley Hathaway (07:32):
Okay.

Alex Lehr (07:33):
Yeah.

Ren Jones (07:33):
You’ve got a… Yeah. And you have a pretty big database at this point.

Alex Lehr (07:38):
The irony is… I got to be candid, is I sucked at my database for many, many years, and a lot of people left the area. So, I was always like, “They’re gone. I don’t need to worry about them.” But that was, honestly, a tactical error and a mistake on my part for not staying in better communication, because we still knew a lot of people here. So, that’s an area that we really worked on to develop a better continuity and contact, even when they leave. Because seven out of every 10 buyer…. Seven out of every 10 sellers we have are leaving the area.

Carley Hathaway (08:09):
Yeah. So, what’s your plan to follow up with them? Are you strategically doing it quarterly, or how are you doing that now?

Alex Lehr (08:18):
Well, I have the raving fans in my phone to where I know that there’s certain people I can just call and they were raving fans. Then, I have others where I know that we nailed it for them and I would probably not get an ice cube if I was drying up in the desert. And we know that that’s just the way it is. So, the raving fans, I’m always calling. I’m in the car calling. If see their company did well, I’ll call them and just go, “Hey, man. I saw this happen.” So, I try to remember details about their lives. “I saw on Facebook something happened with your dog, what’s going on?”

(08:52):
So, I’ll call them about random things in general, just to stay connected on a interpersonal level versus just always being, “Hi, I’m your local realtor. Can I sell your house?” And, “Who do you know?” I want to be like, “Hey, I hadn’t talked to you in a while, but I saw that your dog got run over. What the heck happened? I told you you shouldn’t have moved. Why don’t you move back?”

Carley Hathaway (09:08):
Yeah.

Ren Jones (09:14):
So, nine hours. That’s a lot of touches. So, you’re really making… So, you’re doing quite a business there.

Alex Lehr (09:20):
Yeah. Yesterday was a lot. Yesterday was a marathon day.

Carley Hathaway (09:23):
You have some serious stamina. That’s for sure.

Alex Lehr (09:26):
Well, thank you.

Ren Jones (09:29):
Was that planned for Monday? Because some people do this Monday marathon thing, the idea where you do a very long Monday. Is that front load the week? Is that the strategy or has that just happened to have happened?

Alex Lehr (09:42):
Well, yesterday happened to have happened, because I was supposed to be gone hunting and we wound up succeeding early. So, I wound up coming back and having an extra day and I said, “I’m not going in the office. I’m just going to spend the entire day clearing my subconscious.” Because all of us, if you’re in business, there’s people you should have gotten back to and people you want to get back to, but you don’t schedule enough time. So, you make sure that yesterday was the subconscious clearing date. Because remember, it is an emotional business, and if you feel like crap because you’re not getting back to people, that will hurt you in the long run. You really got to connect with that and understand that, “Man, I got to clear my soul here and just be like, ‘I talked to everybody.'” I came to me last night feeling like I was light.

Carley Hathaway (10:23):
But in such a good way, because it really does bother you and you keep thinking about it. It’s like when you have a stack of things to do and you keep putting that one thing off, it’s like, “Just do it. Just get to it.”

Alex Lehr (10:35):
That’s exactly it. That’s true.

Carley Hathaway (10:37):
So, it sounds like you have a huge database, but are you still reaching out to expired’s and FSBO’s?

Alex Lehr (10:43):
Well, ironically enough, in our market, we don’t have a lot of expired’s. In some towns, we’ll have… In one town, I’ve got a listing in, right now there’s six properties for a town of 35,000 people. So, there’s not a lot of expired’s, but there are some. I haven’t been focused on them, but I do a lot of head knocking, which is following up on the guy… The people that my guys go out and knock on doors. So, I go back and knock on their head after. So, we do that. And then I’m also… I still call a lot of probates, estates, attorneys.

Ren Jones (11:16):
So, you’re probates and estates and the door knocking as part of the team business. Probates, estate. What about divorce? Do you work that?

Alex Lehr (11:24):
We haven’t been working the divorce segment so much. Actually, I wrote a book and it was… I just wrote a book regarding estates and trust. So, we’re working a lot more in that area as well. Diving deeper into the attorney realm, and then we’ll expand.

Ren Jones (11:41):
That’s right. You wrote that probate book. I’d heard that.

Alex Lehr (11:45):
Yeah.

Carley Hathaway (11:45):
So, you’re doing tons of transactions, you’re running a team and you wrote a book on the side, no big deal, right?

Alex Lehr (11:54):
Yeah. You said it earlier, you always got to be figuring out where the puck is going to be, not where it is.

Carley Hathaway (12:01):
Yeah. I like it. So, let me ask you this. So your team, who are they door knocking? Are you guys picking a neighborhood? Are you doing just sold, just listed? How do you decide where they’re knocking?

Alex Lehr (12:11):
That’s actually a really, really, really good question, because too often agents will pick an area like, “I like that area. It’s a nice area.” And I’m like, “I don’t like any area. I love numbers.” So, the first thing I do is we start looking at an area, we look at how many homes are selling, how many are on the market currently, what the list price, the sales price ratio is, what the average liaison market are. Then, from there, when our guys go into those areas, the first thing they have to do before they ever even touch a door, they have to know every school, every middle school and every high school and where those feed to. Which ones have the better grade point average, which blocks feed to those schools and which ones transition.

(12:50):
Because if they’re going to walk in a neighborhood and not know that, the neighbors immediately will understand that these guys are foreigners, get them out of my swamp. So, first thing we do is make sure when they go, “Well, my kids go to the same school.” “So, they’ll be go moving on to X, Y, or Z school. Then, are they going private schools from there?” So, they can have a conversation that’s not like, “Well, that’s nice. So, when do you plan on moving?” They’re having a conversation able to go deeper.

Carley Hathaway (13:13):
It’s more personable.

Ren Jones (13:18):
So, look at all the homework they do before they ever go into a specific area, they do if it meets their criteria and they have to internalize all this information about the area so they can connect with the owner of the home. So folks, if you’re watching this on replay, rewind about four minutes and play that over and over and over. Make a list, because that’s what you have to do to do it right.

Carley Hathaway (13:41):
Yeah.

Ren Jones (13:41):
That’s great.

Carley Hathaway (13:43):
But then, they also have a lot of confidence when they’re knocking on the door because they’ve done so much homework. They feel confident going into it, and you’ve role played, they know how to overcome objections, they’re reading body language. Sounds like a great plan.

Alex Lehr (13:55):
It works. It does work. Because my guys literally knock on everybody from billionaires to beginners and we’ve got some clients that are titans of tech and my guys met them knocking on their door.

Carley Hathaway (14:06):
Yeah. And those are tough guys, especially if they’re really, really introverted and they’re all techy… They’re hard to get through to. And that’s a lot of your demographic in NorCal.

Alex Lehr (14:17):
Well, absolutely. So, even all of our scripts… All of our scripts, we break them down into four personalities. So, can you deliver your script to an amicable? Can you deliver the script to an analytical, a driver, an expresser? So, every one of their scripts, they have to be able to speak to that language. So, when they’re talking about analytical, they’re going, “So, how does that make you feel?” They’re not going to ask about feelings to an analytical. The first thing is, “So I mean, statistically, that makes sense, doesn’t it?” And practically, that’s going to lead us to the outcome we want.

Carley Hathaway (14:50):
Very smart.

Alex Lehr (14:51):
And we know that that’s what really feels right, doesn’t it?

Carley Hathaway (14:53):
So true.

Alex Lehr (14:58):
So, they got to speak the language of the people they’re speaking to, but they got to read that language before they open their mouth.

Carley Hathaway (15:03):
Yeah. They got to read it quick.

Ren Jones (15:04):
You are prepared, you study, and as long as I’ve known you, you’ve surrounded yourself by various mentors. Are you still involved in any kind of coaching or anything like that with any of the various organizations out there?

Alex Lehr (15:19):
Oh, yeah. And I’m still attending a lot of Mike’s retreats or Mike’s seminars and I’m coached by Kevin with Mike Ferry. I say Mike but is Mike Ferry. And then, I’m also doing Tony Robbins. I worked with Tony Robbins quite a bit through his platinum partnership. So remember this, most people forget about this. Our brain is like a well and if the level drops, poison can seep in. But if the brain is constantly overflowing with good thoughts, good ideas, good plans, everything else, poison can’t get in. It’s like trying to shove poison down a fire hose, it’ll fly back out. It can’t ever get in. So, I never allow the opportunity for contamination to get in. So, I make sure… And it’s part of a plan, again, to make sure that I’m constantly filling it with good stuff.

Carley Hathaway (16:09):
That’s great.

Ren Jones (16:10):
So, in addition to your Mike Ferry coaching and in addition to Tony Robbins, what else are you putting in to fill your well?

Alex Lehr (16:17):
Well, I mean, constantly a lot of… Tons of podcasts. But the thing about it is this, if you break all the crap we’re hearing right now, there’s a lot of noise. And I heard this on a podcast recently, and it made a lot of sense to me, because the guy goes… Tim Ferris had asked the guy, he says, “What books are you reading?” He says, “Tim, I go back and reread the same three books every year because I haven’t perfected them yet. Why do I want to keep confusing myself?”

(16:49):
And it was a simple idea, but this guy’s a genius that he was interviewing. And it was a really good point where I’m like, “If you went back and read Napoleon Hill’s Think and Grow Rich, The Richest Man in Babylon, went back to a lot of the classics and just really internalized those. It’s like going to church.” That this Sunday, you couldn’t remember to be good, you had to go back again?

Carley Hathaway (17:09):
Yeah. You have to keep drilling yourself, drilling yourself. Yeah.

Ren Jones (17:17):
I’ve read a lot of Tim Ferris books over and over and over, actually on audio, and over and over and over because he’s good, too.

Alex Lehr (17:24):
Tim’s great.

Carley Hathaway (17:24):
Yeah.

Alex Lehr (17:24):
Tim’s really good.

Ren Jones (17:24):
Yeah.

Carley Hathaway (17:27):
So obviously, you have a really strong mindset, you have a positive attitude. Are you doing affirmations in the morning or anything like that?

Alex Lehr (17:35):
Yeah. Absolutely. I have a list of who I am. So basically, every morning I’m looking at who I am. Because don’t forget, the world is going to constantly… And people get it all hung up on affirmations like their woo-woo stuff or whatever. But if you don’t remind yourself who you are, doubt will creep in. And as I explain to my guys all the time, look at this as an analogy. When you’re… Every day, doubt is a shadow that is with you and it never leaves. So, doubt will never, ever, ever go away in your life. So, if you think it’s going to, you’re absolutely mistaken. But the difference is this, if I’m walking into the light every day, towards my goals, towards my dreams, towards my visions, towards everything, doubt is the shadow that’s behind me.

(18:23):
But as soon as I turn around and start retreating from everything I want, now that same light is casting the doubt in front of me. I can see that shadow. So, your job is to never allow yourself to turn around. Because at that point, that’s when it’s visible and that’s when it gets scary. Keep looking to your goals. And part of that is reminding yourself. So, that’s what the I am’s are, I’m strong, I’m powerful, I’m determined, I’m focused. I am a man of my word. Every day, God manifested power, light, and glory through me. I’m peace, I’m joy, I’m love, I’m abundance. And it just keeps going.

Ren Jones (18:54):
I know. Well, there’s a good example, folks. He’s got that internalized. And you live an amazingly exciting life. A lot of people, they’re off and then they don’t do anything for a couple of days. They sit around. You’ve got a lot of adventure going on. I mean, racing cars with Tony Robbins in Monaco and all this-

Carley Hathaway (19:12):
What?

Ren Jones (19:12):
All this exciting stuff you do. I mean, you are embracing… If you go to lehrrealestate.com and look under… What does it say? After hours. Is that what it says? After hours?

Alex Lehr (19:25):
It says off the clock, I think.

Ren Jones (19:27):
Off the clock or something like that. It shows pictures of places that he’s going, things he’s doing. I mean, you live an exciting life.

Alex Lehr (19:37):
We have fun, we have fun.

Ren Jones (19:39):
I mean, and when you do something like that and then you come back, isn’t it a little easier to dive into nine hours of calls?

Alex Lehr (19:45):
You actually want to again.

Ren Jones (19:49):
Because it pays for all that good fun.

Alex Lehr (19:51):
That it does, that it does. Now you’re really connected to what the outcomes are.

Ren Jones (19:55):
That’s it. Work to live or live to work, pick one.

Alex Lehr (20:01):
Exactly.

Ren Jones (20:03):
I know. I’ve watched him on and off being interviewed over a number of years and I’m like, “Man, he lives an exciting life. I got to up my game. I’ve got to up my game.”

Carley Hathaway (20:14):
Oh, yeah. Let’s go drive race cars in Monaco. Anytime.

Alex Lehr (20:18):
My dad’s 93 and the one thing he said a long time ago, he goes, “If you quit having a reason to get up, you’ll stop getting up.” And he was strictly getting up just to go to work every day. I mean, that’s finding good. And I’ll digress for a moment and go off on a tangent here. When I turned 50, which was… I’m 53 now. So, about three years ago. Our production was up around… Hovering right around 100 million. And so, from there, though, I was sitting there going, “Is this really, really, really what I’m after?” And so, what I wound up doing was I spent literally two years really trying to figure out what I was after. Did I want to build a bigger business? Did I want more money? What was I really after?

(21:00):
So, I wound up going back, and my wife and I really sat down and played with our goals quite a bit and what we’re trying to accomplish. And we wanted more time and more experiences. So, for that reason, that’s when we moved back to… I made a commitment last year, was I was going to work three weeks a month. And so, I’ve done that all the way last year and all the way this year as well. So, it’s developing the business and developing the time to where I can go create those experiences. Because then, when clients are around you and you’ve just had a great time and you’re doing some cool stuff, it really, really helps you with higher energy. And remember, sales is a transference of energy. So, the higher the energy you are and the more excited you are, people sense that, versus like, “Well, yeah. I can sell your house.”

Ren Jones (21:50):
So, you work three weeks, you’re off one week, you do something amazing. You come back, you work three weeks, and that actually… The yields probably higher than it would be if you didn’t take that time.

Alex Lehr (22:02):
Well, if you keep cranking a battery when your car’s not starting, it doesn’t get better. And everybody keeps saying, “Well, I’ll just keep cranking, I’ll just keep cranking.” So, what’s the term in real estate? I’ll just crank it out, I’ll crank it out, I’ll crank it out. Well, if the battery dies, you can think you’re doing it, all you’re doing is holding the key after a while and nothing’s happening. So, if you don’t go back and recharge the battery, you’re wasting your time.

Carley Hathaway (22:25):
Yeah. Agreed. Really good point.

Ren Jones (22:28):
So, what really works… Because a lot of people don’t know when to start and when to stop. And you’ve got this down very exact. So, it’s very systematic. And as our own boss, I mean, what can you tell people that are watching? Because right now, you know next month… You know in October what days you’ll be on, what days you’ll be off, when you’ll be in town, when you’ll be out of town. It’s already pre-planned, right? And you probably have the whole year mapped out, but a lot of people are not doing it.

Alex Lehr (22:57):
You can’t see it in my office. But right there, that’s a flow chart, everything that happens in our business. And then, over on that wall, that’s the back edge of the calendar and that’s the year ahead. So, this is this year all the way up through December 31st. I can tell you every day where I’ll be, what days I’ll be off. And then, all the way into next year, we’ll have that already planned by the end of November. All of next year will be laid out, I’ll know where I’ll be, what days I’ll be.

(23:21):
And then, I have floater time in there too. Because again, my wife and I like to play a game called the yes game. So, if people contact us and say, “Hey, we’re going this… You want to take a trip for a day or two?” Or whatever it is. We have floater time in there that we can go say yes to, because we wanted… before my life flashes before my eyes one day. I want it to take a while.

Carley Hathaway (23:42):
Yeah.

Alex Lehr (23:42):
Great stuff.

Carley Hathaway (23:44):
Yeah.

Ren Jones (23:44):
So the yes game, for people that are watching, is where you say yes without pausing or thinking about it. You just say yes and you do things you might not normally do.

Alex Lehr (23:58):
Well, absolutely. Because there’s two things that happen. Everybody plays… And this is, I think, the killer of the soul. Is a lot of people sit there and they’ll go, “Well, do you want to do this?” They go, “Well, let me check on it and I’ll get back to you.” And they live in this area of ambivalence and that is the killer of the soul. So for me, either it’s a hell yeah, or it’s a no. Somebody says, “Hey, do you want to do something?” And I think about it for a minute, I go, “Hell yeah, I want to do that.” So, as soon as I say, “Hell yeah.” It’s yes. Then, it’s like, “Yeah. We’re going.” So, I got a buddy of mine that just said, “Hey, you want to go race in Africa in 2020?” And he goes, “Want to go race motorcycles in Africa?” I go, “Set the date. I’m going.” Next year, I’ll be in Romania racing for a week.

Ren Jones (24:39):
Nice. And you just have to walk over to your year at a glance with your marker and fill it in. And it’s three months ahead, you know when you’re going to do it. And it’s all mapped out. Lawrence Papileos asks the question, “Have you always been structured and systematic? And what advice can you give an agent who struggles with following a structured game plan?”

Alex Lehr (25:00):
Well, the answer is yes because I had a German dad and he was pretty much like… You do certain things a certain way and very systematic. So, I run like a military without ever having been in the military. So, number one is I read a lot of books on the military and how they structure and why they structure. And then, the second thing was this, the structure is easy when your dreams are important. So, for me-

Carley Hathaway (25:24):
I like that.

Alex Lehr (25:30):
Structure is real simple when I’m excited about what I’m doing and why I’m doing it. If I sense myself getting off schedule, then I know that there’s something in my life that’s bullshit. Excuse the expression. But I mean, it’s literally then… At that point, I’m lying to myself. So, why am I not playing full out? That’s one of those things that… Structure becomes… Because it’s like I wouldn’t leave on a road trip without having some roadmap to get there. And for me, the structure is the roadmap to get me to where I want to go.

(26:01):
Because part of it is this, if you think of it this way, my current circumstances a result of my past habits. So, all I’m doing right now is installing the habits of the guy that will achieve the goals that I want. So, that’s all I work on every day, is new habits that will achieve the outcomes that I’m after. So, that’s-

Carley Hathaway (26:19):
I like it.

Ren Jones (26:21):
Just building those habits. And in the end, if you’re having that exciting life, how could you not go do something so exciting and do your nine hours of calls? And if you love what you do, calling those people probably is not so bad because you know them all.

Alex Lehr (26:37):
Well, and that’s it too. A lot of the time where I get the… If I don’t talk crap to people, I just start giving them a bad time about everything. And then, if I don’t, they’re like, “Is everything okay?” And I’m like, “Oh, my God, I forgot to insult you.” But in my mind, I forgot to cap on you about something and make a joke or screw around with them. And that’s the game, it doesn’t have to be this very uptight arrangement or relationship.

Ren Jones (27:05):
Yeah. Let me get a couple questions. Yvette Strickland, I’m going to answer it for her. She goes, “How can I get this recording? It’s helping me so much. He’s going to be blessed for sharing this information, what he does to be successful at no cost to us. Well, it’s priceless because I’m paying with my time. Thank you for having him and sharing with us.” Go to Vulcan7.com/roadmap and register and we’ll send you a copy of the show, Yvette. We want to make sure you get a copy. Everybody that’s registered gets a copy after the live show.

(27:38):
And then, Vincent Napoleon says, “If you were to start a successful real estate business at age 60, what are the top three things you would do immediately and regularly?” Somebody is just starting in the business, what would you tell them are two or three things that they should do immediately to get in the right direction?

Alex Lehr (28:00):
Okay. That’s a really, really, really good question. And I’m going to give you a simple thing, and this is for everybody, and I don’t care who you are, listening, watching, hearing this 10 years from now, it doesn’t really matter, but remember this, eliminate the word T-O-O, too. Eliminate that word altogether because the word… What that comes into is this, I am too old, I am too young, I am too tall, I’m too short, I am too fat, I’m too thin, I’m too smart, I’m too uneducated. Everybody has a too in their freaking life. Kill that epic word as fast as you can because it will kill everything you’re after. So number one, I love the fact that you’re 60 and starting a company because now you’re finally wise enough to do something with a company and build it.

(28:50):
Then, somebody who’s starting at 20, congratulations, you’re not too young. You’re now finally in a position to where you can apply your energy and achieve everything you want. It doesn’t matter. Too is out of the equation, first and foremost. Now from there, once you’ve accomplished the idea, you are going for it, commit. And you’ve heard the old burn your boats, that’s fine. Whatever you want to call it, that’s great. But the most important thing is figure out what’s exciting you about doing it. Is it the connection of the people? Is it the fact that you’re going to build something? Is it… Because don’t forget, Tony Robbins 101, when you start a business, you’re either an entrepreneur and you want to have a business that runs without you or you’re an artist and you love to create.

(29:31):
And if you love to create and build a business based around that, understand that that is what you’re after. And then, go create the coolest freaking business. Quit beating yourself up about, “I’m supposed to be an entrepreneur. I’m supposed to be an artist.” Find out what fulfills you and go do that, if that’s what you’re after. Because most people get in this conflict, and then they wind up burned out because they were just beating the crap out of themselves versus understanding what is their real lane. So again, check out Tony Robbins if you want to find out. From Business Mastery, there’s some great work there.

Ren Jones (30:04):
That is a great program. I love Business Mastery course. That was amazing.

Alex Lehr (30:09):
Absolutely.

Ren Jones (30:09):
Yes. I took that as well. And whoa, what a gold mine, what a gold mine that is. This has been just exciting. This is exciting. And I know for myself, I will be playing this show at least two or three times to watch because there’s a lot of valuable information here. And I know-

Carley Hathaway (30:29):
Yeah.

Ren Jones (30:30):
This is one of our shows that’ll get a little viral and get spreading around. I really want to thank you so much, Alex, on all this stuff you’ve built. And you’re a good model for a way to operate a real estate business and have an exciting life.

Carley Hathaway (30:45):
Yeah.

Ren Jones (30:46):
Appreciate you sharing that.

Alex Lehr (30:47):
Well, thank you. Thank you.

Carley Hathaway (30:47):
Yeah. Thank you so much, Alex.

Ren Jones (30:49):
I’m going to read a couple things. So folks, if you’re watching on Vulcan7 and you want to get involved with the Lead Gen Facebook group, they are at facebook.com/groups/objections. You can actually see a copy of our show there as well. Also, I want to thank Aaron Wittenstein, who runs it. He has a program called expiredmasteryelite.com. And finally, if you’re watching on Facebook and you’re not yet involved with Vulcan7, make sure to sign up at vulcan7.com/leadgen for a special deal. And then Alex, the secret, he mentioned ice cream in the desert. And he had the secret, when he takes a listing, after he’s made all his calls and he’s made nine hours of calls, he goes and gets some delicious, delicious Graeter’s mint chocolate chip available all over North America.

(31:41):
This is the only one for taking listings. All the other flavors are for buyers. This is the one for taking listings. If the listing is slow to sell, dig a hole in the front yard and bury it upside down and it will sell quickly. So, we want to thank everybody for being here. And next week is our highlights show, season three highlights. So, you’re not going to want to miss that next Tuesday, the highlight show. Thanks again, everybody, for being here. Thank you, Alex.

Carley Hathaway (32:08):
Thanks everybody. Thanks for tuning in. Thank you so much, Alex.

Ren Jones (32:11):
See everybody next week.