TNS Episode #29: Life and Business Planning with Dan Keller

TNS Episode #29: Life and Business Planning with Dan Keller


Plan to Fail by Failing to Plan with Dan Keller

All right, we are live. Welcome to the Thrive, Not Survive podcast.  The show that we put together to help you, the real estate agent put actual strategies into practice to help you grow and take your business to new heights. On this week’s podcast, episode 29, we are talking to my friend, Dan Keller. Before we get into talking to Dan, I’m just gonna read off his bio here and then we’re gonna jump right into it.

                                                      Have you heard of the book Raving Fans, by Ken Blanchard? If you have, great. You’ll understand exactly what I’m about to say. If not, the idea of the book, Raving Fans, is to find out what your clients are looking for and deliver above their expectations. I’ve built my mortgage practice using Raving Fans as a playbook for enhancing the customer experience while going through the home loan process. Hi, my name is Dan Keller. I’m a husband, father, industry leader, branch manager, and mortgage advisor at Guild Mortgage. When you meet with me, I believe you’ll understand why Mortgage Executive Magazine has recognized him as one of the top one percent mortgage professionals in the U.S. But you’ll also feel like you are the only client I’m working with. That’s because I built a talented, customer-obsessed team, centered around providing a world-class mortgage experience for my clients, realtors and business professionals we serve.

                                                      In addition, to funding mortgages, I spend a lot of time speaking. Twice annually, I teach the Dave Ramsey Financial course, along with monthly community home buyer classes. Professionally, I speak across the country sharing my obsession with the customer experience, along with how I've leveraged video and social media to grow my brand. Recently, I've shared the stage with Darren Hardy, Tom Ferry, and Jocko Willink. Seriously dude?

                                                      And at Todd Duncan Sales Mastery Conference, a premier event for top mortgage and real estate professionals. I believe that we were placed on this planet to make a difference. My vision is to make a difference in our industry and the lives of my kids. I've been blessed with an incredible family. When I'm not working, I enjoy dating my wife, Jenny, traveling to our favorite Washington hangout, Lake Chelan, with our kids, Ali and Hudson, and fishing on the Puget Sound with my son. It just keeps getting better.

                                                      Thank you for agreeing to be on our podcast, my friend.

Dan Keller:                            Yeah, pleasure to be here, man.

Kelley Skar:                           You know, I was gonna get into a little bit of our back story, but I think we’ll leave that a little bit, ‘cause this is a topic that I think that, you know, we were just talking off air about how passionate you are about this. I love this as well. We’ve been talking about planning to our audience now over the course of the last couple of months. You and I both know, as mortgage professionals and realtors, realtors are really bad with planning their business. And what we’re gonna be talking about today is an aspect of planning that I don’t think a lot of people give a lot of respect to. I know I certainly didn’t. And that is life planning.

                                                      So, you did episode number 48, which is 48 weeks in a row, of making sense of the market. Congratulations on that. That is a an amazing commitment. Where you talked a little bit about business planning but more about your life plan. This is something that I’ve always kind of visualized before I go to bed. It’s something that kind of keeps me up. I’m thinking about the  money that I’m gonna make, how I’m going to be able to spend more time with my family. These are things I think about while I’m going to be and it’s usually the first thing that I think about while I’m getting out of bed at 5:00 am, being at the gym at 5:30, that sort of thing.

                                                      So break it down for me, man. First off, what is a life plan? And second, why should our listeners be doing a life plan?

Dan Keller:                            Well, first off, Kelley, it's an honor to be here. I always love reconnecting with you. I think we met in 2010 at a real estate conference here in Seattle and we've been social media brothers since and it's just an absolute pleasure and I love what you're doing. Love the value that you bring. I think the reason why we're connected today is we're similar in that. I do the same thing here in the Seattle marketplace. Anytime I can, I just try to share some of the things that have worked really well in my business and in my life.

                                                      I'm gonna turn my webcam right now, and I want you to kind of, if you can see this. That is my window and that's a row of not just any book. These are books that have made an impact in my life. So one, I'm a student. I'm 42 years old. I got into the mortgage industry at the end of 2008. One of the toughest markets in the history of the U.S. to get into the financial markets, the real estate markets. And it's because of those books, and it's because of surrounding myself with people like you and people like you and I that we look up to, like Gary V. and like Jocko and Darren Hardy and some of these incredible front-runners in regards to business. And if you were to kind of peel back the layers of what they talk about, success just doesn't happen over night and success occurs when there is a purpose.

                                                      Simon Sinek has written a ton about finding your why. And I think that was kind of my big eye opener a handful of years ago, like why am I here? Why did I have kids? Why am I a husband? And I think the divorce rates that we see and the failed small businesses that we see can stem from people not being crystal clear on one, why we're here. And it can go two different ways. You can believe religiously why you're here or not. At the end of the day, we're here.

                                                      I follow Gary Vaynerchuk, and he's talking ... He's on this absolutely kind of roll right, kind of just banging home the message that we beat the odds, man. We're human beings in the best era of this planet to date. Get the most out of it, right?

Kelley Skar:                           Yeah.

Dan Keller:                            You could be a chicken for all I ... You know, I've heard him say a couple of things like-

Kelley Skar:                           A tree.

Dan Keller:                            What's the alternative? You're a bird, you're an ant. I mean, we're a human being in 2018 on this planet. And so, you know, a few years ago, it just kinda hit home. I don't want to say I had a mid-life crisis, but it was ... I was about 38 years old, so this was about four years ago. Randomly woke up in the middle of the night and it could be a byproduct of maybe a book that I was reading, a particular time that I was going through, but it was right around 2013-ish. I woke up in the middle of the night for no reason and scared to death. Scared to death that my life was ... The reality of it was that I had a come to Jesus, if you will, that my life was half over. I was 38 years old, and that my tenure on this planet was about half ... My journey was about half over. And it was just really getting good.

                                                      My life really got great at about 32 to 34 years of age. My wife and I had been married a few years and kind of ironed out some of the kinks of being a newlywed and having some kids and both of us establishing our careers. And I was like, "I don't want this run to come to an end." And the reality of it was it was halfway over.

                                                      And so, I couldn't go back to sleep. I thought about dying. I thought about my kids. If I were to die tomorrow, how would my kids live their life and think of their father? But more so, what impact have I had in their lives to make their lives better? Same thing with my wife. Of course, she would most likely remarry. But I wanted to set the bar so damn high that no matter who she re-married, she was gonna be let down, right?

Kelley Skar:                           Yeah.

Dan Keller:                            And, gosh darn it, man. It woke me up. And from there forward, I literally will tell you that I've gotten every ounce out of every day and I live with a purpose. I have no problem getting up every single day at 5:00 am, 4:45. And I get up and I read something. There's always a book that I'm reading or a YouTube video that I'm watching or something that I'm trying to learn.

                                                      I always start out my day with some inspiration, some motivation. And then I get after it. I read a book about three years ago called, The Miracle Morning, by Hal Elrod. And if you have not read that book, read that book. Hal died in a car crash. Head on collision. Was a 19-year-old motivational speaker, get this, in 2008. Died in a car crash. The medics brought him back to live. The downside was that he would have severe brain damage and never walk again. He didn't accept that. He beat those odds, came back, wrote a book, and now he's a multi-millionaire, best-selling author and I've become friends with Hal. I've literally purchased two or three hundred of his books and just given them away. It's an incredible read. But it's how to plan your day and how to win your day by 8:00 am. That's essentially what the topic of the book is.

                                                      And one of the things I learned out of that book is, before you go to bed the night before, have a game plan, which this is gonna tie right in to what we're talking about today, Kelley. But have a game plan for your day, the next day when you wake up. And be jacked up excited to wake up. So I don't just get up at 5:00 am because my alarm clock tells me to. I'm jacked up excited because I'm on chapter four of Jacko's Freedom Equals Discipline book, or I can't wait to see what this author is gonna be talking about next, right? And then downloading that so that I can share it with my team and my branch and my realtor partners. And so, I think it kind of starts like that.

                                                      Prior to mortgage, I was a college baseball coach and I specialized in working with the hitters. And I preached to my hitters, I preached to my athletes that you need to have a pre-pitch plan. So don't just go into the batter's box and react to what's being thrown at you. Have an idea, have a plan. How many runners are on base? How many outs are there? What's the score? What particular time of the game? Have a plan.

                                                      I started about three or four years ago of planning my day the night before. And then I make an appointment with myself at 5:00 am to carry out that plan from 5:00 am to 7:00 am. Emails are not coming in. The phone's not ringing. The kids are still asleep. Jenny, my wife, is still asleep. And so that's made a huge different right here.

                                                      That'll tie into what we want to talk about today is life planning and business planning. I think there's seven areas. I don't think, I know. There are seven areas in our lives that we could improve. And I'm gonna send you these forms, Kelley, so you can send them out to any of the followers that would like access to these.

Kelley Skar:                           Awesome.

Dan Keller:                            But essentially, there's your work. There's your money. If you're married or dating, there's your love life. There's your family, your spirituality, your friends, and, in my opinion, most importantly, yourself. Okay? You can't take of others if you don't take care of yourself. And I think I'm a leader. I run a branch of 29 employees. I have a team of five. Five out of those 29 employees are on my personal team. I think there's three leadership styles that a leader possesses.

                                                      The first is servant leadership. If you're religious, the most famous servant leader is Jesus Christ. There is a dictatorship, where you're just a brow-beater, my way or the highway. And then the third style is lead by example. And that's the style that I have chosen. I hybrid of lead by example and servant leadership. And I think you cannot lead if you're not perfecting and growing yourself. So that's why I think the seventh and most important area is yourself.

                                                      And so what I do is I take two forms. Every single year, I fill out the form and it looks like this. It's got all seven categories. And this is titled, Where Are You Know? So I do an audit of those seven areas of my life, and I identify where I'm at in two areas. Of each of those areas, two specific things that I can do to improve on that area.

                                                      And then the second form is identical to it, same format, except this one's titled, Where You Will Be. So then two specific things that I will change. I rate the importance of that and then the key element is I identify a date. So I just came back from my business planning conference. And I think I'm 20 pounds too heavy. So I put a date of achievement, so I'm gonna be down 20 pounds by June 30, 2018. And I think that's one part of goal-setting. I think there's been numerous studies on goal-setting and it's one thing to write a goal down. It's another thing to set an action plan for achievement. But I think the third and most crucial part of goal-setting that nobody focuses on is have a consequence. If you do not achieve that goal, write down a consequence.

                                                      You can't see it, but right above my phone and right above my computer behind me, which I literally face every single day when I'm working, is my vision traction organizer, which is my game plan for achieving my goals. We'll talk about this form in a minute. But right next to it, and these are my six-month goals and my one-year vision. Right next to it is a picture of the boat that I want to buy. I don't get to buy that boat if I don't achieve it. That's a huge consequence. I have the money to buy the boat right now. I'm not going to do it. I will reward myself with that boat if I achieve those goals. And if I don't, then I've got to wait another six months to a year.

Kelley Skar:                           And that's great. I mean, it's the carrot, right? It's something that we try to teach our kids with every single day. It's, "Okay, well, if you finish your homework, there's this reward at the end of you finishing your homework," right? "If you make your bed, there's this reward at the end of you making your bed." And it's funny that you say that because that isn't something that I've ever really ever done. Where I've kind of dangled that carrot out in front of my own face and saying, "Okay, well, if this is the goal that I want to achieve, I've got the action plan, I know the steps that I've got to take in order to be able to achieve the goal, but what if I don't get there?"

Dan Keller:                            Yes.

Kelley Skar:                           And on the other side of that, what if I do get there? Then what? Right? Am I giving myself something to work towards other than just achieving the goal?

Dan Keller:                            Yeah.

Kelley Skar:                           I think it's brilliant. I think we might have to actually revamp the business plan that Jeff and I wrote and actually put that ... Just title it, The Carrot, right? What's the carrot at the end of that?

Dan Keller:                            Yeah. And it's important. It needs to be severe. It needs to be something that will cause pain. So when I business plan with each one of my loan officers in the branch, often times when they identify the consequence for not achieving their goals, it's not stern enough.

                                                      For example, one of my top loan officers, yesterday, we were business planning and he and his wife are taking a trip to Hawaii at the end of this year. I said, "Well, you've got a six-month goal sheet to accomplish this," and these are realistic goals. The maximum increase year over year is 20%. So I'm not setting goals outside of achievement.

                                                      And I said, "All right so Terrance, if you do not achieve these goals, what's gonna be the consequence?" And he goes, "Well, you know ..." And he had a couple of things. And I said, "No, here's the deal. You're not going to Hawaii." And he goes, "Well, the trip's already booked." And I said, "Well, you're not going. If you don't achieve these goals, your wife is taking her best friend and you stay home." And he was like, "Okay." And I go, "No, I need you to buy it. Am I crystal clear?" And he said, "Yeah." So I made him write that down and sign it. He had to go home and tell his wife. So how focused do you think he's gonna be in the next six months to achieve those goals.

Kelley Skar:                           Yeah.

Dan Keller:                            You gotta make it stern.

Kelley Skar:                           Yeah. No, I absolutely love that.

                                                      So break it down for me. You're talking about where am I now, where will I be. Let's start off with the six-month plan that you put in place.

Dan Keller:                            Absolutely, man. So the docs that I'm gonna give you, I'm gonna start with this. And this is called ... And this is super simple, Kelley. None of this is rocket science. This is a six-month goal sheet. So essentially what we talk about on this sheet, and I'm not gonna go over the whole thing, but the meat and potatoes of this is I want to figure out your year-to-date income and production through November 30, 2017. And then I want your gross income and production income as of 6/30/2018. So it's a six-month, it's bite-size. One, I want to make sure it's realistic. Two, I want to make sure it's about a 20% increase from what you're doing max.

                                                      Now, hey, there's some people that don't want to increase their income. They want to increase their time off. They want to increase the quality of their work. I mean, everyone's different, right? So we start off with that.

                                                      And then the next section is net worth. I don't care how you make. I care how much you save. And that's really big with me. We see this with real estate agents all the time. They make $500,000 a year, but by the time they pay their team and their expenses, they made 80 grand.

Kelley Skar:                           Right.

Dan Keller:                            And they spent the 80 grand. They're in the hole and they gross, GCI was over 500K. So a lot of the time, it's a matter of going back through and really peeling back the layers of your personal budget. So I also teach, for my real estate agents, I teach a P&L class. It's called a money class, but we go over your pay log, we go over your personal budget, and we go over your P&L. And if you track each one of those, Kelley, you'll know where every commission dollar earned is and where it's going and a lot of the times, I'll have agents that say, "Hey, I spent 60 grand last year on Zillow leads." It's like, "Great. Okay. How many closings did you get from Zillow." "We got eight," or "We got four," or whatever.

Kelley Skar:                           Yeah.

Dan Keller:                            It's like, "Was that worth it?" And they're like, "No, not really," when in turn, they could take that money and pour it into their past clients, honor their past clients, cater to them and have a much better ROI and GCI on that.

                                                      So we talk about net worth. And then we talk about giving. I'm really big on giving. Giving money and giving time. And then what we talk about, which is really big, we create a monthly dashboard. So something that I monitor every single month is I have a minimum amount of money that I need to make every single month. For example, that's $50,000 gross. My goal every single month is to earn $50,000. And then the second component of your dashboard is savings. I want to save, and this has to do with the form that I fill out and I'll send you a copy of this, is How Long Will It Take You To Retire?

                                                      I sat down with my financial planner and if I can save $33,000 a month until I'm 55, I will retire with four million dollars in the bank. The interest off that four million dollars will sustain the lifestyle that my wife and I would like to have when I turn 55.

                                                      Again, this isn't something that we're just winging. This is something where we're spending some time, we're identifying numbers, and then monthly we're working toward it. And they're realistic numbers that, hey, it might take a year to build up to, for example, $50,000. But once you have a game plan to get there, now you're there and you've gotta maintain and then next year, you've gotta increase that by 20%, if that is one of your goals.

                                                      A key component to the six-month goal sheet is creating a monthly dashboard. That's your gross earnings earned and the amount of money that you will save each month. Okay? And we track that.

                                                      The second form, which is super ... This ties into each other, is ... This is our vision ... I'm gonna send this to you. This is the Vision Traction Organizer. This is where you identify your one-year plan. So now we're talking, all right, so we've identified what we're doing in the next six months. Let’s talk about what we’re gonna be doing over the next year. We put down the future date. So I will review this again November 1, 2018. Minimum amount of volume funded will be 100 million, maximum will be 125 million, and how I measure that monthly, I need a minimum of 25 loans closed per month to achieve that, all right? So this is what's hanging right over there next to the picture of this beautiful boat I want to buy.

Kelley Skar:                           Right.

Dan Keller:                            And below that, I'll zoom in on this. Below that is Goals For The Year. Now these are seven items that I'm identifying, Kelley, that really ... So, I'll just give you kind of a viewpoint into my business. We're gonna close about 74 million dollars in production this year. That's pretty darn good. It was my best year ever. So basically, a 20% increase is gonna be right around 100 million next year.

Kelley Skar:                           Right.

Dan Keller:                            There are specifically seven things that I need to do to repeat what I did this year but then to add on. All right? I’m not gonna go over each one of these ‘cause these are specific to being a loan officer, but I’ve identified seven things that’ll move the needle up to 100 million dollars. Now keep in mind, I’m also realistic. The projections for the Seattle housing market in regards to the mortgage industry is going to be down 22% next year. So last year, the national statistics were that the mortgage industry was going to be down 23% this year in 2017. So with the industry down, now that’s mainly because of rising interest rates, refinances going away, tight inventory levels. This last year, industry average is down 23%. WE are up over 55%. If you merge together the differences, our business is up over 70% year over year, which is incredible.

Kelley Skar:                           Wow.

Dan Keller:                            I don’t say that to impress you, but I say that to impress upon you the importance of having a plan and sticking to that.

Kelley Skar:                           Right.

Dan Keller:                            So it's the same thing. This next year, it’s supposed to be down. The mortgage industry rates are supposed to go up again, it’s supposed to be down about 22%, 21% again. So taking into consideration those variables, I’ve gotta put in some work. If I want to repeat what I did this year, but then add on to it, I’ve got a lot of work. So instead of that 20%, essentially I’m dealing with a 50% increase. Okay?

Kelley Skar:                           Right.

Dan Keller:                            The second thing on this one-year plan in the middle column, it’s titled Rocks. I talk about rocks. Rocks are things that are getting in my way. Things that we’re tripping over. So there’s essentially five or six things here that I haven’t done really well, things that I need to improve upon, things that could get in the way of me achieving my goal, and we need to address those early.

                                                      Then I have an action item, who do I need to see, who do I need to approach, who do I need to enlist help on, to help me achieve those?

                                                      Then we have an issues list, which is the third column, and that’s essentially the action plan for carrying out the seven items that I need to improve upon in the one-year plan, all right?

                                                      The last part of the Vision Traction is page two and this is more of a foo foo. This is more of you identifying your personal core values, your focus, who you are. Why do you sell real estate? Why do I do loans?

                                                      Then what we do is we create a 10-year target. Where do you see yourself in 10 years? So I’ll tell ya. Three things. My 10-year target: 200 million dollars annual personal production; 600 million in branch production; and I want to be able to retain a $25,000 speaker fee in 10 years. And this again, is right up next to the picture of that boat too, so it’s always reminding me of where I’m going.

Kelley Skar:                           Yeah, I think you should replace the boat with a picture of an island, with those kind of numbers, man. No, I love it. It's getting aggressive with where you want to be in that one-year, five-year, ten-year range, right? And I think a lot of people kind of sell themselves a little bit short.

                                                      As part of our business planning, we're kind of on the same track in terms of what it is that we want to identify. We're trying to coach our agents around the idea that most top producing agents have between five and seven lead pillars, right? And they need to identify what those lead pillars are. They need to identify what their lead pillars are in their business. They have to identify what's worked and what hasn't, and we're encouraging them to get rid of the things that haven't worked, and then encouraging them to innovate and look at different ways to improve their business through other proven means. Maybe it's taking on a geo farm; maybe it's taking on video blogging, which we know is gonna be a little bit more of a long-term play; maybe it's going out and utilizing the same ideology that the Ryan Fletchers and the Gary Vaynerchuks have used for years and years and years, and that is creating a media company. And so doing things like this, a podcast, doing videos like what you're doing, doing a weekly or a daily or a monthly blog series of some kind, right, and getting those innovations out into their business and then making those commitments.

                                                      So I definitely think that, I love what you're saying. I think the missing piece that we're not coaching around right now is the idea that you should be planning big, thinking big, but at the same time, having that carrot out there where you're actually working toward something to actually be able to get some sort of a reward, and not just have it be monetary. Maybe it's a trip to Hawaii and you spend the entire time in the spa.

Dan Keller:                            Yeah. I think something that's ... In wrapping up on goal-setting and business planning and life planning, Kelley, I think something that ... It's a mentality change. I talk to a lot of real estate agents. A big part of my business is working with real estate agents and being their go-to lender. I also coach and train a lot of loan officers here in my office.

                                                      The biggest thing that I see, and I think anyone listening to this can relate. We've all set goals before. And I want you to be honest with yourself. When you set a goal, how serious are you to achieving it or are you just writing it down? The majority of us just write it down. So my message, and I'm gonna hit you square in the gut with this. Stop freaking lying to yourself. The worst thing that you can do as a businessperson, as a husband, as a father is to lie to yourself. Because you're only ... It's the worst person to lie to. Because you're not only lying to yourself, I'm lying to all my staff members, I'm lying to you, everyone that follows me on social media.

Kelley Skar:                           Yeah.

Dan Keller:                            Boy, how crappy is that to lay down at night and feel like you're a crook, you know? So one, stop lying to yourself. And two, man, fall in love ... And I guy that I follow is Grant Cardone. I love that guy. I coached with Grant Cardone in 2015 before he blew up on social media. Godfather of sales. And he preaches to fall in love with something that you hate. Gary Vaynerchuk's talked about it too. Get good at something that you don't like doing.

                                                      After I learned this about six months ago, I hate laundry. I will pay our maid or our nanny or our cleaner to do our laundry and to fold it and to put it away. I hate it. And I made a commitment about six months ago to start love doing laundry and dishes. Because it's a mentality thing. If I can get over, "Well, I hate doing this," and go, "Man, I'm glad my arms work. Man, I'm glad I have a really nice washer. I'm glad I have the money to buy a nice detergent," right? "I'm glad I have the money to buy a nice suit. Why would I hate that?" So it's more of a mentality thing.

                                                      So I hate cold calling, Kelley. It's just not in my nature to cold call a realtor and say, "Hey, I'm Dan Keller with Guild Mortgage. I want to meet with you. Let's talk business." They don't know me. It's a hard call. Click. "I'm not interested. I got a lender." I hate it. So I figured out a way to like it. I don't love it yet, but I'm enjoying it a little bit more because the upside is, I've got so much value to offer that person. I needed to see that. I needed to see the big why. "Why am I cold calling you? Well, I know I can help your business." They can't see that yet and it's my job to keep calling them or to be a pest professionally until they can see that.

                                                      So those are the two big things: stop lying to yourself and fall in love with something that you really don't like doing. Do that in 2018 and you will move the needle, I promise you.

Kelley Skar:                           I love that. I think that's sage advice. I just got a couple of questions for you. I'm just curious. How has going through this process now over the last, I guess it's been four or five years, how has it really kind of been able to narrow the focus on what it is that you're wanting to achieve? You've got some big massive goals, 10 years, $25,000 speaker fee, 200 million dollars a year in production. How is this planning able to narrow the focus on the small little micro commitments, small little baby steps that you've gotta take. We can get bogged down in the minutia of being in the business and being in the moment. There's no other profession that is more guilty of being busy than realtors, right?

Dan Keller:                            Yeah.

Kelley Skar:                           So how is this planning actually able to narrow the focus and get you to understand that, in order to get to where I want to be in 10 years, these are the baby steps that I've got to take?

Dan Keller:                            Yeah, so I'm coached. I've always been coached. I've coached with Coach Bill Hart. I've coached with Michael Maher, author of 7L. I've coached with Todd Dunkin, best-selling author, runs Sales Mastery. I've coached with Off The Books, Off The Record with Tom Ferry. I'm personally coached right now. I'm in a program called Core Training. And the thing I love about the Core, Kelley, is the coaches in the Core are coached by someone who runs a mortgage company, but the coaches are actually in the trenches producing loan officers, branch managers that are doing it at an incredibly high level.

                                                      So when my coach, who's funding 200 million dollars a year, has nine million dollars in the bank, is doing that and he tells me that, "Dan, you do all the things that I'm doing. I just do them better than you, and I spend more time on activities that make money," that's the answer to your question in regards to focus. So at the end of the day, I spend more time on activities that make me money.

                                                      If you were to look at my schedule right now, and it's time-blocked, my day is time-blocked, this one hour meeting, this one hour podcast, I have it time-blocked, is red. This is more operational, this is business. If it were meeting with a real estate agent or a professional that could send me business, it would be green. So if you were to look at my schedule what I try to do is I try to book out my day in green time. And that's the big different between me and people like my coach. They are doing a lot more gree time activities.

                                                      Again, message to our listeners right now, Kelley, is focus on items in 2018 that will yield income. It may not yield income right away, but it will plant the seed. This could potentially yield income for me. If it's a video and it's recorded and we can share it and I might be able to impact the life of a local realtor and they reach out to me, so yeah, I might have to change this to green, Kelley.

Kelley Skar:                           Yeah.

Dan Keller:                            You know? That's the idea. Spend more focus time on green time activity, activities that can make you money. Meetings, phone conversations with people, talking about real estate business.

Kelley Skar:                           I love it, man. You know what? We're just gonna leave it there. I have a bunch more questions but we're kinda over our time anyway, so, look, I really do appreciate your time. I know that you're a giver and I know I've asked a lot of you today. I know you're a busy guy. So I really do appreciate you sitting down with me and talking to me about this. This is something, obviously, that you're super passionate about and have a lot of knowledge around. I've been sitting here just taking notes and listening to you. I know that I've at least picked up a minimum of five to six things that I can implement into my own business right away.

                                                      You are gonna email me all of the collateral that you talked about today, so if you're watching this on YouTube, leave a comment down below. Let me know your email address. You can shoot me an email That's K-E-L-L-E-Y I will send you a copy of what Dan and I have talked about. We're gonna put this up on the blog. And maybe what we'll do is put a download button on there as well and people can download all of this information.

                                                      All right, man. Thank you again for your time. I appreciate it, and we'll talk to you soon.

Dan Keller:                            Yeah, best to you and your family, Kelley.

Thrive Not Survive Podcast Episode #42 The Psychology of the Pitch

Thrive Not Survive Podcast Episode #42 The Psychology of the Pitch

Thrive Not Survive Podcast Episode #36: Finding the Fire Within with Ryan Hodge

Thrive Not Survive Podcast Episode #36: Finding the Fire Within with Ryan Hodge