Beyond Limits: The Transformative Power of Real Estate Coaching with Gavin Ekstrom

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Welcome back to another episode of Raising the Flipping Bar.

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We've actually got Gavin for part two.

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And what I'm really excited to dive into is he's got this great cliffhanger that he just left us with.

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So Gavin, okay.

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Tell us about how you lost your license in this crazy, I'm going to call it pre flipping.

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So like, give us some context and take us down this tunnel.

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Cause I'm super fascinated.

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Welcome to raising the flipping bar, the go to podcast for aspiring and seasoned real estate investors.

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I'm your host, Derek Marlin, and I'm the CEO of Elevation.

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We're a real estate investment company based right here in Denver, Colorado.

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We'll dive into smart investment strategies, market insights, and essential tips for scaling your real estate ventures.

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Whether you're making your first investment or your hundredth investment, this podcast is your blueprint for success in the ever evolving world of real estate investing.

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Get ready to elevate your real estate game and begin your journey with me.

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So I was working with a gentleman at the time that was not a real estate agent, right?

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He was an investor.

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There's nothing wrong with being a property investor.

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So he was buying and selling real estate that he may or may not have owned, but it was articulated clearly in the contract.

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So both parties knew.

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And so there were times too, where if we didn't, if we didn't get a buyer, we would cancel this contract, right?

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Which was totally fine, but we already knew, okay, if we bought it at this price, what we could sell it for with minimal cosmetic work.

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And so that's what we were doing.

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And so, We had a situation where, this investor did me dirty.

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He was working with multiple lenders.

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And this is one of the reasons why I tell lenders when they're working with investors, like make sure the investor understands like the rules of the game.

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Right.

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And so long story short is this investor, had a transaction that didn't go well with another lender.

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And I'd already done that.

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Some transactions with them.

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We knew how to do it.

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Our underwriters understood it and it was good.

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This was back in 2000.

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And so he brought the transaction to me.

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Now, remember back in 2000, we would just fax the documents over.

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There was no like reps and warrants.

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Like we were just running, running and gunning, running and gunning.

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Right.

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And so he brought the whole file over to me and he's like, Hey, this is why it was turned down from the other lender.

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And when I looked it over, I'm like, I don't see any issues like this is a doable deal.

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Now that can happen even today where other, not all lenders are created equal.

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I take, I take turn downs all the time from builders, from real estate agents, all the time.

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What my learning experience was back then is I took the physical file from the investor.

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Yeah.

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And then I submitted that physical file into underwriting.

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Okay.

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We got it approved.

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And we closed it five years later, uh, as he's still flipping property, the, I think it's, I think it's called the DRE in Utah.

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The board of realtors, the Denver board of real, or the Salt Lake board of realtors, like Dora here.

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Yeah.

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Anyway, came knocking on my door five years later, five years later, I'm about, let's see, what am I?

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27, 28.

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I'm kind of arrogant at the time I've handled, I've humbled a lot.

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So anyways, they come knocking at my door and I'm like, well, I did nothing wrong.

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I approve the, we approve the file.

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Here's the lender, da da da da, dah.

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And she goes, yeah, well, it was riddled with fraud.

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There was fraud everywhere in the loan.

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I said, well prove it.

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Yeah.

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Well, so what he had done is he had used his bank statements.

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Oh, taken the name, changed the name, okay.

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To get the financing done, because he didn't qualify the other.

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Was he keeping it or were you guys, was he selling it on the wagon?

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He selling, yeah, selling it.

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So he had to sell it.

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Fix.

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So.

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Not licensed.

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They were after his ass and then they wanted to see who was involved.

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And so there was a few, I was the biggest name of the few that lost their license.

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And so, part of the reason why I moved here was in 2004.

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I was like, I'm just done with that game.

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Plus I wanted to get custody of my daughter, Sicily.

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And I had approved to, community that was for mom's rights.

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Dad's didn't have rights.

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I had to prove to them that I was the more fit long story short is after I got full custody of my daughter.

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Then I went back and fought to get my license back in Utah.

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And so I have the right to get it back.

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I just haven't done the courses to do it, but it was the best thing in the settlement, it says we can, Gavin agrees not to come back for any recourse from that, from the monies or credibility loss back then.

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So I talk about it when I talk about it, I talk about it with agents and I talk about it with lenders, your license is worth millions.

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I've made millions and millions and millions and millions of dollars in this industry.

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Yep.

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And I'm still gonna make that.

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And so I talk about that because don't be dumb.

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Yes.

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You know what I mean?

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And I didn't know, well, I didn't know what I was doing right.

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In the sense of what was in the file.

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I just, back then it was a lot, it was a wild, wild west.

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True.

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Now, I don't take anything from a realtor other than contracts.

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That's it.

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Right.

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And, and a coffee date.

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But, but, uh, no.

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But that's it.

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And so I teach on that because I let me be the mistake.

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Right.

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And so, long story short, I continued to flip properties the right way after learning that I didn't do that way.

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I'd buy it and then resell it.

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There was a community.

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I think it's called three fountains here on Oneida, in Colorado.

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When we moved out here, we had, I think five or six of them going at once.

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And then 2008 happened.

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So we lost a lot.

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I didn't, I didn't have to file bankruptcy.

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I didn't give any of the properties back.

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at the time, it was like 110, 000 profit to 50 to 40 to Just get the property sold.

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And so we dealt with that.

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I haven't bought any, I haven't flipped anything since probably because a little bit of fear.

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But my favorite, you know, I have a few rentals and my favorite one I like to talk about is the one that I've never seen.

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A rental Gavin has never seen.

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Yeah.

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I bought it from a builder and I closed on it.

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I forgot to tell my wife.

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We were buying it.

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That was another topic.

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I can never buy.

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Yeah.

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So I'm like, babe, meet me at the title company on the stage.

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She's like, what are we doing?

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I said, we're buying a rental property.

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And she made me wait.

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She's like, we're not buying it today until we talk.

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So, so anyway, so, but we've never seen it and it's always been rented.

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And I bought it for about, two 40.

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It's worth about five, 10.

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What year did you buy it?

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Right before COVID.

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So 19.

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Okay.

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Nice.

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Yeah.

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Yeah.

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So you got that perfect run up.

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Yeah.

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Love it.

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Love it.

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And it's, and I've never seen it.

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Like literally when I was sitting and doing some stuff with the builder, they were telling me how they're going from granite to, for Micah countertops.

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And I'm sitting there, sitting there and I'm like, wait, Did that, did that, does that one that I bought, does it have granite or does it have Formica?

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So I'm calling Alyssa.

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I'm like, Hey, look at the appraisal.

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Do I have granite or Formica countertops?

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Right.

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Right.

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She's like, they're granite.

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I'm like, okay, that's probably the most I've seen of it.

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And, it's been a phenomenal, phenomenal investment.

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I think that's what people have to remember when they're buying real estate, it's an investment, whether it be their primary.

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It's still an investment.

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And so if you're going to go down the road of being an investor, you don't need to love the property you're buying.

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What you need to love is the profits.

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Yeah.

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What's the cap rate fall in love with the numbers.

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Don't fall in love with the fit and the finish and the design location matters.

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Make sure it's not in a gang infested area, but, but unless you can still gang members, there are other properties.

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Yeah.

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So.

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I still believe in it.

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I probably, I was talking to, our financial guy who, you know, a lot of our money's in the stock market.

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And so when I talk about real estate, he's like, well, you have to water it and you have to take care of it.

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And I'm like, well, my property up the street, I've talked to less than I've talked to you.

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And it's still turning a profit.

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So, um, so I think you gotta, you gotta diversify, but, I love what you're doing.

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It's absolutely amazing.

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And the cool thing about what you're doing, especially with this space here is I just look at it like you're beautifying this area.

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Yeah.

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It needed a little love.

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Yeah.

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Yeah.

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A little love.

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No, thank you.

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I appreciate that.

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I kind of want to talk a little bit about, cause you've got this great personal development background.

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You've you're essentially self taught.

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I mean, you essentially created your own.

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Degree and your own MBA and your own PhD.

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I mean, to me, don't worry about going back to school.

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You just need to worry about the honorary doctorate at some point.

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Somebody has got to roll in with a PhD and then you're good.

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You got everything.

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But I want to talk about leading teams.

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I want to talk about kind of working through adversity.

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You've got this cool project you're doing with impact.

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Maybe just give our audience a little bit of background and really for my edification of like, How, what's your number one key to success for building a successful team?

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And then we can kind of talk about round this episode out about more personal development stuff.

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So building a successful team and building a successful region, it's having an avatar.

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Okay, and so what I mean by having an avatar is what is the perfect person look like?

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That you want to do life with, because let's face it, I do a lot of life with my team, right?

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And so if I don't want to be around them, I'm not going to hire them, right?

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And so my avatar, first off, I have a core value.

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It's called legit loyalty, energetic, growth minded, impactful team player.

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I want people that are loyal to their current company, because if they're loyal to their current company, I'm going to do everything that I tell them I'm going to do.

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They'll be loyal to me.

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I'm like, listen, I have a lot of issues that come my way.

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My personality, my demeanor is the same.

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I play with a lot of high energy, no matter what I have good days and I have great days.

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Right now there's some good days where I'm cussing or frustrated and very few people see it.

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Alyssa and my wife, but, but for the most part is let's play.

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We woke up today.

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Let's play big.

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You know what I mean?

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Let's go get whatever it is we want.

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We can have.

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It's a simple choice.

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Go get it.

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And then the G is for growth is the position you're in today is not the position you're going to be in forever.

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If you give me the opportunity to grow with you and then the I is for impact.

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The job that we do impacts the lives that we get to work with, but more importantly, those that we get to lend to I did it.

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I'll tell you a quick off story.

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I was doing, I got a phone call.

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This was back when I was in Utah.

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This gentleman who was in foreclosure.

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And he said, Hey, can you help me out?

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I said, yeah, let me come meet you.

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Right.

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This was back in probably, I want to say 96.

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Let me come meet you.

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I'll sit down with you.

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Let's look at it.

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And there's, there's going to be a solution.

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So, his name is Guillermo.

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We fixed his problem.

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We, kept his house.

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We got him financed.

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We got him a, we got him a new mortgage and we saved his house.

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When I met, when I went and met with Guillermo, his D or his granddaughter was sitting there, her name was Sophia.

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Long story short, after we got him up and running, he said, I want to learn about investing in real estate.

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I said, let's go.

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I went over and met them.

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Guess who was still at the table?

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Little Sophie.

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So she's at the table.

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Guillermo and I are talking.

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We discuss how we're going to strategize and get his first investment property.

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He gets his first investment property.

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Mind you, this gentleman worked at us West and that was like a, phone company.

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Yeah.

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And he made like about probably 14 an hour.

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Did not make a lot.

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His wife made about the same, right?

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But then we started talking about residual and investment income.

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So he makes one.

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He wants another year later, we get another, we get another, we get up to, to four plus his primary.

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So he's got five residents.

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Great.

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In the meantime, I move out to Colorado.

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I get a call from his wife, Guillermo passed away.

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He wants you to be his pallbearer at his funeral.

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Talk about impact.

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So when I think about the eye impact, I think about Guillermo.

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You want to know what happened with the daughter?

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She's a real estate agent in Utah.

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So what you say matters and people are watching what you're doing.

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Even if they're not, you don't think they're listening.

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They're paying attention.

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Right.

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And then the T is for team in, in a legit, anything worth creating takes another person.

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I don't want to go on this journey alone.

00:11:11.072 --> 00:11:12.101
I want you to come with me.

00:11:12.162 --> 00:11:13.162
It's lonely at the top.

00:11:13.162 --> 00:11:14.361
If you don't bring people with you.

00:11:14.831 --> 00:11:18.331
And then I look at your social, does your social move me towards you or move me away from you?

00:11:18.491 --> 00:11:19.552
And are you purchased focused?

00:11:20.412 --> 00:11:20.692
Right.

00:11:20.731 --> 00:11:23.557
Cause you see some things in social and you're like, Oh, Okay.

00:11:23.616 --> 00:11:25.336
We all like, listen, I like to have a lot of fun.

00:11:25.596 --> 00:11:26.336
I have a lot of fun.

00:11:26.466 --> 00:11:27.576
You guys don't see all of it.

00:11:27.897 --> 00:11:28.897
You see a little bit of it.

00:11:29.096 --> 00:11:29.976
You don't see all of it.

00:11:30.116 --> 00:11:32.907
I think sometimes too, I should film when I get really frustrated with my kids.

00:11:32.966 --> 00:11:34.817
It's still a good day, but I'm frustrated with my kids.

00:11:35.076 --> 00:11:38.636
I'm like, maybe I should film this so you, so other parents can be like, okay, I'm not that too.

00:11:38.897 --> 00:11:39.697
That's my avatar.

00:11:39.777 --> 00:11:48.206
so when building a team and having the cohesiveness, right, I have over 200, employees here in inside Colorado, Arizona and Utah, I have 27 branches.

00:11:48.706 --> 00:11:49.657
How do I handle it all?

00:11:49.986 --> 00:11:51.057
I hire right.

00:11:51.427 --> 00:11:55.716
I hire as close to, to that avatar is possible every single time.

00:11:55.856 --> 00:11:58.567
It makes my life easy and I don't waver from it.

00:11:59.397 --> 00:12:01.567
So when your question was, is how do you do that?

00:12:01.756 --> 00:12:03.586
It's like, you have to have the cohesiveness.

00:12:03.897 --> 00:12:04.807
And then here's the other thing.

00:12:05.057 --> 00:12:06.017
I'm a visionary.

00:12:06.817 --> 00:12:10.226
Your vision has to be crystal clear of where you want to go.

00:12:10.986 --> 00:12:13.096
And then once you develop the vision.

00:12:13.682 --> 00:12:20.892
You got to get the hell out of the way and let them run with it because they'll do better running with it than you consistently orchestrating it.

00:12:21.282 --> 00:12:25.331
And what I love that, what you just said is to me, that is so key.

00:12:25.341 --> 00:12:27.381
We run our business based on the book traction.

00:12:27.392 --> 00:12:28.471
I don't know if you've heard about that.

00:12:28.471 --> 00:12:28.711
Yeah.

00:12:28.711 --> 00:12:44.902
So to your, yeah, you're the perfect avatar of the visionary, but you have to have those integrators, whether it's a high level COO type of a person, or maybe with, you know, being cross country, being, Quote unquote, corporate, another SVP, but then you have to have your next level of leaders and layer of leaders.

00:12:44.912 --> 00:12:45.902
So no, that's key.

00:12:45.902 --> 00:12:47.542
I just don't think people get that.

00:12:48.201 --> 00:12:51.481
And I think almost the social media culture doesn't personify that.

00:12:51.481 --> 00:12:55.822
It's like, yeah, there's just this one rock star and he or she's driving their Lambo and they're doing this.

00:12:55.871 --> 00:12:58.611
It's like, no, you have to have a team or else you're going to burn out.

00:12:58.831 --> 00:12:59.892
You're not gonna be that successful.

00:12:59.892 --> 00:13:02.341
It's not going to work at least long term in my opinion.

00:13:02.341 --> 00:13:04.261
I have a phenomenal assistant in Alyssa.

00:13:04.302 --> 00:13:05.361
She's not perfect.

00:13:05.422 --> 00:13:05.772
Right.

00:13:06.017 --> 00:13:06.966
But she's damn good.

00:13:06.986 --> 00:13:07.947
And she knows me.

00:13:08.297 --> 00:13:09.917
So when I voice text, don't voice text.

00:13:09.917 --> 00:13:10.947
Cause it never makes any sense.

00:13:10.966 --> 00:13:12.687
She can articulate what I'm talking about.

00:13:12.876 --> 00:13:13.187
Right?

00:13:13.216 --> 00:13:14.767
So people will go, he voice texts me.

00:13:14.767 --> 00:13:15.397
What does this mean?

00:13:15.397 --> 00:13:16.826
And she'll say, Oh, he means this, this and this.

00:13:17.216 --> 00:13:17.386
Yeah.

00:13:17.437 --> 00:13:17.826
Okay.

00:13:18.187 --> 00:13:23.636
But literally you got to have the people around you too, that understand the vision, but want you to win.

00:13:24.096 --> 00:13:24.307
Yeah.

00:13:24.326 --> 00:13:25.427
They want me to win.

00:13:25.761 --> 00:13:29.371
They want to, they want to share the win with me, but they want me to win.

00:13:29.662 --> 00:13:30.131
That's awesome.

00:13:30.241 --> 00:13:31.511
And so that, that makes it fun.

00:13:31.552 --> 00:13:34.131
And so that's, that's like, I think that's the key to it.

00:13:34.451 --> 00:13:36.501
When I look at success, like that's the key.

00:13:36.782 --> 00:13:40.422
And here's the thing I tell my team and some people may like this and some people will not.

00:13:41.072 --> 00:13:43.481
I'm either going to retire you or I'm going to fire you.

00:13:43.662 --> 00:13:44.081
Yeah.

00:13:44.192 --> 00:13:44.831
Choice is yours.

00:13:45.287 --> 00:13:45.927
I like that.

00:13:46.177 --> 00:13:46.647
That's it.

00:13:46.767 --> 00:13:47.767
I'm gonna work my ass off.

00:13:47.817 --> 00:13:49.496
Not just for me, but for you too.

00:13:49.687 --> 00:13:57.096
No, we did a little, we did a little thing, um, for every referral, every transaction we close, it feeds 55 people.

00:13:57.326 --> 00:13:57.736
Cool.

00:13:57.777 --> 00:13:58.246
Okay.

00:13:58.902 --> 00:14:05.721
So that's why a referral, that's why an agent relationship, the business coming in isn't just for me, it's 55 people.

00:14:07.292 --> 00:14:11.792
Alyssa has three kids and has other people that are dependent upon her income.

00:14:12.211 --> 00:14:12.432
Yep.

00:14:12.471 --> 00:14:12.942
That makes sense.

00:14:12.942 --> 00:14:16.361
And so we did that and I'm like, that's the power of a transaction.

00:14:16.417 --> 00:14:16.756
Yeah.

00:14:17.006 --> 00:14:17.427
I love it.

00:14:17.456 --> 00:14:17.826
Yeah.

00:14:18.317 --> 00:14:21.547
So we're going to take a quick break and tell you about the next elevation Academy.

00:14:21.846 --> 00:14:26.116
If you're looking to dive deep into real estate investing, this is definitely the event for you.

00:14:26.527 --> 00:14:35.496
Our Academy features over a hundred step process to help you navigate every single thing from market analysis all the way down to every aspect of project management.

00:14:36.076 --> 00:14:38.907
So this is tailored for both beginners and seasoned investors.

00:14:39.491 --> 00:14:45.442
And our one day intensive training will equip you with the strategies and insights needed to elevate your real estate investing game.

00:14:46.011 --> 00:14:47.412
Spots are definitely limited.

00:14:47.481 --> 00:14:52.662
So click on the link below in the show notes to sign up and transform your approach to real estate investment.

00:14:53.422 --> 00:14:53.682
Okay.

00:14:53.831 --> 00:14:54.861
Let's get back to the episode.

00:14:56.456 --> 00:14:57.317
Give me one more thing.

00:14:57.317 --> 00:15:00.767
And I want to be conscientious of your time because you're off to speak at a really fun event here coming up.

00:15:01.027 --> 00:15:12.407
But maybe since you do deal with so many high level real estate agents and professionals, so whether it's an investor focus agent, kind of like our team or more of a traditional agent, When you're doing deals with people, you're right.

00:15:12.407 --> 00:15:14.307
You and your team only have so much time.

00:15:14.616 --> 00:15:22.017
So give me something that you see with your, a player agents and your partners that you're working with and referring business when you're like, you know what?

00:15:22.017 --> 00:15:24.486
That man or woman or whoever has their shit together.

00:15:24.667 --> 00:15:26.586
What's that agent's number one quality.

00:15:26.586 --> 00:15:30.767
We're like, no wonder that person's got a deal coming to me every single month or whatever else.

00:15:31.136 --> 00:15:32.640
Well, there's a few things.

00:15:32.640 --> 00:15:34.445
So first off time management, right?

00:15:34.445 --> 00:15:36.549
They understand the value of their time.

00:15:36.549 --> 00:15:38.053
The value of their time.

00:15:38.053 --> 00:15:40.985
Isn't calling saying, did you get, did you get the tax returns?

00:15:41.024 --> 00:15:41.335
Right.

00:15:41.544 --> 00:15:45.144
That's a bad lender anyway, because if an agent's calling me for that, we're not doing our job.

00:15:45.144 --> 00:15:45.394
Right.

00:15:45.745 --> 00:15:47.654
You always got to think about anticipatory service, right?

00:15:47.654 --> 00:15:51.375
Being ahead of what the actual situation is and what's going to happen next.

00:15:51.575 --> 00:15:53.904
So number one, I think they're very structured with their time.

00:15:54.455 --> 00:16:01.664
Number two is they're scripted in their listing presentation, their buyer's presentation, their phone calls that they make.

00:16:01.674 --> 00:16:02.985
They're extremely scripted.

00:16:02.995 --> 00:16:05.404
They're very robotic in what they say, how they say it.

00:16:05.404 --> 00:16:09.654
If they, if we watched them go on a listing presentation, they say the same thing every single time.

00:16:09.914 --> 00:16:10.735
There's no winging it.

00:16:11.245 --> 00:16:13.804
I think they see themselves as performers.

00:16:13.804 --> 00:16:14.995
And I taught a class about this.

00:16:14.995 --> 00:16:16.065
I think we're all performers.

00:16:16.065 --> 00:16:22.865
As a matter of fact, if you think about it, we're all performer and your W2 or 1099 tells you the level of performer you are.

00:16:23.355 --> 00:16:25.394
You want to make more money, become a better performer.

00:16:25.884 --> 00:16:28.315
The thing about this, the average actor, right?

00:16:28.315 --> 00:16:33.784
Coming into the industry, it's like theater and in a screen 59, 100 a year.

00:16:34.129 --> 00:16:34.419
Okay.

00:16:34.500 --> 00:16:35.169
Average actor.

00:16:35.179 --> 00:16:39.429
Can you make that in real estate, whether you're flipping, whether you're selling, whatever it is, right?

00:16:39.440 --> 00:16:39.460
Yeah.

00:16:39.710 --> 00:16:40.299
Okay, cool.

00:16:40.740 --> 00:16:46.330
The average, football players, NFL is about to start 795, 000.

00:16:46.429 --> 00:16:47.740
Can you make that in real estate?

00:16:48.659 --> 00:16:49.080
Yes.

00:16:49.389 --> 00:16:50.759
Yes, you can.

00:16:50.759 --> 00:16:51.789
There's people that are doing it.

00:16:51.789 --> 00:16:52.860
You can make it by flipping.

00:16:52.860 --> 00:16:53.929
You can make it by selling.

00:16:53.929 --> 00:16:54.210
Right.

00:16:54.409 --> 00:16:58.620
I've got an individual that's speaking down at this event we're doing here down the street.

00:16:58.980 --> 00:16:59.839
She made 1.

00:16:59.839 --> 00:17:02.379
2 million last year selling real estate.

00:17:02.379 --> 00:17:02.433
Yeah.

00:17:02.605 --> 00:17:02.794
Yeah.

00:17:02.835 --> 00:17:04.164
Not investing, but selling.

00:17:04.194 --> 00:17:05.964
No, she may have invested real estate, but sure.

00:17:06.255 --> 00:17:08.344
And then you think about the MBA, the average 1.

00:17:08.345 --> 00:17:09.275
1 million.

00:17:09.325 --> 00:17:12.174
Can you make that in real estate?

00:17:12.204 --> 00:17:13.055
And the answer is yes.

00:17:13.654 --> 00:17:14.684
You chose real estate.

00:17:14.785 --> 00:17:16.164
I chose, chose mortgage.

00:17:16.619 --> 00:17:17.160
Does that make sense?

00:17:17.279 --> 00:17:17.529
Yeah.

00:17:17.609 --> 00:17:18.809
So we're performers.

00:17:19.009 --> 00:17:19.240
Yep.

00:17:19.319 --> 00:17:24.759
And if we treat it that way, I think that they are very time management scripted, right?

00:17:24.980 --> 00:17:26.900
And they put themselves in the room.

00:17:27.069 --> 00:17:27.329
Yeah.

00:17:27.930 --> 00:17:29.539
They're not thinking about the room.

00:17:29.579 --> 00:17:31.710
They're not thinking, Ooh, what it would be like.

00:17:31.940 --> 00:17:38.470
They're diving in, they're taking action, not, not worried about what the results are going to be, but they're putting themselves in the room.

00:17:38.789 --> 00:17:40.609
All of that leads to consistency.

00:17:40.609 --> 00:17:42.519
Consistency creates credibility.

00:17:42.769 --> 00:17:44.309
Credibility creates commissions.

00:17:44.920 --> 00:17:45.329
Yeah.

00:17:45.549 --> 00:17:45.960
Yeah.

00:17:46.079 --> 00:17:47.339
Well, and there's a few things.

00:17:47.609 --> 00:17:48.638
So first off, time management.

00:17:48.940 --> 00:17:49.230
Right?

00:17:49.359 --> 00:17:49.569
Yeah.

00:17:49.680 --> 00:17:51.859
They understand the value of their time.

00:17:51.859 --> 00:17:55.500
The value of their time isn't calling and saying, did you get, did you get the tax returns?

00:17:55.619 --> 00:17:55.940
Right?

00:17:56.170 --> 00:17:59.380
That's a bad lender anyway, because if an agent calls me for that, we're not doing a job.

00:18:00.289 --> 00:18:02.279
You always got to think about service, right?

00:18:02.279 --> 00:18:04.450
Being ahead of what the actual situation is.

00:18:04.450 --> 00:18:04.740
Yeah.

00:18:04.829 --> 00:18:05.519
And what's going to happen next.

00:18:06.140 --> 00:18:07.839
So number one, I think they're very structured.

00:18:09.089 --> 00:18:10.410
Number two is their script.

00:18:11.359 --> 00:18:11.559
Yeah.

00:18:11.579 --> 00:18:16.269
In their listing presentation, their writer's presentation, their phone calls that they make.

00:18:16.319 --> 00:18:17.440
They're extremely scripted.

00:18:17.690 --> 00:18:18.630
Like a system.

00:18:18.769 --> 00:18:19.190
Very robust.

00:18:19.190 --> 00:18:20.358
Yeah.

00:18:20.359 --> 00:18:21.000
And how do they say it?

00:18:21.900 --> 00:18:24.910
Go on a listing presentation, and they say the same thing every single time.

00:18:25.450 --> 00:18:26.240
There's no winging it.

00:18:26.509 --> 00:18:26.779
Yeah.

00:18:26.859 --> 00:18:29.949
They're, they're, I think they see themselves as programmers.

00:18:30.130 --> 00:18:30.660
Oh, I like that.

00:18:30.720 --> 00:18:30.934
Yeah.

00:18:30.934 --> 00:18:31.150
Right?

00:18:31.170 --> 00:18:32.289
And I, I taught a class about this.

00:18:32.289 --> 00:18:33.049
I think we're all programmers.

00:18:33.049 --> 00:18:35.314
As a matter of fact, if you think about it.

00:18:35.795 --> 00:18:39.734
We're all performer and your W two or nine tells you the level of performer.

00:18:39.734 --> 00:18:41.654
You are, do you want to make more money?

00:18:43.355 --> 00:18:50.055
The thing about this, the average actor and coming into the industry, thought Peter and screen 59, 000.

00:18:51.525 --> 00:18:51.795
Okay.

00:18:52.025 --> 00:18:52.194
Average.

00:18:52.535 --> 00:18:52.795
Yeah.

00:18:52.954 --> 00:18:56.505
Can you make that in monthly, whether you're flipping, whether you're selling, whatever it is, right.

00:18:56.825 --> 00:18:57.045
Yeah.

00:18:57.095 --> 00:18:57.474
Not hard.

00:18:57.714 --> 00:18:57.924
Yep.

00:18:58.115 --> 00:19:02.134
The average, uh, football players and it feels about to start.

00:19:02.134 --> 00:19:04.213
795, 000.

00:19:04.394 --> 00:19:05.615
Can you make that?

00:19:06.855 --> 00:19:07.194
Yes.

00:19:07.244 --> 00:19:07.494
Yeah.

00:19:07.565 --> 00:19:07.994
Yes.

00:19:08.095 --> 00:19:08.355
Yeah.

00:19:08.365 --> 00:19:08.914
You can.

00:19:08.924 --> 00:19:09.954
There's people that are doing it.

00:19:09.984 --> 00:19:11.034
You can make it by cooking.

00:19:11.035 --> 00:19:11.904
You can make it by selling.

00:19:12.105 --> 00:19:12.345
Right.

00:19:12.654 --> 00:19:17.354
I've got, I've got an individual that's speaking down at this, uh, event we're doing here on the street.

00:19:17.354 --> 00:19:17.923
She made 1.

00:19:17.924 --> 00:19:20.795
2 million a year selling real estate.

00:19:21.134 --> 00:19:21.365
Yeah.

00:19:21.434 --> 00:19:22.765
Not investing, but selling.

00:19:22.875 --> 00:19:24.045
No, she may have invested in real estate.

00:19:24.244 --> 00:19:24.525
Sure.

00:19:24.765 --> 00:19:25.144
Hopefully.

00:19:25.144 --> 00:19:26.164
And then you think about the NBA.

00:19:26.765 --> 00:19:26.964
Yeah.

00:19:26.964 --> 00:19:27.913
We're 1.

00:19:27.913 --> 00:19:28.174
1 million.

00:19:28.355 --> 00:19:29.404
Can you make that?

00:19:29.474 --> 00:19:43.674
And if we treat it that way, I think that they all are very, I managed scripted, right.

00:19:43.964 --> 00:19:45.724
And they put themselves in the room.

00:19:46.875 --> 00:19:48.424
They're not thinking about the room.

00:19:48.575 --> 00:19:57.345
They're not thinking, Ooh, what it would be like they're diving in there taking action, not, not worried about what the results are going to be, but they're putting themselves in the room.

00:19:57.744 --> 00:20:04.065
All of that consistency, consistency, creates credibility, credibility, creates commissions.

00:20:04.674 --> 00:20:05.085
Yeah.

00:20:05.315 --> 00:20:13.375
Well, what I love that you said about that is I think the tough thing is we have a saying at elevation and it's actually don't sell on charisma because you can't rinse and repeat charisma.

00:20:13.384 --> 00:20:19.825
You can't have that system that you just talked about and you can't improve it or figure out where's the roadblock or where's the bottleneck or whatever else.

00:20:19.825 --> 00:20:22.095
I think it's tough because in our industry, you're right.

00:20:22.095 --> 00:20:26.914
People, whether they're charismatic or they, have that acting term, like you've talked about that performance term.

00:20:26.934 --> 00:20:32.164
You can't just roll in hot to a listing presentation or to meet with a seller or be an investor and like, great.

00:20:32.164 --> 00:20:36.265
You know, it just, it seems use car salesmen, and I don't love that, but you have to have that system.

00:20:36.265 --> 00:20:37.855
Talent's only going to get you so far.

00:20:37.914 --> 00:20:40.565
The late, great Kobe Bryant said this, and I love this quote.

00:20:40.964 --> 00:20:47.505
I practice in the gym when it is empty, so I can perform in the arena when it's full.

00:20:48.255 --> 00:20:48.865
Perfectly said.

00:20:48.894 --> 00:20:49.174
Right.

00:20:49.384 --> 00:20:54.494
And the problem about our industry, both lending and real estate, they wing it.

00:20:54.644 --> 00:20:54.924
Yeah.

00:20:54.984 --> 00:20:55.714
Way too much.

00:20:56.130 --> 00:20:59.289
And literally you can make a million dollars and wing it.

00:20:59.829 --> 00:21:02.569
Wouldn't you want to make a million dollars year after year after year?

00:21:02.569 --> 00:21:09.269
Would you want to close a transaction month after month, five, six, seven, eight, nine, 10, quit winging it, become more scripted.

00:21:09.835 --> 00:21:11.244
And you'll win more frequently.

00:21:11.384 --> 00:21:11.664
Yeah.

00:21:12.375 --> 00:21:13.035
That's perfect.

00:21:13.414 --> 00:21:13.734
Okay.

00:21:13.734 --> 00:21:18.904
So as we wind down, I want to give you a second to think about maybe just one more thing you want to leave the audience with.

00:21:18.924 --> 00:21:20.285
We've kind of like covered so much.

00:21:20.305 --> 00:21:20.894
We've done so much.

00:21:20.914 --> 00:21:23.305
We're in two freaking episodes, which is exciting.

00:21:23.525 --> 00:21:27.964
But before we get to your parting thoughts, where can people find out more information about you?

00:21:28.234 --> 00:21:29.494
Give them ways to connect with you.

00:21:29.494 --> 00:21:31.134
I want to make sure our folks can engage.

00:21:31.700 --> 00:21:36.509
Well, first off, always on Instagram at Gavin Ekstrom, uh, E K S T R O M.

00:21:36.519 --> 00:21:37.410
You'll find me there.

00:21:37.700 --> 00:21:43.859
And then I have an event coming up in September 19th and 20th in Austin, Texas.

00:21:43.859 --> 00:21:46.180
We did our first event here in Denver, Colorado.

00:21:46.210 --> 00:21:49.109
Now we're taking the show on the road in Austin, Texas.

00:21:49.140 --> 00:21:52.755
I wouldn't be where I am today without mentors and coaches in my life.

00:21:53.105 --> 00:21:55.015
I still have mentors and coaches in my life.

00:21:55.255 --> 00:21:57.365
I still have a trainer that I work with every day.

00:21:57.365 --> 00:21:57.674
Why?

00:21:57.684 --> 00:21:59.644
Because I need those, I need those bumpers.

00:21:59.644 --> 00:22:00.625
I have a financial guy.

00:22:00.674 --> 00:22:01.404
I have a therapist.

00:22:01.565 --> 00:22:02.825
I have a spiritual guy.

00:22:02.825 --> 00:22:04.805
I have all of the things to keep me in line.

00:22:04.805 --> 00:22:06.375
And I have a wife that is right there too.

00:22:06.855 --> 00:22:09.505
But the thing is, is I wouldn't be where I'm at without coaching.

00:22:09.615 --> 00:22:12.325
I'm still at 50 years old being coached.

00:22:13.089 --> 00:22:14.700
So I wouldn't be here where I want.

00:22:14.710 --> 00:22:16.200
I wouldn't have the things that I have.

00:22:16.200 --> 00:22:20.390
I wouldn't have the relationships with my kid if I did my kids and my wife, if I didn't have a coach.

00:22:20.779 --> 00:22:22.859
So we have a coaching program called impact.

00:22:23.220 --> 00:22:28.859
And in Austin, Texas on the 19th and 20th, we're having our impact experience where we'll have Jesse Itzler.

00:22:29.119 --> 00:22:30.299
We'll have Ben Newman.

00:22:30.299 --> 00:22:32.099
We'll have some surprise guests there as well.

00:22:32.099 --> 00:22:36.349
JJ Mazzo, Haley Garcia, Josh Sigmund and myself.

00:22:36.500 --> 00:22:38.569
And then we have some partner coaches that will be coaching there.

00:22:39.269 --> 00:22:41.170
It's a sales organization.

00:22:41.210 --> 00:22:44.079
It's not just for real estate agents and mortgage lenders.

00:22:44.099 --> 00:22:48.220
It's for anybody, entrepreneur, property, flipping business, insurance business.

00:22:48.880 --> 00:22:51.410
We have a guy that's, uh, owns a window company.

00:22:51.410 --> 00:22:53.069
He's sending us the entire C suite.

00:22:53.430 --> 00:23:00.940
It's for entrepreneurs that want to get in the room with like minded people to go do great things together.

00:23:01.119 --> 00:23:05.160
And so as we're coaching, as we're mentoring through this, It's through this event.

00:23:05.400 --> 00:23:08.730
The idea too is to build a great networking group.

00:23:09.089 --> 00:23:13.349
So now you have your third party vendors in other states or the relationships in other states.

00:23:13.349 --> 00:23:16.190
And here's, I'll tell you, coaching works for three reasons.

00:23:16.190 --> 00:23:17.319
Number one is accountability.

00:23:17.319 --> 00:23:18.220
We all know that, right?

00:23:18.529 --> 00:23:19.640
Number two is competition.

00:23:19.640 --> 00:23:20.609
It's fun to compete.

00:23:20.759 --> 00:23:23.410
But the most important thing about coaching is the camaraderie.

00:23:23.750 --> 00:23:30.440
It's a brother and sisterhood like no other, no different than that brother and sisterhood that you tend to learn in college.

00:23:31.190 --> 00:23:35.009
So it's the same, same, so we're super excited about it.

00:23:35.009 --> 00:23:35.890
We'd love to see you there.

00:23:35.890 --> 00:23:37.390
We'd love to see your audience there.

00:23:37.559 --> 00:23:38.509
Impact your life.

00:23:38.779 --> 00:23:40.289
com is the website.

00:23:40.299 --> 00:23:42.549
They can take a look at it and see what it's all about.

00:23:42.549 --> 00:23:45.900
And we'd be honored to have any one of your members go there.

00:23:46.099 --> 00:23:48.750
As a matter of fact, I'll set up a impact 10.

00:23:48.789 --> 00:23:51.140
I M P A C T the number 10.

00:23:51.390 --> 00:23:53.190
We'll give them 10 percent off their ticket price.

00:23:53.190 --> 00:23:53.469
Cool.

00:23:53.469 --> 00:23:54.027
so much.

00:23:54.027 --> 00:23:56.123
We will definitely, we'll put that in the show notes.

00:23:56.123 --> 00:23:57.823
We'll make sure and put that in front of our community.

00:23:57.853 --> 00:24:01.143
Cause that's what I love is sales is so important.

00:24:01.173 --> 00:24:11.053
And it's funny because this is dating me obviously, but when I was in school, you only had the option to do a marketing degree and accounting degree, a finance degree or management degree.

00:24:11.053 --> 00:24:11.073
Right.

00:24:11.393 --> 00:24:19.192
But you have to sell shit like whether it was, I joke where I used to run long, long ago, back in the day, used to run GNC stores.

00:24:19.673 --> 00:24:25.633
And I joked that I bought my wife's wedding ring, one nutritional product at a time because we made commissions.

00:24:25.903 --> 00:24:28.613
Like if you're good at selling stuff, it doesn't matter what you're doing.

00:24:28.863 --> 00:24:35.012
So whether my kids are out selling babysitting services or lawn mowing services or whatever else you're right, sales is so key.

00:24:35.153 --> 00:24:46.617
And that's something that It can be made more efficient with AI and there's great technology behind it, but sitting in our world in grandma and grandpa's living room and learning about their problems and diagnosing and troubleshooting it.

00:24:46.807 --> 00:24:49.268
That's something that will never, never be replaced.

00:24:49.278 --> 00:24:54.387
So I would say you guys, my community definitely check out Gavin's community as well.

00:24:54.397 --> 00:24:56.327
That sales component is so important.

00:24:56.357 --> 00:24:57.298
So yeah, we'll get them hooked up.

00:24:57.982 --> 00:25:02.192
We all deal with the same thing, lead acquisition, lead conversion and the people part, right?

00:25:02.403 --> 00:25:10.452
So if we can fix that, and then we can dive into the money aspect, creating wealth, the spiritual aspect of it, and then also just having it.

00:25:10.663 --> 00:25:11.653
You know, we talk about balance.

00:25:11.682 --> 00:25:12.972
I'm, as I said, I'm unbalanced.

00:25:12.982 --> 00:25:14.313
Most people should be balanced, not me.

00:25:14.583 --> 00:25:18.093
But we talk about how do we, how do we feel that balance?

00:25:18.093 --> 00:25:19.212
How do we make that happen?

00:25:19.212 --> 00:25:23.343
Because the worst thing is, so I asked my owner the other day, he's a billionaire, right?

00:25:23.353 --> 00:25:26.093
And so I said, Hey, what's the difference between a billionaire and a millionaire?

00:25:26.353 --> 00:25:29.462
And I wanted this like mindset thing, leverage.

00:25:29.972 --> 00:25:31.573
He said, it's leverage, right?

00:25:31.903 --> 00:25:37.932
And then he sent me a message after this, he sent me this text just so you know, money doesn't buy you happiness.

00:25:38.472 --> 00:25:38.893
Oh, cool.

00:25:39.403 --> 00:25:39.653
Yeah.

00:25:39.762 --> 00:25:40.012
Yeah.

00:25:40.042 --> 00:25:41.502
So I reached out to him like, you okay, buddy?

00:25:41.502 --> 00:25:45.663
He's like, yeah, but I want you to remember when you're speaking about that, it's not all about money.

00:25:45.893 --> 00:25:46.083
Yeah.

00:25:46.192 --> 00:25:46.502
Right.

00:25:46.502 --> 00:25:48.442
Yeah, I think that's so good.

00:25:48.442 --> 00:25:53.262
And I think we're going to maybe kind of part on that one, which is everybody rewind that, listen to that.

00:25:53.292 --> 00:25:58.782
A billionaire is talking a bit about the difference between himself and a millionaire or herself and a millionaire.

00:25:58.803 --> 00:25:59.863
And it's about leverage.

00:25:59.903 --> 00:26:01.633
I don't think that could be any better said.

00:26:01.633 --> 00:26:03.522
So Gavin, I hope you'll come back.

00:26:03.532 --> 00:26:05.022
I would love to have you as another guest.

00:26:05.542 --> 00:26:07.383
Thank you for being here and we'll catch you on the flip side.

00:26:07.383 --> 00:26:07.893
Appreciate you.

00:26:08.042 --> 00:26:08.353
Thanks.

00:26:08.353 --> 00:26:11.383
Thanks for tuning into this week's episode of raising the flipping bar.

00:26:11.762 --> 00:26:25.073
If you found value in our insights and stories, let's keep the conversation going, connect with me on social media, and be sure to share this episode with friends or colleagues who might benefit your feedback and reviews, help us grow and reach more listeners like you.

00:26:25.452 --> 00:26:28.603
So please, if you enjoyed this episode, leave us a review.

00:26:29.432 --> 00:26:32.363
Thanks again to the elevation Academy for sponsoring today's show.

00:26:32.962 --> 00:26:36.272
If you're interested in learning more, click the link in the show notes below.

00:26:36.782 --> 00:26:38.222
And remember every property.

00:26:38.282 --> 00:26:39.002
Tells a story.

00:26:39.353 --> 00:26:40.643
Every deal brings a lesson.

00:26:41.212 --> 00:26:44.002
Keep reaching for those goals and we'll catch you on the flip side.

00:26:46.768 --> 00:26:47.347
Hey everybody.

00:26:47.367 --> 00:26:50.567
Thank you so much for listening and watching raising a flipping bar.

00:26:50.877 --> 00:26:56.218
Just a basic overall disclaimer is that a, this is not legal advice.

00:26:56.417 --> 00:26:57.827
B, this is not tax advice.

00:26:57.827 --> 00:26:59.567
See, this is not financial advice.

00:26:59.938 --> 00:27:03.617
I hope you get the gist, but I'm obviously not a lawyer, not a CPA.

00:27:03.758 --> 00:27:08.298
Hell I'm not even a real estate agent actually, but in general, we hope you get a ton of value out of this, but there is a bit of a disclaimer.

00:27:08.298 --> 00:27:11.857
Please consult a professional if you have any questions whatsoever.

00:27:11.907 --> 00:27:12.557
Thanks for tuning in.