Global Real Estate Visionary ft. Aaron Dodson | Coffeez for Closers with Joe Shalaby Ep. 55

24:37And my wife actually asked me a few months ago, she goes, when will you stop? And I said, the day everybody starts doing everything we ask them to do is the day that I'll stop. So she read that really loud and clear as to exactly what that meant. Never happened, honey. Never going to happen. Never. And I just love it, Joe. I mean, I've thought about it, but boredom's horrible for me. I've got to keep the brain working, and I think it keeps you young, it keeps you alive, keeps you sharp. Because you come back from F45 fired up. If you come back fired up, what are you going to go do? I'm a very addictive person too and I'm into something I'm into it it's like it's it's pretty full-on so yeah you know it's so great this show like I come and I sit down with like all the leaders of industry all the best of the best entrepreneurs and you know the conversations are always stirred in that direction like they're just driven money doesn't drive them they don't care about money they want to win they want to help others they want to succeed they want you know their their satisfaction and joy is in helping others win yeah and you'll always find your people.

25:33I think, you know, those that are driven by money, I think the tenure of doing that is very short lived, you get one loss, one win, and you know, you end up being where you are. But I think if you're always doing the right thing, you're doing the right thing by people, your success is inevitable. Like if you're doing the right thing, you're being honest, you're getting up every day doing exactly what you know, you know, you need to do, you're going to get what you deserve. And I think, I still don't think I'm finished. I still think there's bigger things around the corner, there's still greater opportunities, and there's still things to learn.

25:58Our industry is always evolving, it's always changing. And I think for me, it came down to the point is I wanted to have some sort of legacy at the end of it. I wanted something that my grandkids would look back on and go, that was my grandfather, you know, and be proud of it. And I still don't think I'm done. I still haven't done it yet. So what do you think, what is the ideal legacy that you want to be remembered for? Changing the perception of this industry. I think, you know, it's always this, you know, you've either got to be a social media person or you've got to be an old school type of thing.

26:24I think it's really about showing anybody that doesn't matter what they do. If you actually, number one, believe in who you are and what you're good at, that anybody can create a lifestyle that they want because it's a lot of people go I just don't have the money or I don't have the ability to go on social media I don't have the ability to do that or I don't have a network of people I started in a country where I didn't even know my neighbor and within a year I mean I made a million dollars in my first 12 months in selling real estate because my whole focus was just meeting people it wasn't about you know I had no network I didn't have anybody so for me it's just showing people that there's always a way to be successful and I think it's it's eliminating the excuses I mean that's why we created the company sell well because I think anybody can do it I don't believe there's a single person that can't be a successful salesperson if they actually understand what they're truly good at that's what i was going to ask you next net now a lot of people are like what is sell because sell well is not a real estate company no and it's not a traditional coaching kind of platform so explain to the crowd what is so because it's it was a hobby for you this was just fun and i always credit my wife for this and and you know i've got a couple of companies and we've got a consultancy group where generally I've been working exclusively with really high-performing realtors and lenders and generally that threshold was about$100 million and that's not because it's a good place to work.

27:38It was just that was when the business strategy starts to become a problem. That's all of a sudden when you start losing control of your life, that sort of money because of the hours and the things that you've got to do. And so the consultancy part of it was that was my retirement plan. I was going to do this. I had a select group of clients that I was working with and I've had clients with me for nearly a decade now. So I've had these really great relationships with people that have really helped grow their business. And my wife got up one day and said, you know what's wrong with this industry and the real estate industry specifically was that there's all these great people that are getting into this business and they're doing it to provide better lives for their families.

28:10And their options are probably two things. Go and find a coach that's never sold real estate, pay them 1500 bucks a month and see if they can show you how to do it. We'll go get every dollar that you've gotten invested in lead gen, which is not going to work. And that's their starting point to real estate. And she said, there's got to be a better way to do it. So we created SellWell, which was basically everything that I did in my business. And we just basically handed it to them on a plate. They paid for it and off they went and did their own thing. And what we realized was people weren't really looking for the what to do.

28:38And I think that's what our industry is riddled with. Here's what you should do every day, but nobody's shown them how to do it. So we developed this whole thing around the how-to part. I know it's hard to make your phone calls, but here's how you're actually going to go about doing it. Here's a way of actually making it work for you. and then we surveyed all our realtors about two or three years ago and said like what are you actually going to need for the next you know foreseeable future 12 24 months what do you think you need more than anything and we thought they were going to be looking for lead gen you know all the you know the typical things and the bulk of the people came back and said they wanted leadership and support and it wasn't stuff and it wasn't products and we're in this era now where we've got all these you know these sort of 100 places and you know you just fly on your own you're all remote you don't have to go anywhere so that culture and production was kind of getting lost and so we realized we needed to make a change and so sell well is now called the club sell well which is a coaching club we do live calls we have all sorts of you know we have wealth managers coming in we talk them all about you know human nature um you know human intelligence body language all sorts of things to actually understand how the client works along with all the coaching in every single thing i did in my business we have a full marketing department so and that's not that as a as a monetary thing that was more because that's the biggest time waster in people's business sitting down trying to develop things it was more about getting people out in front of it and then all of a sudden it just grew into this community of people supporting and helping each other and we've got quite a few thousand agents going through it at the moment 6 ,500 or so and it's just been one hell of a lot of fun Joe because I think it was like we get so focused on the what where everybody knows what they should do every day but sometimes the how part changes everything yeah you could preach until you're blue in the face nobody's knows they're gonna make an hour with the phone calls every day but how do you do it if you hate doing it that's the part that people don't do it.

30:18And so then they go learn scripts. I mean, we're adults. If you have to know what to say to somebody when you're having a conversation, before you have the conversation, you're dead in the water before you get started. I still swear I've got the greatest script in the world. It's say hello and shut the hell up. Because the conversation starts then, right? And you get a response, you've got something to interact with. But if all you're doing is firing out 15 different things to somebody, you don't even give them a chance to think or respond. And so we're just teaching people how to be better at who they are and what they do.

30:43i mean we've had best script ever say hello shut up just let him respond the conversation starts but we had you know and this is probably the proudest thing that we've we've had since our world was founded was we in 2022 we had 50 agents 52 i think um in their first 12 months in the real estate industry and all of those agents the 52 of them did above 50 transactions in their first 12 months and that's for me was what real success is this is somebody you know creating a bit of lifestyle, creating a financial future for themselves. And you know what? It was just doing things the hard way. Learning what worked for them, building a business around them.

31:19Because I don't think any one person can replicate somebody else. I mean, I know people could try and replicate what I did, but they're not me. They don't have my personality. And so it's something that we've always focused on as every single one of those realtors is different. They need something different. We need to be able to build businesses around the individual because we have that one unique talent, which is just to be the best versions of us. And so if we can create that, anything's possible i love that i love that so you know you've created this incredible community now um what do you think like what do you think the biggest source of inspiration for you developing this community like what what was it that made me made you go and your aha moment like i'm gonna do this because it's it's there's nothing like sell well in the country yeah and i think it was the response from people wanting support and and and you know you know needing some help and some leadership and some support and I think that was really the real eye-opener for me because I mean we could have gone down the same route as everybody else and just had an online coaching program which just fed stuff out and you go at your own pace and not really caring about what the results but you know when we sort of start talking to people and they start we just need somebody to help me on a bad day and you know I just need somebody to give me some guidance and some leadership and if people had the availability to get that on a very regular basis there'd be a lot less traumatic results in this industry and I think that really just sort of brought me back to my roots or what I was really passionate about running my real estate brokerage was just helping people get to the next level.

32:43And, you know, it really came down to just giving people a safe place to go, like a place where they could go and they could open up about things they were struggling with and get some really good, honest feedback on how to get to the right results. They wanted the truth. So with all the success you've seen and the transition to sell well, like what sort of additional changes do you foresee in the, in the real estate sector and the mortgage sector in the entire, you know, real estate financial sector. The biggest change that I think we'll see, and this is something that I, you know, I've seen this a little bit in Australia, South Africa, and a few of the other countries, is the entry level to be in the industry, I think is going to get elevated.

33:21I think it's not going to be quite as easy to become a realtor. And I think that's a necessary thing. I think it needs to get to a point where there needs to be a little bit more involved in it. And I was going to have my kids all take their real estate exam as soon as they take their driver's license. I'm going to do it pretty quickly. That could take some time. honestly the quality of the industry is going to change because i mean we you know we've got you know nair 1.5 million plus members right now probably 70 of those are part-timers i mean the average income for a realtor in the u.s is less than 30 grand i believe at the moment and that tells you something i mean that says a lot i thought it was less than actually 30 grand because i i a couple of years ago it was 22 and it's so it's it's it's people doing those one or two deals a year and you know people are going well this is really really tough on us but most people got their license because they had a friend or a family member that wanted to buy a home and they could see an easy amount of commission.

34:07That sort of thing will disappear and you'll actually be looking for someone who can actually provide true value. Your team will no longer be real estate and mortgage. I think the real estate and mortgage business is going to get a lot tighter, a lot closer, and you're going to get a lot more particular about who you deal with. It won't just be a feast or a famine. We won't be doing these like anybody come work with us. It'll be a job interview. Like if I'm going to invest in you and I'm going to work with you, I'm going to want to know what's coming to the table. So I can see those partnerships changing dramatically.

34:33I can just see the elevation of the industry as a whole changing. The next six months to a year could be a little bumpy though. I mean, as people start to settle into the new changes, and I think the biggest trouble we've got for the next six months is just the lack of the correct information. I mean, we've got everybody freaking out at the moment about the early release of what the new rules and things are going to be. And the reality of it is our industry hasn't changed. I mean, the only thing that's really changing is you can't promote how much you're paying and you're going to have to have somebody in a buyer broker agreement if you're working with them, which is actually fundamentally how your business should have run in the first place.

35:04So we're just going to be held a lot more accountable to doing the right thing. And it has needed a change for a long time. Has needed a change. That's good to hear. It's good to hear from someone like you with your reputation. Now, just to like really outline it for LOs listening to this and who are watching live, what kind of opportunity do you think that this is going to present to a loan officer? You know, true value. I think there's a lot of loan officers out there that have gotten into that framework of it's all about price. It's all about who's got the lowest interest rates. And that's a portion of it.

35:35But I think it's now going to come down to value. It's who's going to sit beside me and support me and actually help me grow my business. I think this is the greatest opportunity for a loan officer that this industry has seen in a decade. Rewind, rewind, rewind. He just said this is the greatest opportunity a loan officer has seen in a decade. You heard that here on Coffees for Closers first. Well, you think about how many loan officers are paying for leads, paying for Zillow leads, paying for lunches at offices. They go in there, they come back, they're all frustrated that not a single one of them talked to them.

36:03And that's very lowball activities. It's going to come down to now, who's the loan officer who's prepared to invest in growing a relationship? You imagine sitting down with a realtor right now, not saying, hey, can I pay for some leads or do some marketing? Say, look, if you're really serious about growing your business and you really want to add some more volume to it, go after some listings, I think I've got an opportunity. Would you like to sit down with me and let me show you how I can actually help you grow your business. Who's not going to sit down and talk to you? The only people that are going to talk to you in the real estate business that want you to pay for leads are the realtors not doing any business.

36:32Because the realtor that's doing the business does not need you to pay for leads. He wants you to help you grow your business. So it's going to force us into dealing with the right people. The one thing I will tell everybody, and this is going to be a point of opinion, is the listing agent is the lender's goldmine. And I know for years it hasn't been. We think there's an LO. We go straight after the buyer's agent that's dealing direct with the consumer, the biggest change that's going to happen is that there's going to be a major portion of our sales are going to be direct with the listing agent.

36:57And the LOs that have the relationships of strength of the listing agents are going to get a lot more value. You think about 50 people showing up to an open home, underrepresented by a buyer, buyer's agent. Who are they going to? Because that listing agent ain't chasing those people, he's trying to find the one person who wants to buy it. My open home process was this, Joe, when I did an open home, I had 50 people come through, the very first person that called them was my lender. You just reach out and say, hey, part of Aaron's process, just met him in an open home. I handle the financial aspect of his business, just want to reach out, see if you had any questions about mortgages, if there's anything I can help you with.

37:30His conversion ratio in that process was 25 % because there's not another lender doing the same thing. The value of the listing agent and the lender is going to be the most valuable thing in your business. And you imagine having five listing agents that were doing five to 10 deals a month. How many people do you think are going through those opens on the weekend without market the way it is right now? that lead volume you cannot buy online and they're all high quality qualified thinking about buying it or thinking about selling it but most of my clients even when they were doing refinances homes that i'd sold for people they were still connecting with my lender my lending relationship was a lifetime thing my past clients future clients everybody you know all my past clients when the rates would come down who do you think they went through for a refi yeah it was to him because that relationship was so important now we do specialize on the listing side that's something and we're very, very open about it so well is we do help buyers agents, but we help them become listing agents.

38:22And I've been waiting for this for a long time because the listing is the strength of the business. It's the thing that I know better than anything. And showing people how to become listing agents is the most powerful thing. And now that you have to be a listing agent to secure security of your paycheck, but we're also one of the very few companies, I can't name another one, that actually teaches realtors how to understand the value of the lending relationship. Because whereas before it's like, I mean, I spoke to somebody the other day. This is very true for any lenders on the phone. Listen to this one.

38:49So I spoke to a realtor and I said, one of the clients that I was working with who was a lender, and she goes, I really like what he's got to offer, so I'm going to put him on my roster. And I go, okay, you've got my attention. Explain this roster thing then. She goes, well, I've got five lenders on a roster. I've gone, okay, and what do they do for you? She goes, nothing. I said, well, how many deals did you do last? She goes, three. And I've gone, so you've got five lenders on a roster for the three deals. I said, why would you even expect anything value from them? I said, why would you not have one and expect them to do everything and actually help them grow your business?

39:19And it was like this whole shock on her face going, well, the more lenders I've got, the more opportunities. I said, but the opportunity has got to work both ways. You know, a great partnership is two people adding value to the relationship, not somebody that, and I would guarantee you that all five of those lenders made about 10 times the amount of money that that realtor did. And it's the lenders groveling around trying to get that one realtor's business. It's like one guy having five girlfriends. Well, you're not going to have a very good relationship with any of them. I said, it's kind of like asking your last five girlfriends to go out on a date just so you can reminisce about past things.

39:50But I mean, it's just changing the dynamic of it. And it was like, and I'm glad that I did that in an open forum because there was, there was a, the room was full of real. It's an aha moment for all realtors who think they all, by the way, think like that. They don't realize that the value of the relationship is reciprocated and that lender is going to grind for you if you know how to monetize, but they don't listen to the lender. You've got to give the lender the opportunity to help you grow. And this is where the challenge I think most people think the lender's value is at the time of the transaction.

40:16I don't think that's completely false. My lender was always available at the time of the transaction, but where my lender was the most amount of value was my database, my follow-up, all the communication. And I would reach out to everybody in my database and say, hey, look, now that you're in my network, it does give you some pretty cool privileges. And one of those is you get to have direct access with the person who handles all the financial part of my business. I'd never use the word lender because everybody's got a lender. Now, when I give it some sort of stability of saying he handles that financial part of it, and I'd always say to him, look, if you need some advice, a second opinion, just somebody to bounce an idea off when it comes to the financial part of your home, your mortgage, anything that you're trying to do in the future, he's your go-to guy because I trust him with my own personal stuff.

40:55And he was talking to everybody in my database. My database was huge, and he was generating so much business from that. But what I discovered from it is that most people start thinking about what their financial commitments are before they decide to buy. And now a realtor's getting involved way too late. So my business grew because I was actually in communication with what they were trying to do probably three to six months before anybody else was there because of what my lender was doing. Because it's way easier to go, well, if I refinance, where would I go? Or if I sold, do I get out of the capital gains bracket?

41:24Those aren't questions that me as a realtor should be answering. They should be done by my financial partner in my business. But you actually have to show realtors how to do that. And I always love it for this one reason, that the immediate objection for a realtor is, I've already got a realtor, I don't need you. That's how they get rid of you. But for a lender, they go, I'm not a buyer, I'm a seller. And that's exactly what I wanted to hear. So every time my lender would call the open home leads, they go, sorry, it's okay, we're actually a seller, we're not a buyer. So at the end of the day, I get a list of every single person that I met that was a seller that had lied to me in the face, standing in the open home.

41:57And people just don't understand the power of having those relationships. I would meet with them three times a week. We'd go through the database, talk about everybody we'd communicated with, Who was the next person possibly ready to do a deal? And it was the most powerful relationship in my business. Now, I will say this, and this gets people a little bit off. I was averaging about 700-odd transactions a year. I had one team member. I did not have 15 buyer's agents. I had myself and my assistant. He was the equivalent of five people, just so you know. But we did have a marketing team in the office, and they handled that for everybody else.

42:26But it was process-driven. Everything was so systematic. The minute we met somebody, client profiling starts. They go into the specific type of database. Communication plans are set up. The minute the property closed, same, same, same, all the way through. And there was a place for everybody to go. It was my smoothest business ever because it had to be refined to fit into those timeframes. You don't need a team of 50 people. You need some good people. Now, I had my marketing, but when I say I had two people on my team, my lender was critical. He was doing the same work as what probably two or three buyers agents would do.

42:56My title, my escrow, my marketing team in the office. It's like, it's so easy to run a really, really effective business if you actually sort of start opening your mind to different ways to do things. Toyed with it for a lot of years and got really, really good at it. You're a brilliant guy. You're going to, you know, you're going to help lead a lot of our loan officers to the light to navigate how to really take advantage of all the new opportunities that are going to be presented in the new real estate landscape because the doomsdayers, I'm stoked. The doomsdayers are going to exit. yeah i think it needed to happen i think that you know like i said i was telling you earlier i mean the last 48 hours i've probably spoken to the best part of maybe three three and a half thousand agents and then there's a real divide in the middle the ones that are still worried about the problem um you know our first solution session starts tomorrow because i mean i think that the problem's always been here the solution is what we need to be focused on and we've always had the solution for it because it was always coming it was always going to happen you know all of my listing agents are calling me now going man we're so far ahead of this thing this is incredible i we don't even have to worry about it.

44:00It's because we've been working on it for months. At some point it was going to happen, but even if it didn't happen, it's still the necessary way to run your business. We should always have a better relationship with our lender. It's the person getting the money to buy the home. Without that happening, it doesn't happen. My list to close ratio, my ratio to fall out of escrow was minimal compared to anybody else's because of the prep work we put in leading up to it. That's the right lending relationship. Those are the things that people really need to be educated on so they can understand the power of how that works.

44:30And it changes everything. Everything's so quick, so quick. And it's beneficial for both sides. This is awesome. This is awesome content. And I think that, you know, our loan officers and the loan officers listening to the show today just need to get ahead of it. They need to really understand how to bring value to those agents, how to create deep, meaningful relationships. And I know that's something that SellWell does and SellWell does it very well you guys are the best in class in doing it and you know i'm excited for tomorrow's mastermind session where we're going to have you know a lucky winner to do an event with sell well and just to start to capitalize and monetize and understand the prominence and building these relationships um i have a couple last questions um and uh you know they're basically kind of about you now uh now we're not going to talk about business um so what do you do uh to unwind and kind of like slow your brain down you're at this you're going a million miles an hour you're just like me so what do you do to relax unwind i've actually got really really good at if you'd asked me that question about five years ago i'd probably be being very honest i'd say i don't know how to do it you know like and i think you've got to teach yourself to turn off i i i always remember one of the best bits of advice i've ever got is i'm a perpetual learner i'm always trying to you know I'm always studying things.

45:47I'm always trying to work out how things work. And I was always reading motivational books and different things and different business strategies. And one of my mentors said, you've got to tune out. Like, you've got to start reading some crap. You start getting into some fantasy stuff or something like that, you know, some sci-fi things. You've got to try and shut your brain down. So, you know, for me, when I've taught myself now, when I'm out, I'm out. I turn off. And I have to do it for the respect of my family. But five years ago, I couldn't. I go to saunas. I mean, I'm a big fan of Perspire Sauna.

46:14you'll find me most afternoons 5 30 6 o 'clock I'll go down there for 40 minutes and it's just a heat just so you'll find your thing you know I think people they look at it very very different but when I was in business I can actually give you a really good tip and I and I we always talk about planning and growth and one of the best strategies that I've ever employed with my people is how you end your day is way more important than how you start it and so my most critical appointment when I was selling real estate so this is when I couldn't turn my brain off was at 5.30, 6 o 'clock every day, I go back to my calendar, and this is the most important appointment.

46:46I make my calendar actual, so I put everything in my calendar that I've done. And when I say in the calendar that I've done, if I had an hour appointment from 10 to 11, and it went to 11.30, I change it. When I look at my calendar, it's got to be exactly what I've done for that day. And then I look at everything that I've done and go, right, how do I shorten everything? Like, why did that appointment run over? What happened there? Why did that work? And I call that my time thief. How do I go back and steal 15 minutes from everything that's happen in my day or why did it run over and so every day I was constantly improving I'd take all my emails file them where they needed to go I'd take every note put it in my calendar you know put all my database away and I'd make sure that my inbox was empty because if my inbox wasn't empty I'd be waking up thinking about all my emails and all I wanted to do was wake up in the morning and just deal with today business and so once I started bringing that in it gave me the ability to try and wind down because closure is very important I think most of us get to the end of the day go oh, thank God that's over.

47:36And we start again tomorrow. Like you've got to end it. You've got to finish it right. Like follow up your calls, do everything you need to do and have a definite sort of turnoff. But now for me, come six o 'clock, you know, 5.30, six o 'clock, I'm going to make purposely shut down. I'll go for a sauna. I'll go for a walk with a wife. I'll walk the dog. I'm doing everything I can. Getting outside is a big part of it as well. Like getting a bit of fresh air and doing things like that. But I like variety. I like to do something different every day. But I think you've just got to get out of your own environment.

48:04Like sitting in your office, just got to get up and keep moving. But I'm very good at it now though, Joe. I've got a very great way of just turning off going like tomorrow's another day, let's deal with it tomorrow. But I've also learned the hard lessons of what happens when you don't. For me, when I wasn't turning off, I wasn't sleeping. And I'd be waking up at two o 'clock in the morning, oh, forgot to do that. There's always those aha moments or those things that you forget. And so what I realized, if I wasn't finishing my day right, my day would never finish. And I'd get up in the next day, I'd be tired, I'd be worn out, and I just wasn't producing the right results.

48:33So just teaching myself to finish the day right was really, really important. And that's given me that luxury now that when I'm done, I'm done. I just know that if I turn off, that the people that I deal with first thing in the morning are going to get a way better version of me. And that's the respectful thing that we've got to do. The most disrespectful thing we can do as entrepreneurs is give people a lesser version of who we are. And I don't care how busy or how tired you are. If you don't show up giving me 100%, you're not getting my business. And that's just always been a philosophy for me.

48:57If I don't give you the best version of me, then there's a pretty good chance we won't do business together that's excellent excellent advice excellent advice and i'm going to take a piece of that advice for myself now i um two last questions and this this next question actually is a three-prong question it's just about your goals what's a personal goal that you have for yourself what's a family goal that you have for your family and what's a business goal that you have for selva interesting when i'll answer the last one first is because i get asked that all the time is the business goal for selva i like the fact that i don't have one because i still think that story's yet to be written, you know, because, you know, it started as something to solve a problem.

49:37It solved that problem. There's always going to be more problems as we come along. You know, I think for me, I just, at the end of the day, I don't want it to be the greatest or the biggest coaching company in the country. I'm not interested in that. I just want it to be a place where people feel safe and it grows their business, leaves a legacy. And I just, I still think that story has got to be written, but personal goals, you know, I'm kind of where I really dreamed I would be. Like I've got a beautiful wife. I've got great kids. I've got two wonderful daughters. I've got three grandkids. You know, my oldest grandson's just turned five.

50:05I've got twins. You know, they're starting to go off to school. You know, we built a new home about three or four years ago. I'm in that stage of my life now when I wake up, I feel pretty proud of where I'm at. I've never been a very materialistic person. I'm a comfort person. Like when I get up every day, I know I'm home. And doing what I've done for the last, you know, 15 odd years, I've never really had that feeling of being at home because I was always in a different country. It was a hotel. So personal life, I'm at that level. For my family, it's to never ever, my grandkids and my daughters, it's to never have them want something ever again.

50:38I started buying homes for them when I was in real estate so that they'd never have to work when they got a little older. I shouldn't say that. It was more about making sure that they didn't have to go through that financial struggle. I'm not a person that sort of gifts a lot of things to my kids. I make them work for it. But setting them up to a point where they don't have to go through the struggles that I went through. And now that they're starting to have kids, that sort of extension is getting a little longer. I thought I was doing it for two daughters. Now I've got two, three grandkids I've got to do it for as well.

51:03So, and just leaving that legacy, you know, I think just having them not go through that pain of growth and learning is going to be a pretty cool thing. So. Yeah. Yeah. But there's also that balance. Like we want to make sure that they have that same grit that we have. So how are you instilling that same grit mentality that you have in your kids? because I'm sure your kids are real successful. And how did you instill that work ethic in them? I was lucky. My kids were a lot like me. So I think they're both very nutritious. They'll get into anything. They don't have a lot of fear. My oldest is especially like me where she'll just go at anything.

51:37But I mean, her goal was to, she always wanted to be a mom and she's met the most incredible husband. He's got his own business. So I'm actually having a lot more impact on her husband than I am on my daughter. I mean, she's doing an incredible job as a mom, but she's married an incredible young man he's grown a great business so for me that's kind of where I've shifted that focus is helping him grow something that he's going to be super proud of my youngest is the artistic one she's still being 21 and living her life so we all know what that's going to be like she'll find her way eventually but you know like I think they you know they're all going to find their path and I think as long as they're happy and I'm not one of those people that's going to say you need to be successful you need to go get a degree you need to go do that you need to do something that makes you passionate and keeps you happy and as long as they do that they're always going to be really really successful and i think that's and i'm seeing that with them now they're both finding their feet they've got their sort of you know natural paths to where they're going and um it's pretty cool to watch makes you very proud yeah that's awesome yeah raising good kids that's all we as fathers can want you know they're right it's like it's it's those moments where you sit back and go like i've done some pretty good things here with my kids i mean you go through those things i mean when they were teenagers i would have sold them if somebody would have bought them they're a nightmare but as they got older they got yeah and you just you just love them to death and you just it's like anything but i also learned that if i try to prevent them from making mistakes they never learn the lesson and i'm a big believer in so give it a shot and we'll help you solve the issue if it comes about you know you've got to give them some guidance and they've been pretty good at picking themselves back up when things don't go right you know buying homes and things like that you'll bail but they need to go through that experience to actually learn so it wasn't about making them pay it was more about making them learn the exercise and you They've been lucky enough to buy two or three homes now, and they're building quite a nice little platform for themselves.

53:18So it's been really good. Good for them. Good for them. And that's what, you know, I love getting parenting advice from dads that walk the walk. So one last question, and we adjourn here, and I ask this to everybody. When you're in front of the pearly gates, what do you think God's going to tell you? He's going to give me a high five. That's awesome. You walk in. Yeah. That's what I wanted to hear. That's what I wanted to hear. He's going to give me a good job, brother. Get in here. that's that's and you've been a blessing to have on the show it's been so much fun to have you i hope everybody learned so much aaron hodson one of the most brilliant minds in the real estate space direct to you giving you some incredible nuggets thank you guys for watching us live you'll see this very soon god bless you aaron pleasure being here thank you

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