Open The Gate
Breaking down Sacramento Real Estate: Our Favorite People, Places and Mindsets
Open The Gate
EP 53- Colin Roe: Discipline Over Hype
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Warm Open And Fall Vibes
SPEAKER_04Good morning, Kaylee.
SPEAKER_01Good morning, Dan.
SPEAKER_04Starting off with a big diatribe from where we were going there. Try and get us on try and get us on point here. How are you?
SPEAKER_01I'm great. I'm a little hot. Yeah. I think it's just because I've had like so much caffeine today.
SPEAKER_04I think the chute's a little warm today. I don't know if the I thought it was just me. Yeah.
SPEAKER_01No, but I'm good. Things are good. I had a wonderful weekend.
SPEAKER_04Enjoy some of that Sacramento weather. Weather. Oh my god.
SPEAKER_01I had a glimpse of fall. Just like you know that transition where the light starts to get a little softer, some of the leaves are starting to gather on the ground.
SPEAKER_04I fell asleep on the couch at 8 30 last night because it was dark outside already. Good for you. Going to sleep. That feels great. That's a win. It's a win for sure. For sure.
SPEAKER_01How are you?
SPEAKER_04I'm well. Everything is pretty much in full swing now. So flag football for school, comp baseball, high school volleyball. We had a scrimmage this past weekend. So yeah, I mean we're we are off and running now. So I'm kind of ending up. The days are feeling a little shorter.
SPEAKER_01Like I'm I'm excited to get Rourke into that phase where like I'm doing the school drop-offs and I'm doing the sports. I'm very excited. I feel like it's not too far away.
SPEAKER_04Oh yeah. We're buying all the gear. The team stores are open.
SPEAKER_01He loves balls. Like he okay. I forget the company I'm in. Unlike his mother.
SPEAKER_04Leave that one on the table also.
SPEAKER_01Sports utensils he loves. Basketballs, baseballs. He's very ball driven. And anytime he sees people playing like basketball or baseball, he gets so excited. So I know he's going to be. I'm fairly certain his first smile was during a Giants game.
SPEAKER_03Nice. Yeah.
SPEAKER_04That's awesome.
SPEAKER_03Especially if it was this season, because God's Hey, if he's smiling and they're not winning, that's still great. It's true. He's a good fan. He's building loyalty.
SPEAKER_01I think it was two seasons ago, but either way, it was I think he's going to be a great actor.
SPEAKER_03Last season wasn't that great either. True, true. So it's not 2010, 2012, or 2014. True.
SPEAKER_04Dynasty.
SPEAKER_03True.
SPEAKER_04So our guest today is somebody who, God man, I was thinking about this as I was driving over today.
SPEAKER_01He's kind of a household name in the industry.
SPEAKER_04He is in the residential space. And I was trying to think of why. And I think and I think I kind of was able to capture a little of it. It's because he's like, he's one, so authentic and two, so consistent. And I don't want this to sound wrong, but like he doesn't do like the extraordinary, but he does really awesome like all the time. Yeah. So it's like he doesn't even have to like go to extraordinary because you hear that all the time.
SPEAKER_01Discipline beats talent every single time.
SPEAKER_04And I think what's it called? Like when when when like you don't see somebody very often, but then like you have a contact and you have an arranged like meeting, and then all of a sudden you run into each other like inadvertently. So I ran into Colin Friday. Is that serendipity? Is it serendipitous? Yeah, it's serendipity. I thought it was, but I didn't want to sound like an idiot, so I let you say the word.
SPEAKER_01Anyways, I'll be loquacious.
SPEAKER_04It's a lot of salibles. Let's play, let's, let's play Colin Rowe in, and then we're gonna and then we're gonna go. Every day's a blessing. The second fourth prank we've had.
SPEAKER_00Okay, Mr.
SPEAKER_04Colin Rowe. Hello, hello. Welcome. What's up, buddy? Welcome to the shoot. Just take a long time no see, but dude, I just saw you like 36 hours ago.
SPEAKER_03And it was funny because we were hanging out, and Danielle, my bride, was like, we haven't seen anyone we know here yet. That's weird. Yeah. And then I was like, besides Dana Moreno just walked in. And it was
Choosing Your Energy Every Day
SPEAKER_03funny. Perfect.
SPEAKER_04I was thinking that I go, okay, I've been here for a few minutes. Like, when am I gonna you know, like, and maybe it's very like ego driven, but I mean, yeah, like I know a lot of people. Yeah, it's it's very unlikely. Well, equally as important, a lot of people know you, Daniel. Well, well, I yeah, I did. I want to meet more. We need more dig in. We need to meet more people. That's that's that's the gist of it.
SPEAKER_01Frank Forrest, Forrest Frank. Force Frank. Force France Frank knows about this walk-up.
SPEAKER_04Because there was a changeup. Yes. We had we had a we had a song and then we didn't have a song, and then we had a song.
SPEAKER_03I pulled the audience and let my daughters pick. Four and seven.
SPEAKER_04I love that.
SPEAKER_03And uh they love it. This was one of their walk-up songs for T-Ball. And so pick mine, Daddy. And yeah, no, you got it. And I was really happy that she didn't have like a Disney princess walk-up song because I would have said yes to that too.
SPEAKER_01So and you would have you would have stuck with it, which I love. Yeah. You are one of the most I think it's a perfect summary of kind of who you are. You are always optimistic, you're always there to support the people around around you and like bring them up to a place where they walk away feeling enlightened and enlivened and just so full of like authentic connection.
SPEAKER_03Well, we make an impact with people whether we want to or not. So why not make it one where they walk away going, I feel fuller. Yeah, I feel better about myself and where I'm going than well, that sucked. You know, like I hate to say that, but we all know that there's some people like when you walk in and house today, they're Eeyore.
SPEAKER_05Yeah, the energy vampires of the world.
SPEAKER_03And yeah, we don't have to, we get to choose our energy, and it's harder sometimes, but like we don't have to mirror it.
SPEAKER_04And I've been having that conversation, like, especially with my daughter, and I know she's a topic of conversation. Thank God she doesn't listen because I talk about her way too much. She'd be so she'd be fucking mortified. But like, but that's it. Like, I try to get that exact message. I'm like, hey, you get to control how you feel and how you act. Like, so even if you do feel like shit and you don't want to be nice to people, like you can still make that choice to do so. And then that energy kind of snowballs, and all of a sudden now the world isn't out to get to you, the the world doesn't suck, like you've changed your focus.
SPEAKER_01And I wanna I want to stay on this for just a second longer because it's a topic in my household all of the time. And I think it's a concept that is very hard for people who don't get it yet to understand that people can't make you feel a type of way. How you respond and how you feel is a choice every day. Yeah. And initially, sure, somebody can do something, say something that makes you react and respond, but how you continue is your choice.
SPEAKER_04Yeah.
SPEAKER_01And to have the power and the discipline to choose a positive mindset even when there's negative you negativity around you, for sure, that creates an incredible life.
SPEAKER_04Oh, yeah. Like that was, I mean, going through going through my two months on the couch, like it was just like and I feel like my family might have got the short end of the stick because I was like, I'm gonna make sure that I'm friendly and kind to everybody I come across, and then by the end of the day, I'm out of gas, and and now I'm not friendly and kind, and and they kind of wore the brunt of it. Um but yeah, like 100%. It's like you wake up in a shitty situation and you're like, Am I gonna just wallow in this or am I gonna choose to not pull other people into my thing? Because again, like you, I I'm also very aware that your energy can affect others, whether intentional or unintentional, because just because we say, you know, someone's not gonna be in control of my feelings today doesn't necessarily mean that's easy for everybody to do.
SPEAKER_03And it's not easy, it's a you know, it's a simple fight every day, every time, yeah, every choice. And you may go, man, I crushed it today, and then you get home from work and like one little dumb thing sets you off. You're like, wow, I crushed this hard thing, that hard thing, that hard thing, and this itty bitty thing is the thing that got me.
SPEAKER_04And and then the and then the environment you're in. Those people are being affected, like they don't deserve that, you know.
SPEAKER_03Well, and that's the safest one. Like I said, Danielle and the girls, you guys get my absolute best. Unfortunately, you also will get my absolute worst. Yeah, yeah, as well. Because that is the most comfortable, vulnerable place. Realistic. Yeah. Yeah.
SPEAKER_01Oh, God, we're off to a strong start here. It's really excited. Okay, so we are a podcast of real estate and Sacramento Lifestyle. Let's talk about the real estate for a second. Like we mentioned, you really are a household name in the local Sacramento Plaza or El Dorado counties, Tri-County area. How did you get your start?
SPEAKER_03So we'll do uh reader's
Colin’s Path Into Title Leadership
SPEAKER_03digest at the very beginning. I was uh graduated from high school and I was going to the University of Sierra College. And I was looking through the book and I could get three transferable credits for an internship. My cousin and his best friend had a real estate mortgage company. And I said, Hey guys, I want three transferable college credits, and you guys get free labor for a semester. I can learn whatever you do. And so I did it for a semester. And then at the end, they're like, Do you want to get paid now for what you were doing? And at the time, um, I was working the skate rack at Roller King as well, which I loved it, Roller King Skating and Blading Family Fun Center. Great place.
SPEAKER_04That's that's the guy who sprays the sprays the tucks the laces in and puts them. Yeah, we do it.
SPEAKER_03And I got upgraded sometimes to inline, you know, the rollerblades too. There you go. But um so I got paid to do it. And I was there for three and a half years, absolutely loved it, and then uh took some time away, traveled a little bit, and then got back into retail um lending. And I did that for almost eight years. And uh, long story short, we got acquired by a large bank that was not pleasant to work with. 40 hours a week, went to 80, and life sucked, and I wasn't happy. And on a Monday. How old were you at that point? Early 20s, 22 maybe. And 23, 24, something like that.
SPEAKER_04Which is like a vigorous age where a lot of times you'd be like, Yeah.
SPEAKER_03And I big deal. To whom it may concern, effective immediately I resigned. Yeah. And I was gone. But I loved the industry. I loved the people, and I was like, I'm gonna travel, but I don't ever want to like sell real estate. I didn't want to be an agent, I didn't want to do lending again. And my aunt had been working for Fidelity for over 20 years. And I had talked to a few companies, was getting ready to take a job, and I met with Brian Shank, who uh Kaylee knows.
SPEAKER_01He's the closer.
SPEAKER_03And he was supposed to talk me out of getting into Tylenescrow as a favor to my aunt. Instead, we shook hands and he hired me on the spot and uh started in Placer County, um, working in our one Roseville office, and in four years uh became top five percent in the company.
SPEAKER_04And that was as a title rep. Title rep out there in the field.
SPEAKER_03So you had your you know, knocking on doors, my little marketplace. And it was really simple. Like I'm not the brightest light in the room, but tell me what my job is, and it was to grow market share and develop relationships. Yep so like I simplified it all the way down and went to the places where there are high-quality people that were also producing, asked questions. Yep. Hey, what do you like? What do you don't like, as opposed to me walking in as an expert, like asking, and it has been such a blessing. And then four years in, our sales manager got a promotion, and uh really nervously I handed Brian a 90-day sales manager plan and like practically ran out of the office. And uh he's like, get back here. And I was like, Oh okay. And we talked and he took a he took a big gamble with me because I was the youngest on the team with the least amount of experience in the industry.
SPEAKER_01But nobody else was walking up with a 90-year-old.
SPEAKER_03What year, what year, what year is this? Oh, geez. Um I don't know, 10 years ago, so 2016?
SPEAKER_04Okay.
SPEAKER_032016, and I did it, and it was yes, with three counties and nine salespeople. And now it's it's evolved to 15 counties, 23 salespeople, commercial, resie, and new home. And I absolutely love it. Like we've been able to see some people on our teams grow and achieve becoming who they needed to be in order to achieve that goal. Like, that's my fun, is I love that's like the coach in me to help people see the potential and realize it inside of them that they maybe don't see or don't think they can because that's for someone else. That is the thing that like gets me excited when like our clients achieve those things. It makes me so happy when my teammates like break through that ceiling. Yeah, those are those are my wins for when other people discover themselves.
SPEAKER_05Yeah.
SPEAKER_01I love that. I can attest for those who don't know. I happily worked under Colin as one of his reps for a few years before I branched off into the real estate side. And it was it was truly incredible. I've worked in a lot of different positions and I've worked with some not so great leaders. And there are people who are your bosses, and then there are people who truly show up to lead you. And you are one of those people where every time I got together with you, I knew I was gonna walk away reinvigorated, inspired, but also challenged with something else to take on and achieve and accomplish. And that's something that you do really well is like helping people understand what they're where they're at, but also what they're capable of, and pushing them and and challenging them in a way that's it's helpful and it's inspiring, and it's not, you know, like, oh, you could do better, the whole father boss talk.
SPEAKER_03So so you you you Well you helped push me there too when you told me years ago, well, let's start meeting. Like and I think every two weeks, oh yeah from like seven or seven thirty.
SPEAKER_02I need accountability. Yeah.
SPEAKER_03She rocked it and she's like, let's do it. And I'm like, okay, if you want to, but like my days are full. How about like I think it was like 7.15. Yeah, it was early. And she would come in and we'd do it, and that's pushed me. Now I do it every Monday with four different people, 20-minute sessions to help encourage. But it started with you pushing me. You raised your hand and said, I want this. And I was like, I guess I need to become this.
SPEAKER_05Let's go.
SPEAKER_03So until she brought a coffee to me one morning.
SPEAKER_01It was a dirty chai.
SPEAKER_03It was the dirty chai with I'm gonna go kick some a lot of buttons real estate. And I was like, I'm so happy for you, and you're going to be amazing. Give me a little time to help find a replacement. Yeah, that was a tough conversation.
SPEAKER_04So you you you you you indicated like a moment that was probably fairly defining when you handed Brian the the 90-day plan and took a big swing. Do you is is that like the defining moment? What's your kind of like your your I've I've fallen in love with this and this is what I want to do moment. Is there one you can put your finger on? Or was it kind of a culmination of there's a lot of a man?
SPEAKER_03Like, I will tell you, like, one of the things I used to ask
Coaching Wins With Discipline
SPEAKER_03agents or lender partners out in the field, if I can help add two to four transactions, what does that do for your life? Because that's that's my goal. That's what I want to help do. Like it's beyond the money, but like, what does that do for your life? And I remember there was one of our partners, uh, what we did, it worked. He he executed it, right? Like, that's the important part. Like, ideas are great, but unless they're Oh, Kaylee and I have had that conversation so much.
SPEAKER_04You roll and he did it. You can lead a horse to water.
SPEAKER_03And he was so excited because that year he got to write a check to pay for his kids' college. Yeah. And like those are the things that make me so happy, whether they're on my team, like my sales exec.
SPEAKER_04Make it easy to get out of bed in the morning.
SPEAKER_03You can do this, and like we'll roadmap it, but like you, I can't want it more for you than you want it for yourself. And discipline isn't sexy, but it gets the job done, right? And it's doing the work when no one else is watching. And hearing those success stories and people realizing it, that's the thing that lights me up. Yeah, when people discover and have that breakthrough, not just for them, but like for their families, because if their kids see that modeled, like mommy or daddy can do that too. That shows them that they can.
SPEAKER_04Oh, for sure.
SPEAKER_03And so many times, like we stifle creativity, unfortunately.
SPEAKER_01Unknowingly.
SPEAKER_03And that's one of the most beautiful things is like I'm a Ted Lasso guy. I love it. Oh be curious, right? As I've never watched it.
SPEAKER_04Oh my god, you gotta, yeah.
SPEAKER_01I know. I'm sorry, turn on the bottom.
SPEAKER_04You can actually you can actually leave right now and go just go get yourself caught up. I'm gonna bribe it. Yeah.
SPEAKER_03To watch Ted Lasso. I know the way to your heart.
SPEAKER_04Yeah, yeah, yeah. You gotta watch you gotta watch Ted Lasso. You gotta get on board.
SPEAKER_01I'll give it, I'll give it an episode tonight while I'm trying to bust out my continued education.
SPEAKER_04Okay, so on the group thread, then after you watch that episode, you have to tell us if you binged two or three more or if you just been lassoed in.
SPEAKER_03Yeah, yeah.
unknownAll right.
SPEAKER_04For everybody who listens to you.
SPEAKER_03And then I'll blame you guys for when I'm like season, uh the new season just launched, too.
SPEAKER_04Yeah, yeah, and the new the new character is fantastic.
SPEAKER_03I'm excited, but we didn't watch it. That's one of the shows like I can't watch without Danielle. Yeah. You can't watch without me. Yeah. And like Apple lets you know. Oh, do you want to rewatch it? Somebody did it. So you would get told on.
SPEAKER_04Yeah, you'll get told on for sure. Uh you can't cheat on it. Snitches get stitches. Oh yeah.
SPEAKER_01Six foot ditch for the snitch. Okay. That Italian just came out right there.
SPEAKER_04Uh-huh. Uh-huh.
SPEAKER_01I'm married in.
SPEAKER_04It's an Italian Viking.
SPEAKER_01Okay, so I have to ask, is there a I mean, Dan kind of touched on like, was there an aha moment when you realized that this was your path you wanted to pursue? In the same vein, has there been like a project or a win in this course that is kind of top of the list for you that you're most proud of?
SPEAKER_03Uh there's a lot of things. I would say like one of the things that I really I think it was uh reinstilled in me or to deeper is do what's not expected. And what I think about is there was uh when we started to grow like the new home side and land development and all that, we had a pretty big deal going on in a in a county, and it was like our first or second deal with uh the seller who was our client and the buyer we wanted to get an opportunity with, right? And they weren't necessarily responsive to giving us that opportunity because they've been with their previous client for a long time.
SPEAKER_04Well, and not to mention, like you're in a you're in a deal where things are being negotiated. You're not exactly on the same team at this time.
SPEAKER_03We're a neutral third party, right? Because we're titled an escrow, baby. But but here's what I did. I was like, this is a big recording package. I don't want this to get rejected. I brought it to the county. And I said, hey, here's this, it's for this transaction. I'm gonna be sitting right over here. So you guys can go through that. If there's any edits, any changes for rejection, I'm here. Let me know I'm not leaving until we get this approved and recorded. And I I brought my computer, I was still like working and doing stuff. Yeah, it's amazing. And I let the clients know, just like, hey, I'm at the recorder's office, we're here, and they're like, You're there? And I'm like, Yeah, this was a huge, this is a huge priority for you guys. It's a Friday, I know this needs to go, I'm gonna take care of it. Yeah, and I ended up having to make some edits. I was there for like four and a half hours. And we got it done, and the clients were like, Oh my gosh, thank you so much. Like, this was huge. And I said, You're welcome. We do this. Can I ask a favor? It's like, can you please? They haven't said yes to a meeting, but I would love the opportunity if you would ask for me. They said yes to them, and we got the meeting, we got that opportunity. Yeah, but I realized like what can I do that makes impact and meaningfulness for those people? Yeah, right? Help people get what they want and you help them, and then you have to ask. Like, I could have been like, no problem, we got it done.
SPEAKER_04You can't do all the legwork and get scared when it because the ask is is the that's the intimidating conversation. Because you can get the rejection everyone wants to.
SPEAKER_01It's the most crucial part in a sales-based position.
SPEAKER_04Like, but I think, but talking about too, like, because this is like this is actually something I wrote down last weekend that I'm going to start doing. Like, I'm trying to, I'm trying to break into the commercial space and build connections with commercial brokers. And they're hard to get to, like, they're pretty guarded. They're not as out there as the residential realtors are, they're pretty guarded. But like, I'm gonna start making sign calls. And and I'm gonna consistently make sign calls one day a week where I'm gonna write down the signs that I see and where I see them, and I'm just gonna start calling and leaving messages and asking for a lunch or coffee or something. And like, because again, like in this AI-dominated world and space where everyone's trying to find a back door or a side door, I want to find an opportunity to go in the front door. Yeah. And do it with my hand out and a smile on my face and understanding that like I may or may not be able to be a solution for them or a resource for them, but like to get that conversation and to do it like kind of old school and and go about it head on and not be afraid of the rejection.
SPEAKER_03And even if you don't get to work with them right then, asking them the great question, like, what would you do in my shoes? Is there anyone else you think who would benefit from connecting with me? Because people still want to be a part of it, but they remember those things and you never know.
SPEAKER_04And I've been thinking of like, okay, like I'm gonna make this call. What if they answer? Like, what do you say? Hey man. My name's Dan. This is this is I'm literally calling you off your sign because I've been driving down Madison and I've seen your name on seven signs. So you're obviously someone that I need to talk to.
SPEAKER_01Yeah.
SPEAKER_04Right? Like little flexible. If I'm on the receiving end of that, like that's you know you could even take the spare tire approach.
SPEAKER_03Can I be your spare tire? You probably have your primary back up for sure. If something ever happens, you always want to have that spare tire, right?
SPEAKER_04In the resi space, like that was how I that was how I got it. I go, this is gonna be backup. And then when you give me an opportunity, I'll make sure that we are in your business then. Yeah. God, slang up. Volume game. It's a volume game though, too, right?
SPEAKER_01I see this like I don't know, this renewed fire in you right now. You're getting me all fired up.
SPEAKER_03Well, and in the AI world, I think people are yearning for the authentic human interaction so much more. So the fact that you're doing that, like that matters. Yeah.
SPEAKER_01Well, and in the topic of AI, you've been in the title world and seen a lot of changes from being very frivolous and free spending and no regulations to the polar opposite. Where do you see Tidal going like as a rep
AI Tools For Better Follow-Up
SPEAKER_01with AI? Where do you see that going in the next five years? How do you see it affecting your business and what you guys offer your partners?
SPEAKER_03A lot of it's like research and recon. Um, for we've been using uh iterations of AI for the last 15 years on reviewing preliminary title reports and then the human audit and things of that nature. And we're gonna keep leveraging AI to increase the human human interaction with it. I mean, even like one of our apps we have where agents can put information in and get AI responses and do that. But there's so many now, I go, like, just pick your favorite one and go because there's so many shiny ones, and they are all so similar now. Like I will run co-pilot next to chat, where chat used to be way ahead of copilot, and now they're very neck and neck, which is interesting. But I think in recon or like I'll use it for my CRM. Hey, tell me everything about the last time I got with Kaylee. And if I have like notes in there, I don't have to look it up. Oh, you guys talked about this, you did that, you did this, you did that. It helps for the recall, like for me, because like I'm I'm not gonna remember all those things. Right. Though important, I'm not going to remember them. And I think that helps us stay relevant and on point. So like when we do get together again, we both know what we were talking about and are picking up from there and going forward, whatever that may be. I love that.
SPEAKER_01What is something that you are most excited about right now?
SPEAKER_03Football season starting.
SPEAKER_01Honestly, I just had the epiphany, and I think it was in the same breath of me walking and having that moment that like fall is near, that it literally starts next month. Like we are one month away from football season.
SPEAKER_04Yeah, part of it, like really, which is crazy. Week two of the preseason, they play three and they kind of get a week. I mean, the Niners play in a few weeks.
SPEAKER_03I got drafts. I just had to get some keepers in one of my leagues. Here we are again. The reason I love it, love it though, is uh Sundays after church, we either go to like my aunt and uncle's house, my parents' house, or our house, and it's like chili, soup, paninis, like comfort food, fireplace, and like we're just together. It's the gathering in like comfy clothes. Yeah. We were talking about it right at the comfort. And I take a nap. You kind of get that two to three. Yeah. It happens, but it's just like that together. I don't like whatever with the football. Like I enjoy it, but my life doesn't change whether my tin wins or loses.
SPEAKER_04I see I actually unfortunately I am a little too involved, and if the Niners play like shit, it will be. Well, it's easier for me. I'm a Patriots fan. Oh, yeah. Well, we've had a good two decade run. So I forgot about that. Yeah. Patriots guy.
SPEAKER_01What why how did you be supposed to be? Always sunny in New England.
SPEAKER_03Red, white, and blue, baby. No, um, I love Drew Bledsoe back in the day.
SPEAKER_01Okay.
SPEAKER_03And red, white, and blue. It's cheesy. Yeah. But true. And then I just kind of stayed with him and we got lucky in the sixth round. You know, we knew something that other teams didn't, and uh got Thomas Brady the goat. Yeah. And then after you know, he left, I was like, okay, we're gonna suck for a while, but whatever. It's got a great run. And then Drake May happened. Yep. Dude, love him. And my friends were like, it's not fair. And I'm like, you're right. It's not. Like you're a Raiders fan. It still sucks for you. So young.
SPEAKER_01I've been, yeah. I don't I won't go down that path right now. I also was a random football fan, Green Bay Packers, for a long time. But you know.
SPEAKER_03Everyone in my family, we none of us like the same team. Like my dad loves the Dolphins, one of my brothers the Bengals, the other brothers the Buccaneers, a grandpa is uh Arizona, the other grandpa was the Niners.
SPEAKER_04Man, what do the Rose have against the Niners? It's like a local Niners.
SPEAKER_02My grandpa loves the Niners. My grandpa loves the Niners.
SPEAKER_04I'm just messing with you. Like I think I don't know if I've shared it, but like I didn't realize how big of like a local sports fan I was until like when I lived in Denver, and then when I lived in Kansas City, and you see like those fan bases and how they follow their teams. I'm like, oh, like I need to be a better fan of my my hometown. They have a tattoo of their logo. Yeah. I'm not going that for you. Please no. Not yet.
SPEAKER_01Please no. Okay. Before we jump into the lifestyle part of this podcast, I do have a question. And I don't think we've asked a lot of the questions we actually sent you today, but um I even put little notes on them too. Very well.
SPEAKER_04Um This is like Paul Brown level of preparedness.
SPEAKER_01I love when they should come up and they have it prepared.
SPEAKER_03Proper preparation
Relationship Sales Without Being Salesy
SPEAKER_03prevents poor performance. Yeah.
SPEAKER_01Wow, that's a Peter Piper message for you.
SPEAKER_03Um You forgot a couple words, but piss poor performance.
SPEAKER_04Yeah, you could say it, man. You could say it in this same space. I know.
SPEAKER_03I'm used to radio edit. I told you I already got a clean. I got those two little daughters. Whatever you say, they will repeat. And if it's bad, they will repeat it more often and louder. They might in perfect context. They should probably not, they should not be putting it. I'll play this podcast for them. Yeah.
SPEAKER_01Um, what advice would you offer somebody who is getting started in the title and escrow industry?
SPEAKER_03Don't be salesy, ask really good questions, and make authentic relational connections. I think so many people do the I'm just gonna make a bunch of calls and I'm gonna do this and that. Like you can win that way. But I don't think that's the way you're gonna have long-term true success and fulfillment. Um because I believe like it's a relationship business or industry, and you do have to prospect to get those, right? But there's enough business out there to be able to meet with the people who you can connect and click with where you're like, I'm excited to meet with them, as opposed to I just have to tolerate this person. Yeah. Um and then like make the decision.
SPEAKER_04How hard is it to balance that line though, too, right? Because you wanna you wanna build those relationships. Um, and and I think, and I've seen this a lot, especially in the residential world, where a lot of those relationships bleed into personal that are also professional and and defining the two because from a professional standpoint, you want to be really good at your job. Yeah, and you want to respect other people's business. But there's there are people out there that you just don't really want to be friends with, but you want to be their business partner, right?
SPEAKER_03Yeah, like and you can maintain that balance, but at what cost? Like I remember there was a client I fired years and years ago, they were vulgar, mean, and angry to our team. And I called them to see what was going on, and I was hoping that, hey, I lost it. This wasn't appropriate. And they leaned in and I said, Hey, you have every right to feel the way you do. And I'm not gonna say that was invalid, but I can't allow my team to go through that. Yeah. And I I respect you and everything. Here are the transactions you have, you know, please reassign them somewhere else. But we just can't. And like, nothing against you, we don't have to go, but like, just not gonna happen. What? And I was like, it it's okay. What we do? I'm like, I get it. And maybe someday we can circle back. But that was too fresh, it hurt them, and you know, all the best. Yeah, you know, I didn't you you don't have to mirror it back or fire, like I didn't have to be right, we didn't have to agree, but at the end of the day, like I'm also like the big brother protector, so I'm gonna look after my people no matter what, um, you know, for that. And sometimes it's as a leader, having that hard conversation with people sometimes, and Brian taught me this years ago, in order to have a relationship, you have to be willing to risk it. And that's that's great, having real conversations because if you're gonna have a relationship, it may as well be an authentic one. Right. Right, you know, as opposed to built on fake and kindness, like it's just not uh it's not worth it. And like life is short, tomorrow's not guaranteed, like do it and like sometimes we have to do stuff that sucks, we don't want to do, or it's hard, but at the end of the day, it's all worth it. Like I tell my cousin, like, I love what I do and who I get to do it with pretty much all the time. It's not perfect all the time, and sometimes you know, you go through the suck because it's totally worth it for who and what.
SPEAKER_04Yeah.
SPEAKER_03Right. And that's what I always go back to is who and what. And you remember this, like with Martin. Remember who you're doing it for and what you're doing it for. Because that's how you get through the tougher, yeah, the tougher times of what we have to do. And when I got married, I kind of put my my tenants down of like what I needed to do or be to be successful personally and professionally. And I wrote them down, I have it here. Be consistent, visible, valuable, authentic, and intentional, innovative and open-minded. Right. And those, I believe, in any aspect, those don't harm you. They can only help you.
SPEAKER_04And they transcend to applicable.
SPEAKER_03Yeah. In any way, shape, or form. And like I will remind like myself and our team, because there's so many new things out there, be open-minded. Like it may not be our normal or like what we're used to. Yeah. But if it's helpful to our partners or our teammates, we need to not just reject it because it's not for us. Yeah.
SPEAKER_04And that's maybe that's one right now, too. Like, we're at at 45, 46 years old. I'm pretty set in my ways. I like the way that I've done things. Like, I trust the track record, the things that I've done in the past. But at the same time, like if I'm completely oblivious and not willing to adapt the chat GPTs and the clods of the world and the benefits they can have, I'll be obsolete in no time, especially with the pace that those things are moving. Um, yeah, I love that, man.
SPEAKER_03And it doesn't have to take it over, but it's just another tool in the toolbox.
SPEAKER_04You don't have to recreate yourself either.
SPEAKER_01Like there's ways to implement change into your life without changing who you are and your core values. And I love that you have that written down. It like it's kind of like your personal mission statement almost. I wrote one a few years ago, and I I hope everybody takes the time to figure out what their personal mission statement is, whether it's just like these words that you want to strive and be your fundamentals or like an actual statement like mine is three sentences. But it's hanging on my board in my office, and it's something that I look at, and every time I glance at it, it brings me back to who I am and why I'm doing what I'm doing, and all the hard days and the long nights and the missed moments, like anything that I've ever considered a challenge or a trial, that sentence or that mission statement brings me back to like I can do this. And this is my way.
SPEAKER_03Can I ask you a question? Yeah. What is it?
SPEAKER_01Okay. Um I will pursue relentlessly all that I wish to achieve. I will greet each day, ready to feed my insatiable appetite for knowledge, and I will positively impact the lives of everyone I meet.
SPEAKER_03I love that. And if you haven't ever left her a voicemail, do it because it'll brighten your day. Sometimes when she answers, I'm like, I'm glad that she answered. But what was her voicemail today? I yeah, I tried to. Because it does, it makes me smile. Like you.
SPEAKER_01And it and it, you know, it inspires a lot of fun conversation. So thank you. I appreciate that. I just want everybody to realize we're all magic.
SPEAKER_03Her adjectives are the best.
SPEAKER_01Yeah, my one goal.
SPEAKER_03If like Mary Poppins met Willy Wonka, there we go.
SPEAKER_01You just paid me probably the highest compliment I've ever received. I'm just gonna take a moment to set in that because thank you. That was such a good one. Okay. Yeah, I love language. I love words, and I feel like there's a lot that is dumbing us down in this society. And I know it's really sad. I carry a little pocketbook of synonyms in my purse. And sometimes when I'm like bored or stuck at a red light, I'll just open it and I'll be like, what word am I gonna learn today?
SPEAKER_03That is the nerdiest cool thing I think I've ever heard. Is there like an AI prompt? Is that a pocket full of synonyms in your pocket? It's a matter of fact, it is.
SPEAKER_04Synonyms and mischief.
SPEAKER_03Yeah.
SPEAKER_04Mischief or trouble.
SPEAKER_01Uh anyway, so that's enough you need to know about me today. All right, let's see.
SPEAKER_04Let's let's rein this thing back a little bit towards towards a homeward direction. Uh you are you are a Rosevillian. Yes. Right?
SPEAKER_03Four generations, large Italian family. That's right.
SPEAKER_04Roseville High School. So walk us through. So like take talk take us. I mean, you've seen Roseville grow.
SPEAKER_03Yeah.
SPEAKER_04So talk about it. Like, tell us about some of your spots,
Roseville Spots Worth Driving For
SPEAKER_04maybe some some off-the-beaten path stuff. Tell us a little bit about Roseville and Roseville.
SPEAKER_03I love it. I live in central Roseville, in the neighborhood that like my cousins grew up on on the same street, and I was like one day, I would love to be here. And about eight years ago, the opportunity afforded itself, and we are on that street. I love it. We back up to the fountains, close to the golf course. Proximity does not equal good though. So I'm not a great golfer. Just live close to it. Um Rose Garden Chinese restaurant is amazing. It's by Bel Air on North Sunrise. Okay. It is incredible. Recently changed to new owners.
SPEAKER_04Oh.
SPEAKER_03The food has not changed though. I will tell you that. It is amazing. That's a win.
SPEAKER_04That's a coup, right there.
SPEAKER_03I I was a little nervous when I went in because our family's been going there forever. Yeah. And I was like, oh no. And Daniel's like, well, I'm like, these are new people. And she's like, it could just be new workers. I'm like, everyone's new. And so I talked to him, like, yeah, we took it over. There's still some of the same, same cooks. I'm like, same recipes, everything. And then like, yeah, I'm like, okay. I was like, I've been coming here since I was like this big.
SPEAKER_01Yeah.
SPEAKER_03And I love that place. Um staple. Better Foods Deli. It's an old Italian deli on um Douglas Boulevard next to the Dairy Queen.
SPEAKER_01Oh.
SPEAKER_03Oh, on that side of the street. You get the Giuseppe. It's like four Italian meats together.
SPEAKER_01Better Foods Deli.
SPEAKER_03It is so good. I grew up in the neighborhood behind us.
SPEAKER_04It's further down.
SPEAKER_03It's further down. It's close to Royal Park.
SPEAKER_04It's across the street from the coffee shop.
unknownNo.
SPEAKER_03No? Little less that far.
SPEAKER_04Okay. Okay.
SPEAKER_03Do you know where they're building those like townhomes? The Royal Home place. It's close to there. Yeah.
SPEAKER_04Yep, yep, yep.
SPEAKER_03But it is amazing. Love that place. Nubbins is always nostalgic for me as well. In high school, I used to uh go pick up lunch, even though it was a closed campus, a couple times a week. Like we'd go pick that up, come back. Just and you taste the nostalgia.
SPEAKER_01And that's about as rebellious as Colin Rowe ever got.
SPEAKER_03Yeah, but I was smart. I always got my teacher a burger too. So I never got in trouble. You have to think, help people get what they want to do.
SPEAKER_01Yeah, I didn't want to get in trouble.
SPEAKER_03But I also wanted an awesome burger. So wins all around, right?
SPEAKER_01Oh, I have something to share with you. Speaking of burgers, a long time ago, you told me to try nations and get their pie.
SPEAKER_05Yeah.
SPEAKER_01And I did that last night in anticipation of today, because I had to report back to you the banana cream pie. I tried it. I don't think it's better than fats. Oh no. But it's pretty good, I will say. Their whipped cream is like, eh, the banana part was pretty good, but I just had to, sorry. So like steal that. A long time ago, you told me, you were like, okay, if you like pie, you like banana cream, you gotta try it. And I hadn't.
SPEAKER_03It's like old school diner.
SPEAKER_01I didn't even know they served pie. Like when you think of nations as a burger spot, I'm like burger and fries.
SPEAKER_04You're talking like Fats Asian bistro, too? Like you've named two places. And I'm not a banana cream pie, so you haven't piqued my interest. And you wouldn't normally think like, oh, those restaurants for a banana cream pie.
SPEAKER_01They both of them throw you through a loop. But Fats has a fantastic banana cream pie. Haven't really found one better than that.
SPEAKER_03This is where we need to go. Have I ever brought you to slice a goodness when we work together?
unknownWhat is it?
SPEAKER_03It's on Douglas. They're only open for lunch. Their sandwiches are amazing. They actually have sprouts. A lot of restaurants don't. They have sprouts. I love them. But their pies have won world competitions. Well, you can come too, Dan.
SPEAKER_04Someone's feeling Colin's like, damn he's a little smaller.
SPEAKER_03You can come in a little bit. You can come too. It is so good, but they're only open from like 11 to 2.
SPEAKER_01Okay. I love that.
SPEAKER_03Awesome little spot. Uh coffee, four-score coffee. Awesome in Old Roosevelt. Luke and his family are amazing. The speakeasy in the back, like it tastes good. It's incredible.
SPEAKER_01And the listeners, mostly me. How do you get into that speakeasy? I like I have friends that go there. I just like I'm only there in the morning though, so I know I'm not in the right hours.
SPEAKER_03Yeah, if you're in the speakeasy in the morning, we have another problem.
SPEAKER_01Well, maybe a problem, or is that just I don't know.
SPEAKER_03I just walked in the last time. I don't you just walk back there. Um yeah, I there's I know there's supposed to be like a code and stuff, but like we just walked in.
SPEAKER_01It's kind of cooler.
SPEAKER_03But it's a cool spot. It's I've never been there. I didn't even know there was speakeasy. I'm and I like Fourscore. There's an awesome, there's the library in the front, it's in the back. It's legit.
SPEAKER_04Yeah, like through the side door, like where the overflow seating, right? It's back in there. Yeah. Yep.
SPEAKER_03Okay.
SPEAKER_01Yeah. Interesting. Um maybe that's where we need to go for our next brainstorm session.
SPEAKER_03Happy hour was one of the questions. This is like the I don't want to say cheap in me. Mandango's. Oh yeah. Mandango's happy hour. Where is that? It's on Sunrise. Yeah. Um right by the intersection. Sunrise and Douglas. It's kind of tucked back in. Kind of by Kaiser. It's behind, is that like a carrows on the corner or iHop? It's IHop is on the corner.
SPEAKER_04It's right at the right at the right at the freeway. Where sunrise connects. It's kind of a weird.
SPEAKER_03Do you know where Parker's Hot Dogs is? She's like, I don't know what Parker's Hot Dogs is. Um Do I look like a person that goes to the hot dogs? Whoa. That sounded judgy. Do I? Um it's really good. Like, because they have a bunch of TVs. Bunch of TVs, so great for sports. Good deals on beer, but like their food, you're like, oh, sports is surprisingly good. Like their pizza, delightful.
SPEAKER_01Like in the strip mall place by the coffee place. Yes.
SPEAKER_03Now there's a world traveler there in the world. Okay, okay, okay, okay. But like their wings are good, their sliders, like it's a huge menu, which I would hate to be the cook there. Huge menu, but like good happy hour? Good.
SPEAKER_04I really thought you were gonna say almond tree, to be honest. I thought you were going almond tree.
SPEAKER_03What's the almond tree, Dan? I've never been to that establishment before. I don't know what that is.
SPEAKER_04Sounds like the very fine establishment. But that is is a lie that Collins has told, okay?
SPEAKER_03I've actually seen her there.
SPEAKER_01Like the one time that I went there, I sat at the bar and they're like, I don't even know how it came up. This guy I've never even met in my life.
SPEAKER_04My cousin.
SPEAKER_01And then, oh yeah, of course.
SPEAKER_04I thought you were like karaokeing.
SPEAKER_01No, I I was there at like three o'clock on a Tuesday. I'm chatting up strangers like I always do. It's one of my favorite hobbies. And then he's like, Yeah, I know. Colin did it. Next thing I know, he like texted Colin and was like, yo, your girl's here. And Colin shows up and I'm like, this is She was like, Yay!
SPEAKER_03I'm so happy to stay.
SPEAKER_01Hey everyone, we're all here at the hall.
SPEAKER_03But I have seen karaoke there. Yeah. Um, they actually do have a great steak. I remember when I had my uh poker tournament. They serve steak. Uh Lyle was like, let's go get a steak. We're gonna go there. I'm like, what? It was delicious. And I was I was very nervous. It was delicious. But when I sing karaoke, there usually my go-to is Rock My World, Little Country Girl by Brooks and Dunn. You give me 90s country, damn near anything, and I will do it. I have no shame. I'm entertaining, I don't sound good.
SPEAKER_01Do you have to have a drink before
Beating Nerves With Reps
SPEAKER_01you sing? No. No, you just go up there.
SPEAKER_03But what's interesting, one of the questions you had, like what's something someone wouldn't know. When I first got into sales, I would get super nervous before present presenting. Or like I would go throw up. Did you do the old shot ski before? It was bad. So I did um Toastmasters for a while. But what I did is I didn't want anyone to know. So I went and did one like three cities away. So no one could know because I was pretty self-conscious about it.
SPEAKER_05Wow.
SPEAKER_03And I was like, I'm either gonna need to find something else to do or I'm gonna need to get over this. Right. And so I went and did it for like six months, got through it because people go like, oh, that's just natural. I'm like, no, I was terrified of it. But I went, I have to either beat it or it's gonna beat me. Yeah. Two choices. And so I leaned into it.
SPEAKER_01It's like a serious commitment to go three cities away to keep it under the last thing I wanted is to run into somebody that I knew, go, Oh, what are you like?
SPEAKER_03That was gonna make me even more nervous, more self conscious. So I think.
SPEAKER_01It's great for people to know though because you come off so calm and collected and in all facets. Like I don't think I've ever seen you nervous. And maybe you are, but you just don't show it.
SPEAKER_03Just like a duck.
SPEAKER_04And it Waxy. Slides around. Calm above the water.
SPEAKER_03Those little feet are moving. Yeah.
SPEAKER_04Chaos. Chaos churning the water below.
SPEAKER_01What's next? Five, ten years for you.
SPEAKER_03Let's see. What is next? Um Brian's got to retire eventually. You know, I would say this. You know, here's the fun part.
SPEAKER_01He's been moving his way.
SPEAKER_03I've had opportunities for other stuff, and like I'm here. Yeah. Like, and that's what I tell people, like my team. I'm here. Like, what's really cool is my kids get to grow up with their cousins, their aunts, their uncles, their grandparents, their great-grandparents, all right here.
SPEAKER_01You do a lot in the community. You serve on some local boards and stuff.
SPEAKER_03Yeah. I was on the uh Mosquito and Vector Control Board in Placer County for five years. Fascinating. Economic development advisory council for the city of Roseville for about seven years. And I took some time off. Once uh we had our little girls, I said, I'm I'm taking five years off from all that stuff. Like I'm gonna be husband-father provider. That's it. And um a few years ago, one of my grandfather's friends had to step down from the or last year, step down from the uh fish and game commission for Placer County, and they're like, We want you to do it.
SPEAKER_01It's always like still fitting for you.
SPEAKER_03And so I'm on the fish and game commission right now for Placer County and absolutely love it. Like it's my wheelhouse, it's what I care about. And people have approached on like running for elected stuff, and I'm like, that will distract me from being the husband, father, and provider I need to be. Yeah. And I want to be like, I'll fail at a lot of things in life.
SPEAKER_04So in that those things I'm not failing at. So in that, are you working with like the Ducks Unlimited and the um Um we're working with a lot of a couple of those?
SPEAKER_03We're doing a lot of nonprofit work and like we have uh if anyone knows right now, if you have a nonprofit organization in Placer County, um, we have our grant application out right now where we give like up to eight grants, up to a thousand dollars each for nonprofits and organizations in Placer County that are doing stuff to either improve uh the outdoors or help educate and get families and kids into the outdoors. I love that. Which I absolutely love. Like I've through this, I've just got so more than ever.
SPEAKER_04Yeah.
SPEAKER_03And there's one organization, I forget the name of it right now, but they they got awarded one last year and was so cool. Um they do it and they specialize in kids learning about the outdoors, but one parent has to stay too because they found if just the kid learns, they do the the six-week course and they're done. But if one of the parents participates as well, it continues. And they're like, and that's what we want is we don't want them to learn about the outdoors for six weeks and then they're done.
SPEAKER_02Yeah.
SPEAKER_03And that like made my heart so excited.
SPEAKER_02That's so cool.
SPEAKER_03Because we're in Placer County, Sack County, Eldoral, like we have some of the most beautiful natural resources around us that some people can live here for four years and not know. And that is Auburn. And it's not like, oh, you need to be in great shape to do this hike. No, it's like an easy walking trail you can drive to. Like, there are some amazing things that we can do. But five to ten years, I like to still be, you know, maybe coaching one of my daughter's teams. Um, I love doing that right now and helping my teams and our clients improve our lives, however, that looks.
SPEAKER_04And what's crazy is like you say that in the way it's formatted, it's like the 10 years that puts your kids as like teenagers, like 17, 14, 17, 15, like that's and that's kind of where I'm at with mine. And it's uh looking back 10 years ago, like was kind of when we all met, right? Like YPS. It's fast, man. It goes, it goes fast.
SPEAKER_03Yeah, it really does go fast. What would you if you gave like a word of wisdom to me? Your your kids are like that age word of wisdom for me as like a dad to littles right now going into it. Just lean in and enjoy the ride.
SPEAKER_04Um there's a lot of things that they find
Parenting Presence Through Busy Seasons
SPEAKER_04really important, you might not think are nearly as important. If you if you if you can grab onto those, if you can identify those things that maybe you don't think are that they really do, go like full in on those.
SPEAKER_05Okay.
SPEAKER_04Yeah. Maybe even like a little over the top.
SPEAKER_03Well, I am cooking with them now all the time. Oh, Ivanny, shout out. He's a big thing.
SPEAKER_04My daughter's in the baking sourdough bread. I got sourdough bread like every week. She was up at six o'clock this morning too. She has zero period. I mean, she's where'd she get her starter? So it was through a uh it was it was through a teammate's grandmother. Oh wow. The starter actually came from Idaho. It has like a whole story, and now her like now she she names everybody.
SPEAKER_01Yeah, you're supposed to, it's bad luck if you don't name your starter. Yeah.
unknownYeah.
SPEAKER_03Do you have a sourdough starter?
SPEAKER_01Nope.
SPEAKER_03She's got yeah.
SPEAKER_01I've tried it. It's very hard. And I think what was the most challenging for me is that I consider myself to be a more than amateur baker. I bake a lot. And sourdough is one of those things where I could not get it down. Like it's so it's so fragile and so responsive to the environment around it. I mean, if your kitchen is a couple degrees cooler than normal, like it doesn't rise right. And they're just like the process of it is so specific that it drives me.
SPEAKER_03Were you on the sales team when we did the sourdough?
SPEAKER_01Yeah, it was so fun. I loved that day. I loved that day.
SPEAKER_03One of the guys on our team, Ben, baked sourdough every morning. And so we did a team building where we all learned how to make sourdough together.
SPEAKER_01That was the phase of my life when I tried. I went home that day and it I I gave my starter away.
SPEAKER_03I was like, I'm not gonna do this. I know. I lasted like four weeks. I know I will not do it.
SPEAKER_01Yeah, it's it's a commitment. So I I commend everybody who does, and I try to surround myself with enough people that I always have access to it.
SPEAKER_03Perfect. You're like, I will trade you fruits and vegetables. Literally. For fruit.
SPEAKER_01Free garden produce. I will bake anything that you want as long as it's not. I did just learn how to bake my grandmother's bread. She was a blue ribbon winner. It's a potato white bread. It is divine. Nice. I will bake you some of that. But sourdough is not my forte. You know, you just gotta know what you're good at and like make it. And lean in. Have a strength. Make that strength.
SPEAKER_04Real thing. So you know, like that's and again, like it's that's one of those things. Like, I mean, my daughter and I don't connect on a million things because she's a teenage girl. So like I get super excited when she sits down and watches a Niner game or a baseball game, or like we talk sports and things like that. You know, like there's times I'm kind of like, oh, like I know of the conversations you're having with your mom, and I would love to be involved. But those that's just not that's just not our relationship, and I understand that. So I don't try I really don't try to force it. Um, you know, hopefully mom feeds me what I need to be fulfilled on the back of the side.
SPEAKER_03But I love hearing that you're still conscious of like pursuing that and curating it, not like, well, she's a teenager and it'll just be like, but you're there. And when she's there, like having that presence and not just proximity. Yeah. Like that's what I'm saying.
SPEAKER_04My poor son, on the other hand, I can't I'm just beating him over the head with things that I don't think he does that I think he should be doing to be a better human. You know, like pitch in. You know. So uh, you know, she'll be gone soon, and and then he'll get maybe a little more embrace. Until then, he better start opening doors and taking out trash on his own. Learning those things. Yeah.
SPEAKER_01If he listens to anything, let him listen to that clip. 100%.
SPEAKER_04I hope that one makes it. I hope that one makes it into the clip. Please, thank you. Open doors, take out trash.
SPEAKER_01That's it.
SPEAKER_04That's a long way. Yes, ma'am.
SPEAKER_01God, we're working on that with Rourke right now.
SPEAKER_04Mom, do you need some help bringing these groceries in or putting them away instead of what's for dinner? Mom, what's for dinner? What's for dinner? What's for dinner? No, dude.
SPEAKER_01That is a teenage boy, though.
SPEAKER_03Like boys are very stands like you get dinner after you do the yard work.
SPEAKER_04Bro, I'm out there pushing the freaking lawnmower on like one leg. He's hopping. He's up there playing. I hear him yelling at his buttons. Hey dad, way to go, proud of you.
SPEAKER_01I'm like, bro, come on, man. He's gimping out in the backyard. Uh, I can see that. No, no, but that really is a representation. I feel like generally teenage boys, but also in today's environment, like it's so digital and they love to play their games and they're so stagnant.
SPEAKER_04I want to say that he's a he's a great, he's a great kid. Other other adults love him. He's a great teammate and a great friend. Um, but yes, like that that um that tunnel vision of the teenage boy is is pretty crazy.
SPEAKER_03But I love that you have that higher experimentation level.
SPEAKER_04I can't wait for him to kind of start seeing a little bit more of the world and maybe the universe at some point. But we can hope.
SPEAKER_01We can hope.
unknownGod.
SPEAKER_01Are you ready for a little lightning round?
SPEAKER_03Let's do it. Lightning me queen. Let's go.
SPEAKER_01Okay. All right. Coffee or tea?
SPEAKER_03Coffee.
SPEAKER_01Folsom Lake or American River.
SPEAKER_03Lake.
SPEAKER_01Sack County or Pilasar County. Pilasar County. That's a that's a that's a fair. Well, in that case, Vernon Street or the Fountains.
SPEAKER_02Ooh.
SPEAKER_04Vernon Street. Vernon's coming up. When that whenever nostalgic for the city is a little bit of a little bit of a little bit of a little bit of a big but when that old town pizza opens on Vernon, forget it. It's game over.
SPEAKER_03That place is gonna be. Vernon Street Grill, get their railroad sandwich there and get their fried zucchini sticks. They're bomb. Yeah.
SPEAKER_01Okay. Movies or concerts?
SPEAKER_03Concerts.
SPEAKER_01Fall or spring? Fall.
unknownGod.
SPEAKER_01I really didn't think you were gonna go with fall there. I was gonna segue into another one. I think that's it for me. Okay, spring? Spring. It's so energetic. You know? No, you already answered authentically. You can't.
SPEAKER_04Kaylee doesn't always get it. You want to know why it falls? Kaylee doesn't always get what she wants.
unknownI know, I know.
SPEAKER_04Very rare. Not even in the lightning round.
SPEAKER_01It's okay.
SPEAKER_03Well, it's fall because once again, it's football season, it's cooler, holidays.
SPEAKER_01Favorite fall activity?
SPEAKER_03Um This is gonna be cheesy. I love going to cut down a Christmas tree as a family.
SPEAKER_01Uh would you put that as a fall activity?
SPEAKER_03Well, it's fall winter, I guess.
SPEAKER_01I guess, yeah. Are you a a bishop's pumpkin patch kind of family?
SPEAKER_03We do the we did the movie, uh the movie night. Oh, yeah. Um, we've done that. And then last year I said, I can just do this in our backyard. Can we just save an hour and a half of driving? I'll go get bales of hay. Like, well, let's do it. So we're gonna do it at our house this year.
SPEAKER_04That's cool. Was it were I was having this conversation this week and I can't remember if it was with you. Someone told me like August is the month where there's no holidays. It was definitely not with me, but No, because I think because yeah, it was my buddy, my teacher buddy, and he's like, dude, I gotta go back to work. Uh there's no holidays. Like he's like, he's like, I hate August, it's hot. And I was like, oh. It's probably some holiday. It's probably some like I have my interview.
SPEAKER_03I don't want to say lame holiday, but they're after season holidays. Well, you know when people are like today's national donut day. Yeah. That's so right. Today's national lesson is a good one. That's where we need a producer to be. Where it's like, when you every day can't be a national something day.
SPEAKER_01But couldn't it though?
SPEAKER_04I'm not gonna lie, like those four-day work weeks are nice.
SPEAKER_01They work.
SPEAKER_04I mean, a Monday or a Friday holiday are pretty nice. Three-day weekend is I feel like you're a little bit.
SPEAKER_03Kaylee's like, yeah, yeah, realtors. They have four-day weekends. Yeah, she's like, like, how about a week? We have no day off. We have Memorial Day off. Even though we're gonna do it.
SPEAKER_01No, it's crazy. That's the hardest part, honestly. No, that's a lie. There's so many challenging parts about real estate, but it is you have to be extremely intentional uh about when you are taking time off. Because there is no good time to take time off.
SPEAKER_04Well, and the adage,
Redefining Success And Protecting Time
SPEAKER_04I mean, in in the real estate world, you want your business to take off, plan a vacation.
SPEAKER_05Yeah.
SPEAKER_01Well, and that is very, very true. And there, and it's you're never really off, as everybody can tell you. You're always going to be communicating, working in some capacity, but it's so amazing when you can do that and spend time with your family. That's kind of where I'm at right now. Like I'm in that five-year stint of like it's worth it. The next five years, and it's hard because I'm very competitive. I'm so hyper competitive. Really? And um when I go to like my team meetings and they're all recognizing the top producers and stuff, there's a piece of me that is like, I should really be up there. But I'm recently becoming okay with not being the top producer, just being consistent and allowing now to be more present with the younger years of my son.
SPEAKER_03You define your success. Exactly. And that is so success summit last year. I walked away with three big things. One was proximity doesn't equal presence. So to be really like actually present with my family and kids. And what I did in January that has paid huge dividends, is I planned either a weekend away or at least a one night away once a month with just my family to like curate and be there. And it helped because like if it's already paid for and it's three months out, we're doing it. Yeah, yeah. Exactly. Right. And there's not always a perfect convenience because sometimes it's like, okay, it's just a quick overnight or something. But it has been like so sweet to have the depth of that with Danielle and with both girls, and like it's a hard thing to do each time. Like it's not always like, oh, the clouds parted and everything was easy and the no. But it is so fulfilling. So the fact that you're like being making that conscious decision because at what cost? Yeah. I always say, like, I could do X, Y, and Z, but at what cost?
SPEAKER_02That's exactly it.
SPEAKER_03You know, and like every decision has one.
SPEAKER_02Yeah.
SPEAKER_03And I've always said, like, that's not the only above all and be all. Like, I want my kids to say, like, daddy was here.
SPEAKER_02Yeah.
SPEAKER_03You know, and I I'll never forget this when Nicolette started her first uh soccer shots. It started at like 4 30. And I had told Brian, I'm like, yeah, it starts at 4 30. So hopefully, like when we get done to work, I can go and make like the last 10 minutes. And he looked and he goes, No. Be there at 4 30. Watch your daughter soccer. If we need you, I you have a cell phone. Like you're okay. But he goes, be there. Yeah. Be present. And it was one of those things when you have like that that leader and that boss and like mentor and friend who like says it and they actually mean it. And not just like we're saying it, but we're gonna make it, we're gonna hold it over your head.
SPEAKER_01Like hold it over.
SPEAKER_03But he's like, go there, be there. It was so freeing. And like to see the girls light up, like daddy's here. I was like, this is important. The fact that I have a career that we can do those things.
SPEAKER_01That's the irony of it.
SPEAKER_03Like it's such a blessing.
SPEAKER_01People say, like, oh, we do it so that we can be flexible and stuff, but then you get so caught up about producing and you know, wearing the flag of like, I did this much volume and this to help this many families, but you're running around and actually are now more absent. But the purpose was to be flexible so you could be present. And it's just I've really had to come to terms and it's challenging, but I my definition of success, what I've been realizing is it's my journey. I want my journey to be what I want, who I want it with, looking how I want. And that's my freedom. That's my success. It's not a destination I'm gonna arrive at. And the last thing I want is to look back and be like, I could have been more present and still made great money. There's always gonna be time to hustle.
SPEAKER_03And Rourke can see a success you're proud of. Yeah. Right with that blend as opposed to like, well, but we got all this stuff, but like you weren't around. Yeah. But like you can model that so then Rourke can see how you as a family define success. Yeah. Right? Because we get to choose it and we God knows that all these influencers and crap are trying to tell people how to define success that is a varying degree of what I would define it as.
SPEAKER_04I think part of the trap too, though, is like when you have like this this free form work schedule. You you do focus on you focus on like when you're working, but like for me when I was in the restaurant industry, uh my my biggest beef was I just hated having to work when others didn't. So like Friday night, Saturday night, because it was busy, you know, and like they needed I needed to be there. Um and I would look at it like that and be bothered by that, but I wouldn't give the same credit to the fact that I had a Monday off and I could have taken advantage of all the things that that provided off. Um so I think that's one of the biggest, like that's one of the biggest tricks or traps, I think, in that real estate world is when you say you're always, you know, you're always working or you're always taking phone calls, you're always like, there's there's actually times when you're not. Like, well, you're actually at the gym every day at 9 a.m. after you drop productive. So you actually take from 7 to 10 off every day, but you're not willing to maybe admit that or vocalize that, right? But you are for sure. Like, you know, like one of my things is yeah, like a lot of days in the late afternoon, like it's just not a good time for me to try and be in front of people and ask them for business. But I also like start working at 5 30 a lot of mornings, like you know, like when I wake up, it's like brush my teeth, and because there's some quiet in the house and there's not really much going on, and I can and there's there's things that I can be doing that are productive at that time.
SPEAKER_03Yeah, for sure. And different activities at different times yield better results, right? For sure. And it was great. So I just got back from the Success Summit down in Anaheim, and Tom throughout his coaching, like there's you know, a few thousand people in it, uh, he took a poll over the last like 90 days. And on average, the agents, I don't say admitted, but like turned in their schedules, if you will, 11.6 hours a week. That was wasteful time. And he was just like, let's see if we can get that back for you. Yeah. Like, what would that do if you were? Two hours a day, two hours a day. Two hours a day.
SPEAKER_01That's crazy.
SPEAKER_03That you can either be productive or actually rest or go do something that you needed.
SPEAKER_02Yeah.
SPEAKER_03You know, because I think like, oh, I was only on social media for ten minutes today. And if you looked at your phone, it'd be like an hour and ten minutes. You know, like we those estimates, and that was like an eye-opening thing with the people I was talking with, they're like, Wow, we didn't realize it, but like a big portion of our day, we hate to use the word wasted, but like we were not engaged right with the day, and it just kind of happened instead of us like driving it for that period of time.
SPEAKER_01So many people let the day drive, yeah, which is crazy to me. And then you're just you're just running around trying to catch up with it all day long, and then that's when you feel most exhausted.
SPEAKER_05Yeah.
SPEAKER_01And you could put in 10x more effort, but if you're controlling everything that you do when you get home at the end of the night, that exhaustion, you're like proud of it, feels good because you weren't chasing it.
SPEAKER_03Yeah, like you left it on the field. You're like, all right, yeah, I gave it my best. We'd work smart.
SPEAKER_04And on those days, you almost actually feel you do a better job as a as a parent, too, or as a spouse, right? You're like, oh, I crushed it. You have the the momentum. Totally. And it'll propel you through the rest of the night. And maybe you go to bed a little early, but Hey, that's a beautiful thing.
SPEAKER_03That's me every day right now. You if you can do it by all means. It's always a race when I put the girls down. Who's gonna fall asleep first? Nicolette and Noel or Daddy.
SPEAKER_01Yeah.
SPEAKER_03Because those Disney lullabies are going. It's nice and cool.
SPEAKER_01It's like this is the perfect environment. This is good. I know. We always walk out of putting my son down because you know it's all dark. You've got the sound machine, but it's only like 6 30 at night. So we come out and we're like, ah, you gotta stop if we want to wake you up. So like life until we are in bed.
SPEAKER_04But you're like, I've got two hours to hang out. I could be an adult.
SPEAKER_01Hard to come out of those environments and not want to go to sleep.
SPEAKER_04Yeah. All right, Colin. Well, we have we have crested an hour and we we do value your time, and and we know that you are an important dude. So we finish every podcast with this question, and it's my favorite one. I look forward to hearing it. I think it's very insightful. But if you could be anybody for a day, who would it be? Dead or alive? And what would you do?
Final Question On Faith And Forgiveness
SPEAKER_04Damn, that's a hard one.
SPEAKER_01It always stumps everyone.
SPEAKER_04I know. Even when we tell them, pay attention to the last one. This is the one that we didn't see it. This is not the one we went on.
SPEAKER_01Oh, I think it might not be on the prep.
SPEAKER_04Oh, is it a bad prep? It's a bad prep sheet.
SPEAKER_01Bad prep sheet.
unknownDamn it. It's okay.
SPEAKER_04We're scrambling to buy it.
SPEAKER_03This is gonna say cheesy. Um I would want to come back as Jesus and um heal people inside and out as much as I could for that day. Everywhere inside and out, mentally, physically, emotionally, spiritually. Yeah.
SPEAKER_04Um that tracks with you.
SPEAKER_01Is there a particular day in Jesus' life that you would want to like the day before his crucifixion? Like, I don't know. I don't know his story well enough.
SPEAKER_03It would be the day he disappeared. I would tell you this.
SPEAKER_01It would be the That's a terrible way to put it, Dan.
SPEAKER_03When when the when the Pharisees bring the woman um to him was who was caught in adultery and says, What does the law say about this? And the law says to to stone her, she was an adultery. Interesting fact, they didn't bring the guy, they brought her. And he gets down and he starts writing, but he asked them, he without sin, cast the first stone. And one by one, they dropped their rocks and walked away. Because I think he he hit them in their heads and in their hearts, going, It's easy for us to point out the sin or the miss in others without looking in the mirror at ourselves to look to improve as well. And I think that is such a great lesson. Into it's easy to point out where you know the strongman fell or people aren't doing it the right way, but how can we get better to help inspire others to be better? And then he told that lady when she got up, go and sin no more, like you're forgiven. You know, so she wasn't defined by that act. Um, and he encouraged her to go and restart your life in a new way.
SPEAKER_01Well done.
SPEAKER_00Okay.
SPEAKER_04Oh, and thank you so much. Thank you guys. That was awesome. Great chat.
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