The Highest and Best YOU | ep5 | Ed Fordyce

[00:00:08] Speaker A: Hey, everyone. Welcome to the show. This is the highest and best you podcast, a show about people who are striving to reach their maximum potential in the real estate business. Each week, we sit down and talk to someone in or around the business and see what they're doing to reach their highest and best potential. I'm your host, Jake Verna, and this podcast is brought to you by VRA Realty. More information on VRA Realty, go to VRA realty.com. today on the show, I am talking to the one and only Ed Fordyce. A lot of people know him, but not everybody knows your story, so I'm hoping to dive into that. But before we do that, I have a gift for you today. [00:00:46] Speaker B: Cool. [00:00:47] Speaker A: Rob who? I wanted him to present it to you, but Rob came in. He came in, you were with him this morning, and he said he wanted to present you this 3D printed elephant as the Coach of the Year award. [00:01:00] Speaker B: Oh, my God. Check this out. [00:01:03] Speaker A: Shout out to Rob Lawrence. Yeah. [00:01:05] Speaker B: My man Rob. That is awesome, man. Dude, that is so cool. [00:01:11] Speaker A: It really is and everything. [00:01:12] Speaker B: I know. I love it. Yeah, I think school charging, man. Charging like a rhino. [00:01:17] Speaker A: That's what we do. Is that a rhino? No, I said that's a rhino. [00:01:20] Speaker B: That's a rhino. See the horns on? Yeah. Yeah. They're badass, man. [00:01:24] Speaker A: That's awesome. [00:01:25] Speaker B: They run like, 40 miles an hour, I think. Do you believe it or not? [00:01:28] Speaker A: I think so. [00:01:28] Speaker B: Right? I like this. That makes my. [00:01:30] Speaker A: Congratulations. [00:01:31] Speaker B: Thank you. It's wonderful. [00:01:34] Speaker A: All right, so, I mean, there's a lot that we could get started with, but nothing better to get started with than how you started. Just tell me a little bit about your beginning and. Yeah, just. [00:01:42] Speaker B: In real estate. [00:01:43] Speaker A: Yeah. I mean, you can give me the Ed Fordy story. [00:01:46] Speaker B: Let's stick. Because. Because if we go with the Ed for my story, dude, we're here till it's January. We'll be here till mid February. So we'll. We'll. We'll come up into the 2004. I owned a restaurant in Media, the West End Saloon, and had three young kids, and I knew I had to make some lifestyle changes. That's the other part of my story. Right. And. Yeah. And thought what I have to. You know, I was the sole provider for a family of five and talked to a bunch of people, and I was like, all right, I'm pretty much unemployable. You know, I have one of those mentalities. So get your real estate license. So my. A friend of mine who was a great Producer in Chester county said, go get your license. When you get licensed, join my team. Great. Cool. I go out. She's very corporate. I'm very blue collar. I sold one house in four months. She ended up nicely. She used an excuse, but she fired me. [00:02:42] Speaker A: Right. [00:02:43] Speaker B: So I'm one of the few. I don't. Do you know any other real estate agents that have gotten fired? [00:02:47] Speaker A: We fired a couple. I'm not going to lie. We have got letting go of a couple. Okay. Yeah. [00:02:51] Speaker B: All right. There's not many of us. [00:02:52] Speaker A: No, no, no. There's not. A lot of brokerages don't let people go. But yeah, continue. [00:02:56] Speaker B: Yeah. So I was like, man, maybe this industry isn't for me. So went to a different brokerage and got under the call it mentorship of Brian Buffini. 100 days to greatness. And in the next nine months, I did 9 million and just rock and rolled for a few years as a. As a single agent and then got recruited as a recruiter and a trainer and a coach and ran that for a while. Built a, you know, a huge franchise here in Chester County. [00:03:30] Speaker A: Fantastic. [00:03:31] Speaker B: And then just continued on and since I guess was sort of in and out of brokerages as a leader. [00:03:39] Speaker A: Right. [00:03:40] Speaker B: And then a couple of years ago, just said, that's enough. I'm going to. I'm going to go out, just do my own thing. And that's what I've been doing since. Yeah. [00:03:47] Speaker A: Awesome. A lot of what I want to talk about today is the coaching. I know you've. You've had a big effect on real estate with your own sales, but a bigger effect on how much you've coached because I've imagined you've coached a lot of people. Do you have a number of how many people you've coached? [00:04:03] Speaker B: Well, coaching appointments, it's. I figured it out. This is not going to be exact, but it's approaching 20,000. Yeah. Somewhere around 18,000 and change. [00:04:15] Speaker A: I mean, that's. That's a huge number. So you started coaching at what brokerage? Do you mind sharing that? [00:04:22] Speaker B: No, not at all. So I started coaching, like, indirectly. When I was first with Prudential, Fox and Roach. [00:04:34] Speaker A: Were you just like someone's mentor? [00:04:36] Speaker B: I just sort of took on that role. I wasn't officially for the company. [00:04:40] Speaker A: Okay. [00:04:40] Speaker B: Yeah. But then when I got recruited to Keller Williams, that's when, like Coach Ed, by the way, actually came from Little League, where all the parents would call me Coach Ed. So when I got recruited to kw, I was like, I wonder if Coach Ed's available. For my email address. Coached. Yeah, [email protected]. [00:04:59] Speaker A: Oh, that's fire. [00:05:00] Speaker B: But it's spelled coached. So they're like, oh, coached at kw. And I'm like, no, it's coach Ed. Come on, man, get with the program. Yeah. And, you know, by that time, I had been since 2004, in the Tony Robbins world. [00:05:15] Speaker A: Okay. [00:05:16] Speaker B: So between that and my recovery world, I sort of meshed them both so I could recruit from the inside out, starting with the soul, starting with your passions, all that stuff. And then just over the years, refined it with stuff that I learned in the real estate world as well as outside of the real estate world. And like everything I do, I just. I like to be different. I don't. I never. I don't think I've ever coached for, like, the big companies. I. I never really had an interest in that. Yeah, but that's where it started. I love human beings. I love to see. I'm very much into transformation and, like, let's get it done. Let's get it done in 30 days or 90 days. [00:05:58] Speaker A: That's amazing. And I listen, I coached with you. We coached. I think it was the beginning of 2023, and it was. It was nothing I was expecting because it was about the heart and the soul, and it's what mattered more. And it wasn't about just, like, sales. [00:06:12] Speaker B: And look at you now, dude. [00:06:14] Speaker A: Right. [00:06:15] Speaker B: And it's. This is what I know. Doesn't matter if it's me or, like, what I realize is the human beings that invest in themselves, in a coach, a mentor, in training, always move forward. Yeah, always. And it just blows my mind. So that was my message this morning was like, all right, we went over a business plan. We went over a marketing plan. I didn't do that. That part. But my. My message was like, what are you going to do now? Who's going to help you measure this stuff? Who's going to help you make, just like in football, halftime, change the game plan at halftime if it's not working. You need a coach, you need a mentor to do that. [00:06:58] Speaker A: You do, you do. To take it to the next level, which you've taken a lot of agents to. I just lost my train of thought, but I want to stay on the coaching. Talk about the B5 method. That's something that you've been posting a lot about on social media. Talk about how that's been implemented. [00:07:12] Speaker B: Yeah. So just, like, you know how. How your career has evolved, especially over the last year. It's, like, amazing. It's so cool. To see what you're doing, dude. Like, super proud of you, man. Like, really, it's amazing. So cool. I'm constantly evolving. So I've been this, like, mindset guy. And what I realized is I started asking myself, like, what is mindset? And in the last year, I came to realize that mindset is nothing but brain chemistry. That's what it is. Like, if we can get dopamine and serotonin flowing, we're going to be in a great mindset. And it, like, everybody just talks about mindset. Well, what is it? And then I started digging deeper. Well, if someone has a lot of your neurotransmitters are in your gut, you got a bad gut, you're not eating well, then it's really going to be hard to have a good mindset because the chemicals aren't going to be flowing from your brain. So the. The B5 method stands for build your brain. Build your body, build your business, build your brand, build your bonds. Your bonds are your relationship at home with your kids, your family, your wife, your spouse, your partner, whatever. But it starts with our brain. [00:08:25] Speaker A: Yeah. [00:08:25] Speaker B: So, like, how do I help someone make the mental shift? And that includes a lot fitness. It includes the right diet. It includes getting blood work done to see if you're deficient in something. [00:08:43] Speaker A: Right. [00:08:44] Speaker B: Because you can do all of the. And I'm a huge Tony Robbins fan. I'm a huge. Like, yeah, yeah. I can change. Change your physiology, change everything. But if something is off in your body, you're gonna hit a brick wall, and you're gonna be exhausted. [00:08:59] Speaker A: Interesting. [00:09:00] Speaker B: And then I want to be able to trace that back to, you know, is it something hormonally? Is it something deficient in your blood, like a vitamin or a mineral? [00:09:10] Speaker A: Yeah. [00:09:10] Speaker B: Are you dehydrated? Do you have some kind of gene mutation? That's what I love doing. [00:09:16] Speaker A: Yeah. [00:09:16] Speaker B: And then build your body. It's like, you don't have to be an Olympic athlete or crossfitter, but you got to move, you got to sweat, you got to get out of breath. [00:09:25] Speaker A: Yeah. [00:09:25] Speaker B: Or build your business brand, you know? [00:09:27] Speaker A: Yeah. Oh, my God. I love the way you broke that down. I mean, nobody. Not even, like, licensed therapists don't even do this. [00:09:34] Speaker B: Yeah. [00:09:35] Speaker A: It's like, you know, you go to therapy, and then they just say, well, what's bothering you? You're doing that exercise, which I love. I mean, that's amazing. I'm mind blown. And that kind of brings me into a really good point that I have written down here. So the gym is something that's very prominent to you, and you do it all the time. You post about it all the time. And something in there, you build your body. Is the gym. Is. Is that a factor of motivation for you? What is. What is the gym to you? [00:10:03] Speaker B: Yeah. That, like, everything. It evolves. So. And it's so cool you're asking this because it's, like, hitting me in the heart right now. Like, the reason why I go to the gym now so I can work out with my grandkids. Like, everything's changed for me. It's also, like, my therapy, but. And I also want to. I coach, you know, some of the guys here, like, I coach high men. [00:10:29] Speaker A: Yes. [00:10:29] Speaker B: Right. In the brotherhood, guys that are making. [00:10:31] Speaker A: 300, $500 million a year. [00:10:34] Speaker B: Yeah. [00:10:34] Speaker A: Same amounts of money. Yeah. [00:10:35] Speaker B: And they're badasses, man. So if I'm gonna lead them, like, I better be able to stay up, like, keep up with them. [00:10:43] Speaker A: Yeah. [00:10:44] Speaker B: You know, so I. I want to show men, you know, I just turned 58. [00:10:51] Speaker A: Happy birthday. [00:10:52] Speaker B: Thank you. And I want to show men, like, hey, just because you're in your 40s or 50s doesn't mean you can't be 50. Fit. [00:10:58] Speaker A: Right. [00:10:59] Speaker B: You know, and I have some fun with it, man. [00:11:01] Speaker A: Like, there's so many excuses you can make about it when you're. When you get to that age. [00:11:06] Speaker B: Yeah. And it's just like, the shit's gonna hit the fan. [00:11:09] Speaker A: Yeah. [00:11:10] Speaker B: Right. When you're fit and when you're healthy, you've got a lot better chance of recovering quickly. That's it. [00:11:20] Speaker A: Yeah. [00:11:20] Speaker B: So, yeah, it's a big part of. [00:11:22] Speaker A: I remember I love my dad to death, but the day he stopped going to the gym, I could tell there was something different about him. Love him to death. Love him to death. Like. But you know that it does play a big part. You move your body around. It plays a big part in your mind. [00:11:37] Speaker B: Yeah. It's. It's a. It's. It's. It's something. I believe that when. And for men and women, specifically men, if we feel like we're losing our edge, we lose confidence, man. [00:11:56] Speaker A: And that's huge in sales. Any sales. [00:11:58] Speaker B: Yeah. [00:11:59] Speaker A: Need it. [00:11:59] Speaker B: Everything. [00:12:00] Speaker A: You need it. [00:12:00] Speaker B: Like, I know if I'm. If I'm standing across someone who isn't fit, they're already done. They know it and I know it. They can just look at me go, crap, man. Like, I. How do I. You know, how do I compete? [00:12:15] Speaker A: You know what the kids call it nowadays? [00:12:17] Speaker B: What is it? [00:12:17] Speaker A: They call it aura. [00:12:18] Speaker B: Aura. [00:12:19] Speaker A: That's what the kids call it. [00:12:20] Speaker B: Yeah. [00:12:20] Speaker A: I say when someone across the room, you know, you're kind of beaming that aura. That's what the kids say. Yeah. [00:12:26] Speaker B: I like it, I like it, I like it. [00:12:28] Speaker A: All right, so I have a couple questions on here that I want to get to. And they're kind, they're just advice. I just want you to spew advice for these. There's a couple different types of people and each one is someone that needs advice. These are the people that need a coach. First, I want you to give advice for agents that are already reaching their full potential. Just give them some advice. What are they. Because they, in their head, they're already reaching their full potential. What's some advice you can give them? [00:12:57] Speaker B: Yeah, there's always a next level. And that next level might not be doing more business. It might be more time with their family. It might be. You know what I shared this morning was I have many, over the years I've had many, many, many top producers come to me say, dude, last month I made one hundred grand. The month before that I made one hundred twenty grand. The month before that, I made eighty grand. Like I'm at the top of my game and I'm miserable. Like, what's wrong with me? [00:13:22] Speaker A: Right. [00:13:23] Speaker B: And most of the time we, we've gone over this like the different categories and one of the categories is where are you in your contribution to the world? [00:13:32] Speaker A: Right. [00:13:32] Speaker B: Giving away your money, time or talent? The highest any of them have ever given me was a 3 on a scale of 1 to 10. Most of them are 0 or 1. [00:13:43] Speaker A: Those guys that are doing a hundred. [00:13:45] Speaker B: Thousand dollars a month and that are, that are miserable. Yeah. So sometimes our mission changes, sometimes our purpose changes. So if they are nailing it and they're still growing and they're helping other people grow, then they're going to be okay. [00:14:03] Speaker A: Yeah. [00:14:03] Speaker B: You know, they're, they're going to be happy and fulfilled. The science of achievement and the art of fulfillment. They've got both of them going on. That's a healthy human being. [00:14:13] Speaker A: Great answer. I really like that. The rest of them are going to be for people that are doing less. Next advice I want you to give out is for part time agents because there's a lot of them in specifically Chester County. [00:14:25] Speaker B: Yeah. So with that is it all comes down to we can't manage time a whole lot, but one thing they can manage is energy. [00:14:35] Speaker A: Right. [00:14:36] Speaker B: So total immersion. If you're working, you know, 9 to 5 at your corporate job or whatever, then Every day you're investing two hours of uninterrupted time, marketing lead generating. The first thing I would say, actually is become an expert in the agreement of sale. That's the first thing you need to be. Master the agreement of sale and everything you have to be. But believe it or not, I'm going to go out on a limb and say, minimum, 65% of real estate agents would not be considered an expert in the agreement of sale. But it's about immersion. [00:15:14] Speaker A: Yeah. [00:15:14] Speaker B: Like their life depended on it. And if they don't act like that, they're probably not going to last long. [00:15:20] Speaker A: Yeah. Whenever you're not doing that nine to five, you want to make some extra money. You really want to hang with the big dogs. You need to. After that, nine to five. When you're five to nine, need to be fully emerged. I love it. [00:15:29] Speaker B: No doubt about it. Yeah. And by the way, there's been more than a handful of part timers. Most of us, including me, started part time. [00:15:38] Speaker A: Yeah. [00:15:39] Speaker B: There's part timers that make a couple hundred grand a year selling real estate. [00:15:44] Speaker A: Yeah. Real estate is not hard. No, you just. Again, and this is. I'm gonna put this down. My next question. What about the. Give advice to the people that work two hours a day and then complain about why they aren't making money in. [00:15:58] Speaker B: The real estate world. [00:15:59] Speaker A: In the real estate world. [00:16:00] Speaker B: Yeah. [00:16:00] Speaker A: They're working two hours a day. They come to the office and they say, steve, Ed, I'm. I'm not making. I'm not. I didn't do any deals this month. Why not? [00:16:09] Speaker B: Yeah. [00:16:10] Speaker A: What'd you do today? Well, I went to. I watered my flowers and I went to the grocery store and my daughter called me and she asked me to bring her lunch. [00:16:18] Speaker B: Yeah. [00:16:19] Speaker A: What do we say to those people? [00:16:21] Speaker B: Yeah. So I've, you know, the David Goggins in me wants to be like, send your license back. Give up. Right. But I want to be the leader. That goes. All right, hold on. Let me look at the leadership. First of all, who was your mentor? Who taught you? Have you done behavioral assessments? Are you working in your strength zone? Tell me about your day. What do you do? What's your database look like? How many people do you have? Where were you successful before in your life? And then if. All of that now, if they start throwing excuses like, yeah, but you don't understand. Usually my response is, listen, whatever. Whatever your excuse is, I can literally physically drag you to 10 people that I know personally that have the same situation as you and are Doing just fine. If you want me to do that, I can do that. But one thing I'm not going to do, I'm not going to sit here and support your excuses. Yeah, I'm not. I'm not doing it, man. [00:17:15] Speaker A: Excuses are. I'm reading the War of Art. I think that's what it's called. And the entire book is just about resistance. And it's. The book is for artists and it's for creative thinkers, but I can relate it so much to real estate and what we do in sales. And I mean, that's exactly that. It's just resistance. People just wanting to back away and make excuses for what's right in front of them. [00:17:41] Speaker B: It all comes down to just simply this. Make a decision. [00:17:45] Speaker A: Yeah. [00:17:46] Speaker B: Because once you make a decision, you don't have to think about it anymore. So you're part time. You want to make 50 grand? Let's put it together. Let's do it. Start now. Like when somebody, you know, if you said to me, I want to get in shape, I'd be like, cool. Do 10 push ups. Right now. Right now. Wait a minute. We're doing a podcast. Well, why would you want to wait? Like, just go, yeah, you're right. [00:18:04] Speaker A: I. I just. I started 75 hard. I'm on day 11. [00:18:07] Speaker B: Nice. [00:18:07] Speaker A: And the office is doing it. They decided they're starting on January 9th, and it was December 27th or something. Maybe it was closer to January 1st, I don't remember. But I remember we had our Friday morning meeting and I said, I'm starting 75 hard. Or I said, I'm starting 75 soft. And Steve goes, why are you doing 75 soft? And I was like, well, I don't have time to do two workouts. And I don't have. I don't. I don't want to stop drinking. And he goes, you already fucking failed. You already failed yourself. You're already making excuses. [00:18:39] Speaker B: Why would you say that in front of Steve Seymour? [00:18:43] Speaker A: Anyways, the point is, like, there was that resistance. There was that excuse. I was making excuses for myself. [00:18:49] Speaker B: That's great. [00:18:50] Speaker A: So after that, I started on that Sunday. I started on that some on day 11, and there was that. Cause that goes for anything. It's like, just start then and there. Don't. I didn't want to wait till January 9. I just wanted to start right then to just. Because there's no point to wait. [00:19:02] Speaker B: And again, right there. [00:19:03] Speaker A: Yes. [00:19:04] Speaker B: That is the magic of having a champion in life like Steve, that happens to be, you know, a mentor and A coach to you? [00:19:12] Speaker A: Yes. [00:19:13] Speaker B: That when you said that, he was like, what? [00:19:15] Speaker A: You already failed yourself. [00:19:17] Speaker B: Like, what do you, what do you. That doesn't, that doesn't work, man. That's a, like, that's a million minimum. Million dollar moment, man. [00:19:26] Speaker A: Yeah. Now it was that really beautiful thing. It was because I was, I was, I looked at him, I said, I said, did you just call me a bitch? And he goes, no, I didn't call you a bitch. I said, no in here. You just called me a bitch. You just said I wasn't good, I couldn't do it. And I've been told that before, so I fucking did it. [00:19:44] Speaker B: There you go. [00:19:44] Speaker A: Let's move on to the next one. Give me. All right, so I'm 22. We just hired Sam Wallace, who you met from the Rob Lawrence team. He's 19 years old. There's a couple other younger agents that are out there. I've seen him on social media because that's the first thing young agents want to do is go post on social. I'm a part of a young agents group as well around the country. And I always, I get the always. All the time people are in there, they talk about, well, I'm young, why am I not doing well? Give advice for young agents. What? Like there's so many excuses young agents can make. I'm too young, I can't do it. I'm, you know, I don't have the database. Give me some advice to see me. [00:20:21] Speaker B: It's this simple. Be so good that they can't ignore you. Yeah, that's it. Be so good that they can know the market better, know the inventory better, know the numbers better, work three times as hard. Yeah, that like the. There are 22 year olds. Like when you said that, I'm like, that doesn't even. It doesn't. Yeah, like, I don't, I don't look at you as a 22 year old. I look at you as a businessman who I respect and somebody that like I'm really proud of and like I like to hang out with. Right. So there'll be 22 year olds that can make those excuses. And then there's the SAMs that are like, just show me what to do and I'll fall flat on my face. [00:21:00] Speaker A: Sam is fucking killing it. I do want to shout out, sam, Sam. He comes in the office, he goes to when, when the semester was going on. He was going to class from 8:00am to, I think about 11 in the morning. He came right to the office, got changed from his clothes. And then he would be in the office until 7:00 at night. [00:21:14] Speaker B: Yep, that's it, man. [00:21:15] Speaker A: That's it. [00:21:16] Speaker B: Just be so good that they can. It would be like. I'm very proud to say that I was nicely asked to leave Westchester University in 1984. My GPA may or may not have been below a 1.0. I'm not. That's it. But it was. Right. And it would be like me saying, well, I'm not formally educated, right. So there's no way I can succeed in life or. And quite honestly, it was a. It was a limiting belief that I had that I was stupid. Like I thought I was stupid for a long time. Like, I believe that in every inch of my soul, man. And it held me back for many years. So that it doesn't matter if you're 22 or 82. I could have a guy come in here right now. Jimmy smith. He's a 97 year old network marketer. [00:22:05] Speaker A: Jesus. [00:22:06] Speaker B: He. He's the was. I don't know if he still is the top earner in his company. He would recruit you to the company right now at 97 years old. Relentless. [00:22:16] Speaker A: He's just that good. [00:22:17] Speaker B: He's relentless. [00:22:17] Speaker A: Doesn't matter about his age. [00:22:18] Speaker B: Relentless. Yeah. [00:22:21] Speaker A: This one we already kind of touched on. But I do want to go back on it and touch. Give me some advice for motivation. And when you touch on this, include some tips that would help motivate somebody that's lacking, that wakes up in the morning, they're just kind of dreading everything. I don't want to go do my 100 calls. I don't want to go knock on some doors. I don't want to go talk to Ed. What are you gonna say to tell that person? [00:22:43] Speaker B: Yeah, so. And it's somewhat different for everybody, but the first thing to do, change your physiology. Smile, say thank you three times. These are the steps. Smile, say thank you three times. Think out loud verbally. A gratitude list, then the four questions. As far as motivation goes, the quality of our lives are in direct proportion to the questions we ask ourselves. So if we want to be motivated, the first question to ask is, how do I want to feel today? You and I probably went over this, right? [00:23:14] Speaker A: I watched your story earlier of you saying this. Yeah. [00:23:17] Speaker B: How do I want to feel today? And answer it out loud. I want to feel alive. I want to feel sexy. I want to feel vibrant. I want to feel like a champion. Who do I want to be or become today? I want to become an even Better leader, better speaker, a better coach, a better whatever. What do I want to receive today? I want to receive over $30,000 in new coaching subscriptions. I want to receive whatever your business is. Yeah, Right. Then what do you want to give today? I want to give hope. I want to give love. I want to give compassion. I want to give direction. I want to give great leadership. Right. And then know that it's okay. Number one, it's okay to not feel good. It's okay to. To not feel motivated. That's okay. Our biggest problem is we think we shouldn't have any problems. [00:24:01] Speaker A: Right? [00:24:02] Speaker B: Right. But I think that's like, sort of, what do you do deeper down? We have to have a mission that pulls us, like pushing the grind and all that stuff. Whenever I hear somebody say, you just gotta grind every day, I'm like, that doesn't sound like a great life. Find something that pulls you. Right. That literally is, like, at your soul. Right. That pulls you to do it. And sometimes it can be something as simple as your own family or proving somebody wrong, or it could be freeing kids from human trafficking. [00:24:38] Speaker A: It's finding your why, it's finding your way. [00:24:41] Speaker B: Yeah. It has to be deep, though, man. It has to be. In my opinion, when you talk about it, it's like, it gets you to the point where it hits you hard. Where it's like, not on my watch, man. This isn't going to happen on my watch. [00:24:55] Speaker A: I've been. Because Steve talks about the why a lot. A lot, a lot, a lot. It's almost something that we talk about weekly. And it's something that I don't think I found yet. And it's a evolve. It's something else that evolves, too. Because Steve's example was as soon as he had his son, his why changed. It was his why is his son. And a lot of other people I know have said that is their children. [00:25:18] Speaker B: So this is what I say to people. You're full of shit. That's a legal, moral, and ethical obligation. Give me something better. So let me ask something. Today the good Lord decides I need Ed in heaven. Pulls me from planet Earth. [00:25:36] Speaker A: Sure. [00:25:37] Speaker B: Next week you go to my funeral, Eddie, Johnny and Helen are standing there. What story do you tell them about me? [00:25:45] Speaker A: The first time I heard you speak at the gmt and you spoke about your nephew and he was in the Marines, correct? [00:25:55] Speaker B: Yes. [00:25:55] Speaker A: And how I visibly teared up and had to excuse myself from the room because of what you said. And I can't remember exactly what you said, but it Hit my heart very. Like, it touched me. [00:26:09] Speaker B: Yeah. So that's my why, man. My why now is. And I will tell anybody watching this, like, right now, I'm choked up because I want you to tell my kids a story like that. Like that. That's. That that gets me the impact that. [00:26:28] Speaker A: You had on them. [00:26:29] Speaker B: That's it. When my father was dying, I told him we had some really good connections in those. Those final days, in those weeks. And I just. I made him a promise. I said, you know, you. You had. I tell the story about him backing me up on a. On a baseball field one day. It was great. And. And I said you had my back. And I said, because you helped develop me, I promise you, till the day I die, I will, every day, I will create an impact with every human being I come across. So that's a. A huge. I have a few whys. [00:27:05] Speaker A: Yeah, of course. [00:27:06] Speaker B: But, like, that's my main thing is, like, how do I impact human beings and pull greatness out of them? That's my art. It's what I do. [00:27:14] Speaker A: You are the most genuine person I've ever talked to. [00:27:17] Speaker B: Thank you. [00:27:19] Speaker A: I have one last piece of advice I want you to give out. And this is a strange one, but I know there's a couple people here. Rob in particular, actually, is this. I want you to give advice to people who are in their second career and have found real estate in their second career, similar to how Rob has found his way. [00:27:36] Speaker B: Treat it like. Well, I think it's pretty simple. Total immersion. Are you talking about somebody that's. At the beginning of it? [00:27:43] Speaker A: Yeah, someone that's just starting out. So say I was over at Vanguard Financial. I was a. Whatever, banker, financial analyst. And I said, I hate this. I want to. I saw Jake Vernon was doing really well in real estate. He's my buddy. I got my real estate license, and now I'm just starting out. Now I'm not making any money. I don't know what to do. This is so weird to me. I'm 45. I just got divorced. What do I do? That kind of person. [00:28:07] Speaker B: Yeah, well, there's a few. It's. It's all mind shifting. [00:28:15] Speaker A: Yeah. [00:28:15] Speaker B: I'm getting rid of the word mindset. Mind shifting. Right again. Making the decision that, okay, how much money do you have to make or do you want to make? Taking a look at what's holding you back. Are you in your strength zone? Do you really want to do this? Like, do you really want to do it? I'm getting back to some old Like, Eric Thomas stuff. [00:28:39] Speaker A: I don't know. That is. [00:28:39] Speaker B: Yeah, dude, he's. He's a bad mofo, man. Yeah. ET he talks like this. [00:28:46] Speaker A: Yeah, he's cool. [00:28:47] Speaker B: Yeah. And. And it's like, you know, when. When you. When you want to succeed as much as you want to breathe, then you'll succeed. Right? But it's just habits, rituals, finding what works, man. So I'll give you an example. In my heavy recruiting days, you know, I was not succeeding. And a mentor, I was doing okay, but a mentor was just like, dude, you're a coach. The way that you recruit agents give away 100 free coaching sessions, 25 great producers will join your office, and then you'll recruit another 100 newbies. Like, go do that. [00:29:28] Speaker A: Yeah. [00:29:29] Speaker B: And literally went from, I don't know, 100 million in production to almost a billion in production in. In five years. Right? So. But I needed a coach. I needed a mentor to say, hey, this is your strength. Go do that. [00:29:42] Speaker A: Yeah. [00:29:43] Speaker B: That's going to work for you. So for somebody starting a second career, I'm actually doing this right now. This year. I'm acting like I know nothing. I'm going into business like a rookie. Like, I. I don't know. I don't. Tell me what to do. Total humility. Tell me what to do. I don't know what to do. Joining that, you know, something similar to 75 hard. But it's as far as business goes, acting like I know nothing. Doesn't matter if they made a billion dollars a year doing what they were doing. You're in a whole new. Whole new world, man. Don't say, well, when I was at this, this. Is it working for you now? [00:30:20] Speaker A: No. [00:30:20] Speaker B: Then change, man. [00:30:21] Speaker A: Yeah. [00:30:22] Speaker B: Yeah. That would be my advice. [00:30:23] Speaker A: I love it. Ed, thank you so much for coming on, man. I really appreciate it. Everything I. I know I say this every time I see you, but everything you say impacts me so deeply, and I know it impacts so many other guys so much. Where can. Where can people find you if people want to come coach with you? I know you said you're a little bit more exclusive now moving forward, but. So we got some big dogs out there that want to talk to you. Where can they find you? [00:30:45] Speaker B: Yeah, just Google me or [email protected]. [00:30:48] Speaker A: @Foryce.Com. [00:30:49] Speaker B: Yeah. [00:30:50] Speaker A: Thank you so much. Don't forget this, man. [00:30:52] Speaker B: Oh, I'm not. I can't wait. I'm gonna have to go give Rob a big hug. [00:30:55] Speaker A: Let's go. Yeah. Coach of the year. Let's go. Do it, man. Thank you.