But the way that I, you know, make my living has everything to do with the choices that I make.

Yeah.

And, you know, what I, what basically the base, the best way for someone in your shoes to scale who is more on the relationship building side of things, it's gonna come down to two things, time and money.

It always does.

Because if you could spend more, obviously if you put it in the right place and you do it well, that could help you grow your business.

Or the other piece to that is if you don't wanna spend, is to use the time you have.

You know, and I, I hear, I hear your goals, and I love that you have your goals.

if that makes sense.

Mm-hmm

... well, I'd love to know a little bit more.

So, you know, are you really ready moment? Do you feel ready for various is when every time I talk to, what's always I really wanna know, like, what's it gonna look like, you know, six months down the line right now continues? 'Cause I think so how I gotta figure that we kind of forget that if you don't think about the future and what could potentially be down the line, it would actually that, you know? So, like, if you don't fix this today, if we don't get through this and we don't organize this, we don't this, we don't wanna help you through, what does that look like down the line for you and for your f- 'cause that's obviously hard.

Michael?

Yeah, so what I did was I, Julia being generous enough to do this, I understand it's not for everyone.

That, that is super challenging to come in and be vulnerable.

Totally understand.

It's not in, in human nature.

So that's also kind of a routine, I guess you could say, is to get in there and prospect and really just sit down and put my head down and work on things.

No, that's awesome.

And then one of the things that's, that's interesting about that is, you know, as DJ mentioned in the open, you know, I've spent over 20 years basically t- I really wanted to understand how elite people think.

'Cause I think it just so fascinates me that we have billions of people on this planet, why is it that certain people stand out? And what you're doing is actually what elite people do, and that's, this is probably why you had all this success, is, is consistency.

It's the biggest thing I see agents that are struggling, the ones that are spiraling, as I call them-... difference in successful people.

Like, uh, one of the best examples I give, uh, you're an East Coaster, so Tom Brady, right? And, and I always use this example because Brady, he shouldn't, he should not have done what he did.

If you just look at the guy, he does not...

[laughs]