Million Dollar Mindset, Media, and Marketing with Justin Konikow
So you hear a million-dollar anything, and you're immediately thinking money, but today it was so much more about the heart and the head than it was about the pocketbook or the bank account, though that part comes into play with today's guest. Justin Konikow is no stranger to wealth, but not just the wealth that you might be thinking of - the wealth of marriage, the wealth of peace, the wealth of the play, and parenthood are also part of it.
There were so many pieces to our stories that align in this. Justin is a media mogul, a marketing guru and a real estate expert that I follow closely. We've connected through parenthood. We've connected through our marital relational experiences and so much more. So you're going to love this podcast. Get your pen and paper out because there were some nuggets that even, I was like, wait, you're going so fast. It's so good. Justin is such a gift. And I know he is going to bless your life.
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Justin Konikow, one of the owners of Prime Real Estate Brokerage and Prime Media Productions, covers all things sales, marketing, media, content production, and how to build a business. Serving more than just the real estate industry, Justin has strong success in scaling businesses. Through how-to videos, spending time with industry experts, a strong sphere of connections, Justin creates daily content teaching people productivity hacks and accountability, which helped him scale his business and his journey as an entrepreneur. Justin founded the companies with his wife, Shannon, with the intent of turning the industry upside down and coming at things from a completely fresh perspective. Using their platform and networks, they have quickly become one of the biggest and most influential household names in Real estate Their Media company has a focus on content production with a focus on branding and sales. They create videos, podcasts, visuals, and articles. Partnered both from a business and soaking engagement level with the likes of Scott Mcgillivray from the HGTV show Income property and Ryan Serhant for the BRAVO show “Million dollar listing”- he is privy to some interesting insights and industry tips and tricks. He is also one of the founders of “The Industry Syndicate” podcasting network- comprising 26 shows with a listenership cresting 300k a month. Justin is no stranger to public speaking, as he runs a weekly podcast titled Prime People Podcast, as well as monthly meetups, the Prime Master Mind. He has spoken at events like the Keyspire investor’s Summit and has shared the stage with Scott McGillivray. He has a strong presence on the podcast audio app Clubhouse, hosting weekly rooms and building relationships through the platform.
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Show Notes: Million Dollar Mindset, Media, and Marketing
So you hear a million dollar, anything, and you're immediately thinking money, but today it was so much more about the heart and the head than it was about the pocket book or the bank account though, that part comes in play to today's guest. Justin Kahn of cow is no stranger to wealth, but. Just the wealth that you might be thinking of the wealth of the marriage, the wealth of the peace, the wealth of the play and parenthood.
There was so many pieces to our stories that align I've energetically just been so connected to him through social audio over the course of this year, but he is a media mogul, a marketing guru and a real estate expert that I followed closely. We've connected through. We've connected through a parenthood.
We've connected through our marital like relational experiences and so much more. So you're going to love this podcast, get your pen and paper out because there was some nuggets that even, I was like, wait, you're going so fast. It's so good. Justin is such a gift. And I know he is going to bless your life.
So just follow them on social media, even if you don't get to the end of this podcast, which of course I want you to, but. To stay tuned to what he's got going on. It's going to challenge you in so many different ways of how you're showing up from a business perspective, but also as a spouse and a parent, like we were talking about.
So show up Joel for this show and even show up and subscribe to the fit and based podcast. That would mean the world to me and leave a review. You can tag us and do it on your social media and I'll tag you back on mine, or you can do it for the show. I am in the running to try and get 200 reviews. So could you review the podcast?
That would mean the world. Take two extra minutes. It'll be like my Christmas gift. My early Christmas gift. Love you. Thanks.
Welcome to the fit and faith podcast. It is an acronym representing founders, innovators, and trailblazers who are looking to live a life wholly fully, authentically, and truly fit a space for us to connect on the raw real stories of mind, body, and soul alignment of entrepreneurs. And kingdom leaders. I'm your host, Tamra and dress.
And this podcast, isn't like the cookie cutter interview experience. I've been coined the entrepreneurial rabbi. And so we do go there unscripted, no matter how far wide, deep or high there is. My desire is to see people rise from the inside, out, into their greatest calling, by sharing their truest stories, talents.
As a purpose activator and brand builder, I believe our successes and failures are derived from who and whose we are not what we do, but strategy and vision are equally as important to the mission. So let's cut to the chase together and get fit in fake.
Hey, Hey, Hey, I am so excited to introduce you to my friend, Justin , who is an expert in real estate, media, and marketing. He also loves to use us, and he's taught me a lot through breakfast of champions, but also just through his digital presence. And so we're going to unpack that for you guys today. Just thanks for being here.
Yeah, my pleasure. I love seeing that intro reel is at Tony Parker, a bunch of other amazing humans and. It's funny how we've got to know each other so well, and we've never met yet, so I can write. I agree. It's really cool to see how social media has been an agent for like the expansion of what I truly believe like kingdom culture is intended to do.
It's like creating family, but it's done through social audio is what, where we've got connected. Um, but I think that there is another component of knowing that. Truly really good humans doing what they're gifted and talented. Doesn't have to be the exact same thing, but that they're putting in the work and the effort and the energy into the atmosphere every single day.
Cause you're no different than me that I know, or I am anti hustle culture, but I am constantly moving. I am not, I am constantly on the move and I know you are. It's an interesting dichotomy, right? Because you say that so that the people watching understand that it isn't necessarily just about the race.
Right. And working, and working and working until there's no quality of life left, but at the same time, like you have a burning desire in you that your work is your ministry. I know nothing about fashion. I know nothing about a lot of the things that you're passionate about, but what's really cool about social audio or the world coming together on platforms like it is now.
It was relationships transcend those platforms. Like when you were running the girl for God conference, I was sitting in my basement. I actually work in a way my daughter was with me. We were trying to break the system. And I remember coordinating with Glen and Sarah and sending some feedback and just saying, Hey, love this, love this, you know, the, the stream.
Quality's fantastic. This is what I'm seeing on the back channel. And it's almost like I was there even though I was worlds away. So I love how that I love how the world brings us together. Because of the technology aspect, we're able to do that more and more. I mean, it's so different than podcasting and be able to reach all of these different countries.
It's one of my favorite things to see the back channel of the syndication, or you have a podcast as well. And seeing like the different countries, you're like, gosh, who do I know there? I want to actually go there and meet that person and hear their feedback. And, um, I was at a mastermind recently and we were talking about like our big dreams, our big visions, and I was joking around about getting.
Which is private jets. And they're like, wait, what? Like that's in your vision. And I'm like, yeah, it actually is. And they're like, well, that sounds, that sounds a little bougie, right? Like we just had grant Cardone and that experience and grow for God to sounds a little crazy that somebody would take a private jet and then I scaled it back.
And I said, yeah, but let's talk through why. It's not about having my name plastered on a spit specific thing, floating in the sky. It's the knowing that I can actually create mission opportunities for teams and people that I know can steward that space and go different countries and actually do what God's called us to do, which is the great commission to the places that have never heard about Jesus in the way.
And sometimes that's right here in our backyard. Um, and so I love that. It transcends the understanding that it's not about the millions, it's about the, the one individual we were talking about this offline is that you could be in a room with one, or it can be in a room with millions, but why not be with millions if you have an opportunity to be with millions?
Yeah. And it it's, I think the people that are thoughtful about having that conversation to me are some of the people I respect the most because they're aware of. You know, perception and making sure that they're honoring and explaining what they're doing or why they're doing it versus the people that are just chasing the things.
Cause they think that things are going to give them the approval of the people. And once I get the approval of the people, then I'll grow and I'll be, you know, I'm impacting millions, but I have to get the jet to showcase my success. Well, it's, you know, if you're getting the jet as a means to an end, that's a separate conversation.
And the gentleman we spoke about earlier, his name is Ryan Harper. And when I read his biography, you know, he was on the streets of Africa, preaching two to three people at a time and did that for years and years and years, and had a vision to save millions. And he got there, but it was by a having the vision, but then showing up and doing the work.
And there's such a dichotomy between those two people that just want the vision for the vision. Uh, don't want to put in the work, right? Yeah. And then, you know, from a marketing perspective and being a media expert, there was an entire season where like showcasing yourself or taking that like briefcase leaning up against the Maserati or the Lamborghini, right.
Was like popular. And people were actually converting leads that way, because it was like that rule over their eyes of like, this is actually what you want. But if we could change that conversation for people and understand that there's like that heart driven leadership, that servant driven leaders.
Actually the thing you want, but the freedom that comes along with it, the prosperity and the wealth that comes along with it because of time and quality of life and connection, honestly, it changes everything, um, from a place of going to sleep in peace and not that void, which I have experienced in the both of success driven realm of perfectionism of achievement versus success in just having a component of a false.
Yeah. And I think the word success can be defined many, many different ways, right? Talking about getting the things and saying, once I get this, then I'm deemed successful. Well it's what is your quality of life? What are the people around you saying about you when you're not actually in the room? And a lot of that does have to do with your actions?
Right. And I had a conversation with somebody this morning that called me. We were talking about their ambitions. And I was like, okay, here's your ambitions? What are your daily actions? And we walked through some of the actions and I'm like, okay, do those actions map to those ambitions? And they didn't. So we created a few little simple cues and I'm like, stop overthinking it.
Do this every single day. Just what build one little standard operating procedure for your business. Every single. Messaged me in a week and I'll do a quick five minute loom video, give you some feedback and then we'll go through there. And in a week you may show me that your actions don't actually track your ambitions and that's okay.
Maybe your ambitions will change my ambitions change. Right? My ambitions getting into the real estate space have changed dramatically. I'm not really a real estate agent. I kind of just play one on one. Right. I own a real estate company, but I'm not recruiting agents. We turned away over 25 agents in the last year and a half, which is very confusing to people, right.
I'm building the Nike, the apple, the Starbucks company of real estate, not a brokerage. It's a very different thing, but that took me. Close to a decade of working it out. My wife is my partner. She's the CEO at prime. We talk about everything. I fight her tooth and nail. She's been right on some incredible things, balanced perspective, but we don't actually own our company.
God's the steward of it. So knowing that and knowing that our ministry and our impact is, is here for a flicker of. What can I do in the time that I am here and what urgency do I have to impact equal through my work. But you have to look in the mirror and change your ambitions because they are going to change.
I promise you that love that. And my husband and I are just newly pivoting in. Serving each other in the same mission driven. Like we have our family, of course, and there's a ambition towards our family and a mission towards the home that we Seward. But he's an entrepreneur, I'm an entrepreneur. We've always been our separate things, but he's one of my greatest mentors, um, as well.
And so it's just been in the last couple of months actually, and grow for God was one of like the final pieces where we realized. This is really like a together thing, even though it's not just in our heart, it's actually like hand in hand. Um, and so I think that that's really powerful and I think that God needs more marriages who are actually standing in their ministries together versus these separate entities, because it truly shows the covenant love.
And it's a representation of that symmetry of a female entity masculine energy, right? Like all coming into the synchronicity of, of being empathetic, but also being energetic. Everything is there and then aligned. Um, and I think that's really rad and something that isn't done yet. To become one. Right? And that's a real thing.
Like if you think about the fact they have two separate humans and they become one and you actually think about that, it does change everything. It takes work. Right? One of my mentors taught me very early on. This is a simple rule. He taught me in this business and he's top broker in Manhattan. You met him.
He came on the podcast, phenomenal guy. And he's like, listen, I can teach you how to build teams. I can show you my splits. I can tell you get new developments. He's like, I'm going to teach you one thing. He's like, you go do that for a year. Come back, tell me how it went. Your wife gets the golden hammer to ixnay any meetings after six o'clock any day of the week that's lesson, number one, you check in with her once a week, show her your calendar.
If she needs you, she needs you. She she's got that authority. He's like, she probably won't use it 80% of the time because you're growing a business and that's just what it is then. Daily check-in with her. So before I actually come to the office, she's typically the first person I talked to before I delegate and start talking to the team and everything else, 15 minutes.
What do you got going on today? What's going on on my side of things, cohesive vision. What are we working on for the company? What's a priority today. Sometimes I'll say, Hey, we've got seven major launches and projects right now. I just, I need to kind of run the ship today. Cool. If she can focus on her stuff, sometimes she's like administratively, we've got to button down, this, this, this, this, you know, it's my turn.
Right? So like we'll actually converse that. And then once a week we actually spend time together as a couple. How are we doing? It's literally in our calendar as a weekly reminder of checking, how are we doing is what it says in our. And we joked in the beginning because it felt really weird where I was like, Hey, how are you doing?
And we'd start laughing. We'd be like, genuinely, how are we doing? Like, how's our relationship? Um, how's our parenting with faith. How are the company's stress points for you? Anything you need support with? And I've told, shared with her, I'm like stress points with me. Like I got the world on my shoulder. I feel like I can't breathe.
And just saying that to her. Made me feel better, but then also made her understand the position that I was in and that maybe certain things didn't have to get done around the house. Right. Then it could wait a week. Right. But communication, absolutely key. Last point I'm gonna make, cause I could talk about this for an hour.
Imagine the power that you and your husband are going to have, that you are two people in one place. Right. And going out in your strengths and being able to be playful with those and understand your weaknesses and understand his and, and be there to support each other. I mean, there's nothing like it. If, when it's done.
Yeah, I, I, 1000% agree. And I think it was when we got to that place of that equal yoke and understanding the strengths and weaknesses and how they actually mirrored one another and we needed each other and then having God in the center of that, because it wasn't always the case for us. Um, and so operating in two separate entities and then trying to come back together for that, how are you was really hard because.
90% of the week we, there was that, not that conversation. The only thing that was really the connecting point was that we lived in the same house. We slept in the same bed and we had kids together and that was really it. Right. And so I've just found so much joy in, in operating in this other realm where even if he's not in the same room with me, like he's here.
Right. And so I love that piece. One of the things that has brought us together and is assymetry in our connection. Justin is as do Jitsu, which is a really weird pivot. And you're like, how does that have anything to do? I do not do jujitsu, but we were practicing the other day on the couch. That sounds bad, but great.
they're all rolling. Exactly the same. So it's so much fun, but I was actually such a hindrance in that initially, because I couldn't conceptualize, I didn't want my kids like fighting, especially my daughter. And I just didn't think that it was the right way from a parenting strategy that I wanted to instill in my children.
And now four years in, it has completely shifted not only the dynamic of our home, but also the engagement from our son. Our daughter, it's been so offensive. You can see, I wish it was a requirement in schools because it would get rid of 90% of bullying. I promise you, it is not a violent art. It can be like anything else.
Football can be incredibly violent hockey or anything else if you're going in there with intent, but the people that actually stick to it. Right? So getting your blue belt is a huge achievement for a lot of people. I would say 80% of people quit after blue belt. If you can make it to purple, you're probably going to get to black.
As long as you don't have health complications and whatnot to the personality shift and that the people that you meet there, I've met, I've met like high-end TAC officers, cops, people that are just absolute BS, trained with MMA fighters. And I've also met lawyers, doctors like insanely high intellectuals that can all come together.
Just this baseline that we are all the same. We're all human beings. There's no egos. I don't care what you drive. I don't care where you came from. It is really. Uh, collective scope of humanity and probably one of the most fascinating places to go to develop character. Yeah. And, and the more that I am in the environment, especially when it comes to the competition, cause we just started in the competition round and seeing all the different walks of life come together.
We live in a very, uh, dynamic Navy seal population. And so they don't ever raise their hand and say, I'm a seal. Like they're not even allowed to stand up in church when they honor. Or people who were in the service at that time. And so, but you know, like there's just, they have this air about them right now.
And I love that. I think it's incredible. Um, but they're, they're at the gym that we practice in and to see that like, they're, they're trying to steward that in their children just as much as we are and that symmetry and like vision of this is actually a chess match. Right. And that. My husband and I talked through all the time.
It's actually teaching and conceptualizing. What's the 10 moves after this move that are going to bring me to the next. And if we talk about that from the conversation of ambition, which is where I kind of pivoted from, is this understanding of the same exact thing? Yes. You're going to do the same thing every day.
Yes. We're going to practice the exact same methodology when you go to roll today that you did yesterday and the day before and the day before, but when it becomes habitual, when it becomes the unlock. Will instill and introduce the next thing. And that ambition picture grows like you were saying. And so I think it's been really interesting to watch the evolution of it.
And I think from a breathing methodology, from that planning methodology, it's going to go into entrepreneurship, which we're both super passionate about. Everything I do. And you've heard me say this a thousand times. I compare it to jujitsu, right? Nothing drives me crazy when people want to get into the real estate industry.
Cause it's such a hot button topic right now. It's live in the age of the celebrity agent, which kind of bothers me a little bit. And you'll see a shift in my content where I kind of put that on blast right at the same. You know, images, people were putting on Instagram five years ago, it's happening every day in real estate.
Every agent's got a chorus who doesn't actually do any production and a lot of them are running the courses and the videos because they want to get out of production. They just want you in their downline and they want to make reoccurring revenue. I could talk about this for hours, but it's true. I talk about practitioners, right?
Like I talk about the people that come from. And I break down very simply I'm like black belts are good at the basics. They're not doing flying armbars they're not going to the competition because they want to be seen they're good at finding people that want to work with them, following up with them and delivering on the promises that they made and being an absolute expert at knowing their market.
That's it. That's your only job is to find people that want to work with you. Okay. Execute on what they needed to buy, or it's a sell once they close, it's taking care of those people as actual human beings in your past clients, you will do well. You'll make a lot of money in this business, but you'll have an impact in those people's lives where people go wrong in my business is they're so worried about the next reel they have to put out.
They don't know what homes are selling for in the area that they're listing a property, or they haven't talked to a seller that they have a property listed for and vocalize, this is what I'm going to do to sell you. How many agents do you know that list somebody's house and just never call the seller after they get the listing sign a week before the listing comes up, they call them, Hey, I got leads.
Let's renew. And then they disappear again. Like that's our industry, right? Same thing. So if you show up and you're overthinking everything in the beginning, which is very typical of all businesses and all entrepreneurship is a lot coming at you, so many things, but if you can break down and Amanda doll said this very well, once she said, you know, getting into business is like opening up a retail.
You need to find a location, probably need to know what that store looks like. Probably need to know what to stock it with. Probably need to know what it looks like when a client comes in and what that engagement looks like and how you're going to pack up their, their product and send it back to them service industry or not.
If you understand that when I walk into jujitsu gym, I need to realize how to communicate with the people that are around me. And then, yeah, I need somebody to teach me a couple of basic moves and then work on those. Every single day for six months until they just become part of my arsenal. And I don't have to think about them, then you can really step back and see the bigger picture, which is what you guys are saying, because they're probably not even thinking about, I remember when I got my first triangle on somebody and I was like, I didn't even really think about it.
It just happened. And I'm like, did it just do that? And I was like, w like, it almost seemed magical that I was like, you know, work entrepreneurship and jujitsu is art. Because you also talked about how you need to know how to do, you know, the next 10 moves you do, for sure. You need to understand the sequences of what may happen, but you also have to be in a flow state where if you get somebody that's completely wild and trained with Eddie Bravo, who has a very unconventional system, he's not going to do the 10 minutes.
So you get into this flow state in business and jujitsu and I'll compare it. I'll just keep going back and forth between the two where. You're really good at the job. And you're an expert at what you do. But you also have that art in that flow in what you're doing, where you can adapt to what the consumer wants in your business, because the consumer may not actually want what you think they want.
And if you can do that, then you're in a completely different planet than your competitors. I think that there is a huge conversation in that, like right. You come into the. And you're reading the room. Who's my competitor today. What are they doing? Where, where have they trained? What is their backstory?
What is their, you know, limiting belief before they get on the mat, all these things. And I'm watching this unfold through the lens of an eight year old. And I never compared it to business before until this conversation. But I understand the applicability when it comes to his like, um, His confidence is definitely a huge part of that.
But additionally, the, uh, energy that's put in on a consistent basis, all of those other places or pieces for sure. I think the part that I think is really intriguing is you can have your niche. Like you could know that the arm bar is what you're going to throw. Every single time I had my son does this pressure move where he literally is just like putting his chin into this person's chest.
They tap out from it. Like he's like squeezing. His whole body is shaking. I've never seen anybody do it before, until I was at the mat, like slamming them at like what's happening. It's this read on what the expectations are and also what is being brought to the conversation. So a lot of times, and I'm super curious from your perspective, when it comes to real estate, when it comes to media, when it comes to marketing, has that been an evolution of ahas based on conversations, based on experiences that you've had to say, they actually don't even need this.
They need this work. They need the mindset, they need the marketing, they need these pieces more than they need to know how to do the. Yeah, very much so. And again, I'll go back to your son for a second, because this is something that happens in jujitsu is you get really good at one move and you can just go back to the well and you can use it over and over and over, but just like in real estate, I can get really good at the one move and just saying let's price super aggressive.
The market's super hot and we'll find the buyers and we'll sell it super quick. But is that serving the client to the best of my ability? So I had a shift a couple years ago. I started doing AAR's. So after action reports on every sale that I did, so I have a little Google form set up and it automatically comes to me.
When I process a sale, three simple questions, what did I do? Well, what did I do poorly? And then what could I improve on? And that actually pumps it out to a spreadsheet. So then I can actually, after I do 30, 40, 50, 60 sales, and I do the AAR's and doing the AAR's is the hard thing taking five minutes.
Cause everybody's busy. I can scroll down the spreadsheet and I can see what did I do? Well, what did I do? Well, what did I do? Well, what did I do? And I have a dataset of consistencies. What I noticed looking at my sales versus my competitor sales and where I was adding value was my mail names should be, there's no way he's going to sell it for that because so often I'd list a property and 10 people tell me it's overpriced and I'd be like, okay, no worries.
Like, I believe that I can sell this for this property or this property for that price because of the marketing. My marketing is different. We're very different at how we approach marketing. Yeah. Apples and pineapples item. I firmly believe there's not another broker on the planet that can compare her with what we're doing in that space, but that's because I'm involved in it.
I made the sauce and I can really kind of speak to it. So what I wasn't doing well was communicating that to my class. Because clients do think agents are just compared, like they're all created equal, right? Doesn't matter who you hire the market's going to kind of set the price on. Like, it really doesn't because if you look at our transactions, I'm like, I just did a sale where they hired the five famous brokers to come in and pitch for the listing.
I got the listing because the guys in marketing and I told them what we do. And he's like, that's fascinating. He's like, let's try it. I listed it technically 200 grand higher than anybody else told him. It was. I sold it for 185,000 more than anybody else told them it was worth. Cause I found the one person that appreciated everything about that house in the uniqueness of the setting, it had a pool and like a conservation area, they got a special permit for a retaining wall, very unique, but I'm like, there's a comparison where I'm like, you could take me or those five other agents.
I could probably charge double what they're charging and still have made you more money. So when I realized. Me being a market maker is a new thing. Now over the last two years, what I've put a lot of focus on is, is how do I vocalize that without it sounding salesy? Because again, you see an agent you're like, I'm going to tell you whatever you need to hear to get signed on your lawn.
When in reality, I've really shifted my business where I say no to a ton of business, because I have a very specific client avatar that I want to work with. And here's the other way that I did it for anybody else. If you go back to your last a hundred clients and make a list of those deals, I want you to write down the names of the people that you loved working with the people that you're like.
I can't believe I got paid to do this job. Sorry. It just cut out for a second. The people on that list that you're like, I can't believe I got paid to do this job. I would've done it for free, but thankfully I get paid to do this. Then I want you to make a list of the people that you never want to work with again, and you may have done a job with them that, you know, resulted in a lot of income.
But the conversations didn't feel good. They were disrespectful. They didn't value you. They didn't see beyond their own pockets. And you know, sometimes if you're one of those people that kind of falls in that category, those are the people you should be working with. And that's cool. You can take them cause I don't want them.
But if you want the people that are going to value you and you're going to go hang out with, you're going to go to the park, you're going to do business with, and you're just working with, because they know that you're an expert in that field. The more you pour into that, the more you get. So to answer your question concisely, it was two things.
It was looking at what makes me different and then going all in on that. And then two is really digging into who do I actually want to work? And saying no to a lot of transactions to kind of get me there. Yeah. And I think that second part is really hard, especially when you're in the onset of, of growth.
And you're still trying to maneuver your way through that. But I think it's, it's a component of intuitive branding and intuitive, uh, teaching and service. And then knowing you, you kinda know, you know, on the intro call, you know, when you first meet them, you're like, eh, something rubs me wrong and yet there's that component of, but I have a team to pay, but I have these other responsibilities.
And so I'm going to take this, but what happens for me? And I can think exactly to the people that you're having us process right now. I'm like, yeah, I know. It sounds like no, where they live, no things on both sides of the picture. And I'm grateful for both because I've learned so much, I've grown so much.
And I found myself consistently saying yes to the wrong. And it was actually detracting from my energy versus the person who I get to work with. It feels like fun. It feels like play that's that component of jujitsu where it feels like, oh, this is what I get to do for a living. And then I am so much more mobilized to go do it again and do it again and do it again.
Versus. Why did I sign up for this? This is a terrible idea. When I changed my entire business plan, this is not serving anyone to the capacity that I know I'm capable of. And so I think it's a really good conversation to peak for people to ask. And those specific three questions after every single experience, even every single sales call, whether it's a yes or no.
I think we processed and took the time to do those things and reflect more. We would actually have. Forward momentum faster than if we just keep going on autopilot and go back to what you said about your you and your husband. So like I could go over this with Shannon and say, here are things that I think, what, what are you thinking in an outside perspective?
I key component of this conversation though, is all of that say negativity that I've been through or any of the challenges to figure out who my ideal avatar. It's all good. Like standing in the fire is the best thing for you, right. Going through that, just like, you know, going through finding the right partner, you know, all the things in that, the traits that don't speak to you and the person that's not right for you.
And then you find the person that is right for you. And you're like, how is this person on the planet? Right. And you really do appreciate it. So I don't, I do think sometimes people that want the easy button and they just want to scale and grow and they just want it, whatever, the monikers of success there, they're striving for the ones that get it really easily.
Never appreciate it. Just like riding a rollercoaster. Amazing 32nd ride. You feel a rush feel great. Never remember that. You go for the rainiest, most miserable camping trip for a week. You'll be talking about it until you die. Like there's such a difference between those two things and jujitsu for your boy.
And I'll tell this to anybody. The reason why I definitely think it helps young men so much is we need an outlet. We need to do hard things. And we, everybody does truthfully women and men, so that we feel like. We've pushed back against the world. Right? Because then when something pushes on us, we have an inner resistance to that thing.
I remember going to a very difficult negotiation after jujitsu class ones. And I remember sitting in the meeting and the guy was just like, just very negative and just throwing jabs and everything else too. I literally in the middle of the conversation, he's like, why are you so cheery? Like that? Wasn't going well, just in terms of thinking around, like, cause I literally just had a guy trying to kill me.
I'm like, you know, I'm getting choked by a guy that's a professional fighter. I'm like, if this is the worst thing that's going to happen to me today, I'm going to be okay. And he laughed. And like, we were kind of jovial a bit after that, but that's the truth of it. Right. If your boy goes, it does. And then something bad happens to him throughout the day.
There's just not that same disconnect, right? Because you, the human element and the human condition is much more challenging than anybody's going to have in business. And I think sometimes people become obsessive about somebody that said a negative comment on their Instagram or somebody didn't like their posts, or they're not growing like really well.
If you think about. The challenges people are having overseas. I mean, people can't have water and you hear terrible things happening in the news. I think the world needs a little bit of, yeah, I think that's truly the word. That was what I was on the top of my tongue was just perspective of, of everything.
Um, and I feel like that's why when I think through. Having the element of joy and an element of play and entrepreneurship, which is not what people think about has been such a fun positioning side. For me, they're like, you're always laughing. You're always traveling. You're always doing something. And I'm like, yeah, because you get one shot people, one opportunity and I've done it where I was in that supersonic.
This is the only thing that matters. It was all finance driven. It was all greed driven. I didn't even know what I was going to do with the money when I got the money. Talking through is actually I'm Brielle Richie in clubhouse shared this financial strategy that I've put out into my coaching community.
And it was like basically in nine days, you're going to be gifted a million dollars and it's going to come in these different increments every single day. It's going to double and every single day. 100% of that money does. Oh my gosh, I was doing it while I was driving, not safe, but sort of my life. And I was processing this and every single day I get to spend a hundred percent.
You can't save any of it and you cannot put anything towards debt until it's wanting a hundred percent paid off and I couldn't get past. Mm. And so I'm like interesting. Well, after everybody was sharing what they were doing with their money and like, oh yeah, that would have been a good idea. Oh yeah. I could do that too.
Oh yeah. That's really great. So I decided to put it into my coach. Community had a bunch of people do it. Not one person Justin could get through a million dollars yet everyone wants to be. Okay. And so how is God going to gift you or bless you in that realm of finances, if you can't even steward 200 grand correctly.
And so it just it's since that day, I've constantly gone back to let me practice this again. Let me make sure it's done well, let me make sure it's stewarded well, and that's just a nine day, like realm and people want millions of followers. Can you steward the one follower really, really well before you get the millions and.
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I would argue as well, that we're going into an age where it's almost better to not have a platform that is as big as some people have so that you can really connect deeply with the audience that you have it. And there's a path that I'm going down right now with all of our content. We're, we're hyper segmenting everybody.
That's in all of our different areas of our business. Right. Truthfully there's prime real estate, which is the actual, the Nike brand of real estate and the platform that the PE people here work within. There's Justin conical. I'm in production. I have a very concerned. Area that I work in there's prime media productions.
And there's those guys that work there and run that organization as well too. And I'm like, there's different people now that are starting to come to me from say clubhouse and these other places looking for assets, or follow-ups from the phone talks that I've given. So I'm like, okay, now we've got to create PDFs just so that I don't have to deal with a thousand phone calls of like breaking it down, what that looks like, but I don't want to take all of those databases and then just spam them with stuff because I've used their.
Right. And it's very interesting because, um, Seth Goden said this on breakfast with champions, social media has been exposed as fake. The consumers are starting to understand. I'm excited because I've been doing this for 10 years, about 756 videos of just letting people know the bad stuff that happens in real estate.
I tell them cases where agents get fine. I sit on professional standards boards. I read out clauses. I'm like, just don't get taken advantage of. I don't care if you work with me or not. But I've constantly been trying to pull the curtain back because there's so many shady tactics happening in our business.
Now I do feel like the information is so prevailing and the gatekeepers aren't there anymore, or they just can't possibly cover all the gates that. The world is starting to be hyper-connected in a great way. It's going to take a lot of effort. You have to value the relationships and make sure you're speaking to people the way they want to be spoken to.
But I feel like, you know, it's like a field, a Greenfield is opened up in front of. And it's, what are you going to do with those relationships and how are you going to cross that field? If it's all about you? I think you're going to be left in the dust. I think if you're really about building a community, you and I may do this.
We may not talk for six months, but if you come back and it's still like this, then we're really, really friends, right? Like those friends you've had for 25 years, that don't call you, but they're still your friends. Those are your friends, the friends that are only your friends. When they're putting you on their fit and faith podcast, which thank you for that.
But you know, you come back to me and I don't give you something there's a reciprocation need or something. We're not really friends. Right. And I think the world and media is really exposing people. Are you really who you say you are? And I think social audio apps, I've done the best job at really shaking up people that you can only fake it so long, especially on a so true.
And I'm grateful for that transition. Um, it's interesting though, I've been on the, on both sides, right? Like, uh, three years ago when I went to go pitch the book that I now. That I ended up self-publishing I was pitching to publishers and agents and they kept telling me the one thing, the attire conference to 800 women, right.
From all over the country. Your platform's not big enough. Your platform's not big enough. Your platform, not your idea. Isn't good. Not your story. Doesn't matter. Not all of these pieces that are actually what's going to propel them into doing it. I would be so curious to find the stats on who actually published from that, regardless of if they got a publication or an agency opportunity.
I just kept going. And eventually I was like, I'll just do this myself. And it's been wildly successful. It's served and success to me is changing the life of somebody who is now able to stand in confidence in authority, based on my story. So that's one side, your platform is not big enough. Now I have a platform.
And if I was to go to a publication and say, Hey, will you publish this book? They probably would say, However, I don't want them to have the rains. So now it's like, well, there's two sides to every story, but also is the understanding that I was at a investor opportunity at a lunch. And the persons that I woke up this morning, and I knew I was meeting with you.
They don't know me and my husband from Adam, but the meeting was just coordinated from a mutual friend. And he said, I got on social media, not on my website. You got on social media. And he started scrolling and he's like, wow, she's really consistent. And he's like, how long. Has she been consistent. So then he is going back and he's going back and he's going back to three years ago when someone told me my platform, wasn't big enough.
And I started putting in the work. I started training right from the jujitsu lens. I started doing the same thing every day, and now I don't have to do that every single day. I don't have to show up there every single day now do I generally, but not because of. Um, hooked into that experience that more. So now it's just an additional value to the people that are now a part of that community.
So I think, and the important factor for people to understand is that you don't have to have 20,000 people to serve one person really well. But if you're consistent in your media and your brand representation in your messaging over that duplicated timeframe, the know like, and trust grows that then they, when they do have an opportunity to sit in front of you.
Oh, wow. This person has done the hard work to get to this point, not coming out of the dark shadows of the corner of the night and saying like, Hey, you can trust me as your business coach. And I'd never started a business. Right. You see it every day online too. Right. And you can usually smell it just like we're talking about when you're doing an intake call, you're working with clients.
If they're not the right people, you can usually tell if you, if you can't, you just got putting more reps and you'll figure it out. You said something very important when you were talking about the publishers. So the way that I look at partnerships. I literally, every agent here could quit tomorrow and I'm just fine.
I'm not reliant on them. My entire admin staff, they can quit tomorrow. I know how to do every one of their jobs. Just fine. I'm not concerned about it. I'm okay. Without them. They're probably okay. Without me. Just like, you're probably fine without me. I'm probably fine without you, but when we come together, are we better together than we are apart?
If the answer is yes. Amazing. But if you feel like a publisher is it is very one-sided. Now that you have a platform, they want to tap into that platform and increase their exposure. Well, self-publishing is a thing. And I would actually argue, again, going back to Seth Godin, when he started marketing, it was his blog publishers.
Everybody turned him down and then his platform now is insanely massive because people were there for him for the ride. Now let's go to Instagram. Let's give your audience some tactile advice on how to grow on those platforms. Right? Imagine you had 300. That would show up for you once a week to hear what you had to say.
Imagine they just showed up in front of your house. There's 300 people there. What would that feel like? You'd be like, Hey guys, I'd like to, maybe some of them were paid attention. Maybe some of them are walking away, but there's still 300 people, right? The way that I've grown my platforms is exactly like you.
And I love to hear you say that because this is the answer. It's not 10,000 people in one day. It's one person a day for 10,000 dates. And it's going in and engaging with the people. Something I did this morning at breakfast with champions, never done it before I was standing on a little elliptical and I forget who said it.
Somebody said. Send five gratitude messages like text messages. I'm like, well, Instagram has an algorithm. If I send it on Instagram, then I'm going to pop up in their feed. So I'm just gonna use Instagram because it'd be fun. I'm still going to pick people. I'm going to send real messages. Right. What I did though, anybody can do this, go on your Instagram, go on your story, bubbles, and then just tap a face.
And maybe that's a person you're going to send a message to maybe not. I scroll past a lot of faces cause I want to genuinely. I saw Lindsey gal works for me. Incredible real estate agent. She's not really an agent either. She's a designer investors. She runs some women empowerment rooms. I'll get her connected with you.
Phenomenal. Sounds amazing. Send message. Hey Lindsay, I just wanted to let you know how awesome it's been to watch you grow like in three years. This girl has created unlimited freedom in her life. She owns a portfolio of properties. She's doing design consultations every day. She runs podcasts. You just spoke nationally in Alberta.
This is a girl that was scared to speak two years ago. I just called her on stage and like tell your story. And she did it right then I went on and on five people, five messages, genuinely, something I loved about them, or some token of appreciation took me all of a minute and 90 seconds. I got responses from every sector.
And I'd probably have some responses now. I haven't gotten back to that. That took me a minute and 90 seconds. Now, if I do that every single day for call it six days a week, cause I, I take Sundays off screen-free Sundays, no devices, no nothing. I think that's a super important for me. Love 365 days a year.
Do you not think that there's going to be some type of growth? Do you not think that the algorithm is going to feed them my content and feed me their content? You know what else I did today? I went into my account and I realize. I'm following like 3,700 people. And I'm like, Hey, usually, cause I just want to be nice and follow everybody back.
But Instagram has a really cool feature. Now, I don't know if you saw it. If you click the people you're following, it says these are the 50 people that you engage with. Lisa. And I went down the list and I unfold like 47 of them because I just no engagement, no relationship with them. There's some that I left because I follow them and maybe they don't know who I am, but I do think that there's going to be some synergy there in the future.
But in today I committed to 50 a day. If you go over 50, I think Instagram like bands your account or something happened to me, but I'm going to do 50 a day for the next couple months. I'm going to take my follower account down to, I want to be under 2000. Right? So again, You did the work, and I want to give people tools to do the work.
So go out there and go engage with your actual community and make sure you honor the relationships, because if you're doing it just for the cloud, they will smell it on you. You will lose your trust. They're trusting. You'll never get it back. A hundred percent. It's. I had, I was doing this meditation at a mastermind recently.
And, uh, it was with Jenna Phillips Ballard. I don't know if you're familiar with her at all. Um, she's bad to the bone. I was a little intimidated to be honest yet she was just unlocking, she was like prophetically speaking over people just like on the spot. It was so wild, but she had us go through this meditation and she wanted us to sit with the person that was us five years from now, which five years like blink.
And that's going to go by, like, I can think five years. So clearly back five years. And she wanted us to sit there and she wanted us to like picture where they were living and what they were doing and how they were walking and everything about this person. That is me. And it was like this most magical experience, only five years from now.
And then she wanted us to probe that person with two questions. They were not questions that she was going to tell us to ask. She wanted us to conceptualize. What do you want to ask this person? What do you want to ask her? What do you want to ask yourself? I'm going to ask herself, Justin. And the first question that came to mind was how does.
I didn't ask her like anything granular, how does it feel? And I already knew the answer to this cause I could see how she felt. I got the answer and then she wanted us to ask another question. And the next question that she asked I asked was how did you do it? Right? And if five years she's, she's changed this entire thing.
And she hadn't really probed this with much else other than you're meeting the person five years from now. And I, the one question I say, ah, because it was me responding was one conversation at a time. And I thought, holy cow, what a revelation to recognize that it's not about the doing it's about the being an actually just conversating, like we are right now in this moment.
That that is what leads you to the momentum. That is what leads you to the growth. That is what leads you to the service of the mission that God has you on. And so my now passion and my now like thought pattern every single time that I wake up. What can I do today? What conversations do I get to have today that are going to be so powerful and impactful moving forward one conversation at a time?
Yeah. It's very powerful to think about that. I mean, Ryan told me the same thing. He's like, you know, I'm working for the guy that's 10 years from now looking back like, Hey man, why didn't you do what you said you were going to do? And what does that look like? I think your conversation around one conversation at a time also makes me think, okay.
Actively listening while you're having those conversations. Right? Because people are so tied up and doing what they're doing for their own achievements, that they're not actually listening to what the other person is saying to them. And I find like you lose a lot of human connection and trust when the other person feels like, okay, you're just here to talk at me.
You don't like, I can be interchangeable with a hundred other people right now. There's no real relationship development here. And I think being cognizant of that and honoring the conversations is what really stands out for people. And they'll show up at your funeral if they feel like you actually care about them.
Yeah. And I think another piece to that puzzle is like the recognition that we're all always on stage nowadays. Everything that you do is on stage, whether you're having coffee with someone you're on the stage. So everyone wants to get to that million dollar mindset. They want to get to that million dollar bank account.
They want to get to the stage with millions in front of them. And if we could just focus on the impact, it's like almost having that Abraham anointing, or I'm trying to think of all the other people, even, um, the Pharaoh's daughter who chose and plucked Moses out of the river. She didn't know all of the people that were going to be impacted by that one that she poured into at that time.
And so the recognition no different than DaVinci knows is different than van Gogh, no different than any other artists. They didn't know the impact that generations to come, that they would have. Simply by being present in that moment with that one, who could be the one who had impacts the millions. You have no idea.
My eyes started off the screen. Not that I wasn't being present. I just, for some reason, my internet is jumpy. So let me know if there's any issues on your end. Yeah. You know, you may really make me think about even what I've been saying lately. Right. I talked about the age of the celebrity agent, like in my content, I'm saying over and over, I don't want to be famous.
I don't even think I'm in a position where I'm supposed to be somebody that is that person. Right. I don't think God put. In the world for that, I love ideated. Like what I did with Steven Coon this morning was probably my favorite thing to do like hot seat throw problems at me. I'll give you a million thoughts and solutions I could be right.
I could be wrong. I don't think I'm the smartest guy on the planet by just because of my experience. I've done almost every job on the planet. I, I. Every job, literally DJ balancer, far backward fish market. It works at delis. They did landscaping or auto shops. Like I can speak to a lot of different types of people.
And the interesting thing is now I'm in a space where sales and marketing are the forefront of my business sales marketing. And I guess operations and that translates to everybody's business. So if somebody's trying to start a really cool like custom shoe company, or maybe you own a restaurant, or maybe you have a speaking company, all of the same principles apply, I can boil it down fairly simply.
I'm like, I think that's what he put me here for is really the service portion of, you know, hearing a problem somebody has and either being able to offer. Or the other side of the fence is what I said before we started recording. I randomly stumbled into places where I just meet people. I've no context of who they are.
We become buddies because I want anything from them. Cause I'm not coming at them like, oh, you're famous, let's be friends. We just become friends. And then they happened to be very welcoming. I can connect people with people that I probably have no business knowing, and I probably have no dog in the fight.
There's no collaboration. I'm not getting an equity stake in the business or anything like that. But identifying problems and connecting people happens to be where I think my path is somehow. Right. So I think everybody needs to ask them themselves that like, do you want the million followers because you think that's the solution to your problems.
Reverse engineer listened to Tamara about what she said, well, you get the million will you do with it? Maybe the money. Isn't what you're actually striving for it. Maybe it's community impact. Setting a new bar in your industry and the challenge that you're actually looking for. Well, then now your energy deployment changes from just building your follower account to building intense impact in those individual engagements, which is as if not more valuable than the followers, but the world is telling us the followers matter.
Stop listening to the world 100%. And I think that that's the way. There's just been that issue. Right. And it's continued to compound to the point that I was having a conversation with Brian Hess, who we also know from breakfast of champions. And he had Charlie rocket on his show on the perspective product recently, listening to this guy who who's like, he's in this young.
And his whole mission is around instilling the lens and the ability of philanthropy in the next generation. And realizing that it's not about making money, it's about making impact. We hear this, but who's actually doing it. And he's impacting people in such a massive way that I'm blown away by. And I think that if we scaled back from.
The money. I understand resources. I think it's magnificent for people, good people to have great amounts of money. I talked about the PGA earlier, but what's the point? What are you actually going to do with it when you have it? And so I really love the way that you show up in the world. I always have since first knowing you on social audio and it's been so fun to spend time with you, I feel like the one thing we didn't really get to have a conversation about is like why or how.
Or where, or when, like, I want to know Justin's backstory and I get to hear it on clubhouse, but we're going to have to bring you back on to share with the community at some point, for sure, because I don't think good humans are just born. I think that they're raised. And so I would love to know who had a hand in your creation beyond of course, God, I was going to say, well, that's the answer I'm like, cause it told me I can write and he made me.
That's that's the main reason why, but we can dig into that some other times. So good. It's been such a gift having you, Justin. Thank you. Are there any final ways, um, one that you want to say to the community, but then finally for them to get in touch with you, all of your links of course are here and I would love for them to get in touch with you at your website or podcast or.
Yeah, for sure. Like I said, if anybody wants to connect with me directly, I'm a pretty open book. I do answer all my messages myself on Instagram. So at Justin dot Conoco on my, like I said, in the episode, I've put a lot of effort into just centralizing everything else. So the two platforms that I'm really putting all my resources on are.
And then Justin conoco.com. That's where I have like my PDFs and all the stuff in my crazy brain. My graphic designer creates these action guides and I just pop them out. I'm not selling anything. I don't have any courses, no interest in doing that. My wife will kill me if I launch type of business like that.
But if I can help even one person who knows the impact that that person's going to have in the world. So I appreciate you for having me on and everything you do so good. It's such a great show. Thank you so much, Justin. Okay. Thanks Damon.
Hey, y'all it's me again. I hope in today's episode, you sent an ignite to an Ember within you, something mentally, physically, emotionally, or spiritually moving that creates and sustains a fire within your journey. Before you go, let solidify the flame. I'd love for you to take a step right now and declaring your takeaway by snapping a pick of the episode.
You tuned it to share your spark moment and tag me at bitten faith underscore podcast, or me personally. Tamra dot and dress on instant. I hope that I can keep you accountable and also share you with the greater community of the Fitbit podcast listeners. We're totally in this together community over competition is the motto, right?
I'd also be incredibly grateful if you took an extra second to leave a review on iTunes or your podcast listening app, I'd love to feature your thought in the next episode and give you and your passion project, a big shout out. You know, I'm a writer, so I love words and I can't wait. Would you have to say, I'm ready to fuel the blame with you together.
And until next time, blessings over your joy, how well and wholeness tune in next time.