#44 Why Most Entrepreneurs Never Get Enough Leads | Tanen Bodell

Lead generation, social media marketing, personal branding, entrepreneurship, local business growth, and authority building—Tanen Bodell and Parker McCumber break down what actually works to generate clients in today's market.

In Part 2 of this conversation, Parker sits down with Utah real estate expert Tanen Bodell to discuss lead generation, authority building, social media strategy, AI, entrepreneurship, and why failure is one of the most important ingredients for success.

Drawing from more than two decades in real estate and appraisal, Tanen explains why expertise still matters, how agents create value beyond simple transactions, and how becoming a hyper-local expert can outperform expensive lead-generation systems.

One of the biggest takeaways?

👉 Most entrepreneurs don't have a lead problem—they have an authority problem.

💡 In this episode, you'll learn:

• Why referrals aren't enough to scale a business
• The three pillars of lead generation
• How to become the go-to expert in your market
• Why AI won't replace trusted professionals
• The Authority Engine social media framework
• What Meta's Andromeda update means for advertisers
• Why content consistency beats perfection
• How to monetize an entire business ecosystem
• Why failure accelerates entrepreneurial growth
• How to manage risk and variable income

🚀 Who this episode is for:

• Entrepreneurs struggling to generate leads
• Real estate agents and brokers
• Service business owners
• Content creators building authority
• Local business owners
• Anyone looking to grow through relationships and trust

🔗 Connect with Tanen Bodell:

🌐 Website: BodellRealEstate.com
📸 Instagram: @tanenb

⏱️ TIMESTAMPS

00:00 Failure Fuels Growth
00:22 Part Two Kickoff
02:27 Meet Tanen Again
03:17 Why Expertise Matters
08:05 AI Versus Agents
10:08 Client Process Walkthrough
11:55 Staging Reality Check
13:53 Lead Generation Pillars
17:36 Social Media Authority Engine
22:24 Paid Ads Andromeda Shift
28:00 Rookery Content Memberships
34:28 Podcast Leads Proof
36:28 Pricing Pays For Itself
36:54 Membership Upsell Math
37:28 Real Estate Commission Lens
38:18 Monetize The Ecosystem
38:58 Becoming Utah's Top Agent
40:53 Brokerage Teams And Support
45:34 Partnership Scaling Strategy
47:42 Just Start The Business
52:24 Risk, Fear & Identity Shifts
01:02:33 Failure Lessons From Sports
01:08:21 Budgeting The Ebb And Flow
01:10:56 Final Wrap & Next Steps

#leadgeneration #entrepreneurship #socialmediamarketing #businessgrowth #personalbranding

Transcript

SPEAKER_02 0:00

Failure is good. Failure is okay. That's what it sharpens you and makes you be better. Ways to organically grow businesses right now. And the two that I'm seeing as the most effective are first your social media and second the network marketing. If you could give a piece of advice to somebody who wanted to go into business for themselves, what would you tell them? Do it. Just do it. Don't wait around. Welcome back to the Base Business Podcast. I'm your host, Parker McCumber. I am here again with Tannin Bodell. Now we felt it was important to do a part two with Tannin because to be very transparent with you, we got off on a tangent in the last uh episode where multiple tangents. We talked a lot about coaching, and I think that was important. There were some good lessons in there. Yep. But we also started talking about some social media things that uh had to be cut and edited out because there was like I'll just be real, some language that wasn't appropriate for the base business podcast. And subsequently Yeah, we needed to we need to come back, revisit everything because we want to dive into the business, we want to dive into the strategy, we want to help the growing entrepreneur find a way to succeed. Sound good? Sounds good. Let's do this. Let's do it. Go team USA. I've never okay. You're the second person actually that we've done a part two with. Oh or I shouldn't even say a part two. The other one wasn't a part two. You're the second person we've had on twice. Okay, let's go. The other was Jacob Johnson. Yeah. Now Jacob was on my very first episode back in like 2022, 2023. And then he did an episode with me last month.

SPEAKER_00 1:38

So what's his uh the something ginger? What is this? Yeah, the financial ginger. The financial ginger. I think it's great.

SPEAKER_02 1:45

Yeah. Yeah. He's crushing it lately. So T-Bird. Yes, sir. Ugh. Thanks for coming back. Thanks, Randy. And on short turnaround, you know, this is week over week at this point. Yeah, yeah. Now my uh secret goal here. We're we're gonna dive in on the business. We're gonna dive in on the business. We're gonna dive in on your business, especially. Okay. We're gonna expose you to season. Uh but yeah, yeah. Cool. Cool. It's just a it's a weird start because normally I come in with a hook. Yeah, sure. And then I I'm like, tell us about yourself, introduce yourself. You already did all that.

SPEAKER_00 2:22

This is uh 2.0, so this is almost like a uh second date.

SPEAKER_02 2:25

So it is, it's a second date for the homies tuning in on Spotify, YouTube, or wherever you listen to your podcast, and you didn't catch part one. Tannin, why don't you just introduce yourself again? Tell us who you are, what you do, why it matters.

SPEAKER_00 2:40

Sure. Uh so I am uh Tannin Bodell. Um I'm a uh real estate agent here in Utah. Been in real estate uh pretty much my whole adult life. And um uh been along the Wasett front is where I primarily have been you know practicing business. And uh I love Utah. I love everything that Utah stands for, and what a you know better place to to raise a family and to be a part of you know cool community as as Utah. So that's why I'm here. Yep.

SPEAKER_02 3:14

Okay, dude. On the first episode, part one, you said, you know, in in a perfect world, you enjoy working with people who are maybe buying their second house because they've gone through the process that they're more knowledgeable, right? Tell me a little bit about who you ideally serve and the value that you typically see them receive working with you as opposed to going with like a homie agent or something like that.

SPEAKER_00 3:43

So, great question. So typically what I've seen is um with a homie agent, and there's there's others out there, they're that's just they became a very quick, yeah, quick, you know, came on super quick and heavy and uh left uh just about just as fast. Yeah, are they still around at all? Not not very much. Yeah, I I rarely see them now. Yeah. Because they didn't provide any value. Their business model was very short-sighted, very short-lived. Um, and theirs was very transactional based. And that's where I like to be a little bit different. Is it they are still out there? I just pulled them up on my phone. They're definitely out there. They call me agents, agents who care. Allegedly.

SPEAKER_02 4:26

Care.

SPEAKER_00 4:26

Um, I gotta be careful. This is uh uh right yeah, where I where I I I can't get into too hot water. But but yeah, they they um a little bit different than my business model. Um for me, uh mine is about the relationship and the building of that. And I want to work with people who understand and value what I bring to the table and my expertise and my knowledge. Um got raised in a family of uh my dad was a real estate appraiser, owned his own business for uh over 50 years. Well, and that's how you got into real estate, isn't it? Correct. Yeah, so I did very, you know, long ago uh through high school and college, I was doing the very basic parts of a real estate appraiser or appraisal, and uh then started becoming a trainee appraiser uh through college, did that, and uh I loved it, right? I love the houses, I love being uh seeing all the cool things of houses, all the cool ideas that people can come up with. Uh, but then you also see the other side, the hoarders and everything else. And so it was just really fascinating. Um it made me realize that uh, you know, I I and my wife, uh Kylie and I prefer to have our home as mimic as closely to a model home as possible. Uh it's a very difficult task uh with young kids. Uh, but um she's done a fantastic job with that. And for us, it's okay, how can we uh continue to serve and help people and and model ourselves around that? And I think the fact that I love is when people know that I'm bringing them the reality, whether it's good, bad, the ugly, it's just like this is this is what the facts are telling us, and what do we want to do with that?

SPEAKER_02 6:14

Well, something that's pretty unique about you as well, in my opinion, is that you have the appraiser background. Yeah. So when you mentioned bringing people into reality, you're already like when you go approach somebody, hey, this is where we can sell the house, this is where uh you know the market should be on this, this is what I'm seeing in the comps. There's a little bit of a higher level of thoroughness to that and expertise than a typical agent. Correct.

SPEAKER_00 6:39

Yeah, a lot of uh agents, and this is where you'll want to double check with yours, a lot of them started like selling um alarm systems, pest control, solar, uh, that sort of thing. Um, and now magically they're an expert in real estate. And what's fascinating about that is that it's just like you know, you're you're a good door knocker, which is good, right? Door knocking is important. Um, it's very crucial in business, uh, with depends on the type of business. But uh what was interesting is that you need to find out what their background is. Yeah, how long have you been doing this? What does that look like? And and those are questions that the general public just generally don't ask. Yeah. Is where's your background? What tell me, educate me on how long have you been in this business? Um, and that's where I like to be a little bit different, is I have that ability to look at something and say, based on what I feel like, this is what I think it should sell for. And we've dealt with that, right? On a number of uh transactions where this is what the data's telling us. Uh most of the time that matches, but sometimes it doesn't. And um I think for us, it's one of those things it's like I love when I have clients that actually can um pay attention to what I'm telling them. Yeah. And they'll actually listen and adhere to it and they'll um, you know, do something with it instead of just a transactional agent's more come in, uh, this is what I'm gonna do, and off we go. And they don't care about the relationship long-term effects. Well, so let me ask this.

SPEAKER_02 8:06

What's the um because now you got like chat GPT and AI and stuff like that. That adds pressure on a lot of a lot of people. What's the benefit that somebody gets approaching an agent versus like, oh, I'm just gonna self-represent, I can do it on my own now because the AI will just tell me how to do it.

SPEAKER_00 8:23

Right. So I actually was introduced uh a week or two ago from an article in the New York Times where uh a guy tried to, and he did, he successfully sold it on his own. Um in I don't I I think it was in New York State where he didn't do it on his own. And he, you know, when he told his wife, hey, I'm gonna do it through this, she's just like, what are you doing? And he's like, it was it was worth it, yes. But from what he said, is he he was worried, what was that exposure that I was missing? Oh, yeah. And that's and that's that's the the the crucial part, right? Is what does that look like? Where if you're just putting it on Facebook Marketplace, if you're just putting it on um uh, you know, your local um, you know, advertising, what does that look like versus you know, or Zillow or anything else? Uh the hard part is is that um, yes, homes are sold on Zillow, but there's more homes that are sold on the local MLS. That's that's where like the gold standard is, if that makes sense. And so you're not casting as big of a net as you could be. Well, and and I can't just get on there and post on the local MLS, right? You have to have an agent do that. Yes. Um, because they want to be able to control that content where not everybody's on a on a local newsboard or whatever else, people can just vomit whatever statistics they want versus everything that's in the MLS you know has been verified, it's good, it's it's well sourced. Sure. Um, it's not just, oh, I think my house is 3,000 square feet in all reality, it's two. Uh, you know, I've got seven bedrooms, and all reality it's only four or whatever. And so it it's as good of information, as accurate as information as you could possibly get.

SPEAKER_02 10:05

Absolutely. Okay. Uh, I like that. So tell me a little bit about the process, right? This is um somebody wants to come, they approach you to work with you. What does it look like for them to become a client? How does a typical process go? I know that every deal is a little bit different, but kind of walk us through what's it look like hiring Tannin Bodell as a real estate agent. Sure.

SPEAKER_00 10:27

So usually um for me, um, in in a if we go down the pathway of a of like a typical referral, is a someone will call me and they'll say, Hey Tannin, uh I was referred to you by so-and-so. Uh they told they told me that you did a fantastic job listing and and selling my brother's house, my sister's house, my cousin's house, my coworker, whatever. Um we are looking at buying a home, or we are looking at selling our home and going buying something else. We're having uh a kid that is moving out of the house, he's going to college, and they need to uh, you know, we need to shrink downsize our home. Is that something you can help with? And so uh absolutely is always the answer, right? I can help you. And if it's something that I can help them with, then yes. If not, then I'll get them connected with someone that actually can help them. Yeah, you can still help them. You just are helping up with that connection. And um, then we go through the interview process. I find out what's important to them, and I find out what their ultimate goal is, and uh then I go through and lay out the steps, what it's gonna take to get to that goal. And I think having a clear roadmap of okay, we got to get you approved through a lender, and we got to get your house ready to sell, and we got to get, you know, get the home ready, and you just essentially go through those things if it needs it, and then you get it laid out, you get it ready to go, and um, and then we start start either you know looking through homes, put it up for sale, whatever it might be. It's a little bit of a an experience, a little bit of a journey, but um and some people's houses, dude, are they they need a lot of love, right? Yeah, and and that's what's interesting. They need someone to tell them that they need a lot of love because they've been living in it, so they don't know it. And that's the hard part is you you kind of have to tight rope this uh this yeah.

SPEAKER_02 12:13

Hey, look, I'm not trying to offend you. But your house stinks.

SPEAKER_00 12:17

Your house, you gotta replace the carpet and paint your walls, and not let your dog, you know, doo-doo on the floor. So um, you know, or cats in the house. Cats are the worst. They their urine can really do a number on a house.

SPEAKER_02 12:32

But don't you have a cat?

SPEAKER_00 12:33

I do not. Okay, good for that for that reason. Um, yeah, yeah. Um, but yeah, go through that process, get them educated on okay, uh, you know, and some people have so much furniture in their house where you're like, okay, we got that this room really is a big room, but you have 13 pieces of furniture in here. We need to downsize. We're gonna drop that down to five, a nice five-piece set. We're gonna go with a quick fiver, uh, choose your five. Um, you know, for real, they'll they'll have like every piece of the wall covered by a couch and table, uh, chair, a nightstand, or whatever. Yeah. And so when when yeah, we've seen that about so many times where it's like, okay, your agent didn't do you any favors. Because people want to know, you know, vacant is is kind of a tricky thing, right? If it's totally if there's no furniture in there, it can be one of two things. It could be really good because then people can start imagining their stuff in the home and where they're gonna put their couch and their beds and you know, yada yada. But then there's also the other side of the coin where um if you have too much stuff, yeah, then it people are like, you know, it's like right in their face and they can't, they they can't see the room for what it is or see the house for what it is. And so there's that this delicate balance um to make sure that it's showing it the best possible way it can. Sure.

SPEAKER_02 13:53

So one of the things that people ask about a lot, they bring it up in the comments on the show, or they ask in coaching, they want to know about the best way to get leads. How do you get people into your business? And uh, we talked about this previously, but you just mentioned referrals, so I wanted to bring it up and ask. Yeah. As far as lead generation, what's working for you? What's not working? Is it referral-based primarily?

SPEAKER_00 14:17

Great question. So that's something I've tried to take a look at um since your last mastermind is um, you know, and I've had coaches in the past where it's like, okay, a good business, if you can, really has multiple foundational structural pieces as lead flow. Correct. And uh, you know, if referral is just that one, okay, that's fine. But what are your other pillars that you're gonna be, you know, stabilizing your business on? Uh and so for me, one of the things that I've been doing is doing um some local advertising with uh uh the um the trying to think of the the communities, the uh like I was on a um a board, right? Uh I think I told you the uh Westlake Youth Football Board uh and just being involved in the community. Uh I love great networking. Yes, yes, I love my community because that's where I think you know, if I can help people uh and serve people, then it'll just naturally evolve into, oh, what do you do? And how does it, you know, you it's just the conversation start. Correct. And so I felt like, hey, if this is uh a byproduct by me serving uh and getting those additional referrals, getting those additional leads, what better way to continue to uh to serve people? Um and it's just an awesome byproduct. Um so for me, I I recommend that just get involved in the community. Uh do something, right? Whether it's like I'm going down to the soup kitchen, I'm going uh and and uh there's many donation centers all over the country. Uh, what can I do to go get involved in the community? Yeah. Uh go to local churches and ask them what I can do to help and um any any activities you can do just to start getting involved and getting your name out there. Um another thing that I'm starting to do is um trying to be more of a hyper focused local expert. And so anytime there's a new business that opens up, um, I go to their Facebook page and I'll comment like, hey, welcome to the community. Uh is there anybody else that you feel like I should be connected with that that is also you know similar to to what you're doing? And they will start introducing you to their context. And so those are the other two additional foundational pieces that I found are very good in my business. Uh the hard part is there's many that will pay Zillow for leads or pay Realtor.com or whatever it is, they'll pay these additional third-party sources. But the problem is they don't know you. Uh, and so then you're one of thousands and thousands of others out there, and so they've got to vet you and they've got to get through that. Yes. And you gotta go prove your worth. Versus if they already know you because you've been serving, they know your character, they know who you are and what you stand for, then that's where uh the the relationship just naturally evolves into you know doing business together.

SPEAKER_02 17:05

So in my last episode with um Cody Barnum, he's the guy that runs slick detailing. Yeah, by the way, now that you got a cool car, hit him up. Oh well. Hit Cody up. King of carpet lines. You know when you get into a clean car and it's like yeah, but when it's like really clean, you don't have the same energy drain that you do when you get into like a dirty car. Good point. Anyways, just was a thought. Yeah. Um, but you got a you got a fancy new car, it's cool, you want to take care of it. Cody's a guy. Um I like that. But I was just talking to him about ways to organically grow businesses right now. And the two that I'm seeing as the most effective are first your social media. How are you growing and expanding that? And second, the network marketing. Um, I think those two actually play together really well because they might see you in your service, they might see you in the community, engage with you, know you, get to know you that way. But when they also see you on the social media side, you're just constantly in their mind. Yeah. You're at the forefront of the anytime they have a problem, you know, they go to pull out their phone. What are they gonna do? They're gonna hop on social media to ask for referral, anyways. But if they just boom, Tannin's content's there. I see Tannin every day. Oh, you're just in their mind. You're there, you're Tannin, you're there. Boom, Johnny on the spot. So we like to, I mean, I've I've talked about the system before. I think I've told you the system before. I can't remember if we did it in part one. So I'm gonna cover the base on part two. The authority engine. So I call it the four pistons system to build trust and authority at scale versus omnipresence. For me, for example, I post on every platform every single day, multiple times a day. I'm on Facebook, Instagram, YouTube, TikTok, X, LinkedIn, right? Because that's where my audience primarily is. It's what the platforms they use. So I need to be there so that they see me. Then I do the long form content. I told you I do at least one podcast a week. Most of the time, I'm filming more than one because you know, there's weeks that I'll be gone, I gotta look it out. But we film at least one long form piece every week. The long form content is where the trust is built because they see how you think, how you solve problems, how you help other people. They start to understand who you are a little bit better. So they they build a lot of trust with the long form. Then we use short form content to amplify the long form. So we'll snippets. Correct. We can actually take the long form, clip it up, chop it into shorts, reels, clips, but also we'll do like talking head educational videos. Um, we'll do like lifestyle content. So some other different modalities, perhaps. But the goal of those is always to drive people back to the long form because again, that's where the trust is built. The last is the last piston of this is the consistency and cadence. Okay. All of the algorithms right now, like universally across all social media, they want to learn your patterns of life. What I mean by that is like an animal has patterns of life. You get up, you walk this trail, whatever. For example, we as humans or animals, we have patterns of life. Instagram knows that I'm gonna be on my phone at 8 p.m. every night because I sit on my couch and I start to scroll. So it wants to test what content will be effective with me, right? And it's easier for it to test that when there's consistency across the board. So it will send a piece of content out, see how long you hold somebody's attention, how consistently you hold their attention, like if they are on their phone every night at 8 p.m. I bet when you like go look at this, check this out. If you have a pattern where you're always on your phone at, see if you see content from the same people around the same times. Not necessarily the same, same like 8 01 p.m. every night. But like you might at 8 p.m. when you open up your phone, see Parker McCumber's content on there. And then the next night at 8 p.m. when you're on your phone, you might see another piece of Parker McCumber content on there. Now it does that intentionally because it helps the algorithm then learn how do you hold someone's attention, how do you consistently get and hold their attention night after night or day after day. And that helps it learn how to best serve your content and who to serve your content to, who's resonating with it. So you actually get rewarded by having the consistency piece. So we put those four things together. That's the authority engine, that's the the social media driver for us to consistently put out content that brings in leads. We pair that with network marketing. That's what your superpower is, the relationships that you're building as you get out into the community and as you serve. For example, this week. Yeah, in the last week I've done three car shows, Arm Needs car shows. But I'm going out, I'm shaking hands. I did a book signing at the one on Wednesday night. Uh I was out in the vineyard. Car days or uh vineyard car show for their city days. You know, this past yesterday, that was yesterday night. But people are seeing me, shaking my hands, I'm talking to them, telling them what I do, who I am, they're following me on social media. All of it just feeds in because now I get those networks built. They come to my social media. Now they're going to be served my content, they're going to develop more trust with me. They go hand in hand, in my opinion. Win-win. Then of course there's paid ads. Like my background was paid ads. I love paid ads. Yeah. But you feel like that's still working? Yeah, you just have to stay on top of what is working, if that makes sense. Yesterday I met with Russ Warner from Ghost Long Boards. Yep. Um, he was telling me, you know, last summer his ads got killed. Like he went from, you know, maybe $7 a lead to $70 a lead type thing. Why? I'll tell you why. Meta, Facebook and Instagram released their Andromeda update. Now, if you're not actually paying constant attention to ads and algorithms and the updates that are associated with those, you're gonna miss this stuff. Right? Um, Meta releases the Andromeda update. The Andromeda update puts a heavy emphasis on creative variation. So now it's not about can you launch an ad and it's a good ad so it knocks it out of the park anymore. It's can you launch a hundred ads and approach the problem, product, or service from a hundred different variations? How many different angles? Well yeah, how many different angles can you approach it from? And then let the algorithm split test all of those things to find the best creatives. So it's not about humans presenting what they think is the best anymore. It's about just feed the machine volume. You're throwing everything you can at it, and then the machine will tell you to do its thing. Yeah, yeah. There's also now benefits for like the more you allow their AI to customize your content. For example, like I can go post an ad now, right? I'll have a primary text, it'll have a creative picture video, whatever, it'll have a headline, a description. You actually get rewarded now for drafting those, but then allowing Facebook to modify them based on what its AI thinks is going to work in real time. So you can like pre-approve a bunch of different variations, and it will split test all those little variations on target audience people or people that it thinks it's target audience to find the right creatives. Now, think about it in this sense too. If you launch one ad and do that, you only have that many chances to succeed. If you launch a hundred ads and it has variations on all of those, you really just launched five thousand chances to succeed. Wow. Just open it up. So it's all about the the creative variation and volume right now. Interesting. Okay. I didn't know that. When would that take place? Last summer. Okay. Makes sense. Now, obviously there's tweaks and changes since. Yeah. Um, but that was a killer. I mean, the two big ones that have been been killers and paid ads in the last decade, you had the iOS 14 update. That one, uh, when was that, 2019 maybe? Yeah, that one crushed crushed Facebook and Instagram advertising. It hurt YouTube, it hurt Google. I mean, essentially, uh Apple just stopped sharing information the same way.

SPEAKER_00 25:32

That was the one that you saw their big commercials where it was like where it said ask to follow or for the app to follow, and you could shut that off, right? Is that what you're talking about?

SPEAKER_02 25:40

That kind of thing. Yeah. Um so that was uh that was a killer killer for ad accounts. And then the other one has been this past year, the Andromeda update last summer, the end of last summer. Um that one just destroyed people. Because if you if you had an account and you had something, maybe because what happens was a lot of people would get one good ad. And that one good ad would generate all their leads. Okay. And then inst Instagram, Facebook, Meta, whatever said, hey, one's not enough. We're tired of showing the exact same ad to everyone. You need to have more. Turn it up, turn it up. And it wasn't that you need to spend more. So don't don't don't get it twisted. It was that you needed to vary add variety, you needed to add different messaging, you need to add different angles, perspective, right?

SPEAKER_01 26:36

Yeah.

SPEAKER_02 26:38

So now, for example, I come into the studio two days ago, I film 11 ads in the study room. And then I come into this room, the rook room, I film 11 ads in the rook room. The same 11 ads, just a different background setting. And I take those same 11 ads, I film them in the lounge room. Okay, so I've got 33 ads, all a different creative because they're all a different background. Then I can take those 33 different ads, I can clip them with testimonials, I can clip them with B-roll, and then I've got, you know, if I do, if I do um one that's just the text or that's just what I read, you know, the teleprompter and all that. And then I have one that's clipped with B-roll, and then I have one that's clipped with testimonials, and then I've got one that's clipped with testimonials and b-roll. I've got four ads for that one that I filmed. So now that one that I filmed is worth four, those 11 are 44. These 11 were another 44. Those 11 are 144. And now I've got 122 advertisements filmed in the course of 45 minutes in the studio. That's awesome. Just feeding the machine. Yeah, feed the machine. But see, that's the thing is that that's what the algorithm wants. That's what the Andromeda system wants. And if you don't know that, so if you give it what it wants, you're more likely to succeed because it's like this guy's giving us what we want. It's helping our system, so we're gonna help that. Yeah, that's cool. Okay, feed each other. Yeah.

SPEAKER_00 28:00

So what you're saying is everyone needs to come and get a rookery subscription.

SPEAKER_02 28:06

Yeah, come here. I didn't say that, but I'm glad you did. I think it's important. It's um dude, it's just a no-brainer. Make me feel like I gotta do it now. It's a no-brainer, in my opinion, at this point. Like we've when we took over the studio, it was just a podcast studio. They would charge rooms hourly, or they would charge for just the videography, right? On on when we took it over, we started expanding that. So then we added the clipping service, right? We'll do your shorts, reels, TikToks, YouTube shorts, whatever. Um you film your long form, we do the video editing, the audio engineering, we do the clips, the reels, the shorts, all that stuff. Okay, well, what's the next problem? Yeah. You know, we added that aspect, but what's next? Okay, well, what's next is you have to be consistent when it comes to the posting, right? Because I'm just reverse engineering my own authority engine. Yeah. You got to be consistent with it. So, okay, we've got the software, an enterprise, you know, subscription for software that we can manage people's accounts. We can run their content calendars, we can schedule your posts for you, draft them. So you don't ever have to worry about it. But you're still getting the leads generated from the authority engine. All you have to do is find the time to come in and film for an hour. Pretty consistently. If you can film for an hour, we can get you 31 clips, real shorts out of that. Right. I think it's better if you film, you know, over the course of the month, at least the four pieces of long form content, because then you get one long form piece every month that can go up on YouTube. But if if you get an hour, we can give you daily social media content. If you get four hours, you're gonna get a weekly long form and daily social media content. That's awesome. And it doesn't have to be actually four hours. I mean, you think of a long form, it could be four 20-minute episodes of a show, of a podcast, or something teaching, yeah, right? So if I'm a real estate agent, I'm thinking to myself, because this is just good practice in uh in developing your your business, right? You want to work with your ideal client, obviously. How do you show your ideal client that you can help them? Bring them on a show, man. Talk to them. And then even if they don't do business with you, the people who see that that are the ideal client, oh hey, I relate to that guy, I relate to this conversation, I understand how they're thinking like it just speaks to them on a whole different thing. It's a good idea. I like that.

SPEAKER_00 30:31

It's a connection. So like So you're saying bring past clients on, interview them, talk to them.

SPEAKER_02 30:38

Past, present, and perspective. Yeah, I like that. Because I mean that newsflash, that's what I do. Not always, but like I bring on people that I've coached before. Yeah, people that I would coach, or people that I am coaching, because they all have a little bit of a different perspective, but their perspective talks to the people that I want to work with. And so, like, if I if I, for example, Cody, if I help him overcome his fear of hiring an employee and training a team, and he hires an employee and trains a team, and he built gets more revenue, more money as a result of that, somebody who's struggling with that problem can watch that episode and say, Oh, Parker could help me with that too. Boom, prospective client.

SPEAKER_00 31:26

Building value, building trust.

SPEAKER_02 31:28

Correct. Because you show how you think, how you solve problems, how you help people. That's it, man. Yeah. So I like that. It's a good system. We um the beauty of it is too is it's just cheap. I mean, I don't want to say it's cheap in like it's cheap. It's affordable. I mean, yeah, it's not chintzy. Yeah, like you come in, do a walk-in episode for 300 bucks. We've we've cut out doing the um like single camera angle, take your raw footage. Because people would get frustrated. They come in here and they film, but they wouldn't get our audio engineering, our audio or our video and audio engineering. And then they're like, Well, why does it look why is that why am I so white? Why am I whatever? Because you just bought raw footage, man. Like, if you want it to be, but so I'm like, I don't want to deal with those clients, anyways. Okay, they're hassling us about cheap stuff all the time. So, so we just said, you know what, it's a flat rate. You're gonna come in if you want to do a walk-in with us, it's three hundred dollars an hour. You get all three camera angles, though. That's important because then you get the you can have the clips, it's more dynamic, right? Yeah. Um, and we include obviously the audio engineering, the video engineering, we will do the editing for the episode, all that kind of stuff, so that it's just a really high quality finished product. And then we don't have to deal with the complaints on the back end. Yeah. Yeah, just make it easier, make a streamline. So then, okay, the next step for us was you could the memberships. We if you if you do three hours, essentially that's what the membership comes down to is you pay for three hours, you get the fourth one free. And then uh the tier above that is we add in, you know, the clips, the reels, the shorts, the social media management. Then the tier above that is doubled everything. So it's eight hours in studio, it's 31 clips, real shorts, it's and the content calendar and all that. But then with at that tier, we will come to you, your work wherever your workplace is, whatever you're doing, and film like on the job. So for example, Tan is a real estate agent. Tannin wants to come get a uh the the $2,000 a month membership here. We will come to the houses, we'll make the content for you on site, right? We do the same thing with like um, if you're a fast food restaurant, not a necessarily a fast food, a restaurant, right? We come out to you, right? You want to see us, we want to get your menu, we want to capture your plate, we want to do uh a high quality production that actually adds value to your social media. Because somebody coming in here talking about, well, I make the best cheeseburgers in studio isn't necessarily the best way to sell your cheeseburgers. Yeah, yeah. Right? We need to see it on site.

SPEAKER_00 34:01

Correct. Fresh off the grill, it's steaming, it's hot, it's fresh.

SPEAKER_02 34:05

That tier of our social media management, we will go to your work site, your job site, wherever you your business is. We and it's it's obviously you're coming in, you can use the studio, but we'll come to you, we'll get the stuff that's actually going to convert. We do a lot of research into your market, what's uh working in that content categories right now. We help you do the uh scripting, the producing, like everything. So it's just a it's a it's a freaking no-brainer, especially when I look back um in my own life. I started getting coaching clients because I went all in on the podcast last year. Like I did, I did uh an episode every week for the first six months. And at that point, I started getting started getting well, not just referrals, like um I've told you a story about Marina, right? The green edge CFO girl. She's a bookkeeper and a fractional CFO. Okay. So last summer she sends me a message. She's like, hey Parker, uh, every time I open my phone, I see your content, whether it's on Instagram, LinkedIn, YouTube. She's like, I I think it's a sign you need to coach me. Um she's like, so I don't, I don't know what that looks like, but can you be my coach? I'm like, sure, let's hop on a call. She's like, Great. I don't need you to sell me, I'm sold. Like, let's just do this. That's cool. And then like a week or two later, I got another one. And a week or two later, I got another one. And I'm like, holy crap, something's working now. So reverse engineer, that's how I come up with the authority engine. But I'm like, I gotta go all in on the podcast. So that's where the studio comes from. And I just jumped into it. Yeah. But now the podcasting fuels all of my business, the coaching and consulting side. The beauty of it is the coaching and consulting side also fuels the podcast side. Yeah. Now we got other guys like um, you know, Jacob Johnson. We were talking about him a little bit earlier, the financial ginger. He starts, you know, filming in here, goes into the coaching program. He left me a great, great video testimonial. In his first month, he gets a half a dozen new clients. Boom. Now he's got you know reels and stuff like that that were getting millions of views because he just stuck with the system and the system works. Um it's it's it's Joe Pinckney, uh massage therapist. You might have met him at the October Mastermind. He's like, dude, I started doing this, I got 25 new clients in the first month. But I'm like, okay, stop and think about that. What's 25 new clients in the first month look like? He's like, well, uh, most of them, you know, come in, they do a 90-minute session. I charge 180 bucks for that. Okay, so I'm like, boom, right there on the average. Let's uh let's look at the 180 times. Yeah, let's look at the quick uh quick maths on the calculator because I can't do that math in my head. 180 times 25 new clients. It's an extra $4,500 that month. So already pays for itself. Then he's like, well, 12 of those people go on memberships with me. So they do one or two massages per month. Wow. They get a 10% discount for that, but let's say it's only one, right? So 180 minus 10% is 162 times 12. Each one of those people now becomes an additional $2,000 a year times the 12 clients that go on that membership, that's $24,000 a year that he makes as a result of that. So I'm like, dude, it's a massage therapist. Okay. Let's think about it in the real estate agent lens. Yeah. If you get one client per month, what's your average commission these days?

SPEAKER_00 37:36

Uh the average price point in Utah right now is like 530 to 550. So times three percent. That takes you to uh what is that 15, 16,000, 17 ish thousand?

SPEAKER_02 37:50

Times three percent? Yeah. Yeah, sixteen thousand. Yeah. Fifteen nine. Yeah. Congratulations. You paid for a year's subscription at the rookery with one client. Yeah. You know, so that's the the theory behind it is how do we price it so competitively that we can one still offer a high level of service, but two, almost guarantee that it will pay for itself for these people. Yeah. That's the whole the whole model. That's my model, anyways.

SPEAKER_00 38:15

Yeah. Well, good pro quo for you, right?

SPEAKER_02 38:18

Oh, yeah. Well, and I told you my theory has always been monetize everything. I'm giving away all my all my free secrets here in the episode. I monetize everything. So podcast studio is also warm leads for my coaching clients. Coaching clients become warm leads for the podcast studio. Feeds the machine. Just feeds the machine. Which then feeds the machine.

SPEAKER_01 38:40

Yeah.

SPEAKER_02 38:41

Such a cool setup. So we talked about your leads. Yep. We talked about referrals. Uh we talked about the organic and the networking. Yeah. And we talked about your back, I don't want to say the back end, but the process already of working with you. Yeah. Let's talk about the strategy moving forward. So how does Tana Modell become the number one real estate agent in Utah?

SPEAKER_00 39:06

Um I I, you know, I think for me, um the number one, you know, the hard part is I when I think about it, I I think of all the the teams, right? I and the brokerage that I'm with is really big about building teams and and a team structure and what that looks like and and how to develop it. How does that look between agent to agent? Um What do you mean specifically?

SPEAKER_02 39:33

Well, I mean like you got a couple of real estate agents hanging out in the office, right? Yep. But all of you are competing to represent.

SPEAKER_00 39:40

Yeah. We're all fighting for the same, you know. You want the yeah, you all want the same thing. Same business. Yes. Uh the cool thing is is that the the idea is there's enough to go around. Yeah, absolutely. I I love that. No scarcity mindset. Yeah, it it's it's uh, you know, we we've talked about this with some of our coaching endeavors. Um but yeah, it's one of those things that from what I can tell, it's okay, identify what I want, right? Uh the old Franklin Covey begin with the end in mind, right? What do I want? Um do I want to be the most elaborate, the the biggest, the best, and the the the everything? No, but I I I do want to be the the the best. Yeah. Um the best at what you do. Correct. And uh does that mean I'm kicking out thousands and thousands and of transactions every year? No. But I want my clients to know that I take care of them. Excuse me. And what does that mean? What does that constitute? And that's where I I'm learning that that can't all be on me. Um and so that's where I've started to have um my transaction coordinator help with that uh because I know that I can't do everything. Let me ask about that as a clarifying thing.

SPEAKER_02 40:53

Yeah. So what's the perks, like say for a real estate agent being in a brokerage? What does the brokerage actually offer as opposed to you being a standalone agent?

SPEAKER_00 41:04

Uh you know, as it well, for one, it it has the in my level of of where I'm at, um I'm part of a a brokerage um that is called the uh Keller Williams, and they have a club called the Masters of Real Estate or the Moore Club. Uh it's the top 20% of the team of Masters of Real Estate. Yeah. Uh and it's the top 20% of each office gets to be in the in that club. And then they have different levels of it and everything else. But for me, going through that, I said, okay, what can I do to continue to add and develop and to build? And that's the nice thing is there's even still with me being in real estate, as long as I have, I still run into roadblocks. I still run into things that I've never seen before. And so to be able to tap into others who are also in the top percentile of real estate agents, that's important to me, right? To have that uh bond, that connection. And so we have that uh where I can tap into, hey, uh, this investor is running into this. What do you think? Or I'm having a hard time with selling a house. What does this look like? How who can I contact? What is that, you know, what do I need to do? So having that uh expertise, that knowledge, that that camaraderie is is huge. Um but also uh they you know depends on the brokerage. They some offer really, really good training. And so if you're if you're wanting to add members to your team, uh that uh that brokerage will provide additional training for them, whether it's uh videos or social media or whatever it is that they can help promote their business and learn how to actually do a real estate transaction. Because a lot of people are like, I don't want to go to jail. How do I make sure that I don't screw this thing up? And how do I make sure that this goes as smoothly as possible? And so that's the at least why I had stayed there for so long and why I'm still there is that they have that support, they have that uh education, that training piece. Because if you're not constantly involved, and the other thing is they have weekly uh uh um they call team meetings, is what they're called, where it's like, okay, here's all the homes that just hit the market in our office. Uh, what questions do we have? Uh, you know, what what do you need help with? And then you have a room of anywhere from 50 to 100 people that are offering their help, their support, their knowledge. Uh it's kind of like a lot of people. It's a mastermind world. I like that. And so that's the nice thing, is that then you can lean on them for uh feedback. And um, you know, and I've told you about that, how I've I've tapped into that multiple times uh for the transactions we've worked on. And so that's it's important to me is to be able to have that um you know, yes, I've been in the business for a while, but there's always more to learn, right? It seems like the older I get, uh, the more I realize I don't know. Yeah, exactly. Uh and and which is uh you know a blessing. I think, right? Because it's like, okay, I need to, I need to lean on those that are actually experts in their field and me not be a jack of all trades. Just need to be a master of one. And how do I be a master of one? And that's uh where for me it's like, yeah, just communicate, talk with people who are masters in their specific fields, right? Uh I've come and talked to you about this, right? What what can I do for social media? What can I do to start doing these things? Yeah. And these are things that I'm starting to uh build and learn and develop. Um and so yeah, I think that for me, that's that's one of the important things as to the behind a brokerage and finding a good brokerage to be with. Right on. I've I I'm scheming a little bit here.

SPEAKER_02 44:41

You're always scheming. I'm always scheming. Look, but my scheme, I'll I'll tell you, if I haven't told you before, I've said it on the show before. My grand evil scheme, ultimate evil scheme, is that if I could help somebody make so much money that it's a no-brainer for them to stay on with me, all of us are winning. Yeah. Win win. That's my evil scheme. I just want to help people make so much money they don't mind paying me to be their coach or consultants or anything like that. Right? So that's the theory. Um the brokerage offers support. Yeah. The guy that owns your brokerage, the guys that own your brokerage, live on my street. Yep. I know them. At least one of them voted for me as city council.

SPEAKER_00 45:25

Did the other one not? I don't know. Oh, I was like, I need to crack some knuckles. Which one was it? Uh he probably know both of you. He probably did, but I don't know. I'm sure he did, yeah. I don't know.

SPEAKER_02 45:34

Um I'm curious. Science of scaling, Dr. Ben Hardy. I think we mentioned that on part one. You know, set an unrealistic goal. How do you achieve that goal in you know 12 months to 18 months as opposed to 10 years? Well, you've got to change your model. You've got to exponentially grow, right? I'm thinking the next net benefit for me, maybe, is partnerships with organizations for the studio. For example, if I can give Club Paddock a deal or something like that, all their members can come in here and you know film. They get, you know, a part, you know, maybe it's set at $300 an hour or whatever. We'll give every they the pay for all their members to get an hour for $200. And then it's like, okay, well, I just got an extra, you know, $2,2500, whatever, yeah. For the members that are coming in. Uh, I wonder actually if I could do a partnership with like the brokerage or something like that. I know I'm just scheming here because you got all these people that need social media support. The film. Yeah. Instead of charging a $1,000 a month membership, can we, you know, work a deal with the brokerage or something that would be like, hey, uh, we give each of your agents $400 a month. Come in, get your four hours or whatever. I don't know, I don't know what that looks like. I'd have to price it out and stuff, but I'm like, that might be the next step in progression. That'd be really cool. Yeah. Because then we get more people in. We also get more proof of concept out, helps us grow, helps them win wins.

SPEAKER_00 47:07

They get more clients. Yeah. Which then in turn keeps them keeps them clean here.

SPEAKER_02 47:12

Client machine is so good. Yeah. I'm all in on it. I'm all in on it. Okay, dude. Uh, we've talked about in part one, we talked a lot more about you. Part two has been more business focused. Yep. Last time we talked about coaching, we talked about working together as coaches, we talked about your background, getting into real estate. Part two, we've talked about what's it look like working with Tana Modell? How does that process look? We talked about um your expertise and the value that you bring to the table. Now we've talked about your leads, we've talked about networking, we've talked about uh social media, we've talked about podcasting, we've talked about referrals. If you could give a piece of advice to somebody who wanted to go into business for themselves, what would you tell them? Do it. Hell yeah.

SPEAKER_00 48:00

Oh yeah. Just do it. Don't uh don't wait around, right? Uh that doesn't mean quit everything you're doing, don't quit your your nine to five and just give up on consistent income. But just start somewhere. Whatever it is, just start it.

SPEAKER_02 48:19

So let me tell you a story about that. Yeah. I um I grew my coaching business really 2024 into early 2025. Actually, it was even through the end of 2025. I mean, I can think about this. Um one of my mentors, Russell Brunson, had told me that I needed to learn events. And he was like, that's the next stage of your business growth and your community building. You need to master events. So nine to five, I'm working in the e-com business. I'm going and coaching football out of Westlake. I'm running for city council. What time do I have left to learn how to do events and run my coaching and consulting business? 8 p.m. to midnight, baby. So 8 p.m. to midnight, I'm building that. I'm working on the event, I'm getting all the stuff taken care of. There's a way. Now most people aren't as busy as me. Most people don't flood their calendar like I flood my calendar. So if you're working a 9 to 5, don't think for a second that you don't have time to do more if you want to try to do more. Right? What are you doing between uh 5 30 p.m., 6 p.m. when you get home, and when you go to sleep? Yeah, you're gonna eat dinner. Yeah, you're gonna spend some time with the wife and kids. After the wife and kids go to bed, after the kids go to bed, grind. Now, I'm not a big grind set advocator, but you're never going to achieve anything if you don't ever build anything. So you gotta go in and start somewhere. And eventually you get to the point where maybe you're making enough money that you could step away from the nine to five. The moment you've got enough proof of concept or that you've built your business to the point where it could replace the nine to five, I say that's the that's the point where you jump ship. I like it. At least. I think if because you might be able to recognize as you're building it, hey, if I jump ship and I just go all in on this, I will surpass my nine to five quickly. And at that point, go for it. Yeah, like ditch the nine to five. But if you get to the point where they're equal in income, but you're only side hustling on the one, you have no excuse to not quit the nine to five and go in on that. And I would actually argue that you have an obligation to yourself and to your family to do that. Yeah. Because it means you have the capacity to grow it more, to earn more, to take care of your family at a better, higher level. Think about it like this, man. I would have never started coaching if I wasn't making money, enough money that I could leave the business for a few hours every day. Yeah. So because I earned more, I was able to give back to my community. And not only give back to the community in that regard and develop young leaders and young athletes, um, I'm able to donate to charities more. I'm able to volunteer. Like my community, my family, my world is a better place because I made more money. I would imagine that if your business wasn't at a level where you were comfortable to like step away to coach football, to coach your boys or something like that, you wouldn't do it. Yeah. So your family, community, your participation on the the Westlake Youth football board, all of that stuff stems from the fact that you went in on this, started making enough money that you could enrich the lives of the people around you. Yeah. So when you get to that spot where it's obvious that going in on that helps you earn more and make the world a better place, you have a moral and ethical obligation, in my opinion, to do it.

SPEAKER_00 52:09

Yeah, I agree. And and the question is, is why do you think some don't? Well, entrepreneurship's not for everybody. Do you think some just like don't have an appetite for it? Yes. Or they're like, I'm just I'm I'm good to sit in the backseat.

SPEAKER_02 52:23

I'm good to So there's there's a variety of reasons here that let's let's talk about them. Yeah. I think uh on the surface level, it's a high level of risk. Yeah. Right? There's a high level of risk. Um at my level now, right? Am I gonna sacrifice everything to go all in on something else? Ooh. Ooh, that's hard. I'm pretty comfortable. Now keep in mind, I'm always building something new. Yeah. Coaching programs growing, right? I'm taking on more clients. I'm looking to take on more. If you see this episode, give me a call. Um, but okay, me starting my business as a student, going to UVU, living in grandma's basement, I had less to lose, and I recognize that than a lot of people. Granted, I didn't I had nothing. So it wasn't like I had resources to build on. That's a different that's let me let me reframe this a little bit. Everyone has benefits that are unique to them in their position. Everyone has cons that are unique to them in their position. So you shouldn't compare across, you know, people, right? Because Parker starting his business looks different than Tan and Bodell starting his business. Um both of us had a different background, both of us had different experiences, both of us had different family situations, finance situations, etc. Okay, so that out of the way. Why don't more people do it? A lot of people don't have the appetite for risk. And there's an inherently high level of risk in entrepreneurship. Yeah. Right? You could lose everything.

SPEAKER_00 53:56

Do you think that's why so many people stay in their nine to five? They go and they're they're uh an assistant, they're you know, they're working at the front desk at whatever, they're an accountant, they're whatever, because it's comfortable. And stable.

SPEAKER_02 54:13

Yeah. And that stability and that comfort. Now, okay, think about this. It's like a false comfort though. In your hierarchy of needs, you have at the most foundational level, safety. You need safety. So the stability of a job, the benefits associated with it, maybe you get health care or something like that, that's part of that safety block. So people always chase that first. Yeah. After you have safety, then people can start to look for comfort. After you have comfort, then people can start to look for play, enrichment activities. Um there's a progression. They have to get the safety piece first. And entrepreneurship does not provide the safety piece. For me, in my example, I said I was living in grandma's basement, I'm on student loans, going to UVU. Not a lot to lose. Yeah. Not a lot to lose. But I had the safety of knowing at least that I was already at rock bottom. I had nothing. Oh man, this doesn't work out. Grandma throws me out of her house. Okay, I'll move in with a friend. I'll sleep on a couch, right? Luckily, the big safety play for me, I just posted about it yesterday, actually, was Emmy. Um, my wife, fiance at the time, she's a school teacher. Um big baller making that cash money, 30 grand a year. She gets paid. That 30 grand a year was the money that we used to go on dates. That was the money for us to have activities, whatever. Food. Sure, but that was the safety. She was the safety. So I could go in over and over and over again and fail for two years at entrepreneurship before I made it. Yeah, all in. But I was all in on that. She facilitated me being all in on that. That investment really paid off for her. Yeah. But um they've got to achieve the safety piece. And most people, they they can't, they can't feel it in entrepreneurship until it's already existing, and it can't exist until they've put in the work to build it.

SPEAKER_00 56:13

Yeah.

SPEAKER_02 56:13

So they don't do it. It's the risk aversion. A lot of people also have objection when it comes to fear, whether that's the fear of judgment, like how people are gonna look at them, the fear of how people are gonna perceive them. What if I fail? The fear of failure, the fear of uh this is a weird one. The fear of success. It's real. Stop and think about this. At some point, you started making more money than the average person. Good point. Did you think to yourself ever in your your journey, maybe you had a year where you made a lot of money versus other years where you didn't make as much? Where uh you realized you people couldn't relate to that anymore? Because that happens. And then people get weirded out. And not only did they get weirded out, they start to self-sabotage so they don't have to lose the identity of conforming to the people that they were previously conforming with.

SPEAKER_00 57:08

Yeah.

SPEAKER_02 57:09

Like when I started making money, I, in hindsight, could recognize I was trying to self-sabotage because it was uncomfortable for me to have that money. I had to have an identity shift as someone who could earn high income and as someone who could hold high income, someone who could invest their income and grow their wealth. Like I had to become a totally different person than who I was when I started. But there's a transformational arc that takes place there. So you have to give it enough time to go through that transformation to shift the identity. So that's the other part. People have to invest the time. So you've got to overcome safety, you've got to overcome fear, and you've got to overcome a transformation.

SPEAKER_01 57:58

Yeah.

SPEAKER_02 58:01

Would you say that if you look back on your life, you kind of mirrored that or you you saw similar experiences?

SPEAKER_00 58:06

It it I always find it fascinating that when people are like, oh, I stayed with the same company for 30 years, and I just, you know, I did this and that, and that was it. Safety. Yeah, it's just it's why that they are okay with that. Like, yeah, I'm good to make eighty thousand dollars a year, and I'm good just to to stay there. I have a a pension, I'll get a gold watch at the end of this, you know, whatever. It's like, yeah, but how much more could you have built? And what is the statistic? It's like um 80% or more than 80% of businesses fell in the first two years of of startup, something like that.

SPEAKER_02 58:45

Yeah, so it's over over 50% in year one. And then it's like uh I think by the time you get to year three, it's almost 90%. Yeah.

SPEAKER_00 58:52

Which is which is wild. Yeah. And and uh in the real estate world, it's the same. Yeah, agents flop. There's there's like an 80% attrition.

SPEAKER_02 59:02

How many, I mean, think about that. Sorry, just things that blow my mind. How many new agents come in every year? Yeah. How many of them are gone at the end of year one? It's probably even worse than the average business life. Yeah. You probably have 80 plus percent attrition in year one. Yeah. Because most of those people get their license, they never do a deal. Yeah.

SPEAKER_00 59:20

Well, they they I know a handful of people over the years, they're like, I just got my license. I just, I got, I passed my test, I'm ready to go. And and they don't even do a transaction, right? They they there's nothing in there for them to at the end of the line.

SPEAKER_01 59:37

Yeah.

SPEAKER_00 59:38

Uh they're like, okay, waiting. And then come the dues and come all the, you know, the splits, all these things that come with it. And they're like, uh, I was gonna do my grandma's house, but I never did the house. It never came up in that year. Or maybe they bought their own home uh and they're gonna save money and do it that way. And and we see that all the time. And then it's like, great, you paid for your dues in year one, but then what happens in year two where you gotta pay your dues, you gotta uh you know, pay your taxes and everything else. And so that's where people are like, oh man, it's not as fun as as you know what I thought it was. And it's a lot of work, dude. It yeah, it is a very stressful um industry, and that's you know part of why you know if if you're good at what you do, you get paid well, because it is very emotionally draining. Yeah. Where they'll come, you know, I have clients that it's almost like you're a uh a therapist for them, where the husband's telling you one thing and the wife's telling you something separate, and you know, it's someone like you guys should be talking together about this, uh, you know, where the husband's like, hey, tell the wife we really want a house with a bigger garage and da da da da. And then the wife's, you know, see another house and the wife's like, hey, tell the husband we need a bigger yard and and da-da-da-da-da, you know, whatever it is. Um, and then once you find the house, then then the real uh you know, turmoil can begin where things can go sideways very quick, and they often do. And that's where it's you gotta be the glue that holds all together. I think a lot of that is you come back to the fear.

SPEAKER_02 1:01:04

Yeah. Right? Because a lot of this stems from big purchase. Yes. Big purchase. Well, if people's the biggest purchase they'll ever make in their life, financial instability, perhaps. It's overcoming, oh, what's this payment look like? It's overcoming what's this lifestyle look like? For a lot of them, think about this. If they're upgrading homes, they probably self-sabotage because they have that uh identity that has to become disassociated from where they previously were. Yeah. Like think about Parker McCumber moved from Eagle Mountain to Vineyard. Yeah. That's a big shift.

SPEAKER_00 1:01:37

Yeah.

SPEAKER_02 1:01:37

The double?

SPEAKER_00 1:01:40

Yeah. Well, at the time, at the time it was a triple. Yeah, that's right. From that house value. I sorry, I didn't mean value meant size, right? Like it's just the thought of like, do I need this much space? What does this look like? What does this mean?

SPEAKER_02 1:01:52

But then you have to associate yourself with that. And that's the hardest part, I think, for a lot of people. How do you how do you recognize you're taking a step out of the world you've been living in into a different world? Yeah.

SPEAKER_00 1:02:06

Do you do you believe that the I've heard someone say that fear is nothing but the unknown or something where it's just you just don't know what the unknown is, right? You don't know what you don't know. Yeah. And that's what fear is. Once you, once you learn what that is, you're like, why was I afraid of this thing? Right? Same thing as creating your own business. Why was I afraid of it? You know, yes, you're gonna fall, and that's part of life. You're gonna fall. And I think that's where working with you know my kids in sports has been so fundamental because you fell often in sports, right? You go and you go do a play and you fall and you fall flat. Great. What are you gonna do with that? Yeah. Um, just this week, um I had a kid, uh, I won't name names, his uh may have rhymed with Schmeaton Schmelzworth. Uh, but he he was uh we're coaching baseball. He's on my son's team, and I was coaching him and I told him, Hey, I need you to do this next time because he made an error. He was in the outfield, the ball got hit to him, and he had the ball and he sat on it for too long, right? Any outfielder that knows when the ball gets hit to you, we don't expect you to always catch it. If you can, great. If not, you get to the ball as fast as you can and you get it into the infielders. Yes, get it in. Um, and he just kind of sat there with it trying to analyze what was happening on the infield, who the runners are running bases, and where do I go? And just get it in. Just get it in. Yeah. And and so we finished the inning. I act of getting it in stops the runner. Yeah, just stops everything, right? But you sitting there holding it, allows everyone to keep going. Um, and so when the inning was over and he's coming back into the dugout, I pulled him aside and I said, Hey, said, dude, take this a learning moment. This is what you should do. Get it in. If you don't know, just throw it into the infield. If you still don't know, throw it to the pitcher. Just get it in. And and I and then I educated the other kid who uh happened to my son. I told him, I said, this is also on you as the shortstop, you should have been waving your hands. And and and there's a dual relationship role that should have been taking place. And what was interesting is that my son, and not to you know, pat him on the back, but the next inning came up, well, you know, we did the batting order or whatever, it was our turn to go back out on defense and or in the outfield, and this kid who I had coached and and tried to mentor and train, he said, I need to sit out. My son, who was the other half of that equation, was just like, I'm ready to go. And after the game, I pulled the team together and I said, Guys, sports is so much like real life that you're gonna fall. Yeah. And you're gonna fail. And that's good. Failure is good. Failure is okay. That's what it sharpens you and makes you be better. And so I tried to educate him and said, You need to understand that when I come into mentor you, when I come to coach you, I'm not coming to to belittle you, to cut talk down to you. I'm not your father, uh, I'm your coach, but I'm gonna coach you to be better. And I'm gonna show you because this is so much like life where crap happens, but it's about how you get back up. And I don't know if if those that are just comfortable with with not getting outside their nine to five, if that's why, uh, that just they've never gone through those experiences and uh never had someone to explain it, then like life and and business and sports all play really well together. Yeah, it's about how you get back up. You fell down, you hurt your knee, yeah, but throw some dirt in it and get back at it. Absolutely. And and I think that's where you know, this day and age, it it it that art has almost been taken away from kids. And I'm actually really curious to see what that looks like for the next generation, to see, you know, what. What can we do to help them and motivate them and get them back on the in the saddle, so to speak? It's it's just interesting to see.

SPEAKER_02 1:06:07

The fear of failure is illogical to me. Yeah. Because think about this. How do your muscles get stronger? Working them out. You work them out, but you work them out to failure. Yep. And it's the act of pushing to failure that you become a stronger individual. Okay. How do you learn from the football full field? You run a play, you fail, do it again. You learn how to do it better. Yep. Failure is a great teacher. It's necessary for strengthening our minds, it's necessary for strengthening our bodies. If you can push yourself to failure, get comfortable failing. You succeed better than anybody else. That's a true superpower. Be comfortable with failure.

SPEAKER_00 1:06:51

Yeah. Learn to use it to motivate you. Don't use it to handicap it. Yeah. Because I feel like so often it just handicaps people to the point of paralysis where it they're just like, I I I don't know how to start. And so they just give up. I don't know what to do next. I don't know what to what the next right move is, or whatever it is. It's like that's okay. That's where you tap into those that that know more than you or that uh have more experience or more education than you. That's when you learn to what's the next step in finding that next solution, not just quitting and giving up, right?

SPEAKER_02 1:07:30

Amen. That's it for base business today. This was part two with Tannin Bodell. Tannin, real quick, say potential for us all. Say potential? Yeah. I didn't know what that means. I love it. I heard somebody else say potential this week, and I was like, oh my gosh, Tannin Bodell. Potential. Okay, if you've got uh one last piece of advice, what would you tell a listener today? They're starting a business, they want to take action. You you gave them the just do it. What's the secret sauce in your opinion? Secret sauce. Actually, let's keep going. I got so much more.

SPEAKER_00 1:08:08

Are we are we going part three? Is that what's happening here? Maybe. Maybe we're doing part three.

SPEAKER_02 1:08:14

Threesome, three or uh yeah, because I wanted I wanted to ask just about a bunch of stuff, I guess, um in a different lens since we've been talking. Right? Because you've obviously, as a real estate agent too, you probably have a very different perception of money than a lot of people. Cause like you'll get one deal and that deal probably pays you like $30,000. You get another deal, that deal pays you $5,000. So it's uh not necessarily consistent too. So I'm curious about the skill that you've had to have to develop, you know, how are you budgeting, forecasting? Like those are all probably really valuable things for somebody to learn how to run their business too.

SPEAKER_00 1:08:51

Yeah. Yeah. I I I think for me, the the biggest uh advice that I got when I started in business was from my dad, who's you know, very smart businessman and and ran his own business for a long, long time, like I said. Um, you know, he's he's one of my heroes in the regards uh to everything that I do in life. Um and one of the things that he said to me was uh when you you know, like you said, the real estate income is is is this, right? The ebbs and the flows. And he says, what you need to find is when you are when it's ebbing, is when that's when you need to live your lifestyle off of that. When it's flowing, that's when you start investing and you start doing those things. And so live your lifestyle based on the ebb, right? Because the flow will come, the flow always does. But where my industry can be so uh volatile based on the market and what's happening, is I try to find any sort of way to be creative in whatever market I'm in, whether it's a buyer's market, a seller's market, a balance market, whatever it is, uh, but to try to find that that you know happy medium so that if because if you're always riding at the high and you're always spending like you're at the high, then when those when those down times come or that that you know month or two where you know business is slower, whatever it might be, yeah, that's okay, you know, um when you're living on the low end. If you're on the high end, then you're then you're freaking then your host, right? Then you're borrowing on credit cards and you're climbing out of debt. And I feel personally attacked right now. And and those you know, 20 to 30 percent interest rates really start handicapping people. Yeah. Uh and so that's where it just you need to do what you can to try to uh live on the lowest end you can uh in terms of your monthly nut. And then anything above that, you're great.

SPEAKER_02 1:10:55

I love it. Tannin, you've provided a ton of value to me, to the audience today. What can I do for you and your people?

SPEAKER_00 1:11:02

Uh nothing. I I'm just excited to uh see if we can make this a uh uh a consistent thing for me and and I like the idea that I got from it. So thank you for that. Where it's not just bringing in who I know into the rookery studios, it's uh you know, bringing in past clients, current clients, uh potential clients, I think for me. Potential. That could be a huge win for me. So I appreciate that.

SPEAKER_02 1:11:26

Yeah, I mean, think about it this way. Are you familiar with the biblical concept of something begets something? Yeah. Clients beget clients. Yep. Do you bring in the clients to get more clients? Yep. I like it. Dude, of course we can make this something else. So you just walk outside and give Bart your card, man. Uh, dude, I really appreciate you being on the show. Thank you so much. Let's go get a sandwich. Let's do this.