How to Create A Life You Love by Casting a Vision and Using Social Media to Grow Your Business with Utah’s #1 Real Estate Agent Jimmy Rex

Jimmy Rex:
Because I was like, "I think I'm getting out of real estate. I'm not enjoying this." It wasn't fun back then. And he said-

Stephanie L.:
With a job like this, I mean, come on.

Jimmy Rex:
Right? And he said to me, he said, "Well, what do you want your life to look like?" And I told him, I was like, "Well, I want to travel the world. I want to be friends with all the top people in my community. I want to be speaking from stages. I want to be influencing people. I want to be actually enjoying real estate. I want to be buying investment properties and helping all my friends." And so we kind of reverse engineered. He said, "Well, let's do that."

Jimmy Rex:
I did, I was always kind of a big dreamer. I was kind of a big thinker. And so I did have some big ideas. And I wasn't afraid to put it out there. I mean, it's evolved a lot since then. And it's gotten bigger than I ever could have imagined, a lot of the things I've been able to do. But yeah, I think I was always dreaming. I was always envisioning. I had in my prospecting booth when I was calling for sale by owners in 2006 through 2009, I had specific beaches on my walls. I had pictures of ex-girlfriends that I wanted to show them up. That's who I was. I always had all these motivations. I had all these whys,. I had all these quotes all over the room.

Jimmy Rex:
And you are better off having an Instagram feed than commercials on the Super Bowl because the exact people, all the people that are potential home buyers that are going to use you will follow you on Instagram. And if you do it right, you can literally reach more people with your stories and tell them exactly what you want to. Show them that you're the expert. People just want to be with the most connected guy and the community expert. And you can show that literally every single day through your Instagram stories. And so it's been super powerful. It's been super powerful for me to use that tool. I get about 40% of my leads just from Instagram.

Stephanie L.:
Hey guys, it's Stephanie. In this episode, we are joined by Jimmy Rex, rock star real estate agent out of the state of Utah. Jimmy is going to talk to us today about casting a vision, being intentional, and how to use social media to market your business. Side note, Jimmy travels tons out of the year and still has a thriving real estate business, so he's going to teach us all of his tips and tricks on how to create a life you love.

Stephanie L.:
If you haven't already subscribed, pause me right now and click the subscribe button on your device so that you have access to all the episodes. I do post bonus episodes and that way you are notified at any time that I post a new one for you. If you want to check us out on the Facebook group, starts the Glam Life of Real Estate Podcast Insiders or go to theglamgirlboss.com/facebook. So without further ado, let's get to the show with Jimmy.

Intro:
You're listening to the Glam Life of Real Estate Podcast where we talk about everything from productivity tips, social media strategies, business hacks, and more to get ahead of the curve and crush it as a real estate sales professional. Whether you office out of a model home or your car, where leopard print and high heels never go out of style, here's your host, top producing real estate agent, social media strategist, and fur baby mama Stephanie Lindamood.

Stephanie L.:
All right guys, so today we have the privilege to be joined by Jimmy Rex. Jimmy is a real estate agent out of the state of Utah. He is a top producing real estate agent and owner of the Jimmy Rex Real Estate Team. He also is a fellow podcaster. He's the host of two shows, one's called the Social Realtor and the other is the Jimmy Rex Show, as well as an author of a new book that came out in 2019 called The Next Wave of Influence in Real Estate. So welcome to the show, Jimmy. Thanks for joining us today.

Jimmy Rex:
Hey, I appreciate it. It's good to be here.

Stephanie L.:
So Jimmy, why don't you give the audience an idea of your background so that they can understand where you come from and how you got into real estate?

Jimmy Rex:
Yeah, so I mean, I started in 2005. I actually was trying to go to school, but I didn't know that at a four year college or a real school you have to apply six months in advance. And so I literally showed up to college and I was like, "I'm here to take classes." And they were like, "Well, did you apply?" And I'm like, "That's what I'm doing right now." And long story short, I needed more guidance in my life. Yeah, so I ended up having six months with nothing to do. So I got my real estate license, and that first six months I was just really struggling. I didn't really know what I was doing. I was still running some other companies, and then I found some coaching. I had a seminar I went to and discovered Mike Ferry coaching.

Jimmy Rex:
There was a guy hosting it named Bill Pikes. He helps run Tom Ferry stuff now. And it was funny. Every night they'd give us a homework, and so I would go home and I would do whatever they taught us. And it was working, I kept getting these leads. And at the time-

Stephanie L.:
Imagine that.

Jimmy Rex:
I know, right? I just didn't even know what I was doing. My first broker, bless his heart, he just didn't know how to train me. He was doing loans, and real estate, and investing, and he was building and just all sorts of stuff. And so he just hadn't ever had a new agent like me. It was kind of a family friend kind of thing. And so I just didn't know anything.

Jimmy Rex:
And so when I started doing these things, it was really fun. I was like, "Oh my gosh." And by the third day, I had no money to my name, but I just signed up for the coaching and it was like $12,000.00 for the year, $1000.00 bucks a month. So that first six months I sold like three homes. Once I started the coaching, by the end of that year, I'd closed over 60 homes.

Stephanie L.:
Oh, wow.

Jimmy Rex:
Yeah, and then the next year I was the number two agent in the state. I closed 98 homes with one assistant, and it was taking off. But I was one of those guys, I was building my entire thing off of for sale by owners. I would just get on the phones all day and just prospect, prospect, prospect. And I burned out at the end of 2009.

Jimmy Rex:
2008, 2009 was so hard because anybody that was in the business in that time, essentially, you're sitting across the table of all these people that are losing their homes, and you're their best hope, and you know you're not a good hope. And I mean, in 2008 I listed 187 for sale by owners. I think I sold like 15 of them. It was brutal.

Stephanie L.:
I've heard you say that before. It's painful.

Jimmy Rex:
Oh, it was just brutal. Every Friday I had to call my sellers. I had like 50 of them, and I'd have to tell them why their home was not selling. No one even had showings. I had like three showings for 50 listings.

Stephanie L.:
And you were like I've got to eat, I've got to feed my family.

Jimmy Rex:
Yeah, I mean I was the number one agent in the office and I was-

Jimmy Rex:
[crosstalk 00:06:07] so I don't know. So in 2010, the beginning of that year, I sat down with my coach and he was like, "Well..." Because I was like, "I think I'm getting out of real estate. I just am not enjoying this." It wasn't fun back then. And he said-

Stephanie L.:
With a job like with a job like this, I mean come on.

Jimmy Rex:
Right? And he said to me, he said, "Well what do you want your life to look like?" And I told him, I was like, "Well, I want to travel the world. I want to be friends with all the top people in my community. I want to be speaking from stages. I want to be influencing people. I want to be actually enjoying real estate. I want to be buying investment properties and helping all my friends." And so we kind of reverse engineered.

Jimmy Rex:
He said, "Well, let's do that. And he said, "Who do you know that has money? Let's make a list." I'm like, "I don't know anybody with money." He goes, "Well, who do you know that has money even if you don't know them?" And I ended up making a list that day of like 15 people that I knew had money in my community. And by the end of another year and a half I'd sold all but two of them a house.

Jimmy Rex:
And what we did is we set up this game plan basically to target people I already knew or people that I wanted to get to know, how to network, how to truly spend a lot of time and effort getting to know people, providing value to people, educating myself, becoming truly an expert in the market. And after I did that, I set up this system. And all of a sudden that next year I sold like 75 homes, and then it was back up.

Jimmy Rex:
And this last year, just barely 2019 to fast forward the story a little bit, my team closed, four of us on my team, closed 324 houses and was the number one agent in the state of Utah in my county. Yeah, and so now I do my entire marketing is through working with social media and my clients, parties, networking, all that kind of stuff. I haven't had to make a prospecting call in about six years. And we can stay about as busy as we want to now, so it's kind of fun.

Stephanie L.:
Nice. So real quick, let me go back to that because I think you glossed over it really quickly when you talked about your coach asked you or your mentor asked you, what do you want your life to look like. And you have some really great things you said, but did it take you a minute to think about what you actually wanted? Because sometimes I find myself thinking I don't know what I want. Yeah, the money, traveling, that kind of surface level stuff initially, but how did you come up with that list?

Jimmy Rex:
Yeah, I mean, I'd always kind of been a vision board kind of guy. When The Secret came out I think in 2006 or seven or whatever, I actually had the chance to interview John Assaraf, who's in that movie talking about vision boards on my podcast. And I was telling him that was the first time I ever heard about vision boarding. And I put all this stuff ... Me and my brother who's on my real estate team, we found his vision board last year from that timeframe in like 2008, 2009. And Oh my gosh, the house and the car and everything that was on there was just so humble. I just laugh. We could've never imagined what our lives would look like.

Jimmy Rex:
But I was always kind of a big dreamer, I was kind of a big thinker. And so I did have some big ideas and I wasn't afraid to put it out there. And I mean, it's evolved a lot since then. And it's gotten bigger than I ever could have imagined, a lot of the things I've been able to do. But yeah, I think I was always dreaming. I was always envisioning. I had in my prospecting booth when I was calling for sale by owners in 2006 through 2009, I had specific beaches on my walls. I had pictures of ex-girlfriends that I wanted to like show them up. That's who I was. I always had all these motivations. I had all these whys. I had quotes all over the room and pictures of-

Stephanie L.:
You were that guy. You're that guy on-

Jimmy Rex:
... Gandhi and the Dalai Lama. Exactly, I was because I knew I had so many things that ... Real estate was so hard, you couldn't just rely upon one thing, and you had to dig into the well. And some days, honestly, it was like that girl that I wasn't good enough for, I'm going to prove her wrong. And then other days it was like, I don't know what's going to be in my future, but I would literally write.

Jimmy Rex:
I remember one time I had a life coach always too. And I remember one time he made me write out all these people that were going to be at my funeral, what they would say about me after a beautiful life. And so I had obituaries written out like speeches for my own funeral from my wife and my kids, and my brother and my parents, all these people. I was always doing stuff like that. And so I always did kind of think big and kind of think towards the future.

Stephanie L.:
Awesome. Yeah. No, I love vision boards. We're actually about to do ours this week because I think they're huge. And we'll look back at ours from years past and go, "Oh my gosh, this has actually come to fruition. This has come to fruition." It's just that power.

Jimmy Rex:
Oh, yeah, it's really fun.

Stephanie L.:
So it sounds like mentors have always, and coaching has always been important to you as far as you've had them in your life from the get-go. How has that helped you in your career?

Jimmy Rex:
Yeah, I mean when I went to that first seminar, to give you a little more background, I'd had a previous company. When I was 22, I started a door to door meat company, and I had a partner. And long story short I thought we were going to be retired by 30. We were blowing this thing up. I was taking all this debt onto ... And what happened was he was on drugs, and I ended up getting stuck with a $120,000.00 debt at age 23, 24. And I thought my life was over. I'm like, "No girl is ever going to want to date me.

Jimmy Rex:
I've always thought that if you have debt, you're screwed. And I was so backed into a corner, and I didn't know what to do. And it was in that moment that this coach stepped up. And that was coaching was such a big thing to me because it truly is what got me out of this dark, dark place that I'd fallen into. And so I've always honored coaching. And to this day, Mike Ferry, and Bill pipes, and Bob Fitzgerald, some of these mentors and coaches I've had are sacred people to me because they truly taught me everything I wanted to know. They built this beautiful life.

Jimmy Rex:
And so that's where I've gone with a lot of coaching recently. I loved coaching, and I love helping other agents because when I started out, I mean in 2005, I didn't know where to turn to get answers. I had no idea. I remember pulling out the realtor magazine and literally calling ads in the back of that magazine to try to get some training and coaching in real estate. And there's so much out there now. There's so many people like myself and so many others that are giving free information all the time. There's no excuse not to be good at real estate today. Everybody at least knows what to do.

Stephanie L.:
Yep.

Jimmy Rex:
We live in the information age. Back then, you truly didn't even know where to get the information. And so I don't know. For me, I just love it. I love coaching. I love helping people build a business that they're proud of and that they get to change lives. And I had a client that I coached a couple of years ago, and he had this huge goal that he was setting for [inaudible 00:12:28]. He got it. He was going to buy his dream car. It was this white Porsche, and he hit his goal by May.

Jimmy Rex:
And I remember when he sent me that picture, and I taught him how to use social media. I taught him how to use Facebook and LinkedIn to get ads, and to get leads, and to hit up his SOI. And I'll never forget, he had gotten some clients through the social media that I taught him and he literally hit his goal in five months. He took off the last seven months a year, which is not what I suggest

Stephanie L.:
Some of your advice, just not all of it.

Jimmy Rex:
Yeah, I just felt so much pride as when he sent me that picture of him with his white Porsche. It just really got me into this space of, you know what? I don't want to die and be known as a realtor. I hate to say it like that, but I just always wanted to be more than just a realtor. So I started going into this space of being a thought leader, and being an influencer, and really trying to bring to the real estate industry a lot of things that I felt like were missing.

Jimmy Rex:
The advantage I felt like that I was bringing in was I'm using these things every day in my own business. I'm not just a coach that is telling you what I've heard works. This is what I'm doing, this is how it works. You can literally follow me and see exactly what I'm doing, and do it yourself and you will have huge success. I get messages every day now people either through my book or my training and coaching that it's really lightened them up, and it's changed their lives. And it's my favorite thing. So that's where I've kind of evolved to in my business.

Stephanie L.:
So let me read something real quick. In the beginning of your book, you say it towards the bottom. You're thanking people and you're saying, "Tom Ferry, for all the work you've done over the years to make sure you're always on the cutting edge of upcoming technologies and marketing methods. It was your training that got me out of the rat race, working smarter and not harder, yet producing amazing results." So I think all of us now are realizing, or hopefully, social media technology, none of it's going anywhere. So how did you figure out how to start implementing it to where it was a tool versus a distraction?

Jimmy Rex:
Yeah. And the reason I wrote out to Thomas, Bill Pipes, who is my coach, he works with Tom. And it was when he introduced me to Tom, my eyes got ... Because Mike Ferry was my original mentor, that was the for sale by owner grind, grind, grind. And I'll be honest, that was the best thing ever for me. And I'll always honor Mike for getting me to that spot and teaching me how to work. But it was when I started realizing hey, there's no bad way to get a good lead.

Stephanie L.:
Right.

Jimmy Rex:
And there's all these other methods out there. And happened is one of my buddies a couple of years ago was dating an Instagram influencer. She had a couple million followers, and I have no idea how much money they were actually making. She started living at our house for a little bit while they were dating. He was my roommate, and I would just wrack her brain all the time. I would just ask her all these questions. And she was 19 years old. She was making 40 grand some days, 20 grand, just crazy amounts of money. I'm like, "Holy shit."

Jimmy Rex:
And I just said, "Okay, there's so much." And that was when my eyes were opened. And so I really tried to understand how to use social media, how to attract people to you because what happens is, the way that Mike it is you're always going towards, but you're always trying to pull people. To you.

Stephanie L.:
Exactly.

Jimmy Rex:
And what I learned through social media is where you can attract people to you. This is how you draw people in. And if you look at my Instagram, it's Mr. Jimmy Rex, you guys can check it out. I just tell people follow me, you'll see how I do this. You barely know I'm a realtor if you go on my posts, but my stories is what I use to sell and let people know what I'm doing.

Jimmy Rex:
I mean I had a listing that I took about a year ago, and this house was 1.7 million. I made a video on YouTube. I did a swipe up on my Instagram story. A buddy of mine that lived in California saw it, watched enough of the video clip, sent it to his buddy and said, "Dude, I think this is a house you want to buy." He came. I'd double ended that house in 24 hours. I got like a hundred and something thousand dollar commission all because I learned how to use swipe up on Instagram. I've had 16 homes. I sold in one day through an Instagram posts.

Jimmy Rex:
I got back from a vacation yesterday. I'm still jet lagged. I woke up at 3:30 this morning, wired ready to go work because I'm still jet lagged. But I was out of town and my first day back I'd put two posts on my Instagram story, and I got eight new leads yesterday just from those two posts. I already have two people that are already out looking at homes today with my agents. I got another two looking at investment properties out of state that we sell. I mean, I'll literally, from two posts yesterday was the equivalent of me having to make three or 400 phone calls back in the day.

Jimmy Rex:
And so yeah, there's so much power in social media, but the problem is, so many people do it wrong and so they don't really get a result. They're trying to sell through social media instead of attract. And that's the biggest mistake that people make. And so again, if you look at my Instagram, it's laughable. There's nothing on there that shows that I'm even ... I mean it's once out of every 12 or 15 posts will be about real estate.

Jimmy Rex:
But what we have the opportunity to do is if you do it right, then your algorithm will have you show up, your stories will show up quickly on people's feeds. And literally, you are better off having an Instagram feed than commercials on the Super Bowl because the exact people, all the people that are potential home buyers that are going to use you will follow you on Instagram. And if you do it right, you can literally reach more people with your stories and tell them exactly what you want to. Show them that you're the expert. People just want to be with the most connected guy and the community expert, and you can show that literally every single day through your Instagram stories. And so it's been super powerful. It's been super powerful for me to use that tool. I get about 40% of my leads just from Instagram.

Stephanie L.:
And so did you teach yourself this? Is this from your brother's girlfriend that you were learning everything from?

Jimmy Rex:
My buddy's? Yeah, I mean-

Stephanie L.:
Sorry, I meant your buddy.

Jimmy Rex:
I have a lot of influencers that I'm close with. There's a family that I'm really close with called The Bucket List Family, a couple million followers. And Garrett, the husband, he's a close friend of mine, so I talk to him a lot. We went and swam with sharks out in The Bahamas last year.

Stephanie L.:
I saw one of your posts about that.

Jimmy Rex:
Oh yeah, the tiger sharks. He's crazy. We are, I guess. But I was on a boat for four days. There was only 12 of us, and there was a couple of influencers. And I just sat there and asked them questions all day, every day. And I've really tried hard to study social media. Dan Fleischman is a good friend of mine. He runs about 600 influencers' social media through Instagram and Facebook. So I just study the people that are doing it really well. I'm learning what they're doing, and then I implement it into my business.

Stephanie L.:
Got it. Okay. Good deal. So when I was reading your book, I read your section in the book and it was talking about ... a little segue here because I think it's appropriate for real estate. You were talking about when you were on your baseball team and they were all voting the all-stars of the season.

Jimmy Rex:
Oh, yeah.

Stephanie L.:
And you were sitting-

Jimmy Rex:
My worst memory.

Stephanie L.:
Yeah, your worst memory. We'll bring that up. And I thought it was important because what you said in there was you felt like ... Basically. What happened was it sounded like you didn't have a great season and you were taking ownership for it mentally when you were watching everybody get chosen for the team. And you were sitting there watching all your teammates get chosen, and you were the last one on the bench. And what you wrote after that, that really impressed me. You said, "I'm not a victim. It was because I didn't work hard enough. And after that day I, I decided I was never going to be outworked again."

Jimmy Rex:
Yeah. I mean, to give more context to those that aren't familiar. So when I was 14 years old, baseball was my life. I'd been an all-star every year. And at the end of the year we'd have this award ceremony. It was like an amphitheater. And out on the field, the coaches, they gave the first place team the trophy, and then they called up the all-star teams. And I was sitting with all my best friends. There was literally 15 of us, and we were on like the second row. And all the parents, the grandparents, everybody is there. And they start calling up the all-star team, and it got to the point, there was like five trophies left. And I looked down the line, there's six of us. And I realized the other five guys are for sure making the all-star team. And it kind of hit me. I'm like, "Oh shit."

Jimmy Rex:
And one at a time, they called them each up until I was literally the only one sitting there by myself, and all my friends had been called. And you could feel the disappointment of your family, and your parents, and your buddies' parents and everyone. I'm just literally sitting there by myself on an island, 14 years old, the most impressionable age you could possibly be, and I just started crying.

Jimmy Rex:
But I had this crazy moment. So many people, I could have blamed the coach, I could have blamed this and that. And I had this moment where I said, "Jimmy, this is your fault. You just weren't good enough. You didn't put in the work, and that's why you're not an all-star." And I said in that moment it hurt so bad, to this day is probably the most painful thing I've ever experienced. It just was. It meant so much to me, and it was such a young age.

Jimmy Rex:
And I just said, "I will never feel like this again because I got outworked." And so from that day forward I just said, "I'll never be outworked again." And I haven't been. And so that was a very defining moment. I teach that a lot when I talk about self-awareness. So many times we want to blame the market, we want to blame this or that. And ultimately, we get to decide our own fate. We are not victims ever. And the one huge thing that nobody can take away from us is how we react to what happens to us. And so that was just a lesson. I share that a lot because in real estate, a lot of stuff's going to go wrong out of your control. And ultimately, you get to decide what you make of that.

Stephanie L.:
Well, and I also think your point when you said you felt like you were sitting by yourself on an island, because I think as real estate agents, entrepreneurs, sales professionals, even when you're on a team, a lot of what we do is done either at our home office, we're in our cars. So how do you coach your clients on that when they're trying to figure out how to ... If they're having a bad day mindset wise, and they don't have anybody else around them to support them like you would if you went to an office every day.

Jimmy Rex:
Yeah. And one of the things that Mike would teach, just back when the market was garbage, was to take mindset breaks. So twice a day, and I had my little kit in my car. It's so funny now, it's like audio CDs and books and stuff. And I would go in my car twice. I'd go in there twice a day for 20 minutes. Some days it was meditation, some days it was literally envisioning stuff. Some days I had affirmations on audio that I would have listen to like, you're good enough, you're smart enough, money comes to you in abundance.

Stephanie L.:
Yes, you're amazing.

Jimmy Rex:
Yeah. I literally listened to that stuff all the time because I needed it. And other days, it was reading a book or whatever else. So I don't know, I just tell people, I say, "You have to control your mindset. You have to do things every single day that work for you to get you excited." And the envisioning thing works really well. I mean, it's been a long time since I had a bad day. I just don't let it happen anymore. But if you're going out every day, you're on your own, but you should be talking to 20 or 30 people a day. You need to have accountability partners. Everybody should have a coach.

Jimmy Rex:
I still have a coach, I have a life coach, I have a shaman, and I have a real estate coach. I have people that I can rely on. I have a couple of best friends that are much, much smarter than me. I can call if I ever need to. And one of the agents on my team is a complete rock star. The guy is on my team and made over $1 million last year selling homes. I can call him at any time and get a boost.

Jimmy Rex:
So I don't know, I think that it's important to realize that we're in a business where our job is to be talking to people all day, every day. And if you remember that, then there's no intimidation with making calls because that's the one thing we're supposed to do. And anytime you're feeling down or depressed, your pride just need to go to work. So many times you hear about people suffering from depression. It's like, do you really know you're depressed or you need to start eating better. You need to start exercising more. And not to minimize depression, it's a real thing. But you can do a lot of things to make yourself get out of that I guess.

Stephanie L.:
So when you talk about the social media aspect versus like you just said, calling, making calls, talking to people, do you feel like agents and sales professionals need to get to a certain point in their business before they can rely on social media? Or do you think if maybe they're starting out or maybe they're looking at 2020 going, okay, what am I going to do mailers this year? Am I going to do ads? Am I going to do events? If they're trying to figure out where to spend their time and their energy, what do you recommend as far as how to approach that?

Jimmy Rex:
Yeah, I mean social media is one of the tools. It's not the only thing. If you're only on social media all day, good luck. You're not going to, you know ... But it's a tool that if you're not using it in 2020, you're literally missing out on the number one tool to help your business, absolutely number one. Your job is to show people you're an expert. Get on Facebook, get on Instagram, get on YouTube, start making videos and show people you are an expert in real estate. Every single person in my entire marketplace knows who I am. They know Jimmy Rex because I've done so many things to create this person, this being that is just a real estate expert-

Stephanie L.:
Yeah, your personal brand.

Jimmy Rex:
Yeah, I mean I sunk a houseboat two years ago in Lake Powell. I sunk my houseboat. And the news called me, and they wanted the story. And you can Google it, Jimmy Rex houseboat. Read the articles, it's hilarious. Every single news outlet that called me, I said, "I'll only let you interview me under one condition. You have to refer to me as real estate expert, Jimmy Rex in the whole article, every time it says my name." And they all were like, "Done." So if you Google that, every single article is like, "Real estate expert, Jimmy Rex," like the whole news.

Jimmy Rex:
And then I threw this party with a bunch of the NBA players here in Utah, the Jazz players and same thing. The news wanted this story and I said, "Only if you refer to me as real estate expert, Jimmy Rex." And so the news, it literally is like, "Real estate expert, jimmy Rex had no problem with Donovan Mitchell crashing his party," or whatever. It's just hilarious. But you can use all these tools to be the market expert.

Jimmy Rex:
I get on and I teach people how to invest in real estate, and all of a sudden they're like ... Or grab one of your investors. If you had one investor last year, put them on a Facebook live, sit down, break down the deal, show why he did it, show why it makes sense, show the cashflow. You'll get four or five more deals from it. If I have a good deal, I put it on my Instagram story. I'll get eight or nine people that'll hit me up who want information.

Jimmy Rex:
Now I have eight or nine new buyers I know are looking for a property just like that, and I send my team to go find them. And so it's a tool that you use. It's not the only thing. I mean I make 100 to 150 phone calls a week still to people that I know, but I like that. I enjoy that. That's part of my business. And so you have to be using social media if you want to be the most effective. Otherwise, you're just working a lot harder than you need to.

Stephanie L.:
Yeah. Well, and one last thing about your book. You talked about the funnel example where you said you have a funnel, and at the top it's a bigger area of space. Obviously, the bottom of the funnel, it's smaller. And everyone's focused on what's coming out of the funnel, which they can't control versus you need to really be focusing on the top part, which is the social media, the activities, the mindset. And if you're putting good things in the funnel, good things are going to end up coming out of it. But if you don't and you only focus on the bottom of the funnel, you're not going to get anywhere.

Jimmy Rex:
Yeah. People focus on the result, but the result is too late. That's the product of what's been going on for the last 30 or 45 days. And so you can't get caught up with what's there in front of you. What you have to focus on instead is what you get to control every day, which is the lead generation, the lead followup, the prospecting, the skill sets and all those kinds of things. And so I just encourage people, just give yourself permission today to be excellent today. And then tomorrow, be excellent tomorrow. Don't worry about the result.

Jimmy Rex:
I know if I get up and do my job every day, I'm going to make a ginormous income in real estate. I don't have to worry about that. I'm not worried about the day to day. If I lose a deal, I just don't care. I'm not tied to any transaction. It doesn't even affect my mood. But what I want is to know that if I do my job every day, all I control is what goes in that funnel. So as long as I do that every single day, I know at the end of the day I'm going to have 10, 20, 30 closings a month.

Stephanie L.:
So when you set goals for yourself and when you help your clients and you're coaching clients set their goals, do you coach them more on the activities and the habits versus I want to list five homes this month, or I want to sell three investment properties?

Jimmy Rex:
Yeah, so I'm not an accountability coach. That's one thing that's out there, right? That's the coach that you talk to 40 times a year. You report your numbers, all that kind of stuff. What I do on my coaching, essentially, I do a lot of group coaching, a lot of masterminding and stuff like that. My one on one coaching is basically for eight weeks. I get in and we really show you how to build a master real estate business.

Jimmy Rex:
I teach you all the little things you're probably not doing or the little things that are going to change everything. And then you have access to me for the rest of that year if you have questions. But I'm not an accountability coach. I'm not going to talk you into going to work every day. The people I coach are people that are ready to ... Most of them have good success already.

Jimmy Rex:
One of my guys I'm coaching right now made three million bucks this year, but he just wants to learn how to travel more. Well, I took 127 days last year on vacation. I went to 22 countries last year alone. I literally felt like I never had to be working, and I sold over 300 homes. My team literally was the number one team in the area. And so what he wants to learn is how to do that.

Jimmy Rex:
But I also take the brand new agent and say, "Hey, let's get you to from 12 deals to 25 this year. Here's some things I can promise you if you do these four or five, eight different things that you're going to get two or three deals from each one of them. And you're going to sell 25 or 30 homes. But you've still got to do the work." And so I take any agent. I mean I don't like brand new agents because frankly, I think that for your first year or two you've just got to grind. You've got to get on the phones and learn how to prospect. And that's not what I do either. I'm more strategically how to network, how to find the right connections in your community, how to build through charity and vacations, and some of these other things, client parties, and be really successful at it.

Stephanie L.:
And I know we have a hard stop here in a little bit, and I've got some questions I ask every guest that we'll get to in a second. But do you want to talk a little bit about your agent blueprint? And I saw it on LinkedIn. It looked like you had a mastermind, a 2020 mastermind. Was it open?

Jimmy Rex:
Yeah. So the mastermind that I'm doing right now, we actually did our first call today. It's 12 weeks. It's a call for an hour every single week. I'm capping it at 100 people in that. It's 1000 bucks, and I'm giving my whole system each week. I think I have like 10 spots left in that or something. The recordings, you can go back and listen to them later and stuff like that. But if people are interested, yeah, just go to my Instagram, Mr. Jimmy Rex. Go to my stories. That's the easiest way to find it right now. I mean I can give you the link.

Jimmy Rex:
And that's a mastermind where I'm literally ... like today I went through the eight things you need to do this week so that you can hit your goals in 2020. And we really dug into everything that you need to do, how to set it up, how to really get crystal clear on what you're trying to do, and how you're going to do it. And next week I'll focus on social media. I'm taking one week, I'm going to show people how to work just with investors. Another week, I'm going to teach you how to do luxury homes.

Jimmy Rex:
Last year I was the number one luxury agent in my market. I sold the most expensive home in the history of Utah, a $32 million property. I sold a bunch of other multimillion dollar properties, which in Utah is very rare, and I'm going to teach people how to not only how to do that, but how to meet those people, how to connect with those people, how to get those listings. So each week I'm teaching something and I like to teach in bulk. So yeah, I mean the course is super cheap. It's only like I said, 1000 bucks, which is for 12 weeks. Frankly, it'll probably never be that price again. But for now it was fine because I'm teaching a lot of people at one time.

Jimmy Rex:
But yeah, it's pretty awesome. I already had, of all the people on the call today, I've had dozens of people already reaching out to me saying that I'm definitely over delivering because I don't care. I come from abundance. If I help enough people, I already know I'm going to get mine. And every person I train and I coach, it really lights me up when I see them make changes in their lives and do things. So the reward is mine if I can help enough people.

Stephanie L.:
And is that something different than the agent blueprint?

Jimmy Rex:
So the blueprint was a course that I did. Yeah, I mean that's a course that we still sell, but that kind of has ... I go through specifically how to do client parties. It's 45 minutes on how I do the most successful client parties. And then it's 45 minutes on how to do the best open houses, and 45 minutes on how to work through charities to make the right connections to get a bunch of real estate deals, how to work through your vendors to get them to pay for all of your marketing, and how to get deals from them. So that's what the blueprint is. It's just another product that we sell.

Stephanie L.:
Okay, I'd heard about that. All right, so real quick, I've got five questions that I ask each guest. What's one thing that most people don't know about you?

Jimmy Rex:
One thing most people don't know about me. I was actually given an honorary doctorate from 12 universities in Mexico, so I have these honorary doctorate degrees. I work with a charity called Operation Underground Railroad. We go undercover and help rescue kids that are being sex trafficked in Latin America all over the world. And Mexico was so grateful. We did several ops there and rescued over 100 kids that they gave me and my friends diplomatic ... They made us diplomats in Mexico, so actually, I'm a diplomat there too. And then they gave us honorary doctorate degrees. It's funny, when we go to Mexico we're kind of a big deal, but not so much here in the States, but it's pretty, pretty funny.

Stephanie L.:
That's awesome. What's the best piece of advice you've ever gotten?

Jimmy Rex:
The difference between successful and unsuccessful people is successful people have merely learned to do the things that unsuccessful people don't want to do.

Stephanie L.:
Love it.

Jimmy Rex:
It's that simple. It really is.

Stephanie L.:
Knowing what you know now, what's a piece of advice that that you give everybody that you coach and that you meet in this industry?

Jimmy Rex:
I just wish that I would have taken social media more serious more quickly. I don't think any of us saw it becoming what it did. And so it's like we had the knowledge that we had at the time, but it is such a huge tool. And I have so many friends making so much money using social media for all their businesses and myself included. And I would've just done that much sooner.

Stephanie L.:
Okay. So this isn't one of the questions, but I'm going to segue off of that. Are you on Tic Talk? Have you done anything with that?

Jimmy Rex:
I'm not yet. Dan Fleischman again, he's telling me every day I need to do it, but I just haven't yet.

Stephanie L.:
Okay. I was just curious. What's-

Jimmy Rex:
Yeah, I'm very dialed in on my Instagram. That's my number one. But the other, Twitter and Facebook, I get a lot of leads as well. But my Instagram is where 90% of my social media leads come from.

Stephanie L.:
Okay. What's one of your favorite books or the one that has had the most impact on you?

Jimmy Rex:
That probably isn't said as often, but The Way of the Superior Man. It's an amazing book. It's a super easy read, short chapters that really talks about what it truly means to be a man and show up as a masculine man.

Stephanie L.:
Nice. What is your current morning routine? I have an idea of what you might say from your book, but we'll see if it's changed

Jimmy Rex:
Today it was really thrown off because I was jet lagged. But normally, actually one of my big goals for this year ... So I interviewed Robin Sharma on my podcast last year. He wrote the 5:00 AM Club. He sold over 15 million books and really inspired me to get my mornings dialed in. And so my new morning routine is I'm up at 6:00. And he does a thing called the three by 20, and I've been doing that every day. So 20 minutes visualization, 20 minutes exercise, and 20 minutes of something, reading or something educational, basically that way.

Jimmy Rex:
And so that's how I've been starting it. And then 7:00, I get ready, and then I'm in my office around 8:00. I usually, in that time period in between, there's a lot of things that just depends on the day. And then that's my morning routine. For 8:00, I start working, and then I usually take a break somewhere in the middle of the day to go to the gym. I like working out midday. It kind of breaks my day in half. And then I usually work till about 5:00 or 6:00. And then I go do something either with my girlfriend, or I go do something with my buddies, or I go to a networking event, something like that.

Stephanie L.:
Nice. All right, last question. How do you unwind and relax?

Jimmy Rex:
Well, I love to vacation obviously, like I said. So I just go out of town every week, honestly. I know it sounds ridiculous, but I literally ... I probably went on 50 planes last year. I go out of town almost ever week.

Stephanie L.:
Do you go with your clients? Are you vacationing with your clients?

Jimmy Rex:
A lot of times, yeah.

Stephanie L.:
Okay.

Jimmy Rex:
So for example, next weekend me and like eight of my buddies, we're opening a Mexican restaurant, a tequila bar in Vegas called Mas Por Favor. And so there's like 20 of us going down to Vegas for the weekend. This weekend coming up, there's a group of us going to Aspen. Sundance is the weekend after that, then I'm going to Fiji for a Tony Robbins event. Then I'm going to Keller Williams family reunion after that. I mean we just find excuses to go do fun things. I'll go with big groups of people.

Jimmy Rex:
There's something that happens when you travel with friends, you get really tight. You know, it was funny, the girl I'm dating right now, when we started dating, I think I casually mentioned I have 50 best friends. And she kind of just rolled her eyes at me or whatever. And three weeks later she looked at me dead serious, looks at me right in the eyes and she goes, "Holy shit, you actually have 50 best friends." I'm like, "Yeah, I really do."

Jimmy Rex:
But we put the time and effort in. We go do stuff all the time. We really try to keep those connections. And those are my warm leads. Like the guy that bought the $32 million house this year, the most expensive home in Utah history, I met that guy at a house boating trip 10 years ago. And we became best friends and 32 of us went to Hawaii five years ago and stayed in a house there. And we're always doing stuff like this. I like to go on these couples groups, and we'll go get eight couples and we'll all go to a cabin for the weekend or something. We really put the effort and the time in to doing that stuff. And it's a really good way to create raving fans. I mean, my clients wouldn't even consider not using me to buy a house.

Stephanie L.:
Cool. Well thanks for joining us today. Will you give us your social media handles one more time? Then I'll link them in the show notes as well.

Jimmy Rex:
Yeah, I'm super easy to find. Just Google Jimmy Rex, but my Instagram is Mr. Jimmy Rex. That's probably the best way to get ahold of me. And my podcast, I just interview different exceptional people living extraordinary lives. It's called the Jimmy Rex Show. And so yeah, you can check me out on any of that. And people, feel free to reach out. My YouTube channel is just Jimmy Rex. I've put a lot of training videos on there.

Jimmy Rex:
One thing that I've been doing is I decided I wanted to just provide more value to people, so I have a free email that I send out every morning. It's just Jimmydaily.com. It's a motivational video. It's a two to five minute video every day. There's no sales, there's no anything. It's just literally you get a video for me every single morning, something I've learned, or a story I've read. Jimmydaily.com, it's just a quick two to five minute video.

Stephanie L.:
Okay, great. We'll link that too. Sounds good.

Jimmy Rex:
Cool.

Stephanie L.:
Thanks for joining us. And we appreciate it, and we'll talk soon.

Stephanie L.:
Okay, guys, that's a wrap. I hope you enjoyed this episode with Jimmy Rex. So many awesome tips and tricks that he gave us today on casting a vision, investing in yourself with coaches and mentors, how to market yourself on social media and use that to drive your business. So I hope you enjoyed this episode.

Stephanie L.:
You can find all of the resources and links mentioned in the show notes at theglam girlboss.com/episode6. Again, that's theglamirlboss.com/episode6. I am so glad you joined me today. If you would like to show your support for the show, I would love it if you would pop over to Apple. Write a review, and I would so appreciate your support. As always, talk to you later. Bye. Bye.