Breaking Barriers: From Average to Extraordinary
"Breaking Barriers: From Average to Extraordinary" is the go-to podcast for real estate agents looking to elevate their game, overcome challenges, and achieve extraordinary success. Each episode dives deep into the stories of agents who have broken through barriers, sharing their personal journeys, strategies, and lessons learned. Whether you're a new agent or a seasoned professional, this podcast provides practical advice and inspiration to help you sell above the average and build a thriving career in real estate.
About the Host
Jorge N. DeLeon, President and Broker of a large real estate brokerage in California, brings more than three decades of expertise to the podcast. Leading a brokerage of over 1,300 agents across California, Jorge has guided numerous real estate professionals through the industry's challenges, empowering them to achieve exceptional success. Known for his calm, focused demeanor and dedication to growth and excellence, he serves as an inspiring mentor for agents striving to elevate their careers.
In January 2025, Jorge was honored as Broker of the Year by his local Association of REALTORS®, adding to a list of accolades that includes Man of the Year and Manager of the Year. His career has been shaped by mentorship from some of the most influential leaders in the real estate sector, both nationally and internationally, further cementing his reputation as a trailblazer in the industry.
Breaking Barriers: From Average to Extraordinary
Transforming Real Estate: From Average Agent to Extraordinary Success with Ricardo Cortazar
What if you could transform from an average real estate agent to an extraordinary one, simply by embracing the right guidance and mentorship? Join us as we welcome Ricardo Cortazar, a distinguished real estate coach from Tempe, Arizona, who shares his journey from a humble intern to a highly respected mentor in the industry. As a second-generation immigrant from Mexico, Ricardo embodies the power of dedication and education, and he highlights the critical role of seeking experienced mentors to break barriers in real estate.
In this enlightening episode, Ricardo and I dive into the underpinnings of successful real estate careers, focusing on innovative coaching strategies and the importance of authenticity. With a startling statistic that 71% of agents didn't sell a home last year, we underscore the importance of selecting mentors who truly invest in their mentees' growth. Our conversation sheds light on the transformative impact of active listening and understanding clients' needs to tailor personalized services, a principle that extends well beyond real estate.
Networking and continuous coaching are not just buzzwords in our discussion but essential pillars for gaining a competitive edge. Ricardo and I explore the significance of nurturing genuine relationships and the value of being intentional with personal and career growth. We share insights on setting realistic goals and the indispensable nature of follow-through, all aimed at inspiring professionals to transcend the ordinary and achieve remarkable success in their real estate endeavors.
Well, it is my pleasure to welcome a good friend of mine from several years ago. Mr Ricardo Cortazar is based out of Tempe, arizona. Ricardo and I go way back maybe five, six years. Actually, it was around the time of COVID that Ricardo and I actually formally met each other at a conference. We were co-workers at the time and we have learned so much from each other. We have attended several real estate conferences in the time that we've met each other, and one of the things that I would like to point out specifically is that Ricardo Cortazar has done a phenomenal job of branding himself. Has done a phenomenal job of branding himself, and we're going to speak today about how we help agents break through, and we are also going to speak about how you know what are the common mistakes that real estate agents make, where they just can't break through or they cannot get out of the rut that they are in. So it is my pleasure to welcome Ricardo. Ricardo, how are you today?
Speaker 2:I am great. Thank you very much for inviting me here to speak a little bit on your podcast. Happy to serve, happy to give some advice, and things have worked for me and a lot of the agents that I've coached, managed and helped in the last 25 years so in the 25 years, you answered my next question, which is uh, when did you start in real estate?
Speaker 1:And then, was it something that you planned, was it accidental, or how did you get involved into real estate?
Speaker 2:No, I wish I could say it was accidental, but you know what Accidentally it did happen. I walked into a real estate development firm in Tucson, arizona, as a student at the University of Arizona, started working for the firm as a paid intern, saw exactly what they were doing there, loved seeing that. They always showed up nicely dressed, polished vehicles, they spoke very eloquently, they always were closing on transactions, they were celebrating successes, you know, at the end of the month talking about sales, and that really intrigued me and I said you know what? That's something that I really want to dive a little bit more into and find out how I could be a part of something like that fantastic.
Speaker 1:So, um, that's how you entered into the real estate world. Uh, tell us about your, uh, your. You know your, your story. How did you, um go from then, 25 years ago, to who Ricardo Cortazar is today in the real estate world?
Speaker 2:Well, it's not easy. It's not easy and I'll tell you what I think. My parents, my parents, came here to this country. I am a second generation immigrant from Mexico, born in San Luis, rio Colorado, sonora, which is the Mexican side of Mexico, of Arizona and Yuma and San Luis border itself. So I grew up in an area where there was a lot of opportunities for people that wanted to work in agriculture. My parents came over in the late 70s through the Bracero program and luckily my parents were able to immigrant and got us papers. My older brother, myself, the rest of my siblings were born here in the states.
Speaker 2:But through all that um, how would you say sacrifices that my parents took coming to this country, you know we have been blessed. All my brothers and sisters are all decorated business people, whether they're in banking and real estate, working for big tech companies. We are blessed to be in this country of opportunity and I am excited to share a little bit of what we've gone through as a family as we tell a little bit about the story. But peeling the onion back a little bit is I'm gonna tell you we are hard workers. My father came from a school of hard knocks, so he taught us how to work hard with our backs and sweat. It wasn't until we got older, at the age of 18, when we graduated high school, that we realized that, hey, by the way, there's another way to work, and that was working smarter and not harder, which is getting a higher education, which is going to university, which is doing things a little bit different than what we were accustomed to and it's made all the difference in the world Fantastic.
Speaker 1:So let's turn our attention to coaching real estate agents and if you can share with me some of the commonalities amongst real estate agents that have a difficult time in breaking through in the business okay, that's one and then the differentiation between the agents that actually break through and what are the commonalities amongst them. So let's focus on the individuals that have a difficult time breaking through and then the commonalities among those that have broken through.
Speaker 2:I equate this it's a great question, by the way. I equate this to being a kid, and if your parent tells you do it this way, I already know how to do that. Dad, I already know how to do that. Mom, right.
Speaker 2:But in real estate it's a little bit different, because the agents that struggle the most to get their business off the ground are the ones that don't surrender to what we have to share. The more they fight. A person that's trying to coach them, educate them, give them advice on how to change their business are the ones that struggle the most. Conversely, the agents that say, okay, tell me I'm going to pay you more money, but you tell me how to do it, and they listen those are the ones that their business just takes off because they do all the things that we share.
Speaker 2:And, by the way, you've got to prepare to make phone calls. You've got to practice your scripts, you've got to get out there and get people to meet you. You've got to go out there and knock on doors. You've got to go out there, knock on doors. You got to go out there and do open houses. And when you do them, here's the process to actually do these open houses. So, once again going back to this, the agents that have the most difficult time to get business or traction in our industry are the ones that don't surrender to the process of wanting to be go from mediocre or not selling anything to selling something. Let me just share a statistic with you, jorge, that's National Association of Realtors 71% of real estate agents last year of the 1.5 million did not sell one home last year.
Speaker 2:Wow, I can't tell you how many times agents that didn't show up to my office means I always said maybe you're getting coaching or advice on how to sell from somebody else.
Speaker 1:So so let's talk about that again. The theme of our podcast is breaking barriers from average to extraordinary, and there's a huge difference between the two. Let's talk about that. You you obviously have a coaching background. You've developed some skill sets, et cetera into coaching. I know for a fact that you pour yourself into those individuals and coaching them into production and helping them become extraordinary. But you just mentioned something that I believe is key that individuals, instead of surrendering to what they need to do, they go and continue to look for solutions to make the process easier when there's not a simpler or an easier solution. Let's talk about that.
Speaker 2:I got to share. I I mean, there's a reason why we're sharing what we share to make the process easier for them. When somebody comes to you starting the business and they really want to know, it's like going to a mechanic. Hey, by the way, I want to be a mechanic, a good mechanic. Do you listen to the, the the mechanic expender that's got the veteran 10 years of experience? Or do you have a mechanic working your car that just started you? You've got to put the work in right and there's a way that the, the, the savvy mechanic's going to find out how to do certain things that the other person doesn't know.
Speaker 2:This is the same thing in real estate. When you open yourself to surrendering and listening to what people are willing to share with you, boy, does it become easier. Here's the other thing, that skill that that works listening. Because I'm going to tell you right now, our industry, we call ourselves sales people. I just mentioned 71% of the 1.5 million agents last year did not sell anything. We don't call them not salesmen, we call them salesmen still.
Speaker 1:Right.
Speaker 2:Right. But here's the other thing too the agents that say that they're salespeople. They're not leaning into what makes a good salesperson, would you believe? It starts off by listening. If you sat down and said thank you, mr and Mrs Buyer, is this the first time you've ever worked with the buyer's representative on the real estate you want to purchase? That's the first question I would ask. I want to find out if they're coming off something that was polyheated. That they fired somebody because I don't want to be the next agent, maybe they're a difficult client needed. That they fired somebody because I don't want to be the next agent. Maybe they're a difficult client. And this is the experience that we have as real estate brokers, as managers, as leaders, as coaches, trainers. We have all these questions that we ask before we actually start dealing with the client and an agent wants to hurry up, and because we live in an environment where everybody wants instant feedback, right, you know, we want to run a tiktok, you run a video.
Speaker 2:Hey, it looks like it's so easy. Why does it take so long?
Speaker 1:right, right, so it didn't take.
Speaker 2:You know, it wasn't small, it was a tiktok well there's an investment of time, energy and and practice, etc.
Speaker 1:To make that, um, that uh platform successful. Right, and a lot of patients, obviously, so it's a crowded field out there. Obviously, the statistics speak for themselves and gives us the explanation as to why we have so many sources of mentoring, coaching, et cetera, because there's that 70, you mentioned what is the statistics? 79% 71%.
Speaker 2:71% of agents last year did not sell one home.
Speaker 1:So the difference between those that are not extraordinary and the ones that are extraordinary. Obviously there is a commonality and I think that there is coaching and bad coaching, right, or maybe they're just not investing or not paying attention to the investment of coaching that they're making. Tell us a little bit about the differentiation, about the strategies out there. I mean my experience and this might be self-serving, as you know being a branch manager at a certain you know for several years of my career and pouring my heart and soul into helping our agents. And then there's other individuals that are just trying to cash a check as a mentor and not necessarily interested in the well-being and success of that individual. And I'm being sincere here.
Speaker 1:I believe that there's phenomenal coaches out there. So this is not a jab at anybody specifically. I just want to be able to highlight for a real estate agent to do the research, to investigate, interview and really look at the character of the individual that is leading them and then coaching them. So let's talk about that. Can you share some of your experiences related to that, because I know that you have served as a manager as well for many years?
Speaker 2:Yes. So the coaching is big and I'm going to share something that maybe people can understand. Maybe you have a child that's in soccer or baseball. You take them to the first. You know. Get together to do a practice. There's a coach, and if they listen to the coach, chances are they get better at their craft, and if they practice more with that coach or they get private coaching, they even get more proficient at what they're doing. That's where pearls come in. You start at a very young age being taught. That's why you go to school as well, and people think that when you're done with high school and college, that's all the school that you get.
Speaker 2:I'm going to tell you that my coach that's been doing this for 40 plus years also has a coach, because he can't be good at everything. So I'm going to tell you right now that people are afraid to invest resources, their own money, into getting better at their craft. But people will invest a lot of money to look nice, right? People invest a lot of money and get in the fanciest car to look nice, but then you don't have the skillset to come behind everything else, right, but if you were coached, if you were taught and you know exactly how to actually be really good at your craft. You'd have all those other things. People look for the wrong things, sometimes the lost heroes, like we call them. Coaching helps you do everything else, because when you're coached and you actually you know do the work, a lot of people are afraid to do the work.
Speaker 2:I'm going to share an analogy that I use all the time, or a saying that we always talk about the magic that people are looking for for their business to take off.
Speaker 2:The magic's in what people won't do that they have to do in order to be successful, and I'm going to break it down.
Speaker 2:Sometimes the magic is making the phone calls to people that you don't want to call Right. Sometimes the magic is showing up to a networking event and I know you're tired, but you know what you show up and what are the chances that, because you walked in and you were the most interested person as opposed to the most interesting person, somebody there said hey, you know what, ricardo, I'd like for you to represent my family. We just moved here from a different state and my employer has me here and they told me to go to this networking event to meet people. That's the magic, and a lot of agents don't want to do any of the hard work. They think that if I buy leads, if I go out and work with the company that's going to give me and sell me leads, leads 98% of the leads nowadays aren't worth anything. You pay for them, but it's about 2% that actually get to fruition or get consummated to a sale.
Speaker 1:So there's no substitution for networking, being interesting and being interested in other people, right?
Speaker 2:Correct. There is no substitution for hard work. I'm going to tell you, real estate is still been and still will always be a relationship business. You're getting ready to ask somebody to represent them in the highest price dollar amount that they've ever spent. Don't you think they want to know a little bit about you in person, how you actually work, how you treat people, how you show up, how you dress?
Speaker 1:So there's value in the network in the real estate sector, but there's also more value in networking outside of your real estate sector. A lot of people use the word industry. We don't build widgets. It's real estate as a profession and I'd like to be able to put that out there, that you know. You need to stop treating real estate as an industry, because it's a profession and when you think about it as a profession, you start behaving accordingly.
Speaker 2:Let's talk about I think you said it best Profession, isn't that professionals?
Speaker 1:It's a profession and therefore we need to behave as professionals. So, networking I know that in the real estate profession and in the sector you know and we're talking about, there's association of realtors, there's other associations that put a lot of educational events and there's a lot of networking. I know that there's an opportunity to build from networking, but what is the challenge of networking in your same uh, in your backyard, where that's your farm, versus networking in other areas? And then we'll talk about networking in your backyard, but in different sectors.
Speaker 2:Networking in your backyard is, like we say, you know, going for the low-hanging fruit first, the easy ones. If people don't even know you in your backyard, why would you go outside of your yard? If you can't be the neighborhood expert in your own neighborhood, why are you selling somewhere else? It's the easy one. Work on some of the easy factors first, where people get to know you. Hey, by the way, did you have any questions regarding my experience with clients? Because I have a couple of recommendations for people in my immediate subdivision where I've sold and bought in firm, can I share those with you? You'll never have those because you're outside of your scope or outside of your comfort zone so.
Speaker 1:So to clarify, so to clarify, and sorry to interrupt you there, ricardo, when it comes to networking in your backyard, your chambers of commerce, networking events, maybe there is something that maybe your PTA, there's an opportunity for you to network and you know, when you, especially, there's a fundraiser and you maybe donate something to your school's PTA fundraiser, it gives you an opportunity to talk about your profession or your business, which in this case would be real estate. But networking outside of your area for the intent of generating referral business. That's where the importance of attending these national events and statewide events to be able to build a network of real estate agents. I'm just very proud of the fact that I can put a name or a town and I know someone in that specific town. You and I know people in Atlanta, georgia.
Speaker 1:You and I know people in Miami. You and I know people in Chicago. You and I know people in San Francisco. Obviously, that's practically my backyard in San Francisco. Obviously, that's practically my backyard. But I know for a fact the best real estate agent in Tempe, arizona, which is Ricardo Cortazar.
Speaker 1:Let's talk about that a little bit in your experience when it comes to, you know, to prioritize based on what you're going to be getting out of and what your intent is to get out of that networking.
Speaker 2:Well, you don't just go in there with expectations to actually get something out of the network. Remember, networking is about paying it forward first. How can you be of service to somebody so that they can remember you and how gracious you were to always prefer you as well in return gracious you were to always prefer you as well in return? So a lot of people, I think, network ineffectively by going and expecting something out of it. I got to tell you I've gone to a lot of networking events where people are like hey, my name is such and such and here's my card and I'll talk to you later, and I think it's speed networking and I'm thinking, look, I didn't hear anything about them. I usually follow up with them. Hey, you know what? It was really brief how we met.
Speaker 2:I know you said that you deal in the insurance business, but I wanted to see what is an ideal client for you. If I came across somebody like that, I'm like nobody's ever asked me that. Well, I work with nothing but specific these kind of clients. I go yeah, I didn't get to hear that that day. All right, so now I know a little bit more about that person. But people network ineffectively and sometimes less is more because you don't have to service everybody, because you're going to get really bad at that. You can't service everybody, but if you work on a subgroup of people that are really good referral sources that's where your business is going to take off.
Speaker 1:So, what would you? And, switching a little you know gears a little bit, what would you credit? It actually kind of goes along the way of you know what you're. That you're what we're talking about as far as the networking, because there's a huge connection to to that. As far as your success, um, how did you get to the point where you are today? And, um, who was your mentor? Who did you align yourself with? What were the questions that you asked in order for you to be able to become extraordinary?
Speaker 2:thank you for that question and I'm going to share that. I've had a lot of mentors along the way in my 25 years of real estate experience, but my first mentors are obviously my parents. To always do good, you know. Always do the right thing. Don't do something for just the money, you know. Be happy with what you're doing. Those are the things that have always been hallmarks in our family for all my brothers and sisters. So with that, you are never looking over your shoulder. Oh my god, and I find out that's not me.
Speaker 2:If you're your authentic self, you'll never have to reinvent yourself when you're in front of somebody. I gotta tell you there's a lot of agents on social media that if you caught them one day, they won't act the same way they act on social media, because sometimes it's just a farce or they're putting on a skit on social media. But when you're authentic, people know you remember. I take notes If somebody makes an impression on me, because most of the time that's what happens and I look for that. I write something on a card and I take notes.
Speaker 2:By the way, this day that I went, this person's kid is going to the University of Arizona. I mentioned that I knew somebody there that the Alumni Association that might be able to help them with a scholarship, and then I sent them an email. Hey, by the way, a lot of you I know we talked about this opportunity. Here's some information on the University of Arizona. Here's the alumni group that pertains to that area. You should, you know, contact them to see if there's an opportunity for a scholarship. Oh my God, so I just paid it forward. Those are the effective networkings. I'm a real estate broker. If you ever find yourself in need of selling or buying real estate or have any friends and family that are looking to buy in real estate, I hope you can think of so thank you for for sharing that, ricardo um.
Speaker 1:Going back to the the purpose of this podcast and our goal to help, uh, real estate agents break barriers and going from average to extraordinary assuming, assuming that the mentor, assuming that the manager has an individual's best interest in mind okay, we're just not talking about a jerk, we're just talking about someone that absolutely has an individual's best interest in mind. What should a real estate agent that wants to improve their results, what do they have to be willing to accept and receive from that mentor in the form of advice? And you and I spoke about this earlier because we were comparing notes about some questions that I asked of an individual that you and I know as to what their goals in real estate were. Tell me a little bit about what would an authentic mentor say or share with someone, and what is it that they're not going to do.
Speaker 2:First and foremost, I always ask the mentee coming in for our first meeting what do you expect to get out of our first meeting today? Because I want to set expectations, to see what they are expecting to come out the first, because I don't want them to come in with expectations. Well, I'm going to get a client. I'm going to find out how to sell people this way. I want to first find out more about them. What are their pain points? Why are they in the industry? Who do they know? How are they actually marketing right now? If they are, and once I find out, they tell me what they expect to get out of there, then we could at least work on one or two of those items so that they can at least feel like, okay, I got something good out of this. He's going to help me do this, going to help me do that, but that's it.
Speaker 2:You can't do everything on the first meeting and you always have to have realistic expectations. I can't tell you how many times agents sit across the table from me and say I want to make $100,000 a year. So I say, okay, well, is that something that's going to be on your top to-do list? Yes, well, have you made $40,000 this year. So, on real estate, no, how about we start there? Well, why I want to make a hundred thousand dollars? Well, you've. You know how hard it is to work to get 40 first. So I started. We start off with reaching a goal that's achievable, because a hundred thousand dollars in the industry and I'm in our profession is not that easy if you don't have a good contact database of clients that you worked with in the past that trust you. So those are some of the things that I talk to agents about. First is, let's talk what real expectations are of you and how hard are you willing to work in order to get there. Will you lean in to what I recommend?
Speaker 1:so what has been the toughest piece of advice that you have ever received?
Speaker 2:that ended up being the most valuable being the most valuable telling agents the truth. A lot of managers tiptoe because in real estate keep in mind they're all independent contractors. As a manager, you can't tell them. You know straight out how you feel, because when I used to do that, when I first started in business, in the, in the profession, I used to tell agents by the way, you're by the way, you're not good at this, you're not good at that they get offended, they disassociate their license from my office. So now I've got to ask them hey, can I tell you the truth to help you succeed, or do you want me to tell you something to just keep you okay and you'll be happy? Can I tell you the truth? I'm asking for your permission. And when they tell you, yes, please tell me the truth. Okay, here's what I would do if I was in your shoes.
Speaker 2:I think you and I crossed it a couple of times where I had agents in my office that you know, even if you're a female, you still have to have or maintain a level of professionalism, even the way you professionalism, even the way you carry yourself or the way you dress, because it's still a profession.
Speaker 2:But some of these people don't follow the rules and think that in this, in, in our, in our profession, we can do pretty much whatever we want show up, dressed up, like you know, we're going out to a club and expect to get good clients. I had to have a hard conversation with an agent. They didn't like it. They moved their license, even though I asked can I get your permission to share what I think would change? Because you're missing out on opportunities with clients with good incomes and you know pretty good opportunities to sell the million dollar houses. But I got to tell you most of these million dollar clients have million, are married and their spouses wouldn't appreciate the way you show up to meetings and they didn't like it and it's painful because sometimes you gotta have yeah, it's painful, but sometimes, jorge, I would much rather share the truth than mask it.
Speaker 2:And then they never succeed or learn right and then um.
Speaker 1:So the the huge difference of keeping people in the dark with the intent of just keeping them so you can gain something out of them, or being truthful and helping them grow with the intent of helping them succeed, huge.
Speaker 1:Huge difference right and it's a tough, very, very tough job. When people ask me do you enjoy your job, jorge, I said I know and I knew what I signed up for and I enjoy every single moment of it, the ups and downs. Is it painful? Absolutely. Is it awkward at times? Yes, it is awkward Because have to. When you have someone's best interest in mind, you have to and I hate to use this expression because I'm not somebody's. I mean, I am the father of four kids. My wife and I have four kids, but I have to have had conversations with my kids that are very, very tough, that are very, very tough, and I've had those conversations with real estate agents that are very, very tough, again with the intent of ensuring that they're doing the right thing for themselves and for the consumers that they serve.
Speaker 1:Ricardo, I would like for you to close out this segment with a few words of wisdom. And the young. You know you're a very young person. You have a lot of years of experience, but still relatively young in comparison to what the industry has to offer. Please share with us. Sorry, I I misspoke what this profession has to offer. I have to retrain myself as well. Give us some some few words of advice okay words, words of advice.
Speaker 2:in what category?
Speaker 1:Being in a real estate agent in order for them to go from, you know, trying to break through and being exceptional. And what is it that they need in order for them to be coachable?
Speaker 2:Okay, great, Thank you. All right, If I had the silver bullet for an agent to be successful. Every single time I tell them I say, by the way, what is the number one big idea that you have right now that you heard? That will take you your business from here to up here. And they always they tell me the idea. I said, okay, then go ahead and pile on that idea, but heavy, Don't do it half. I'm going to get to it tomorrow, I'm going to do it next week. I mean, you pile it on and immediately, fast and heavy. People spread themselves. Then they think they have to be everywhere because somebody said they got to do social media, they got to do posts every day, they got to do this, got to do that. By the way, that helps. But if you have an idea that's going to take your business to a different level, you really pile on heavy on that one idea and that's what's going to change your entire business. Because I have agents that start one thing and they end up never finishing it because they start other things too In real estate.
Speaker 2:Real estate is a good starter, good finisher profession. If you're not good at starting something and not good at finishing it, you're going to struggle. I always ask the follow through is big because, keep in mind, we are looking for a transaction to start and to close. We open escrow, we close escrow. So if you're not good at taking care of the start and the finish, what good are you going to be? And I always ask that question when they sit down with me because they think they're just coming in and interviewing me. I got to ask that question too. I got to ask have you started anything? Do you have any designations in real estate? Well, I started this. Did you finish it? Not yet. When do you plan on finishing it? Let me write that down and I write it down for them. And then, when we're done with our interview, I said hey, here's the thing that you said you were going to do. I think we should start on these. And they're like man, I I need accountability.
Speaker 1:That's what I need.
Speaker 1:It's it's so valuable.
Speaker 1:I'm going to share a story with you to end the segment and, uh, it has exactly to do with with follow through.
Speaker 1:Um, I started my career working for a real estate broker and eventually I became a certified escrow officer, but one of my first experiences in the escrow world as an escrow assistant entailed a situation where I was responsible for generating a report an accounting report for the escrow administrator for the company in the county that I started out my escrow career with, and I was given my walking papers over the allegation that I had not followed through with a task, and it was such an important lesson for me.
Speaker 1:I knew that I had completed the task, but I didn't take the additional steps to ensure that it was recorded correctly the lack of starting or finishing what I started and doing it correctly and having it done in a way that nobody would ever question my integrity, my follow through and professionalism. So, once again, ricardo, thank you so much for joining me today all the way from Tempe Arizona, for joining me today all the way from Tempe Arizona, and I look forward to speaking about other subject matters related with helping agents break through and becoming extraordinary agents, because the statistics as you spoke, where only what 29% close a transaction in 2024, leaves a lot to be desired.
Speaker 2:Yeah, so I don't know what you know one of those. It's close to a million agents that didn't sell something last year. You know what they did, but we are called salespeople, not salespeople. I'd recommend that everybody listen to your podcast. You know, if you take something and you're intentional about listening to today's podcast, be intentional about getting some serious coaching.
Speaker 1:So we will talk a lot about that on the next segment and we'll go ahead and announce that when it's, when it's recorded and published. But our goal is again taking our agents, breaking that barrier from average to extraordinary. And, unfortunately, not having a sale is not average. Okay, average sales transaction at, according to nar statistics.
Speaker 1:Statistics is, uh, four transactions a year to be average, and in order for you to be extraordinary, you have to be more than that. And if we can help you succeed and this is we're, and we're not we're not asking you for anything other than giving this serious consideration If you are successful and we had something to do with that that in itself is going to make this podcast a total success. With that said, guys, have a great day and go out there and make your phone calls, go, follow through and don't try to reinvent the wheel, because the most successful people out there, they just have systems in place and they just follow through.
