Yestalk-180 - Interview with the Best - Alejandro Perez Munoz

Welcome to Kevin Ward's YES Talk for Realtors. This is Kevin Ward. Hi, there. It's Kevin Ward. Welcome to this month's episode of Interviews with the Best, where we interview top performers in real estate who not only are the best in the industry at what they do, but they are also people who have a heart, who believe in serving other people, and who have a life. My name is Kevin Ward. I'm the founder of yes Masters Real estate success training. And this month I have the honor to interview my friend, one of our original inner circle members in the yes Masters inner circle mastermind, Mr. Alejandro Perez Munoz. Alex, thank you for joining us.

Thanks. I'm excited to be here.

Yeah. I appreciate you taking the time out of your busy schedule to join us.

Because I know you.

You do a lot of business.

Yeah. I mean, I'm here. I'm ready to, you know, share on others and just ask away, you know, ready to inspire other people to do better.

Yep. Awesome. Awesome. So tell us, let's start back at the beginning. Let's. How long. Tell us, tell everybody how long you've been in real estate and kind of your. Where you got started. And you're in Palm Springs, California.

Yes, I am. Palm Springs, California. I've been in real estate for about 12 years. Typically, I did. I got to real estate by default, not by. Because I wanted to do it.

Yeah.

Midlife crisis. I was a personal trainer and a massage therapist for about seven years and decided I need to do something else with my life. And my dad says, get into real estate. I go, well, one of the biggest fears is real estate's up and down. You know, it's like, you know, either your feast or your famine. And one of my major concerns was not having a stable income. And my dad looked up to me and he said, there is no stability. You create your own stability. And that's what I remember what he said.

Wow.

Yeah.

There is no stability. You create your own stability. I love that.

Yeah.

So. So because you started, so 12 years ago was like 2007.

Did you really did do anything start really, you know, 2007, when it started crashing. And so that first year, I believe I made about 34 grand.

34,000?

Yeah. Then really know what to, you know, just passing on business cards and talking to people I know. Yeah. Real estate, we all know, took a crash around 2007.

Well, in Palm Springs, it just devastated the market there.

And the thing is, you didn't have, you know, didn't know if that take about real estate. I didn't know anything about real estate coaching. All they said is a broker at the time. Says here. So here's the phones and here's your desk and good luck. Like any other brokerage would do. You know, they don't really provide any systems or tools to actually help you excel.

Right, right.

He says, oh, he gave me a stack of business cards and he goes, what I do with these, they go, well, ask them to people, you know, and create your own leads. That's what I did for the first, you know, maybe five to seven years. Really didn't have a system of lead generating and getting prospects.

So you ended up working mostly with buyers.

Correct.

So tell us, did you. Were you actually on a team as a buyer's agent?

What happened was what I was actually doing was about three or four open houses week, which were typically boring because I didn't know even know how to set up open house events or anything. I'll put out as a couple signs and wait for people to come in. And I did okay for a while, you know, doing three or four open houses a week. Was a buyer's agent for the first seven years.

Yeah.

And you know, I mean, I sold between, you know, 20, 30 houses. Those, you know, around my third year, I start picking it up. 20, 30 houses. My first year as a buyer's agent. But it was working long hours, driving people my car and doing lots of open houses.

Yeah. So this would have been back 2008, 2009, 2010.

And then short sales.

Yeah.

Door knocking Short sales. Nods. And I could tell you a story about that if once we get into it. I just think I'm being a buyer's agent. Basically most of my income was being a buyer's agent and driving people around. I remember. And I gained buyer broker agreements. I remember this one buyer had for two years was supposed to buy this $10 million hotel and went through the listing agent after I showed. You know, I was working with him for 10, for two full years trying to find them a, you know, multimillion dollar hotel. I thought I was going to cash out, you know, man. Yeah. I found out he thought through somebody else.

So you. And you had no. No buyer broker agreement with him.

Nope. I didn't do. Now my team does buy a broker agreements. No matter what, either come to office, buy a broker. We're not showing your houses no more. Pop tart realtor, where you pop up and just show the houses.

Yeah.

That's the worst thing you could do. But back then, respect your time.

Right. So back then, you had no systems. You just kind of followed the. Follow the lead, so to speak.

Just follow the leads.

So you were so doing two. Doing two or three open houses a week. Working, doing 20 to 30 deals a year. Buyers, that's like 70, 80 hours a week.

Yeah, well, like 60, 70 hours a week.

60, 70 hours a week. That's what you're working. So then we met. And when we met, when you first met me, you were still doing pretty much all buyers.

I was doing all pretty much. I would take listings, but I didn't through friends and family.

Right.

And I would have carried between 10 and 15 listings. The thing is, I didn't know where to price them, where they'll sell, and a lot of them would expire. And I have a lot of unhappy sellers. I'll just stick to what I know is buyers. Buyers are easy, Right. You know, buyers take time, listings take skill. So I focus on give the time to buyers and not really have the skills to work with the listings.

So buyers take time, listings take skill. I love that. So tell us, so what happened? How did you make the shift? Because you. What was the most money you made working 70, 60, 70 hours a week, primarily with buyers? How much money?

I believe it was 205 something. Low Tues.

Okay, so about 205,000 gross commission. And then how did you make the switch to working primarily with sellers?

I got into your coaching. I remember, you know, you stopped me on a coaching call, and I was in Honda Accord of no AC and like, hey, can you do this really call orientation? Really call really quick. It was 120. I go, okay, I'll just pull over and do that orientation call with you. And that call typically changed my life. That first year I went up to like 350 coaching and focusing more with sellers.

Okay, so that was your first coaching with me was the 100 day list master challenge.

The hundred day business. Yes. That was a 2012, I believe.

Or it had been 2013, probably. Yeah, because I started in 2012. The challenge started in 2013. So you're the second one. Second of 2013. Yeah. Wow. So that was six years ago. Little less than six years ago. We started working together. All right, and then. So you did the hundred day list master challenge, and then you came to a training camp.

Yeah.

And you were one of. So you were like. You were one of the first inner circle master in. When I was. We started our inner circle mastermind, you were like. Were you the very first group or.

I think it was the first group. Yeah.

You were the Very first group, right. There was like four of us.

Yeah.

Or four, three. I think there were four inner circle members.

Yeah, I signed up right away. Yeah, when I see opportunities, I jump on them. I don't, you know, like winners take action, you know. So I took action right away. I saw the value and I signed up right away.

All right, so tell us, so that was in 2013. So tell us what kind of has happened to your business since 2013, since you all. So now you work primarily with sellers, primary sellers.

I don't do it, I really don't do any of my buyers. All my buyers, I get to my buyer's agents, even the ones that are press referrals. I train my barriers agents to take care of them. So basically all I do is make phone calls all day, get in people's door, inspire to hire them and sell their properties and typically within 30 days or less. All right, focuses.

So that's. So you're basically prospecting all day.

Five to seven hours.

Okay, so let's slow down here a little bit so people can kind of digest this. You prospect five to seven hours a.

Day on the phone. Five to seven hours a day.

Alright. Now do you do any door knocking?

Not anymore.

Okay, now you used to do door knocking.

I used to do door knocking.

Okay. So when I talk about that I want to get, I want to dive a little bit more into that. So tell us about like in making the switch from buyers to sellers, you went from working 60 to 70 hours a week. Do you work fewer hours now are the same or.

I probably do about 50 now.

50 hours. Okay.

Yeah. But I still try to grow my business prospecting like five hours, let's say six hours. That's 30 hours a week. And I have another 20 hours to service the sellers and then so probably about 50, maybe 55 hours because also I'm getting education. Going to your seminars. Yep, coaching. So yeah, 55 hours a week.

And you're on coaching. You're on the coaching calls every week. I mean I can, I can attest for that. That now. And you're actually in the 100 day challenge again.

Yes, I am.

Alright, so tell us about. So we just created, you know, the seven figure club for. Because this year you and some others will be hitting the seven figures for the first time. And we're like, it's time for you guys to come play with us.

I come for mine.

What's that?

I come for that.

Yeah, absolutely. Dude, congratulations. So this is your best year so far?

Yes, it is.

Because you you set the record for the challenge in the past of the most listings and the most sales. You are the. You are the current defending champion of taking. And I don't. Do you remember your numbers, your best and what with where does your business come from? Let's break that down.

All right, let's get into this. First of all, phone calls. And see, the way I see it, like most people see as eating frogs, I see it as like a game. Every day I call these people, and these people are quite disappointed. They're agent didn't sell their house. He gave promises. They gave him six months to sell. They didn't deliver.

These are expired.

These are expired. I call for expires and for sale by owners. Okay, okay. And these people are pissed off. Okay. So when you pick. When they pick up the phone, though, they're not happy to hear you.

Right.

So one thing is to get them to answer the phone. Because they won't answer the phone because the day of expires, 10 agents are calling them, promising the whole world when their agent has failed hundred percent. One thing is for them to answer the phone. When they do answer the phone, it's not like, hi, it's like, what do you want? They already know you're a realtor. So this is where the fun is. You got to switch it for what do you want to. Yes, come over. And I want to see what you say. And I see it as a game every day. If you could do that, you could. Pretty much everything else is easy because this is the hardest part in real estate. It's common. Expired listings, because they have the most resistance. They're the most pissed off and the most disappointed. Yeah, come in there. You have to get. You have to be so smooth on the phones that you have to get in the door. Number one. Number two is every time I go on appointment, I'm always competing against four to six other agents. And these agents have some level of skill because if you get to call expired listings, you have to have some coaching to learn some scripts to know what to say so they have some level of skill. And then not only you have to over. Not only you have to inspire the hire, you have to beat the other agents. And then once you get the listing, you have to give them beyond extraordinary service, not what their traditional or typical agent has done in the past. And these are things I've learned in your coaching. Inspire the hire, deliver results and supersede their expectations. You can't give them the expectations that they had before.

Yeah.

So it's not like, what do you call a referral where you can show up two minutes to an open house or not even show up to an open house because. But it's okay because you sold their friend's house, they'll excuse it.

Right.

You're a stepping on eggshells. You show up two minutes late, they fire you because they're already disappointed. What has happened the past. Yeah, flyers in the box. You need to get those flyers within half an hour, you know, or something like that. Because these people are already disappointed.

You're having to win their trust.

Yeah, exactly. It's not like the trust has already been gained as a referral.

Right.

And this is what I get up to a lot of the. Oh. When I call them. Oh, how did you hire the last agent you had? Well, it was a referral. It was a friend. And I do my j. I, you know, I do this for a living and I hear that quite often. But just because your friend. Let's say you were your friend's mechanic because he knows how to fix cars in his garage. Does he make him better than the mechanic who's pumping out 100 cars in his shop a month? Well, this sounds like that time, you know, and I get that quite a bit. My number one common injection was a referral. It was a friend referral. And friend does not make him necessarily the best agent. More often not. And that's where you have to come in with the systems, the strategies and the tools where you're gonna say, doodle. What? We need your home sold.

Yep.

And we're going to out deliver or out. We're going to over deliver and we're going to go beyond your expectations.

Right. So when you talk about delivering results, expectations and all that, that comes down to can you sell their property and get them what they want out of the house?

Yeah. Well, my thing is, you know, we sell it within 28 days. We have a 28 day client satisfaction sale.

Okay. And you guarantee that?

Yep, we guarantee that. Yep. There's my flyer.

So this is. Yeah, hold it up there. 100% satisfaction guarantee. Ours, 28 day home sold guarantee. Awesome. Now you showed me you actually have your, your open house. You have. These are your open house banners when you do an open house event. Now these are the big feather signs. Right?

Guarantee as well.

Home sold. Guarantee your home sold. 100%. And that's an open house sign. Dude, that's so cool. How tall are those signs? 10ft?

About 10ft tall.

10Ft tall.

You want to talk about over delivering? You Stick a couple of these in their yard and they'll be oppressed. You're stopping traffic.

No kidding.

Yeah. So.

And you're also a prospect.

Sell your home for top dollar in 28 days.

Wow. Okay. Which is interesting. The signs are actually targeting sellers, not buyers.

But you know what the sellers think it's about, you know, gain, you know, attraction. Yeah, yeah.

That's very interesting because most people would think, well, why would I put that. Sell your home for top dollar. When I'm marketing an open house event to buyers, I don't want buyers looking and going like they're going to sell the house for top dollar. But buyers, if they like the house, they're coming.

Oh. Because this is what it does to buyers. Well, he's gonna sell that whole quick. I better get in there before he sells. A quick and quiet buyer urgency.

Yeah.

Yep. Versus traditional real estate methods is strong for six months and waiting for a buyer to come. No, we're not. We're creating buyers to come. It's all psychological.

Totally.

Yeah.

So how do you get sellers to price it? Right?

Well, this is. That's the number one. That's the most difficult part of them to aspire to hire you. And half the time you have to walk away if they don't give you the right price. You probably say, this is not my price. This is not your price. This is what the market price is. You go over the comps in detail and come up with the market price.

Right.

And if you know that guarantee sale only. I only offer it if it's at the market price or else I offer no guarantee. Okay. So you know, pricing rights, all. It's. That's the name of the game. If you price.

How do you get them to do that?

Easy. Well, you go into comps, you know, you pull up three actors, three solds. Right. And a couple expired. And you show them the market data. You compare their house to their. That house that you know the comparables and then you come up with the right price that's going to get sold.

Go ahead.

Now if they don't want to agree to that price, then you have to walk away. Now, there might be one great chance you might take it overpriced. If you write in agreement that after 21 days they reduce it to your. After you see what the traffic is, they're going to reduce it to your recommended price. If they don't do that, then I won't take the listing.

Okay.

I learned that many times before.

So what is your. Do you know? Do you Track your numbers in terms of you taken, like the number of listings you've taken. You've taken 60, 56 listings in the last hundred and sixty days.

Yeah.

Know how many appointments you've been on, like what your ratio is listings attended?

I could tell you weekly. I go to three or four listing appointments a week and I get two or three listings.

Okay. 60 to 70% of the expired. You go on.

More often than not when I. It's not. It's because number one, when I pre call on the phone and then I show up, it's different. Like this. I really sell now and then I am in front of them and they're actually not ready to sell. Okay. It's not because it's very, very rare that they listen to my agent. Very rare. Most likely that I really sell or diagnose that they're not sitting on the right price.

So they're listing with you or they're not putting it. They're not listing at all.

Yeah.

Most of the time.

Most often I don't get the listings because if they don't price it right or they're not ready to sell.

Got it.

Yeah. Not because, oh, I look at the mls because I always look at the MLS and see if they listen with my agent. That hardly ever happens.

Interesting. All right, so is your.

When they do it's with an overpriced price. They listen with that agent.

Yeah.

It's a higher price. So I'll be calling them in six months.

So how did you get so good with. Because obviously prospecting. Objection. Handling, listing a point presentation. How did you get so good with the scripts?

When I started your coaching, 90 minutes a day.

90 minutes a day of 90 minutes a day.

Every day of what? Every day, like five, six days a.

Week of role play.

A role playing. Do it in the morning and I did it in the afternoon.

So you were role playing an hour and a half a day?

Yeah, hour in the morning and then after my calls, like around 12, I do another half an hour.

Wow. So do you still role play every day?

I do about half an hour.

Half an hour a day?

Yeah, mostly with my team.

Okay, cool. So you're. So you, when you started for, you were role playing hour and a half per day. How many years did you role play an hour and a half a day?

Maybe a good solid to a year and a half.

Okay. And then you just kind of cut back to an hour and then back to an hour.

Now I'm down to half an hour.

Okay. So now it's Just more the role plays. Just kind of get you warmed up before you jump on the phone.

It's more of a warm up. Not practicing my skills because, you know, I'm in the phone five or seven hours a day. You know, you know, these. These sellers getting savvy. Now, they know these objections before you. You got to come up now. I come up my own, and they're so smooth because I, you know, I know what to say. But these, you'll be surprised. Oh, you know, realtor. Let me guess. So the MLS shows that my house is on market, you can ask for listing. Well, you know, investor, seller. I understand you're fussing about all these calls. However, if you not I could. If you could get your home sold in the next 28 days, and that's something you'd be excited about. Well, tell me about that. If you had sold your home, where you plan to go next?

Yeah.

San Diego. Great. What City of San Diego. Okay, that's exciting. So let's take a look at some options to get you San Diego in the next 28 days. Can you picture yourself that well, you know, it's more warm up. And now I have to customize these scripts because the times I change, you cannot use the scripts back in the 1900s, early 2000s. They don't work anymore. These sellers become so savvy, they're throwing you objection handlers like they already know the answers because other agents are using the old scripts.

Yep.

Yeah, the Mike Ferry scripts. They already know those scripts.

Yep.

You have to cut off your own now.

All right, so you do expireds. How much your business comes from? Expireds are there. You mentioned for 7%, 90%.

70.

70%. Okay. And where. And the. Where's the rest of it come from?

Referrals.

Okay. Which would be like your personal circle should be backwards.

So I got to work on that same percent referrals and 30% expires because I want to live the easy life, you know, instead of, you know.

See, the referrals are from personal circle people, past clients, fear of influence, and all of that. Are you getting anything from Purcell by owners or there any Purcell by owners.

Going that kind of dropped? Because I'm not really calling them anymore. But I'm gonna have a discussion with my team because actually, those are easier calls because they'll pick up the phone number one. Yep. They won't list right away, but they'll list eventually.

Okay.

So I think I got caught up in the fight with these expireds that I kind of forgot about the Four SAP owners.

Yeah.

You know the expires are gonna put up the biggest fight.

And you enjoy the game.

And I enjoy the game.

I love it.

Bring the battle on.

So tell us about your referral based business. Do you have, do you strategically go after repeat a referral business or you know what?

And this is one of my, you know these things I need to work on is calling my past fear. I don't even call them. I'm so caught up, I call expired that I'm drained and then I don't call them anymore. And so one of the things I got to work on is number one, I'm going to be sending out mailers which I'm about to launch and calling my past fear and you know, you know the touches calling them, you know, send them a postcard and also market update. So I'm about to launch that. So hopefully with that my business could double.

It'll easily double.

Yeah. And with less effort and work on the same hour.

I'm glad to see you do at least a little bit of what I coach you on.

Caught up on the battle.

Every day your personal circle is the especially as many deals, as much business as you have done, you want to switch that to 70% personal circle. That all you got to do is get as strategic about it as you are about expireds.

Correct.

Because you are so pat. And I get it because I built my business on expireds and for sale bounders as well when I started. But I realized over time the person, the repeat and referral business is the easy stuff and you're not having to compete and it's just, it's a lot easier. But when you have the skillset to get an expired, everything else, every other conversation, whether it's a referral from a friend or from someone else or somebody meets you at an open house event or wherever they come from, those are easy because there's the skill set of leading people to a decision required with expireds. That's the hardest. So everything else gets easier. Yeah. So that's awesome. So tell us what, tell us about what has been your biggest struggle as a real estate agent.

My biggest struggle is actually tapping into my personal circle, calling them and getting the systems down. I get so caught up and kind of like spires every day. It's kind of like you know, a basketball player shooting three three pointers all the time and they became master shooting three pointers and now they're now good at doing layups or free throws. You know what I mean? Yeah. And those are Easier.

Yep.

You know what I mean? So I gotta shift that because I want to shoot more layups and three free throws than me doing three pointers all day. Put a defender in your face.

I love it. Well, I'm making a note for. For our coaching calls coming up. So let's talk if. Do you mind. Let's dive in a little bit to your personal life.

Okay.

You mind?

Go for it.

Well, let's talk about your. Because you've had some struggles.

Yes, I have.

And when. You know, one of the things that was amazing to me was that a lot of the production you have done was while you had a lot of personal adversity going on in your own life. And tell us about what to tell us about that, and tell us about how that has shaped you and how you've overcome it.

All right. Well, you know, I'm going to be open book. One of my biggest troubles was I had multiple DUIs, you know, had a drinking problem back in the day, and that has really affected my real estate career and also at one point, was costing my freedom. So I was in your coaching back in 2012, and then I got two more DUI. So I dropped out because I was embarrassed, you know, keeping up with your coaching. And, you know, I didn't want to, you know, this was something I needed to deal with on my own. So I dropped out of your coaching for a good two years, I believe.

Well, those that have been in 2015.

Yeah, that's exactly what I got.

13. 2014. Yeah. To probably been 2015 when you.

Yeah, and that's when I.

That's when I got disappeared.

I disappeared. And I got two in those years. And so what happened is 2016, I went to court and I was faced. They wanted to give me a sentence of two years in prison. So I was like, what am I gonna do? Right? So, you know, but the thing is, what I learned from you was the power of your mindset. And I had, for some reason, I said, you know what? I'm gonna get out of this. Because I was looking at me perhaps also losing my real estate license. Like, what am I gonna do? I'm first of all, fight for freedom. And when I get out, what, you know, am I gonna be homeless because I can't get a job? So. But for some reason, I've had. I would say to myself, it's a solution, and you got to be optimistic. So what ended up happening is, you know, I got a good, you know, got attorney, I got a good deal pointed prison. And so that was one battle, you know, with that, the next battle was my real estate license.

So you stayed out of prison, but now the dre, that department of real estate, does not want to renew your license with it.

They want to revoke it.

Wow. Which is permanent.

Which is permanent.

Which means you're out of business.

That means I'm out of business. Yeah. So I was there. So I had to get another trip for that. And back when I started, so. And then one of my good friends, Alex California, kept on saying, why don't you get back to coaching? I go, look, man, bro, I got so many other stuff to go back into. I can't be focused on coaching. There's never a wrong time to coach. You always need to get coaching no matter what you're facing your life. Because once I got back into coaching, I mean, I was kind of drifting. I was doing okay years. I was still selling houses. I was staying at the constant level, but my personal life was pretty much, you know, crap.

And you had no.

Because you had no account choices. Relieved.

Revealed.

Revealed as problems. Crap. Right. So I had a lot of crap in my life. Okay. But I, you know, I was still doing the same production, but got back to coaching. And still, even when I got back to coaching, I had my case with the real estate board. And I didn't tell you this, so I went back in your coaching full force. And, you know, and then I went up during your coaching the last hundred days, I had to face the real estate board. Now.

You told me that.

Yeah. And ended up keeping my license. You know, what a blessing.

No kidding.

And not only that happened, I ended up crushing all records on the last 100 day challenge. It's like, no matter what life throws at you, you can always come back harder.

Yeah.

That's a true learning level. Success, you know, whatever. You know, like you say your messes are successes. If you could bounce back from anything, you know, create more success, that means that, you know, whatever your life throws at you, you can figure it out.

Yeah. Never quit, Never give up.

Never give up. And I remember, never give up, never quit.

I. I'm looking at my phone right here back, and I just was scrolling back through our old text messages so. On October 30, 2017. So that's now a year and a half ago.

Yeah. Well, yeah. Yep. And one thing I did go to jail for 30 days. That was, you know, which was nothing. But one thing I did take when I went to jail was your book. Every day. Yeah.

So I did not know that the Book of Yes had actually.

The book of Yes. I took that with me.

All right. Well, all right. Congratulations on that. So it was right after that when you said, I thought you were upset with me. I said, not at all. I just have high expectations of you.

Yeah.

And it was still July of 2018 when you got back into coaching.

July 2018. Yeah.

So it just had been less than a year ago that you rejoined the inner circle, and your business has been, like, killing it since then.

All thanks to your coaching.

Well, you. I. You're. You didn't quit. You didn't give up on yourself. You faced your pain. You faced your. You faced your problems. You know how many people would take the kind of crap that you've been through and they would. Either because of embarrassment or shame, or they would just continue to go down the hole and continue to make bad choices, and you. You. You turn the shit.

Can you. You know, when. And I also. When I spoke in your last bit, one of your members, one of your. Who was in the crowd when I spoke, gave me a little badge, and I was like, a little album. And she goes, your story was amazing. She goes, only 1% of people actually truly recover from what you've done and to be highly successful. And when I got that, I was like, I still have it. I still keep it with me. I was like, wow, I'm really changing people's lives with my story. That's why I continue to share, you know, and I'm not embarrassed about it. At first I was embarrassed.

Yep.

But then it's like, you know, what if I could change one person's mindset to do better? It's worth sharing.

I. And I've got to share this because it was so inspiring having you on the stage at Double youe Listening Power Training Campus Speaking. When we were. You and I were backstage with just the two of us right before you went on, and I just remember you looked at me and I've never seen you tear up, and you kind of tear it up, and you go like, I'm. And you just shook your head and you go like, I'm so embarrassed. Remember that?

Yep, I remember.

And then you went out and you just crushed it. And you know when people look and see your successes, they look at Alex. They look at Alex and they go, like, man, he's so powerful. I wish I could be like that. I wish I could be that good. And whenever they realize, wait a second, here's a guy who was. He started from scratch. Your work ethic has always been there. But you've gone through all this adversity, and you still did it. They're like, okay, well, maybe. Maybe my excuses aren't so big after all. My problems are no bigger than Alex's problems, and he still pushed through that and just crushing it. So, I mean, I.

You're.

Yeah, totally. I want to acknowledge you for the power of your story, how much you are inspiring other people, other real estate agents, to know and believe what is capable for them and what they can do. Now I want to talk. I want to segue with that into mindset, because, I mean, when people look at you, I mean, you're physically. I think you don't do anything halfway. I think you have an all in mindset. Would you agree with that?

Yep. Either play big or don't play at all.

So tell us about that. How does that serve you? How do you maintain that without getting knocked on your butt or without burning out? How do you maintain this, this radical play to win 100% all in mindset?

Well, this is basically this how I see it. You know, either you go all out or don't do it at all. I mean, the point of living on this planet is to. First of all, what I don't get is how can you be okay living mediocre? You got to excel and do, well what you do, whatever that is, and then once you do that, inspire other people to do the same. That's a life worth living. Not okay. I do the, you know, hamster wheel, you know, job nine to five, be okay with myself and be okay being mediocre. That's not a way to live life. Then you live like everybody else.

Yeah.

The way you say you. You do it, you go big or you don't go at all. So one thing I do, I work out twice a day in the morning and in the evening. And actually, that actually gives me more energy to produce during the day. Because if I tell you if I didn't work out, I'll be tired. I always have energy.

So you work out two times a day?

Yes, I do.

Seven days a week, six days a week.

You know, about five days a week.

Five days a week?

Yeah.

You give yourself recovery time.

Of course, you work at it.

I mean, I know this personal. Let me see your guns. So you do some serious training. You train. So two ice a day. How many hours? Like an hour? An hour?

Well, what I do is I do cardio in the morning, like 45 minutes, you know, to start my day. Yeah, it's all about the morning routine. That Starts my day, right? Yep. And then in the evening I do weights. And one thing I always eat is eat clean. And one of the things that, you know, that you preach in your coaching is your health, you know, junk you are what you eat. You know, you're gonna be grouchy, you're gonna produce less, and you're gonna be unhealthy. Yeah. And what's the point of making all this money if you look at yourself in the mirror and, you know, you have big old belly hanging out and you, you know, you're disgusting yourself. Yep. You mean that's. There's no point, you know, so if you don't, you know, make money, at least invest in resources to invest in your fitness. Because, you know, like, I think what you said one time was, you know, a lot of people make money, right? To. They make money to live, but they, you know, they spend their money, try to keep their life.

Yeah. It wasn't my quote, but it was a quote from somebody that said people spend. People spend their whole life trying, trying to make money, and then they spend all their money trying to stay alive.

Yeah, I like that. I remember that.

Yeah. So. And you know, and being. When you're in elite physical condition, you just said working out gives you more energy, so you can actually work more hours productively, make more phone calls, you have a longer day, do more things, you know, and you're never too busy. Even with all the production you're doing, you're never too busy to work out.

Which I have energy all day, throughout the day. You're like a machine because you have.

All these agents that make excuse. Well, I don't have time to work out. What time do you get up in the morning?

Who, me?

Yeah.

5:45.

5:45. Okay.

Jogging by six.

And you're so morning cardio, typically jogging.

Yep. And then 6 to 6:45, I'm done. And then by 7, I'm on a role play call. 7:30, I hand the phones.

All right, so. So this is your morning ritual. 5:45, you get up, 6 o', clock, you're jogging. 45 minutes come in, jump in the shower as. And then you're working.

I'm a guy. It only takes me 15 minutes to jump in the shower and get.

I get it. I'm the same way. Do you work from home or do you have an office?

I have an office in my office right here.

Okay, cool. And then how long during the day? And you work till you're done. Do you go to the gym at a Set time in the afternoon.

So I go 7:30 to 11:30, are making phone calls in the morning. In the morning.

Okay.

And then either I, you know, either have a coaching call with you and, or, you know, I have a, you know, call with my team. And then from, like, then I eat lunch, 12 o' clock to 1, and then from 1 o' clock to 5 o', clock I do appointments. 8:30, 7:30, make morning calls or make it 6:30, 8:30. Depends on how many appointments I have throughout the day.

Then you go to the gym after that.

And then I come home, relax, you know, and then I typically hit the gym around 10pm for some reason I could, I could operate on five hours of sleep.

All right, so you go to the gym, do weights, and then you come home and crash.

Yeah.

Wow. All right. Okay, so tell us about your team. You mentioned that your team several times. So with the number of deals you're doing, you're, you're looking at, you know, doing over 100. Doing probably 100 deals this year and seven figures. Tell us about your team.

I have two buyer's agents. One of my, Both of them make phone calls. And both of these agents are very skilled on phone calls.

So they're prospecting.

They're prospecting, yeah.

For buyers or sellers?

For. Well, for both. I have one junior agent, he does phone calls. He makes about three hours of calls for sellers. He calls expired. See, he calls all the local expireds, which are easy. I call all the out of town clients, which are tougher. Actually, they, you know, when you call la, Orange county, you know those are getting hit by the most skilled agents. So I have my junior agent who makes the easier calls for local because we're known here, you know, so it's easy for us to come in. But when you go out of town and try secure listing, when you, you know, most of these out of town expires, they're going for the local agent. Yep. They want somebody local who knows their church, who knows their school. And you'll be surprised. You know, I'll make, you know, 90 homes a year. Doesn't matter to them. They'll rat. Go with the agent who sells 30 homes a year, but who's local because they know their church. Right. And doesn't matter how skilled you are. So that's why I'm trying to master getting those out of town. Sell expired listings because those are the toughest.

Interesting.

My junior agent, he hits us all. I'll call Vulcan. He calls Espresso and so he'll call Express for three hours. I'll call Vulcan.

Okay, so these are so Vulcan 7, just in case you made 7 and espresso agent are two different call subscription services that give you expired exact numbers to call. So you call one database, he calls the other database.

Exactly.

Okay.

The thing is, they use the same platforms, but so some numbers either. Let's say there's five phone numbers. Maybe he has three of them. And I have jobs, two different ones. And I get the person. Because as the two extra phone numbers. Yeah, that's what we cross reference.

Okay, so you sometimes call on the same person. Doesn't matter.

Sometimes we call the same person. And it might be that that person didn't like his voice, but they like my voice. They like my voice. They like his voice. He gets appointment. Different approach 100%. So I hit that expired. Let's say I hit that expired twice a day for the first three days. So let's say it's expired. I call them expired day call expired A. In the morning. And call me at the afternoon. And next day call morning, afternoon for three days.

Okay. And until they. Until they answer.

Until they answer. Now, this is what I've been doing now lately. Um, I sent a black text. Now, before, I used to send texts to whoever, but response was very low. I was sending texts to any phone. I used to, like, make a phone call. And while I'm making phone calls, send a text with a vortex. Right. Which was, you know, it'll slow you down on your rhythm. But I noticed I was getting very, very, very low response rate on that. Now, I do is if I get a contact and they on the phone and I talk to them, then I send them my link to my website and my video, and I'm getting a high response on that. And I got two different phones. I got my main phone, which, you know, my prospecting phone.

Okay.

In my business phone, I don't enter. So this phone's just for prospecting. So when I call them through that phone and I'll send them a text with the vortex, which we'll talk about later. Most of times, even though when they don't pick up, if it's a callback, I've been getting appointments on the callbacks. Mm. Because what they do is, yeah, they gave 10 phone calls, but no other agent is sending them a link with the text, but a video that you're doing something different.

Yeah.

And when they call you back, they call you back because you're different. And that's where I've been getting Most of my appointments on the callbacks. Not because the people. Is. Most people nowadays are not picking up their phone. Yeah, but so you're in the callbacks.

So you're. If you. They don't answer, you're not texting them.

No, because my response was very low when I tried that out because they just hear spam.

Got it. So but once you talk to them, even if you don't get the appointment now you're texting them.

Yes.

You're sending them a link.

Yes.

And what's the link to?

To the Vortex site. So you.

Okay, so you're sending them to your website.

Yes.

That is designed specifically for expireds for sellers. Yes. So it's your seller online Vortex, what we call the seller online Vortex, where it has you on a video.

Correct.

So tell. Tell everybody about that. What it does.

This is a system you created where we send a link. It geared specifically to sellers. Okay. And so they go on and has, you know, your introduction video introduces what you do and your whole new approach to sell their home where expired before that. You don't use traditional methods that you use innovative methods. Get their home sold in 28 days or less. And basically then it shows. Has a link to all your reviews and testimonials of people you had in the past. Their power is everything. So when they see somebody else talking about how good you are, not how me talking about how good I am, but somebody else testifying, then they're more likely to call you. And this is all within your coaching program which you created. You know, and you know, I just follow it and I've been implementing it. So what I do is I'll send them a link with that text. And I also do a Clinton like, I also send them a video of our report card. Here's my report card. We sold this many houses and we sell 100.3% of asking price while the typical agent says 96% method. So we'll get you 4% more than another agent with this. 4% more. We'd get you on a $300,000 house. We'll get you 12 grand more in your pocket with the techniques we use versus the traditional agent. Typical agent. Would you like to learn that more? And we'll get callbacks on that. Yeah, yeah. And I've been getting extra points to the callbacks. Not because nobody's picking up their phone nowadays. I'll let you know. Nobody's picking up their phone. And I start at 7:30 and people still not picking up their phone. I think the Best time to get people pick up their phone. 7:30. 8:30. If you call at 8:15, you're too late, everybody.

They've already been burned about 2. Yeah, yeah. So you see, you start at 7:30 in the morning.

I started 7:30 in the morning. I started at 8:00'. Clock. It's already too late.

Wow.

Okay. I've been testing this so long that I already know it. Well, this in California. I don't know how it is in Texas or how it is in Oklahoma.

It's the same.

California, you got to start 7:30 or else you're done.

Yeah, it's the same. And especially in big cities. Okay. So I want to, I want to go back. So let's. I'm gonna go back to the team thing because we didn't finish that conversation. You have two buyer's agents and you have an assistant. Do you have other team members?

Two buyers agent. I have a TC and a virtual assistant.

Okay.

My two buyer's agents, they make calls. One of them calls espresso.

Yep.

Then one of them calls my past expireds.

Okay.

Also I'm virtual assistant. Call it past expireds as well. Old expired.

Alright. So you have a total of five age five people on your team.

Five people. 1, 2, 3, 4. Well, if you count the virtual assistant. Yeah.

Virtual assistant and transaction coordinator.

Two buyer's agents, transaction coordinator and virtual assistant.

Right, yeah. So there's five people total.

Yes.

Okay, awesome. And then let's see what else I was. Oh. So the online vortex, the online seller vortex that you were talking about, that's stuff that we train at the real estate vortex. Training just. The phone has gotten harder and harder since I started real estate back in 1998 and started with expireds of sale bounders. I've just seen over the years that fewer and fewer people answer their phone. And so you have to use a multidimensional approach.

And you know what? Everyone I'm also getting is because I make so many calls, my phone number is registering on their phone as possible staff number. So what am I gonna do with that? They have an incoming call. It's a spam number. They're not gonna, they're gonna answer that call.

Right.

And it's a tag the spam number because I make so many calls for that phone.

Interesting.

It's becoming more and more important that you do a multi dimensional approach nowadays.

Yeah. Okay. I wanted to ask about with expireds because you said you're, you got your. One of your agents is calling a local and then you're calling out of town.

So.

So how far are you calling? Like how many. How far are you willing to drive to get a listing?

If it's a. If it's a $600,000 listing, I'll drive an hour and a half. Oh, I guess just think about it. I'll drive an hour and a half, get the listing, and then everything else. Somebody else is going to put up the sign, somebody else is going to take the photos. Another one of my buyer's agents is going to do the open house. So physically, I just there for to get the appointment. That's by the hire. And then everything else is on autopilot.

So you are willing to drive an hour and a half to get a.

Listing if it's a $36,000 commission check, wouldn't you?

Well, I'm just asking because I want to just specialize in my neighborhood, and you're talking about a massively big geographic area because you.

The only reason I'm doing it, so I can enhance my skills.

Yep.

Because, you know, those outers, they're the toughest to master because they want a local agent. And I tell them, you know what, I appreciate that. However, our assistance work anywhere. So what's important to you? An agent that lives next door or agent that sells every listing they take, it gets you 4% more through innovative systems. Yeah, I could name five other agents who live next door, but they don't. You know, they're not gonna deliver the type results that you deserve.

Right.

It's not about me. It's about you, what you deserve. Don't you deserve the best? And then, you know, Mr. Seller, you know, you don't owe me anything. You don't owe the age or anything, but you do deserve the very best. Right? So let's talk about that. Give you the best.

So this has become for you, like the ultimate challenge is just like stretching your skill level, your ability to convert the toughest.

Yeah, well, eventually I want to, you know, expand. So have my home base rental autopilot and expand to a different city. And the only way I'm going to do that, sell, get sales, you know, out of town.

Yeah. So tell us. So I want to just kind of wrap this thing up here, tell if. If somebody were saying, okay, Alex, Alex, what are the secrets of success? If for you, what would you say are the two or three most important things for a real estate agent who's maybe just starting out or struggling or maybe has ended up working with mostly buyers or what would you say are the two or Three most important things for them to do to turn to just have the breakthroughs you've had.

Excellent question. Number one is mindset. Change the way you think, change the way you think about things and things you think about to change. Number one. Number two, the small little habits that create success, whether it means getting up earlier or incorporating workouts and routine or reading a book or two small little habits, which is in your 66 days of, you know, transformation to transform yourself from, you know, from nobody to somebody. Okay, so. And number three is everybody needs a coach and a mentor. Is. No, success does not happen by itself. Those, I think are the most three. Oh. Number four, power of your association.

Wow.

Who you hang out with is going to tell you about you. Now, if you hang out with people who like to drink at the bar all day, that tells me that's who you are. If you hang out with multimillionaires, you're going to start thinking about multimillionaires.

So that's been a big change for you is people, your association.

That's why I'm in there in the circle.

Yeah.

I want to. You know, we think alike. We master. We create positive energy and uplift each other.

Yeah.

People in the bar are not going to do that.

Yeah, for sure. And now you got people that I know just because I know the relationships that you get, you know, they're watching your back and they're making sure, hey, is Alec, as Alex on track? Is he doing. Yeah, they can tell, you know, you.

Know, associate people or people who have my back who are creating stuff, you know, making movements in life versus people at the bar. You know what I mean? They're not going to do anything for me.

100%.

Yeah. Power reassociation.

Love it. So mindset, habits, coaching, and the power of your association are really, really good stuff. All right, last question. What's next? What is your future? Are you going to do this forever? What are you looking at?

Actually, you know what I've been to. My family actually is on board. They're all getting their real estate licenses. Now, they're not gonna. My sister actually is gonna get a real estate license. Now, let me tell you about. Remember when I talked about stability? My sister, pharmacist. Okay. Well, she got laid off. Oh. Now she wants to be an agent. Now, a good, great thing about my sister is, you know, she is financially. She has created financial freedom. She has about 10 rental properties. I found them all for her. So she doesn't need work. So now what she wants to do Is get into, you know, create financial freedom for the family. So she's gonna be handling the investment parts, you know, looking for deals, getting by, buying whole properties, flips, you know, hopefully take her look into Mike Wolf's program, interested in that, and, you know, creating financial, financial freedom for her family.

Wow.

What we're doing together, you know, our families, we're buying more buy and hold properties right now. We have three in Mexico right now, which we're all splitting right now.

So you and your family, your sister and my mom and your mom, and you guys are literally now, right now in the process of buying rental properties.

We got three in escrow right now.

Three in escrow right now. And your sister had already bought 10?

Yeah, pretty much.

She already owns 10.

Yurio's Ted. Wow. I think she's cash flowing between eight or nine grand a month. Positive cash flow.

Her positive cash flow is 8 to $9,000 a month after all expenses are paid.

So she doesn't even need to work. So when she goes, okay, they told her, you know what, things have changed in the pharmacy. She was, okay, I don't care. She goes, now it's time for me to get rich.

And now you guys are doing this as a family, which is so amazing.

Yeah, it's so amazing. Yeah.

Because, you know, you look at that, I'm just. I'm blown away with this thought because I'm looking at where your life was a couple years ago when you were trying to stay out of jail, trying to keep your real estate license, and how different your life could have gone. Because how many situations do families where somebody gets into an addictive habit, like drinking or whatever, that they take their life the wrong direction and their life implodes, and then their family just kind of becomes this vicious cycle of dysfunction of family members and other people get in your association, it all goes the wrong direction. And here, not only did you turn your life around, but now you are building with your family a legacy.

Yeah. You know what? And the thing is, they supported me the whole way, so I owe it to them. Yeah. They never turned their back the whole way through, no matter what, you know, happened, they were still there and so, so grateful to have that.

That is so amazing. And now you are with your mom and your sister. You guys are building wealth. How many people do that? I mean, that's just like. That's. There's so. And what your sister's already done. How many pharmacists? Because a pharmacist making $8,000 a month and passive income 8,000 or $9,000 a month. That's a. I mean, that will replace most pharmacists income.

Yeah, correct.

And without working.

Without working.

And now she can build it. And like she said, it's time to get rich.

Yeah. She goes, it's time for me to get rich.

Dude, that's awesome. So you're going to be spending more time focusing on your personal circle, which is going to get you more money easier in terms of earned income and more and more real estate investing, which you're doing right now.

Correct.

And doing it with your family, which is amazing because it just changes. It changes. I mean, you're like literally building an empire. You're building a family compound. Just like the idea of. It's not just me. I'm taking. You're taking other people with you on this journey.

Yeah. I'm so excited, you know, I'm so blessed and grateful to have people like that. And with your coaching, that gave me the mindset and the systems and skills. So basically, you know, so we could create this empire. And, you know, so I'm gonna be sticking to sell houses. She's gonna be looking at the investment parts. You can't do both. You can't do well selling houses and do investments. Well, you know, you have to master one. So I've asked her, making the phone calls, and I'll let her find the deals. We buy them together, you know, buy and hold or flip and whatever to be. And that's going to be what she's going to specialize in.

That is so awesome what you've done, man. Congratulations.

I'm so excited about that.

Yeah. Well, that just means your future is locked in because you can sell as long as you want to sell. But the day is going to come where you sell because you want to sell, but the cash flow from your real estate investments is going to be paying you and your. You and your family.

Yeah, that's. That's the plan.

I love it. All right, Any last words of wisdom for our audience today?

Yeah, you know what? There's nothing in life that is that bad. Unless you're physically dying or you have a severe disease or handicap. Everything in life is possible if you have two hands, if you have two legs and you can speak English or even another language or English second language. Anything in life is possible. There is no excuses. Okay? The power your mind now people are. You know, I think a lot of what society is has it backwards. Well, work on your biceps or work on, you know, dancing better or work on, you know, you know, having. It's not about that. Focus on your mind because your mind, physical, your physical body is going to age, but your mind could be more. You know, you continuously grow your mind. If you're not growing, you're dying. And one of the things I learned from your coaching is how strong your mind is tells you how strong you are as a person.

Yep.

If you have a weak mind, then pretty much your soul is weak and you might as well just work at McDonald's or Walmart. Now. If you want to do something in your life, join Kevin's coaching. Focus on developing your mind and having powerful mindset to become a winner and then take that success and inspire us to do well.

Dude. Yeah, I love it, man. I love the fact that you have moved beyond just your own success and now you are using your success to inspire others to help other people. It is so, so powerful. And I just got to tell you, this has been an awesome interview. I'm so grateful for, again, for the time you've taken. Thank you for sharing with us the good, the bad, and the ugly. And now more good, more good than bad. And so congratulations on your success. And again, thanks for joining us today for this interview with the best.

Thanks for having over.

All right, guys, that's it. Alejandro Perez Munoz, if somebody wants to get in touch with you, what's the best way for them to get in touch with you?

Hey, look, you could have called me in my personal cell, 760-641-1390. I'm not too busy to. If I could, you know, if you could make a phone call and if I could, you know, change anything about you to do better, it's worth the polka for me to pick up the flow for you.

Awesome. Well, I appreciate that. That's awesome. Thanks, my friend. I look forward to talking to you soon. Again, thanks for your time today.

Thanks.

Hey there, it's Kevin. I hope you enjoyed today's podcast. Are you tired of getting no after no when you're out there trying to get listings and trying to inspire sellers to say yes to you, then I'd like to invite you to download a free copy of of my no BS listing presentation. This presentation will guide you through exactly what to say that will have motivated sellers saying yes to you over and over again. Stop getting stumped with skeptical seller objections or the famous we need to sleep on it, eliminate the resistance and have sellers ready to hire you and give you the listing before you even finish your presentation to get a complimentary copy of my proven listing. Presentation, go to yes masters.com forward SL download again. That's yes masters.com forward slash download to download your free copy today.