How To Run A $100M Real Estate Business From Anywhere | Outliers

Have you ever asked yourself, why is it that some people seem to constantly outperform their potential, call them an outlier, while other people with the best of intentions fall dramatically below or just below their expectations? And listen, they're not bad people. They set big goals, but they don't align their behaviors with what it is they want to accomplish. The next 7 shows, this quick little series I'm doing where I'm interviewing the outliers, what's the psychology, what's the mindset, what do they do that cause them to outperform their potential. Enjoy the show. I have been waiting to do this show for quite some time. You and I have been on many stages together. Lourdes, you're at $20 million in production year to date. You're behind on your goal, and when you listen to the reason why, you're going to love it. So Lourdes, uh, for the person that doesn't know who you are and they're listening to this, even though it's the third time you've been on one of my shows, um, take, take just a kind couple seconds in backstory. Where do you work? How long you been in the business? Just give people context for you.

So I've been in the business 17 years this year. I am in Fort Lauderdale, city of Fort Lauderdale. I currently have a small operations. I have, uh, 7 agents and 8 employees, like staff, 3 in the United States and the other staff out outside of the country.

Yes.

And I mainly focus on luxury real estate. Um, I have a lot of business that comes to me that is small, but I pursue the $3 million and up.

Yes, I love it. So 17 years in the business, last year called 120 transactions, $100 million in volume. I don't think you care about how many homes you sell. I think you care more about the volume.

Correct. I don't care about transaction. For me, it's about quality versus quantity.

Yes.

Back in the day, I used to sell a lot of homes myself, and I was just losing my mind, and I'm not interested in that anymore.

Yes. So on this show, kind of piggybacking, you know, coach to coach on what we learned from the examination of like 230,000 coaching sessions, right? The outliers versus the underperformers. I would not call you an underperformer. I would call you an extreme outlier. But I started the show by saying you're on track for your goal, and I'm going to give it to you in one word, ladies and gentlemen: boyfriend. Boyfriend. So, so a little personal, right? Because, you know, you've been traveling like nobody's— the fact you're at $20 million in volume is actually impressive to me.

Yeah.

With how much I see you all over the world. So give us a little inside baseball scoop on the boyfriend.

So, well, I could tell you this: in 2024, I kind of fired the entire team. So I went from having like 30 people in the team down to less than 20.

I remember.

And I made a lot of changes, and my goal was to really increase profitability, do less deals, higher price point, and find myself a new boyfriend. So those, those were the goals, because you got to have goals. Yeah.

So, um, did you achieve all three?

All of them, yes. But now I'm a little bit behind this year. So I traveled a lot last year. I did. I was out for 4 months. I know I actually skied 22 times this season, so I went from no skiing to skiing black. So it was also a personal goal that I accomplished. And this year I'm a little bit behind. However, I think I'll be able to catch up with all the systems and everything else. Yes, I am putting a little bit more money invested into marketing, so because I want more of those calls coming to come and list me. Yes, um, I've told you before, like, I don't tell people that I travel so much, obviously, to my— our real estate community, we want to inspire because it is possible to have a good life in this business. Yes, if I know how to do it right.

So, so sitting here, and I know you'll— so this is one of the most competitive people you will ever meet in your life. Sitting here knowing you're behind the 8-ball, there might be someone listening right now. Could be a solo entrepreneur, could be a mortgage loan officer, could be a title exec, could be a team leader who's like, I'm behind your, your, your back's behind the 8-ball. What do you do in this scenario to flip the switch and make sure that you get back on track? Because you'll do $100 million if it kills you this year. Yeah, we don't want to kill you.

I have— I am definitely going to catch up. So one of the things we do every single Monday at 4 o'clock, we have a meeting, and in that meeting we analyze all goals and what, what's happened. So like, I want to know what happened, why didn't we reach our goal? So on average, we have a weekly goal of doing volume $2.1 million, if that's a 2.5% compensation, and every agent in my team has to meet with 2 new people. So So like, for example, if I know the agents in my team are not— did not meet 2 new people, what were they doing?

Right.

So I will pick up the phone and call them. So on average, to give you an idea, for context, for people, I represent about 40% of the volume. The team does 60%. So it's very significant. I need them to produce. So every week we analyze the activity more than the result, because I know the result is going to happen if they're doing the activity, if they make the phone calls, if they send out the email.

Yes.

So we track absolutely everything. Every single day, and then that converts into a weekly report that I review on Mondays afternoons.

Okay. So I asked the question, what do you do when you're behind the 8-ball to get caught up? The first thing is your Monday meeting.

My Monday meeting.

But there's got to be something more than that.

Well, I've skipped a lot of Monday meetings because I was traveling.

Thank you very much.

So I have to admit, and it affected me. So maybe have to do better schedule with my, like, travel. I have already vacations planned for this year, but I'm probably not going to take 4 months because I do need to catch up.

Yes, but it did get you to cement your relationship. He lives in Fort Lauderdale and also lives up in Canada, right? So like, you know, that's a hike just getting back and forth to him. So, so, so better scheduling of your meetings. Why, why, why is that meeting so important to the success of your business?

Because it tells me where we are with the business. And I feel like what happened is I delegate a lot. I'm not, I don't micromanage my team. I delegate and I said, this is what I need to get done, get it done. I don't care how, get it done and report to me next week. So I started to skip some of those Monday meetings and and let the whole team just run itself, which worked okay. It was good. But I still need to have some type of involvement because they still want to see the leader. They still want to hear from you. So they still need the positive— how do you say— confirmation of like, okay, you're doing a great job, or this is what you could do better. The coaching part, basically. Me as a coach for my team, right? The truth is they still need me. Of course they still need me. So I realized that I can't disconnect 100%.

No.

So that's basically my goal this year, to be a little bit more involved, not too much because I still want to have my freedom and travel all over the world, but give the agents what they need from me.

Yeah. So you mentioned also marketing. So, so I wrote down this question. How do you decide whether a strategy isn't working versus it's a people or systems issue when it comes to marketing?

Well, when it comes to marketing, it's all numbers, right? We look and say, if we send out 4,000 letters and we got one message, the letter wasn't good.

Yeah.

Okay. I did a, I did a letter in October of last year for the boat show. I sent, I think it was 4,700 letters. I got 11 text messages. Wow. And the crazy part about that, it was sellers who like, I'm not ready to sell right now, but I want to talk to you. And these were people that had $5 million, $10 million, $20 million houses. So these are leads that are in the pipeline that I'm currently still talking to, and at some point they're going to convert.

Yeah.

So understanding really where I'm going to see the highest return, even though it may take me a very long time.

Right.

So guess what we did? We send the letter again. So, so we know that works. So we track it on a weekly basis. I don't— I can't wait for a month to see if this is going to work. I need to make decisions a little bit faster. So that's kind of like how we measure how many calls, how many text messages we get. Also, we've seen an increase in our YouTube subscribers from the letters because I started to include the QR code in the letters I'm sending out. And that's been, I've been able to go from 100, I think it was 186 people to almost 2,000 people in less than a year for YouTube without spending any money.

I love that. I love that. Hey, I know I'm interrupting the show, but check this out. You know, when I built my business back in 2004, I was very clear. Whoever gives away the most high-value content for free, free is going to win the game. And I think it's one of the big reasons why my company and my 193 coaches have been named The number one coaching and training company in real estate for 12 years going. But my question is, like, we do all this stuff on content and, you know, video, podcast. But have you ever been to tomferry.com/tools? tomferry.com/tools, T-O-O-L-S. If you've never been, you should check that out today because there is so many playbooks, systems, strategies, marketing hacks, tactics from top agents, from coaches. There's so much there. If you thought the podcast is good, tomferry.com/tools, check it out and then send me a DM on your favorite social channel and let me know what you think. All right, let's get back to the show. So I've got like 5 micro questions, but I'll try and limit it. Um, my mentor Jay Abraham would say when it comes to direct response marketing, in this case, sending a letter, you have to look at, the package that it's in? Like if it says, you know, Compass Real Estate, RE/MAX Real Estate, Berkshire Hathaway, independent, it's less likely to get opened, right? If there's a birthday stamp in the far right corner versus it went through a machine, it's less likely to get opened. If it's hand-addressed, it's more likely to get opened than a label. What are your thoughts on all that?

So I've tried all of those. Yeah. My favorite one is actually, it's a letter in, but not in an envelope. It's like hard, like a postcard, 8 by 11, but it's a letter in there. And then on the back of the page, there's all the QR codes to all my YouTube videos for homes that I already sold. So they can scan that and they also QR code to connect on Instagram. I've also been able to grow my, my followers on Instagram because of that. So when I'm going on these appointments, these people are scanning this. They already look me up. They may watch 30 seconds of it.

I don't care.

But when I go there, they feel like, oh, I already know who you are. I see all these videos you do.

Right.

So I am using what I'm already putting all the time and energy and money into, into my letters. And I put my face on everything because before I wasn't. Before, like, I don't want people to see my face. Like, for what? Like, you know, you're, you're bragging or whatever. I'm like, no, you have to have your face.

It's a personality-based business, right? I'm choosing you.

Yeah. I go to the supermarket, it's like, oh, you're the lady from the letter. Yes. Yes.

So someone's going to ask in the comments, let me know, uh, What's in the letter? What's the— like, give us the gist of the letter.

So I use a lot of Jimmy Mackin's letter, and I— but I modify it a little bit and personalize it and brand it. Um, but the main thing is it's the same picture every single time, even though the picture is like I was 15, 20 pounds overweight. It's the same picture. It's the same picture because that's the picture they've been receiving for the last couple of years.

No, you just want to walk in the door, they go, you look great, girl. Yeah, so, so the essence of the letter is like a listing leads letter.

It's all for sellers. So the magic buyer letter is one of my favorite ones. Uh, for example, right now in my area, 50% of the, the inventory that's moving is brand new construction. I honestly am doing right now a pretty, pretty house campaign. I'm actually doing an ugly house campaign and a pretty house campaign.

What does that mean? I don't understand.

So all my inventory— so the inventory that I had that was like in the $3 to $5 million new construction got sold out Multiple offers, full price, no contingencies.

Yeah.

And I'm like, wait a minute, I need more of these houses. Yes. So I'm doing the Pretty House campaign right now. I just started about a month ago and we want other homes just like that. So basically, if you have an ugly house, don't call me. Yeah, kind of. Not really, but you know what I mean? Yes. And then I'm doing the Ugly House campaign letters for neighborhoods where everybody's knocking down the houses and they're building. So like, if you have a house that is a teardown, here's my offer. It's $500,000 for a 10,000-square-foot lot. Or if the lot is smaller, then I'll give you maybe $450,000, $425,000. So I'm literally sending an offer in those letters. I love that. So for both things, because if I get the ugly house, I'll sell it to the developer, the developer will build it, and they'll hire me to list it.

Exactly. So that is so smart. Shout out to my guy Jim Allen. Do you ever meet Jim from Cole Banker North Carolina?

Not yet.

That's how he— he'll do like, I don't know, 1,200, 1,300, 1,500 transactions a year, and most of them are the property was zoned for X, but there was Y on the, you know, a single house on a lot that could be subdivided 3 ways. And he would, they would, and hand him an offer, knock on the door. Here's an offer. We'd like to buy your house.

Yeah.

Well, we're not ready yet. When you're ready, we want to buy your house. And then he and his team would develop it and sell 3 properties. So I love that you're doing that.

Okay.

Back on the question. I'm going to go differently. Walk me through the last time you and your team failed to get to the results you wanted. What did you do?

Well, we failed so many different times for different things. I'll give you an example. I wanted to, I wanted to have, I wanted to recruit 3 agents per quarter last year. That did not happen.

Yes.

Okay. It did not happen for many reasons. I got very strict on who I wanted in the team. So I kind of, you know, I created the problem, but then I realized, you know what, that's, that's, I don't want everybody in the team. I want to stay small and focus on growing my agents versus having to just recruit everybody and have a revolving door. It just doesn't go with me. I tried it. And I don't like it. So we failed at the recruiting plan. I had this entire recruiting plan with AI, hired a recruiting person, and we failed at it. And I spent a lot of money with the systems that we had to implement. I had to pay for the platforms. And then as soon as I realized, probably about 4 or 5 months in, I was like, okay, this is not working. We're not getting what we want. I cut everything. I eliminated my entire recruiting department, and now I only recruit organically. People that come to me through social media, that's my recruiting plan. And LinkedIn.

I love it. Um, when you did that, did somebody get terminated? Did somebody lose a job? How do you deal with that kind of stuff? Because for some people that's hard.

Yeah. Yeah. Well, this last year I had to make a tough decision. I had to let my top producer go, uh, even though she generated me, you know, close to a quarter million dollars in revenue just for the, for the team side.

Why would you do that? Someone, someone should be like, whoa, whoa, whoa, what?

Well, yeah, when, when somebody is going to, uh, damage the rest of the team, I need to protect the team. The culture of the team, the mindset of the team. And when, you know, I give chances, but not too many. When you compromise integrity, I don't have any tolerance for that. I don't care about the money part. Like, the money will come if we are all doing the right thing. So if somebody compromises my core values, they are just not a fit. I have to let them go regardless. Yes.

Is it easy for you to let people go like that?

No, I don't like it. I don't like it.

Yeah, I don't like it. We'll see you and like, you know, you know, you're always like kind of—

no, like I couldn't sleep for 2 days because I care for the person. It's just not, you know, was no longer a good fit for the team.

But the right thing is the right thing is the right thing. Hey, I'm interrupting my own show with a little PSA. What are you doing August 3rd through the 5th? Well, it's going to be my 23rd, maybe my 24th. I should probably know that. Annual Success Summit, where thousands of the best agents from around the world gather for networking, idea exchange, and making strong commitments. So September through December, are better than they were the year before. So I'd love for you to write down those dates. And if you're interested, check out tomferry.com/success. That's tomferry.com/success to find out the best ticket rate, 'cause I can't wait to see you face-to-face in August. Do not miss this. Mark your calendars, get it in there, and I'll see you at the summit. Now back to the show. Okay, totally different direction. As you grew your team, You're a control freak. I'm a control freak. What did you first start to let go of that you thought you never could? And what was the impact of letting go?

So I would say listing appointments. And the beginning, yeah, I wanted to go on all the listing appointments. I was like, yeah, because no one's gonna do better than me, of course. And then I started to realize, okay, I get an appointment for a $300,000 condo on the beach that I'm never gonna sell. Like, I don't— I'm like, why am I doing this? Like, I know I can go there and sign the contract in 20 minutes. Yeah, but then I start realize what's the purpose of having the team? Like, my team needs to— they're not going to be perfect. They may not take it, they may take it overpriced. Let them fail. So I've let everyone in my team take an overpriced listing where they have to come back to me with their head down and be like, okay, you were right, didn't sell. The guy didn't give me the price reduction. The seller didn't give me the price reduction. What do we do now? And just cancel it. We'll take the hit on the marketing cost.

Yeah.

So it's kind of like I've kind of let that go because I can't be on every single appointment. Give you an example. Last year we did, I think it was 79 listing appointments. I only did 33. I chose the appointments I wanted to go on. Everything else I gave to the team. I don't know if they did good or not good, but you know, some people signed the contract, some people didn't, but they're learning. So I gotta let them loose so they can learn. I can't control everything they do.

It's like our children, right? Like if we don't let 'em fall, they never make, you know, if they don't make the mistakes, they never get the lesson, right? My mentor Mike Vance would always say, you can't experience, you can't have enough insight on experiences you're not having.

Yeah.

You know, if you haven't gone on the appointment, take a swing, got an overpriced listing, dealt with an abusive, horrible client, right? And not fired them. Like it's all of that stuff. So, but it's gotta be hard because you're spending money on marketing your brand. They're going out, they're not getting it. How did you be okay with that?

Well, I, I made a lot of changes as far as lead generation, so When it comes to the letters, I'm targeting the big houses, right? Those all come to me. Those, those appointments all come to me. The smaller stuff, it's basically either a referral or maybe an old lead that's in the database. I no longer spend money in new leads. It's not— I have 27,000 in there. Someone's going to buy or sell. So my agents have to go in there and make some calls.

Yeah.

Before I used to spend, spend, spend, spend, and it would hurt. I was like, wow, we just— I just pay for this lead and you go on the appointment and you don't get it. Now, like, the appointment is being generated from the database or from a referral, from a relationship, and that I will be involved somehow with a phone call. Um, and then I will send my best— yeah, and then I will send my best agent for that appointment.

Do you think— okay, so let's just— let's assume that someone's watching this and they're a— they're a team leader. Could be a small team, could be a big team, could be a broker owner of a company. One of the observations I have that is we have a tendency, especially if we're buying leads or we have some kind of arbitrage— and I'm not saying it's bad, it's really good for a lot of people— we we do a lot of marketing and I observe it in my own business where, you know, if I have 10 salespeople on my team and I give each one of them 10 leads every single month, those 10 leads, maybe they get one that does something in the first 30, 60, 90 days, maybe, right?

Mm-hmm.

But then the next month I give them 10 more and the next month I give them 10 more and by the fourth month they're buried.

Yeah.

How, how did you solve that? Did you solve that?

That's what, that was happening to us. For years, 2022, '23, and then 2024. I kind of put an end to that.

Yeah.

So in 2025, I cut all leads that cost money.

Yeah.

I will take referrals all day long from vendors and different companies and platforms and agents, but I no longer put money on that. I prefer to spend my money in advertising and marketing the listings that I have to attract other listings. And when we do the open houses, we attract the buyers.

Yes.

So it's way more profitable.

Okay. Tangential just moment. Uh, I forget, I forget where we were, but all of a sudden I see this giant, you know, balloon version of you with an arm waving all over the place. And I'm thinking, that's my gal Lourdes. And like, she's trying to sell $10 million houses. Like, is this gonna attract? So first of all, what the hell is it? Where did you get the idea? Does it work in the high end?

It works in the high end because everybody talks about it. Even if it's bad, they talk about it.

Yes.

I was actually in Europe. I saw it in France and then I saw it in Bali and I was like, I have to have that. I texted my assistant and said, I don't know, find wherever they make these.

Yes.

I bought it and I start using it and it was just crazy. People were going crazy.

What is it just so they get kind of context?

It's an inflatable doll. It costs like, I think I paid like $900 for it with the whatever with the thing.

Is this like one of those giant bananas we see on the side of the road or the arm wiggling, like that kind of thing?

Correct. It's actually not legal in Fort Lauderdale. It's not legal. So breaking the law, I know, I know. It was the cost of doing business, right? So if I get caught by the city, it's $150 fine.

It's worth it.

Yeah, so I'll take the investment, I'll take the hit, I'll take the risk. But basically, so I said, I want that, but I want my face on it. How cool would that be? Yeah, cheesy, but people are going to talk about it. So I put it in all our open houses. My agents are doing open houses. I no longer do open houses, but they will put my doll in front And this one developer was driving around on a Sunday, saw it, and went inside the house. The owner happened to be there. She spoke to the owners like, who's your agent? He's like, oh, so-and-so is your Lourdes. This is your agent. She's like, oh wait, she works in my company now. She's a broker developer. She doesn't run an operation. She only sells her own stuff. So her and I connected, and she tells me the story of how she found out about me with that cheesy doll. And we just signed a $13.5 million agreement, listing agreement for a house. Hello to sell it in Fort Lauderdale, new construction.

Yes.

So we put them in all our houses, little houses, big houses, every houses. I always tell the seller as part of my presentation, I tell them, listen, Mr. Seller, I have a very cheesy piece of marketing. You may or you may not like it. If you don't like it, we won't have to use it. Yeah, but if you give me permission, I would like to use it because we do get a lot of attention. Every seller says yes. I haven't had anybody say no.

Exactly. I love it. I love it. Okay. Looking at my list of questions, when results stall, and we talked about it a little bit, but I want to go a little deeper on this. When results stall, what do you look at? What do you observe? What do you do to re-engineer growth again?

So I look at activity, right? As far as like motivation, finding the why in the team and what are we doing? Like I was just talking to my coach Christy about, like, how do I get my operations team to make more decisions without me? Like, she's sitting here in the room in a conference here for 2 days. Like, I want her to think a little bit more like me instead of me— instead of her waiting for me to tell her, let's implement that.

Yes.

Okay.

Yes.

So she starts saying, like, you know, she started asking me a bunch of questions. It's like, maybe she just, you know, she's comfortable, very, very comfortable. Everything's running smoothly. But like, I haven't— I haven't created a goal for her personally for the next level. So like, I'm missing that, I'm missing that. So that's my fault, right? Because I never even thought about it. Like, everything's running good, we're meeting our goals, even though we're a little behind, but everything's running. But what do I need to do, as how you said, to make our team irreplaceable? Is that the word? Yes, the word in English. Okay, so, um, can I just—

for my friend watching, this morning we're in Miami, we're doing this event, and You know, Lourdes lives in two worlds, three worlds. She's a speaker for me, she's a coach, and she's running this incredible business. So you kind of hear things differently than the average person. What we said this morning was, I was telling everybody, I am training my teammates, starting with some of the women inside my organization that have been with me for like, you know, 15, 17, 18 years. I said to them, I want to teach you these tools because I want you to become irreplaceable. I want you to become irreplaceable versus you You're concerned that I'm gonna add these tools and you're gonna be replaced. So you took a little of that same message, it sounds like, with your team?

Yeah, with my team, because I kind of felt like, because we have everything under control, like what's the next goal? Like, you know, I have my goals, which is to be more profitable, and I need to implement a better goal for my operations team. Okay, so that's like, I'm going to be working on that, I guess, the next couple of weeks.

I'll throw a crazy one at you, and you probably heard me say something like this before. What would have to be true from an operations standpoint? What would have to be true that you get 5-star reviews from every client without ever having to ask?

That's a great question.

Think about it, right? And you're— the way your mind works.

Yeah.

Like, what would have to be true for me to get 5-star reviews from every single client? Because ops, transaction management, listing launch, client care, Care Bear, all those roles are all dealing with the clients. What would have to be true in your system, in your process, in order to get a 5-star review with never having to ask.

Yeah.

I think if you start like with the end result in mind, I can already see her. She's already going click, click, click, click, click, click, click, click. Yeah. Wow.

That, that's my homework right there.

I love it.

I need to work on that.

Two, two last questions. And thank you so much for doing this. It's again, third time on the show. We, you know, we get to travel together, do events, right? So you're, you know, you're always such a contributor. As a coach, I wrote down, What does coaching do for you that you can't do on your own? Because you're also a coach.

I am a coach, even though I only coach very few people.

Yes.

Um, for me, having a coach, I don't make decisions anymore by myself. I cannot make any big decisions by myself. If I'm going to hire somebody, I need to speak to somebody. Okay. And that's the coach. If I'm going to fire somebody, the same thing. If I'm going to invest in a new marketing strategy, I'm going to invest money. I need to run this by my coach.

Yes.

So all the big decisions I do, no matter how smart I could be, how much experience I've had in my life and career and everything I know, I still need to have another person look at this and give me their opinion.

Right. A sounding board.

Yeah. A sounding board. Yeah.

So that's, that's interesting. I mean, and again, I stress because at her level, right? I mean, I could put, I could put her on stage anywhere in the world. She's, you're going to shine. You're going to deliver massive value. And the number of people that you coach is small, but it's very impactful for those people. And you've worked with a whole bunch of coaches in the ecosystem.

Yes.

Right? So it's interesting because I feel the same way. Like whether for me it could be my coach, you know, Dr. Julie, it could also be my advisors, that I just don't want to make decisions in silos. I don't want to make decisions with my bias being the only thing I'm looking at. Is that similar?

Yeah. Same thing. I don't make any big decisions, any important decisions by myself.

Okay, one last question. Uh, the ecosystem. What do you get from the ecosystem? What do you contribute? Because you contribute a lot, but like, like, why does it matter for you? Because you're a part of Compass. Compass has an enormous company. There's a lot of agents, there's a lot of community, right? Where like Kyle, who I was just talking to, he's an independent broker. Like, it really matters for him. Does it matter for you? If so, how and why?

Well, it's a different level. I mean, this ecosystem for me, it's, it's business, right?

Yeah.

It's not like I'm here learning how to be a top agent and sell a lot of houses. I'm here how to build a business and a life, a good lifestyle. That's really what I'm here for. And everyone in this room, in the system, has the same mindset. When you're investing in yourself, I know they're serious.

Yes.

So it's like, I don't need anybody to tell me, hey, you need to wake up at 6 in the morning and go to the gym. Like, I don't need any of that. But when we have dinners and we have lunches and we have gatherings, we're talking about how high-level things of like How do we optimize this? How do we automate this?

Right.

How do we take more vacations? How do we have more, you know, time with our family? So the conversation is completely different. I remember when I went to your first conference in New York City in 2019.

Yes.

It was my first team event ever. And I was like, wow, I am in diapers. Like, I know absolutely nothing. Yeah, nothing.

You did. You did. But it's—

I was a top agent. Yeah, that was it.

When you, when you pull back the curtain and you realize how much there is to learn, that's when you go, Whoa. Right.

And no matter how much I know now, I still learn every single time.

Yes.

There's always something I learn. And the relationships I've made, so many friends here.

Talk about that.

Yeah, I have a lot of friends through in the system and they can call me anytime. Like, even like they will call me like, hey, I'm about to hire this person. What do you think? Like, we're always talking different masterminds that we created yesterday. I hosted 13 agents that just came and we, we picked them up here at the hotel in Biltmore in Miami and took them to Fort Lauderdale. And I took them to see a few of my listings. And even one that was an expired listing I'm trying to get. And I told everybody, this is an expired listing, so help me get it. There's cameras and audio everywhere. So they all did a great job.

Always be marketing. Yeah, always be marketing. So, so it matters even inside of a big— I mean, you know, you know, I'm friends with Robert and, you know, the whole, you know, Rory and everybody at Compass. That's a beautiful ecosystem. But this sounds like for you it's a different ecosystem and you can have multiple, multiple communities you can belong to.

Yeah, Compass is a great company. I love the company that I work with. They've given me a lot of support, but it's, it's more as an individual. For me, the Tom Ferry ecosystem is business, so it's different. There's a lot of support, a lot of great systems, you know, great people selling all over the country. I get a lot of referrals through Compass agents as well. Yeah, but, you know, I have to choose where I'm going to spend my time. I can't do it all. And I choose to be part of the Tom Ferry organization. They do a little bit too much party over there too.

So I know we're all like, no more drinking.

Yes. Sorry, here it's like no drinking, it's all business. Let's make some money together.

Everybody's got to get 7.5 to 8 hours of good sleep tonight.

Everyone's monitoring their sleep.

Exactly. I love that. Follow the leader, right? Follow the leader. All right, so as we wrap, someone's going to say, hey, I want to reach out, I want to know more about the crazy balloon thing, or maybe I got a referral for you, or you know what, you just— something you said, like, it just resonated for them. What is the best way for them to reach out to you?

The best way is Instagram. Instagram. It may— if I don't follow them, then it may go into the spam, but we check the spam every week too.

So what's your Insta handle?

It's @lourdesmaestres. M-A-E-S-T-R-E-S.

Yes. All right.

And then if they want to get your cell phone, uh, send me a message through Instagram. I'll send you my Follow Up Boss number.

I love that. I love that.

Everything has to be recorded so my assistant can listen to it.

Thank you. And she's got a boyfriend now, so she's got to really be mindful. All right. So Lourdes, Lourdes, thank you so much. I mean, for the stages you've been on, the content that you— I mean, flying to Jackson Hole and hanging out with us and helping create the summits, and then being a coach and just being a part of this community. I'm just— I'm always grateful, like, when I'm around you. Like, you're always so sharp and, like, focused, and I just— I love it.

I appreciate it. I love being here. Thank you so much.

Awesome. All right, definitely reach out to her on Instagram, Fort Lauderdale Rockstar, and way— obviously way more than that. Ask her about the boyfriend. All right, we'll see you on the next show. Take care. Hey, if you're listening to this in a podcast and you're saying to yourself, I might be underperforming my potential and I want to become an outlier, go back to the show notes, click that link, schedule a session with one of my teams. Let us help you become the outlier you deserve to be.