Outliers | The #1 Thing That Makes a Successful Agent – Ryan Carney

Due to technical issues during recording, portions of this episode's audio were enhanced using AI for clarity.

The conversation itself is unedited. 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. They don't align their behaviors with what it is they want to accomplish. The next seven 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 caused them to outperform their potential? Enjoy the show. Welcome to it all new show where we're talking to outliers, people that are outperforming their potential. And unlike just looking at the details, the leading lagging indicators, we want to get inside of their psyche where it really matters. What we've done with our AI tools, we've actually mapped outlier performers and people that are underperforming their potential. And today I've got my guy, Ryan, sneaking across.

Yes, sir.

To talk to him today about how he is absolutely crushing. But I bet you're not satisfied.

Never.

So, Ryan, take a second for the listener, give a little backstory. You know, you mentioned college football, college basketball, and then you got into the mortgage world. So maybe from just a professional journey. Before we get into the stuff, tell a little about your pack route.

Yeah. So started out in mortgages. 2015, was in a call center. Mandatory 9 to 9, pick up the phone and start dialing. You know, Wolf of Wall street type of stuff. Did that for about four years. Then I left mortgages, dabbled into, like, wholesaling, real estate investing. I flipped property, bought a storage facility, then I got into private equity. Was raising capital on private syndications, multifamily and self storage all across the country. That didn't work out. Ended up getting back into mortgages. Did that for about a year, year and a half, and then I was duly licensed as an agent for about six to nine months. Started making cold calls again, for sale by owner and started taking off. Had really good conversations, started doing some math and drop the mortgage licenses again, and here I am.

So you did that fast. And I think it's interesting because today we're really talking about not mapping consciousness, but mapping behavior. Like, why is it that Ryan is outperforming his potential? And just for context, you've been now selling real estate for how long?

A little over two years.

Okay, so a little over two years. And you've been a client of ours since October 2024. So call it a year and a half. Last year was your first full year. You mentioned in real estate. And how many transactions did you close?

32.

32. Now you say that like that's no big deal. Is it a big deal or not?

Depends on who you're asking.

I'm asking you.

Yeah, I mean, I'm proud of what I've accomplished, but I didn't have my goal. So I have a long way to go. I think I'm on the right path, but Devon sat, so that's the stuff.

I want to get into. That's the stuff. So. So for my friend listening again, it's not like we're mapping conscious this year. We're mapping behavior behaviors that show up through our AI tool in the language they use, their goal orientation, their execution strategy. And there's a clear difference, Ryan, between like, people that are underperforming their potential and people that are achieving breakthrough results. And you may like, say to yourself, man, I suck and I gotta do more. But to sell 16 homes your first year and then do 32 your first full year, I applaud you and I want more.

Much appreciated.

So let's get into it. You ready?

Let's do it.

How do you view being coached?

I feel like it's a necessity, something I come from a sports background, college basketball and football. So the structure and you know, I'm. I feel like I'm very self aware, somebody who's always reflecting and trying to figure out how I can get better. But sometimes you can see something that I can't. And I learned that through years and years of sports. And I say sports and I think there's a direct parallel to business. And so taking a sports background and thinking about the. The best moments or of my career when I was able to perform at the highest level is normally directly correlated into a good coach. So I went to real estate the same way. Once I committed to it mentally, that was one of the first things I wanted to do was where can I get coaching? How can I expedite my growth? And so I've gotten right into coaching, interviewed a few companies and wounded gear.

I love it, man. I love it. So what if I told you 230,000 coaching conversations, right? Coaching sessions. The number one leading indicator of an outlier is coaching as a mirror. Coaching allows me to do better self reflection versus people that are underperforming. Their potential. Use coaching as almost like someone to talk to you about their problems, but they don't take action. What does that. How does that resonate for you?

Makes complete sense. I think sports, life, real estate, whatever it is, requires action, requires reflection. But there's a. I think it's a John Maxwell quote. Knowledge isn't power. Applied knowledge is power.

There you go. There you go. Okay, so speaking of, one of the key indicators was just under execution. So this would just be fun. I've never asked this question because you're. You're the first. So here we go. Ready? You hop off a session with your coach, Jessica. What do you do?

Bring it up, let it all out, corn on paper, whatever you're thinking, no real structure, at least for me. And then once I have all my thoughts down, then I organized. And then once they're organized, then you make the action plan and get to work.

Okay, so what if I told you of all those sessions, 230,000 plus sessions, the answer for all the outliers is I am in action. Within 12 hours of that session, whatever the project was, call that lead work on that system, whatever it may be, within 12 hours, they're already in action. Auto, do you think that's too long? Should it be faster?

I mean, My rule is 24 hours, so I think it could always be faster. I think the faster the better, usually, but I don't know, I think 12 hours is a good number. Why? Because there are times where I do think you need to kind of digest what you've learned. So immediate action sometimes is like shooting at the hit.

Yeah, could be.

Could be the wrong action. Yeah, exactly. So I think there should be kind of a buffer zone for you to think through things before you just start. But Yeah, I think 12 hours, good number.

Hey, it's Tom Ferry. Question. What's your favorite social media platform? Are you big on Insta? Do you love to tweet? No matter where you answer? I'd love to love for you to connect with me there. All you gotta do is just type in omferry and follow and let's you and I connect. I want to be able to deliver the right content, the right ideas, the ways to help you grow your business. Stay fired up, keep moving, be in action and run plays that work in the platform that matters most to you. So subscribe and I'll see you there soon.