A real estate sales leader explains how to hire people who actually live your values. He contrasts hustle with discipline, uses his own weight loss story to show what accountability looks like, and shares the behavioral questions that reveal whether someone will fit your team.
Questions this video answers
June 28, 2022
About 30–49 pounds (speaker says "I gained a ridiculous amount of weight freshman year" then 'I was up to like 225').
45 pounds
176 pounds
Approximately 10 weeks (ate salad and plain chicken for 10 weeks; played basketball ~3 hours/day, 6–7 days/week)
We embrace accountability and discipline. Here's the thing between hustling and work hard, working hard and embracing accountability and discipline, there are not a lot of people that even embody those two core values. And so that's, you know, I think these. To run a really good business in the real estate space, as competitive as it is, I think those have to be sort of sprinkled into what you're looking for, at least in the sales side. You know, I mean, if you don't, I just don't know how you're gonna, how you're gonna get there. You want people, the Jim Rohn quote here, discipline is the bridge between goals and accomplishments, right? You want people that want to succeed in your world and you want to be the vehicle. You want to give them a seat in the vehicle that allows them to succeed, right? And just to make it easier for them to see, but succeed. But they have to bring the core value of really embracing personal accountability. And so this comes out in the whole patterns versus potential conversation. Like, all right, James, give me examples of how do you hold yourself accountable? Like, maybe give me an example of a goal that you set and the steps you took to achieve it. And someone that embodies this will not have to think very hard. They'll say, well, you know, there was a time in college where, you know, I. Freshman and sophomore year, I let my workout slip. I gained 30 pounds. This is actually an example for me. I gained a ridiculous amount of weight freshman year. And between my freshman year and my sophomore year of college, I dropped 45 pounds. So I played basketball like three hours a day, like six, seven days a week. I only ate salad and plain chicken for like 10 weeks straight. And so that's like a clear example of how, like, all right, I got off the rails, right? That's great to admit that I did that. I got back on the rails and then I really embraced accountability and discipline. And I just drew a line in the sand that, okay, this is what this needs to look like. And I remember people thinking when I came back to college, like, what the heck happened? Right? I got down to £176. I remember I was up to like 225 or something crazy. So that's an actual example. And I can personally give a hundred examples of how I embrace accountability and discipline. So the 23 year old version of a guy like me would be able to give five or six concrete examples to show you the person that's considering coming into us joining forces and the team leader feeding into the team member, you can really get clear. Is this someone who is going to embrace accountability and discipline? Because on our team, we track our numbers, we time block, we do all the things necessary to be a successful salesperson, Right? And so. And then you can see positive attitude, growth, mindset. And so you need to really consider your core values, being the defender of the team.
