Digital Social Hour
How to 10X Your Real Estate Career (Top 1% Agent Tips) | Johnny Richardson DSH #900
Mon, 18 Nov
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🏠 Want to 10X your real estate career? 🚀 Top 1% agent Johnny Richardson spills his secrets in this must-watch episode! Learn how he closed 45 deals in his first year and now manages a team of 156 agents. 💼 Johnny shares his relentless work ethic, starting at 4 AM daily, and how he built a thriving real estate empire. Discover the mindset that separates top performers from the rest and why personal development is crucial for success. 📚 From negotiation tactics that saved clients $500K to insights on the changing real estate market, this episode is packed with valuable tips for agents at any level. 💡 Don't miss Johnny's advice on: • Building a powerful database 📊 • Adapting to market changes 📈 • The importance of providing value 💎 • Expanding into multiple markets 🌎 Whether you're a seasoned pro or just starting out, these top 1% agent tips will help you level up your real estate game. Watch now and subscribe for more insider secrets from the industry's best! 🔔 #RealEstateTips #Top1PercentAgent #10XYourCareer #DigitalSocialHour #SeanKelly #lasvegasrealtor #milliondollarlisting #ryanserhant #drhortonlasvegas #realestate #highpayingrealestatejobs #realestaterecruiting #milliondollarlisting #realestate #buyersagent CHAPTERS: 00:00 - Intro 00:27 - Real Estate Market Overview 01:52 - Closing 45 Deals First Year 03:18 - Clark County Title Insights 04:18 - Successful Event Strategies 05:31 - Daily Work Hours in Real Estate 08:17 - Favorite Real Estate Podcasts 08:56 - Succeeding in Different Markets 10:04 - Team Size and Structure 11:16 - eXp Realty Approach 14:22 - Retiring with $100 Million 16:44 - Honeymoon Plans Discussion 18:55 - Real Estate Market Changes 24:17 - Home Buying Process Challenges 26:53 - Annual Home Sales Performance 27:51 - Ranking in Las Vegas Market 30:04 - Coaching in Real Estate 30:54 - Upcoming Event Announcements 32:57 - Finding Johnny’s Program & Final Thoughts APPLY TO BE ON THE PODCAST: https://www.digitalsocialhour.com/application BUSINESS INQUIRIES/SPONSORS: [email protected] GUEST: Johnny Richardson https://www.instagram.com/thesharkjr https://allmylinks.com/the-shark? LISTEN ON: Apple Podcasts: https://podcasts.apple.com/us/podcast/digital-social-hour/id1676846015 Spotify: https://open.spotify.com/show/5Jn7LXarRlI8Hc0GtTn759 Sean Kelly Instagram: https://www.instagram.com/seanmikekelly/ Learn more about your ad choices. Visit podcastchoices.com/adchoices
Chapter 1: What are the secrets to closing 45 deals in your first year?
All right, guys, we're talking real estate. We got Johnny Richardson here today. Thanks for coming on, man. Absolutely. Thanks for having me. Yeah. I'm excited. A lot of information coming out on whether the market's going to rise or fall. How are you feeling?
That's true. I'll tell you what, a lot of real estate agents, they ask that question all the time. Are we going to fall apart? Are we going to go up? A good real estate agent, as long as you have a database, people you're working with, you're very intentional. you're always gonna do well. Now, are market conditions gonna change? They are.
I had this conversation with somebody at Turnberry the other day. They were like, well, if interest rates weren't so high, if inventory wasn't so low, when was real estate ever perfect? It never is. And what you're doing is you're just figuring out which side of the wave to ride on at that time. So is it, do I need to look into investing? Do I need to look into some owner carry options?
Do I need to look into multifamily homes instead of single family homes? Whatever the direction is. Real estate's going to, I mean, take a look over the last 20 years. For the last 20 years, interest rates at one point, they went up to 18%, a little bit more than 20. But, and people are going nuts. Now they go nuts over seven. Just find a place to ride.
It's not like it's going to fall apart, especially here in Vegas. People got so used to the two to 4%.
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Chapter 2: How can agents adapt to a changing real estate market?
Yeah, yeah, they get comfortable in everything else. They see that's just like anything. You don't miss it until you lose it. Yeah, they got a taste of it. Yeah, they got a taste of it. Like, I'm waiting until it comes back. It's not coming back. It's just not going to happen.
Chapter 3: What strategies lead to building a successful real estate team?
For real. And you closed 45 deals in a year, right?
Yeah, so that there, that was my first year in real estate was 2017. So if you take a look at the average realtor across the U.S., that's 6.7 deals. So now you got your part-timers, your single parents, stuff like that all mixed in there. Now, I think if getting started in real estate, if you're not closing 12 within your first year, I mean, you're not taking it serious.
I came in, I'll never forget this. My license didn't even show up to my broker's office. And I said, I don't care. I'm burning the boats, man. I'm going to be in here. I know how to work a database. This is just like any other business. Started blowing up the phones, telling people what I'm doing and asking for referrals. I got my first referral and first deal before my license showed up. Wow.
Crazy, right? Yeah. So I partnered with an agent. I said, look, I don't have a license, but I got a deal. So I partnered with him. They took me through the ropes, closed it out, commission check, showed up at my desk probably a week before my license, and I was off to the races. Just like everything out there, I was like, okay, let me just do this over and over and over again.
And I walked out first year, 45 deals and build it up six. Yeah. You're one of the top guys in Vegas, right?
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Chapter 4: What unique approach does Johnny Richardson take with his title company?
Yeah. Yeah, definitely. That's impressive. Yeah. There's some big ones out here. I know John Gafford's pretty big. John, John's an amazing person. Simply Vegas. Yeah. I think he's what? Second biggest out here. Yeah. Yeah. A billion dollars last year. Crazy. Crushed it. Nuts. And you just started your own title company, right?
Yeah. So start on title company. That's about a year plus Clark County title. So what we did was we partnered with Magnus out of Arizona. So they crushed the market in Arizona and there was some JV models enter in Vegas and I wanted to wait for Magnus cause I knew they had a strong structure. So I went ahead and did that with a couple partners of mine.
So, and then when we turned that, as far as LLC is Clark County title. Now, most title companies, When they open up, they got about a year run before they see profits. Wow. We put that company in profits within 90 days. Holy crap.
Yeah. We hit the ground running. We weren't messing around. And now we're running event space with our title company, and all we're doing is providing more value to agents that come and attend these events. And the whole idea is to help them gain more business while some agents are not succeeding out there and showing them the things that we're doing.
Chapter 5: How important is personal development in real estate?
And obviously what we're looking out of it, be transparent. We want more business to our title company. Smart. Having those events in the office. Absolutely. Yeah, that's what I do too. I have networking events.
Yeah. No, I've been to a couple of them. They're amazing. Every time I've been to your events, I meet amazing people. I mean, that's what it's all about. It's like, what's your space look like when you go out? Look around the room. Who are you spending time with? I mean, that's any business, real estate, title, mortgages, cryptocurrency, whatever. Yeah.
Who's around the table when you're hanging out? You know what I mean? Your events are great. Thank you. Your database is nuts. Yeah, I've had some of the top real estate guys on the show, like Grant Cardone and Ryan Serhan. And I've noticed they're really good at networking.
Yes, definitely. I love Ryan stuff. I read his book. So sell like sir hand. So I don't watch, I didn't have a TV in my house for like four years intentionally just to not be distracted. So I always knew of them. I never watched them, read his book. And I mean, he keeps it very simple at the end of the day.
talks about is one two three balls it's like are you spending most your time with going after them helping those clients providing value at the end of the day if you read that book he keeps it very simple and he works really hard i mean he's an awesome guy a lot of respect for that yeah shout out to ryan and your work i think is thank you almost the same as his i'd say if not better how many hours a day are you working right now
I mean, I don't stop. And the reason why people ask me all the time, they're like, Johnny, like, what's the deal here? Even my coaches are like, you got to slow down. I'm pretty much addicted at the end of the day. I love what I do. So I'm up every day at four o'clock in the morning with my trainer at five. I bust it with her back at the house in the office between 7.30 to 8 o'clock.
I'm running appointments. I do client events, whether it's a small dinner event or a lunch event that day or getting ready for the bigger event, doing as far as my luxury side, as far as whether I'm showing properties that day. And if I finish up at 6 o'clock and I have a gap in there, Even my coaches will say, go home. I don't. I'm like, what else can I get my hands into?
It's like, seriously, I just, what's the point? Do I want to sit around and watch TV? Am I going to watch Modern Family? No, no. I'd rather be building something and helping somebody. That's how I've been able to do this.
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Chapter 6: Why is networking essential for real estate success?
Yeah, I think spending your off time on personal development is what separates you from other entrepreneurs and real estate people, right? Definitely. Yeah, I do the same thing. When I'm not podcasting, I'm working on myself.
Yeah, exactly. It's like, I mean, it makes no sense. I talk to people as far as reading books. They're like, why read this? I'm like, let me ask you a question. What are you getting out of this romantic novel? I mean, great story. I mean, but where has it taken you to? Probably more sad that you don't have that life, to be honest. Why don't you work on something that makes you a better version?
But 100% right, suck it all in. I've never read a fiction book, actually. No, me neither. Yeah, I know people that do, but I see it more as an escape. I wouldn't read that to learn.
Chapter 7: What mindset is required to thrive in real estate?
Yeah, I'm with you 100%. Yeah, but those nonfiction books, man, oh, I'd crank those 2x speed audible. No, there you go. Man, you're up there 2x. That thing's on fire. What are you at? Yeah, 1.5. Okay. I do 1.5 if it's a fast talker.
Chapter 8: How can you succeed in multiple markets?
Yeah, yeah, I'll do 1.5 for it. I found when I get up there higher and I've done it, I'm not absorbing enough. I'm not. If my attention goes here for one second, it's like, well, what did he just say?
that so i was like let me make sure i get this that's how i feel about like two two two five it's like all right i'm just trying to cheat at this point you know yeah at that point you're like look at me i'm bad you listen to any podcasts or any youtubers um as far as podcast goes big fan of bradley i have personal relationship with bradley um as far as obviously yours as well at the same time so i don't know i just ended up being local albert presciato as well watch his stuff
People I like to follow, I'll tell you, as far as not as much of a podcast, Tim Grover, I'm a big fan of. Anybody that's spending time with people I just mentioned with entrepreneurs that are doing better things, they're looking to do something amazing. I talked to realtors, I explained to them, I said, look, you don't have to stay in this real estate bubble.
There are so many people that are building businesses. If you pay attention to podcasts like this one right here, you can take pieces out what they've done in their business and pull it over here and you'll be amazed what it does. I mean, don't do what everybody else is doing.
If you're parking in the same parking spot as everybody else, same area as the mall, why don't you park in a different spot and see what it does to your business? That's why I live by forever. Nice. And I love listening to people on your podcast and so on and so forth. that are doing things and have these incredible ideas. I'm like, that would be great in real estate.
Right. So that being said, do you think you could take your skills into another market and succeed? 100%. There's a show about that. Yeah. Yeah. Grant Cardone. Grant Cardone. Yeah. They did one with him. Yeah. So zero to four and a half million dollars in I think a month or something crazy.
Yeah. Yeah. It was a crazy number. But that goes to show you it can be done. If you have skill sets, not like it's in this bubble in Las Vegas, once you go out, you're a nobody. Absolutely not. You have those skills. That's why I explain to people even when they come from a different industry, I'm like, you guys close this book and come to real estate like it's a whole new thing.
What are you doing? You're building a community. You're working with people. You're intentional. You're providing value. Don't you do that in other businesses? No. Just continue it here. Stop letting everything else clog up your memory. Now, if you shifted here and we drop you in Texas or New York, do it again. That's how I've been able to build teams in other areas.
Nice. How big is your team right now? Right now, here in Vegas, I have 156 agents here. Then I have a couple of small teams, about 15, another group of 20, group of 17 in California. And we're working on Miami right now. Holy crap. So you're spreading. 100%.
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