FULL EPISODE | The Standard with Chance Brown | Episode 3 | Consistency with Katie Day

So why do you think agents suck at this? The consistency part. because I think that for part of it it's that when it's inconvenient to do they choose to not do it right um and you know I always think about like integrity being like doing the things that you said you were going to do especially when it gets inconvenient or you know things like that and and so um I think the moment it gets hard or or you get busy and it's difficult to to do whatever it is right you kind of start to break that promise to yourself a little bit and then it's just like once you you kind of start to rough the band-aid then it just you know it's there's a human element to it right there's like the just human nature of I don't want to do that so I'm not going to do it and I don't there's not a boss holding me accountable to it well and that's where um you know I just did 75 hard and like you know similar to being like doing impressive for the congratulations thank you but like being crossfit or vegan or 75 hard like you talk about it right that's that's the entire point of it um and so the the entire thing for though is is like it's a time management thing, right? Because like you have to do two 45minute workouts, you have to drink a gallon of water and like if you're drinking your gallon of water at 9:00 p.m. like you're not going to sleep well cuz you're going to have to get up to pee, right? So like I know that I have to like drink most of my water before noon, right? I want to drink two of my Yetis that I have over there on the chair like by noon. I know that I need to get one of my workouts done in the morning and a walk sometime in the afternoon or sometime during the day so that I can be home and like do stuff with the kids or like eat dinner and like all of these things. And so, um, when you set those mental kind of like promises to yourself, it's just a matter of if you're going to hold to them or not. And then, like for 75 hard, it's like as you get further along at the challenge, like when you're a week in and you screw up, you're like, "Ah, whatever." Like, you know, f it, right?

Who cares? But at day 64, you don't want to like screw up. And so, like I I traveled some in the month of March and u that was like the the back half of 75 hard. And it was like I have no choice but to get up and go walk outside in, you know, 30°ree weather. or go walk outside in the rain cuz like I'm not going to get home until 10 p.m. Right. And if it's And you're not going to do it then. Yeah. If it's rainy and cold then like am I going to go out and do it then? Probably not. No. No. So, how do you plan and I guess like you know you're we're talking about like I mean obviously you texted me last night to make sure we were still doing this, right? But like for me because I am very schedule driven. I take an hour, hour and a half on Sundays and to plan the week. Look at the week. Yeah. Right.

What does your process look like? So I do I think the one thing is and this is where agents kind of run into it is is you know we come from similar backgrounds of like the the my perfect week right you know and and Verl's my perfect week right and so um I always let agents do that and normally they do that it's like every day is different you know it's like they're all color coded and it's like it's just a freaking rainbow threw up on their page right and I tell them I'm like hey what you should do is every day should be as similar as possible or the week should have themes throughout the week. And so for me, I know like every morning at 8:30 we have a team huddle, right? Every Tuesday at 9:00 a.m. we have a team meeting. Every Thursday we have this, right? And so like there's common themes throughout the week of like appointments that I know are standing appointments that are always there, right? And then when I start adding in my personal stuff, so like I work out at either 5 or 6 a.m.

every morning. It's gross. I mean, but like I can't do the afternoon. We've talked about this before, right? But like because like I eat too much, I eat too little, I drink too much caffeine, I drink too little caffeine, and then like I'm screwed up and I have a bad workout. Like if I go in empty stomach, no caffeine unless I'm really tired and just out at 5 or 6, then it's like I'm good. I drink a little caffeine after and like, you know, the day set. But like I just know I have those common themes and and the day is very similar every single day and it's boring, right? Like it's like when you're training like what are you eating right now for food? All protein all the time. Yeah. Like it's just I'm so looking forward to eating just a massive amount of carbs in three days. And that's but like those are the things that are like kind of required to do hard things, right? And so like it's most people don't don't stay in the boring and stay in the like monotony of of a schedule. They're like, "Ooh, like there's a there's a happy hour and head shot at a builder thing and all my friends are going, so let's go get drunk and get photos taken of ourselves." Like, you know, and so like for me, like if I get an invite and it fits my schedule, right, I'm like, "Okay, yeah, I can go to that. Like I have a few free hours." But like I think the other things that I use is like this the schedule's pretty boring, right?

There's there's common themes every single week, month, quarter, whatever. And then if there's things like say we're trying to schedule something like I I use like Calendarly a lot, right? So like if we're trying to do uh even a phone call, I'm like, "Hey, like here's three times that are available." Or you can or you can book on my schedule. Same thing with like buyers or sellers. Like if we're doing a Zoom consult, I'll say, "Hey, Chance, like I can I can talk to you at 3, Monday at 4, or here's my schedule. Hop on and pick a time yourself." And most people just hop on and they schedule directly and then it's in my calendar. Yeah. Right. It's in their calendar, and it just makes things a lot easier. So yeah, I've I've said it time and time again that the agents who are the most successful in our industry are the ones who do the boring [ __ ] the absolute best. Yeah. Right. Like you know I use my Justin Timberlake bringing not sexy back. Okay. I was like I know you love Justin Timberlake. So I do love Justin Timberlake an entire podcast. Yeah. Oh it could be. Yeah. Yes. But it's the bringing not sexy back. It's the boring stuff. It's the, you know, if you, you know, go back to the 1800s and John Rockefeller, it's the his habits and it had rhythm, right? And so, you know, like we do our sales meetings are the third Tuesday of every month. We do open support the third Thursday. We do, you know, these things. Yeah. And that way, it's just predictable and it just kind of happens as you go through it. Well, and especially like if you run a team or you run a brokerage or you have people that report to you like having there's nothing there was there was nothing more annoying to me when I was an employee working for someone else when like we would have a schedule and like so I would have my entire day planned and then someone would be like wow like let me throw all this in there right and so like if the sales meeting was just like whenever the hell you felt like it one you'd probably never have them correct and then two like no one would show right so if they know it's on on the third Tuesday of every month or the third Thursday are the times that they need to be in the office, then like that third week of the month is probably like their their office week, right? Or that that day of the week is their office day, right? And so, you know, my team, we have agents from Conro down to to Texas City and everywhere in between, right? And like for those of you that know Houston, that's a pretty w that's like a two-hour drive from each other.

But like you know they know that Tuesday is their office day and everyone comes into the office whether they live in Conro, Hawkley, down the street or wherever. Exactly. Yeah. And so you know I look at that and you think from a from an agent standpoint the predictability I think does a couple of things, right? Number one, you schedule around it and it just makes things more efficient. But I think that it also sets expectations with the other people in your universe. Yeah. Like, you know, we train our agents that they need to be doing their their client phone calls, their client update phone calls, whatever that looks like, x day of the week, you know, and whatever works for them in their business is fine. But when they do those client calls, they need to be consistent because then it sets the expectation in the head of the client. I'm going to get my call. I don't need to call and bother you 43 times because on Tuesday at 2 o'clock, we're going to talk about this.

Well, and that's, you know, we do the same thing, right? Like we provide a seller update every week on Thursday. Like that was the thing that I had to hop on my computer to approve from our VA, right, of like we and it has, you know, here's all of the feedback, here's all the things that have happened, you know, uh, showing requests, online views, marketing efforts, all of those things are in one report and we send that every Thursday. So, it's like, hey, chance, you know, if if we're working together, I'm going to tell you, hey, you're going to hear from me every single Thursday. You're going to get this report via email and then we'll call and we'll chat about it. Yeah. But if you need anything in between, then let's talk. But like if you have something that's just like a random question or something that's not like, you know, an emergency, just know we'll talk every Thursday. And they're like, "Oh, okay. That makes sense." Yeah, it also appointment and then you know week 1, week 2, week three, week four, you're you're kind of like, yeah, the online views are still dropping. No one's viewing it. Like it's setting expectation earlier than going back and say, "Hey, remember when we talked about this?" Yeah. Well, and it's just like super awkward to like 45 days later go back and be like, "Hey, so Chance, we haven't talked at all in 45 days and I need a price reduction to sell your house, but I'd like to take some money out of your pocket, please." Yeah. Yeah.

Exactly. Um, all right. I'm going to throw a theory that I that I have at you when it comes conspiracy theory. No, it's not. I mean, unless you're an agent that I'm talking about and then you might feel like attacked. But, you know, um I think one of the reasons that agents are really bad at this consistency and habit tracking, habit creation, and all of these things is because they don't practice. And so I think what happens is they get this idea of this thing that they want to do, whether it's video, whether it's a meeting or media piece or whatever, and they go and they do it once and they do it live in front of a client and it fails and then they're like, "Well, that was stupid. I'm never going to do that again." It I tried that and it didn't work. I'm like, but had you actually practiced it a little bit, like done some role playing, done some, you know, feedback loop, anything at all, maybe the first time you did it, it would have been a little more successful and then you would have kept doing it. Am I crazy or am I not crazy? Um, I don't think you're crazy. Okay, cool. I mean, I do think you're crazy, but not because of that particular thing. I don't think that you're crazy. Yeah. No, I mean, I would agree with you completely, right? Like it it's I think you get this constant start stop. I mean you could apply it to anything, right?

Like I mean you used like content and video, right? And that's like people will go and I I know you've shot like you know with with Rusty and other videographers where you're paying lots of money to get content back, right? But like a lot of people will like the worst thing is and I'm seeing your videos, but the worst thing is is like doing that and and then never posting it. Right. Right. Like paying the money, doing the thing, executing, but then like not actually following through. Right. Um, but yeah, I mean I think that like the leadup to that if we're talking about content is like you should try to just record some videos on your computer where you're talking doing a video CMA for your client or or you know take your phone out, do a little selfie video and send it to you know someone after an appointment, just a text after an open house, you know, things like that. And then once you're comfortable like looking into a lens and talking like now maybe go do content with a videographer or instead we just do it one time and we're like, "Oh, I don't like the way I look or sound. I'm never doing this.

Video sucks. Yeah. And I was like, but does it? You know, it's kind of like the the when you hear the leads suck, do they? Well, and and back to the content thing just real quick before we move on is like I think that it's funny because there's there's videos that I have. There's one right now that I have that's performing pretty well. It has a ton of likes and shares and comments and like, you know, by all standards is performing well. And like I was reading from a script from it and like during the thing and I didn't cut it out when I edit it. I I was like and then the thing was like I like you know it was like one of those times where I had a brain fart where I was like what's the word? And so there's this long pause and I every time I go to like respond to a comment or see people fighting in the comments I hear that and it annoys me but I'm like it's performing well. No no no one's commented. They're all it's it's about Tesla out in like Waller County. So, it's like people are just basically like coming at, you know, they either love or hate Elon and Tesla and all the things. So, it's it's performing very well for that. But probably probably some really good timing on the release of that video. And, you know, I'd love to say that I thought about that, but I was just like, "No, news in Houston, post it, you know." So, yeah.

Yeah. Um, what do you do when you screw up and you fall off the wagon of whatever the habit is? How do you how do you reconnect and make it worth the effort? Or do you are there sometimes you're just like I don't want to do this anymore. This sucks. Yeah. No, I mean there's there's plenty of that. Like I you know I think that from you know you just said like you work out every morning. Like there are weeks that I don't. Right. And like you know whether or not you see my stories like you're like oh yeah Katie just works out every day. you know, there are definitely times in which I've I've fallen off like um I'll leave that point and then coming back from having a kid, right? Like, you know, you don't work out for a while. So, I was like walking and like, you know, doing some arm weights and and little stuff, but then like going back to the gym was just like So, it took me two extra weeks after the six weeks like being cleared for me to be like, "All right, like I need to get my ass up and go to the gym, you know?" Um just because I know that I feel better when I do it. Like it's not like but then when you did you were like man I wish I had done this two weeks ago. Yeah. Well and really I was like I probably should have gone at like four weeks and not waited until eight kind of thing because I was like I was fine but like you know um and I and I I fully get that like and what do these doctors know?

No but I and I fully like let me let me like have a little asterisk like I fully get like giving yourself grace and like doing things and whatever. So, like I feel like that's a bad example because people be like, "Oh, you need to." But like it was just one of those things where I was like I just was like kind of in a rut and like didn't do the thing. So, um but like I as far as like for for real estate like there are many things that like we've done well that we don't do anymore simply because we got lazy, right? And and so it's hard. You know, I think that when you're running a team, like I try to hold myself to the standards or to standard to the standard or to do it right there to the thing. Um because if I if if like I say, "Oh, these are the things I'm going to do and then I don't do them all." Like why would my team ever do them, right? Yes.

Um and so that's where like you know I I brought my meal prep and it's in your fridge because I'm going to be here for a few hours, right? So I'm like I right next to my giant bag of turkey because that's what I have to eat for chicken, right? So, it's like ridiculous. Um, but like I think that if you can prepare I forget what the original question was, but I think that if you can prepare just what happens when you fall off and you're trying to re you're trying to like get back into Yeah. Yeah. Okay. I think that if you can prepare for your day and set yourself up for success, then like you can normally stay on track better to not fall off in the first place. But I think that like I think of like the Mel Robbins 5 4 321 just go do [ __ ] Get get the f up and go do it, right? Um, and so sometimes it's like, you know, I'm I'm sitting in the shower and I'm just like, "Oh, this this warm water feels so good. It's so cold out. I don't want to whatever." And I'm like, "No, just 5 4 3 2 1 let's go." Right? Or like you're laying in bed, right? And and so how bad do you want to drink a beer with Mel Robbins?

I feel like Mel Robbins would be the like of all the the James Clear like the people that you would the books that read, you know, that are all on the bookshelf here and all that, I feel like Mel Robbins would actually be one of the coolest to have a beer with. I think that I think that a lot of I think it's because she's like a normal person. Right. Right. Because like a lot of these people are like very intellectual. Yeah. They're academics. I feel like I would feel dumb, you know? Like Dan Sullivan and and Benjamin Hard. Like I feel like I would feel dumb. I'd be like, "Who not how sounds like a Dr. Seuss book and it makes me laugh." Like not the most intellectual conversation. Hey, remember that time you coached uh Steve Jobs? That was awesome. Just be like Chris Farley. Yeah. Um, but no, I I Yeah, I think that'd be be a good beer.

Sorry, that was just random side note on I'd like to hang out with Mel Robbins. Well, and I I don't if you're one of the four people watching this podcast, Mel Robbins. I'd like to hang out and drink drink a beer, please. Yes. Invite both of us. Um, no. I mean, and I don't know if you read her latest uh I haven't, but it's on the bookshelf. I have just not on this bookshelf. This is red books. That bookshelf over there is unread books that you've purchased that need to be read. Correct. Um, but yeah, they'll let them theory, right? Like a lot of what she talks about, and this isn't like a spoiler alert, but like a lot of what she talks about are like [ __ ] that we deal with as adults, right? And like, you know, like adult friendships and and feeling the way you felt when you were in middle school or high school as an adult, and you're like, "God, I am too old to be feeling this way." Like, why? And it's like just let them Yeah. But like it's stuff that like I wish that like it's all the stuff that your parents said to you when you were a kid, right? That you were like, "Okay, you're full of [ __ ] right?" You know, kind of thing. And then you call them and you're like, "Yeah, you were right." Yeah. So, it's uh it's I like that she's like a real person and that she acknowledges that like So, yeah. Yeah. Cool. All right. I said that we would circle back at the end and talk about real estate video blueprint. Are you going to be there? I am not. I've got to be somewhere else. I'm sorry. Somewhere else? That seems very vague. No, I bet I actually like it's on I have stuff on my calendars with you. That's fine. I actually do want to go to one one day though. Maybe in like 2030. Yeah, that sounds right. I'll put it on my calendar now. I already have the You probably already have the date. I wish. No, because I mean it's I mean, you know how it is with events like Yes. finding venues and all the things like dates are hard to figure out. So, promo it. Yeah.

Tell us about it. Yeah. So, Real Estate Video Blueprint, April 24th and 25th in San Antonio, Texas. Um, this is our fourth year doing the event. Um, which initially the idea was, you know, you go to these real estate conferences and people are like, "Do video." Yes. And they say, "I did video and I sold $100 million. You should do video, too." And that's really all you get, right? Um, and so, uh, my my partner with this, my co-founder Tim Macy and I were like, we want to do an it started out as a mastermind of like we want to do a mastermind where we're getting people together to talk about what's working in video and going really tactical on, you know, maybe not the entire process, but hey, these are the things that you need to do to get this started or these are the things that you need to do to level up from 1.0 to 2.0. And then it kind of turned into like, oh, we're asking all of these like friends of ours that do video to like come speak. And now it's like this probably isn't just like a one to five event. Maybe it's a day. Maybe.

And then it kind of turned into two days. And we're like, well, let's just do an event. Well, and it's like I mean it's it's a killer lineup of people that you've got coming to talk about stuff. Yeah. Yeah. Yeah. That aren't like, oh, I coach professionally. Like these are people that are actually out doing this stuff. And so that's the thing is like we do have some coaches, right? So Jason Pantan is coming. He's talking about AI. Neil Dra does a ton of video too that too, right? Neil Dingra um who's in the mortgage space who does a ton of content, but then the rest of the people that we have speaking are like people that are like selling homes in the trenches, practitioners doing the thing and balancing, you know, creating content, running teams, families, and all that. And so that's where, you know, we want to highlight like um you know, how to market your listings better from the point that you book a listing appointment to the point you sign the listing to the point that it goes live, right? Most people are just shy, right? Like people do a few property tours here and there, but like how could you make that a thing that that generates business? So, we've got some cool case studies. Yeah. Um and some great speakers. I've talked about this. I I generally speaking hate most agents videos like property videos.

Yeah. like the, you know, quick zoom into the living room and then over here to the kitchen and then a picture of the water faucet working. And I'm like, if I'm going to spend money on a home, I kind of expect the water faucet to work. Unless it's like one of those that like you like you're like faucet on and it turns on, right? Like that could be that could be a hook. That's cool. But if it's just like here, my the burner on my stove shoots fire out of it. You know what would be really funny? You know what would be really is to do like that as the hook where you're like faucet on and then someone's turning it on like manually like you're standing there and you're like oh [ __ ] sorry. Yeah, this house comes with a butler. It comes with a butler. You're fine. And like at the bottom like butler not included, right? Yeah, that would be great. That would actually be really funny. I would like that one. Well, and and I mean when you're selling like a just a standard three-bedroom house in the BBS or a three-bedroom town home in in in the loop like Yes. Not like a$8 million house. That would be fun. That actually would be kind of funny. I might do that.

do it. I love it. Anyways, um anyways, so 24th and 25th, yep, San Antonio. If you're listening to this and you have interest in coming, shoot me a DM. I can send you a discount code if you're if you're friends with Chance. If you don't like Chance, like I don't like Chance, shoot me a message and I'll give you an even better discount code. See, it's a deal. It's a deal right there. Um, where can people find you if they wanted to find you? In the interwebs. the interwebs under at move me to Texas. M O V E M- E T O TX. There you go. Um All right. Are you ready for speed round? I am. Okay. I forget everything that you told me, so it's going to be That's even That's even better. That's even better. Favorite business book you've ever read? Oh, ever read? I I'm a huge fan of exactly what to say. Phil Jones. Oh, yeah. That's a good one. Do you like the real estate version? I actually had the real estate version before I had the real version and now I have both. Which one do you like better? I like the real estate version for like work, but like the I mean it's all the same words, just real estate examples, but like I like the other one for like life because I like you know miracle morning. Mhm. But I don't I don't really love the miracle morning for real estate agents. Cuz you like weird that you surround yourself with them every day. But you don't love most real estate agents. You love your real estate agents. True. But like the others many others I do not so much.

Yeah. But also like I like one of my favorite books in the space and I like I literally have a stack of copies right here is seven levels of communication and the there's seven levels and miracle morning is a continuation of that story. Oh, fancy. The millionaire or the miracle morning for real estate agents is the same characters from that book. And so I thought I would love it and I just I prefer the the regular old Miracle Morning. Anyway, is this going as fast as you hoped it to be? No, this is not what we would call a lightning round. We just get off totally off subject. All right. Favorite tech toy and I know you have a prop. Bring your prop. So yeah, I right now in early 2025, it's the Meta Ray-B bands and they're just And now I'm videoing us. Look at us. The future is here, people. The future is here. So these are fun. Favorite podcast not called The Standard with Chance Brown. Is that what this podcast is called? Um, I would have to say either Alex Fromosy's podcast or Chiron's Business School. Cool. Um, best piece of advice you've ever received.

Oh, yeah. It's a thinker right there. I know cuz it's Yeah. Um, it doesn't have to be business. Along the same lines of what we were talking about today, and I think you might have been there. Jason Hwlet in in Salt Lake City has a book called like the promise to the one or promise and it's his his entire talk or his entire book is like that you break promises to yourself way faster than you'd break promises to someone else right and so like it's obviously I'm butchering all of the things but like basically like keeping the promises to yourself kind of thing and so that's which is the driver the driver of our conversation today. Yeah. And so after I read that book, that's that's been something that's like I've always tried to do that. That's awesome. Not break my promises to myself. Love it. Yeah.

Awesome. Thanks for being here, Katie. Hey, thanks for having me. Yeah, this was great. Take our take our meta glasses off. Yeah. Um, no, seriously, I appreciate it. Thank you for watching and we'll be back with another episode of The Standard soon.