Why 'Smiling and Dialing' is Still the Gold Standard in Real Estate Hustle
Why 'Smiling and Dialing' is Still the Gold Standard in Real Estate Hustle
What advice would you give to aspiring entrepreneurs?
The best thing you can do is talk to successful business owners and learn from them before making costly mistakes. It's important to get insights from those who have already faced challenges and figured out how to build a successful business. This can help you avoid some of the pitfalls that every entrepreneur faces.
If you can find someone willing to sit down and share what they've done to be successful, that's invaluable. There are plenty of people who will help you along the way. If you're trying to build a business but aren’t sure how, look at what someone else has already done. The best path is often the one that’s already been paved. You’ll eventually create your own path, but to get there, you need to follow the footsteps of those who have already succeeded. Success comes from learning from companies that have thrived, not from those that have failed. To succeed, you must surround yourself with successful people.
How can business owners avoid wasting money on ineffective lead-generation services?
In real estate, my wife Ashley and I have made investment decisions that didn’t yield a good return on investment (ROI), particularly when it came to lead generation. If you’re not careful, you can waste money chasing leads that don’t convert. Everyone claims they can sell you qualified leads, promising massive returns in a short time, but it doesn’t work that way. What does work is putting in the effort—smiling, dialing, cold calling, going out to meet people, introducing yourself, handing out business cards, attending local events, and getting involved in charities. Success comes from consistently putting in the work every single day. There's no shortcut.
What’s the best way for business partners to divide roles based on strengths?
My wife and I bounce ideas off each other, even though she’s more experienced in certain areas than I am. She’s my go-to for questions about contracts and things like that. She’s stronger on the operations side, while I’m better at negotiating and sales. So when we discuss things, it's clear which area belongs to whom. For example, if there’s a question about a specific contract section, she’s got it memorized.
In fact, we won a quiz tournament at our Realty One Group experience because of her expertise in contracts. It’s funny because when people call us, her realtor friends ask her about contracts, and people reach out to me for advice on air conditioning, negotiating with contractors, painting, or roofing. That’s the world I’ve worked in for years.
When it comes to how we collaborate, we keep each other informed and share ideas. But we don’t dwell on them because we both know our roles and responsibilities clearly.
How can business owners learn from failure and create a successful path forward?
Most millionaires have filed for bankruptcy at least once or twice because they kept trying, failed, learned, and then figured it out. That’s why they’re successful.
So yes, I have a recipe for success, and I would apply it again if I failed. Except, of course, I’d analyze what caused me to fail, change it, and make it better. That’s what life is about. It’s like looking at a roadmap—if the bridge is out, you find a way around it. The alternative is to stay where you are, and that’s not an option. We’re climbing mountains or going through rivers—we’re getting there.
Why should business owners surround themselves with more successful people?
Throughout my career, whether in air conditioning or real estate, I've always surrounded myself with people who’ve been in the industry longer or are more successful. They made more money and had better ideas. It’s the same in real estate—I'm always around people who are actively achieving success. If you want to be successful, you need to mastermind with other successful people.
The moment you think you’ve got it all figured out, someone else will prove there’s always more to learn. There are so many successful people out there—whether that’s in business, family, or financial success. You don’t even have to define success by money. It’s about being open to the idea of abundance. Once you open your mind, you realize how much you don’t know and how much you can still learn. That’s why it’s frustrating when people say, “I can’t.” What they really mean is, “I won’t.”
*This interview has been edited and condensed for clarity.*
