Jordan Hooten: Diversified Agent and Entreprenuer

REE#153 AUDIO

[00:00:00] Jordan Hooten: This is Jordan Hooton of Compass Realty.

[00:00:01] Jordan Hooten: If you're looking to improve your real estate business, you need to be listening to the Real Estate Excellence Podcast with my good friend Tracy Hayes.

[00:00:09] ​

[00:00:09] Tracy Hayes: Welcome back to the Real Estate Excellence Podcast. Today I have a PoliSci major from the Florida State University who has become a successful entrepreneur. He's not only a top producing real estate agent, but he's now diversifying himself in investing in a franchise of coffee shops. We're gonna talk about that as well as a, property investor, if I saw that correctly.

[00:01:04] Tracy Hayes: yes, sir. On your bio today, we'll learn more about what this young man's doing in a highly motivated agent. See what it makes him tick. Let's welcome Jordan Hooton of Compass Realty to the show. Thank you. Thank you. Thanks for coming on. Yeah, absolutely. I'm really excited about the conversation because I think some, you know, when I was just doing some background, and of course we had a little chat a couple, couple weeks ago when we were trying to get John, before he got sick, you said looked much better.

[00:01:26] Tracy Hayes: Yeah, sound much better today, I should say. I, I don't have my voice all the time, but yeah, I'm, I'm, I'm feeling better. Okay, great. So, but, I think you not enough real estate agents talking about the, just. Buying real estate, investing in real estate, that experience of being a landlord or that, you know, that kind of thing, I think opens up a whole nother,experience is I think as you've, you know, you've been in the business for a little bit now to understand every experience, every transaction, another notch on your belt is another story you can tell to the next client who has questions and you can revert back to your experience.

[00:02:00] Jordan Hooten: Definitely. I think, I think it sort of, opened up my client base a little bit larger too when I started investing in my own properties. Just because, you know, there's a lot of realtors out there that are like, Hey, you know, I can, I can be your realtor. I can put a sign in your yard, I can unlock a door for you.

[00:02:15] Jordan Hooten: So when you're like, Hey, I, you know, just bought another Airbnb, people are like, well, maybe, maybe we should talk to that guy. Like we're, he seems to exactly be at another, at another level of like his. Experience or interest?

[00:02:27] Tracy Hayes: Well, and I, I think, in investment, I know, just being from, on the lending side, I mean, you know, the questions that come from realtors about, you know, investment loans, you know, especially if you're trying to buy a condo with an as an investment.

[00:02:39] Tracy Hayes: And then obviously Airbnb. Where can you buy Airbnbs? Cuz they're, you know, the laws, the, the governance are changing on those in certain areas. Especially like in downtown St. Augustine and St. Augustine Beach, they've gotten really restrictive. You need to know an agent that kind of has a feeling what's going on.

[00:02:54] Tracy Hayes: Yeah.

[00:02:54] Jordan Hooten: There's different rules in all the municipalities. I, I typically stay in, in Jacksonville. as far as my sweet spot, areas, I'm gonna save that for myself and my clients.

[00:03:05] Tracy Hayes: Alright. But let's kick it off. Where,

[00:03:06] Jordan Hooten: where are you from? I'm actually, I'm from Jacksonville. I grew up, over in Mandarin until I was about eight or nine.

[00:03:12] Jordan Hooten: And then I actually, Moved about one mile from your office and Yeah, and, and grew up the rest of the way over here until I graduated from, Barra Trail. Okay. So cool. Yeah, driving over here was very nostalgic. We've got a lot, lot of memories on this road. Yeah. Mostly as an idiot. growing as an idiot teenager doing

[00:03:29] Tracy Hayes: dumb stuff over here.

[00:03:30] Tracy Hayes: just reminds me, yo, I was, I was talking to someone the other day, of course been in the area and obviously, you know, had Cole slate on episode 100, you know, talking about two 10 being a dirt road and so forth, you know, as it's grown and then Barra popping up there, to really, as the county just has, has started to, started to pick up and now obviously St.

[00:03:47] Tracy Hayes: John's, you know, exploding. So that's, that's kind of exciting here.

[00:03:50] Jordan Hooten: Well, I don't remember it as a dirt road, but that's cuz Cole's a little bit older than I,

[00:03:55] Tracy Hayes: PoliSci, what, what you go to Florida State, was that your primary choice of schooling or did you fall back to that? And then why, what PoliSci, what'd you see yourself

[00:04:04] Jordan Hooten: doing?

[00:04:05] Jordan Hooten: Florida State was my primary choice of places to, live and enjoy my college years more so than it was my primary choice of schooling. poly sci was one of the easier majors to get into, right? I really had no idea what I, why I wanted to be a man, right? So I had heard that that was like a, I just, it, it kind of fit some of my strengths.

[00:04:25] Jordan Hooten: Like, you know, knowing how to get up and give a presentation or write a paper were things that I was always good at. So it just kind of made sense. And then, When I was in college, I was able to get some, some cool internships in, in government, and I worked for the, for the Senate. I worked Oh, cool. I worked at a political consulting firm for a little bit, so it was, it was whatever.

[00:04:45] Jordan Hooten: Yeah. I, I learned that it wasn't what I wanted to

[00:04:47] Tracy Hayes: be doing, which I think a lot of people, I mean, I, I, I, you know, they, what is it like 60% of the kids that enter, you know, actually graduate college nationally, you know, every school's a little different and what their retention rates are, but you know, of those 60% that graduate, I guarantee you 75% of 'em are not going into the major that they actually got.

[00:05:08] Tracy Hayes: Or like you said, they learn, they go to their first job and they're like, yeah, this ain't. I was an education major. Oh, I, I quickly found out that the, I'm, I'm old school, you know, in, I've mentioned on the show before when I grew up, if you were in someone's face, it's cuz you cared about 'em. Now it's, they think you're, you know, demeaning.

[00:05:26] Tracy Hayes: So I, I, I'm not, I don't functioning yet. Today's world. Yeah. In the school. I hear you. Yeah. If I raised my voice, it'd be like, oh my God.

[00:05:34] Jordan Hooten: You know? Well, it seems like you're

[00:05:36] Tracy Hayes: doing what you want to do now. I'm, I do, I do enjoy this. I got to learn how to turn this into, if I could turn my, my, my voice in the show into dollars, that, that, that would be, you know, heaven,

[00:05:46] Jordan Hooten: right there.

[00:05:46] Jordan Hooten: But keep watching. Do you listen to, do you watch any or listen to any? Joe

[00:05:50] Tracy Hayes: Rogan. I do pop around. Joe Rogan mostly on his, on his reels. Occasionally, if there's someone on there that I, you know, I'm like, like Jordan Peterson, he had on a while back just to think of somebody that I'm like, oh, let me go.

[00:06:03] Tracy Hayes: And, you know, I watch a good bit of his, his shows are, can be considerably long. I mean, they're great for a nice road trip. Yes. or you know, obviously if you're interested in the guest, You know, then you're, you know, you're obviously engaged.

[00:06:16] Jordan Hooten: Yeah. He's got a lot of silly like, comedy guys on there. I don't really prefer those, like, I like to listen to it, you know, when he has like an astrophysicist on there.

[00:06:24] Jordan Hooten: Mm-hmm. Like an Elon Musk or, right. And I'm really into the UFO stuff, so anytime he's talking about like extra extraterrestrial on,

[00:06:31] Tracy Hayes: not to change the subject for the UFOs. Cause that's a whole I know, sorry,

[00:06:35] Jordan Hooten: this is about real estate. I'm just asking about you a little bit,

[00:06:37] Tracy Hayes: man. although if we were out, if we were out near area 51 and we said that the UFO landed on our, on our real estate, it would make it more valuable.

[00:06:45] Tracy Hayes: so, but, so bef we're gonna lead up to real estate. You had some, you had some careers. You said before you actually, but you, you did work part-time. If I read your bio correctly, in LinkedIn, you kind of got your real estate license earlier to kind of tinker in it. Yeah. What, what kind of made you just go get it but not really was committed to that, that was gonna be your career?

[00:07:08] Tracy Hayes: What, what were you, were you just initially thinking or listening to people investing in property and just figured, let me go get my license. What was

[00:07:14] Jordan Hooten: your My, my mom's been an agent for a long time. Oh good. And she just kind of told me, Hey, like, get it and then I can like pay you to refer me business cuz I, I really at the time had no interest in actually being a real estate agent.

[00:07:26] Jordan Hooten: And I think I just kind of sent a couple people to her and said, Hey, so and so like wants to buy a house. And she's like, you know, I, I can pay you for this if you can. Right. You know, and she was kind of trying to push me in that direction, but I, I didn't want to go in her direction or in my dad's direction really.

[00:07:41] Jordan Hooten: Cuz you know, my dad's a. Chief on the fire department in Jacksonville and mm-hmm. You know, I just, I really didn't want to do what either one of them were doing, you know, I wanted to like,

[00:07:50] Tracy Hayes: cut your own road, do my own thing. Yeah. Yeah. Yeah. So, you had on there it was, in a, a sports tech group that worked with the pga.

[00:07:58] Tracy Hayes: you mentioned some things when we were talking about the poli sci major. So tell us about what, what you've taken from some of those previous careers and now, you know, obviously you're, you were a little older. You, you graduated and some years have gone by. You worked some other places, but you must have taken some things, whether you got formal training on or just life experience from those things and took it into real estate

[00:08:19] Jordan Hooten: today.

[00:08:20] Jordan Hooten: Yeah. you know, sometimes I look back and I'm kind of like, Man, like, you know, the way that your business has grown over the last five years in real estate, we should have just maybe started doing that when you were like 20 years old. Right. When I really look at it like, it's like I, I met so many people in college and you know, that, that I do business with now, you know, a lot of people from Florida State move here or, you know, friends of friends and different things like that.

[00:08:44] Jordan Hooten: So I think it brought me a, a really good network and mm-hmm. I think you, you grow a lot when you leave the city of Jacksonville for, for four or five years versus just sticking around. So I think that that was really good for my personal growth for sure. And, I mean, my first job at, you know, sports, media technology after college kicked my ass, man.

[00:09:02] Jordan Hooten: I mean, it was, it was, you know, the, the way that they were structured where it's just, you know, meetings and word documents and PowerPoints and this and that, and you just had to live by the, live by the calendar and just,

[00:09:16] Tracy Hayes: It wasn't so very structured, it wasn't very structured

[00:09:18] Jordan Hooten: environment. Yeah. I mean, I got to go to a lot of awesome, know, PGA tournaments and things like that, but I mean, it, it really wasn't for me, but, but I think getting your ass kicked is, is good sometimes.

[00:09:28] Jordan Hooten: So I think it was a good learning experience for me.

[00:09:30] Tracy Hayes: So think about that structure, I guess in high, I guess sounds like a high demand. you know, you're talking about pressure creating presentations and so forth. And even

[00:09:40] Jordan Hooten: more so, I mean, we were out on site running these events, like running all the technology and cameras for these events.

[00:09:46] Jordan Hooten: So everything's high stress, high anxiety, emergency.

[00:09:49] Tracy Hayes: Cause the problem goes down,

[00:09:50] Jordan Hooten: you gotta, it's the middle of the turn. Yeah. You gotta figure it out immediately, so. Mm-hmm. Yeah, it was,

[00:09:55] Tracy Hayes: it was stressful. Yeah. So you going from that, Too is, you know, we, we joke a lot, especially when having broker team leaders on, you know, obviously they're interviewing agents, trying to recruit people and that kind of thing.

[00:10:08] Tracy Hayes: And I'm sure you get, as a young person, you get a lot of your peer group ask you, Hey, what's, you know, is real estate something I should get into? Or they, you know, they're interested in real estate and they're asking you, but that structure that you had there in corporate America, although, you know, I guess it was kind of fun.

[00:10:26] Tracy Hayes: You were traveling around a little bit. You get a little fun there too. But, from that standpoint, but the structure and the high demand and then jumping in, you know, moving into real estate where there, there's no boss calling you at nine o'clock cause you didn't show up for the sales meeting. Yeah.

[00:10:41] Tracy Hayes: You know what I mean? How, how did you take that and leverage it? Was you, as you went into real estate to structure your, your day, I would imagine there was a, a growth period or like, well I don't have someone tell me. I gotta actually tell myself.

[00:10:53] Jordan Hooten: Yeah, there was definitely, a year where it didn't go well.

[00:10:59] Jordan Hooten: You know what I mean? Yeah. There was a year where I had to remind myself that I couldn't go to the beach and I needed to, you know, wake up and, and work. But I've, I've, I've, and I'm, I'm still continuing to grow different strategies on how to, time management, whether it's time boxing or, you know, writing out, you know, I'm always like constantly reworking my calendar all the time.

[00:11:19] Jordan Hooten: Mm-hmm. So like every 30 minutes of my day is pretty much, Planned, but I'll, I'll just kind of move things around and like, I'll knock something off and know, oh, okay, hey, it's gonna be better to move that to the next day. But I'm sort of obsessive with the Google calendar. but it definitely took a while to get there.

[00:11:34] Jordan Hooten: When

[00:11:34] Tracy Hayes: did you, since you're onto the calendar, and I know a lot, lot of the top agents obviously, and I know not everyone does it, everyone does it their way. Right? That's, that's kinda the beauty of it. You're self-employed. You can make that calendar your, you know, wherever way you wanna make that calendar.

[00:11:48] Tracy Hayes: Right. Use it or not use it. That's your, your choice. but a lot of 'em are into the, into the time blocking. Did it take, did, is it something that all of a sudden, you know, after that year of like, Hey, I need to actually, you know, put some grind time in. Yeah. You know, do that, that a mentor said, Hey, you need to get yourself on a schedule or your mom, or was it just your simply yourself just going, I know

[00:12:11] Jordan Hooten: better.

[00:12:11] Jordan Hooten: I follow a lot of like entrepreneurial success pages, things like that. Mm-hmm. I listen to a lot of audio books, inspired by a lot of different people and, you know, honestly one of the best things cuz I'm, I'm just like as guilty as everyone else in 2023, that's got a 32nd attention span. But I recommend, following as many like entrepreneur wealth success pages as possible on Instagram because they're great about putting together a little 32nd short set tips.

[00:12:40] Jordan Hooten: Yeah. 32nd one minute reels. And when that's all you're following, it's like, I don't open up my Instagram and see like a bunch of chicks or like a bunch of useless information. I open it up like, and when I've, you know, first opened my

[00:12:52] Tracy Hayes: Instagram and the message, he didn't mean chicks were useless, but No,

[00:12:56] Jordan Hooten: no, no.

[00:12:57] Jordan Hooten: But I, I open my stuff in the morning and I'm just fed. Motivational information as I'm, as I'm looking through that. Right. So it's kind of like, you know, you see people like, delete the apps, put the phone down and stuff, and it's like, good luck with that. Yeah. But like, I, if I click Instagram, I, I'm, I'm, I'm learning on there all the

[00:13:14] Tracy Hayes: time.

[00:13:14] Tracy Hayes: No, no, hunter. That's actually great advice. I mean, I obviously, I, I thought you were gonna say like, you know, listen to podcasts, which obviously you can do. Well there's a lot of 'em. I do that too. Yeah.

[00:13:22] Jordan Hooten: Which is obviously really easy to do as a real

[00:13:24] Tracy Hayes: estate. I, well, are you, while you're driving, cuz you can't be flipping, but you picking up on the

[00:13:28] Jordan Hooten: Yeah.

[00:13:28] Jordan Hooten: Picking up on, the audio book game mm-hmm. In the real estate industry is huge. So instead of driving around listening to music, I'm like constantly driving around like learning something. Right. You know, cause then that's like self-growth in between work, which is kind of

[00:13:42] Tracy Hayes: no, that actually is, that's one I haven't heard from anyone.

[00:13:45] Tracy Hayes: not that anyone else is not doing it, but that's actually brilliant. if you do like the reels and the Instagram to get on those motivational or, you know, whatever it is that, whether it's other real estate podcasts that are out there, or, business people, I mean, that's, that's a great idea. let Instagram pick it up and start feeding some people you probably never even heard before in definitely in business.

[00:14:07] Tracy Hayes: And then you

[00:14:07] Jordan Hooten: get suggested new ones from that. I mean, like, it's Instagram. They, yeah, they're really, really smart about feeding you more of what you want and then,

[00:14:15] Tracy Hayes: yeah. No, that, that's, wow, that's actually brilliant. So what happens in your life, you're, you're. Your, you know, sports, I mean, I imagine traveling around as a young guy, traveling around the different golf tournaments, you know, there high stress.

[00:14:27] Tracy Hayes: There's probably some, some, you know, behind the scenes Good times. Yeah. Some downtime. Good times. Yeah. But where does it come through for Jordan that's like, Hey, I, I want to enter into real estate full-time. What happens at that creates that?

[00:14:40] Jordan Hooten: I think I've sort of always had like an entrepreneurial mindset. and I just ulti and I'm, I've always sort of been good with numbers too.

[00:14:48] Jordan Hooten: So I'm always sort of looking for the next thing and, you know, I was doing like our revenue projections for the company and things like that. And yeah. I'm just sort of looking at the number of golf tournaments, whose accounts those are, potential new business. And I'm just like, look, I can, I could report here three and a half hours early every day, and I'm not seeing six figures in the next five years.

[00:15:09] Jordan Hooten: And when I realized that, It's like I got to start picking up real estate on the side and, and doing and doing something different.

[00:15:14] Tracy Hayes: Mm-hmm. Now were you investing in any real estate at the time? Personally? No. No, not yet. I was just

[00:15:18] Jordan Hooten: doing it on the side a little bit. Mm-hmm. And, I mean, long story short to that, cause it's really not a, not a major part of my life, but long story short to that is like within like over four months, I was like, I made as, I made my salary for the year for already, for my 60 hour week job doing this for like 10 hours a week on the side.

[00:15:36] Jordan Hooten: Right. I need to quit. I need to quit. Right.

[00:15:38] Tracy Hayes: It's time to quit. So, right. That, well, some people believe you need to jump in completely. I think your situation, obviously with mom being there and you, so you had someone to, to answer your questions. but if you look at new agents, cuz one of the things I, I like the, that I think.

[00:15:55] Tracy Hayes: Hopefully as a benefit for the show. I mean, many agents see it as a value is someone's thinking about getting in the business, could be listening to us, someone who might be in the business and, you know, just kind of lost right now. you know, looking for that right brokerage, right mentor or whatever it is that can help 'em, you know, move to the next level.

[00:16:12] Tracy Hayes: But in your case, the, you know, it was rare because mom was there and you're doing it part-time, so you can always ask mom questions. When you look at agents trying to get in the business today, what, you know, knowing what you know now, and they don't have that, you know, mom, aunt, whatever in the business already working part-time versus, you know, they need to go full-time.

[00:16:34] Tracy Hayes: What, what is kind of your opinion on that? If, if you know, one of your friends came to you and said they wanted to work part-time?

[00:16:39] Jordan Hooten: well, first and foremost, I guess I would, I would back up a little bit. Mm-hmm. Just say, The first mentor I probably ever had was Sean O'Neil. I don't know if, if you know him.

[00:16:48] Jordan Hooten: I've

[00:16:48] Tracy Hayes: been trying to get Sean on the show. We will, we will put him in the search mechanism, so hopefully he pops up on there. I've been trying to get him on. Yeah. So

[00:16:55] Jordan Hooten: yeah, mom is, a wild card to say at least. So I wouldn't say I, I really learned very, very much.

[00:17:01] Tracy Hayes: Your mom may be listening to this, is there.

[00:17:03] Jordan Hooten: That's okay. you know, she was a wild guard and does her own thing, so I, mm-hmm. I really would say that really Shawn helped me, helped me along and, and going over to j par from exit was probably one of the better decisions that I ever made. Right. Because I really just saw my career start to like, it, like immediately, like, took off when I, you know, not, not to say anything bad about exit.

[00:17:25] Jordan Hooten: Was that when, when you It really helped me when I moved on to J

[00:17:27] Tracy Hayes: Par for sure. Does Shawn start when you, when you committed to a full-time, was or was he working with you when you were part-time?

[00:17:33] Jordan Hooten: I was, so, I was only part-time for like a few months. Like I Okay. I

[00:17:37] Tracy Hayes: went full-time. I, I, okay. Cuz it, I saw on your bio, on your bio, it looked like you had gotten your license fairly early, like you were

[00:17:43] Jordan Hooten: mentioning.

[00:17:43] Jordan Hooten: I, well I had, so I had got it simply to pass, refer mom pass referrals cuz when you're, you're, I got it when I was like 22. Yeah. So it was kinda like, oh, a few thousand bucks here and there is like, great, and like that was it. So, and then there was just sort of a, there was like a three year, four year break there where I didn't practice at all and just like maintained it.

[00:18:02] Jordan Hooten: Mm-hmm. and then I was working for smt, started doing it again, and then

[00:18:08] Tracy Hayes: pretty quickly, so I actually started trying to raise your own

[00:18:10] Jordan Hooten: business. Pretty, yeah. Pretty quickly got out of it as a side hustler full-time.

[00:18:14] Tracy Hayes: Right, right. I'm trying to remember what the, what the actual original question was there.

[00:18:18] Tracy Hayes: something about side Oh, what do, no. So, yeah. So if your, your friend of yours comes to you today,you know, who is, you know, got that full-time job, you know, they, they, they, you said, sorry. What kind of advice do you get? Cause I imagine you ha this has gotta happen to you regularly. What kind of advice do you give them about going part-time versus just going all in?

[00:18:39] Jordan Hooten: I don't know. That's a tough question for me because I don't want any more realtors to join real estate at all.

[00:18:47] Tracy Hayes: So we got enough.

[00:18:50] Jordan Hooten: Get out. It's a terrible idea. We hate it. I hate it. Right. I hate doing it. Don't do it. Keep your job.

[00:18:55] Tracy Hayes: Advice I give. Alright, we'll move on to the next question. That should be a behind between the Ferns question.

[00:19:03] Tracy Hayes: I guess. Keep your nine to fives. All right. Stay away. You were at Exit originally Uhhuh, correct? Yeah. Okay. So, I didn't actually, for some reason I didn't put it on there, but one of the things I always like to, to drill a little bit is I think for most agents I'm always gonna leave. There's some agents, there's some agents that, you know, whether they're maturity or whatever business, they just get it.

[00:19:25] Tracy Hayes: They, they come in, maybe they, whatever, they, their mom did it. So they just totally get it and they can operate on their own. And it really doesn't matter what brokerage they're working for. They don't really have a, a need for, the situation. But then majority of them, they need a Keller Williams or a Watson Realty who's got, you know, great for green agents coming in, training them up or putting them in teams and that sort of stuff.

[00:19:51] Tracy Hayes: Your first brokerage one. Why did you choose that brokerage? Did, or did you even think about it? You just signed up. Was there any sort of thought process and then moving to your next brokerage, what was the dec kind of decisions and things that you went through your mind that you needed?

[00:20:07] Tracy Hayes: Why did you move? What there must have been a need or a value that you saw somewhere else that was better than where you were at?

[00:20:13] Jordan Hooten: mow money. Mow money. Mow money. J Par was just a, you know, flat transaction fee company. Mm-hmm. And I wanted to make more money and I wanted to just kind of do my own thing.

[00:20:25] Jordan Hooten: I knew a couple guys that worked over there and met with Sean and he seemed cool. And it just, just seemed, it was honestly

[00:20:31] Tracy Hayes: just so, the value, the value that you j Gestured just a few minutes ago about Sean, you didn't actually even really realize what value he was going to bring you. Right. Interesting.

[00:20:41] Tracy Hayes: Right. And, and

[00:20:41] Jordan Hooten: it was just, and I've never honestly been great with, like, just to go back and speak to what you said about like Keller Williams Watson, that's, that's not really my style. Mm-hmm. As far as like going through the classes and things like that, I, I'm a little bit of a wild card myself.

[00:20:58] Jordan Hooten: Mm-hmm. You know, I, just kinda

[00:20:59] Tracy Hayes: like do my own thing. You like to jump out and figure out how to fly on your way

[00:21:02] Jordan Hooten: down. Yeah. Yeah. Exactly. So, he, Sean was just great, just cuz I had somebody to run things by all the time, you know, or he would like if I was ever, I was, you know, one of the top few guys there.

[00:21:14] Jordan Hooten: Mm-hmm. So, I mean, and not that he wouldn't do this for anybody, but anytime I called him, like, he'd be like, yeah, like, let's meet, what do you wanna meet about? Mm-hmm. Can we talk? And, you know, him and I even ended up taking down some, some properties together. We did some wholesales together. We, we wholesaled a 20 unit apartment complex together.

[00:21:30] Jordan Hooten: Oh, wow. We did all kinds of stuff. Yeah.

[00:21:32] Tracy Hayes: So he, he became sort of a mentor. Sure. In a, in a way. and, and you know, or I don't, I dunno about

[00:21:40] Jordan Hooten: a mentor, more

[00:21:41] Tracy Hayes: like a coach a go-to, go-to my go, go-to guy, a coach, confidant consultant. Sure. Whatever there, how did that, you know, if obviously you can't, you know, what would happen if you never met Shawn?

[00:21:52] Tracy Hayes: Right. If you went to J par and there was just some slug of a broker there, that really was just like, okay, you know, I'm not giving you any fees. Go out there and do your thing so I can get my little fee. Yeah. Wasn't really adding anything to you versus me. I mean, how, how do you, when you look back now, how did Sean change your trajectory in real estate?

[00:22:12] Tracy Hayes: Or at least it sounds like obviously it ramped it up much faster.

[00:22:15] Jordan Hooten: Yeah. I think part of it was just sort of breaking off from where I was and, and just having a new start. And I, it had been a like a couple years when I'd switched over to J Par, so it was kind of like that final, that transition of. Now all your, all your work of your cold calls and your open houses and you're putting it out there on social media that you're reached a tipping point.

[00:22:39] Jordan Hooten: It's finally at that tipping point. Mm-hmm. So, honestly, I think that that's a, that was alar a large part of it. Right. But he definitely

[00:22:46] Tracy Hayes: helped out a lot. Well, I mean, I, do you, do you have an assistant or anything right now? No, no, no. You're still operating solo. I mean, cuz last, I mean, you had a great last year and looking at your numbers and so forth, what's, what is, what is the, your, your current broker, what, why, what are they doing for you?

[00:23:04] Tracy Hayes: Because I meant, you know, the volume that you're doing now, you're, and we're gonna talk about the getting involved in the coffee shops, your time, a little time taken over there or whatever, that sort of thing that, I mean, are you literally doing everything as your business now or are you handing some of that stuff off Cuz the support systems that the brokerage is covering them for you.

[00:23:20] Tracy Hayes: I'm doing everything. You're literally doing everything. Mm-hmm. Marketing and, and cold call. Well there,

[00:23:26] Jordan Hooten: there's some good systems in place at Compass that make creating the marketing materials

[00:23:30] Tracy Hayes: easier. What are some of the things that, well, obviously you saw value and that was why, probably why you went over there.

[00:23:36] Tracy Hayes:

[00:23:36] Jordan Hooten: I don't know how much I'm allowed to say.

[00:23:39] Tracy Hayes: Well, you saw value there. What values of why I was provide open words. I was provided a,

[00:23:43] Jordan Hooten: yeah, I was provided an awesome, yeah, I was provided an awesome bonus to sign there. I don't think I'm allowed to get any further into

[00:23:49] Tracy Hayes: it than that. Well, they attracted you over there, but I mean, yeah, I was attracted of a very large bonus to go somewhere a year ago too, and it, it blew up.

[00:23:58] Tracy Hayes: So then the bonuses are, should not only be, you should think beyond that, hopefully, but obviously you go to any other brokerage. But, what is the value that you see at Compass right now as far as, you know, some of the systems that you just mentioned? What, what do you get, you know, what do you feel, is the benefit in how you're using it to leverage your business?

[00:24:16] Jordan Hooten: like I said, you know, they've got some great, they've got a great user interface online. They've got some great marketing materials. I feel like they're a well respected, well known brokerage. Mm-hmm. another big reason that I wanted to go there is because they've got such a presence here and Jacksonville, but also in Tampa and St.

[00:24:31] Jordan Hooten: Pete, which is where I'll be spending a lot more time with, you know, the restaurants mm-hmm. That we're working on building, down there. So just the, the fact that I could have, you know, a brokerage with a, with a major name rec recognition. Mm-hmm. I thought that that could also sort of, cuz like you said, I mean my numbers have been pretty good for a while, so, but I'm always thinking like, Hey, so what's the next thing?

[00:24:51] Jordan Hooten: What's the next step? Right. What, how can I get better? and I, and I just thought, like, you know, and in my head at the time, it was kinda like, okay, like it was like an Lin Volckers or a Berkshire or a Compass. Like, because I'm thinking how can I take it to the next step? And the next step for me was like, I want to, I, I love closing 35 deals a year, but I'd love it if the.

[00:25:09] Jordan Hooten: The price average was like double. That'd be sick. So I was like, right, right. You know, like it would help to maybe move over to, you know, one of the companies that's got a little bit more of a, a presence. Presence in that market area. Yeah. Because I'm kind of coming in like, Hey, my numbers are great, but I'm the young guy.

[00:25:25] Jordan Hooten: I was the young guy that worked at a company that not many people really knew.

[00:25:29] Tracy Hayes: So, so many of the agents that I've had on, they have, they reached a, a point in their business where they were tapped out as far as like time in the day. Cuz they were doing everything like you're doing, like you're at now.

[00:25:40] Tracy Hayes: Mm-hmm. Have you started to reach a point where, hey, you, maybe you need not necessarily a full-time assistant, but a part-time assistant to kind of handle some of those things. Have you kind of gone through those? Is Compass talking to you, to the broker? Have you, you gone through some of those thoughts of, or talking to some of the other top agents who do have that assistant or transaction coordinator?

[00:26:01] Jordan Hooten: so I actually had a transaction coordinator when I was a J Par. Mm-hmm. I decided to abandon that,at Compass with them, taking a little bit more higher percentage of my, transactional

[00:26:10] Tracy Hayes: commission. Right. They gotta get paid.

[00:26:11] Jordan Hooten: Yeah. They gotta they gotta make it back, right? Yeah. and right now I just haven't really been, because I've been also focused on opening the restaurants.

[00:26:21] Jordan Hooten: Right. I've been pretty, pretty happy with where my business is at in real estate at this time. Right. so I haven't really been working on, hey, scale, I can't scale two businesses at one time. Yeah. Essentially. Yeah. No, that's, that's if you ask me like, Hey, like what are your long term goals in real estate?

[00:26:38] Jordan Hooten: Like, what do you want to do next in real estate? I've got, I've got those answers, but mm-hmm. You know, one thing at a time, I also, I've also got a 14 month old at home, so

[00:26:48] Tracy Hayes: Right, right. You, you can only do so you re pulled so many different directions. All right. Well, I mean, you, you brought up the, the, the,the coffee shops.

[00:26:55] Tracy Hayes: Tell us how, know, what your thoughts are. You, you're doing well in real estate and then you, you walk into this coffee shop, you're like, wow, I, I'd like to see, I'd like to do this as, I assume as what went off in your brain. Like,

[00:27:07] Jordan Hooten: I, it's, it's, no, it's, it's kind of weird. So before I, I've got, I've got my own office aside from the Compass office now.

[00:27:14] Jordan Hooten: Mm-hmm. out at Jacks Beach and just like a awesome co co-work space that I love. but before I had that office, I would go to coffee shops and work all the time. Just cool place to post up. Made it a lot easier to sit somewhere and work for a longer period of time, you know? Mm-hmm. And get

[00:27:31] Tracy Hayes: food there.

[00:27:31] Tracy Hayes: There's some in town that are good people watching places. Sure. And obviously if you're a real estate agent, you can

[00:27:37] Jordan Hooten: meet people. Yeah, exactly. Get new business or, or whatever it might be. So, the Southern grounds at Neptune Beach was always one of my favorite places just to go and hang out and work.

[00:27:45] Jordan Hooten: Mm-hmm. and then one day I saw, you know, I was reading the Jack's Daley record and it said, they're looking to start franchising, and it was just kind of like throwing up a Hail Mary just out of nowhere, just like found out who owned the place. Mm-hmm. Sent him a Facebook message, Hey man, love your spot.

[00:28:03] Jordan Hooten: Or, you know, whatever. I said, I'm, I'm pretty sure I articulated a pretty good message. Okay. Right. But, you know, you know, I, I love your spot. Would love to, would love to explore the opportunity. And, you know, he was nice enough to, the owner was nice enough to meet with me and sat down with him and, you know, I just kind of told him everything that I loved about it and everything, you know, everything that made me believe in the brand.

[00:28:23] Jordan Hooten: Mm-hmm. Because it's not a franchise yet. I mean, it'll be, I mean, it, they're franchising, but it'll be a franchise when we open. Right. You know? I just kind of explained the vision that I, that I had for the brand, and I think we really aligned on that. And then he just kind of said, well, that's well and good, but you have like little to no restaurant experience.

[00:28:42] Jordan Hooten: So if you can find a, you know, a proven operator, then you know, we can have a further discussion about this. Mm-hmm. Well, I didn't waste any time. I, called one of my fraternity brothers who owns a couple restaurants here in town, canopy Road Cafe. Go check 'em out if you haven't ever. they're awesome.

[00:28:59] Jordan Hooten: Mm-hmm. called those guys and, it's the, the Presti Brothers.

[00:29:03] Tracy Hayes: Is there one on two 10? Okay. Yeah, there's one on

[00:29:05] Jordan Hooten: two 10. Okay. I've been there. It's the Amber and I are, and there's another one, on Phillips Highway, like over in Bayard. That was their first one. Okay. But I, I called him, he's a buddy of mine.

[00:29:13] Jordan Hooten: I've sold these guys multiple properties. Mm-hmm. and we've always been talking about like, hey, like let's try to find another way to work together. And then this came up and I said, How would you guys like to purchase the Tampa St. Pete Clearwater territory build out a bunch of southern grounds there?

[00:29:30] Jordan Hooten: And they're like,

[00:29:31] Tracy Hayes: yes, let's do it. That's kinda kind of interesting. We're off, we're off off. You know it. I mean, it's your story so it's important. but I I the, so my curiosity triggers cause imagine this conversation was had, he's already got the Canopy Cafe. That's not a franchise, that's just him.

[00:29:48] Tracy Hayes: Right? They're

[00:29:49] Jordan Hooten: the first franchisees of Canopy Road. Are they? Okay. Which kind of made for nice for

[00:29:53] Tracy Hayes: the story. So there's other canopy roads in somewhere else. Started in Tallahassee. Tallahassee. Oh, okay. Interesting. Okay. So he understood how that worked and I understood the value

[00:30:02] Jordan Hooten: of like, Hey, I'm gonna bring on a partner that's,

[00:30:04] Tracy Hayes: so I imagine there's probably some mar that, so that market's probably not even occu.

[00:30:08] Tracy Hayes: Well it's probably ocu owned by another Canopy Road franchisee over in the St. Pete area that you're talking about. Yeah. So coming in with the coffee, shop is, is different. He can get into that market now, yet utilize his experience from Canopy Road. Right. Running those places. Sure. Similar thing.

[00:30:24] Tracy Hayes: Okay. Now that, that makes sense. I was trying to figure, I was thinking if he had his own little two mom and pop shops and then now he's going to spread himself thin, but really he's just duplicating a process with us, you know, different name on the front of the building. I mean, there's different, I wouldn't say that.

[00:30:39] Tracy Hayes: Well, I mean, but you, but I mean, I think running because you, you haven't been to Southern Grounds. No, I have

[00:30:44] Jordan Hooten: not been to Southern Grounds yet. So it's really so much more than a coffee shop man. Yeah. We gotta get over there. We like to call it a chef driven coffee house cuz it's really about the food first, I think.

[00:30:53] Jordan Hooten: hopefully I'm

[00:30:54] Tracy Hayes: supposed to say that. Do we do now with Southern grounds, obviously leading towards coffee Right? That's, that's gonna put everyone Sure. In that, you know, it's not southern cooking, it's southern grounds. Yeah. So I, no, but it's definitely about. The food, the amazing, well, no, it's about the coffee.

[00:31:09] Tracy Hayes: More slanted to breakfast or in a lunch or what's kind of like Canopy Road is, it's, no, it's breakfast, lunch, and

[00:31:14] Jordan Hooten: dinner. It does dinner too. I mean, you can get everything from a, an omelet to in the morning to Steak Frees at night there. Mm-hmm. I mean, and basically our mahi sandwich at lunch. I mean, you can get everything in between.

[00:31:27] Jordan Hooten: There's alcohol there, there's, you know, you can get beer, you can drink wine. Okay. All right.

[00:31:31] Tracy Hayes: Well,

[00:31:32] Jordan Hooten: so it's, it's really so, so versatile, I guess I like to call it that, that that was one of the things that attracted me to it. Right. I just, and, and it's all very healthy food and I just kind of feel like it's like, In the direction that the world's sort

[00:31:45] Tracy Hayes: of going.

[00:31:46] Tracy Hayes: I, I guess what I was leading to is, you know, him having experience running his canopy grocery, you know, the, the back office stuff that's going on when, you know those guys are, you know, how do you run a restaurant, right? You gotta order food that's gotta come in. You don't want it too soon too much because it might spoil, you know, there's a whole calculation, what's your profit and loss?

[00:32:05] Tracy Hayes: Which, imagine where you came in. Cuz that was, that's my next question is where, you know, with all the, you know, the partners, you know, to go into a business like that. Obviously we know a lot of restaurants, you know, unfortunately some, yeah, I think because they're mismanaged put or maybe selected the wrong location, whatever it may be.

[00:32:22] Tracy Hayes: They go belly up. Yeah, they go belly up. you know, lot of times, a lot of times it is management not keeping the quality of service up. You know, that type of like quality food, type of, but him being able to take that background and now, you know, obviously walk in and understand how this is gonna work, even though it's a different menu, different atmosphere, but the basis of running a restaurant, that's the core.

[00:32:45] Tracy Hayes: You, there's so many people start a restaurant, they don't know really what it takes, what what they don't know, what they don't know. Right? Sure. Yeah.

[00:32:52] Jordan Hooten: I think, and I, and I, and just to bring you back to real estate for a second mm-hmm. Cause I know that's where you want to be. Yeah. I think one of Sonny Downey actually said this to me for the first time.

[00:33:02] Jordan Hooten: Mm-hmm. Which was, you're either working in your business or working on your business right. On the outside, or you're working on the day-to-day stuff. we sort of make a great team for the southern grounds because those guys really know how to work in the business while I'm working on the business.

[00:33:16] Jordan Hooten: There you go. You know, where's our next location gonna be? How are we gonna market this? Let you know. We brought on, I brought on some equity partners. To help us scale faster. Just different things like that. Brilliant. you know, because we're, we're looking to scale to, to nine locations total down there.

[00:33:32] Jordan Hooten: Wow. So it's going to be really important that they have that high level of service and, great front of the house, great back of the house. We're hiring the right people that's, you know, we just sort of, we make a good team for

[00:33:43] Tracy Hayes: that stuff. It's, it's, it's so important to Well, I mean, it, that's any, that's you as a real estate agent.

[00:33:50] Tracy Hayes: You know, your front and back office and you know, the, the service, a quality of service you're giving to every customer is your longevity. You're just taking in the restaurant and obviously trying to duplicate yourself multiple, multiple times. I don't know how many people operate one of those restaurants, 30, 40, 50, 60 people in a staff and obviously everyone being on the same page for the most part in having the quality service.

[00:34:13] Tracy Hayes: because like I said, you get one bad manager and it could, you know, in a short period of time, your business has a bad name and no one wants to go buy there and you're out. I mean, cuz these spaces aren't cheap. No, no. Whether you're building one and renting it from yourself or, or leasing it, we, it's, they're not cheap.

[00:34:30] Tracy Hayes: you dive in full time. You said you, you, in like just a matter of, you know, 6 4, 6 months or whatever you had made, as much as you were making in the previous job. What are some of the things that you immediately. W started inputting that you felt gave you that success that early, cuz obviously the average agent is not that successful in their first six months of, you know, pretty much being full-time.

[00:34:53] Tracy Hayes: What do you think are some of the things that you immediately were doing to drive that business that you got early? Pure

[00:35:01] Jordan Hooten: grace from God and luck honestly. Yeah,

[00:35:04] Tracy Hayes: absolutely. You didn't just say you had to do something? Nope. You didn't make a phone call? Nope. Didn't tell any. That guy you prayed to God to tell all your friends that you're now in real

[00:35:13] Jordan Hooten: estate.

[00:35:13] Jordan Hooten: He just looked out for me, man. Honestly, the only thing I

[00:35:17] Tracy Hayes: can really tell you about that. Yeah, you, I mean, was is there, I mean, you're local. I mean, you, you were born here, obviously, like you said, you had a lot of Florida State, alumni and so forth. So I mean, what are some of the things that you've done, you know, to ramp your business up?

[00:35:32] Tracy Hayes: I'm sure Sean probably talked to you about it, to, to, expose yourself, to let, let those people know that you're in, you're doing real estate, they should be calling

[00:35:40] Jordan Hooten: you. So that's a question I can answer. Okay. Because that fir that first six months, no, it had nothing to do with me.

[00:35:46] Tracy Hayes: Well, somehow they found out you were doing real estate.

[00:35:48] Tracy Hayes: I guess so. I guess

[00:35:49] Jordan Hooten: so. I do just talk a lot. Yeah. So, I mean, maybe, maybe that helped, but I mean, since then, I, I think that the social media presence has been huge. Mm-hmm. I mean, obviously everybody knows that that's like a, a, a big part of business these days when you, when you have your own business. But, I've, Yeah, I, I, I put a lot out there on that.

[00:36:06] Jordan Hooten: I think, I think the biggest thing, I guess, that I would say to anyone trying to get bigger is just to just like, never be afraid to ask for someone's business. Like, that's the biggest thing. Like, I'll, I'll ask for anybody's business, you know what I mean? Mm-hmm. I'll be talking to a guy at a sandwich shop two, you know, two tables down from me, and if it gets anywhere close to there, I'll be like, well, I'd love to have your business.

[00:36:29] Jordan Hooten: When are you gonna buy or sell your next property? And they, they're just

[00:36:32] Tracy Hayes: like, yeah, a lot of 'em look at you dumbfound. Cause it's not even a thought in their mind. Yeah. But now you, now you created that emotional, you know, reaction to them and now they remember you. Yeah.

[00:36:43] Jordan Hooten: Yeah. Yeah. And, and I hate, I hate to relate it back to this right now, but it is the best example I can think of, you know?

[00:36:50] Jordan Hooten: Mm-hmm. Like, cause I remember my dad trying to teach me to talk to girls when I was like 13 years old. And he goes, man, won't you stop caring about if you're gonna get her a yes or a no? Like, you're gonna just, things are gonna be a lot more. Abundantly successful for you. Right. And I feel like that it's, it's honestly the same thing with anything in sales and, and, and with real estate.

[00:37:10] Jordan Hooten: when you stop, when you get the fear out, like to ask for, you know, somebody's business and you just start asking everybody like, Hey, you know, I'd really appreciate your business. I think that that's the first step to really building a good, a good basic clients. And then after that, it's obviously about doing a good job for people, which is something that I take a lot of pride in.

[00:37:32] Jordan Hooten: Like, I, I always want whoever I serve to be like,

[00:37:35] Tracy Hayes: wow. Talking stuff about you. Oh no, he,

[00:37:38] Jordan Hooten: he, he busted his ass for me. Right? Every single day he's messaging me about something else that I can do or, or just going so far above what I thought agents actually did. And because then that's when the referrals start coming.

[00:37:51] Jordan Hooten: And then that's where I'm at in my business now where I don't have to make cold calls. I don't work open houses very often unless one of my. Sellers wants me to, and I still have, you know, plenty of

[00:38:03] Tracy Hayes: business.

[00:38:03]

[00:38:44] Tracy Hayes: Give a valuable tip. Cause I, I know, I, I, you made me think of a couple people, Bobby Brennan and Marissa Scott, the, they're very good agents.

[00:38:53] Tracy Hayes: I remember in their shows, and there may have been others that mentioned this show, but these two just come to mind. I remember, remember Marissa Scott talking about, you know, cause she worked for Mary Kay before she got into real estate, so that she did a lot of sales training. And she goes, if I can sell, you know, lip balm to the guy behind me in the grocery store line, that was her thing.

[00:39:12] Tracy Hayes: She would create conversations or somehow start a, from cold in a place like, like you said, like in a restaurant, in a grocery store line, that type of thing. Bobby Brennan talks about her, Her, her church conversations. I forget her. her, her brother calls it something. but that basically she uses that the after church time to really, you know, she spends some time there talking with everybody after church.

[00:39:37] Tracy Hayes: You know, that's the way she does. She keeps a, top of mind. The average person's a little, they're a little off or the, all of the old church sphere. Yeah. but they're, they're a little,off a little bit in, in creating that cold conversation. Like you said, you're in a restaurant or you're sitting at the coffee shop, somebody sits a table over from you.

[00:39:56] Tracy Hayes: What are some things that you were, that you, that you do to, one, you gotta overcome your own personal fear, right? That fear of them saying yes or no, but really in real estate, how many people you go, Hey, you know, here's my real estate card. Oh, great, I'm, I wanna list my house tomorrow. I mean, how many, that doesn't happen all the time.

[00:40:12] Tracy Hayes: Most people are like, oh, great. Thank you for your card. I'm gonna know if I, well, I guess I should

[00:40:15] Jordan Hooten: clarify that I'm not like, Going on. I'm not like walking up to people that are like, who are you? Right. I just mean like when those conversations happen organically, like don't be afraid. Cuz there was definitely a long point in time where it's like, I hadn't closed a ton of business, I wasn't super confident in, in saying, hey, like you should let me work with you.

[00:40:34] Jordan Hooten: Mm-hmm. You know, like there, there's a period where that's awkward. but the more and more business that you do and the more and more people that you work with, and I think more importantly, the more and more you educate yourself and learn mm-hmm. You just become more and more confident about saying like, Hey, I'm actually prob I believe, I actually believe I'm the best person to represent you.

[00:40:53] Jordan Hooten: Which is sort of another part of the transition that makes it a lot more genuine. Because when you're on your third deal, you can't possibly believe you're the best person to represent that person. Right, right, right. But once you've done, you know, 80, 90 whatever you're like, No, I have literally been through everything.

[00:41:08] Jordan Hooten: There's not a type of property that you could try to buy, there's not a type of financing you could try to do. There's not a multiple offer you could try to do. There's not, there's, there's nothing I haven't done, I

[00:41:18] Tracy Hayes: felt dealt with. Well, I, I wouldn't, I wouldn't necessarily have,

[00:41:21] Jordan Hooten: there's always so you can't overcome, you know, you know, you've done enough where you can, where you're like, Hey, dude, I got you.

[00:41:26] Tracy Hayes: Like no matter what you can overcome, any sort of curve ball now, you know? Yeah. What's behind the curve. Right. because you've done enough transaction, has experience, by observation and even personally, just thinking, you know, you're, you're probably attitude is if I'm talking to somebody, if I somehow a conversation or someone gets in my zone before we leave, they know it.

[00:41:48] Tracy Hayes: I'm in real estate. Is that kind that sounds like the kind of the subliminal attitude that you have.

[00:41:53] Jordan Hooten: I think, I think for a while it was that. Mm-hmm. Now not so much. Cuz now again, like just, I feel like the longer you do it, if you're doing it right, the more organic it becomes. Mm-hmm. Because now it's like almost everywhere that I am, it'll be like someone will introduce me like, this is my boy Jordan and he's in real estate.

[00:42:11] Jordan Hooten: He sold me a property, this guy crushes it. If you ever need anything. Right. It's like a lot, it's a lot more of a soft opening. It's like, hey, what's up?

[00:42:20] Tracy Hayes: Know? Yeah. Yeah. But you, you

[00:42:22] Jordan Hooten: great to get to that. Yeah. Yeah. It's, I mean and that's what I would say to, cuz I know, I can't remember what the stats are, but I know, I know what they were like a couple years ago was like 5% of people who become agents make it.

[00:42:33] Jordan Hooten: Mm-hmm. So I guess one thing I thought about kind of prior to coming on this show is like, I think I'm not the only one, like, everyone like thinks about quitting in like that first year.

[00:42:42] Tracy Hayes: everyone gets punched, slapped in the face, whatever you wanna say. Figuratively and Yeah. Yeah.

[00:42:48] Jordan Hooten: I don't know if everyone has the ability to do what we're talking about.

[00:42:51] Jordan Hooten: I think there's a personality for this job. Mm-hmm.

[00:42:54] Tracy Hayes: but is it personality stick? Personality I think helps. But mindset, would you think? Mindset. Maybe a combination

[00:42:59] Jordan Hooten: of the two. Yeah. But if you stick with it long enough, it does get to that point. Cuz I gets to the point from where you have like no business to the point where you have some business, but you're still having to work really hard for it.

[00:43:09] Jordan Hooten: And then that point where you're, you know, starting to get more confident, but you're still seeming pretty thirsty to everyone around you. Yeah. Right. And then it gets to that point where you're like, Hey man, would love to have your business. If not, no worries. You know, kind of thing. And then once you get to that point where you're getting enough referrals and it just, it's so much more attractive

[00:43:28] Tracy Hayes: to work with.

[00:43:29] Tracy Hayes: How old were you when, when you, when you went full time, how old were you?

[00:43:33] Tracy Hayes: 27. 27. Did you have that period? You, especially the, the friends and family, you were local, but did you experience I. You know, some of that where they're like, let's see if, if Jordan sticks with this. You know, cuz you, I think everyone goes to that experience where there's some family members or friends, they wanna be your first deal, whether you got experience or not.

[00:43:57] Tracy Hayes: They're your friends and they've, they, you're gonna be in real estate. I'm selling my house. Jordan's gonna do it. And I don't care if it's the first deal or not. They don't even think about it. Where other, some kinds friends and family, they, they, they watch for a little while. They support you. Sure. But they're not necessarily, maybe some of 'em gave their, their transactions to someone else for whatever reason.

[00:44:18] Tracy Hayes: We don't know. Well, but as time has gone on and they're like, oh, Jordan's sticking with us. Oh, Jordan's doing pretty good. Maybe Jordan knows what he's doing. I can trust him now to handle my transactions. Have you seen that? 100%

[00:44:30] Jordan Hooten: have seen that. Yeah. Especially a lot of friends' parents. That's where I was seen that the most, you know?

[00:44:34] Jordan Hooten: Yeah. It's like when I first got in, it was no, you know, and then now, I work with a bunch of my friend's parents, you know? Mm-hmm. They've known him forever and we're proud of him. Look at, he's really made some of 'em of himself. We love to work with him and support him, you

[00:44:49] Tracy Hayes: know? did you ever, did you go, you know, we, we talked with this.

[00:44:53] Tracy Hayes: Every, every, every salesperson, I mean, goes through it. I mean, you get to know, but I mean, like, guys, like man, am I really doing the right thing? Should I quit? Because you didn't get that parents' deal in your first year, you know, and it gets frustrating. Like, oh, why'd they use someone else? Why didn't they use me?

[00:45:08] Tracy Hayes: And, you know, what advice would you give a new agent when it comes to working with friends and family after what you've experienced?

[00:45:14] Jordan Hooten: when it comes to working with friends and family. Yeah. Cuz

[00:45:17] Tracy Hayes: we, yeah. The people who we, we think, you know, we trust, but they're not ready to trust you yet. Well, don't get upset. I

[00:45:24] Jordan Hooten: don't think you should get upset at all. Because, you know what? I also like to tell, Some, somebody that's like, Hey, you know, I am looking to buy a $600,000 house, and my girlfriend's sister just got her license.

[00:45:39] Jordan Hooten: I mean, I say to them, well, buy her a nice bottle of champagne or take her to dinner. But this is one of the most expensive decisions you're ever gonna make in your life. You won't, even if she just became a barber, you wouldn't let her cut your hair. So why? Why would you let her handle a $600,000 transaction for you?

[00:45:53] Jordan Hooten: Right. So because I preached that, it really wouldn't make sense for me to also say, oh yeah, you deserve all your close friends and family's business. Right. So I guess if I was gonna give a new agent advice on that, I would say, you need to be understanding about that and don't jeopardize the opportunity to work with that person in the future.

[00:46:09] Jordan Hooten: Right. Because I've also ran into situations where people chose to not work with me after we'd had a conversation about working together, handled it cool and got that person's business randomly like two years later. Right. You know? Right. Just because handle like maybe. I mean, just even a particular situation.

[00:46:25] Jordan Hooten: I won't say like any names or anything. Mm-hmm. Showed some people some property and they still ended up doing like a million dollar deal with somebody else. I just said, you know, congratulations, I'm super happy for you guys, glad you found it, whatever. And since that, about a year and a half later, I ended up selling their place in Sawgrass and Amm still and Am now there.

[00:46:48] Jordan Hooten: Right. They're undisputed.

[00:46:49] Tracy Hayes: You did not drop 'em off your, you didn't cut 'em outta your crm. I didn't screw you guys for what you did. Yeah, yeah. You still stayed in touch with 'em and paid, that's great advice. That's, that's, that's great advice. I mean, obviously I think any, anyone who's been in the business a long time is learned that one way, shape, or form or another.

[00:47:06] Tracy Hayes: because like you said, you know, we know 80% of the people who are getting licenses today in 24 months are not in the business. You know, they don't renew. And the fact is that, yeah, maybe they did go with the, the, their friend's daughter who just got their license for that $600,000 transaction, but it's likely she's not gonna be around for the second transaction.

[00:47:27] Tracy Hayes: Right. Or, or investment property or whatever they may be doing. since we're on new agents. Okay. I mean, what if, if, if,they called you in the office today and said, Hey Jordan, here's no, I don't know. Does Compass really hire? They don't necessarily, unless they come in on a team, they don't really recruit.

[00:47:46] Tracy Hayes: Think there's a,

[00:47:47] Jordan Hooten: I think there's some sort of volume floor that they don't.

[00:47:50] Tracy Hayes: I, well, I know some teams over there had that have like real green agents, but because I think this, cuz they're on the team, that's why they're. There. It's the impression I was given. I don't, I don't know. You know, more than the, you're in the office.

[00:48:02] Tracy Hayes: That's correct. Yeah. Yeah. do you have any desire to, to expand that way? Or you just like being solo, doing your own thing to a team? Yeah. Would the bring on,

[00:48:12] Jordan Hooten: I think I may have my own brokerage one day. that, that's an aspiration. Mm-hmm. Just to have my own brokerage and, but I, I don't see it, I don't see myself ever wanting to do like a DJ and Lindsay

[00:48:24] Tracy Hayes: style brokerage.

[00:48:26] Tracy Hayes: Oh, yeah. That, that's a, that's a machine. yeah. I don't You gotta have some core people around you for that.

[00:48:32] yeah.

[00:48:32] Jordan Hooten: Or just anything. I don't, I don't, I don't, I don't think I want to educate someone, like from the very beginning. Like, I think if I own my own brokerage mm-hmm. I would want it to be like, I've established myself for long enough and made enough friends in the real estate industry that I come over and I say, Hey, maybe let me open.

[00:48:50] Jordan Hooten: A boutique brokerage that's got, you know, all right. 20,

[00:48:53] Tracy Hayes: 30 years. I'm gonna phrase this question, this, this way then. All right.

[00:48:56] Jordan Hooten: That, that do high volume,

[00:48:57] Tracy Hayes: let's say that day is today, or maybe Nefa called you and said, Hey, Jordan, we need someone to come in and, and speak. You might have a whole variety of agents in the room.

[00:49:07] Tracy Hayes: Right? or like you said, you, you're starting your brokerage today and you've recruited a half dozen, somewhat producing, maybe not, Jack's real producer level yet, but they're doing something. What are, what would you want the, if you that was today, what is, what is today? The 21st, right?

[00:49:24] Tracy Hayes: 21st of, of June, 2023. What would you be telling those two or three things you'd be telling those agents they need to be doing today and today in today's marketplace that we, that we're working right now? What, two or three things, two or three things they need to be doing as part of their business.

[00:49:41] Tracy Hayes: If I was, whether it's marketing, if this is my brokerage and I was talking to them. Yeah, you, you're got your sales meeting. Okay. What would you want, what are two or three things you'd want every one of your agents doing? you know, based on the current market conditions in June of 23?

[00:49:55] Jordan Hooten: I don't know about based on the current marketing conditions, but the number one thing that I would recommend anyone doing is providing value first, to anyone that even opens the door to potentially working with them.

[00:50:06] Jordan Hooten: Mm-hmm. So that's, that's one thing that I always try to do is provide value first. So if anyone even talks to you about I do, I feel like some people may be withhold. Like upfront until they've got like sort of a commitment from people.

[00:50:20] Jordan Hooten: If someone tells me that they're at all interested in, in doing anything with their property, buying, selling, yeah, I'll take the time and I'll run a bunch of comps for 'em. Tell 'em what I think they could sell their property for. Tell 'em, you know, help 'em out with anything that they want. Sometimes even get 'em a, you know, a settlement sheet from a title company that can show 'em, Hey, if we could sell it at this price here much, here's how much you net after all your closing costs and commissions.

[00:50:40] Jordan Hooten: And literally just, here you go. Like, provide 'em the value, man. Right. Because that'll, you know, even if all those people don't work with you, I mean, it's gonna convert a lot more business. And when you provide value to people upfront, you just gotta believe that karmically like it's going to

[00:50:54] Tracy Hayes: work out for you.

[00:50:55] Tracy Hayes: That, that is, that is, well, that's definitely gonna be a real, in this, in from the show, that we could definitely cut right there. because you're, they've, they're interested, they've, you know, whatever gestured for you before you've gone even really on a, on a, a listing point, or maybe when you come in for the listing appointment, you're, you're, you're pouring out as much value that, that you can, you're not, you're not trying to Well, well, I don't wanna tell 'em that until they sign the line then.

[00:51:21] Tracy Hayes: I know. I, like they have some sort of top secret information another agent doesn't have or something. Mm-hmm. in, in pouring value. Oh, how do you want to, I mean, I think that statement kind of closes that there, I mean, we could dig in on, in your, I think you gave some examples on what adding value, what do you, what do you think is the reason why some agents, cause I think that's common sense to me.

[00:51:44] Tracy Hayes: you know, but we know people aren't right. We know that, you know, there aren't, they're not adding that value. What do they, what do they think they're benefiting? Or is, or just they're just being sort of lazy, could have spent an extra 10, 15 minutes getting this extra information.

[00:51:58] Jordan Hooten: yeah, I think that some people are lazy.

[00:52:00] Jordan Hooten: I think that, one of the reasons I'm not a fan of part-time agents in general is that like, cuz maybe it's a part-time agent mm-hmm. Just for one example would be that they're, part-time agents are in it for commission. I mean, they're, they're in it to make a little money side. Side, right? Yeah. whereas you're looking for a long term relationship.

[00:52:17] Jordan Hooten: Like what I'm doing a deal with somebody I want to do. I'm not looking to make like that 10 grand, like I'm looking to do that, deal with them and then sell that house in seven years. Help 'em buy their new house three years later, help their kids buy a house, help their sister buy a condo when she wants to vacation condo,

[00:52:36] Tracy Hayes: and hopefully you're gonna get four or five referrals over the next number of years.

[00:52:39] Jordan Hooten: That's, yeah, and I actually, totally different subject, but I look at my, my business in a, in a 10 year plan with my Excel book of, contacts. Mm-hmm. so I think, and knowing

[00:52:50] Tracy Hayes: statistically that so many, you know, we know statistically so many people are gonna every so many years. I mean, there's statistics on it that I think, you know, there's something that's out there, you know, there, for every a hundred people, you know, so many of them are going to do some sort of house deal in the next year, right?

[00:53:08] Tracy Hayes: Yeah. So you gotta, you gotta keep putting that mindset of pouring the value. Is that just a mindset that you were doing right away, it just like, this is the way I'm gonna do it, or is this something, again, listening to a podcast, listening to those, you know, the reels and so forth that you picked up and said this, I gotta take on this mindset because I want to be doing this long term.

[00:53:31] Tracy Hayes: I've made some good money, and for me to really do this, I've gotta just, you know, be

[00:53:36] Jordan Hooten: that value add. I mean, you, you, you're right. And while you were talking, I was trying to figure out where I'd heard that first. Mm-hmm. and I can't remember who it was, but I, I learned it, it clicked with you. I learned it in some audiobook or something somewhere.

[00:53:48] Jordan Hooten: Yeah, just sort of the, the, great thing about just feeding yourself that stuff all the time is you don't need to. You know, you don't need to suck every single bit of that information in, but if that's what you're feeding yourself, like you're gonna,

[00:54:01] Tracy Hayes: that came across you, it clicked with you and resonated with you, and then you, you put 'em in.

[00:54:06] Tracy Hayes: Okay. So that was one thing. We're in front of this group of, of your new team, at your new brokerage or whatever, Val, pouring value. All the value you have in, in everyone, cuz it will come back. Maybe you didn't get that deal, but they're probably gonna go, man, that guy was really good. Some people use another agent and then end up referring someone like yourself to their friends and they're mad because they didn't use you.

[00:54:28] Tracy Hayes: They end up having a bad transaction with someone else. Yeah. So I mean that pouring the value in. Great advice. What else should they be doing?

[00:54:34] Jordan Hooten: well I guess the next thing would be like what I talked to you about before. Like always ask for the business. Yeah. Always ask for the business.

[00:54:41] Tracy Hayes: And how, I mean, there's a bunch of little let's a bunch of little things after that, you know?

[00:54:45] Tracy Hayes: Yeah. That's why I'm only asking for two or three.

[00:54:47] Jordan Hooten: don't give someone your card to get their number. I mean, just there's so many

[00:54:51] Tracy Hayes: little things. Yeah. I mean, well, I mean, imagine you phrase it different way, depend on the conversation and the setting the, the context of your, conversation. But even if you're, you're just talking to somebody, you know, where, wherever it be the guy at the, let's, let's talk about you.

[00:55:06] Tracy Hayes: Somehow you start, you, you mentioned the guy at the restaurant. You started talking to him. Mm-hmm. Over whatever, I don't know, maybe there's, you're sitting in the bar and you look up and then there's some, you know, Florida state something on the tv and the guy down, you know, you start, you just, somehow I started a conversation.

[00:55:20] Tracy Hayes: You started talking to him, Uhhuh. How, when you say ask for the business, cuz at that point you don't know this guy's buying or selling a home right now. Mm-hmm. He, he might, or even, not even not even thinking about it, but how, when you say ask for the business because in a way you are asking for his business, it might be three years from now, might be three hours from now.

[00:55:40] Tracy Hayes: We don't know. He might go, you know what, I do need to buy a home. Or, you know what we have been talking about selling. I, yeah. Let's talk about selling. Let's, now I've got a realtor in front of me. I wanna talk. But how do you, when you say ask for the business, how are you phrasing that to someone like this guy just be who you know he didn't call you for That's

[00:55:58] Jordan Hooten: a tough one, man.

[00:55:59] Jordan Hooten: Yeah. That's such a situational thing. Like it totally depends on if I'm in a bar or a coffee shop or an open house. Right. I guess the easiest one to give you an example of that everyone can relate to would be like at an open house, it's like always ask for that person's business before they leave.

[00:56:13] Jordan Hooten: Mm-hmm. And they may tell you that they're working with someone else, or they may tell you that they're not ready yet. And then that's another place where you want to provide the value. And it's

[00:56:22] Tracy Hayes: just subtle. Hey, you guys are looking, appreciate you coming by my open house. Here's my card. I'd really like to work with you.

[00:56:28] Jordan Hooten: nope. I would like to get their phone number and their email. Okay. Every time. And like, I'll let 'em, like, very rarely does someone tell you no. Mm-hmm. It's the thing, like that's what I've learned is very rarely someone tell you no. And not all those people work with you anyways. But I mean, usually they'll tell you.

[00:56:44] Jordan Hooten: Yes. And this goes back to the providing value thing. Cuz a lot of times when someone says like, Hey, well we're just not really ready yet. That's the point I think that a lot of agents like quit. Mm-hmm. On that. Mm-hmm. On that effort. Mm-hmm. I agree. Okay. So providing the value. Say, hey, well, you know, how is, you know, looking, looking around on Zillow isn't, isn't really that great.

[00:57:03] Jordan Hooten: Let me set you up on an MLS search that you know, Feed you your exact criteria. Like where, when you guys wanna buy where you want to, where do you wanna look? Right. You know, and oh, you wanna look at Kernan and Beach Boulevard and Hodges, I, and what's your, what do you think your price rating's gonna be?

[00:57:19] Jordan Hooten: How many, how many bedrooms do you need? Right? And then you say, Hey, well hey, I can set you up with your exact search criteria and it takes me all of 10 minutes and it'll feed you updates as those properties come on the market. That way when you guys are ready, right, you'll, you'll be all set. I mean, does that sound cool?

[00:57:37] Jordan Hooten: Yeah. And then they'll call you when they are. I mean, so, because if you don't, oh, you guys aren't really ready yet. Alright, well thanks for coming out. Have a good day. And then in two years they'll work with someone else. Like, you want as many people in that contact database as possible, man. And then maybe they're not looking at your emails and I've seen like six months later, so and so's viewed your email and they start viewing it every night.

[00:57:58] Jordan Hooten: Well then now you know it's time to call 'em. Right? Hey, notice you started checking those emails out, how you been? You're looking at houses now,

[00:58:06] Tracy Hayes: you know, like it's, yeah. Yeah. Well, no, I, I totally, I totally agree with you. I think too, would you agree? A lot of agents really are only thir, have a win, have a, a vision of 30 to 60 days.

[00:58:17] Tracy Hayes: They're, they, they're trying to get the transaction now so they can hopefully close in July. And that's where they're not, where they're, where they're not realizing they need to, just, what you're talking about is really building up this pipeline of people. Mm-hmm. who may, they may call you in three weeks and say, Hey, we saw this house.

[00:58:34] Tracy Hayes: Can you show it to us? They may be three years, but because you've now built them up, put 'em in your CRM or whatever, you know, type of thing. And it's feeding him this, this information. Yeah. That, you know, that, that June of 2025, when you're going, oh, what am my closings gonna be like in July of 25? You get this, you get a phone call from a guy you talked to in June of 23.

[00:58:56] Jordan Hooten: Yeah. Well, and it's also a great way to finish over your projections and stack money because you're like, okay. You're starting to look at, like, you know, your bills and you're looking at, the, the volume that you have coming in. And if you're, you know, smart and you like math and well really just, if you're smart and you're trying to plan ahead for your finances and your business, you can look at, you know, about what volume equals what amount of money and how that's gonna pay your bills and where you're gonna be sitting after that.

[00:59:22] Jordan Hooten: Mm-hmm. So, I mean, the way that I do it is, you know, I'm, I'm, I'm good with this current volume for the next three months. And if I'm, if I'm good on like, what I'm making over the next three months on just what I know is there, like for the, for sure things in the pipeline. Yeah. The stings. Well then I'm, I'm great because I know I'll get two or three more randoms in here.

[00:59:43] Jordan Hooten: Right. You know,

[00:59:44] Tracy Hayes: at that point. Cause you've doing that for longer. We'll pop off quick 30 day sale or maybe a quick cash sale you'll add to that. Yeah. Yeah. It always happens. Yeah. you've invested in some real estate yourself. Mm-hmm. we, we talked about it early on. I mean, What have you. because we talked about every, I think every agent needs to, especially if they start doing well, needs to invest in real estate.

[01:00:05] Tracy Hayes: It's like you're doing real estate, why don't you have your own, you know, rental bars, especially right now, rentals are, are well with all these apartments. I think you're gonna go online all at the same time. It might drag that business down, but rentals are good right now. You're getting good rents for them.

[01:00:20] Tracy Hayes: But anyway, to, to understand how that process works. Cause I don't, I think probably 99% of their agents out there do not have their own investment, Airbnb, whatever it may be. They're only got their own personal home and to, but what have you learned doing your own investing that's added to your toolbox when working with clients?

[01:00:40] Tracy Hayes: What is some of, especially for new investors, cuz you know, you get someone who's investing for their first time, they don't know what to expect. Right. They only hear the horror stories from their mother-in-law who says, oh, if something breaks, you're gonna have to go over and clean it up. You know,

[01:00:54] Jordan Hooten: I

[01:00:54] Jordan Hooten: think you start to learn a little bit more about wealth for one thing.

[01:00:57] Jordan Hooten: Mm-hmm. You know, just that. Okay. Well even if it's not, even if it's, you know, I'm paying mostly interested in not principle at first. Like you're, you can look at all your, you can go pull up your statements and just aside from the, the cashflow that you're making on these properties, like, you're like, I am owning more of these properties every single month and it's something that's on auto pay because you're making money off the property.

[01:01:17] Jordan Hooten: Right. And you also know that, hey, like property value goes up over time. So really that's like long-term investment stuff for me. And then I've learned also, yeah. Like, like you were saying before, like a few hard lessons. I've learned a lot more about houses in general and things that go wrong with houses.

[01:01:33] Jordan Hooten: I've made some great new connections on. Who to call when something goes wrong. Like, I mean, even if that's just, now I have a great plumber because my plumbing went down un speeded out at my investment property, and now when my client needs one, I gotcha. You know? Right. Or what, whatever it might be. A hundred percent.

[01:01:48] Jordan Hooten: So I mean, you just learn more about real

[01:01:50] Tracy Hayes: estate and house. No, my, my wife and I are same, that same experience. I mean, we, we have five units, in the Erra condos and the different things have gone on in, in there. And where's that at? In, down within the King and Bear. Okay. Yeah. They do short term rentals in there.

[01:02:05] Tracy Hayes: We, we put my parents in there. Originally I was our or original buy. And then we've, we've, we've got four more units. Well, she, you know, she's, she's in real estate, so now she's got clients. Your wife is, yeah. So she's, so she's, she's getting calls now from. people in there know she's involved setting it up.

[01:02:23] Tracy Hayes: She does, gives great service. You know, our units are, she wants 'em to be impeccable. And cuz she's getting calls

[01:02:31] Jordan Hooten: for

[01:02:31] Tracy Hayes: sales in there or, well, she's getting, she's getting calls not only for, property management, when units wanna sell, she doesn't manage 'em. She will,what do you call, you just, you know, refer renters in there.

[01:02:40] Tracy Hayes: Oh, you guys. But other agents are pulling, going, Hey, hey, do you know any rental? And then she, I should start managing some companies. Yeah. Because eventually, well eventually those, eventually some of those people sell. Mm-hmm. You know, you're getting renters in there. A lot of 'em are going short term. Some people are moving here and they wanna rent there for three or four months while they're looking for a home or their house is being built.

[01:02:58] Tracy Hayes: And now you're creating these relationships. Are you managing the five in there that. You own, we manage the five that we own. Yes. Personally, why don't you guys just start managing, I we're working on convers, I'm convers working that we'll talk offline. We're working on that part. We'll, yeah. because it is getting that busy for her because these other homeowners in there see the quality of what she does and then the quality of people she puts in their units.

[01:03:19] Tracy Hayes: It's more cashflow in there not having to invest. Yeah. She's getting the referral fee. You're claiming ladies are already there. Yeah.

[01:03:25] Jordan Hooten: Yeah, yeah. We'll, like you said, we'll talk off loud. Should be doing that.

[01:03:29] Tracy Hayes: Yeah. So, we talked about southern ground. We talked, we talked a little bit about comp Compass, but know, we talked a little bit of the things about, about real estate, particularly that you've learned and maybe would, you know, if you're revising other, what have you learned about yourself through this, through, through this process of becoming, being out, you know, really cutting the umbilical cord from the, from the salary or the, the rate that you were getting at the, going totally out on your own.

[01:03:53] Tracy Hayes: Now you're opening other business, you gotta invest in properties. What, what have you learned about yourself? I never wanna have a boss again, would be Oh,

[01:03:59] Jordan Hooten: I mean, that, that's number one. Yeah. Just understanding that that's not where it's at. Cuz I mean, for the long, there was even a period of time, you know, I'd say until I was 25, 26, I was like, I actually thought that my goal was to like work for like a big company.

[01:04:14] Jordan Hooten: Like that would be like the coolest thing in the world to like work, have a six figure salary

[01:04:18] Tracy Hayes: with benefits for Right. Manage all these people. Be in charge. A big company big.

[01:04:21] Jordan Hooten: Oh yeah, I'll have a great Christmas bonus. That'll be amazing. Yeah. You know, I'm just like, yeah. Oh my God, that's like terrible.

[01:04:27] Jordan Hooten: Just that whole, that whole concept is terrible. So that's the biggest thing I learned is that, yeah, I just want to be in business for myself. Even if our business is a small business, it's like, You used to think back on that and be like, oh man, the guy with the billboards in town. Like, that's so goofy.

[01:04:42] Jordan Hooten: Like, I think you think that when you're younger and then like when you get older, you're like, that dude with the billboards in town, like, has a yacht. You know, like it's not small, right. It's great business. You know what I mean? So, yeah.

[01:04:54] Tracy Hayes: I dunno if that was a good answer. No, no, that's a beautiful answer actually.

[01:04:58] Tracy Hayes: I mean, the, you know, a lot of people get into real estate. We joke, especially with a lot of the brokers who, you know, like are growing their high, you know, trying to recruit whatever, and they get these people in there, agents who want people who want to be agents. And,they're like, oh, I want, you know, the, the freedom.

[01:05:12] Tracy Hayes: And obviously, you know, we laugh at that. You know what, you know, you're at the whim of your customer. Your customer's ready to buy a house, you gotta focus on that, you know? Mm-hmm. But, you know, the, the freedom that we don't incorporate America, Of going and like saying, Hey, I'd, I'd like to take, the day before Christmas and the day after Christmas off and get permission to do that.

[01:05:32] Tracy Hayes: Please. Yeah. You know, that's the freedom that you get away from. That's the freedom you get. I mean, I don't ever, that's freedom you

[01:05:39] Jordan Hooten: get, I don't ever get the day before or the day after Christmas off. Well, it feels like, but, but you're right. I mean, so much of it can be done. I think that the beautiful part about it is so much, I mean, now it's a little less advantageous, I guess, because everyone used to have to go into an office and now people are working from home.

[01:05:56] Jordan Hooten: Mm-hmm. But like, my answer before would've definitely been, I mean, like, do you know how much of my work is done beside a pool with a Corona? Yeah. A lot of it. Yeah. You know, I'll be with my

[01:06:06] Tracy Hayes: kids. You can set up anywhere. You can flip the laptop up, really. I mean, yeah. It is really, you can

[01:06:10] Jordan Hooten: do most things on your phone unless you literally have to write a contractor or send something.

[01:06:14] Jordan Hooten: I even use DocuSign on my phone. I something, I mean a contract. Cause I wanna read, I wanna read that through. But if I just need like a. Quick form or something signed. Like I'll, I'll send that out

[01:06:23] Tracy Hayes: to my wife is good at doing the DocuSign on the phone. Don't how she does it. DocuSign? Yeah. Yeah. A hundred percent.

[01:06:29] Tracy Hayes: there's the pressure that yeah. you don't get outta bed next week. You, you know, you're not gonna get, you're not, you're not gonna get paid. Yeah. You know, there, there's that pressure. But where along in that time, well, you'll probably

[01:06:43] Jordan Hooten: get fired if you, if you do that. Yeah.

[01:06:46] Tracy Hayes: Corporate America. Yeah. Yeah.

[01:06:48] Tracy Hayes: You call in sick of the second week, they're like, Hey, do you still wanna work here? You know? and dealing, and then like you said, managing people. Oh my God. Bringing in between HR and all these compliance things that you have to do. What a headache, you know? Yeah. Yeah. They get paid a lot, but man, some of these guys are under tremendous stress depending on what businesses they're in, when they're, they're managing hundreds of, you know, technically you owe hundreds of people under them.

[01:07:11] Tracy Hayes: They got managers, you know, type of thing. That's, it's not small talking with people that you don't like every day. Yeah. That's what it's, that could be that too. Yeah. in talking to, just agents that may be listening right now, you've experienced several brokers in your career. Okay. you are more of a, trailblazer, like you mentioned. You, you could, you know, yeah. You go to broker, Your brokers added extra value you didn't even expect, you know, talking about Sean from that standpoint.

[01:07:40] Tracy Hayes: But when, if someone's out there today, they're, they don't, they're not, you know, you're, you're, you're unique. You're, you're that less than 1% guy that, that probably, if everything else collapsed around you, you're gonna find a way to survive. Right. But there's a lot of agents who are dependent on whether it's the team or knowing they got a solid broker behind them to, you know, whether it's help them structure their day, you know, really handhold them through a lot of different, they, they need a broker.

[01:08:09] Tracy Hayes: Mm-hmm. What do you think are some of the most important things that, in, in that environment, in, in your experience and seeing other agents that a broker needs to deliver to their, their teams or their organizations?

[01:08:23] Tracy Hayes: I know it's, it's a difficult question for you because you don't think that way. I'm thinking that cuz a lot of, lot of these people I think choose a wrong broker And just like in life you choose the wrong job, you find out you don't like it, right? You go work for the, you go work for broker A and you find out you don't like it.

[01:08:37] Tracy Hayes: You may quit real estate, but cuz you don't realize B, C, D, E, F and G do their business completely different. Right? Yeah. So what does a broker need to, yeah. What do you think is the most important thing a broker needs to add to their organization?

[01:08:49] Jordan Hooten: I think it really depends on what sort of organization you're running.

[01:08:52] Jordan Hooten: You know, we've kind of talked about that a little bit. Mm-hmm. Like if I opened my own brokerage at some point down the line, I would wanna work with a bunch of experienced agents. And if that were the case, you would want to do mostly educational stuff. And, networking type stuff and just kinda hone in on people's pipelines, see how they're organizing things.

[01:09:11] Jordan Hooten: We kind of talked about some of the ways that I organize things. Mm-hmm. I think it would just be little tweaks and tips and then obviously if you're working for the kind of brokerage where you're trying to just bring on everyone that passes the real estate license, I mean, you have to have a totally different structure there, so.

[01:09:24] Jordan Hooten: Right.

[01:09:25] Tracy Hayes: that's a tough question. Yeah, it is a tough question. I knew that was gonna be a tough question for you. That's why I was trying to add a little bit to the Oh, that out of you. I'm gonna,

[01:09:32] Jordan Hooten: I'm gonna, I think I got a little bit of a d d mid question

[01:09:34] Tracy Hayes: there out. Well, you, if I, my in, in an hour and 15 minutes that we've been talking, my evaluation, you're kind of the, you're the real smart kid in the class.

[01:09:44] Tracy Hayes: in the, in the class of, you know, I don't know if you were the smart kid in class, in school or not, but you're a smart kid in you, you know, you're doing well in real estate and some of the things you've picked up and you, you, you haven't deeply thought about it cuz just for no reason. You just, there's no reason you had to, why the others are not picking, not doing what you're doing, right?

[01:10:05] Tracy Hayes: So me as the podcast of the Real Estate Excellence, I'm, I'm trying to bring everybody up, right? I'm wondering why, why doesn't this person see what this person's doing that's killing it over there? Why is they not calling them and, you know, asking 'em for advice or, you know, having a coffee date because this person up here, I find on most of my guests, they're like, they want people to call them.

[01:10:24] Tracy Hayes: And they will sit down and have coffee with them and say, Hey, this is, you know, this is what I would be doing right now. That's why I asked that question. What would these, what

[01:10:31] Jordan Hooten: would you recommend that, oh, I mean, well, if, if anybody reached out to me, well, number one, you called me the smart kid in class. I did not tell anyone that I, I did not say that.

[01:10:41] Jordan Hooten: But if anyone ever reaches out to me, I mean, going back to the provide value thing, being the best thing that you can do for clients too, and, and just karmically, like, if everyone, if anyone ever reached out to me and was like, Hey, like, I'd like to have lunch with you and talk about some of the things that you're doing to help be successful.

[01:10:57] Jordan Hooten: Oh my God, I would totally meet with them. Yeah. Yeah. I'd be happy to because, and it's happened a couple times. It

[01:11:02] Tracy Hayes: doesn't happen. Well, even like you're saying, adding value, if somebody's said, okay, well what is that? Well, you, you mean if you sat down, if May or you may already have, you probably have a, you know, a, a list again, might be in your mind, but they would write it down of what would be adding value When you're going to a listing appointment, someone goes say, Hey, I'm interested in listing my house.

[01:11:21] Tracy Hayes: How can I pour value in it? Well, you know, here's 10 things that I would have information on. Sure. You know, they may only have three or four of those things there. Their mind's not, they have not enough experience or whatever to realize there's six or seven other things that you do that pours that value into him, for example.

[01:11:38] Tracy Hayes: I think it more, it, it's come naturally by your instinctive entrepreneur or ship is what I'm, what I'm getting from. So you're getting Yeah. Okay. Because I think, I think there's some people who are, you know, Michael Jordan, greatest basketball player ever. Doesn't mean he, he would be a great coach.

[01:11:56] Tracy Hayes: Yeah. There are, there are you, it takes another, you have to put yourself, like put them in your, get in their shoes and then, you know, cause you talked to you, I'm sure you watched the Chicago Bulls, or the, what were they call it? The last dance? Yeah. Yeah. And how, you know, well, everyone know Michael Jordan just is, is super competitive.

[01:12:14] Tracy Hayes: Yeah. And the other players had to realize they had to, they had to raise their level. Yeah. Or they're likely off the team because he could tell, Hey, I don't want that guy anymore. He doesn't want, he's a freaking lazy ass. Get him off my team. And they would probably cut him, you know? Yeah. yeah. And I, and I

[01:12:28] Jordan Hooten: don't think I'd ever, I don't, if I, you know, did my own brokerage or something one day, I, I don't think I'd ever be at like that.

[01:12:35] Jordan Hooten: Mm-hmm. But, but at the same time, I don't think I would wanna do one where I'm like, I'm not like the pick up your spirits cheerleader. Yeah.

[01:12:42] Tracy Hayes: Never. Yeah. You gotta you gotta be, self motivated. I think what makes the, the great teams great here in the area that I've noticed. Like I always refer to Christina cuz I think she has one.

[01:12:53] Tracy Hayes: You have watched her totally evolve from zero to hero as a team leader. Christina Welch with the Keller Williams is, is finding those like-minded people around you. So finding other people that, that think and are motivated. Like you are the people that are hungry, that are Yeah. I, I need

[01:13:08] Jordan Hooten: them to ask me questions.

[01:13:10] Jordan Hooten: I need you to be asking me how, how you can help and how you can provide value. Yeah. So you can

[01:13:15] Tracy Hayes: get better. Do you surround yourself with four or five of those people? Then you can grow to 20, 30 people very quickly. Cuz the, you, the, that core group is all aligned, like we talked about in your restaurants, supplying that same service, whether it's the guy in the back doing the dishes or the hostess out front.

[01:13:31] Tracy Hayes: Everybody in between. It's provide, has that same mindset of what level of service they're supposed to be providing. Sure. Right. anything you want to add? Anything that we did not talk about that, is important to know about Jordan? it, man. All right. I'm gonna, I'm gonna finish up with this, for this reel for, for you right here.

[01:13:48] Tracy Hayes: Why are you the best agent to work with in northeast Florida? Oh my gosh. Really? Yeah. I'm just gonna ask that question. It's a great interview question. This is your chance, the chance to shine, but summarize a lot of things that we, we got up and I, and I'm, hopefully Yeah. We can cut this out as a real, and, you know, you're, you know, somebody sees it and, and connects with you.

[01:14:09]  

[01:14:09] Jordan Hooten: I think from a buyer's end, I'm, I'm really, especially just from still being young, I've still worked with a lot of first time home buyers. So if you're first, if it's your very first time, I've dealt with all the questions, I've dealt with all the mishaps on, on, and I've, I know everything that they're going to ask me.

[01:14:25] Jordan Hooten: Mm-hmm. Nothing's too silly. so, you know, I've, I've dealt with all that with the first time home buyers. I've dealt with multiple offer situations. I've broken records in neighborhoods for, you know, highest price per square foot sale, highest purchase price for sales in, in neighborhoods. Mm-hmm. So, I mean, and I, I work hard, provide great service.

[01:14:48] Jordan Hooten: I'm always available. I don't know, I guess that's all. Well, no, I don't have like a

[01:14:51] Tracy Hayes: great answer for you. What, well, you, you thought one of your assets was, maybe I'm not, but I think I'm one of those. You got your sellers, you got your sellers a top price in a neighborhood. More than one. I've done that one.

[01:15:02] Tracy Hayes: What do you think, what do you think helped you do that?

[01:15:04] Jordan Hooten: Well, I think in both of them, the sellers actually did an excellent job renovating those properties. Mm-hmm. and then I did, I did some things that drove the price up. yeah. In those multiple offer situations,

[01:15:16] Tracy Hayes: I think Well, holding your ground, I would imagine, cuz the other agents are coming in saying, Hey, nothing else is sold in there for that.

[01:15:22] Tracy Hayes: Right. You know, what do you, what do you,

[01:15:24] Jordan Hooten: that's really so hard to like, like to, to provide, articulate an answer. I mean, yeah. That's, that's, that's me on the phone, man. Yeah. I can't really tell you, but I'm pretty good on the phone. Mm-hmm. I guess, and that's hard to explain to even what that means, right?

[01:15:39] Jordan Hooten: Like, it's like, yeah. Whatever I say it's, I just figure out what to say on

[01:15:43] Tracy Hayes: these conversations. Well, well that, that's, almost, like I was getting back before, there's some things that you, you do that is a culmination of all your experience, your life or business, whatever. It's your culmination and then it's coming out and it's coming out naturally for you.

[01:16:01] Tracy Hayes: You're not actually going, oh yeah, I remember that deal. This is what I did. Okay, here's my answer. You're, you're actually able to come off, you know, right off the cuff basically with a logical answer, whatever you lack of better terms describing it and come off and have that negotiation. Cuz there's a lot of agents, and again, you know, you know, obviously standing beside my wife a lot of times when she takes a phone call and I'm, I'm, I'm, I love the psychology of that conversations.

[01:16:33] Tracy Hayes: Mm-hmm. That go on. I mean, she had one the other day, and I won't mention the amount cuz it might disclose that person if that person's listing, who it was. But it was like, oh, okay, we'll come down this much. And it was like, that's like, you know, here's a, here's a penny. You know, it's like that is not, that's just gonna create angst on the other side.

[01:16:54] Tracy Hayes: Right? Yeah. You, they made an offer. And then you counter with dropping it a couple pennies, like, do you wanna sell the house or not? Because they're gonna be, someone's gonna be insulted one way or another, or could yeah be, but then it's the agent who has to like the conduits, right? The two agents now have to get together before they pass it to the other person.

[01:17:14] Tracy Hayes: But knowing that you may. Tick this other person off, you're, you're, you're, you're having to take this and filter it and then actually then pass it on to here. So you hopefully have a positive interaction with your client to be able to go back. Right. Yeah. And it's definitely

[01:17:27] Jordan Hooten: like this rock, paper, scissors, psychological chest thing too.

[01:17:31] Jordan Hooten: Mm-hmm. Especially when you're working with a buyer and they're like, Hey, well we wanna start here. And I'm like, look, if you start there, they might get pissed off and they can respond. Only bring it down like very, very little. Yeah. But if you start here, like I, and, and I always do tell buyers that you get the biggest indicator as to how much you can potentially get off the price and how much wiggle room there is based on the first counter.

[01:17:51] Jordan Hooten: Yeah. If you don't low ball too much. Right, right. Like, if a, if a house is listed at 700. And you low ball six 20, they might tell you of 6 98. Right? Or, or, or maybe you come in at six 70 and they really do only go down to 6 98 and you're like, there's not a lot of room here. Mm-hmm. But maybe you come in at six 80 or 6 75, let's say.

[01:18:11] Jordan Hooten: Right? And they immediately drop a six 90 and then you've got a pretty good indicator like, okay, they're probably gonna meet us in the middle of 6 75 and six 90. Done. Yeah. But you get your best indicator right there off, off that first one a

[01:18:25] Tracy Hayes: hundred percent. But that, and I guess

[01:18:26] Jordan Hooten: another, just one more thing I was thinking that I wanted to say about what you said before.

[01:18:30] Jordan Hooten: And I'm sure there's someone listening to this that's like, that guy's a jerk. What's he talking about? But, but I think one of the biggest lessons that I've learned, yes. Senator, is to, did I get back in? You're good. Okay, cool. is to like, like develop a connection with the other agent on the other side, cuz so many times you see it become like this adversarial situation.

[01:18:52] Jordan Hooten: And it's like they're sitting there like, let's say the agent on the other side's, like, there's no way my client would come down that far. And it's just like, like sometimes I'll be like, dude, like if you were like working with the buyer, like, wouldn't you be like doing what I'm doing? Mm-hmm. Can we have a conversation here about like, like we're both like trying to like get commission here, right?

[01:19:13] Jordan Hooten: Yeah. And like do what's best for our clients. How can we like, try to make both of 'em happy? And when you try to like kind of, sort of have that line of communication with the other agent, I was like, Hey, how can like my client and your client go to the closing table and be like, Hey, we're pretty, we're pretty

[01:19:26] Tracy Hayes: good with this.

[01:19:26] Tracy Hayes: That, that's great that you, I mean, typically I, you know, we, we talked about some other things. I've just looked at the time, but I mean, a lot of times that is a question that I have in here because the top, top agents understand exactly what you're talking about. If you, if you're a, if that you're, you're that adversarial agent and you're listening to this, you need to take a checkup from the neck up, right?

[01:19:48] Tracy Hayes: You need to, because the goal is, To sell the homes. And if the seller ends up selling it, that's their, they're signing off that and then they come to a piece in their mind that, okay, that's what it's gonna be. There might, yeah, there's a little tuggle back and forth and some of them more than others, right?

[01:20:04] Tracy Hayes: Sometimes you, you, sometimes someone offers the full price cuz it's a great house, great community price, just perfectly, they're gonna offer a full bold price. You don't have to say much. Some people are gonna offer 20, $30,000 less because maybe the comps aren't there, whatever. Mm-hmm. But like you said, having that relationship, every one of the top agents agree a hundred percent.

[01:20:23] Tracy Hayes: And so glad you brought that up. you have to understand the goal is to get the closing your goal. Yeah. You wanna make it the most amount of money. You have a buyer, you have a fish on the hook. You don't just start letting the line out and then throw another one over here and hope that you're gonna get another one.

[01:20:43] Tracy Hayes: You got somebody on the hook, you gotta fight, fight to fight till the fight's over. It's not even just about that. And the fight, fight, meaning a positive fight, meaning a good, you know, you gotta go through the transaction and work it

[01:20:53] Jordan Hooten: all the way through. Well, yeah. Well, yeah. It's not even about just getting the closing, but it's like if you, if you get rid of that adversarial approach with the other person, and sometimes it's easier than others, man, because sometimes the other person like doesn't realize that, or they're just a pain in the butt.

[01:21:07] Jordan Hooten: But if you can get past that, it's like you guys are gonna have to deal with an inspection or repair agreement, an appraisal, maybe something else. Mm-hmm. You never know. so if you can get past that, like, and get to that point where you're like, Hey, like we're trying to figure this out together. Yeah.

[01:21:23] Jordan Hooten: Then there, and the reality is, They're gonna also give you a little bit more information about where their buyer's actually at mentally. For example, if you're working with the seller Yeah. And you've erased that adversarial relationship with the buyer's agent, the buyer's gonna be like, Hey, look, I think they'll, I think they'll, you know, bend a little bit, but you're gonna have to give him a little credit for this.

[01:21:47] Jordan Hooten: I don't know, his wife's sort of freaking out about this, and you're not gonna get those insights if you're being a jerk. That's

[01:21:52] Tracy Hayes: great advice. You know what I mean? That, that, yeah, that's, that's huge. Huge advice. cuz if you've done the business long enough, we've all had that more difficult client.

[01:22:02] Tracy Hayes: And if that other agent on the understands, understands that you have a difficult client, the wife wants to get, you know, credit for the AC or whatever, you know, and you, you just have 'em and they're just, they're just so en entrenched to have that agent on the other side understanding, Hey, I need a little help here.

[01:22:20] Tracy Hayes: But yeah, no, that, that was just that little part there. That's a great little video. just to finish up there, the last two or three minutes there talking about it, cuz that is hugely, hugely important and, will make your life easier as an agent. Cool, man. Yeah. Appreciate you. Yeah, good. Thanks for coming on.

[01:22:34] Tracy Hayes: Keep coming on. All right.

[01:22:36] ​