Episode Transcript
[00:00:00] Speaker A: Foreign.
Hey, everybody. Welcome to Ed and Ken's mini podcast. I'm Ken Jordan. KJ the Closer. And this is Edward.
Ed Fordyce, my man. Super excited for today's show. We got a lot to talk about. You know, it's. It's been an interesting couple of weeks, and we're excited to. To. To share our thoughts and insights and, you know, general lack of knowledge with you guys. So thanks for hanging out with us, as always. And how are you, dude?
[00:00:31] Speaker B: I'm great. And I think the best way to start off right now is if someone is easily.
Someone's feeling extra sensitive today, it's probably not the best episode to be on with us. It's all coming from love. My intent is always love, and I'm constantly working on my delivery of that.
[00:00:49] Speaker A: Ed, there is a difference between being nice and being kind of right. And sometimes being kind is tough, right?
[00:00:58] Speaker B: I'm already confused. But yes, yes.
[00:01:01] Speaker A: You know, it's like, nice is like, if I have spinach in my teeth, you be nice and don't tell me. So you don't embarrass me or be kind, tell me, embarrass me, but at least I don't walk around the rest of the day with spinach in my teeth. Right?
[00:01:13] Speaker B: Yeah, it's sort of the same as, like, when you find out somebody from Philadelphia puts mayonnaise on a hoagie.
You don't.
[00:01:20] Speaker A: You don't.
[00:01:21] Speaker B: You don't broadcast that to the world. Like, you could just be like, hey,
[00:01:25] Speaker A: so you're telling me you're being kind by telling me not to put.
[00:01:31] Speaker B: No, I just. I wouldn't embarrass you in front of the whole world and just be like, oh, Ken Jordan puts mayonnaise on his Italian hoagie, and he's from Philadelphia. I would never do that. Dude, that's like. That's. That's mean.
[00:01:42] Speaker A: That's just, you know, mean. I appreciate that about you.
[00:01:45] Speaker B: Yeah. I would never do that, dude. It's not like I would say it on a podcast or anything.
Just like, you would never be like, hey, Ed's topic today, he's not prepared for. That's why he's googling it right now. You would never broadcast.
[00:01:57] Speaker A: I would never have. I would never say that ever. I would never tell people that we do our show prep 30 seconds before the show. I would never tell anybody that.
[00:02:07] Speaker B: I know you would.
That's horrible.
It's hard.
[00:02:12] Speaker A: Let's get into it. I gotta tell you, last night, I went to the Bruno Mars concert at Great. At the Lincoln Financial Field with my family, my brother's family. It was awesome. It was awesome.
And as I'm sitting there here, this is what I think a lot of lenders, a lot of real estate agents forget, okay? I sound like Chachi Be. This is what no one's talking about, right?
We are creating, we are curating an experience for our customers.
And even when I was in the food business, restaurants curate experience directors for a movie. They are creating and curating an experience for the people watching that movie. And as I can't turn that off in my brain when I'm at a concert, yes, I love the music, but I'm watching for, what are they doing? What are the things they're doing? What are the fine, like, details that elevate the experience?
And that, because that's where my brain's always at, and I gotta tell you, was unbelievable. Everything down to like, I was sitting here thinking, like, at one point there were fireworks going off. Right? Now, I've been to a lot of concerts, not all of them are outside, so you can't always have, like, legit fireworks at a concert. But this guy did. And I'm wondering, like, do you think they were sitting around a room and someone's like, how can we make this even better? And someone goes, fireworks. And someone else went, now that's too much work.
No, that's not how that world operates. That world is, how can we make this even better?
And then they brainstorm it, and then they execute it. And you know what? They make it even better.
And as, as, as, as a, as a loan officer who's curating and creating an experience for my buyers, I am constantly, how can I make this just a little bit better? Some people accuse me of shiny object syndrome, right? Or like, you know, constantly tinkering. And, and, and, you know, if it's broke, don't fix it. It's just, it's, it, it's definitely who I am. And, and I, I, I could not stop thinking about it last night. Like, it was just, it was unbelievable. The detail. The, the, the, the, the fact that they, they, they took every opportunity to make it just a little bit better.
And, and I, that's why that guy makes the money he makes. That's why he puts on the show. That's why millions of people pay money to go see him. And if you're a lender, if you're a realtor, it's why people will continue to use you, come back to you, because they, the experience matters, not just the Service, right, Everything. Oh, I sell service. Right. Like, what makes you different? Oh, our service.
No, man, it's the experience. So that was my takeaway from the Bruno Mars concert last night. It was. It was phenomenal.
You Bruno fan, Ed, he's by far
[00:05:18] Speaker B: the most underrated musician and performer maybe ever. And what you said there was the experience.
I was just talking to. I forget who it was yesterday about this. One of my coaching clients.
So my question to you would be, what were the emotions that you went through through that performance last night? Yes, it was a great experience. And by the way, anybody that wants to list more homes, the opening question is if I'm sitting down with you and your wife.
[00:05:50] Speaker A: Ken.
[00:05:50] Speaker B: I would say, ken, tell me what's most important to you and your experience of me listing and selling your home, but go ahead. That's just a free script there.
[00:06:01] Speaker A: I like.
[00:06:02] Speaker B: What were the emotions that you felt last night?
[00:06:06] Speaker A: So you know, when you're at a concert, the first.
It's so grand. You walk in the stage, the lights. So the first emotion, the first thing that I was experiencing was was awe.
Just wow. You know, the amount of time and energy and effort that goes into putting that stage together. Just putting the stage together. You know, I can't. I, you know, I respect.
[00:06:33] Speaker B: All right, I'm gonna. I love this conversation where it's going right now, because I'm going to keep you out of your left brain and keep you in your right brain.
[00:06:39] Speaker A: All right, what else.
[00:06:41] Speaker B: What other. What other emotion did you feel? All when you walked in? What else?
[00:06:44] Speaker A: I felt all when I walked in. I felt. I felt a lot of gratitude because, you know, it was.
[00:06:51] Speaker B: Don't worry about why. What else did you feel?
[00:06:53] Speaker A: All right, so I felt gratitude. I felt joy.
[00:06:58] Speaker B: Who were you. Who were you thinking of when you felt these?
[00:07:03] Speaker A: I felt gratitude. I was thinking about my family, cuz we were all there together. I felt joy. I was thinking about myself, I guess I think, you know, just like, this is so awesome excitement just being there. The energy that was. That was around me, excited for my nieces and nephews who were at their first concert. I was like, I was experiencing a little bit through their eyes because it was their first. So I was constantly looking back and looking at them and seeing how they're, you know, experiencing the concert themselves. And I was happy that I got to be there for it. You know, I think that if I had to say it would be excitement and joy were the overarching emotions that I felt last night.
[00:07:45] Speaker B: All right, so what.
What would the 8 year old Ken Jordan have to say to the Ken Jordan that was sitting in the audience last night?
[00:07:54] Speaker A: What would the 8 year old Ken
[00:07:55] Speaker B: Jordan picture yourself at 8 years old? What did you, what did you look like? What clothes were you wearing? How did you feel about yourself, the world?
[00:08:04] Speaker A: As if I was with my 8 year old self.
[00:08:07] Speaker B: As if you're an 8 year old looking down at the 40 whatever year old Ken Jordan, what would that 8 year old say?
[00:08:19] Speaker A: I can't wait to grow up and continue to have fun.
If my 8 year old self is saying, I'm still having fun, this is awesome. I'm glad to see it. I can't wait to experience it.
[00:08:35] Speaker B: Very cool.
The, the beauty in all of that and the emotion and it's their job is to make sure that the dopamine, serotonin and oxytocin keep flowing.
[00:08:49] Speaker A: They were pumping.
[00:08:50] Speaker B: And what you do in your mortgage business and you're right, and so many people get away from it is they do not create an experience.
And that's a big missing part. Taking that minute and going, hey, how are you feeling right now at this phase of the transaction?
Are you, do you like, yesterday there was a situation going on. Call your client, just say, hey, we're just going to take a time out. Tell me what's going on in your brain, how are you feeling?
And then just shut up.
And they're going to go, well, I'm frustrated. I didn't think this, I didn't think that I need to think that.
I didn't expect this. Great. How, like, and then go from there.
I said, no matter how the transaction goes, you just, you just gained a fan for life.
[00:09:42] Speaker A: How are you? Good.
Some people are afraid to ask that question, especially when they know the answer's not, oh, I'm awesome. Right? Like you say, how are you feeling? And you know you're going to get an answer like, well, I'm feeling a little bit pissed. Like I didn't know these taxes were going to be what they are. You know what I mean? Like, like what, Whatever. The, the, the, the what you expected versus what you got.
[00:10:03] Speaker B: Yeah. And that question might be instead of what, how are you feeling? What are you thinking right now? Because I know I did not see this coming.
The UNO inspection literally just came into play last week.
There was no one that knew that Newtown Township had this. They didn't have it in August.
They have it now in September. No, it wasn't announced. It's not on any board. No one would have ever Known this. I understand your frustration. I feel like I failed you, even though I didn't. How do you want to proceed from here?
How can I help you?
[00:10:42] Speaker A: Yeah, run straight into the store.
You feel. I feel like I failed you.
That takes a lot of guts to say.
[00:10:51] Speaker B: Yeah, yeah.
[00:10:54] Speaker A: Interesting. Yeah, we have. It happens all the time. I mean, things you don't expect. I mean, again, going back to the concert, right? Like, the night before, there was a thunderstorm. People they shelter in place because of lightning. Like, concerts started two hours late. Like, there's. There's things that are going to happen, right? But I talked to someone that was there, and he says was one of the best concepts in the life. So, like, when challenges pop up, if you. If you are doing what you say and making those emotional connections and because that. How are you feeling? Is a serotonin thing, right? Like, that's. That's what you're going for there, right? You're trying to make sure that they feel secure and heard and you know that you're there for, like, that serotonin piece is. Is something that they're gonna.
[00:11:35] Speaker B: They're gonna remember now with that. I love that, dude. And this is where we get into mastery. Amateurs, professionals.
If you're my loan officer and something goes sideways, this is where knowing the disc, knowing human behavior, knowing personalities comes into play.
Dude, if you call me Ed Fordyce after, say, whatever, an appraisal, whatever letdown, that was not your fault. It's nobody's fault. But if you call me a high D and ask me how I'm feeling, we're pretty much done.
And dude, you know me. I cry when a. I cry when a new Wawa opens. It's not that I don't have emotion.
It's that in those things. Now, if you call me, say, what are you thinking?
I'm going to say, we need a new strategy. What's the strategy?
Let's go.
[00:12:32] Speaker A: Yeah.
[00:12:33] Speaker B: I had someone, God bless her, that years ago, wanted to practice on me. They were getting some kind of coaching certificate, and they're all like, can I do it? Do a role play coaching session with you? I was like, yeah, but it's. It's not. When I do these, it's real play. It's not role play, right? And they're like, good, I need to do it. And it was. And there's nothing wrong with it. I forget what it's called, the forum. The one of those things where you join and then you.
I forget what it was called. But anyway, ask me a question.
And I give the answer. And they'd say, and how does that make you feel?
And then they asked another question. I gave them the answer, and it said.
And they said, how does that make you feel?
This is. Get your beep. Get your beep ready, right?
You can just buzz this whole sentence out. The third time. They said, and how does that make you feel? I said, makes me feel like reaching across this fucking table, grabbing you by the head and bashing your fucking face through the table. Don't ask me how I feel three or four times in a row. You're fired.
And he started crying. I said, I don't mean to hurt your feelings. This. This is where.
This is where this goes wrong.
Like, this is where the gurus stand out. Say, this is what you say.
No, you don't. There's never a business in a box. No, that's coaching in a box.
[00:14:05] Speaker A: That's where mastery comes in. I remember me and my wife getting our photographer for the wedding when we got married. Every. Every other. How's that make you feel, Ken? How's that make you feel? How's that make you feel? And I'm looking at my wife, I'm like, this dude. Like, we got to stop. We got. We can't. But that's so. So scripting can. Can. Can work against you. Right? Like, just. Just because you have the script doesn.
Like, you're right. You have to know the person you're dealing with, and you have to know how to approach it. And. And the disc is one of the most important enneagram if you really want to get into it. But the disc is the most important thing any salesperson could ever learn. Yeah. How do you interact?
[00:14:42] Speaker B: Yeah.
[00:14:42] Speaker A: Because what. What's the goal? Treat people the way you want to be treated was the old golden rule. And then they say the platinum rule is treat people the way they need to be treated. Right. The way they want to be treated.
[00:14:51] Speaker B: You know, I'll throw this 1, 1, 1 golden rule in for relationships to be 5. Method. The last one is build your bonds. Many men. Let's just go old school here. Many men think that if they go home on a Friday night after a long work week and the wife was working or doing her thing or whatever, and they want their wife to feel good. And they go home and they go, hey, honey, let's go out on a date. What are you in the mood for?
What do you want to do?
And their wife says, I can't even think about that right now. And then they go, why are they Being mean to me.
Right?
The last thing, especially if there's kids involved, the last thing we ever want to do is put them in a position where they have to make another decision.
Women's brains, they're not like ours. They're constantly thinking. So if we go home and say, hey, put your favorite red dress on. I made reservations at that, at whatever o', clock, and then we're going to go see a show. The babysitter's taken care of, the plants are watered, the dogs are walked. We're ready to roll. Let's go. They're going to go, oh, my God. I have married the best man ever.
[00:16:11] Speaker A: Blah, blah, blah. Has a really good cheesecake, too.
[00:16:16] Speaker B: I've never heard of that. Okay. Not better than Cafe Bellissimo, brother.
[00:16:20] Speaker A: Whoa, whoa. You're going back there, dropping a real nugget.
[00:16:25] Speaker B: Yeah, I know, I know. I took a couple bets there, and I probably sold some drugs out of that place back in the day. That's the only reason why I know it.
[00:16:33] Speaker A: That was the spot, man. That was the spot. Cafe Bellissimo. It's where I met my wife.
Yeah. Amazing.
[00:16:41] Speaker B: There you go.
[00:16:42] Speaker A: All right, let's get on to some important stuff, man. Let's talk about real stuff.
When we were talking earlier, you had said something about ego and alter ego, and we may have touched on this before, but I want to dig back in. What did you mean by that?
[00:17:01] Speaker B: Creating an alter ego years ago, I learned in 2004. Ish. I first learned about what Tony Robbins teaches as getting in the state.
You go through a couple of physical movements, a couple of sounds, and all of a sudden you're in state. Bam. Me talking about, you just see me change. Bam, I'm here. Bam, I'm there. You know, that's why you've been to some of my trainings. When I have everybody stand up and scream, yes, yes, yes. And everybody smiles real big. Right?
[00:17:30] Speaker A: I also watched you prep one time. You were in the corner. You were. You were like, squat down. You were talking to yourself like you were. You were getting in the seat. I watched it. It was pretty awesome.
[00:17:40] Speaker B: Yeah. So that is one. That's where I sort of learned it. And then through the years, I've heard this idea about the alter ego.
And then I just read a book, the Alter Ego Effect, or I listened to it. I'm sorry. And they first talk about. The best example that most of our audience can relate to is Kobe Bryant. God bless his soul, man. What an incredible treasure to the world.
When he got into his his personal problems and all the stuff and charges and the girls and. Dude, I think he was 20, 21, 22 years old at the time. Like, holy. Could you imagine being one of the best players in the NBA at that time? That just the. There's no. Our brains aren't prepared for that. Anyway. His coach, Tim Grover, Kobe went into a slump.
His performance on the court, as well as just his life and his coach helped him create an alter ego that when he stepped onto the court, he was not Kobe Bryant because Kobe Bryant had charges against him. Kobe Bryant was maybe facing divorce. Kobe Bryant was facing public shame when he stepped on that court. The name that he gave himself was the black mamba.
And it's a spider. I forget the. The. The what that black mamba is, but it's something that's so magnificent, resilient, look it up. Doesn't matter.
That next night, I think he scored like 69 points. The next day, he scored like 82. It's crazy. Bo Jackson did the same thing. Superman, if you think of Clark Kent, Superman was actually Superman. The alter ego was Clark Kent.
[00:19:25] Speaker A: Interesting. Yeah.
[00:19:27] Speaker B: So some people call this woo, woo.
But, you know, you see the Olympic divers doing all those weird things before they do the dive.
They're vi. They're becoming that diver that has the perfect dive.
They're visualizing the whole thing.
That's why they teach before we knock on the door on a listing appointment, literally say out loud if you are the smartest person on the face of the earth that wants to sell their house quickly for the most amount of money, you're going to hire me right now because there's no one better on the planet.
[00:20:03] Speaker A: Bam.
[00:20:05] Speaker B: Alter ego. I do it all the time when. When my son was competing at CrossFit. Like, we're. We're trained to do this. Like, oh, this face.
[00:20:14] Speaker A: Like, oh, it's hard. Ooh, it's hard.
[00:20:17] Speaker B: Right in the middle of him getting his.
His ass kicked pretty bad. With about two minutes left in the. In the competition, I said, hey, hey, look at me. He looked at me. I said, smile.
He smiled, and his speed took off. And it was like a locomotive running past the rest of the competition. He. He was telling his brain, I'm tired, I'm exhausted. I have nothing left.
This is hard right when you smile, it's. It's impossible to smile and be worried or fearful of anything.
Change your physiology, man. I just went off on a. On a tangent there, but that's another form of alter ego.
Alter ego is like, you don't understand that my body can withstand any threat.
I don't care what you say, Mr. And Mrs. Doctor, I'm already cured. It's already done.
Your brain doesn't know the difference between fantasy and reality. And ready? We're going to do something now.
[00:21:34] Speaker A: I'm ready.
[00:21:35] Speaker B: You're a very intelligent person, dude. Seriously, like, one of the smartest. You're fun, you know, we, we, we. By the way, we have to try out some new cheesesteaks places when I come up and you're paying for everything.
[00:21:47] Speaker A: I'm just telling you right now. We got a video.
[00:21:49] Speaker B: If you don't, I'll publicly shame you.
[00:21:51] Speaker A: Yes, no picnics.
[00:21:53] Speaker B: But let's. Let's go right now. You're an intelligent man. You have control of everything in your life for the most part. I mean, I want you to look down on your desk right now, and I want you to see the lemon that's there. The big, big, big, giant, juicy lemon, right? I want you to take a knife. Don't cut yourself.
I want you to cut that lemon in half.
And then I want you to take the rind off the lemon.
[00:22:24] Speaker A: All right?
[00:22:24] Speaker B: Visualize that. Do you see, like, the stuff, like, spritzing out from the lemon?
All right, cool. Now you got the pulp of the lemon, right? Put it in your hand.
Now I want you to do this. Take it. Smash it into your mouth like this.
Push it in.
Let your bite down. Bite down.
Is your mouth watering?
[00:22:49] Speaker A: Yeah, it is.
[00:22:51] Speaker B: Why is it watering?
Do you have a lemon in your mouth? It's a lemon, but you don't have a lemon in your mouth.
[00:22:59] Speaker A: Crazy.
[00:22:59] Speaker B: Pretty wild, isn't it?
[00:23:01] Speaker A: It is.
[00:23:02] Speaker B: So there's an example of your brain doesn't know the difference between fantasy and reality. Jimmy Smith, who lives in Westchester, he was the number one income earner for a network marketing company called Eisenics.
He went bankrupt and was prospecting his attorney, saying, I'm the best network marketer in the world. You need to come work for me. What you do is all linear income.
Come work with me. And the attorney was like, dude, you just went bankrupt.
Two years later, Jimmy Smith was making $25,000 a week. Went to about $50,000 a week the year later.
His alter ego is the best network marketer in the world.
And that's what happened.
The alter we got, we gotta let our brains do the work.
So alter ego is just that.
Mike Tyson, Tiger Woods. Why do you think Tiger woods wore red and black every day you saw him or not? Every day? Every Sunday.
[00:24:07] Speaker A: Sunday Yeah.
[00:24:09] Speaker B: So that's the alter ego.
But it can't be this little playful. Like, I think I can change.
It's like, just step into the booth, put your Superman coat on, cape on, and go, go.
It is so underutilized in our world. Oh, man.
[00:24:29] Speaker A: So let's talk about this.
[00:24:30] Speaker B: The coaches in our industry suck.
They really do. Seriously.
[00:24:35] Speaker A: There's too many of them.
[00:24:37] Speaker B: There's too. And they're not equipped.
And the dangerous part is they say things like this. We coach the whole person.
You don't have the ability.
You don't have the experience. You don't have the knowledge. You don't have the training. You're lying.
You don't have that ability. Stop saying it.
It's okay to say I'm a script coach if you want. And there's nothing wrong with this. Expires for sale by owners. I will help you master that. But don't say you coach the whole person when you don't know. Blood work, psychology, brain chemistry, fitness, wellness, all of this psycho. Like, don't say it. You're lying.
[00:25:19] Speaker A: Stop.
So let's. Let's get practical.
The alter ego for a real estate agent. Let's go there first and maybe we'll talk about lenders too. But like, yeah, when. When Kobe steps on the court, when an agent gets in their car, leaves the house, gets to the office, like, where. Where do you recommend they. They. They. They set their physical or their. Their physical space to. To start to begin to trigger the alter ego in the house. Not when they're getting. Brushing their teeth, right? Or. Or maybe I don't know. You tell me.
[00:25:54] Speaker B: It. It can be different for all people. But this is something that we will get into next time. But I want you to think of this. Motivation, inspiration, activation, right? So if I'm teaching you to be or to go into the alter ego, right?
I'm going to motivate you. I'm going to inspire you. Or you're going to motivate yourself and inspire yourself. And then the activation is, if you're a brand new loan officer, I'm going to say to you right now, I did this with Gene Volpe years ago.
Pick up the phone. Call someone right now. What I say doesn't matter. Activate it. Activate it. Activate it. Hey, mom, it's your son, Ken. Hey, look, I'm looking to set a record in. In real estate and mortgage sales this year. I want you to keep me in mind. By the way, Mom, I know you love me. Thanks for listening. Bam. All right, who's the next person. My brother. I call your brother. All right, next. Activated. Activated, Activated. So when someone is going into their alter ego, first of all, know who your alter ego is. Right. If I'm stepping onto the football field, I did this back in the day, I was. My 40. Time was 4.6. Pretty fast.
But I played against guys that ran four threes.
And I would say, as I step on this field, I'm now a 4.3, 40, 40 yard dash runner. Dude, my hand to God, my legs would move so fast. It was like an outer body experience.
Right? So who is that person? Devin Hester, number 23. It's one of the reasons why I
[00:27:34] Speaker A: had number 23, Devin Hester, private Michigan University.
[00:27:38] Speaker B: There you go.
Yeah. So we can have a bunch of alter egos, depending on what we are, but I would say it has to be a person. Step into that role. Put the helmet on.
[00:27:50] Speaker A: Right.
[00:27:50] Speaker B: I did this with a great agent who was a wrestler.
And before every day, he. Did you ever go to high school or college wrestling matches?
[00:28:02] Speaker A: No.
[00:28:03] Speaker B: Okay, well, when you're a wrestler, there's the guy out there say, if I'm wrestling 175, there's a wrestler out there. He's at 165. First period, I go in the back, I start shooting my. My little moves and this and that, right? And then the end of his match ends, and everybody starts stomping on the. The bleachers, right? And I buckle my. My headset on, man, and I'm like, getting in that zone. And then you sort of jump up and down, and then you run through your team and out on the mat, you shake your opponent's hand. Bam. And you go.
Every morning, he goes through that in his mind before he starts his day.
So with alter egos, with athletes, a lot of times I will say, get back on the field, get back on the mat. Get back on the mound.
Let's go. Get back on the mound. And instantly. That's why I always say, I asked people when I'm coaching them, when was the most. When. When did you feel most successful in your life? When did you feel most inspired, motivated? When did you feel like nothing could stop you?
And I will always remind them, get back on that place, man. Get back on that place where you felt most certain, you felt the most success.
I mean, I'm. I'm. That's where I'm at right now, dude. Like, nothing can stop me today. Nothing can. Nothing can stop you either.
But the practical part cannot be logical. Let's not let's not confuse practical with logical.
It has to be experiential, backed up with logic. Right. So it's like, all right, Ken. And you're like, dude, I can take on that locomotive. I'm going to run straight into it. I'm going to be like, timeout, dude. You are the almighty, powerful Ken Jordan.
I'm going to suggest you don't do that. Let's pick something else.
Yeah.
This is where the saying from Steve Jobs, I think it was.
Here's to the crazy ones.
People that are crazy enough that think that they can change the world are usually the ones that do.
That takes a lot of ridicule.
First they ignore you, then they ridicule you, then they fight you, then you win.
[00:30:27] Speaker A: In that order.
[00:30:29] Speaker B: In that order.
Cloud based brokerage. That's so stupid.
The avatars. Who wants to be an avatar?
That's crazy. They don't hold their own escrow. Don't go there. You can't go there.
All they do is recruit agents.
90,000 agents later.
Yeah, it's amazing.
[00:30:51] Speaker A: That's kind of where KJ the Closer came from.
[00:30:55] Speaker B: Tell me about that.
[00:30:56] Speaker A: Was I, I, you know, I'm, I'm Ken Jordan. I'm Kenny Jordan to the people I grew up with. You know, Ken Jordan professionally Jordan to a lot of my friends, KJ to some other friends have all these different names. And I am all of those people.
But when I decided I was gonna put a name behind Ken Jordan, the mortgage person, I went back to. I don't know if I still had it up. I don't think I do.
When I was at the Yellow Pages, my branch manager there gave me the nickname Kenny the Closer and it stuck there. But then I got in the mortgage business and, you know, obviously went away.
Well, I was thinking back to that timeframe and the persistence because yellow paints business is hard.
You know, it's gone now, but it was hard.
Yeah, you know, going door to door, it was a tough seller. We're talking to busy business owners. They don't care what you have to say at the time. You can't hard, you can never. Very difficult to justify the cost, justify the roi. But you, you had to do it. Well, I mean, what I learned there from a sales perspective, from a persistence perspective, from hard work, what you said, I went back to that. I'm like, you know what? That's, that's the Persona that I want to embody in my mortgage business is that if you write it, I will close it. Like, that's my agents Know, if they write it, I will close it. Like, obviously, they take guidance from me. Like, 480 credit score. Don't write it. You know, but if I tell you they're good, you write it. We will close it, and we will do whatever we have to do to close. Close that transaction. And I put those two things together. So now when I am in my kj, the closer mindset, when I'm at work or in an agent texts me, they're not texting Ken Jordan. Right. Or not. They might think they are, but they're getting an answer from KJ to closer. When someone. When I'm at a concert and someone texts me a question and I'm like, I'm going to answer, it's because they're getting an answer from KJ to closer, the person knows that I will do whatever it takes to get the loan closed. And.
And, yeah, I mean, it's just crazy that you're talking about this right now because that. Those were. Those were my. That was my thought process going into putting that. And, yeah, I felt silly a little bit. Some people are like, dude, that's so stupid. Maybe. I don't know. I. No one's. Thankfully, no one's come up to me in my face and said, that's ridiculous. But maybe they think it. I don't know. But my insecurity was out there. Like, dude, don't. Don't give yourself a stupid nickname. Like, just, you know, you're too professional for that. But the reality is that's what I was looking for. I was looking for that shift, that mindset. Shift the closer mindset, you know? So I was like, I'll do it and see what happens.
[00:33:45] Speaker B: There you go, brother.
Here's. Here's the reality. We all have an alter ego.
[00:33:50] Speaker A: Yeah.
[00:33:51] Speaker B: Most of the time, though, for many people, their alter ego is, you're too dumb, you're too slow, you're too.
You're not good enough. You don't this, you don't that.
That's their alter ego, and they don't even realize it.
[00:34:07] Speaker A: The Four Agreements. Do you remember? It's one of your favorite books. One of my favorite books. The Voices of the Warrior, the Judge, the Victim, and the Child.
Right. And when that judge is talking, doing all the talking there. Yeah, that. That's. That's the alter ego of the loser. But when the warrior's doing the talking, that's another. All three. We have multiple alter egos. Right. When the warrior's doing the talking, it's trying to build up that that alter ego of the, of, of who you are as a resilient winner. Right. So good. Great book. Anyone who hasn't read it, go get it. Read it. It's awesome. All right, got some more time here, so I'm going to shift gears a little bit to, to something you and I were talking about I know you're passionate about and we're seeing it more and more.
Well, all right, before we get to that, let me ask you a question. You, you had mentioned you're googling KPIs. Leadership KPIs. Let's talk a little bit about that because I know that's something you wanted to touch on.
[00:35:06] Speaker B: Yeah. So if you were, if I were to ask anybody, hey, what are your KPIs for your business? They would say, let's, let's just say a real estate agent. They would say like what hours worked, calls, appointments, clothes, like KPIs, P&Ls like all of that. And that's great.
But there's a new type of leadership now. This is leadership, not management.
There's a big difference between leadership and management leadership. The new KPIs are keep people interested, keep people informed.
I will even say keep your tribe interested. Keep your tribe informed. Keep your tribe involved.
Keep your tribe inspired.
KPIs, keep your people, that's it, Interested, inspired, involved, interested.
There's a, there's a four hour talk on that.
And it, and it takes time, it takes love, it takes interest, it takes commitment on leaders part.
Right.
I mean it's, it's leadership gets confused with management all the time.
[00:36:26] Speaker A: Yeah.
[00:36:28] Speaker B: Leadership is everything. And most, most companies do it wrong.
[00:36:34] Speaker A: Most people don't want to be leaders.
They want, they want to be in a position where potentially they're making more money because they're higher up, they want to be promoted, they want to have bigger titles.
But when they, when you really look at what it takes to be a leader, most people don't want to do that because of the time, the energy, the emotional toll sometimes being a leader takes on you because you, you know, you, you care about your people. I venture that most people in leadership don't even want to be a leader.
[00:37:09] Speaker B: You know what, dude? It may, it may not be their fault because it's not their, it's not their gift, it's not their natural thing.
It's not a bad thing to be a manager, but it's a bad thing to be a manager. Trying to act like you're a leader when you don't have that abilities. It may not be in your DNA. I'm never going to win the slam dunk contest, dude. It's not going to happen.
Never going to happen. It's not, it's not in my DNA and that's okay. But the thing with leaders are, it's like anything else, man. It is that 1 millimeter difference of activating people into doing what they actually want to do. It's having the guts to put the knife in and twist it and say, I'm going to twist this until I help you reach a level of awakening or pain. One or the other ones?
One or the other. Or maybe both.
That's what leaders do. They also ask the right questions. They're trained to watch physiology.
Managers just ask questions and they write down the answers. I look for this.
See that?
I look for this. I look for that.
I look for this.
Well, yeah, I like what I do.
Yeah, my marriage is pretty good.
My marriage is fucking smoking. It's like we're on our fucking honeymoon. See the difference?
Most people, most leaders aren't trained in physiology. It's those little things and sometimes you, it can just be an eye twitch, an eye muscle where they look to think.
That's where great coaches, great leaders are really honed in on.
It's everything.
[00:39:03] Speaker A: And you know how much of that is talent? God given talent versus training.
[00:39:10] Speaker B: I would say reps, reps training.
There's no way somebody can go to the John Maxwell coaching certification today, come out and even come close to competing with me. Dude, I've got like 25,000 coaching sessions under my belt. And it's not that I'm that great, it's just that my, my eyes pick up things that are locked into my Rolodex of patterns.
So when somebody says, I like that idea, I'm going to try that. A mediocre coach is going to go, that's great. Let me know how you make out tomorrow.
I'm going to say, great, we're going to try it now. How's that sound? Well, Jason Reed called me this morning, goes, dude, the gist of it was like, why do people get inspired and then don't do anything?
We talked about this a few weeks ago. Real estate agents, they say that like I don't know what it is. 90% of real estate agents didn't do a deal last year. Well, first of all, that number's skewed. It's not that high, but let's say it's 65.
Why did 65% of real estate agents not do a deal last year.
Because they don't, they don't want to. They have no interest. If they had an interest, they would do it.
[00:40:27] Speaker A: The wanting willing gap. If they, they, they, they want to do it, but they're not willing. Some, some people want to do it, they're just not willing to do what it takes to get there. And that gap is where that lives,
[00:40:38] Speaker B: I'll give you an example, has nothing to do with real estate. But just yesterday, yesterday I finished my, my radiation, right? And I'm feeling amazing. I'm working out this morning. They're like, take it easy. I'm like, yeah, okay, I'm, I'm not taking it easy. I'm flooring it. I'm playing smart, though. But I always wanted to get on stage and perform with my kids who are musicians.
Now I'm not trained at all. I have a horrible voice.
[00:41:10] Speaker A: Get out.
[00:41:11] Speaker B: But it's in. Actually, it's okay.
It's in my bucket list. And my friend Jason Reed, who I was talking to, who, if you are Chris Cornell fan, you gotta follow his band. He's a great real estate agent, great friend and incredible, incredible musician. But it means a lot to me to record or perform with Johnny, Helen and Jason, it's like, it's one of those things. It's like, it's gotta happen. It's going to happen.
So I reached out to Johnny.
Activate. Dude, I want to talk to you. Something really important. It's something on my bucket list that I need your help with.
So my goal is, I need these three brilliant musicians to say, all right, like, and, and it's either gonna be a Frank Sinatra song, a Pearl Jam song, or a Irish Smith song, Dream On Black or Fly Me to the Moon.
And I'm gonna say, your job is to get this. What song can I sing that I will sound decent and you can help me with. And we can activate it very quickly.
And it's going to be a fundraiser that we're going to do some personal development stuff for human trafficking for the veterans for something.
And then I'm going to talk about making your dreams come true.
You got to activate it. My dream is to figure out how to do this.
And it's something that's very important to me. It's very important to me. I have to act on it.
[00:42:46] Speaker A: Let me know how I can help, man.
[00:42:48] Speaker B: Yeah, we're going to do it.
[00:42:50] Speaker A: I love that.
[00:42:51] Speaker B: Yeah. All right, KPIs and then the LA.
I'm supposed to be on a coaching call at 10:30.
[00:43:00] Speaker A: All right. Well, listen, we're going to wrap up because we hit a lot of stuff today. It was always, it's always a pleasure, Ed. I, I think you, you definitely came, came on your A game today, and I appreciate that. I can't wait to get this out. And anyone out there that's listening, give us feedback, let us know what you think and, yeah, we will see you next time.
