Angi Bell : Successful Real Estate Industry Coach

Tracy Hayes  1:05  
Hey, welcome back to the show real estate excellence podcast. This is your host. Tracy Hayes, best of the best is what I promised that I will and I will deliver that today. My guest today, Hayes from the bayou where she is, was a successful real estate agent, graduated from Loyola University, Summa Cum Laude. We're digging deep in here. I was fortunate enough to spend a few days with her a couple years ago at a John Maxwell event where, ironically, both of us signed up and that what a great event it was. The local agents here love her trainings. She's a partner in the Keller Williams Realty, Atlantic partners, our guest today, Angie Bell. Angie Bell, consulting, coaching has become a highly sought after by the best in real estate in Northeast Florida. Angie, welcome to the show. 

Angi Bell  1:49  
Thank you, Tracy, it's great to be here. Excellent. 

Tracy Hayes  1:51  
I'm so glad you were able to come by. You know, you and I have interacted. You really got to spend some time together at the John Maxwell event. We'll talk about that. John Maxwell, and I know you know your your favorite people there in the personal development world, but we've gotten to know each other and over the last couple of years. And I know a lot of the agents speak very highly of you, especially anyone at Keller Williams, I say, Angie bill, oh, I got love. You know you're, you're the show piece when it comes into training. I guess they sell out in the office when Angie's in there. But let's, let's dig back a little bit so we learned a little bit about you. Let's go back circa High School. Where are you at? What's going on in your world? What's your vision? Let's start there.

Angi Bell  2:37  
So that's an interesting question, high school that was a really long time ago. I'm from New Orleans originally, and so in high school, all I wanted to do was join the Peace Corps, and that somehow didn't work out for my life plan. So instead, I, you know, started, went to college, got married, had a family, and so I, you know, I was in the corporate world for most of my young adult life, until Hurricane Katrina changed everything. Is that, right? That's, that's

Tracy Hayes  3:07  
an interesting I want to, I don't want to leave there, but I just wanted to step back because I had a question. Because you mentioned College near you, went in the religion and religious studies. What was your thoughts there? What do you what do you

Angi Bell  3:18  
want to do with it? Yeah. So, you know, that was my second attempt at college. So I went to college right after high school. I didn't last very long. I was itching to be an adult. Don't do that kids. But anyway, when I went back to school at 28 I had decided to go into religious education and ministry. I had a real desire to help teenagers. And I thought, if I could get young adults, you know, adolescents, to understand that it's up to us to make the world a better place, that it's, you know, it's not something that's coming from government or beyond. It is up to us to make those changes. That was my draw to the Peace Corps. And so that's, that's really what I was interested in as it turned

Tracy Hayes  4:02  
so from 18 to 18 to 28 there you developed this as you became an adult. At 2018 you know you're talking, you start a need that, you know what? If I was a little better equipped, maturity wise, mentally at 1819, 20, is that that kind of what you

Angi Bell  4:20  
had, yes, yeah, yeah. I mean, it was important for me to, you know, like I said, to become an adult. I really wanted a family, and that sort of came first. But that, that deep desire to be a teacher, which is really all I've ever wanted to do since I was a little kid, right, that was always what I dreamt of. And so when I went back to school at 28 I thought, you know, now, I had had a corporate career, I had my kids, was married, and I thought, now I can really go and make a difference for young people. And so when I when I finished school, I realized I had no desire to actually teach kids of any age. I. I really love working with adults, and so my time at Loyola,

Tracy Hayes  5:04  
which sometimes can't be much different,

Angi Bell  5:08  
but my my interest in human psychology, what makes us tick, that was really my interest. I studied world religion because I was really curious as to how we make meaning in the world, and no matter where you go throughout history or where you go throughout the world, we're all still, you know, trying to find our way. What's What's it all about? Why are we here? What's our purpose? And is there anything

Tracy Hayes  5:32  
greater this way, Angie and I could talk on forever, because I kind of have to say that, what makes people tick? Why do people do what they do? And and so forth. I'm like, Yeah, so I noticed you meet you, but after college, you kind of went in, if I saw it correctly, into the hospitality. Yeah. Is that just something? You just got a job in initially to draw some income. Well,

Angi Bell  5:54  
you know, I was always in the banking career. My first banking job was when I was 17, okay, so I really never left banking. And so the company that I worked for had diversified and was putting ATMs in hotels around the country, and I was in charge of our hotel division. Okay, so when you go to a hotel and there's an ATM with a $5 service charge, that was me, but you know, the hotels demanded a large percentage of that commission. So yeah, that's what that was about. But yeah, so that's how I ended up in round and about way in the hotel business. So I got to travel all over the country. It was wonderful. I met some great people and saw some amazing cities, and it was a lot of fun. But eventually, I was still drawn back to to something else. I just didn't know what it was. That's why I hired my first coach.

Tracy Hayes  6:43  
So is this When Hurricane Katrina comes in now, or in makes us change? For you, forces this change. Or, yeah, how do you evolve into the become an agent?

Angi Bell  6:53  
Well, I had hired a coach. I was in this company, this corporation. I was the highest producing VP that we had in sales, and I was the lowest paid now, coincidentally, I was also the only woman in the good old boys club, so I had a big chip on my show, yeah. And so I hired a coach. Her name is Jane Cranston. She's still a great executive coach out of New York. And on our second call, she said, you know, you need to work for yourself. I said you're crazy. She said you're never going to be happy and you're never going to make any money until you work for yourself. So I sort of just tucked that away, but still kept looking for that next corporate position. Then Hurricane Katrina hit, and I found myself in El Paso Texas. We relocated temporarily out there so I could put my daughter back into school, and there, you know, just sort of did a lot of soul searching. And I'll never forget one day I sat on the back patio of the house we were living in, looking up at the Sandia Mountains, and I was just did one of those, what am I supposed to do with my life? And my phone rang, and it was my mother, and my mother said, You need to get into real estate. Just out of the blue for me, out of the blue, obviously not right for the you

Tracy Hayes  8:08  
know, for mom, like you've never had that conversation before, she's conversation, isn't that that's so crazy.

Angi Bell  8:13  
She had met a real estate agent at a weekend party she lived in Pensacola, Florida, and she said, if this woman can do it, you can absolutely crush it, right? And so I moved back to New Orleans, quit my corporate job and got my real estate license, when, by the way, a majority of the homes in new or in the New Orleans area were damaged, right, most beyond repair. So I don't know what I was thinking there, but plus, the market had crashed. You know it was, it was 2006 so things were really starting right to it hadn't crashed, but it was, we were headed that direction, right? So I got into real estate in mid 2006

Tracy Hayes  8:54  
So how long did you actually spend in real estate? How many years before you came there was 2011 12. You came

Angi Bell  9:01  
this way, yeah, moved to Florida full time in 2012 so five or six

Tracy Hayes  9:05  
years there you you got double jeopardy. You got all these houses. And I know a lot of those people probably never went back to their houses. Some had insurance, probably mostly didn't.

Angi Bell  9:17  
Well, no, most people in New Orleans would have had insurance. Did they have enough? Who knows, but yeah. I mean, you know, part of what happened there is there was so much tension, and there were lawsuits, because, you know, there was the argument with the insurance companies. Is it hurricane or flooding? Yeah. So it went back and forth. I mean, people fought for years, yeah, to try to get resolution on their claims, because it was, did the water come up? Was it because the levees broke? Was it hurricane? I mean, it was a mess. But anyway, yeah, so the housing market was a bit of the Wild West when I got in.

Tracy Hayes  9:51  
So, I mean, for, I think everybody, hopefully that is listening right now is going okay, and you got the market about, you know, hit its peak. At least here in Florida, 2006 you start to see prices drop, and then you have the complete debacle of 2008 what does it look like doing business in the Greater New Orleans

Angi Bell  10:08  
area? Yeah, well, so what's interesting is the people in New Orleans, they love life more than any people on the planet, I think. And so New Orleans is known for parties and all of that stuff, and that is part of what goes on there. But I always say that the people of New Orleans are like toddlers. They will fight, fight, fight, to go to sleep at night because they want to grab every last minute that they can. There's something else they could do, right? But soon as they finally hit the pillow, they're out. So that's the people of New Orleans. You cannot keep them down. They love life, and they fought to get that city back. And so even people whose homes were completely demolished, I mean, in the beginning, you know, they were carrying around bags of money, and they would have bought anything at any price just to not have to leave the city. But most people did rebuild and come back. In fact, New Orleans is, you know, stronger, better than ever because of Hurricane Katrina, but it was, it was a little bit insane to get into the market when you were selling homes that had water up to the roof, right? And, you

Tracy Hayes  11:13  
know, conventional lending means, yeah, I can imagine. Just talk about, you know, the agents talk about today being creative, yeah, I can only imagine you had to be extremely creative. Know, people that had money, especially if they needed to borrow money, because, yeah, the typical lender would not lend on that home because of its condition. That's right. Oh, that's

Angi Bell  11:34  
right. It was a mess, but it was a lot of fun because it was, it was so fulfilling to help families come back home, you know, get their kids back in school, when everything finally reopened.

Tracy Hayes  11:44  
Yes, you were talking about helping people and how they think and everything. We've one of my other guests that has been on the podcast. We were talking about agents being therapist. I can only imagine, in New Orleans post, Katrina, you are a therapist.

Angi Bell  11:59  
Yes, yeah. And I'll tell you, it was great having had that experience at Loyola, because since my focus was on psychology, development, sociology, spirituality, all of those things, I was able to really help people, you know, with their mindset around the whole thing. Because people had been devastated, you know, they lost everything, right? So it took, it took a lot of patience, and, like you said, creativity, to really help people embrace moving and, you know, coming back, rebuilding.

Tracy Hayes  12:28  
All right, so let's, let's dig deep. You just got your license. Do you remember your first sale?

Angi Bell  12:33  
I absolutely do. It's hilarious. I didn't know what to expect. You know, I didn't really know anybody in real estate. But my very first transaction was a friend of my husband. At the time, he had a family home that had been damaged in the storm and burned, so it was basically a brick shell. He's growing up out of the middle of it. Oh God. So I listed that property for $25,000 and it was kind of on a busy street corner, and I remember going to put the sign, you know, in the yard and took a picture with my first sign. By the time I got to the office, I had an offer, and I thought, This is so easy. I sold a house my very first day, you know, right? You know, of course, that was not, it was not that easy for every transaction thereafter. But $25,000 I had an offer. It was we were golden. They thought I'd hung the moon because I sold this house for them,

Tracy Hayes  13:32  
which was really a lot, because, yeah, it was really they probably plowed over and started from the beginning. No, actually, trunk out of the out of the

Angi Bell  13:41  
basement. I mean, there were snakes, you name it. They were all, oh, that's crazy.

Tracy Hayes  13:48  
As an agent, you know, at this level, because we have a lot of ages, I know you have a great fan following of younger agents right now. Look back at that time you got your first sale, you doesn't even sound like you really even interacted with the buyer at all. You didn't have you. It was your sign in the yard, and they wanted that lot. It sold itself. But you had to start developing yourself. What do you what do you think was your strength at that time? That's that ramped you up to your success in New Orleans. What was your biggest

Angi Bell  14:17  
strength? Yeah, it's easy. Number one, I focused on relationships. So I had been in New Orleans almost my entire life, so I focused on just developing relationships at the time. You know, ignorance is bliss, they say i i was so excited that I had gotten into real estate that I told everybody, right? Luckily, I also hired a coach. So I had been working with the corporate coach. I now switch to a real estate coach, Joe stump with buy referral only.

Tracy Hayes  14:44  
So how long have you been in the industry? And you hired your coach the day one right in the real estate industry. You knew right away, because of your past experience in the corporate world with a coach, you knew that you're to accelerate your learning curve. Was to hire

Angi Bell  15:00  
a coach. Absolutely, that was that was not even an option to not have a coach. I had had a coach for the last three years. So what by referral only Joe stump, what he allowed me to do was systematize my excitement and passion for helping people into marketing and all of the strategies associated with building a database, and nurturing that database, and that is hands down, what made me successful. In addition, when I made the move to Keller Williams in 2007 I remember one day I walked into the team leader's office, and there's a stack of manuals in the corner, and I picked them up. I said, I flipped through them. It was like manuals on how to sell real estate. You know, they don't teach you know, they don't teach you that in real estate school. So I asked him, I said, What? What are these? And he said, Oh, it's a course, you know, courses for real estate. I said, who's teaching them? He said, No one. I said, I'll do it. You know, you master what you teach, right? Yes. I always tell people if you want to learn something, yeah, teach it. Teach it. Yeah. And so I just started teaching right out of the book, right, and, and so I think it was a combination of those three things, nurturing a database of relationships, hiring a coach and doing the training.

Tracy Hayes  16:11  
So I know Keller Williams, obviously today, you know, promotes the whole education, amongst other things that they add when you as being an agent with them was that kind of, that stack of manuals coming from the executives, the from Keller Williams, their successes, they put down, but they hadn't really formalized it yet. Just kind of put it in some

Angi Bell  16:35  
No, it was pretty formalized. It's just that in our office at that point, nobody, nobody had stepped up to teach. And so, you know, The Millionaire Real Estate Agent is the Bible for real estate. It's not a Keller Williams book, it's a real estate book, right? And so from that, from that text, was created at the time. It was called Camp 443, and it was to help you get four listings and four sales in three

Tracy Hayes  16:57  
months. I heard another great Keller Williams agent, say, mentioned that on my podcast, yeah, the 443, and then it

Angi Bell  17:05  
subsequently became Ignite. So, so I just started teaching any and people came, you know, new agents, existing agents. They were craving additional support and training. Because, remember, this is now 2007 2008 things are getting tough, right? It's getting scary out there. And when I would go into the office to teach, I was bringing some energy and excitement. And I will distinctly remember, people would stand around, you know, the sky is falling. The sky is falling. I would turn and go the other direction. I just, I was like, I'm just not participating in this recession, right? I got to go out and help people. I got to make a living.

Tracy Hayes  17:41  
There's no doubt, I think, that probably the most obviously, the negative thing about being in the office is, if you do have that going on, that fire, it has to be put out right away, absolutely, absolutely which translates me into something you and I have discussed many times in our in our whole in our weekend with the John Maxwell group a couple of years ago, personal development and learning how to, you know, take that in, as you mentioned earlier. You know, you went out, looked at the mountain, and your mom called, and you took that as a sign. Yeah, some people want to, like, push that away, instead of, like, really thinking about, is that, is that a sign or not? You know? And I think many of us see signs, but we we turn the other way because we don't want to truly have the faith in it that it is a sign. Because there's all of us have crazy stories like that. And I could go on, I don't want to, but you do a lot of personal development. Tony Robbins, John Maxwell, I know are two favorites of yours. What is your favorite way? Are you a book reader? Are you podcast listener? What do you do to keep that energy

Angi Bell  18:49  
going? Yeah, it's funny. I attend every event that I can attend, that Tony does, and also that the John Maxwell team puts on. And so at this point, I think I've done 16 live events with Tony Robbins since 2012 Wow. And I've done three or four of the Maxwell conferences as well.

Tracy Hayes  19:07  
Your gas tank is like, totally like, overflowing, yeah? Because never come down for Tony Robbins. That's why

Angi Bell  19:13  
you have to keep going. It's funny because someone once told my mother she's so successful, why does she keep going to those Tony Robbins events, and she said, That's why she's so successful. Pitch keeps going. You don't go to the gym once, right? You have to keep going. I listen to a podcast at least one every day, sometimes even on the weekends, and I read voraciously. I read, you know, books, and I listen on Audible. So I don't listen to the radio. I do have some Spotify playlists that I do love when I'm, you know, when I am really taking some downtime. But it's interesting, because when I find that, because I work with my mind, it's not like a job where you could go home and leave that job behind, right? Like if you were digging ditches, you know, when you go home, you're not going to dig, yeah, put the shell. Whole way. And you go home, you work with your mind. You know, I could do that all the time. So, so it's for me. You know, there's a quote I love that says something along the lines of, you know, I want to work where the lines between work and play are so blurred that no one can tell the difference, right? And I love what I do. So that is funny my daughter, the last time I was back in Baton Rouge visiting my grandkids, I came out of the bathroom once, and my daughter and son in law said, Do you ever just take a shower? And I said, Yeah. I mean, every day, they said, Well, without listening to a podcast, why wasted time

Tracy Hayes  20:37  
learning something exactly? I mean, you're working out the headset on. I think a lot of people, I wish I was as disciplined as you. I pour on. I've been a podcast junkie for the last months, and, you know, putting that on so between work and here and when I'm working out, I've got another podcast listening on, because I noticed everyone I've got, I can it actually brings me something to talk about. We're talking here to talk about during the show that I find interesting anyway, and hopefully our listeners do. But when you try to reach out there and talking to some of the rather real estate, anyone in the real estate, anyone in business, really, it doesn't matter everyone in life. But they look at listening to Tony Robbins or John Maxwell, who are very positive people go, Oh, well, those guys got a lot of money. That's why, you know, they can be positive. And to me, it's like losing weight, or you hear the stories of these people that that made it great, that or people who could have were one step away, who quit what they were doing just an hour a day a week before, instead of continuing what they're doing. And from what I find in the personal development world, it there's energy, and it's positive energy. You know, when someone loses weight, they feel good. People see them differently. It changes your business, and you kind of get on that high, so to speak. And for you, it's you're exercising your brain every day. And I'm totally with it. And that's where I think a lot of people misinterpret personal development. They I don't need personal development. I'm already developed. Develop with what you're listening to people who are successful, who are yes, they're making money off sharing their secrets of success, but it's like this whole circle of life. They are giving you the energy so you can take the energy and create your own circle and continue it on. And I think a lot of people, oh, person about I don't have time for that, well, we waste a lot of time. I've seen, you know, stupid YouTube videos that people spend time TV shows housewives or whatever. That's fun to watch every once in a while. But if you're spending more time watching housewives of wherever, then, then it's taking 10 minutes a day, or 10 minutes or 30 minutes a day listening to a podcast while you're working out or driving from one location to another. You know, I kind of, I that's where I lose that disconnect. But I think that's where you see the difference of successful people and people who are just treading

Angi Bell  23:10  
water. Yeah, yeah. I agree. And you know, we have a rule at Keller Williams that says your business only grows to the extent that you do, yes. And so one, one of my deepest held beliefs is that, you know, God's gift to us is our potential, and our gift to God is realizing that potential. Somebody said that to me once, and I thought that's really powerful, and so that's what drives me. It's what drives me to do my own work on myself, and to continually learn and grow, because I'm trying to step into my potential, which I believe is limitless, and so the work that I do with others is the same, right? I believe that every one of us has way more potential than we're currently realizing, and so to not do everything in our power to realize that potential, you know, we really are missing the bar

Tracy Hayes  24:00  
that is so powerful, if you just listen, you need to, when this show is over and recorded, go back and play that again. I If anyone's listening to David groggins, he's, I don't know if you've seen he's on YouTube. He does a lot of YouTube videos. He's the guy who was the Navy SEAL. He weighed 280 pounds. Went in and told everyone, I'm going to be a Navy SEAL. And the recruiter, like, laughed at him. And obviously, you know, you can go in and listen to it, and it's all here. That's what He tells you in this last story. I was what listening to him. You know, go on, he sounds he's ranting. He's very passionate about what he does. But because he he found the switch, and in the mental switch, and when he was talking about wanting to qualify for 150 mile an hour run, and he had to go talk to someone who allows you in, not anyone they're gonna let anyone in. And the guy says, Well, you know, I don't know if you're qualified. And he hadn't been working out a lot. He was still a seal at the time. And guys, well, this weekend. There's 100 mile run, if you can, you can complete that. I'll let you move my 150 mile run. Well, he thought it was 100 miles like run a marathon a day, sleep whatever, camp out and run it. No, no, it's 100 miles non stop. And at 70 with 26 miles, 25 miles to go, he's like, completely exhausted. Bottom line, the story is, you have to listen to his video to listen to his video that'll listen the rest of that story. But the bottom line, he said, When your mind is telling you to quit, you're like only not even 50% there. You can push your body further and further and further and to take 10 minutes, as a lot of personal development books say, Read 10 pages a day, or 10 minutes a day, whatever it is you're trying to say you can't get up 10 minutes earlier. You can't reach over and hit the switch on your 30 minute ride into work or whatever, and listen to something that's going to make you better think about that for a moment. This is a guy who ran, him ran 100 miles non stop and his and he was literally walking. He had 2526 miles to go, he said. And his wife got him up. Said, Hey, you got to so he's moving along. He's shuffling. And his wife said, with 19 miles to go, he said, You're not gonna you're not gonna make it unless you run, because you had to do it in 24 hours. Wow. And he ran the last 19 miles and made it because he overcame,

Speaker 1  26:12  
yeah, the brain, yeah. Tony says, When you can't, you must, yeah. And when a person has that mindset of growth, it's a lot easier to get to that place where, when you can't, you must, and then you can, you can carry on, you know? And it's true, 80% of our success is what goes on between our ears. Only 20% is the mechanics of what we do. And a lot of people come into real estate, they come to coaching. They just want another script or another tactic, and all those things are fantastic, but if you don't get the mindset right, then you're just going to have to grind your way through. I'm so sick of that work, I'm

Tracy Hayes  26:52  
going to transition. Obviously, talk more about the coaching bit, but this isn't a great transition, because I assume you run into people all the time. I'm not attractive enough, I'm overweight, you know, I can only be this good of an agent. I can't be that agent. That's, you know, you know, we can name some people that people look up to in the area that are constant, consistent, very successful agents, in their numbers and so forth. What do you say to them? What are you to bring them down? What are some of the things that you you do to kind of get the little fire started with

Angi Bell  27:27  
them? Yeah, I think it's important, you know? I think it's important to have heroes and mentors and people that we look up to. Unfortunately, a lot of people, when they're doing what you're talking about, they're comparing themselves, which is very different, very good. And I always say Comparison is the thief of joy. So there's always going to be somebody. Comparison

Speaker 2  27:47  
is the thief of joy. Get write that quote down there for me, you

Angi Bell  27:53  
know, there's always going to be somebody younger, better, looking, faster, richer, smarter. There's always going to be somebody right? So it's really about looking at your goals, tapping into your potential, and then executing one of the things I recognized really early on, because I was doing so much training and my business was growing, and people would come to me and say, you know, can you help me? And I would tell them, what do you mean? Help you. I just taught the class do what's in the book. And I would get similar responses. It would be, well, you don't understand. I can't do that because and then they would start listing the reasons why they couldn't do it. I have to pick my kids up every day after school. I take care of my father, who's ill. You know? I have another job. The list was endless. I'm not young enough, I'm not good looking enough, I can't afford it, whatever, all of the stories and what I recognized pretty quickly was that it wasn't information. It wasn't more information that they needed. It was inspiration. They needed somebody to help inspire them to step into their potential. That's a very unique individual conversation. So there's lots of great training out there for mortgage lenders, real estate agents, you know, any any business, I'm sure, and people definitely need to avail themselves of that training. But when it comes to executing that's a completely different matter. That's very individual. And so, you know, Nietzsche said that when a man has a strong enough why, he can endure almost any how, and that's really what this is about. I mean, this, you know, people in real estate are they're self employed, yeah, no matter whether they're on a team with a brokerage or have their own, you know, they're self employed, so they've got to go out and execute. And if they don't have a strong enough reason, if they are not clear about their values and their personal goals, then they will often not be able to execute sustainably.

Tracy Hayes  29:55  
So somewhat side to this, but I think it's related John Maxwell, oftentimes. Talks about scarcity versus abundance, and lot of people have this mindset, well, there's only so many homes in this area, and, you know, so and so over here is just a superstar, and they're going to get so many of those. Statistically, I'm only good for one a month or two a month or something like that. We're not, not really understanding that they're on that scarcity mindset versus the abundance mindset.

Angi Bell  30:27  
Yeah, absolutely. You know, we can look at the number of agents that the last count I heard was 1.2 million or so licensed realtors in the US, one out of every 120 people I heard. Yeah, it's kind of insane. Yeah. So if you just want to do that math and look at the number of units that have been transacted and how many agents are in your board, and so on and so forth, it can get really depressing. And yet, when you come from an abundance mindset, it's like one of your one of your former guests, Getty said, he said, my goal is to help one person a day. And so that's something that I that I agree with and teach and helping them could be anything. Perhaps they just need a great plumber or roofer and you know someone, perhaps their new family that's moved to town, and you could introduce them to some other of your friends or clients that they could become good friends with. Maybe they just need some advice, some information. Maybe they need a connection with a great lender. If you I believe that if you set out to help people and come from that place of contribution, that there's going to be all of the transactions that you could possibly need or want will come your way, because you are, you become the go to person. People know that they can come to you for advice, for information, for, you know, support and encouragement. And so when, when we come from an abundance mindset, we're going to find everything that we need, and then some now you have to execute on the strategies. You have to have a solid marketing plan, a solid business plan.

Tracy Hayes  31:57  
So is that where a lot of they read all the books they've gone to your trainings, where they're just physically there and go, Oh, and they're writing down all these notes. But now, how do you take it from the notes to actually execution? It might be a social media campaign or something. That's where I think a lot of them get the disc. Who do I go to next? Yeah, is that where your coaching can come in and help?

Angi Bell  32:23  
Yeah. So let's think about this. All of us have taken a class or a seminar or webinar, whatever, came away with a manual full of notes, great ideas, and then we get back to work, put that on the desk. Eventually

Tracy Hayes  32:37  
it ends Yeah. And then you never get back to it, right? It ends up on the

Angi Bell  32:41  
bookshelf, the million dollar bookshelf, it's got a million dollar of ideas that never get executed. And so they left with the best of intentions, but the law of diminishing intent says, the farther you get away from the site of setting a goal before taking action, the less likely you are to ever take action. Yes, and so for me, that's that's why I believe so strongly in what I do. Because the reason I've been successful in real estate and now as a coach, and have had a successful coaching business for 10 years now, is because I always had a coach, someone who was there to support me as I implemented, to hold me accountable for implementing, to help me measure the results I was getting, make the shifts I needed to make, and continue to move forward and keep my mind right the whole time. Because I, you know, I'm like most of us. I'm my own worst enemy and my own worst critic. We are. So without having a coach there to support me, you know, I'm a product of the product, and so that's what makes the difference. Can some agents become successful without a coach? Absolutely, we see that all the time. But I think what's critical is if, if someone really wants to align who they are as a person and what their purpose in being here is with an incredible business, you got to have support. It's too easy in real estate to just get swallowed up by this business. You know, everybody who's watching this and listening to this knows you can work eight days a week in real estate. No doubt about it, there's always somebody out there who wants to see a house or put their house on the market, and that could happen any day, anytime, and buyers and sellers are very selfish for a good reason. They're in the middle of their largest financial transaction of their lives, right? It's their home, whether they're selling or buying. It's a critically important time to them. And I know that the stress of buying or selling real estate, it's up there. It's like up there with divorce and cancer, you know, it's it's very stressful. So the consumer is very concerned with themselves, and rightfully so. They should be the agent who doesn't understand how to create space, boundaries, margins between their business and their life. Can find themselves consumed with the business, and then they lose touch. With who they are. So I think it's super important to have that alignment.

Tracy Hayes  35:03  
You've had numerous 10 years now, coaching. If you were to write a book about your steps and coaching and the different client chain, what would you say would be the probably the most common denominator of those, those people that you've coached, whether it's it's the level where they're at in real estate, what do you think they all kind of have in common?

Angi Bell  35:24  
Yeah, I think it's important for everybody who is a coach to just like it is for everybody who's in real estate or mortgages to sort of identify who that ideal client is. And so for me, the first time I attended business mastery with Tony Robbins back in 2015 is when I really realized that I was trying to coach everybody and anybody. I just wanted to help people, right, and I knew they were suffering. They were losing out on their time with their family. They weren't getting all that freedom and flexibility that they signed up for real estate. Yeah, right. And they really wanted to help people and make money. They wanted it all right, and so I was trying to help anybody. And I recognized at business mastery that I really had an ideal client. I just hadn't identified who they were. So the people that I love working with, they're already successful in real estate. So they are already doing three, four or 5 million minimally. A lot of them are doing much more than that, but they were of large teams or correct so they they are already successful in real estate, and they believe that they have more potential. They just don't know how to get there, because in their minds, they have somehow identified more business with more work, and they're already working eight days a week, right? So they're not quite sure how to get there, but they know that they're capable of more. So I don't work with people who believe that they're they can't be successful. They're broken and need fixing. They don't know.

Tracy Hayes  36:57  
They need a little more, deeper psychology.

Angi Bell  37:00  
They need, they need some, some different support,

Tracy Hayes  37:03  
right? Maybe go to Tony Robbins a few times.

Angi Bell  37:08  
I work with people that already know they're rock stars and they're just ready to take it to the next level. Maybe they're ready to start a team or grow a team, but they know that in order to get to that next level, they've got to break through some limiting beliefs that they have. They've got to change what they're doing, sure. They've got to think a little bit differently, and they've got and they know they need that, that support, that encouragement. So I consider myself a cheerleader, a challenger, like, I'm there to kick ass, right? Like, let's go, let's make this happen, right? So they already have to have a level of confidence if they're going to benefit most from

Tracy Hayes  37:41  
working with me. So that leads us right into some we talked about prior to the conversation. Tell us about some success stories.

Angi Bell  37:48  
Yeah. So I have a client that I've been working with for about five years now, and when this person came to me, they had been in the real estate business for a long time. They were in business with a family member, and that relationship had gone sideways. And so they left that family organization and started their own real estate business. And were they were having success, but their business really wasn't structured for long term sustainable growth and success. And so when we started working together, this person really was looking for strategy on how to build the business. And I do believe that this person was really looking to sort of stick it to dad, you know, like I'll prove I can. So he had a little bit of a why. He had a little bit of a why. But I also knew that in order for him to grow a great business and a great life, that at some point that relationship was going to have to be mended. And so we started to work on the business, but I just kept bringing the relationship piece back to the table. And so fast forward five years, this person will likely do a million dollars in GCI this year with just one assistant and a marketing sidekick, and is married, has a great relationship with his dad, and is continuing to see growth as a man, as a business owner, as a leader, as a realtor, and that's that's the kind of stuff that just makes me so happy to do what I do. I have another client who's what's came to me, also was very successful. Had hired a real estate coach with a national coaching company, and really felt like they weren't listening to her. And so she's very well connected, knows a lot of people, and they had convinced her to buy an online lead generation program, which required her to devote time, energy and resources to something she really wasn't interested in. And so and for this person, her family is everything to her. And fact, she almost died, you know, having children, this was, it's a big deal, and she's very. Public about that story now, but she wasn't going to let anything get in the way of her family. And you know, those of you that are chasing online leads, it can be, it can be a great way to enhance your business, but if, if you already have a strong database of relationships, that's the gold mine. So on our first call, I really helped, helped her tap into what it was that she was looking for out of her life and her business. And so we got away from the scripts and the online lead generation things, and we just dialed in that could burn you out absolutely plus, you know, she was spending, I remember, if I remember correctly, this was also about four years ago, like $1,000 a month was absolutely unnecessary.

Tracy Hayes  40:42  
I know some are spending a lot more than that, a lot more than So, you know,

Angi Bell  40:45  
fast forward to today. She's there for her kids. She is building a very nice real estate business. She's a single agent team. It's her and an admin. And she does fantastic events, gets tons of people out. And she's very well connected her farm. You know, she farms her own neighborhood, and that area has, you know, she's really crossed over now that's her farm is actually part of her sphere of influence, along with her database. So she loves her work. She's built a fantastic business in alignment with her core values of family, and she didn't have to give any of that up to go chasing something else that, you know, someone was trying to fit her into a box like this is how you build a real estate business. So she will also have a very successful year most of my clients, you know, the first year we work together, a lot of them will double their business just because they're getting streamlined and systematized. And then after that, we shoot for like a 20 to 20.

Tracy Hayes  41:43  
Aren't they getting some I mean, we talk about, and I know you do, because we just talked about it here earlier, the energy they get from the personal development, yes, so I'm sure you, you know you guys share, or maybe even give them reading assignments or something of that nature, or put them on to something, hey, this is a great person for you to listen to, and that sort of thing. And they get, all of a sudden, they get this energy going in, and the abundance mindset versus scarcity and and, hey, I can, you know, if I just move my business 10% like the individual you're just talking about, you know, million if I move my, you know, just 10% you know, for the most people that, for most agents, that 10% is their whole year, and it only takes a couple inches. And I think those agents that are starting off, you have to realize, when you say comparison is the comparison is the thief of joy, and they see the other that agents been doing it for 20 years in the office, selling whatever, and just get that first deal, or as get us glaze, as you were referring to help some one person out a day, and start with that first step of the journey. And you will realize that working your warm circle, you're the I will brag about my wife. I've watched her here in two years that she's been an agent now, working her neighborhood, working her circle. You know, seen as a leader of the moms in our neighborhood and and then we got involved with a condo complex, which we own, some units in investment wise, but she is the go to agent now, because one she makes the connection, builds the relationship, how she presents their home, as if she's trying to, you know, as if that person had 100 places to sell, and she's trying to earn their business on that first one we talked about, we'll bring up Ryan Sirhan here. How many times is Ryan, or his co host on the show, they're trying to get that just that one deal in that building, so they can get the whole building right for the developer, and so they put it all in. If you do that on every one of your your deals, you'll see your business explode one, then it's two a month, then it's three, then it's four or five and six, and it's 10 deals a month. And now you you are hiring help because you can't handle all the the the amount of paperwork and so forth that's needed. That's

Angi Bell  43:57  
right, that's right. You know, Gary Keller says that until you master your database. Everything else is a distraction, yes, and this is a relationship business, and so it's not that you may not ever have knock on a door, do an open house. Those are all you know, certain certainly things that you can do. But I always tell people, anything that you do, the goal is to create a relationship. You know, Mike Kim is a great branding expert that I listened to, and he said, I don't think about sales as closing a deal, but opening a relationship. And that I think that's really important, because when when you meet someone, get them in your database right, and then stay in touch with them, it's pretty simple.

Tracy Hayes  44:39  
Would you? Would you agree in from a real an agent standpoint, there's that analogy in the retail world, you know that one person who has a bad experience will tend to tell 10 people, and then the person who has a good experience may tell somebody where, I think it's kind of the opposite. In the real estate agent world, someone has a bad experience, because technically. They chose the agent, right? And they have a bad experience. They don't really talk about it, but man, if you've been a superstar agent, they're telling their friends, their friends bring it up, and that one person can get you one more deal that year, couple more the next, because you're staying in contact with them, saying happy birthday, reaching out to them, keeping that circle warm. I know some agents, you know, they're out boating, they're out having dinner with them. They're having them over for barbecues, because that's just the type people are there. They like to entertain in that realm, and their business is just exploding

Speaker 1  45:34  
absolutely well, because it's, you know, it's relationships. You're in people's homes, right? And home is a sacred place for most of us, that is, you know, where we raise our family, it's where we make love, where we make war, where we raise kids, which is a little bit of both, right? And I think it's important, and that's one of the that's one of the perks of real estate, is that you do get to be friends with your clients, and you do have them in your homes. I remember, I heard a couple talking about events, because I'm really big on client events. And they said that one of the things they tell their clients when they have they have a big event at their home every winter, and they say our goal in real estate was to work with the kind of people that we would be honored to have in our home, right? And here you are, right, we've been successful,

Tracy Hayes  46:20  
and we attract like kind you start working that circle. You attract other people who who are like you, and of course, they have friends that are like them. That's exactly and then you're inviting them all into your home. That's right, yeah, we, we like, went through like five or six. I even have to ask the question, do you coach someone who has a team versus, say, just that, sound like you had a solo agent. You know, they had their admin or so, what's, what's kind of the difference in coaching? Or is

Angi Bell  46:51  
there? Yeah, there, there's a there is a difference. So I coach several teams, and their teams of varying sizes, and in that scenario, we're focused a lot on leadership, and honestly, that's why I added the John Maxwell certification to my toolkit, right? Because when I got certified through Tony Robbins and the Robbins Madonna's coaching training, that was really to be able to understand the psychology of success and be able to teach that technology to others, right? To be able to teach the psychology of success. And so because John Maxwell is so known for his gifts as a leadership trainer and coach and mentor, I really wanted to be able to add that, because just because someone's a great salesperson doesn't mean they're a great leader, no, and vice versa. And unfortunately, you know, coming from corporate America, there were too many situations where the star sales person got promoted to manager of the sales team, and then guess what happened? Sales plumbing, because you took your star guy or girl out of the field, and because they had generally, some sort of fire that can't necessarily be taught to others. They would just get frustrated, like showing up to work on time. Yeah, yeah. So they had some sort of fire that they couldn't necessarily translate to other sales people. They weren't necessarily a coach, a leader, and so, you know, in real estate, it's the same thing when an agent gets to that point where they want to start building a team or growing a small team, let's say they have to really focus on leadership, and that is a completely different skill set than the hunter, right? Most sales people are hungry, and they are hunters. They are out hunting for the deal. I use

Tracy Hayes  48:38  
that same analogy here in the office. They love it. They I originate on the hunter. There are people that will process and skin the deer and process, I mean, I gotta go out and get the next deal. Yeah, that's, that's what I that's what I do. Angie, I want to, well, we talked about Ryan Sirhan, so all of my guests here, I give this book out. If you haven't read it, Ryan Sirhan, big money. And it's actually a second book selling like Sirhan. I'm gonna order some of those, but this is his most recent one that came out earlier this year. Enjoy that there Ryan sir hand for Million Dollar Listing, as I talk about on every show, because he's written two great books, and he has a ton of personal development. You wanna talk about guy did personal development that is, I mean, I he could be, he could be Tony Robbins. They could switch places, I think sometimes, because he could be motivating as well. But Angie, how can someone they're interested in learning more about your coaching? I know you're working on the new website. Just Angie Bell, just a n g i bell.com, that site's under reconstruction so those on Facebook Live. It'll hopefully be out by the end of the month. The podcast listeners that are listening to the audio version, by the time this goes out, should be very close to Angie bell.com coming back online, so all your Earls are coming in there. How? What's the best way to reach you?

Angi Bell  49:54  
So you can find me on LinkedIn, if you are in the social scene or you. Can just reach out to me, Angie at Angie Bell com. It's pretty simple, yep, you know, I'm

Tracy Hayes  50:04  
sure your website will also have a contact, absolutely, link there,

Angi Bell  50:07  
absolutely, yeah. So they can just go there and sign up and I'll reach out to them quickly, right?

Tracy Hayes  50:12  
I think she's a huge resource. Obviously, you've heard some successes. She's very busy in her business, but definitely someone to tap into, and maybe, maybe a full coaching isn't exactly you just need to kind of, you know, maybe a short session. I'm sure you have some people come in, maybe you consult with them. Do you ever tell someone maybe that isn't the route, like, kind of, like, where you were told her you need to go work for yourself?

Angi Bell  50:36  
Yeah. Yeah, absolutely. And, you know, when I do a discovery call with folks, one of the things I'm looking for is, what are their personal goals, what are their professional goals, and are they in alignment? And do I think that I can help them? You know, are they ready? And so in addition to my one on one coaching, I am in the process of creating some very small group breakthrough programs. So for some people, they may not be ready to jump into the one on one coaching. And my my dance card stays full. So you know, they may not want to be on the wait list for very long. So they are able to jump into a small group where they we work together for about 90 days on specific topics. So I have small group breakthroughs coming up later this year on connection, so on how to connect with people, to grow your database, to grow your business, and on leadership, because those, those, as I was saying, that

Tracy Hayes  51:33  
everyone communicates, few connect, yes, yeah, and leadership. John Maxwell,

Angi Bell  51:38  
so that that may be more appropriate for some folks, but I'm always happy to talk to anybody and at least point them in the right direction and maybe give them some advice on what they need to do next.

Tracy Hayes  51:50  
Angie, appreciate you coming by today. Absolutely. It's a pleasure being here. Tracy, excellent.