Overcoming Challenges: How Steve Harris Built a Multi-State Realty Empire

Dylan Silver (00:00.61)
Hey everybody, welcome back to the show. I’m your host, Dylan Silver. And today on the show we have Steve Harris. Steve is a business and sales coach, author, podcaster, and owner of Gorgeous Business Solutions. Steve, welcome to the show.

Steve Harris (00:00.847)
Thank you. So glad to be here, Dylan. Absolutely. Before we hopped on, we

Dylan Silver (00:19.168)
Absolutely. Before we hopped on, were kind of talking, reminiscing, and also talking about some of the not so pleasant times about being in the car business and how we got into the real estate space.

Steve Harris (00:22.031)
talking, reminiscing, and also talking about some of the not so pleasant times about being in the car business when we got into the real estate space.

I went from negotiating 120 transactions a month to, you know, doing four a month and calling it a good paycheck, you know? So it was great. so I had so many reps under my belt over almost 20 years.

Dylan Silver (01:07.438)
There’s nothing harder, I think, than having to tie all those deals together in the box. I had so much respect. I think if I heard you correctly, you mentioned that you went from being FNI to then training other people in FNI.

Steve Harris (01:11.567)
together in the box. I have so much respect. think if I heard you correctly…

being FNI to then training other people in FNI. Yeah. So I actually, I started as a sales guy, you know, and it was as so many people, you know, not many people grew up wishing to be in the car business. So it was a, was a, it was an opportunity. I did it figured it’d be short-term ended up making a long career that went, had the opportunity to get into finance after three years. And then

saw a lack of training for finance people and a really big lack of training for car salespeople. Now there was training available out there, but it was antiquated and old and I didn’t like it. And so I ended up spending a lot of time training myself and then developing ways to train salespeople. Went to the general manager and I’m like, hey, if I give an hour of my morning before my day is supposed to start and train the sales guys five days a week, will you let me do it? And he’s like, yeah.

And so I ended up building for the next 13 years, I was training salespeople, training sales managers and training FNI people while also running FNI.

Dylan Silver (02:20.578)
My personal mentor in car sales was also a F &I sales trainer to a degree. I would always see him coming into the dealership in a suit. wasn’t our employee. I believe he was a third party vendor, but I learned more from him. A guy’s name is Chuck than anybody I learned from in the car business. And so I think it’s interesting because this is actually, you you’re selling an intangible product, right? So when they have the car, they’re like, I’m good. I’m just going to go sign up, right?

Steve Harris (02:23.598)
also an FNI sales trainer to a degree. I would always see him coming into the dealership in a suit. wasn’t our employee. I believe he was a third party vendor.

a guy’s name is Chuck than anybody I learned from in the car business. And so I think it’s interesting because this is actually, you’re selling an intangible product. So when they have the car, they’re like, I’m good. I’m just gonna sign up. But securing that asset is just as important. I’m in North Texas, so we have a kind of a tornado valley. So believe me, we need to be as completely insured as possible.

Dylan Silver (02:50.752)
securing that asset is just as important. I’m in North Texas, we’re kind of a tornado valley here, so believe me, we need to be as completely insured as possible.

Steve Harris (03:03.222)
Yeah. And, know, it was one of those things where, and again, this transcends, I train people in a variety of industries now, whether it’s creating, starting their business or scaling their business or creating systems and processes and it sales people, real estate agents. I mean, I train them all and it’s the same thing. It transcends all industries. If you can identify the need, the problem, I like to call it the itch. And then,

apply a little pressure to it and then help them understand that your solution is the scratch for their itch. And so in FNI it was how do you do this quickly? How do you make a friend real fast? And how do you point out where their pain points gonna be? Discover it fast and then point it out and then provide your solution to that. And it really, it applies into real estate as well. Every single person has a problem that they’re trying to solve through real estate, right?

having to buy their first home because they decided they want to make more use of their money, better use of their money. We have people that are wanting to buy investment properties. We have people that are having to upsize, downsize, whatever. Everybody’s got a problem. Our job is simply just to find the problem and then make sure that our solution is the best.

Dylan Silver (04:16.024)
The F &I director at any major dealership in a city is a cool cucumber. That dude is working constantly, constantly having to deal with headache after headache after headache after headache from all directions, from management, from the salespeople, from the customers themselves, people coming back, know, warrant deeds, so many different things, you know. Yeah, all over the place. So you’re doing this and then at some point, Steve, we talked about you

Steve Harris (04:32.594)
Yeah. The lenders, the banks. Yeah. Yep.

Dylan Silver (04:45.528)
You saw a similar trend which I saw which was, you used to be able to really make an incredible living in the car business at all levels. And then I started to see it become heavily survey focused. I was at a Nissan dealer and I saw profits start to slip and income unpredictability like I couldn’t comprehend. And so you actually went a step further than I did, which was you started on top of your…

Steve Harris (04:45.9)
saw a similar trend which I saw which was you used to be able to really make an incredible living in the car business at all levels. And then I started to see it become heavily survey focused. I was at a Nissan dealer and I saw profits start to slip and income unpredictability like I couldn’t comprehend. And so you actually want to step further than I did, which was you started on top of your car sales career, your F &I career.

Dylan Silver (05:12.846)
car sales career, your F &I career, you add it in real estate right then and there.

Steve Harris (05:15.566)
you added in real estate right then and there. Yeah. So I had, um, married had two, two kids. And so I had to keep income, uh, steady and I did. Yeah. I saw the same thing. Profits are starting to fall. Um, you know, very survey heavy. I’m glad you pointed it out cause it’s true. Um, and so I started to go, okay, I see in the future, the writing on the walls, we’re not going to be able to make the money we used to put in the same hours, handle the same stress, but not make the same amount of money. And I wasn’t okay with that.

So I thought, what do I wanna do with my life? At one point, I knew I wanted to invest in real estate personally. And so I thought, well, let’s get educated in this and maybe I can do a deal here or there at the same time. So, you know, get off work eight, nine o’clock at night, commute home and sit down and do real estate school for a couple hours over the next three or four months.

I was in California at the time, passed my license and then went right into it. So I was working 65, 70 hours a week, commuting 45 minutes both ways, making lead calls on the drive down, on the drive back. When I wasn’t busy in F &I, I was following up on escrows, ended up doing 18 escrows in the first 10 months of real estate. So I got really, really, really busy, really, really fast.

just did it as long as I could and finally got to the point that something had to give. couldn’t keep doing that. And so I elected that was the time to leave the car business and still actually was training some of the people in the business and go went full time into my real estate career right before COVID struck. And I’m grateful I did that because COVID was a moneymaker for me in real estate. There was so many opportunities and it worked out wonderfully well for me.

oddly ended up moving to Washington during that time and running my real estate business in California and Washington simultaneously flying back and forth to manage it during COVID because the business was there. Did you have to get a separate license for your Washington? Yeah. Washington has a reciprocal program. I just had to take a state a portion of the test to do that. and so at one point I was

Dylan Silver (07:03.022)
Steve when people are-

Dylan Silver (07:14.798)
Did you have to a separate license for your Washington?

Steve Harris (07:27.054)
I actually ended up running a team of agents in California, Oregon, Washington, Idaho. Um, and so, yeah, I was, uh, we, so I was licensed in a lot of places when, when your association dues come, come do remember I had to pay seven every quarter and then keep up with it, you know? So that was, it was fun though. I love being busy. So it was great.

Dylan Silver (07:50.122)
I am newly licensed and I think I have to pay like $425 for the pro rated rate for the year for the authority out here in Dallas. for people who are listening, you’re doing 60, 70 hours a week in Antfina. It’s truly long hours by the way. For those folks who are maybe unfamiliar with what this role is, you can recall going to buy a car and then going to sign all the documents at the end. That person is there like from the

Steve Harris (07:59.221)
But for people who are listening, you’re doing 60, 70 hours a week in ad fun. It’s truly long hours, by the way. For those folks who are maybe unfamiliar with what this role is, you can recall going to buy a car and then

going to sign all the documents at the end, that person is there like from the time the joint opens until the end. And there’s some of the most important people at the dealership. Everybody’s money is riding on these people to get these deals funded and then also to make money for the dealership. So you’re dealing with that and you did 18 deals. Yeah, it’s like the busiest you’ve ever been ever. Yeah, yeah, absolutely. Because again, literally, I’d be

Dylan Silver (08:18.99)
time the joint opens until the end. And there’s some of the most important people at the dealership. Everybody’s money is riding on these people to get these deals funded and then also to make money for the dealership. So you’re dealing with that. And you did 18 deals. Was this like the busiest you’ve ever been ever?

Steve Harris (08:42.388)
sitting at my desk, finalizing a contract with a client, buying their car, trying to make all the money I can, because at that point, really the profit was in the backend was in the warranties and the paint and fabric and the gap and all of that and get done with them, go to my phone. I would have lenders that had things they needed addressed. I’d have

things I need to quickly grab my laptop and throw off a docusign. I’d have renegotiations of contracts. I’d have vendors that I would have to schedule all my days off. And sometimes I could, I made some great relationships. Sometimes I can meet them at like 6 a.m. before I went to the dealership, do a quick inspection on a vacant home. So I was, I was hustling. And again, that 45 minute commute was so good for me because I was able to make lead calls on my drive down and deal with issues. Or if it wasn’t too late, make lead calls on my drive home.

Dylan Silver (09:31.982)
just tell that you were a F &I guy that I would have liked because the amount of hustle is palpable. I can see it and feel it through the screen and it’s a grueling, grueling, grueling job. So amazing and congrats on your success just getting through that. But how did it go from there to then you get through COVID you actually see it as an opportunity where maybe other people would have seen it as this is a difficult time and then scaling to multiple states.

Steve Harris (09:35.897)
The amount of hustle is palpable. I can see it and feel it through the screen. And it’s a grueling, grueling.

So amazing and congrats on your success. How did it go from there to then you get through COVID, you actually see it as an opportunity where maybe other people would have seen it as this is a difficult time and then scaling to multiple states. This is really phenomenal growth for someone who is who new to the business. Yeah, yeah, it was an opportunity. I knew that I wanted to leave California for just a variety of reasons. Move my family out of there and up to Washington state where I live now.

Dylan Silver (10:00.706)
This is really phenomenal growth for someone who’s new to the business.

Steve Harris (10:14.352)
And so I looked into, can I get a license up there? And I actually thought, gosh, I think I’ll just move my license to Washington and I’ll just do Washington real estate.

but there was so much business still happening in California for me that it penciled to move up here, jump on a flight. COVID travel was actually easy. The planes were half empty. I made some great connections with the rental car counter, literally booking a compact car and having the guy going, I’ve got a land rover that needs to move. Do you mind just taking that for your rental instead? I’m like, yeah, this is great. So, and the money was good. It penciled. And then I started going, okay, now I can’t handle.

both states. It’s a rinse and repeat of the same. I’m going to work it until I literally can’t handle the load. So then I recruited an agent to work for me in California. So he would handle that if necessary. He didn’t have experience in luxury listings. And so I would fly down for the luxury listings, but I would coach him, equip him.

ended up buying him leads and then, okay, well now we have some business in Oregon. I’m going to need some more help there. So I recruited an Oregon agent and then now we have business up in Seattle. I don’t live in Seattle, so I’m going to recruit an agent up there. So it just kept building and then people started knocking on my door saying, Hey, can we come? Can I come work for you? And lenders would bring agents to me going, Hey, if you want to Excel, this is the guy to partner with. He will train you. He will equip the equip you and give you the tools to success. And that’s where it went. This is phenomenal. If I was in the West coast, would want

Dylan Silver (11:40.942)
This is phenomenal. If I was in the West Coast, would want, I want to come work for you now I’m in Texas. This is, this is great. I mean, I think it’s under stated, underestimated just the value of making these strategic connections from a coaching standpoint, but also someone who’s done it before. And then also with your background, which may be unique, but there may be other people with a similar, a similar path. You really knew already what the grind was going to be like. And you were like, okay, well,

Steve Harris (11:43.746)
Hahaha.

understated underestimated just the value of making these strategic connections from a coaching standpoint but also someone who’s done it before and then also with your background which may be unique but there may be other people with a similar a similar path you really knew already what the grind was gonna be like and you were like okay well

Dylan Silver (12:08.364)
let’s get my KPIs down, right? Which is a term everyone throws out, but in real estate, you can easily get kind of caught up in feeling like you’re at, you know, and what is it selling sunset, right? Like just, just like caught up, caught up in the glitz and the glamor, right? And in actuality, I forget what the statistic is, but it’s like after two years, how many people actually use their real estate license? And so the, the, really the first two years are critical, but at all times you’ve got,

Steve Harris (12:08.588)
let’s get my KPIs down, which is a term everyone throws out, but in real estate you can easily get kind of caught up in feeling like you’re at, know, what is it, selling sunset, right? I’m not good looking enough for that show. Caught up in the glitz and the glamour, right? And in actuality, I figure.

is, but it’s like after two years, how many people actually use their real estate license? so the road, the first two years are critical, but at all times you’ve got to be, if you’re in the real estate space, any capacity, you have to be agile. That’s the biggest commonality.

Dylan Silver (12:37.43)
to be if you’re in the real estate space in any capacity, you have to be agile. That’s the biggest commonality I see between all my guests is incredible agility. I’ve said before, like neuroplasticity in their heads to go from one area of real estate wholesaling to fixing and flipping, which is different to then note buying hard money lender, you know, if they can do commercial or and it’s like, I can’t believe the amount of different career paths I’ve talked with with people in the real estate space and

Steve Harris (12:44.018)
between all my guests is incredible agility. I’ve said before, like neuroplasticity in their heads to go from one area of real estate wholesaling to fixing and flipping, which is different to then note buying hard money lender, you know, if they can do commercial or it’s like, I can’t believe the amount of different career paths that talk with people in the real estate space. And you know, you’re a testament to that as well. Yeah. Yeah. I mean, at the end of the day, really, and my biggest passion is sales.

Dylan Silver (13:05.55)
you’re a testament to that as well.

Steve Harris (13:13.872)
and negotiation. I’m actually wrapping up the end of another book that’s strictly on sales and negotiation because if you get really good at selling, whether it’s a car,

whether it’s the back end F &I products at a car dealership, whether it’s a home on the retail or the wholesale side. If it’s, you know, some of my clients have med spas and they’re selling, you know, medical injection stuff. It’s restaurateurs selling. It’s all the same thing. It’s just a matter of replacing the widget in there. And so that’s why I think it was so easy for me to pivot because, okay.

I need to fill out these forms. I need to understand that. But at the end of the day, I’m still just finding a problem, putting a little pressure on it and providing the solution.

Dylan Silver (14:00.056)
This is an interesting process to, I think, develop because people typically will spend years kind of doing what’s comfortable with them. But you jumped in with systems and processes. Am I hearing that right? You said out the gate, we’re going to have systems and processes.

Steve Harris (14:00.718)
an interesting process that I think developed because people typically will spend years kind of doing what’s comfortable with them. But you jumped in with systems and processes. Am I hearing that right? You said out the gate, we’re going to have system and processes. Yes. Yeah. So actually it started back when I was a salesperson in the car business. I knew that, that I love data. So I understand that, numbers don’t lie. I wanted, like you said earlier, predictability.

I developed a spreadsheet to where I knew that I could make, I could set the bar of what I wanted to make. I knew based on my closing percentage on taking it from a lot up to a demo drive, demo drive to a write up, write up to a close contract. I knew my percentages. I knew my closing. I knew where I needed to get better and it would fluctuate.

But based on that data, I could set, hey, I wanna make 15 grand this month. Great, based on my current closing percentages and all these areas, I need to talk to 127 buyers in order to, know, car buyers in order to do that.

I broke it all the way down to every conversation I had is worth $117 and 63 cents or whatever. So when I went out on the lot and I had that dude that was like, you’re never going to sell me a car. I’m like, I just made 127 bucks off of you. You don’t know it. So I got to my mind right. Take that into the real estate space. It’s the same thing. I have statistics for my sales side and my listing or my buy side. And I, with my coaching clients, I give this to them to where they can plug in based on their current splits, their current averages.

They can predict, want to make $225,000 this year. Great. Here’s how many buyer leads you need to attach. Here’s how many seller leads you need to attach because of your percentages. Then we just break it down to, you can talk to more people or we can skill you up and get you better at your phone script, how to turn it into an appointment, how to turn an appointment into a buyer or a seller, and then get better at your marketing and closing. Steve, you’re dangerous on the phone. I can’t hear you.

Dylan Silver (15:54.83)
Steve, you’re dangerous on the phones. can already tell. can already tell. The way you’re talking about this is inspirational to me because it’s interesting. I haven’t heard as much of this in the real estate space as of late, as I’ve heard in other, in door to door, for instance, or an automotive, but I do personally feel like people can get caught up in kind of the glitz and the glamour and having the real estate license and all the things that they’ve gone through and just kind of expect sit back, you know,

Steve Harris (15:59.447)
talking about this is inspirational to me because it’s interesting I haven’t heard as much of this in the real estate space as of late as I’ve heard in other in door-to-door for instance or an automotive but it I do personally feel like people can get caught up and kind of the glitz and the glamour and have yes license and all the things that they

and just kind of expect to sit back, know, please you’re gonna come walking in through the door, my broker, right? And it’s like, my big thing is fanatical networking. Like, whenever I…

Dylan Silver (16:23.66)
leads are gonna come walking in through the door, my broker, right? And it’s like, my big thing is fanatical networking. Like whatever I have to do, however many people, not just shaking hands, like podcasts, you what do I have to do to talk to as many people as possible so that, you know, when people pick up their phone and your phone’s listening to you, Dylan Silver’s Instagram feed is coming through now and you’re like, how did it pop up in here?

Steve Harris (16:32.248)
to do, however many people, not just shaking hands, like podcasts, you know, what do I have to do to talk to as many people as possible so that, you know, when people pick up their phone and your phone’s listening to you, Dylan Silver’s Instagram feed is coming out. you’re like, how did it pop up in here? Yeah. Yeah. Well, and I think the other thing is, and this gets lost and, working with real estate agents across the board, most people think that as long as I get, and this happened in the car business too, as long as I get good leads,

I’m good, I’m gonna close these, I’m gonna convert them. The truth is most salespeople across industries will call or follow up with the lead one or two times and then quit. Okay, they’re not gonna buy. They said they’re six months out. They said they’re 10 months out. Statistically speaking, it takes 12 to 15 contacts to close 85 % of the leads. So we know that if you are calling one or two, which 98 % of salespeople in all industries call once or twice and then…

Don’t follow up any further because they’re all looking for the low hanging fruit, the now buyer. We want now buyers, sure, again, whichever industry. Statistically, we know that 10 % of buyers are never gonna convert, whatever the industry is. We know that 10 % of buyers will always convert. Those are the low hanging fruit that everybody wants. The money and the career and the lack of ups and downs in your commission cycles is in that 80 % and that comes to working.

your business, picking up the phone and following leads every day. And then, and I’ve just developed a course on this for real estate agents, building a referral, purposely building a referral based business. If we know that the average consumer buys three homes within their lifetime, and we know that 86, 83 % of them want to refer, but real estate agents don’t ask for it.

We’re leaving money on the table by not working the business every day. You’re right. They want to drive the white BMW, put on the suit, have their face on the business card and think they’re a real estate agent. think I was just talking to a lending partner the other day who I’m speaking at one of his events. He’s trying to call some of the top producers in his area and they’re doing like six to eight transactions a year. That’s not a career. That’s a part-time job in my opinion with this done right.

Steve Harris (18:44.106)
We can actually make people close 20, 30, and 40 deals with proper systems and tools, but you gotta work the business. And it doesn’t mean working more hours. It means getting skilled up and doing the right things to make sure that leads are coming to you. Your phone should be ringing. After a in the business, your phone should be ringing once a month going, hey, is this Dylan? Yeah, I just heard about you from Mr. and Mrs. Smith. They said they had a great time with you. We’re thinking about selling our house. Can we chat about that? And you’re just like, money’s calling me now.

Dylan Silver (19:14.434)
My mentor says, money line.

Steve Harris (19:17.26)
Yeah. Yeah. What a great time to be alive. Can you imagine if you had to run an ad, you had to put your listings in the newspaper, hopefully people would call you, they’d walk into your office. We make money on these things every day, but people don’t use it mostly because of fear, but also because they don’t know what to do, which it then enhances that fear. You Steve, you’ve seen, guess, two different, maybe more than that, different types of

Dylan Silver (19:36.472)
You know, Steve, you’ve seen, I guess, two different, maybe more than that, types of marketing. You when you got into automotive, it wasn’t like what it is today at any stretch, as far as social media, as far as the iPhone, FaceTime. It might have been there, but it was very in its infancy. And so, right now, I tend to see, and this is kind of sad, but either people are owned by their phone, like quite literally trapped by their phone,

Steve Harris (19:45.241)
these wasn’t like what it is today as far as social media as far as you know the iPhone FaceTime it might have been there but it was very in its infancy and so right now I tend to see

And this is kind of sad, either people are owned by their phone, like literally trapped by their phone or they’re they’re doing, you know what I’m doing, what you’re doing, what I’m trying to see other people doing and get to, which is like all communication on every platform. You’re going to find me somewhere or the other. Like you might not see me on Facebook. You’ll see me on Instagram. You might not see me on Instagram. You’ll see me on Apple podcast. You might not see me on Apple podcast. You’ll see me on Spotify. You’ll see me on YouTube. You might not search

Dylan Silver (20:05.774)
Or they’re they’re doing you know what I’m doing what you’re doing what I’m trying to see other people doing and get to which is like all communication on every platform you’re going to find me somewhere the other like you might not see me on Facebook you’ll see me on Instagram you might not see me on Instagram you’ll see me on Apple podcast you might not see me on Apple podcast you’ll see me on Spotify you’ll see me on YouTube you might not search me at all but your phone’s listening and so I come up in your feed right

Steve Harris (20:29.36)
Yeah. So this is not my term. I picked it up from somebody else. We are living in a trust recession right now. I am seeing now with Gorgeous Business Solutions, do like you said, coaching for business owners. We do sales and negotiation coaching. We actually have an entrepreneurial life.

Dylan Silver (20:32.63)
And so what’s your perspective on this? And you know, do you think that people who are like in the old school, hey, I’m not going to do that, that they’re really missing out?

Steve Harris (20:59.28)
lifestyle coaching to learn how to actually continue to have a real life while you’re working hard. But we also do website design, logos, branding, all that. And so we work with businesses throughout the United States in a variety of things. One thing that we are working on every single one of them with, whether it’s building their website, doing their branding, social media strategies, people want to, we’ve

We went so heavy in the technology that we lost the human connection and we are seeing statistics are backing up that people want to do business with people again. They want to start interacting. And so the more they can see you, the more they can see you on different platforms in different ways, the more they’re going to want to do business with you. 93 % of people will make a decision to do business with you before they ever talk to you based on what they see everywhere. I used to tell my team of agents, hey, if you’re going to…

If you’re gonna call somebody, you’ve already chatted with them, you’re moving forward in the process, shoot them a video text message. Do not text them, shoot them, record yourself. I don’t care what you look like, maybe check the background, make sure a dog’s not doing his business behind you or something, right? But if you’re in the grocery store, you’ve got your kids, you’re at your kids sporting event, let them see that you are a human, that you are a person, that you are normal. Because people wanna do business with those they like, trust, and respect.

If you’re some super polished real estate agent that’s always wearing a suit and you’re looking money, that’s great. But Mr. and Mrs. Smith are having a juggle. They’re busy, their child’s busy schedule and they want to understand that you understand that too. And so the more you can be out there, the more you’re going to be seen. And you’re right. There’s some old school agents that have been doing it for 20 years that are still doing it the old way. And they’re waiting for somebody to pick up the phone and call them. There’s too many people in this market and, and you know, to

Take it to one of my biggest points when I’m teaching people. It goes back to the first sale. You have to know that you’re the best solution. I know so much that I am the best real estate solution for anybody in my marketplace that if they are not working with me, I am doing them a disservice.

Steve Harris (23:00.054)
So I have to insist they work with me because I need to protect them from the other agents that are out there that are not providing the value, that are not providing the solution and the care and the systems and the tools that help their real estate agent or their real estate process actually be fun, educational and rewarding and something they don’t have to fear when they do it again. And that’s why they’ll come back to me.

Dylan Silver (23:19.47)
This is so awesome to hear. This is exactly the kind of mentality that any entrepreneur in any field, right? But real estate is definitely at the forefront because we’re both in it. You have to get so good. I would buy a home from me. I want all my family to buy a home from me. And actually anybody who is in my network, I’m doing them a disservice if they don’t know that I’m able to list their home or that I am able to represent them in a transaction in some way.

Steve Harris (23:25.96)
Absolutely, but real estate is definitely you know at the forefront because we’re both in it You have to get so good. I would buy a home from me I want all my family to buy a home from me and actually anybody who is in my network I’m doing them a disservice if they don’t know that I’m that I’m able to list their home or that I’m able to represent them in a Transaction in some way 100 % you know branching off from this but but along the same line

Dylan Silver (23:47.758)
And you know, branching off from this, but along the same line, there’s however many, you know, real estate agents in the country. Some people think too many. Some people talk about statistics that I mentioned earlier, you know, a majority of real estate agents don’t transact after two years. But as a newly licensed agent, I got licensed last week, I actually feel like, and this is probably, I don’t know if you’ll agree, I actually feel like there’s not enough. And the reason why I say that is because there’s so many hungry people who may think real estate isn’t for me, right?

Steve Harris (23:52.451)
There’s however many you know real estate agents in the country some people think too many some people talk about statistics that I mentioned earlier You know a majority of real estate agents don’t transact after two years But as a newly licensed agent, I got licensed last week. I actually feel like and this is probably I don’t know if you’ll agree I actually feel like there’s not enough and the reason why I say that is because there’s so many Hungry people who may think real estate isn’t for me, right? There’s so many ways which you can operate in real estate and whether it’s

Dylan Silver (24:17.432)
But there’s so many ways which you can operate in real estate. whether it’s you being an investor, whether it’s you being listing homes, right? There’s ways where that license can benefit you and which will just open doors. Like the whole real estate community that I’m involved in now is in large part due to just me being able to say, hey, I’m a licensed agent in Texas. And I just think that this opportunities, whether you’re gonna be a licensed agent or not.

Steve Harris (24:22.584)
you being an investor, whether it’s you being listing homes, right? There’s ways where that license can benefit you and which will just open doors. Like the whole real estate community that I’m involved in now is in large part due to just me being able to say, hey, I’m a licensed agent in Texas. And you know, I just think that this opportunities, whether you’re gonna be a licensed agent or not, this opportunity is not limited to where you came from, to car business, to real estate, to your family. I have nobody in my family

Dylan Silver (24:44.13)
This opportunity is not limited to where you came from, to car business, to real estate, to your family. I have nobody in my family who’s doing this. It’s just limited to how much can you shake hands? Like you said earlier, Steve, how many videos can you send to people? People will eventually get to know you, if not for just like, I’ve been seeing you all over the place. Do I know you?

Steve Harris (24:52.344)
is doing this is just limited to like, how much can you shake hands? Like you said earlier, Steve, how many videos can you send to people? People will eventually get to know you if not for just like, I’ve been seeing you all over the place. Do I know you? Right, right. You know, it’s a, it’s an absolutely fantastic industry. think, I think we have a,

a large amount of people that are kind of a hobbyist in it. And so I, you know, they’re not really full time. They’re not training. They’re not getting better. You are helping somebody with their largest purchase of their life. And so I think it’s very important that you’re skilled and knowledgeable and able to actually do it. I’ve seen people get hurt in it. That’s, mean, I always tell people, if you lose your earnest money deposit, it’s a failure on your real estate agent. There’s too many ways with the properly written offer. You don’t lose it. So yes, I think if you are somebody who has the work ethic,

and the ability, that is something I cannot train into anybody in any industry. You come to me hungry, you come to me with a work ethic and a willingness to learn. The skills, I have told people this all the time, real estate is the easiest business to do. It really is, it’s not that challenging. You have to put in the work, you have to follow through on what you do. If you follow through on your word,

you serve at the highest level, you pick up your dang phone when agents are calling, when clients are calling, and then you respond and find the information they need and assist them from a heart of wanting to solve their problem and help them in their time of need. You’re gonna rise to the top 5 % easy. And then with some great coaching, I…

I can get you in the top 1 % super easy just by applying the systems and tools that are already created that people just aren’t using because it requires the next level of commitment.

Dylan Silver (26:38.286)
Such good points, you know, and again, I just feel like if you have that hunger within you, the real estate is surprisingly a welcoming community. Like you may think on the outside looking in like, like, again, you see the the kind of glitz and the glamour the what the white Land Rover, right? And, you know, it can be I was for me, I’m like, I have no nobody in this space, right?

Steve Harris (26:42.495)
feel

Steve Harris (26:46.198)
state is surprisingly a welcoming community. Yeah. may think on the outside looking in like, like again, you see the kind of glitz and the glamour the what the white land

Dylan Silver (27:00.782)
but then when you actually go into these rooms, even if it is intimidating at first, you realize people are like shockingly open books. Like I’ve gotten so much information from people just by saying, hey, how do you do that? And they’ll just give me all the game that I might’ve had to pay them for otherwise, but I got in the room.

Steve Harris (27:17.326)
Right. Right. I’ve been, and if you get into the industry, definitely go to the conferences. Cause you’re right. There are some people that are absolutely wonderful.

people. I’ve had so many times even at a conference where I tried to go sit at a restaurant and just have one meal to myself and be quiet in my brain. No, people come up and start chatting with you. I got invited to speak on three different stages because I met somebody at a conference. We had a conversation. They called me a week later like, Hey, I’m doing this event. will you come speak at that? I’m like,

Sure, because they are welcoming and honestly I think so many of us enter this space wanting to be really great and wanting to really serve. And so when you find people that have different skills or different ways of doing stuff.

Many of us are attracted to that and go, can I learn and can I be a part of it? This is why real estate teams exist. Cause you get a lot of people joining together and learning, especially, I always recommend newly licensed agent, start with a team, learn great systems and tools, and then build out from there. If you want to, I had some great agents on the team that had no desire to go out on their own. Steve, we are coming up on time here. Where can folks go to get ahold of you?

Dylan Silver (28:22.35)
Steve, we are coming up on time here. Where can folks go to get a hold of you?

Steve Harris (28:26.024)
Yeah, absolutely. Thanks for asking. our company, Gorgias Business Solutions, that’s www.gorgiasbusinesssolutions.com. That’s where we have access for our three different levels of coaching, website design, branding, logos, everything there. I’m on…

LinkedIn, Gorgeous Business Solutions, and Steve Harris on Instagram, Gorgeous Business Solutions, Steve Harris. I do have a podcast called The Whole Business, which is talking about, it’s designed for entrepreneurs who are looking to not just have great successful businesses, but have a wholly successful life. And so that’s everywhere you can find podcasts on YouTube, on social media, or excuse me, on Spotify, all the number of podcast places. Steve, thank you so much for coming on the show.

Dylan Silver (29:13.806)
Steve, thank you so much for coming on the show.

Steve Harris (29:16.681)
Absolutely, it’s been an absolute pleasure. Thank you.