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Show Summary
In this conversation, Julien Peralta shares his unique journey into the real estate industry, detailing how he transitioned from a front desk position to becoming a successful coach and team leader. He emphasizes the importance of personal development, the challenges of the current real estate landscape, and the significance of building a supportive team. Julien also discusses the role of coaching in helping agents navigate their careers and the necessity of mastering oneself to achieve business success.
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Investor Fuel Show Transcript:
Julien X Peralta (00:00)
Yeah, absolutely. You know, I believe that we are in an age where it’s not a knowing problem.Right. You you there are resources. There are books. We have videos. There are so many people putting content out there that if you wanted to learn to do something like real estate, the information is out there. Right. We could go to chat, GPT and ask it to write me a perfect schedule based off of open houses, door knocking and cold calling that would set me to hit my financial goals. So it’s not a knowing problem. It’s a doing problem. Right. And I think coaching there’s there’s two elements. Right. I believe in coaching the whole person.
Dylan Silver (00:24)
room.Hey folks, welcome back to the show. Today’s guest is a leader with the X group in Keller Williams and DFW, Dallas-Fort Worth Metro. Please welcome Julien Peralta. Julien, welcome to the show.
Julien X Peralta (02:18)
Hello, thank you for having me. Excited to be here.Dylan Silver (02:21)
It’s great tohave you Julien ⁓ and I’m a fellow DFW licensed realtor although living out of the country I lived in ⁓ DFW in Denton, North DFW Metro for the last year really. I just moved outside the US in August but I always like to start off at the top Julien by asking folks how did you get involved in real estate?
Julien X Peralta (02:42)
Yeah, that’s a great question. We’re actually in Denton right now. So that’s where our home office is. So I’m here in our beautiful Denton, Texas. yeah, people ask me, how did you get into real estate? And I usually tell people, I kind of tripped down a flight of stairs and ended up in it. My full story, I’ve been in the industry for about 10 years. I was 19 and did not have a clue what real estate was. I went to two days of college here at UNT.⁓ I didn’t make it past the syllabuses and I realized this is not for me. This is not the jam. It’s not environment. It just was not something about it was not working. And I just decided to work and you know go pursue ⁓ working in whatever I could and so this opportunity to ⁓ work the front desk on the weekends, come answer phones, you know for this real estate company. sure I’ll do that. And I ended up
Dylan Silver (03:30)
Yeah.Julien X Peralta (03:31)
falling in love with it and just hearing people talk about business. And I realized very quickly that real estate was the vehicle that gave very ordinary people extraordinary lives. And that’s what started the whole thing. And so I just, you know, I was the weekend guy. I answered phones just for our front office, but it was listening and hearing agents and hearing what they were going through and just trying to find ways to help them move their business forward.Then that got me into becoming an admin. And so I became a director of operations for a team and grew that. I then became an administrative coach. So coaching other admins, director of operations, teaching them all of the systems and know how anybody who’s in real estate knows that our rainmakers and our sales agents and realtors, they are a need for speed. They’re fast. They’re chaotic. ⁓ And they’re throwing things back to their team.
who are doing the organizing and the refining and keeping everything kind of organized. And so I was building a lot of those systems for a lot of teams. ⁓ And then at that time, know, life took a turn. I had to make some life changes and left that team and started my own coaching program. So ⁓ four years as a coach by myself, we’ve got 50 agents here in DFW. So I coach for our office and then I’ve got my team, the X group. ⁓ And so we are, we just launched in July. So we are a…
newer team. I am proud to say that we are ⁓ kicking butt and taking names and just, you know, it’s that fast and furious lifestyle and just getting out there and finding people to help.
Dylan Silver (05:49)
I want to ask you a couple questions ⁓ pivoting back to the beginning. You mentioned two days in school and then you decided this wasn’t for me, but you did go the path of real estate. Was it kind of luck of the draw where you applied to a job that had a real estate, you know, facing or was it you were ambitious and decided I want to get into real estate and this is going to be my path through?Julien X Peralta (06:13)
Yeah, so I actually, so when I decided college wasn’t for me, I Googled how to become a millionaire without a college degree. Real estate was number two. And that was like, okay, I could do that. Yeah, sure. Six weeks of courses and you can go make as much money as you want. No problem. So I would say that it was definitely a path of discovery of finding it, but I didn’t really know the vehicle, the world, anything like that. And so that actually happened after I started working at the, ⁓front desk is like, okay, there’s something to this. Let me see. I’m a pew.
Dylan Silver (06:45)
I want to ask youabout that time period where you’re figuring out what it is that you’re going to do. You go, working at the front desk. Walk me through, when you’re working at the front desk, were you looking up, how do I get my real estate license? Or did it take some time initially to get that going?
Julien X Peralta (06:57)
Not at all.⁓ I think we’ve all experienced that feeling of drinking from a fire hydrant when you get into a real estate. And so in the position that I was in, it was exposed to all of it. It was all of the vendors, right? So I’m talking to title lenders, agents, the management side of stuff. So I was dealing with kind of the broker ⁓ owner side. And so it was just so it, the world is so big in real estate. And I think I was just like, okay.
I can grow in here. I don’t necessarily know where I need to start. It was more of an absurd, like I’m just observing the world. How does all this stuff connect with each other? Because I hadn’t gone through licensing school. I didn’t know all of the kind of proper ⁓ setup at that time. And it was just a lot of observing. And it was a very different time, 10 years ago. ⁓ When I started, I was 19 years old too. So ⁓ different just mindset and different environment and technology wasn’t what it was. And so you’re not seeing the selling sunsets and the, you know, the TikTok realtor.
Dylan Silver (07:44)
Yeah.You know.
Julien X Peralta (07:58)
It wasn’t there, right? And so, in real estate, you know, I would say pretty consistently, we’re a little bit behind of the times, you know, and so it felt like everything, we were printing out maps on MapQuest and handing them out to agents 10 years ago. So just very different and I didn’t know what I didn’t know. So through a lot of observation and seeing how other people navigated and then ⁓ real estate is also interesting because you would see people be successful.then they might not have closings for a few months. I’m like, well, what do you, that whole commission lifestyle was just a very different, hard to wrap my brain around because it was always, you know, working hourly or ⁓ for things like that. So as most do. So I would say that it was a, it was an organic growing experience to figure out where I fit into it. But the industry kind of revealed itself. I was like, Hey, this is the path to get you what you want. Wealth, freedom, flexibility, those things.
Dylan Silver (08:36)
Yeah, has most do.Walk
me a little chronologically through this to give myself and also our audience an idea of, know, if they’re trying to follow a similar path, do they have to know right from the gate exactly how to maneuver or was it you took a couple of years to get licensed and you saw, okay, this is, I’m comfortable with this. Let me see how to build a team or was the team even down the line where you didn’t think of that initially? How long was it until you got licensed once you had that job working with that real estate company?
Julien X Peralta (09:17)
Yeah.So my story is a little unique and admittedly, was the spouse of the realtor. I was dating a realtor. so seeing that, working at the office and of course, wanting to be involved. And so it helped with a little marketing here. It started dabbling with the behind the scenes things and maybe accompanying to a showing. And ⁓ I love people. I’ve always been a people person. You put me in a room with strangers, I’m leaving with some friends, right? I’ve always just been that person.
I didn’t know that that was a skill that was going to serve me, right? I just thought, I’m friendly, I talk to people, that’s fine. I’m okay to be embarrassed and put myself out there. And I quickly realized that like, okay, well, me and my partner at a time, he was very analytical, very type A, ⁓ and the clients needed some zhuzhing sometimes, if you will, and trying to fill them out. And I was like, I know people, I can talk.
Dylan Silver (10:46)
Yeah.Julien X Peralta (10:49)
So that was kind of our role. I would go talk to them, feel them out, you know, as we’re talking about the house and he would come in with the numbers and go through the analytical side. And so we kind of figured out a Bonnie and Clyde relationship there where it was like, hey, my, my.Dylan Silver (11:03)
You open them up, yeah.Julien X Peralta (11:04)
Yeah, my skill set is let me set the tone, let me get there and then you’re gonna come in and close the deal. And so we did that for a while ⁓ and it was just him and I, he did try to start a team a few times and it just never really took off. so I got to a point in, I was like, I think I’m ready to jump in and start helping manage the team. And truly like real estate, I think the beauty of it is that it is a business that you can structure around you. So when I look at myDylan Silver (11:33)
100%.Julien X Peralta (11:33)
business, mybusiness is structured around my superpowers, right? We do events. I like it, right? Put me in a room with strangers, I’m leaving with friends. So that’s the way that we meet people. That’s how we build community. We host events, we go to events, we do things like that. And so I didn’t know that going into it, we had built this business around that, you know, my, my
boyfriend at the time, when I stepped away from that team, we had broken up. And so there was also this pivot of, gosh, I’ve been this behind the scenes person at the time it was not licensed still. this was semi recently. I would say within the past five years was not licensed at that time. And I, know, when, when you go through a big breakup and life changes and things, you kind of got to figure out who you are again. And, and, you know, what makes me me outside of this person and what makes me me and
Dylan Silver (12:08)
Yeah.And so
you were thinking, okay, I’ve got all these skills really that I’ve learned. I’m gonna get licensed. You know, it’s funny that you mentioned that Julien, because I got into real estate in 2023 from a Google search.
Julien X Peralta (12:24)
and how do IDylan Silver (12:35)
So you mentioned the Google search you got in before I did but I had left a W-2 job where I felt like I was making good money but very very difficult and long hours ⁓ felt like I was gonna grind myself to the bone working for Nissan and I just did a Google search and real estate came up but I didn’t know anybody in real estate so I think at that time at cash for keys there was a lot of people talking about cash for keys I ended upJulien X Peralta (12:39)
YeahDylan Silver (13:05)
goingto work for a wholesale company. That was July of 2023. I’ll never forget that month or that year because it’s my life changed, right? And then fast forward, it wasn’t until 2025. So almost two years later, that I ended up getting a real estate license and I decided, okay, I’m gonna make it make a pivot here. And the honest reason why was deciding to do that was because the fix and flip game specifically in DFW, but all across the country, but definitely in DFW was drying up.
Julien X Peralta (13:12)
Be hell.Dylan Silver (13:34)
So when I was finding these assignable contracts and these wholesale deals the the the interest from buyers wasn’t quite where it was before ⁓interest rates had their hike. do want to pivot a bit here Julien and ask you about building a team because this is something that as an EXP agent myself a lot of people can kind of go one of two routes you know you can do a lot of personal production or you can build a team or both. Did you know right away when you got licensed hey I’m going to build a big team I think you mentioned 40 or 50 agents on the X team.
Julien X Peralta (13:46)
Mm-hmm.Yeah, so ⁓ that’s a great question. ⁓ It’s not very often that you get to experiment with someone else’s team. I, ⁓ you know, the good thing is while I was in that relationship and we did build a team, ⁓ when I stepped away from it, was, I had the experience already, right? So I hadn’t done it personally, but I had played in the teams and I had been an administrative coach and so helped other people set some systems that got their teams running. And so as I kind of thought, okay, what do I want to do?
Do I want to just do an individual agent? Do I want to build a team? If we build a team, it the Julien team or do we give it a… There’s a lot of things that you have to think about when building a team. ⁓ So I think for me, there’s two things that I, once I found them or once I was okay with, ⁓ I wrapped my head around it, was the obvious choice for me that like that was the direction you needed to go. ⁓ The first one was…
how do we stand out?
And I think as real jurors, right? We all do the same thing, maybe a little differently, right? We’ve all got our secret sauce in some way, but like, who are we? Who am I? What do I stand for? And if we’re gonna do this real estate ⁓ thing, what does that look like? And so I kind of had to sit with that thought for a while. I actually sat with that thought for about a year, ⁓ maybe a little longer. And what I realized is that,
Dylan Silver (15:45)
Yeah.Why you, right?
Julien X Peralta (16:11)
There are a few things. One, there are agents out there that are talented, that want to do the work, that want to go help people. Their hearts are in the right places and…Objectively real estate is just harder today, right? I’m not talking about the market. I’m not talking about I’m not talking about strategy I’m not talking about any of that real estate is just harder today, right few options one There’s a lot more products We have to know way more products out there to help our clients you talk about lending products and all these different things There’s a lot more information. So we just have to be you know on our P’s and Q’s all the time Back in the day. There wasn’t that many products. There was that many creative, you know things ⁓ The other the other piece of it is we’re in it. We’re in a very
⁓ fast-adapting digital age and so if we want to keep up with the times or get ahead of it we need fast go-getter quick starters learners leaders that are ready to go and when I was thinking about building the team who you run with matters I do believe that who you run with in business matters and ⁓ I was very nervous that I wasn’t gonna find those people and I didn’t know where those people were
Dylan Silver (17:03)
Absolutely.Julien X Peralta (17:19)
And so the X group, actually, there’s only three agents. It’s myself, we’ve got Bill and we’ve got Kelly and we’ve got some admin support. Through coaching, coaching other agents, that’s our coaching program’s 50 agents. Very quickly, did I realize that we follow the 80-20 rule, right? 20 % of your efforts equal 80 % of your results.Well, if I’m the woo, if I’m the face and I do love lead generation, it’s my favorite thing ever. It’s my superpower. And so I can go get the clients. I can go meet them at the house, my friends, family, like that’s fine. I need someone that’s going to deliver exceptional service to these people and be really good at their craft. And so I was in search for people who had grit and who were compassionate and kind and wanted to be leaders. once I knew what I was looking for, they appeared. It was like I blinked and it’s like,
Dylan Silver (17:52)
Yeah.Julien X Peralta (18:08)
my gosh, there you are. Okay, hey, I’ve got this crazy vision. Let’s talk about it. The hard part though is we had the conversation in April, we launched in July. We’re now sitting here in September, right? When you’re a startup team, is the, where are we going and how are we gonna get there?that gets people bought in, right? Because I didn’t have a track record of, our team is closing X amount of deals. We’ve got this many leads, and this is what we’re prompting. I didn’t have that because we were a startup. It was me. It was my director of ops. And I had a transaction coordinator, he said, hey, I’ve got a dream, and I’m going to roll up my sleeves, we’re going to get there. ⁓ And so far, it’s worked. We were just recognized in Big D Magazine for a top producing team and realtor of our best real estate agent, I think. And so we’re one of our top teams here in our office very
We just launched in July, so only a few months old. But I think that clarity, when you can really sit with your thoughts and think, okay, what does this look like? And I can make, my other favorite thing, no rules, right? There’s no rules in how this looks like. We can make it where they’re just buyer’s agents. There’s a number of different ways you can.
Dylan Silver (19:19)
Yeah.Julien X Peralta (19:19)
⁓ calibrate a team, but this is the way that worked for us. And so when you get really crystal clear on what that vision looks like, you can’t miss it. You can’t miss it in the actual putting it together.Dylan Silver (19:31)
Weare coming up on time here. Before we go though, I do wanna ask you about the coaching, because I think there’s a lot of people here in this podcast, and then also maybe, who may be thinking about getting involved in real estate, or maybe thinking about diving again. Maybe they have a license, but they’re saying, oh well, I wanna really give it another go, or reposition myself within the space.
When it comes to the coaching, do you feel like there’s a lot of folks who maybe have the drive but don’t have the mentorship? Or do you feel like if you’ve got the drive, it’s easy enough to find in the real estate space that you’ll find a coach somewhere. What’s your general perspective on coaching in the real estate space when it comes to people who are looking for that type of mentorship?
Julien X Peralta (20:03)
really.Yeah, absolutely. You know, I believe that we are in an age where it’s not a knowing problem.
Right. You you there are resources. There are books. We have videos. There are so many people putting content out there that if you wanted to learn to do something like real estate, the information is out there. Right. We could go to chat, GPT and ask it to write me a perfect schedule based off of open houses, door knocking and cold calling that would set me to hit my financial goals. So it’s not a knowing problem. It’s a doing problem. Right. And I think coaching there’s there’s two elements. Right. I believe in coaching the whole person.
Dylan Silver (20:39)
room.Julien X Peralta (20:47)
Right. So it’s not call reluctancy. It’sIt’s a fear of rejection. Okay, well let’s dive into that. What about is a reject, there’s a…
different levels to what is contributing to how people behave and perform. And it’s not just go do the thing and I’m gonna hold you accountable. Did you call five people? It can’t just be that, right? Because if it was as easy as that, everyone would do it. It’s the inner world, right? Your inner world has to match your outer world and it’s the self work that you’re doing ⁓ to get there. And that’s where coaching comes in, right? And I think when people think coaching, they go, this is gonna be super rah rah and we’re gonna do this thing. ⁓
about that right it’s it’s sometimes as a coach I’m telling people you gotta rest we’re doing a marathon right you’re building your career you’re gonna burn out before we even get you know halfway through this race rest sometimes it’s hey the best thing to do is nothing sit with your thoughts let’s let’s keep thinking about some other ideas sometimes it’s okay you’re you’ve got 15 billion ideas
consolidate, concise. see myself as a thinking partner a lot and I see myself as someone that’s there to help remove hurdles through helping others master themselves. So it’s one…
Dylan Silver (22:06)
You know, I think when I hear you talking aboutthis, really encapsulates a lot of the struggles that people deal with because you talk about being kind of like a holistic.
Coach, we’re not just gonna talk about the X’s and O’s of real estate strategy, because as you mentioned, Julien, you can get that from chat GPT, you can get a lot of that from a Google search, you can get that from a real estate school to some degree, from a YouTube clip, but what is it that we have to do to kind of make you hit your KPIs, to make sure that you’re getting the rest that you need, that you’re also recognizing that this is a marathon, not a sprint. Julien, we are coming up on time here though, where can folks go if maybe they’re in the DFW?
Julien X Peralta (22:24)
out.Dylan Silver (22:47)
area, they’d like to reach out to you. ⁓ Maybe they have a deal that they’d like you to look at or maybe they’re interested in reaching out about real estate coaching.Julien X Peralta (22:55)
Absolutely. you can find us. I am all over social media, Julien X Peralta, TikTok, Instagram, everywhere. You can look us up, the X Group. We do have the xgroupcoaching.com as well. And so you can see a little bit of our coaching there. We have some free resources. And if you wanted to book an appointment, you can do that there with us as well. And absolutely, we’re always looking for referral partners. We do commercial, farm and ranch, and residential.all over here in Texas and we are starting to branch out into Oklahoma a little bit. So always looking to help anybody we can. I do want to add one more thing on this and I think it’s important because the one thing that people don’t say about becoming an entrepreneur, right, and I think as realtors we have to remember it’s a very entrepreneurial job, is that the path of being an amazing entrepreneur is mastering yourself. It’s knowing how to get yourself to rev up the engine or fall back or put in the extra,
Dylan Silver (23:37)
It is.Julien X Peralta (23:49)
⁓ and so through coaching that’s what we do but also as entrepreneurs in any business right any any self-employed person it’s mastering yourself so that way you can go share that with the world so anybody who’s listening to this start doing your inner work start asking yourself those questions because that’s gonna help unlock your business grows to the extent you do so if you feel like you’re not progressing it in that your business is suffering when you start removing those blocks your business opens up like a seven lanehighway and you can go as fast as you want.
Dylan Silver (24:21)
Julien,thank you so much for coming on the show here today.
Julien X Peralta (24:24)
Absolutely, thank you for having me.
