Recruiting Agents Using Charisma! Interview: Scott Mason

Recruiting Agents Using Charisma!
Interview: Scott Mason

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Episode Transcript

Hey guys! Welcome to another episode of the Brokerpreneur Podcast, I am Dr. Ben Spears, the, uh, what can I be today? The Engineer of flow because I’m driving this train. That’s right!  I’m not one of those other Engineers, not the other type, not like your wife. I’m not the smart engineer. I don’t want to, this train engineers, you guys are smart! But that’s kind of engineering I would want to be if I was going right. Oh absolutely! If nothing else they got a cool ass hat. That’s exactly right!  I get it, you know. I’m from Kentucky get to where my bibs. Yeah. there you go! Most folks call those overalls by the way not bibs. Yeah, yeah, yeah. So yeah, yeah, overalls. I would call them. That’s you know hillbilly. He’ll build a tuxedo. I wasn’t gonna go out there with hillbilly. I wasn’t just I’m assuming I am proud to be one. All right. I’m proud to be one. I’m here with the big guy as usual May Vigh. Matt, how you doing? The ambassador, the hillbilly of flow. Maybe we should go with that. I’m totally down with that and it’s coming out next podcast. All right yeah. So I’m doing super, I’m super excited just like always you know. We, the guests we have on here, are just so incredible and you guys know this right before we get started. You know, we kind of connect with the guest and talk a little bit about, you know, how things are going to move and everything. Every time we do that I can’t wait to hit record especially with people like Scott.
Man, it’s just, there’s so many great conversations and we could talk to him for like an hour and a half and so we aren’t today because we’re going to be respectful of everybody’s time but we’ve got Scott with us today and he said he’s a transformational coach and Ben, I’m going to let you intro all that but I’m sorry I’’m doing good. I should have just stuck with I’m fine. Yeah. Matt’s fine everybody. wW’re just going to put the mute button on here. But yeah, let’s bring on transformational coach, we were connected to him by Frank Agin, speaker at Elevate. Most of you guys know. Let’s begin transformational coach Scott mason, how you doing Scott?It’s great to be here and thank you for giving that shout-out to Frank Agin. He’s phenomenal isn’t he? Oh he’s an incredible guy! Yeah! He’s absolutely, absolutely spectacular and and you know he has never connected us with someone who wasn’t just like off the charts. Yeah, you know fantastic! And so you got some big shoes to fill Scott, all right here we go [Laughter]
So guys you know, you know, we all know that we’re in for a good one here. So, Scott tell us briefly about you know kind of what you do. We’ll get into the details later on but tell us right now and all of our listeners out there let’s just tell a little bit about what you do very briefly. I’m a coach and a speaker who works with individuals who are looking to engage in a transformation in their life they may be feeling stuck or stagnant usually in their profession and they’re seeking professional freedom to really live fully actualized doing what they’re meant to be doing and doing it well from a professional perspective they may be wanting to um uplevel their leadership as an executive in a corporation or they may be a seasoned entrepreneur or a manager or leader in a company that’s looking to find a more purposeful career path or they may even be looking to move into entrepreneurship um but they don’t know how. If so,  I’m there to help them dislodge the toxic myths that are holding them back so they can ignite their inner charisma and find their way monetize professional freedom. Yeah, that’s so killer. So there’s you know, and we talked, we touched on this right? There’s a lot of people that get into real estate for a lot of different reasons, right? Yeah and some of them get into it for the right reason and some of them get into it for the not-so-right reason. I can’t imagine how much better the real estate industry would be if before they got in there they talked to you so they had some kind of direction of what they were doing and making sure it was the right thing, instead of just saying, I know some people that want to sell a house. I’m going to make a dollar instead of doing that then you know, get or brokers that transition from being an agent and you know the reason why they transition isn’t necessarily the best reason for them to transition right, you know. If they didn’t transition for the right reason they’re struggling and they don’t and they don’t have to know how to make that jump from salesperson to CEO. 
Yeah, yeah. It’s too easy in anything in life to kind of chase that dollar sign right and so you know talking to Scott, you know, before you make that decision you know, of course, that’s going to be like, okay I’ve made now, I know, I’m going to make the right decision. but let’s say you’ve already made that decision and you’re like, man I’m just struggling. I’m not sure if it was the right thing. Well you know, Scott may, we’ll be able to help you find your purpose absolutely inside of that and say, Oh yeah, I actually really like being a broker. I really like being a real estate agent. I like it even more now because I’m actually doing it for the right reasons. Right, right. Are we on the right path? There’s absolutely right. It’s amazing because, and I, by the way speak about this with personal experience as well as having encountered a number of people who’ve been in this situation throughout their lives and that’s why I’m so committed to this if we’re not thinking about why we’re doing something then connecting it to who we truly are as opposed to who society might be saying we should be or who we have told ourselves that we need to be or doing whatever that we feel will give us whatever external validation or whatever internal validation that may or may not be connected to why we’re on this planet we’re ultimately going to be disserving on disservicing our clients we’re going to be disservicing ourselves we’re not going to maximize our ability to contribute to this world it may be that the purpose is related to particularly in real estate that you just really enjoy seeing people housed in the right place that is perfect for them and you get gratification out of that. 
That’s one thing it may be simply like you mentioned earlier that this is something that everyone in my family did or that it was an opportunity that was thrown in my direction. So I’m going to do it that’s a different story also we just want to add values play into this in a big way because purpose and values aren’t necessarily aligned. Real estate work is hard work there may be things about it that even if you sort of like it in theory if it’s not matching the day-to-day values that you uniquely as an individual want to live, it still isn’t going to work out and all of those things have to be considered before we think about what we do with our lives. Yeah, no absolutely, Scott. So we love getting the background story, right? And it’s one of those things where you know I want to hear like how did you go from wherever you were you know as a child to where you are today. And you know, in a normal time interval right. But before we get that, I want to let everybody know how to follow us forever. Listen to us hit that follow that subscribe button and go to Brokerpreneur Podcast and sign up for our newsletter. We’ll send you some cool recruiting information um every single week straight to your inbox.
But now, Scott tell me, you i know, you weren’t like five-six years old you know listeners have heard me say this, five six-years old and said, you know I woke up I was playing with my transformer and then I was like wait a second, I want to transform people right. If that was the story then that’s killer! Let’s just end the podcast right now but I have to imagine you know there was something that happened in your life that you were just thinking, man this is more than meets the eye. Oh here we go. He’s a big tagline guy by the way. Yeah,  I will say this. When I was four or five i was watching star trek reruns and I wanted to be Captain Kirk and that was my actual purpose but you know since starships don’t exist, Oh well right? No, it’s interesting. I was actually born in England. My mother was, my biological mother was a British woman that was studying language and my biological father was someone who came to London from Trinidad to study law. 
They had an affair. Out came my cute little self and they could not keep me so I was adopted by Americans and raised in the rural midwest. And the reason why I mention that is you know, my father worked for the state. My mother worked for a dog food factory and in rural Kansas where I worked or where I grew up outside of a narrow range of opportunities, there just really wasn’t a lot of space for someone that was a little bit out of the box for me. And with my family, coming from the social economic background that they did being blunt expectations about what their children would become were not the highest and so a lot of what ultimately drove me to the early stages of my professional life were profound desires to prove that I could be more than what society might have expected of me. 
In other words, there were personal myths that I developed around who and what I could and should be. And what my drivers were that ultimately led me out of Kansas and into a 25-year career as an attorney and large organizational executive now as you mentioned earlier, Matt. If what you’re doing isn’t built on a solid foundation related to your values your purpose, who, what you want to be as opposed to this is just opportunity or I’m doing this because I’m mad about the world, then the foundations of your castle are made on sand. It will collapse and eventually, it did collapse. I went into entrepreneurship initially because I wanted to be involved in with a company that was more creative and I felt I was capable of being my own boss and doing my own thing the entrepreneurial journey that I initially went on. wasn’t right for a number of reasons but eventually, I began to feel the pull into something different that was tying to the unique skills and gifts, and experiences that I had was able to tie them together as well as the things that gave me passion and once I  discovered that then I was able to really move forward into where I am now. And bring the full scope of my passion, energy and excitement. What I do every day, I  found professional freedom that’s incredible. Yeah. So that and man you just said so much right and I mean, I know you know that and I love it that it’s all tied to you can tell how passionate you are. One because you went through it and two because you’re helping other people go through it and guiding them and so you have to love what you’re doing. With that in order to dig that deep in with people so you said so many important things there right. So, you there’s difference in order to make a transformation. There’s some things that you have to acknowledge on the front end right before you can start that transformation, is that correct? And you’ve got a way of helping people get through that, is that correct?
Absolutely. Yeah, yeah. I know, you know we’ve contacted this and like I said we’ve consumed a lot of your content and I highly recommend everyone who’s listening, you know,  to go to LinkedIn and connect with Scott Mason. Absolutely, you know, immediately but in your content you know you talk a lot about kind of have this signature program. It’s got kind of like you know four steps and I would love to kind of go through those without giving away everything to everybody. Of course, we don’t want to overstep our boundaries but we’d love to talk and talk about each one of those and if you’re cool with it? And starting with number one which is, dislodging toxic myths. Yeah. I’ll use myself as an example. This idea that because I grew up in a rural part of the united states from you know the children of parents that were not of any sort of elite or fancy background in a place where the opportunities in certain professions just really were not there that my life was A) governed by the circumstances of my birth. B) The actions that I might take were dictated by beliefs that I had in reaction to that three, that I had certain capabilities or possibilities or would need to prove that I had other ones and then C) that I needed to engage with the world in a certain way in order to overcome those obstacles, those belief systems I call toxic myths. They are the personal myths that we tell ourselves. That hold us back to keep us stuck and stagnant and I use that word myth very intentionally because as you all know having consumed what I put out on LinkedIn really these myths I  feel are tied into larger meta-narratives that have existed throughout history and a lot of what I focus on in the social media content that I put out in particular is Greek mythology. The reason why I focus on that is the stories that have existed in that mythological foundation for thousands of years have resonated. And people study to this day because they speak to fundamental human truths the narratives that they’re talking, the lessons they’re talking about are core to who we are as people so dislodging the toxic myths and then beginning to move in a different direction is the first step that I believe we have to take in order to begin to get to that place where we’re finding our internal happiness and our professional freedom. Yeah and I have to imagine that kind of starts in, you know, that’s the way you know probably is this guy helps you is actually finding out what those myths are because it’s really easy sometimes to say, oh well, I’m not successful because you know my car is blue right or something like that. And sometimes those myths are not as easy to recognize because, man you are just you are in those you’re bought into them. Yeah, yeah. And that’s why they’re called toxic right? But that kind of brings us into the second one once you know what those myths are. You have you have to re-rewrite that framing because you know Matt talks a lot about you know pre-framing and reframing with lots of things but you know, you do have to figure out what those myths are and you start rewriting those. 
Absolutely. And it’s not a haphazard project. I strongly believe that for us to be able to write myths we have to or especially positive myths that are going to take us into a different direction there are a few things that we need to do first of all we need to be very intentional about the role that we’re playing in whatever myths sometimes for instance we could have a personal myth that’s totally neutral but we have boxed ourselves into a mythological role like a victim or a bystander in a way that ultimately it makes this outcome. In other words the outcome of our lives tragic so what are the roles that we’re going to play and when we look at the roles that we’re going to play we examine things like what is our purpose. Why are we on this planet? what are our values not just what we say our values should be but really what are our values some people may not be comfortable saying? My number one value is making as much money as possible. 
Well if that’s true you need to own that and write a role that’s positive based on that it may be something else altogether and then beginning to from there combine those things with other elements of your personality to create a, what i say a new book of myths but it’s a new mythological foundation. A vision for what you want your life to be lived as. It might not be specific you might not be ready to say this is the career path. I’m ready to become a real estate agent now more how do I want my life to look and then seeing whether being a real estate agent actually works into that is a later step in the process. Yeah. That’s so great. You know, whenever a lot of people get into into real estate and they say I wanted to show houses, right? Ii love the tv shows with all the houses on it and Ii want to one day, I want to invest and all of these other reasons that could be great Reasons. But you know you said you just mentioned it again and you said before we got started your purpose has to and needs to align with your values and you need to understand the difference between the two of those. But not but they don’t always do that they don’t always align the way that they need to align. Man, that’s so incredible and that explains why a lot, Ii’m sure brokers, that are listening right now have agents in their office and they’re going, you know, I really hired this person. I  thought they were going to be great and for whatever reason this person is just struggling. They’re just not making it. They have the skill set, they understand the technology, they know how to do the things that they’re doing but for some reason, they’re just not launching their business. It is not going the way that it’s supposed to and it’s probably exactly what you’re talking about. 
Their purpose is not aligned with their values and their values and purpose are aligned with their skill set, right? So, you help people get past all that right you help them kind of understand and clear that it’s not like whenever you’re being transformational you’re saying, Oh my gosh, all the things you’re doing you’re no good at real estate you need to go do something else right? I’m assuming, that’s not what you do right it and it may well be for instance that you have a different role in that field once there’s actually a more exaggerated version of what you’re talking about Matt. That I’m going to share as almost an example you see this in the non-profit sector people may work for a company. And I did this myself so I again say this with experience but it is not just me they work for a company that has a good mission so they feel as though they have a purpose but that company’s values may not match theirs. An example of that in my case for instance. I, my value, one of my core values is making sure that the outcomes that I receive from my work are related to the inputs that I put in. In other words, hard if I work my rear end off, I want to see positive outputs unless I’m you know working on not something that’s ridiculous not but generally I want there to be a correlation between the work that I put in and the rewards that I get in the non-profit world that may not happen at all. 
The reward the people who reap the rewards may be the people that ultimately receive the services and so I wasn’t receiving rewards based on the sheer amount of work I was putting in my values didn’t match the purpose of the nonprofit even though that nonprofit did amazing work. And so that is an extreme example of what you’re talking about though. That’s a fantastic example! Yeah and we talk a little bit about that because I want to you know bring this into the real estate world a little bit. Even more we talk a little bit about the brokerages that will go out there and they’ll just hire anybody right and that’s why this is so important for all of our listeners out there. To understand, listen like you have a purpose right. You have maybe your toxic myths in your brokerage or maybe you’re rewriting the framework of your brokerage where wherever you are you need to make sure that each agent that you’re sitting down with matches that framework right? Matt absolutely. They otherwise you end up fracturing or your culture right? And so you have to be really careful of the culture in your office whenever you’re hiring someone. You have to make sure that they don’t have to, I wouldn’t think that everything has to be a perfect match with everybody that everybody’s got to be the exact same. That’s not what we’re saying right but there has to be some alignment of the values and there has to be some alignment of the purpose and that really comes from Scott. From what you’re saying right you got to know that yourself first. You truly have to understand that yourself first right. Totally. It could be that real estate by the way matters more to you than anything and that doing something with real estate is exactly everything that you want to do but in terms of your core values spending time for instance working on numbers which is something that you may love having time just doing math which brings you joy and that you ultimately find yourself so much more charged by or the more or hours of the day you may never want to work before 10 a.m. All of those sorts of things can be, can cause conflicts if you’re like, let’s say a real estate broker, well maybe a better position if you feel like you are someone that never wants to work before 10 and really is fascinated by numbers and really gets the most charge would be to somehow work for a real estate agent company in like an accounting position or as some sort of person doing financial analyses versus actually being a broker so it doesn’t necessarily even mean you leave the field or leave the company. 
But what is your career path looking like that would make you feel happy. Yeah that’s so smart! Yeah! Aand it’s so smart! And I have to imagine you kind of found your toxic myths now you’re rewriting your mythological framework. That has to kind of make you feel like a dude you know this certain feeling and we’re going to talk about that just a little bit and that’s igniting your charisma and you said something before the podcast started where you know charisma. You know some people look at that as you know a certain thing and you call that a performance. let’s talk about what igniting your charisma actually means. But let’s also make sure that we let everyone know charisma is not, I don’t mean this right. Exactly, thank you so much for being so astute about that. When I first began to talk about charisma as a core of my signature program I got a lot of well, Scott, you’re six foot one you’ve got a loud voice you’re not hesitant with body movement and all these sorts of things. We can’t be that and I felt it was really really important to clarify entertainment ain’t the same as Charisma. Yeah. Entertainment is something you enjoy and then you can forget. Charisma is when you have connected your brain to your heart to your mission or your vision and you externalize it in the world. 
Sometimes people can be extraordinarily charismatic with quiet intensity and you’re hanging on to every word that they say. Or you can’t wait till they’re back in the room not because they’re over dramatic but because that passion is there and think about it, I mean, I can’t even imagine what you’re going to say about this map in a few minutes but when you’re really connected to that then whatever it is that you’re doing is going to attract people and when you attract people or when you attract attention. Particularly positive attention must be clear about that opportunities come your way if you have figured out that showing those houses is the right thing for you that’s really not about the numbers or it’s not about the money or it’s not about whatever other reasons people might have for showing houses but you really feel passion about connecting a family to the right house. That charisma is going to gush out of you particularly once you’re conscious of it almost as a matter of natural occurrence and people are going to react accordingly. Yeah powerful stuff! So you know, I think of this all the time. Whenever we’re talking to people about recruiting because you know so recruiting is difficult it’s not easy right. 
And there’s a lot to it there are some people that do well with recruiting just because they are charismatic with your definition of charismatic right. It’s what they want to be doing they’re just excited about it they really want to help they really want to do the things that that they’re driven to do or that they feel like they’re called to do and so they’re meeting other agents and they’re just connecting with them on a certain level and then other people say man how are you doing that and they’re like, oh I’m just doing it. Right? I mean, I’m sending videos out and I’m putting things on Facebook and I’m this and I’m that. And people are trying to understand the tactics that this person is doing or these people are doing and they’re trying to apply those tactics but they’re completely missing the truth behind the charisma. Like what you’re talking about and that’s why they try those things and they fail and then they step back and go well so and so you know must be holding out of me there must be some other secret sauce that they’re not telling me about because I tried to do the same things that they did and I’m not getting the same results. And the piece that they’re missing is that charisma that they have figured out what their passion is. And what they want to do and so the tactics don’t matter as much because it’s you know like you said it’s just it’s coming out of them that what they enjoy and what they appreciate and what they like is just coming out of them. And so the tactics aren’t the important part and unfortunately that’s what a lot of people grab onto whenever it comes time to recruit and they don’t understand it’s about their mindset not just their skill set the two of those things have to be aligned….
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There’s actually a greek myth that I talk to people about all the time. That I’ll very briefly share with you here because it relates directly to what you’re talking about and it’s about Orpheus who was the most charismatic person who ever lived in Greek Mythology. Orpheus was a song a singer basically and he used his voice and his emotions to entertain people now he went on a heroic quest with the greatest band of heroes ever in Greek Mythology to call the argonauts. They were on a trip with a hero named Jason to get the legendary golden fleece and while Orpheus was on that trip he fell in love with one of the organ argonauts and he allegedly wrote all of these powerful beautiful songs about his love for this person. No one remembers those, no one cares they were performances that were all just hahaha This is nice. In the moment later he fell in love with a woman named Eurydice and they married and at the wedding he was performing similarly joyful songs. Eurydice was dancing to his music and she stepped accidentally. 
She was dancing barefoot she stepped on a pit of vipers and they all bit her and she died on the spot. Orpheus had never felt these sort of emotions before he had never explored his full emotional palate so he decided he was going to reach inside discover everything within and go on the most audacious quest of his life. And the audacious quest was to go to the underworld and persuade the god of the dead to release the soul of Eurydice. And he did it. How did he do it? He stood in front of the god of the dead and he let the god and the goddess of the dead understand everything that was beautiful about Eurydice his love. He also let them feel the pain that he had but also the joy that they were meant to be together and that emphasized the tragedy of her loss as well as how much it meant to him. And it’s interesting when you read this story there were demons in the underworld that were just charged with torturing the souls of the sinful and according to the story they dropped their whips or their pitchforks or whatever and they themselves started to cry and the damned themselves who were in torture forgot about being tortured and they started to cry. They were so moved by this the lord of the dead himself and his wife who was like a total ice queen burst into tears and agreed with a condition that is a whole other part of the story but they agreed to let Orpheus take Eurydice back up to the world of the dead. The lesson of that story is that when we’re communicating with others about what we do when we’re connected to our purpose when we have the intellectual intent. Orpheus’s desire to bring Eurydice back tied to the emotion he is feelings as to why she needed to be back the persuasive powers that we have are unlimited. The access to the full range of emotions can connect us with people unlike anything in this world possibilities as you’re talking about in the recruitment example are limited that’s the difference between entertainment and true charisma. Yeah. I absolutely love that. Yeah. I was just. I’m just like stuck in the story. I was stuck in the story guys I apologize. I can bring the flow back the ambassador but you know and that’s exactly right. 
You know we talk about being authentic. We have a podcast about that and and it’s just it is so truly important but there’s one last thing that I want to make sure that we talk about which is obviously you know step four. And step four in your signature program which is building a plan right? So you know you have your toxic myths those have been rewritten. Now we’re starting to ignite the charisma inside of you. Right. Let me just give up right we got it we’re there. We’ve arrived, well you have to have a plan behind all that. Right. Lke and a way to say, yeah yeah, absolutely. I know that everybody doesn’t love the p word right you don’t love the p word we get it but it’s the truth right. Right. It’s you know. It’s a failed plan how does that go something like if you fail to plan. Plan to fail. 
Yeah, there you go. So tell us all right step four building a plan. Exactly, so one of the things that we do then is begin to examine what sort of business plan or career path or whatever ultimate goal maybe one to five is how we narrow it down. That might be appropriate fit after all the work that we’ve done and then we start to teach things that people may not know. They may not have reason to know that can help them get there or begin to use skills for instance networking. That they might have in a way that’s more intentional to begin to with the charisma magnetize opportunity or even just knowledge about career paths opportunities places to be or things to do that they just might not have thought of. 
An example of this that actually was not in my coaching program but in a conversation that I had recently there was someone i knew who was looking to get into real estate on brokerage why it was because I want to help people and I like buildings. Okay nice. And she felt this would be meaningful but as we talked I began to realize she didn’t necessarily have a commitment to the business side of it. She wasn’t necessarily interested in in the networking or a lot of the human relations side of it. And she wanted something that was very intentionally purposeful it turns out through networking and by talking about what she was doing in her passion it triggered in my own mind of the availability of. For instance with non-profits there are things called housing specialists who are basically real estate brokers for these non-profits for the clients that they serve let’s say you work for a homeless shelter or domestic violence shelter or some rehab center and people need to get new houses. You help them out and that’s a way that she could not have to really deal with the business side of this but help fulfill what she wanted to do with regards to connecting people to positive real estate and homes that they needed. And so really thinking about what is realistic how to communicate that and get the word out about what you want to do and then once you figure that out making again realistic writing out and holding with your coach the accountability in place to make sure that you then have the steps necessary to do that. Yeah, yeah. So this is and I absolutely love that. Of course but there’s one thing that I, one more question that I want to ask right. You know we’ve made it through the four steps of your program and you know I’m kind of, I always want to, I’m selfish, all right. I want to dig a little bit deeper and I want to get a little bit more. I’ve got two experts here in the room with me. And I want to take everything out of their brains and just kind of give it to all of our listeners. Right. So our listeners, you know, they listen to podcasts.
 They say you know I want to learn how to recruit more agents. I want to learn how to grow my brokerage. I want to learn how to increase the productivity of the agents that I already have. So a lot of what we’ve talked about is really self reflection. Right. So we’re looking, we’re saying okay, you know maybe I want to transform myself. And you the things that I do and how i do them. And that’s extremely important right now. Now, let’s put ourselves in the seat of the broker. Right. We’ve got an agent on the other side who’s contemplating. Maybe leaving the brokerage that they’re in and maybe coming and joining my brokerage will say, I’m the broker and and I’m thinking to myself, okay well this person obviously is contemplating a transition. Maybe they look at that as it’s going to be a business transformation. Right. Maybe they’re not, maybe the values aren’t the same from you know the brokers that they’re coming from. Maybe the brokerage that I have. What are the types of things that I would look for and either one of you can go first you can arm wrestle about it or whatever you’re both over six feet tall and I’m 5’2 or something like that. Maybe not, maybe not that sure but what I would ask is how do we interview someone else or talk to someone else that’s sitting on the other side of that desk. Thinking about this framework of these four steps to really make sure that you know, not only are you doing the right thing by them but they’re doing the right thing by you. 
And making sure that if they leave that brokerage and come to your brokerage, Gosh they’re doing it for the right reasons. And so either one of you have at it. I have and I’ll sit back and you know put my across my arms and put my arms, my hands behind my head and relax. But that’s what I want our brokers to hear. And while you guys are in this conversation. Yeah, so how to evaluate that alignment. Right. That’s what you’re saying. Yeah. Scott, you wanna, that people hear me ramble all the time about this. I’d love to hear your take on it. If although I’ll say I can listen to you ramble all day y’all are fascinating. And i love your dynamic but this is my initial thought about that part of what happens during at least my signature programs. Phase four is that the person needs to really do some work thinking about why that particular career path or job or business idea that they have, why they’re attached to that but who that problem is solving or for who, what that problem is that they’re solving but who they’re solving it for. And why they and they alone are the best possible solution. So if I’m sitting here interviewing with you for a position with my firm, it’s my firm believe and I take this position with my clients it’s up to you to be explaining why you are the right person to solve the problem that that person interviewing you needs to have solved as well. As the person you will ultimately be working for, it all ties back to the purpose unless that person literally is just looking for a warm body to fill a seat and maybe talk on the phone. There are in a particularly competitive market but even if it’s not competitive for your own sake as the candidate or the person looking to move into that particular path essential to understand why and what makes you unique and special. 
There are 300 plus million people in the United States. Anyone could be doing anything what makes you right if you walk in there with complete clarity about that. A lot of the risk that you’re talking about Ben just isn’t going to happen. And if you are the person listening to it you’re going to be naturally persuaded because that person has done the thinking to try and figure out at least what it is that you’re looking for. Why you’re looking for what. The problem is you’re not just interviewing just because you like to socialize. At least no one that i’ve ever met does and then why you’re the unique solution again that also ties back to the charisma because that only focuses your charismatic expression even more. Yeah, so completely agree. I think that’s absolutely spot on. I think for me the thing that I  think that would need to be figured out first before sitting in that interview, you could really have the success of alignment like Ben is talking about. 
I think the broker needs to know who they are first. Right. They’ve got to have a really good grip on who and what they are and what they stand for and all of that. And if you do that then the marketing that you put out there and the appointment setting that you’re doing and all the other things that you’re putting out there that are helping attract that right type of agent,  before it actually gets to the interview, you’re going to have eliminated some people that aren’t a fit just because of the information that you put out there. Because you were aligned to begin with with who you are before you actually sit down in front of the person. So part of it is you know, we talked about all the time that whenever you’re recruiting, the recruitment process starts before you ever meet with that recruit because your company has a culture. Right. Your company has a a reputation. Your company has all these other pieces and parts and so the process begins long before you actually sit down in front of that person. Now when you sit down in front of that person, if you know who you are and what you were doing attracted them there’s going to be some of that alignment already. But you’re going to ask questions just to make sure that alignment matches. Which is why we have our recruiting pillars. Right. That’s why we talk about leads cost revenue expenses. Why we talk about training. Why we talk about culture. We have those conversations so it brings that out from the person to be able to help understand you know if they’re going to be a good fit or not. And, Scott what you’ve said about you know values matching their purpose, if I’m a broker now and I’m listening to this podcast, I just got more ammo to figure out whether that person’s a good fit or not because as I’m sitting there talking to them and I’m going through all of these things. I’m hearing about their values and I’m also asking about the purpose so why’d you get in real estate and everything and now i can look at it and go, oh my gosh, are those two things aligned just because they tuned into the podcast with you today? So the attraction process started a long time before that you’re now sitting in front of them because you had a smart way of getting them in front of you. You’re now asking the things that are structured a certain way and now you’re understanding that purpose and values have to align and you’re looking for that. 
Man, you just made, Scott, you just made the brokers listening to this exponentially better hiring the right people. Seriously, thank you! And that’s what we want and we want that values alignment. Now, i think that one thing that you touched on that’s so important to make sure that is it can’t be expressed enough and I’ll share personally this since moving in the direction that I’ve moved in particularly with a very specific program and a very specific brand shading which we’ve talked about earlier. Which is the whole theme of Greek Mythology as the metaphor through which we explore this. A lot of people don’t like that I have received private messages that are very personally hostile to what i’m putting out. I mean literally what you’re putting out is garbage or this, that and the other. Well that’s actually good to know. You’re not right for me. You don’t need to be in my referral circle. You don’t. You’re not going to be my client. You’re not going to bring me to the right clients. I don’t personalize that. I’m glad you’ve let me know that because then i will focus my energies as someone looking to hire clients or hire strategic partners or higher networking build. A networking ecosystem that you need to be with someone that’s aligned with you. That’s totally cool and not be a run away from or be heard to be afraid of that. The other thing that you’re saying is so true.
If you are internally aligned with regards to your company’s purpose and your values, hey as I mentioned earlier I do believe that there’s a responsibility for the interviewee to bring that into the table but that being said look I’ve interviewed hundreds of people in my life in my large organizational thing and the worst disasters I’ve had have been when I’ve stopped really paying attention to what they’re saying, and I’m just like I like that person. They’re great. Let’s bring them on. I’ve got to work with them without really hearing, okay you may be energetic and fun and dress in a way that looks the part and all that sort of stuff but are your values that you’re talking about aligned? Is your purpose? There are you really meaning what you are really align with who we are. Magnetism can bring the right people to you like you said. And, Matt, make sure that you’re attracting them but also it can set up this internal  filter that keeps even more things that are ultimately going to cost your firm money away. Because you’re not hiring and dealing with right like unproductivity and all that sort of stuff. Yeah. It’ll attract or repel same magnet. Yeah, repulsion isn’t always such a bad thing if you’re not repulsing the people that you want to attract. Right.
Yeah, correct. Yeah, if i had a nickel for every time I’ve been sold, I’m repulsive, I have two nickels. They’re repulsive. Let me work with them. That’s right. And it shouldn’t happen. That’s right. Those are saying my mom wasn’t having a good day. Right. Don’t talk about your mama. I always talk about my mom every podcast so I had to bring her up. Anyway, so you know, we’ve talked and in a second I have one simple yes or no question for both of you. And then I want to get to how people connect with you and that kind of thing but we’ve talked about it. That goes straight to repulsion. Repulsions. I’m that magnet so your answer is probably right now but you know we’ve talked a lot about purpose, we’ve talked a lot about alignment. You know knowing who you are in your brokerage making sure that as you’re interviewing people you know you bring you on so that you know your culture and stays intact and everyone you know is kind of like feeding off of each other. That kind of thing. I love all of that but can all of that would you say all of that could just be replaced if the broker just put a ping pong table in their office? No, no. [Laughter]
You know, I say that with real feeling because too many times in organizational cultures, oh let’s get them a ping pong. The tech companies did it so that means we have to do it or we’ll take them out for a picnic or we’ll give them the dreaded staff appreciation award which sometimes works but sometimes people are cynical like I don’t need an award. Yeah, I want some money or I want to be or give them a raise but they’re still angry because you treat them like garbage every day or whatever. So, no. Yeah. I completely agree. So you both got A’s right? Pluses? So, there’s that so we got it. I got to throw something out there about that. Right. So when it comes to real estate brokerage you know a lot of times real estate brokers think that they can trick people. Meaning that they try to put that vibe out there and they try to say that they’re one thing when truly they’re not. That thing right and the worst thing that you can do is put in that we’re going to call it a ping pong table worst thing you can do is put in that ping-pong table and the net’s broken and the paddles are no good and you can’t find the ping-pong balls. In other words, the ping-pong table doesn’t match and it doesn’t work in that environment. That is the worst thing that you can do. The reason why it works in some environments and doesn’t work in others giving those type of customer service appreciation awards and all that kind of stuff, is because it doesn’t match everything else. If it doesn’t match everything else, if it doesn’t match the values, if it doesn’t match the purpose all the ping pong tables in the world can’t fix it and whenever we’re saying ping pong tables, I got to be really direct about this. Right. So, if you’re running around out there telling everybody that you’re 100 brokerage and you’re not 100 brokerage, they’re going to figure it out.
Yeah, that’s your ping pong table or if you’re saying that you’re a supportive full-service brokerage and you’re not, they’re going to figure it out. You’re going to hire them. They’re going to come on board and things are not going to be aligned with the truth. Yep. Okay, Scott. I see you’re about to say something. What’s up, brother? So, there actually is a little Greek Myth I’m going to share again with you about this in the early history of humanity. According to the Greeks, there was a goddess named Dike that lived among humans. Dike was the goddess of Ethics. And as she lived among mortals, the first it was great. She loved it but people began to be more enamored with material things. With money, with this, that. The other they started to lie and cheat and war started to happen and that sort of stuff and she ultimately was so disgusted with humanity that she left Earth forever. But she still watches us from the scar from the stars. She’s one of the constellations actually that is still in existence to this day and that if you know, take astronomy in college, you’ll learn about what that’s saying is that ethics always has its eye on our behaviors. You, we frame it in the course of this discussion as misalignment but let’s be honest about how Dike views it and about how the people that you work, that work for you or that are interacting with you are experiencing it. They’re experiencing it as a lie. They’re experiencing you as the owner of the representative of that company as unethical and that has profound ramifications because once you have the stench of unethical behaviors around you, you’re abandoned just like Dike abandoned the people on this world.
It’s deadly if we view ourselves as people of good conscience. We are going to behave ethically and do exactly what you just talked about. Man, make sure that we’re not trying to fool people with that fake ping pong. We’re behaving beyond just like I said trying to attract people. We are losing our ethics. Completely agree. Yeah. 100%. Yeah, so let’s listen to that guys. Right. Like that’s probably the most powerful way to end this podcast. As well possibly we’re just gonna drop the mic. Yeah. Exactly. I’m gonna drop my opinion. I won’t catch it. Yeah, yeah. That’s actually a spectacular story and it’s just so important for everyone out there. Gosh, if you’re listening, you’re not a broker. Yeah, that’s still the way that you need to behave because again, right yeah. Just like you said you know once that surrounds you it’s really hard to get rid of you know especially from a reputation standpoint and you don’t want people that are comfortable with that smell being around you. Anybody that likes that smell means that they have a stench of their own and that’s going to be nothing and it matches. That’s right. Yeah, so anyway. All right, so sorry. I’m in a roll. No, it’s okay. 
So, Scott, I have to let everybody know how to get in contact with you. Everything that you say can and will be using everything in the world just like Dike. Everything you say can and will be put in the description below so let us know what’s the best way to contact you and learn more about what you do and connect with you if our listeners have a question or just want to reach out and say, hey I really enjoyed your episode. Thank you! S, s.scottmason is my handle on LiinkedIn. I recommend that anyone go there and just follow me by the way if you want to just have an exploratory conversation on my profile. There’s a link you can go and just connect with me and I’m happy to talk to you and in the featured section of my LinkedIn profile, I have a whole bunch o little slide shows talking about all of these main themes that you could download and they have all the stories. Orpheus and all the rest are in there so that’s way number one. And then my number two instagram s.scott_mason. Whatever you prefer the content is more or less the same and I’m happy to talk and connect with folks on. You all are doing great work and anyone that is a member of this audience if you do connect with me make sure that you mention that you heard about me through this show. I want to make sure you get a little bit of an extra royal treatment. You know, we appreciate that for sure and i know that our listeners will as well. 
So, Scott, thank you so much for coming on! We are super grateful. I would love to have you on for another episode that would be absolutely spectacular and let’s do some follow-up and talk a little bit about how business is going and other things that we can do to help our Brokerages. Again, recruit more agents and increase product inside their office. So I’m back. Yeah because he’s all in and I love it. That’s what’s so spectacular about him. So guys wherever you’re listening to this whether it be itunes, Spotify, Stitcher or any of those platforms, make sure you hit that follow button. If you’re watching this on Youtube, what’s up? Hit that red subscribe button, that bell right beside that you get notified every time we drop a new episode. Go to see all the cool things that Matt and I have to help you grow your brokerage no matter what phase or stage of the business that you are in. 
Matt we interview amazing guests just like Scott because we want to bring this information straight to the ears, straight out of their brains and straight into the ears of the listeners. And we do that for one single reason and one reason alone and tell them why that is, Because we just want to be part of their win!

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