Value Before and After the Real Estate Sale

If your only value happens during the transaction, then I have a news flash for you: You’re not that valuable… AND you’re not that difficult to duplicate through an algorithm and a trained customer service representative/functionary agent.

Value Before and After the Real Estate Sale is essential in order for you to stand out in this competitive market.

Jeff Lobb spoke recently at Inman’s big event and shared concepts around building an ecosystem outside of which your clients never have to go looking for anything.

He brings that conversation and how he helps agents as one of the industry’s most influential leaders.

Justin Stoddart
Welcome back to the Think Bigger Real Estate Show and I am your host, Justin Stoddart.

Justin Stoddart
Today I’m bringing to you somebody who’s going to help you understand the importance of, and the need to, having your value extend outside of the real estate transaction.

Justin Stoddart
You’re going to hear more about why that’s so important in today’s world.

Justin Stoddart
Before we do that, I want to remind you that inside of the Think Bigger Real Estate Group on Facebook, you’re going to get to take your learning and go deep with it to where it’s not just surface level. We’re going deep. So, don’t miss out if you’re not already there.

Justin Stoddart
Today’s guest he’s well known in the real estate industry. He’s the founder and CEO of SparkTank Media, a very innovative coaching organization doing some really, really great things. I learned about Jeff because I heard him speak recently at an Inman event, he’s graced that stage as well as he’s been voted one of the industry’s number 100, or one of the industry’s 100 most influential people. Please help me welcome, and thank you, Jeff Lobb, for coming to the show today.

Jeff Lobb
Thanks, man. Thanks, Justin. Glad to be here. Always thrilled to be getting some face time with some awesome people.

Justin Stoddart
Yeah, thank you. I feel the same way. You know, people often ask like, do you like your podcast? I’m like, No, I love it. Because I get to meet cool people like you. And just, it’s my personal growth plan. It’s my networking plan. It’s fantastic. So thank you for accepting the invite, and being willing to come and share. It’s, it’s, it’s a great honor to have you here.

Jeff Lobb
Thank you. My pleasure.

Justin Stoddart
Talk to us a little bit about your background. I know you’ve been you were in the industry for many years, to where will you speak from experience, right? This isn’t hypothetical. This is, Hey, I did this. And it worked. I did this and it failed. Follow me. Right. Talk to us a little bit more about maybe why that’s important. And, and, and a little bit about that experience?

Jeff Lobb
Sure. Yeah. You know, I’m very transparent. For those that do know me. You know, I try and speak, you know, the pros and cons of everything. because not everything is just you know, unicorns and butterflies, especially in our business. But I’ve been in sales really long time. In 1988 I started in real estate, you know, where the gold jacket proud knocked on doors for a living, because that’s all we had, right? There was no technology, there wasn’t even a fax machine, I don’t think.

Jeff Lobb
But you know, what you learn. You learn things sometimes without technology because you learn how to actually do the business and the business we’re in. And it really relates even to mortgage and title as well. But the real estate business is really not about real estate. It’s about people. Right? It’s the people business, Real Estate’s the product.

Jeff Lobb
So when you start to learn how to communicate and connect with more people, and talk to them and build that comfort level, you deal with the trials and tribulations of all that from success and failures. But I’ve been you know, an agent, team, I’ve run brokerages, I think I had four or five at any one time. And it’s a handful for sure.

Jeff Lobb
So I understand that brokerage mentality, I spent a good seven years as an executive for a large franchise brand, where we were able to go from 500 offices to 800 offices. So we got to see that growing pain across the US and Canada.

Jeff Lobb
And SparkTank Media, we launched to do a lot of speaking training, coaching, really the industry at large, but we do spread outside our industry, mortgage, and title real big for us. And even some, some entrepreneurs outside that space.

Justin Stoddart
I love it, Jeff sounds like you’re really making a big impact in the industry. Right? I love what you said there about the products, you know more time in case people didn’t register.

Jeff Lobb
What is the product of the real estate, people, though the product is real estate, people are the business, the business of people, people are the ones that live in the homes that make the decisions that generate all the cash flow? And they’re the ones you have to build like and trust with the real estate, the physical piece of real estate, while it might be home to many is the product. Our job is to get like and trust with people, they will then in turn trust you with your product, whatever product that might be.

Justin Stoddart
You know, I love that because again, when when you bring back into consideration the fact that we are in the people business, it really starts to change the way that you interact with people I know there’s a lot of emphasis on building automation on creating these touchpoints that have no humanity in them, right.

Justin Stoddart
And granted, we can’t be all things to all people everywhere all the time I get the value of technology. You and I are leveraging it right now. Right. But I do believe that when you think again about the business of real estate, that is people, it doesn’t make you start to consider like how should I be communicating and how can I really serve people? Right.

Jeff Lobb
And I think one of the biggest, you know failures in a lot of our business is some automation. Automation is good for a lot of systems, a lot of duplicated processes. When it comes to communicating though I’m really, you know, and I will be careful how I say it. But automation of digital junk mail is not really being human and communicating with people. It’s just because you said it and think you’re forgetting it doesn’t mean they’re going to give you that repeat business.

Jeff Lobb
There’s no human connection there in most of the cases. So we struggle with that. And we try and teach around that to, you know, what does the consumer really want? Like, what would you open? And you know, I’ll share this just as a funny, funny conversation. I did this on stage. And I wasn’t prepared to do it. But I just said it. And I said, Listen, how many of you have digital, you know, CRMs and automate? Everyone? A lot of people raise their hands. I said, Well think about this. If you put yourself in your own email campaign, how many of you would actually open it and find value in it on a monthly basis? And you had to watch the response?

Jeff Lobb
Like, all like, holy crap, like, I won’t even open my own emails. So they’ll send it like, why would we do that? So it’s really, I think, a problem that we need to solve. And we’re working on some of the strategies for sure.

Justin Stoddart
You know, it’s interesting, there’s a lot of talks, especially this week, and last week about Zillow and automation moving into the business squeezing, you know, price points and kind of the end-to-end platform that they’re creating. And I think oftentimes, we go about trying to solve the problem of rising above industry disruption by trying to out-tech, the tech portals, right? Yeah. And, you know, to your point, when people send out a set it and forget it, it’s a true recipe for being forgotten, right? Like, you’re annoying people’s what you’re doing that’s unfortunately, driving them away versus closer. Yes. Thank you for filling up my inbox with more stuff that you don’t even know what’s in the email, because you didn’t even create it some like stock crap, right? Off crap.

Jeff Lobb
It’s just digital, right? Nothing. That means anything relevant to me whatsoever, it means you don’t even know me, you know nothing about me.

Justin Stoddart
Yeah, you’ve just solidified the fact that, that a robot will be just as good because you’re acting like one, right? That’s right. Exactly. Jeff, let’s talk about, again, this concept that you really were asked to speak on at the begin one event, which is adding value outside of the transaction.

Justin Stoddart
Again, real estate agents have had this transactional mentality of I’m going to offer big levels of service, from the time that you sign the agreement to the point that we’re at closing and I hand you the keys, and now I sign off and I’m done. And boy, from A to B during that timeframe. I’m a rock star, and you may very well be, and that I believe, is not just necessary, but it’s now the baseline, you have to do that right? Or you’re not in business, I think those that are going to continue to grow are going to do what you taught. And I really want to engage in that conversation with you now about what should they be doing outside of the transaction, obviously, we’ve identified that spam emails are not is not going to be what you recommend. So what should they be doing?

Jeff Lobb
Well, I think a lot of this stemmed from I mean, early on, before pre-Facebook, a lot of my own personal business was built on networking and prospecting unique ways, right? Because people don’t like to prospect there, they struggle, there’s fear, there’s rejection.

Jeff Lobb
But you know, we found ways to do that. And I used to find ways, like if we were going to farm an area, and I’m like, okay, I could go knock on all the doors, great. But I learned that if I can go strategize with all the people that serve that area, meaning all the local business owners, and provide value to them, they know all the people that live in those homes because they’re standing in line every morning for coffee, or bagels or whatever it is.

Jeff Lobb
So all that evolved. And then once you start understanding that process, you realize that you know, the people need to be communicated with at a different level, we have to give value first. And I think we start to lose. So after the sale is done, we start to lose that connection of being human and look paying attention to everything they’re doing on social because the social feed will not give you that information. It’ll give you sporadic algorithms, right.

Jeff Lobb
So how do you humanly stay in touch? And I think we’re really stemmed this migration to our concept of creating this ecosystem, which you and I spoke about, is we’re only good for like one or two things in the consumer’s eyes. Right. So what triggered this a lot is during the pandemic, stuff that we were dealing with early on, the goal was your databases always been your goldmine.

Jeff Lobb
So let’s go back to it. They were making phone calls, and I’d get, you know, get on some of our coaching calls, or Hey, I called, you know, 25 of my past clients this week. I’m like, that’s awesome.

Jeff Lobb
Would you say, How did it go? Because I realized that ages after like the, how you doing? How’s everybody feeling? Like there’s nothing left? And I said when you’re talking about this small talk, what do you think the consumers thinking about? They haven’t heard from you in about a year? What do you think they’re thinking? Like?

Jeff Lobb
I’m like, Well, hey, my realtors calling me. That’s nice of them. I’m not really looking to buy or sell. So we’re pretty good. Like, and then it gets awkward because that’s all they think you’re good for.

Jeff Lobb
And yet, at the same time, you’ll go and look in some Facebook group. And they’re asking random questions like I need a recommendation for a good landscaper for spring cleanup.

Jeff Lobb
Who knows one, and they’re asking strangers in a group for recommendations. When I say, why aren’t you calling your real estate agent? Why don’t you because they don’t see the value of you? And I know if I ask any real estate agent, they’re like, Look, I have a ton of resources, but your clients don’t know about it. And you probably know a lot more than that, but your clients don’t see that value in you.

Jeff Lobb
So you’re not an ecosystem, you’re really just a one or two, a real estate relationship, nothing beyond the community, nothing beyond the recommendations you have for value around real estate, and all the businesses that you know in town that people buy in the community that you sell.

Jeff Lobb
So there’s so much more to evolve, not just from prospecting, because to me, if I can use a value proposition, like one of the things we teach a lot is you got these Facebook pages that are doing nothing. Right? Unless you’re running ads, you’re not getting engagement from it. Because the algorithm won’t let you.

Jeff Lobb
So why aren’t you just creating an awesome page? That’s called the best of, you know, Monmouth County or the best of whatever county and I go prospect businesses like,

Jeff Lobb
Hey, my name is Jeff lob, I’m with XYZ Realty. Listen, we create an awesome Facebook page. Let’s talk about all of the best things in our town and community. And I would love to highlight your bagels for pizzeria dance studio karate, and I love to recommend you to all of our real estate clients. Would you be okay with that?

Jeff Lobb
And you think about this, like, here’s a business owner. And quite frankly, I did this before Facebook was born. And I’ll never forget the very first one I did. I didn’t have a special script for it. He just a young owner and he looks at me goes, Well, it sounds great.

Jeff Lobb
But what’s it gonna cost? How much? And he was a young Italian guy? I’m like, No, No, we don’t. I didn’t have an answer. To be honest, what I really just said sounded really smart. Just I’m like, No, we don’t charge for this. I said I sell a lot of real estate in the area. And a lot of my real estate clients are always looking for a new place to go. or someplace different. I’d love to recommend you guys, you’ve been doing a great job for years. And I love your product. Can I promote you? Next thing you know, like I’m elevating this business owner that I know delivers to my entire farm area all day long.

Jeff Lobb
I want to just create the relationship if you go to Gary Vee, his book, The Jab, Jab, Jab, Right Hook, like these are jabs. These are nice little gifts. And meanwhile, I get some content from my page, I create an ongoing relationship because now he sees me as like some guy that’s doing awesome by him or her. And we develop that culture now I’m becoming more of a value to my community and prospecting at the same time, you know, indirectly.

Jeff Lobb
So it’s I think we struggle there to connect those dots. You know, we’re looking for the easy way.

Justin Stoddart
You know, I love it, Jeff. Now, I know we actually spoke at Gary V’s big event that happened at hard rock stadium a few years ago. Again, quite the honor you Tom Ferry, and some others talking about real estate say a lot about, again, that kind of level of expertise that you bring to the industry.

Justin Stoddart
You know, I agree with you, I think that our industry, the only way for real estate professionals to remain well paid, and at the center of the transaction is simply to be more valuable. And be sure to be able to communicate that value. So the client knows that they’re getting more than they would get through a tech portal, right?

Justin Stoddart
That’s right. So it’s not like we’re gonna just gonna be able to like, trick them into thinking that we’re better and we’re charging way more, but we’re delivering the same service, we actually have to be better.

Justin Stoddart
And what you just described there, I think is one key way that agents can go about being more valuable is that they’re not just you’re not just taking care of the real estate transaction, you’re saying, What are my clients going to need before and after. And ideally, with as things as big as possible, right that like, the bigger the concern you solve, the more valuable you are.

Justin Stoddart
And the more that you can, again, insert yourself into their life and be present all the time. That’s it, to where they don’t, they don’t look outside of you. In fact, it was funny when we moved to the little community where we’re at the realtor that actually sold us the house. She’d been here for a long time. And I actually called him one point I said, You’re like my own personal Yelp. Like, I just call you for everything.

Justin Stoddart
If you have a very dear friend, and fantastic realtor, but that’s like, I just knew that she not only had expertise in the transaction, but she also had a deep love of the community, and a deep desire to give back and to support local businesses and be sure that business stayed here and that people were happy here and that they get you to know, that that that we all fell in love with a community like she’d fallen in love with it. Right and, and that she again continues to live that way and that’s why she’s a super high producer. And you know, I love that again, I think that’s human. That’s humanity at its finest is like stepping up to, to benefit businesses and your former clients are fantastic.

Jeff Lobb
And imagine, you know, just your example couldn’t be more spot on. Imagine if I got you to know, I’ve been in my home this home I’m in now for let’s say six years, right? And I still have a ton of contacts in the space. But occasionally things happen like the painter I used to use now retired and is in the Carolinas. So I need a new painter, somebody come in and do. So we’re always looking for someone who’s your go-to and rather than Google, or you know, we all want that referral business. Yet, if I could just imagine if I thought of my real estate agent, I mean, obviously we’re in that business, but imagine if I always thought of the real estate agent as the go-to as that Yelp for all things because you trust them already.

Jeff Lobb
They know the community, they’ve got always great suggestions for you. And a lot of times, they may give you multiple choices because they have to give a few. But they’re a great resource. And right now, it’s only we send out marketing to them in hopes that one day they’ll call us. And there’s no two way about that. It’s one way. And a lot of times that waste really just annoyance, not valuable. You’re just speaking at them, right, as opposed to really serving them and hearing them.

Justin Stoddart
If somebody’s listening to this today, Jeff, and let’s say that they’ve had a tendency to be going to talk at people or have some automated service talk at them, right, we talked about before, where it’s not even their voice, it’s not their content, they just felt like okay, I need to do a 33 touch. And so I had somebody do it for me, right?

Justin Stoddart
And they’re like, see that that’s not working. So well. Like, my, my, my people aren’t really coming back, or they’re not referring like I need to start taking a step in that direction.

Justin Stoddart
What are a few tactical things that people can do like today, to really start to kind of pivot and go back to their database?

Jeff Lobb
Yep. And I think it’s, the goldmine is in your database always has been. But I think to take that 33 Touch whatever that system is, and change it. Meaning, if I was going to be a consumer, you know, what does the consumer want?

Jeff Lobb
So if I’m a homeowner, what are things that I want to know about my community? I think there’s always that curiosity that wins.

Jeff Lobb
How many times are we sitting around going, you know, I would love a new place to go try, like, What’s something fun to do with the kids on a weekend? What are my three favorite restaurants that might say, well, we should try any one of these three? And if I haven’t, like, we would actually take the shot as a homeowner go, like, let’s go try that I’ve never been there before.

Jeff Lobb
What are those things that you can recommend, or make them feel part of that community that they would care about? And it extends to such depth of where’s the best dog park-like, if you haven’t, if you have a pet, like who’s not thinking of the best place to go take a hike in your community, whatever it is, those things become personal.

Jeff Lobb
And you should be taking that opportunity to deliver that versus, but that’s the that’s time and work, Justin that that may take some time.

Jeff Lobb
Imagine, like we have to spend time. But that’s the stuff that you if you change it once for this year, and to keep evolving it. It’s really not. And I think you’ll find, I think the other the other trigger to some of this we found that works really well you want tactical are especially if you take that same concept and make it a social post. But anytime you say that these are my two or three favorite places. What’s yours?

Jeff Lobb
These are one or two of my favorite, you know, painting contractors. Who should I be talking to? Like, what are some of your favorite people that are working around your home? Because now they love to give that advice. And I would love to also know, who are they using, it’s doing a really good job that I should be talking to.

Jeff Lobb
Some of my best business came from my landscapers, Mike, my personal friends in the business that we’re doing the other businesses, because anytime they heard the word real estate, you know, hey, we’re doing a spring cleanup, can you do a little extra mulch, cuz we’re gonna get big and ready to sell the house? Hey, do you have a real estate agent yet, and my landscaper would be my salesperson. Like that’s where you create the magic because I brought so much value to them. I was Top of Mind no matter where they went. So that’s how you grow.

Jeff Lobb
I love that you’re unknowingly

Justin Stoddart
pushing my book, The Upstream Model, which is exactly that concept Have you described is it there are other professionals in the industry is like in the marketplace, outside of our industry, that all every day are serving their clients. And they may already be uncovering the fact that a real estate transaction is coming.

Justin Stoddart
Or with one or two more questions, it actually helps elevate their, like their level of service anyway. Right? You uncover they’re able to uncover the fact that, hey, these people are moving, they’re doing this landscaping as you said, or they’re carpet cleaning, or they’re adjusting their 401k because they’re getting ready to make a real estate move.

Justin Stoddart
You start to add value to those professionals and all of a sudden you stepped way ahead of the competition, you’re able to get access to warm referrals from these professionals before Zillow can ever turn it into a lead. Right, which is powerful. That’s right. I want to talk real quick.

Justin Stoddart
And one more thing here. And I’d love your insight on this actually had a friend of mine who owns a digital agency. We were talking yesterday and he said, I have a practice now of reaching out every day and asking for referrals from two of my clients. And he said it’s amazing when I reach out to real estate agents, and I’ve been serving them oftentimes for months, if not years, they’re very happy with my service.

Justin Stoddart
And I say hey, you know, I’ve got a good working relationship with you. Are there any other agents that might be a good fit for me? And he said it’s amazing how bad some of these real estate agents aren’t referring like they’re super uncomfortable with it. Yet they want to be good referral receivers, but they’re not good referral givers.

Justin Stoddart
And it was really interesting to me and I like we kind of have this conversation of like a great teaching point for agents is if you really want to start getting warm referrals, you need to start giving them just like you talked about right? To a landscaper, or to even a pizza place, to a financial advisor.

Justin Stoddart
Like, if you really want to start receiving, you need to start like reciprocating, you’ve got to start, like, you’re gonna have to be the leader here, you’re gonna have to say, I’m gonna go find the very best of the best, whether it be the best Park, right and inanimate object, or the best professional in all these areas. And unless I’m gonna be like, a referral machine, I’m going to tell people about these people. And it’ll be amazing.

Justin Stoddart
I think once people start to realize like, Oh, that’s how you give referrals. Guess what, it’ll start to come back in droves.

Jeff Lobb
That’s right. And I think sometimes it’s even not even like the big obvious. Everyone wants to go like, oh, the restaurants because everyone’s popular. Yeah. But do you think really about the community? Like, you know, I have children, right. So where do my kids go? Because guess what, where kids go, parents go, where parents go, they live in the homes.

Jeff Lobb
So like, Where’s the little karate studio that at seven o’clock at night, the guys work in a second gig to make karate work for kids. But you know, what were all the parents sitting when the karate is happening?

Jeff Lobb
Well, now with COVID, they might be in their cars, but usually, they’re sitting out in the lobby somewhere. The parents are talking or the dance studio or all the people with the second hustles making this community work. Like those are all the people are hanging out. So you need to be where the people are. And sitting in the office.

Jeff Lobb
A lot of times, it’s great to get your work done, but the people aren’t there. I still people all the time. How many of you go through the drive-thru in the morning like, again, pre COVID? Let’s go pre COVID since going through the drive-thru.

Jeff Lobb
Great, I said. So you’re hustling through the drive-thru to get to your office where no one is. And yet all the potential customers that live in the houses right around you are standing in line that you just ignored.

Jeff Lobb
They’re in the space. And you just left them there. Because you’re you got to get to the office because it’s busy. Right? Your business is right there.

Justin Stoddart
Man, Jeff, that is such a profound insight, right? We hustle past the opportunities. So we can go sit in front of a screen and hope people pay attention to stuff that we’re like, aimlessly speaking at them.

Jeff Lobb
I got most of my business from like, I made part of my farming and marketing strategy with a wrapped car like it was always wrapped with a brand I parked in the front. And between 730 and eight o’clock every morning, you know, you could find me at Dunkin Donuts in my community. And I was there with a purpose. And yes, I love my coffee, I’m still there.

Jeff Lobb
But at the same time, that’s where I knew all the people that lived where the homes are when they would stop before they went to work. So that’s a way to find them and be present. And it was a way to just say hello, buy some coffee, not pitch anybody just be meeting people?

Justin Stoddart
Well, I think you’re also listening, right? When you’re there, you’re, you’re hearing what their needs are. And then you’re finding that they need a landscaper, you’re finding that they need an attorney, they’re finding like and all of a sudden now you’re able to not only be of help to them but to the professional partners that you’re bringing into the picture, right the year that you want to be receiving referrals from you can’t figure out why they’re not sending on Well, I think we figured that out.

Justin Stoddart
Jeff, this has been so fun, I have absolutely learned so much from you. And I know the audience has as well. And I know they continue to will as they download podcasts, etc.

Justin Stoddart
I want to now move to the final segment of the show. I’m a personal growth fanatic. Like I just love it. My wife makes fun of me, my mom used to make fun of me, because all I would read is like, you know this nonfiction, seven habits. I mean, that’s kind of where it all started, right?

Justin Stoddart
It’s really My passion is to help to wake people up to the potential inside of them. And I know you’re a big thinker, you’ve done some amazing things. What is Jeff lob do to continue to be a big thinker to continue to grow and expand your possibilities?

Jeff Lobb
You know, I think everyone’s very, very busy doing a lot of things. And there are times where, you know, we all need to be open-minded, no matter who you are, no matter what level and hat you wear. And I think a lot of it comes from some of our own, I have a few mentors of mine, some of which I speak to regularly, some that I reach out to on special like projects or mindset things.

Jeff Lobb
And I think you need to always be listening to others outside the industry. So many of the ideas come from outside our industry. And it’s because sales and marketing and sales and marketing in so many different places, and people are people all over the place.

Jeff Lobb
So I think a lot of what I do is I like to listen to other parts of the sales and marketing industry outside of the real estate. And it’s amazing some of the thoughts because let’s face it, I think really most of our business is between our ears.

Jeff Lobb
It’s our mindset, right? If you feel like garbage in the morning, you don’t want to go do any of the work. Never mind put out the fires to put out. So how do you kind of prepare for that? I think a lot of it’s listening to others outside the space helps me a lot.

Justin Stoddart
That’s good, Jeff, I get it from so good. I love that. And again, we do tend to be a bit myopic, right? And if and we can only learn from these types of people and it’s like, Can we not learn from Apple and Nike and some of these massive brands to sales and marketing from Gary Vee, like you mentioned, right who’s never had a real estate license, but stuff from these people that are expert at some of the innate skills that we need to have. It’s awesome.

Justin Stoddart
Now, Jeff, how do people get in contact with you? If they’re like, man, I like this guy. I want to continue to learn from him maybe even want to be a client of SparkTank Media like where do people go?

Jeff Lobb
Sure, I mean a bunch of places, but email Jeff@sparktankmedia.com, you could just google Jeff Lobb, I’m sure I’ll be somewhere on there.

Jeff Lobb
But our Facebook page or Instagram account is, is pretty happening. And then spark tech media.com is where I get to showcase some of our stuff.

Jeff Lobb
And we have a bunch of products, a bunch of different offerings, but the reality is just if you’re someone that’s really willing to hustle, I made a conscious decision.

Jeff Lobb
A ways back when I left the corporate world for a while, I no longer want to fight people to be better. I’m not gonna try and get somebody that, like, if you want to pay me to do something, and you’re not willing to do the work, I love you. But no, thank you. Because I can’t function with people who don’t want to at least try. It’s okay to try and fail 100 times I’m with you. I’ll be your biggest fan. But at least I only want to work with people who want to be better. And if not, that’s okay. You’re just not for us.

Jeff Lobb
So it’s really a mindset I’ve had to shift to because I would frustrate myself work with people who just never would do the work and never wanted at least try. And I’m no longer going down that path in my career.

Jeff Lobb
So tons of opportunity. I’m thrilled to help people who want to be better. But that comes down to the individual, right?

Justin Stoddart
Well if I mean imagine surrounding you, yourself and it sounds like you’re doing this and I believe all of us should really evaluate, say, who do we want to spend our time with? And for you, it’s people that are hungry to grow, right? Same with me like it’s, I just, yeah, I don’t have the bandwidth or interest at all in being around people that aren’t wanting to better themselves.

Justin Stoddart
And you, you could craft your life to be how you want it to be. So why not choose people, whether that be clients a certain way, or peers or again, you just your energy and your expertise have been against somebody that wants to be around.

Justin Stoddart
So thank you again, for sharing so much of your expertise. being so generous with your time means a lot to me and I know to those that will continue to listen to what we have to say so appreciate you.

Justin Stoddart
And my final request of everybody listening here today are the three simple words you know what they are, they are GO THINK BIGGER.

Justin Stoddart
Jeff Lobb, thank you for helping us do that today, my friend.

Jeff Lobb
Thank you. Appreciate y’all. Thank you.