March 27, 2024

Guru Glenn Bill With EXP Realty

At the age of 19, Glenn received his Real Estate license and the Indianapolis market was never the same. He quickly rose to the top of his seventy-five agent office and stood out as one of the top producers regionally.

Glenn was recognized as one of the Top 10 sales people in the nation for closing over 200 home sales just after the market crash in 2007. He has mastered the business of selling and continues to do so today.

After three years of becoming a top salesperson, Glenn purchased his own franchise at the age of 23. The market was astonished and was sure he was destined to fail. Through his passion, vision, drive and learned sales skills, he grew his organization into one of the most successful real estate offices in the world.

To Contact Glenn Bill
Call or text 317-590-7757
Email--glenn.bill@exprealty.com
https://www.glennbillgroup.com

Visit Our Podcast Page
https://www.podpage.com/indys-real-estate-gurus/

Contact Hard Working Mortgage Guys
https://hardworkingmortgageguy.com/

Rick Ripma NMLS# 664589
Call or Text 317-218-9800
Email--rripma@advisorsmortgage.com

Ian Arnold NMLS# 1995469
Call or Text 317-660-8788
Email--iarnold@advisorsmortgage.com

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Chapters

03:19 - How Did Glenn Get Into Real Estate

11:46 - Get Going Back In The Day

15:42 - Why EXP Realty

25:06 - ABC's Of Attitude

31:31 - Little Sisters Of The Poor

41:05 - How Real Estate Has Changed

44:53 - Using Social Media

Transcript

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00:00:00.839 --> 00:00:11.189
Hey, Rick, we had Glenn build on today as we did oh, phenomenal guy. I mean, I mean, it's pretty bad when both you guys have been in the business longer now almost been born but

00:00:11.789 --> 00:00:15.210
combined with about twice. Yeah. It's got

00:00:15.210 --> 00:00:29.640
an industry when I was born so that to listen to his stories and his basically his attitude and then how he got into the business and nobody wanted to hire him and now he's like, he became one of the top gurus. It's phenomenal. Yeah.

00:00:29.640 --> 00:00:44.670
Plus, he's he wrote a book. He has two books, the National bestsellers. He's a he's a national speaker. He just, he just he does a lot. And he does. He's done a lot for the industry. And I he was phenomenal.

00:00:44.700 --> 00:00:53.850
Yep. So definitely, whether you're a seasoned agent, whether you are a new agent, and you definitely need to listen to this and the stuff you'll get out of it is phenomenal.

00:00:53.880 --> 00:01:00.149
Ian always says that. Yes. And I'm saying that this time. He is phenomenal.

00:00:56.670 --> 00:01:14.010
He's definitely worth listening to you. You'll gain a tremendous amount by listening. Welcome to indies, real estate gurus, your ultimate guide to the dynamic world of real estate in Indiana.

00:01:10.319 --> 00:01:18.569
And I'm recruited by your hard work and mortgage guy and I've been in real estate and mortgages for over 24 years.

00:01:18.659 --> 00:01:32.129
And I'm Ian Arnold, a loan officer on brakes hard working mortgage, and we're both with advisors mortgage together will empower you with expert advice market trends is a festival stories from Guru realtors and local experts.

00:01:32.338 --> 00:01:43.498
Whether you're a homeowner, investor or pro, join us as we navigate the thriving indie real estate market. Now get ready to unlock the doors of success. One episode at a time.

00:01:45.510 --> 00:02:04.049
Well, I'm excited today because we got Glenn Bill Glenville. I don't even know if I can give all the accolades you deserve. Okay. And, and, you know, I was thinking this morning. I was thinking, okay, so when was the very first time I knew of Glenville, because you've been around a while.

00:02:04.079 --> 00:03:02.729
Yeah. And I got in real estate, an 83. Right. So a few years ago, you know, been in real estate mortgages. And I think it was somewhere between that and 9090. But I'm not even positive right? You've done I mean, you've it's just amazing what you've done. You're a best selling author, you have your own podcast, you're a national speaker. You just I mean this is exciting to talk with cool Wilson's awesome I'm excited to talk with you guys. So yeah, Rick, you've certainly been a leader and a influencer and a trendsetter in the mortgage business since I've been around I, I got in the business, I believe it was 88 or 89. So I've we've known each other and been doing this for 35 or 36 years. And every time we see Rick and your team on the other side of our transactions, when we're the listing agent, we know that that loan is gonna get closed get closed on time and we love always love doing business with you. Yeah, you know, that's not the key to mortgages is getting the loan close.

00:03:03.330 --> 00:03:05.639
Don't talk to me close it quick.

00:03:03.330 --> 00:03:12.689
Close it quit and you know, all the other things have to come. But you got to close your loans on time and right, you don't give out pre approval letters unless you actually can do the loan.

00:03:12.718 --> 00:03:24.030
Exactly, exactly. So you've I appreciate you and what you've done, and I'm ready to have some fun with you guys on the podcast. Yeah, we're excited about it. Cool.

00:03:19.800 --> 00:03:29.370
And, and so I it's even hard to know where to start with you because you got so much. Let's start with real estate. Sure. So you started you said an ADA?

00:03:29.400 --> 00:04:17.040
Yes. Yes. What drove you into real estate? Right. So, you know, you this is being videoed, I'm pretty sure but that book, source of sales over here tells the story really of the beginning. But I was a division one football player and started a family at a very young age and needed a place to live and I got involved in property management. I went and leased an apartment for $475 for my wife and child a month believe that or not, and I struck a great relationship with the property manager there. Van Roy properties a local Yeah, a local guy, Carl being Roy gave me my first break. And I was really good at leasing his apartments.

00:04:12.870 --> 00:04:42.660
He was running about 75 80% occupancy, I came up with some innovative programs, one of which was $300 of free groceries if you lease an apartment apartment from us, I remember that. Yeah. And the old Barton Bock You know, the lovely Barton Bock family. I said, Hey, I want$300 coupons for groceries. You know, I think we agreed to pay him 100 For a $300 certificate.

00:04:37.620 --> 00:04:56.910
And lo and behold, we ran that ad we had van ROI properties at 95 97%. Wow, and no time, and I built in a commission with Carl and he said I've never paid a leasing guy this much before.

00:04:52.379 --> 00:09:27.120
And my property manager said My God with what you've done for us and Reynolds Have you ever thought About selling real estate. And so I went got my real estate license at 18. And through that I interviewed with Tucker who wouldn't hire me. My good friend, Dave Wilcox, or is it Scott? Now? Wilcox? Yeah, Dave Wilcox. He ran the Tucker office. And I love FC Tucker company. And they have always been a model for me when I opened my own brokerage with my two partners. And then I went to graves and Neil Lance wouldn't hire me. And there's a lot of people out there like, you're 18 you're playing football at that time, I was going to play football at Butler. And you're going to college. I was going to college. So I was, you know, doing three and they said, There's no way you're going to be able to do this. And I have what's called oppositional defiance disorder. When people tell me, I can't do something, I have to do it. And so thank God David Harling century 21 Gold Key realtors out of the old steak and Ale building at 6184 Keystone? Oh, yeah, they gave me a shot. And I quickly became the number one listing and selling agent before I was even 21. And now office and awesome. I had some incredible people. Fred corte Peter was our sales manager. And he he really was a mentor to me and the Golden Girls. Never forget them. Betty Gilmer and, and Irene Goldberg and and just some real legendary people, Carla grant. And they were all the G's. So we had a great camaraderie was old school real estate back then. And I figured out real quick that real estate was simple, you know, find people that want to buy and have them sign a purchase agreement, find people that want to sell and have them sign a listing agreement. And so, you know, we went through, I went through their training program, but in about one day, it took me took me about one day to figure out what this business was all about. And that's getting ink on purchase agreements and listing agreements. And that's what I talk about in our source of sales book and my source of sales training that I do all over the country, is that, you know, we're making this business, this business, you know, yeah, it's a marketing business. Yeah, it's a social media business. But if you ain't getting signatures, you ain't getting paid, right. And so, no matter how old I get, and how innovative this business has gotten, I help agents focus on what's important, and that's people pens, and paper. And the bottom line is, you know, if I get 10 listing sign and you get 10,000 likes on your Facebook post, but no listings, it doesn't really matter. And so that's how I got started and I outworked and out enthused most agents in our market. And I made great friends with a lot of agents over the past 30 years. I think that's one of my secret sauces to sell and so much as I you know, I love the I love the agents in our area. And I've always tried to give to our fellow agents and be a leader and an influencer for them. And, you know, that's how it all started. It's century 21 Go key and, and then when I had my first closing 4926, East 11th I think it was a 48 I think so yeah, I think it was a 46 Seven property. The commission was around 1200. And my broker took half of it and I didn't realize I was like, Oh, you get half of every closing that comes in here. I said, Well, I think I need to be you. And so in 2020 So when I was 23 years old, another century 21 broker Steve Decatur and, and Steve dry bread, Steve dry bread. I think he passed in a car in a plane accident if I remember. And so Steve was looking for partners and the great Tim O'Connor who's at Berkshire Hathaway. Now Tim was at Realty World o'connor and Associates. So Steve and Tim said hey, let's Steve asked him to come in Tim was kind enough to say we need Youngblood and I got the perfect young guy to do this. And Glenn bills his name.

00:09:27.720 --> 00:09:40.889
So Steve, Tim and I started it and I was 23. And they were 1015 years older than me and gave me a shot. To be their partner equal partner in the franchise.

00:09:38.159 --> 00:10:00.179
I think we I think I got him for no money down. So that worked for me. And we took that franchise that was 16 people in 600 in revenue to I think 170 agents with just shy of 10 million in revenue in three offices over the next 17 years.

00:09:55.139 --> 00:10:17.220
And then we eventually sell Hold it to two great people, MC sheets and Tracy Hutton. And so they took us in. But you know our growth strategy, you know, we had century 21 Realty Group, John Deere, Kevin Kirkpatrick and those unbelievable brokers.

00:10:12.960 --> 00:11:28.649
They were on 82nd Street, we had the essentially one sheets company, who was on West Carmel drive, and we planted and you know, really grew one was number one in the nation. Yeah. And central 21 sheets was like number 10 in the nation, or eight. And we planted our flag right in between them and grew and competed with them in a friendly way. And learned from them. And, you know, eventually such eventually Realty Group did their Prudential Berkshire thing. And then MC and Tracy were good enough to look at us and say, Hey, let's, you know, figure out a way to to merge and get this done. And they ended up buying us I think it was 15 years ago. And I stayed on with them for several years. 10 years. And then my next adventure, right now is the company called exp. And when I joined exp, we had 18,000 agents nationwide. And I've been an influencer and a grower with them and their top people. And we're you know, we're now right at 90,000 agents across America.

00:11:22.529 --> 00:11:40.830
And real excited about helping them grow and doing what we do and helping agents become owners in their business. So that's about as quick as I can tell you the history, but that's how it started. That's where I went.

00:11:40.830 --> 00:11:41.909
And that's where I am now.

00:11:41.969 --> 00:11:44.249
That was 30 years in like seven.

00:11:46.470 --> 00:11:56.250
Right, so I got a good question. Sure. So, nowadays and realtor gets into the business. Yeah, got internet, you've got a lot of times people get in and older.

00:11:56.279 --> 00:12:06.090
So your friends are possibly buying houses and stuff like that. Right at 18. Your friends are not buying houses. You don't have internet, right? How

00:12:06.090 --> 00:12:11.159
did you? Yeah, we didn't have internet. Thank God, we hadn't read it might have heard

00:12:11.159 --> 00:12:15.570
me. Right. So what did you do to shift from the top agent? Like you weren't? Yeah.

00:12:14.370 --> 00:12:15.570
So

00:12:15.570 --> 00:12:21.659
you know, I was, you know, it was real easy. I do this with all my trainings, I saw the signs called FSB O's.

00:12:21.659 --> 00:12:24.840
And you know, what FSB O's are?

00:12:21.659 --> 00:12:32.970
For Sale By Owner. That is incorrect. I looked at him and I called it, it's the fastest source of business opportunity.

00:12:27.929 --> 00:13:09.629
And so I was broke with a child and a wife and, and a hungry stomach. And so I went and visited every for sale by owner in Indianapolis, and I created a listing program around those people. And so you're at I had no sphere of influence when I started, but I saw the signs FSBO. And I would not drive by the sign. Because in my gut, I knew I would be letting my family down if I didn't go knock on the door. And so I was a huge for sale by owner and expired guy. I have a huge family. So that didn't hurt me. And I had a lot of people go how in the world is he doing what he did.

00:13:09.629 --> 00:13:40.710
So I do have to say that, you know, coming from a large Catholic family, I certainly got uncles, aunts, cousins, and a lot of a lot of their business too. So I got to, you know, thank them for that. But I also at a young age, started coaching football. And I coached for bishops retired high school. And I coached there for 25 years and over 25 years, I was a part of 13 State Championship programs.

00:13:34.860 --> 00:15:01.740
That's it, that's all and, and you know, that community and those families, when I, you know, again, this gets into this theme of value, what are you giving to your customer on behalf of your customer before you ask them for business? Well, you know, when you coach at a varsity level, with 100 kids in the program, that's 100 families you're directly affecting. And so you know, the shitara community and the sharp football community certainly helped help me step up my game through business, but you know, community involvement so by owners expireds big Catholic family and and then community involvement. I was always involved with the Knights of Columbus always raising money and, and really active and trying to help other people. And that's that was my secret sauce when I was completely young. And I had a great attitude and a lot of enthusiasm. So people were like, I can tell you don't know what the hell you're doing. But you love my home, you're fun to be around. And this is the type of energy we need out of the agent that's going to walk us through it. And then you know, after you succeed for a few years, you know the sales are your resume. Yeah. And so, you know, all you new agents out there. The bottom line is you got to get a few deals underneath your belt, and people will start noticing you So great question. Thank you Did did you play a guitar?

00:15:02.820 --> 00:15:20.700
I did. I played. And I actually played on two state championship teams in 83 and 84. So went to Ball State to play football. And then like I said, exited early because we started a family very early and and everything worked out.

00:15:21.029 --> 00:15:44.490
Yeah. Well, I think that might have something to do with your attitude. Yeah, probably. I don't know. Yeah, I just I'm just guessing out there just throwing that out as a possibility. Sure. So So a real estate you've been phenomenally successful at. And thank you, and, and you chose now you've chosen to be at EXP and I'm guessing there's a reason you chose to be at a Yeah, curry. So you're why exp.

00:15:44.850 --> 00:17:06.240
So, you know, I love all the brokers here in town, I love the traditional model. There's a place for everyone, right. And what I found for me after 30 years is that the brand wasn't, you know, helping me make money, the brand was not helping me build profitability. And I believe that certainly for for newer agents, there's an argument to be made that you know, the brand is important, the brand is needed. And that active broker, and sales manager traditional brokerage setup, you know, is a winning combination for a lot of people. So, but for me, you know, I kind of done it all. And I had always felt in my heart that agent owned brokerages, the future of real estate, and exp you know, every agent that joins exp receives stock and is an owner. And so philosophically, I said, you know, I love the idea that this is a company made for agents, owned by agents. That is what we call agent centric, we're called we call it agent obsessed. And so the model for me because number one, I can become an owner in the company and be an owner again, that's awesome.

00:17:03.210 --> 00:18:25.769
Number two, there's financial rewards. For production, you actually get stock for producing a certain amount of production, your whole desk fee back so you know desk fees at exp are 16,000. If you become an icon they give you actually 16,000 Your whole desk fee back in stock. And then they actually help you and pay and give you financial incentive through our revenue share program to build the company. And so, you know, at our old brokerages, I would bring in 1015 agents and you may get a water bottle, you may get$100 Check or $500 Check. And so you know, and I was fine doing that. But to create a revenue share that lasts. That is, you know, I can give it to my kids that lasts for the rest of my career. That allows me to build an organization from California to Maine, I have agents in California, I have agents in Maine, have agents in Florida have agents in Kansas and in Lafayette and everywhere. You know, it opened it up, I wasn't stuck in Central Indiana trying to understand and generate cashflow, and Central Indiana.

00:18:20.609 --> 00:19:07.049
And so you know what I think was one of the most exciting things for me was helping exp grow and getting paid for it year after year. And with compressed commissions with commission fees and all the competition that's out there. Agents are looking for ways to increase profitability. And certainly through high production is a great way to do it through revenue share is a great way to do it. And then there's other ways to generate and receive stock through XP that nobody's matching. We there's a lot of copycat companies coming out trying to do and say the same thing, but I just think we're lightyears ahead. In terms.

00:19:07.079 --> 00:19:12.119
We're 1112 13 year old company.

00:19:07.079 --> 00:19:24.329
And I think, you know, our capital investment in what we've done is unmatched and it's just going to be tougher for people to match. So, you know, it is the disrupter in real estate.

00:19:19.049 --> 00:19:55.200
It's very misunderstood. There are some some of the greatest entrepreneurial thinkers and Agent centric brokers already expe we're, we're landing some of the largest teams and agents in the nation because they understand the model much more than a lot of people. So it's really traditional brokerage verse, the disruptor. We are a tech company, we're on the NASDAQ exp AI and we don't have any bricks and sticks. I mean, our offices are in the cloud.

00:19:55.200 --> 00:20:08.279
Now people do office. People have exp offices, but that's not real. They the thing the we always like to walk through the example, like, how many cars does Uber own? Yeah, none, none?

00:20:08.519 --> 00:20:26.579
And how many movie theaters does Netflix own? None? None? And how many retail stores? does Amazon own? None, none. And exp really doesn't own any offices either.

00:20:21.960 --> 00:21:00.839
And so when you look at 19 92,000 2010, when you look at the companies that are dominating in America, they're tech focused. Companies, they are no bricks and sticks. And I believe that, you know, that is the vision. So when you cut out all of the expense, and agents, it's funny agents don't realize what they pay for, you know, they I go, they go, Yeah, well, you know, I got a gorgeous office. And I'm like, Well, how much? Are you paying your broker? Right? And it's $40,000.

00:20:57.150 --> 00:21:10.019
I'm like you're paying for the office. Right? And so, again, some people need it, and I don't begrudge them for it. I just don't, I didn't need it. Right.

00:21:10.170 --> 00:21:18.210
And I always thought, you know, if I can keep that 40,000 earn that back over 10 years, that's, you know, half a million bucks.

00:21:18.210 --> 00:21:43.170
Yeah. And that that makes a lot of sense for my family, and the legacy that I want to leave them generational wealth. So it's a, it's been a fun ride. But you know, people are coming after us, too. We got you know, real brokerages is a copycat brokerage, and they're awesome, and they got great agents. So you know, nothing's really changed in this business.

00:21:43.170 --> 00:22:43.319
Everybody's going after everybody, and everybody's innovating and trying new things. But I do feel fortunate for the people that have been in my past, in real estate, who I've mentioned, they've been great partners, and great competitors, and great colleagues. And I'm so excited to be with, you know, this new juggernaut called exp, and we're having a lot of fun with it, helping people become financially independent, through growing our company. And that, you know, the most fulfilling thing is, is when I bring in and recruit now, it's just such a different story, when I recruited people, as an owner, it was all about, we're gonna give you the services, and we're going to collect a bunch of money. And now when an agent comes to me, it's about, yeah, we're gonna give you services in a different way, which is through the, you know, the cloud. But, but you're not necessarily going to be paying me a bunch of money for that.

00:22:43.319 --> 00:23:05.789
But what I'm going to help you do is help you grow your organization. So everybody that comes into exp with me, you know, my goal is to help them get 10 agents to come in with them, and start their journey on this unbelievable thing called rev share, and when check show up in your, in your account every month. is pretty awesome.

00:22:59.910 --> 00:23:07.769
Pretty nice thing. Yeah. And you don't have to pay rent. Yeah, for sure.

00:23:08.789 --> 00:23:17.700
So you were mentioning recruits and everything like that. So first, I hope you're not passing up on 1819 year olds right. Now, okay, good to

00:23:17.700 --> 00:24:35.940
know, but, you know, I just lost a gal to Compass, who I think, you know, is awesome. She, she's gonna be a superstar. And I lost her because, you know, she said, Hey, I just don't feel like you're gonna be there for me every time I call and the reality is, I would be. But you know, we are looking for entrepreneurial brokers. So when I was 18, and I sat in our training, and in a day and a half, I said, I don't need this training. I know what this is about. That's my avatar. And, and so, you know, a lot of 1819 2021 You know, first timers, if they don't have the belief, the confidence and the entrepreneurial drive and spirit. I usually don't get those agents, right. But I but you know, we've, you know, I just hired a guy up in Lafayette, he's close to deals, he gets it, he calls me, I'm there for him. But it's two different types of personalities. And so I always tell people, and you guys have been through, you know, I don't recruit people that aren't swimmin to me. I mean, if you're not if I'm not for you, I get it right. And maybe someday I will.

00:24:32.490 --> 00:24:39.029
But, you know, I used to beg agents, lord knows I used to beg agents to come and work with me.

00:24:39.029 --> 00:25:06.119
But people either get what I do and what we do or they don't and it's fine, and they're going to be just fine no matter where they go. But after 35 and 36 years of doing this, I've figured out you might know something Yeah, I might know something. And, and the people that vibe with my vibe then we have a lot of Fun, we make a lot of money. And they're going to be more profitable than any other model that there is in America right now.

00:25:06.150 --> 00:25:12.359
And that's one reason why there's many different teams because different teams are going to focus on different things and have different mentalities. Yes.

00:25:12.869 --> 00:25:24.809
So we've all trained people here, I think you've only trained one or two people. Yeah, but but your book back there, keeps catching my eye. Sure. ABC of attitude. Yeah. Let's talk about that. Yeah,

00:25:24.809 --> 00:25:30.720
no problem. Well, you know, having a positive attitude is as easy as the ABCs.

00:25:26.819 --> 00:26:01.440
Right. And that's how we came up with that book. And so, you know, once I sold my company, MC and Tracy at Century 21 sheets, really, you know, said, hey, we'd like you to do some training. That's how we started source of sales. I mean, they were instrumental in that. And I did source of sales, actually, first from the podium. And that's where I, my public speaking really took off. That's where I was found by the great Jeffrey Gitomer. I don't know if you've ever heard of Jeffrey.

00:25:57.569 --> 00:26:52.170
But I was one of his. I was one of his speakers for years. And he licensed me all of his content was off of SOS. And then Jeffrey said, You really need to look at, you know, getting into the speaking market. And to do that you got to have a book. And at the time, I'm trying to think of the General Keith Harrell was the attitude speaker. Keith was a basketball player, then Keith, unfortunately, passed many years ago. And they said, Hey, there's this hole in attitude, and we just think he'd fill it in. So strategically, I became America's number one attitude, keynote speaker. And the book, the ABCs, of attitude came to me at a mastermind that we were doing, and they were like, they were interviewing me saying, how do you? How do you freakin think the way you think, man, I don't know, people like you. And I said, it's as easy as the ABCs.

00:26:52.170 --> 00:27:38.880
And boom, the you know, the book was born. So the beautiful thing about speaking on attitude, it works for the ditch digger that's making 12 bucks an hour, and it works for the billionaire. I talked to. I talked to employees who are making 3040 $50,000 for some of the largest corporations and I sit and I consult and speak for leadership's from people at Ascension health, to Allegion, who's here a huge company, New Era technologies, I just did them. And then I did w f g title, I was just down in Orlando, Florida and spoke to their top agents and WF G's of think the number five title company in America right now.

00:27:34.740 --> 00:27:46.500
And they're huge. So, you know, the bottom line, it's what we call an evergreen topic. You know, it works for everybody.

00:27:41.640 --> 00:28:02.670
And what I found was, I love talking about it, but it's, it's the gift. It's, it's helping people realize that really the most important six inches in your life as the six inches between your ears. Yeah. And you get to choose your attitude.

00:28:00.000 --> 00:28:05.910
It's the way you dedicate yourself to the way you think.

00:28:02.670 --> 00:28:27.569
And a lot of people didn't, don't realize that it's amazing that you go, Wow, I'm in control of the way I think. So helping people understand how to turn their adversities, and opportunities, helping people understand how to turn depression, not that I'm a psychologist into a new vision.

00:28:20.279 --> 00:28:54.359
That's pretty freakin cool, and pretty awesome. And so doing that on a large scale and audiences of 500 to 1000. It's even more fun. And so, you know, my passion is being on that stage, walking into a big room at a big resort. And getting all that energy and creating that energy to help people understand that, number one, you're at these big events for a reason.

00:28:50.700 --> 00:29:09.900
What you get out of these big events are what you put into the big events. That's why people hire me, usually, I'm the kickoff keynote speaker, because I set the tone. And I help people understand that this can be the most important two or three days of your life depending on who you meet, and what stories that you find out.

00:29:10.349 --> 00:30:40.829
And so, you know, that's kind of what I do on the speaking side and the books about a two hour read. It's written in about a sixth grade level, which is damn near about where I'm what I write at. I never claimed to be a real smart man, but I'm a pretty passionate man. And it's, you know, we we've crushed it, I mean it it became a number one international best seller. Some of the largest corporations in America have purchased 1000s of them, gotten them to their staffs. I've gotten to work from it. So it's, it's just been a real blessing. And now you know, the question like everything is Hey, Glen wins book number three coming out. So I'm working on that I have something called attitude based selling, which is the ABS system I'm looking at doing that. But I may try to be more Evergreen. And so we're in negotiations with that. And obviously the good attitude podcast came from the ABCs of attitude. Many of my mentors said you must, must do your podcast. And we've had, you know, the likes of Les Brown, America's number one motivational speaker on that we've had plenty of professional athletes, billionaires, Mindy Perdue, the Perdue farms and all that she's unbelievable. Our Mitzi Perdue was it was her name and we've had the author of Chicken Soup for the Soul has been on there we've you know, we've, we've had a lot of fun.

00:30:40.829 --> 00:30:47.759
So right now we're in between season three and season four, we're getting ready to gear up.

00:30:43.529 --> 00:30:59.039
And, and that's what's happening with the ABCs of attitude. I will mention I'm not sure when this is releasing. But we also have this thing called attitude fest that we're bringing back.

00:30:53.640 --> 00:31:23.700
And our attitude fest is in Broad Ripple Park on April 20, from noon to four. So anybody listening, we would love you to come and celebrate. We have a lot of activities that are going on that will help you improve your attitude, give you some attitude awareness. And then we also have live music and food and drink. Awesome. And and it's hopefully God will bless us with a beautiful day. But that's how the old ABCs of attitude started. Yes. So

00:31:23.700 --> 00:31:31.319
what's around I just envisioned the whole year Catholic. So the whole nun thing with the ruler and right, get that attitude and check.

00:31:32.130 --> 00:32:27.210
Well, it's funny. We had the Little Sisters of the Poor on our season three, which is called carry the light where we interviewed people that were lights to the world. And we got the Little Sisters of the Poor to come into our studio. It was hilarious sister Agatha sister Cecilia. And that podcast was won a communicator award the the audit audio visual Institute of Arts out of New York, for its award of distinction for spiritual and charitable podcasts. And I'm actually going to be presenting the sisters today at four o'clock, the award the communicator award in person at the Little Sisters, which is awesome. And they said Glenn, because they're you know, the little sisters are amazing.

00:32:23.430 --> 00:33:00.630
They're humble. And they go Oh, I hope you didn't put our name on the trophy. And I said Oh, sister Agatha. I'm so sorry. I did. And I didn't say the communicator awards. Did you know we were hoping it would have just said Little Sisters of the Poor. But that's how humble they are. But if you guys want to understand humility and the power of care, I would suggest you hit the get attitude podcast little sisters on Google. The two ladies who we talked to shared some incredible stories.

00:32:56.279 --> 00:33:05.309
Sister Agatha was 92 years old when we did the podcast. She said what is a podcast? Ireland.

00:33:05.640 --> 00:33:22.259
So very, very inspirational podcast. So I hope people will listen to it. Yeah, they're incredible. She's, it's they've been to. My wife is Catholic. So we go to Catholic. Oh, cool, though. So they've been to several of the churches and they are incredible. Oh, well do incredible work.

00:33:22.259 --> 00:33:56.730
And they're great speakers. And they're beggars. Yeah. I mean, that's what they are. They're beggars. So I believe I'm going to be meeting with Mother Superior today. And our good attitude. Our attitude Fest will be raising money for several charities here in Indianapolis, one of them being the Little Sisters. And I'm hopeful that we'll have a few of the sisters out there begging for money at our festival. And they talk about the concept of begging what begging really means. And I think when you hear that on the podcast, you'll go wow, I maybe need to start begging more.

00:33:57.930 --> 00:34:21.360
Well, so go ahead is the best way for somebody to get a hold of you for all. Thanks to get a hold. Hey, just go to glennville.com helium N bi l glennville.com. And that is my speaking podcast, University of attitude. book site. And then Glenn Bill group.com. If you want to list sell your home or commercial buildings, yes. Yeah.

00:34:21.900 --> 00:34:32.429
And the sites are phenomenal. I thank you. It's, it's it's amazing when you go to somebody who's built something that's really good. And here's yours is good. Your podcast is excellent.

00:34:32.429 --> 00:34:43.860
Everybody listening to go to your podcast. Thank you definitely go to the one with the little sisters. Yes. All of your podcasts and a lot of value. Thank you. And I think everybody should be should be listening.

00:34:43.889 --> 00:34:46.289
Well, wonderful. So do I yeah, you

00:34:46.289 --> 00:34:47.880
own $10 Now, right?

00:34:47.909 --> 00:34:50.670
I gotcha. I gotcha.

00:34:47.909 --> 00:37:04.860
Well, yeah, we've we've invested a lot of money in both of those sites, and we've invested a lot of money in the podcast. But you know, you can't, you can't get unless you You have. And so the you know, my my saying, Not my saying that somebody has said this, but you know, I've always understood and believed that the number one person you should invest in is in yourself. And real estate agents, especially who are looking at this. There's a lot of hands on hands out for giving people money. And it's great to give away money. But if you are not strategically, investing are reinvesting back into your own business, you're missing the boat, nobody else is going to push you forward, like yourself. And so my advice to you and trust me, I've cut the checks for things that don't work more than anyone. And I would just encourage people to look at what they're spending, is it a direct relation to what you're doing. And, you know, Rick, as we talked about, you know, what I do with attitude and speaking and the book business and the training, it's all a vertical, then my real estate business. So so much of my real estate businesses come from the other verticals that I create, I mean, I build homes I develop, I do flips, I own investment property. So you know, what I what I tried to do strategically was build several verticals. You know, the great Bob Proctor, God rest, his soul taught me about MSI, multiple sources of income. And a lot of people are be specific to be terrific, and you should only do one thing, and I know Gary Keller's got a hell of a lot more money than me. But I'm not a person that can do just one thing, I would get bored. And, you know, that's not me. So there are people that only need to do one thing. And I guess, you know, my advice to people is, you know, you need to listen to yourself, you need to create your own vision, or you're going to live someone else's. So many of us real estate people, we're the easiest people to be sold.

00:37:00.510 --> 00:37:12.929
And we're the easiest people to influence. Because we say yes to everything. And I love real estate agents more than anyone in the world. I love realtors.

00:37:13.769 --> 00:37:37.440
But so many of us don't have that vision. And so many of us are afraid to live their own vision to step into their reality. And what happens, you end up getting into a vision of your sales manager, you end up getting into a vision of your owner, you get end up getting into a vision of your team owner, you end up getting into a vision of quite frankly, your wife, your children, your best friends, I don't know who it is.

00:37:37.860 --> 00:38:05.940
And so when we do source of sales live, you know, the very first session of our five pillars is self mastery. And so I really try to help people with that. Who are you? What are you about? What is a non negotiable for you? How are you going to attack your business? How are you going to defend yourself from everybody that wants to give you advice that, you know, there's great advice out there.

00:38:02.400 --> 00:38:46.469
But sometimes it's not great advice for you. And so that's what we do with sources sales, and that's a day and a half program. That's me on stage for 10 hours. I call it my Tony Robbins experience. I'm usually exhausted by the end of it, but I keep it Yeah, but I keep but I keep people going. So if you're a broker owner or a team that's looking for that, I'm totally unbranded I'm sure you know, we talked about exp so now my competitors won't want me to, to come and train their people, but I'm unbranded and and if if you want your people to get better and to be helpful, then I'm there for you. Yeah, but it doesn't, because it's a different business. Right?

00:38:46.469 --> 00:38:57.389
It's a different business not gonna recruit their people, right. But people don't believe that. So and that's okay. You know, I like you know, you know, me, you I think you get the taste, I'm gonna you know, if I ain't for you, I'm not for you.

00:38:57.389 --> 00:39:00.898
And right. And if I am your people, you're gonna sell 52 homes a year.

00:39:01.199 --> 00:39:03.389
Oh, God. Right.

00:39:03.420 --> 00:39:06.090
Yeah. 52 years.

00:39:03.420 --> 00:39:41.128
That's what a week deal. That's a big deal. Well, I, you know, when I was broke and starving, I said to myself, I need to have a closing a week. And, you know, my philosophy when I was young and dumb, and now I'm old and dumb, I think, but I didn't care. I'm like, look at you know, I've worked third shift in a paper plant shoveling paper all third shift through the night, and then went to school, and then, you know, played football, those that's hard stuff. And I said, you know, and it didn't pay well back then.

00:39:41.248 --> 00:39:52.679
You know, I don't know it's 10 bucks an hour or hard labor. And I could go sell a $42,000 double and the fee was, you know, I get seven 800 bucks for that one double if I listed it right.

00:39:52.918 --> 00:40:01.079
Well, I was a whole week shoveling paper. So I said look at I'm I'm cool. I'll go do 40 200,000 out deals all day.

00:40:01.679 --> 00:40:16.349
And what that gave me was deal equity. Right? What that taught me was the purchase agreement, the listing agreement, how to do the net sheets, how to do the ins and outs of getting deals closed, how to close an FHA$72,000 loan, God help us all.

00:40:17.849 --> 00:40:23.159
But but, you know, I knew that I had to have 52 closings a year.

00:40:23.159 --> 00:40:49.018
And I think every real estate agent needs to be getting paid once a week. And and that can be on investment property that can be on lot sales. You know, we go through all the different ways to get to get you to 52. But you know, an $800 Check still ain't bad for me. I'll take an $800 Check. Right? If it's easy, I can lift something, close it and you know, for cash in a week, I'll do that for 800 bucks. You kid me? What I used to do for$800 was crazy compared to what I do.

00:40:49.619 --> 00:40:55.949
Right? And $800? Yeah, that's still a lot of money. It's a car payment for most of us.

00:40:53.099 --> 00:40:55.949
Right? Yeah. So yeah.

00:40:56.009 --> 00:40:58.559
So let me ask you this.

00:40:56.009 --> 00:40:58.559
We've had John Stuart, come on.

00:40:58.559 --> 00:41:08.608
And he's been in love Sharon, he's been in the industry for frickin ever. Yeah. So I got a question for you, y'all. Have you seen real estate change in roughly your 30 years?

00:41:09.630 --> 00:42:02.550
Well, you know, I'm not sure. Real Estate, you know, I'm a fundamentals guy. So the transaction, to me really hasn't changed. It's bringing a buyer and a seller together, getting to an agreement and getting to the closing table, how you get the buyer has completely changed how you get the seller has completely changed. So you know, that's innovation and technology. But if, as I tell people, you know, if you're an idiot, and you have the best social media, and then you have to sit down with a buyer and a seller, and you don't know what to say, or how to talk to them, because all you focus on is marketing and tech, then they're not going to list with you, an agent that knows how to connect that knows how to deliver value that has no Facebook followers, is probably going to beat you.

00:42:02.550 --> 00:42:12.329
Because I know this people want to do business with people they like, right? Right? All things being equal. People want to do business with people they like, and all things being unequal.

00:42:12.599 --> 00:42:58.170
People want to do business with people they like. And so certainly innovation in Tech has has changed our business. But, you know, the art of the sale, I still and I think that's why we've lasted today, you know has not changed. So to answer your question. The business has drastically changed going up to the face to face listing appointment. Right? drastically changed. But the face to face listing appointment hasn't drastically changed, right? It's still delivering value investigating the person understanding their needs, and closing them on your service.

00:42:52.769 --> 00:44:00.929
The customer has the customer change. Yeah, the customer probably knows more now than ever, customers exposed to more now than ever. However, that's kind of made our job easier. And then it gets down to Okay, well, what, who's the broker that understands me and what's really going on with me. And so, again, in sources sales, we talk about setting the table with the seller, setting the table with the buyer, creating the expectations and and giving them their vision. So not only do the agents need to vision, they need to give the seller the vision, they need to give the buyer the vision. We call it what do I call that? Something casting future casting, you know, the agents that understand how to future cast and give certainty a significance to their customers, they're always going to win because certainty and significance are everybody's most in? Well, their most important emotional need is love and connection. So if you got love and connection, certainty and significance, you're going to be an agent that gets chosen every single time that goes for any type of site anytime. No question.

00:44:00.958 --> 00:44:11.369
What's interesting, because John said roughly the same thing that he said. But the one thing I do appreciate is we don't have to get the MLS book, photocopies and then send picture.

00:44:12.059 --> 00:44:18.179
And we don't have to go pick up keys. So you know, I love John Stuart, John and I have done many deals together.

00:44:18.179 --> 00:44:25.679
And John, if you're listening, he's me and him have a date to drink wine on my front porch and Broad Ripple. So Johnny, call me or I'll call you right after this.

00:44:25.708 --> 00:44:48.208
There you go. Yes. Yeah. It's interesting, because to back up what you said, not that it really needs it. We've talked to a bunch of top agents in Indianapolis. Sure. Yeah. And what we have found is there are a bunch of them that have done extremely well, because they have social media, and they do everything on social media. And then the other group has done extremely well. And they don't have any social media, right?

00:44:48.239 --> 00:44:52.018
Yeah, it's, it's all in what you said. You pick out what you do.

00:44:52.048 --> 00:44:58.918
Yeah. And you go to that, but if you can have great social media, but if you can't meet with a customer, right? Yeah. Where are you at?

00:44:59.789 --> 00:45:58.170
And I'd like to thank that I have both. You know, we work hard to do well and social I mean, I'm not saying social media isn't necessary it is. But for all dogs like me and John and the great ones like Brian Sanders and Scott Hackman and the Steve dictators, they're calling those guys because they love them and they've done grandma's house and uncle's house and daughter's house and, and, and social media posts isn't going to penetrate the bond from a veteran agent that is attentive that is in front of their customer with maybe email or whatever. And you know, attitude fastest. So why do I do attitude fests? Well, this is my, you know, client appreciation event, one of them and so everybody that you know has used me is going to be there, they're all going to see the great work great things we're doing, I'm going to hand away prizes only to our customers. And you know, it's the event make a difference. And so I'm a big event guy, I love doing events.

00:45:58.199 --> 00:45:59.039
When is that again?

00:45:59.070 --> 00:47:26.489
The April 20. Yeah, so it's right around the corner, Brian rip apart noon to four. So we'd love to see both of you guys there. And if you want to be a vendor with us, you can put up your advisors Mortgage Group, and you can invite every single client, anybody that's listening to it, we still have vendor spots available. And I say guys, you know, I got the beer, I got the food, I rented the park. We have the kids games, you know, I got the whole thing. All you got to do is show up with your tent and your table. email everybody that you've done loans for and say hey, we're part of attitude fest, and we want to thank you for being our customer. You can take all the credit for all the stuff I'm doing and invite your people and show them the goodness that happens. So what any realtor you're it's open Tucker, Keller, compass, any of them I don't care. We're trying to make it America's most positive day I've created global attitude Awareness Month, which is April, you'll be seeing me every single day in April give an attitude message on our social. And then we that culminates on global attitude Awareness Day, which this year is 420. And, and it's about being the most positive day, you know, our goal is to have an attitude Fest in all 50 states throughout America, all on the same day, all at the same time.

00:47:23.550 --> 00:47:46.289
And we're doing that through our attitude Ambassadors Program, we have an attitude ambassador, one in every state that we license all of our, our content to, and then we want to get into 50 countries and we'll have 100 attitude fest. That's our big view 100 attitude fest all on the same day. And then our goal is to stop killing for one day.

00:47:46.679 --> 00:48:07.409
Can the 50 states in the 50 countries create a mandate and enough presence to send out a message to the world that not one person is murdered on that day? Can we do a ceasefire on murder for one day now? That's absolutely insane. But that's how I roll.

00:48:09.659 --> 00:48:13.168
Oh, I think that's a huge and great, thank you. Thank you.

00:48:13.168 --> 00:48:16.800
Yeah, yeah, well, it's gonna happen. Yeah, yeah. I mean, 10 years.

00:48:16.860 --> 00:48:21.719
It's amazing you how you can change the world. You know, but you gotta start with yourself.

00:48:21.750 --> 00:49:41.309
Well, yeah, it's one of my favorite saying is there's nothing there's no such thing as a dream without the dream makers in the world. And so hopefully, whoever's listening to me out there, you consider yourself a dream maker, you consider yourself worthy of, of manufacturing and manifesting a dream that you have. So you know, everybody I talked to, has a dream. And everybody has a story that's untold. And, you know, the great Les Brown, who's trained me I've personally been trained by Les has a fantastic speech called live full die empty, right? Don't die full of your dreams. Don't die full of your hopes. Don't die full of unrealized goals, die empty. Get all that stuff out before you're dead. And so you meet with Les Brown for four hours face to face. Yeah, that's, that will change your life. Yeah. And he's on my podcast, too. So yeah, I saw that. Yeah, that was, you know, back during the George Floyd, we our podcast also won a national award during the George Floyd tragedies for the work we did called Stories of black America. And they're very, very powerful, very powerful for white Americans to listen to the perspective of black America.

00:49:41.820 --> 00:49:56.010
And we won the podcast for outstanding achievement for dei and the 846. Interviews is what they were called. So that that was pretty that was pretty a serious time, but the content we put out there was really good.

00:49:56.699 --> 00:50:37.530
Well, we are running out of time. Okay, buddy, have to you have thanks You gotta get out no problem. Again, if somebody needs to get a hold of you, they Yeah, just go to just go to glennville.com. That's my website for real estate, go to Glenbow group.com. And if you want to meet me in person come to the attitude Fest on April 20, Broad Ripple Park noon to four, all your real estate agents out there. It's an honor to be a part of you. I serve on the board of directors for my board, I believe in what we're doing. Can't wait to have across the aisle with you. And if I can ever help any of my fellow real estate agents, just call me 317-590-7757. Excellent.

00:50:37.530 --> 00:50:49.949
And to get a hold of me and I got a hard working mortgage guys.com. That's hard working mortgage. guys.com is one of the things I really like about what you said. I believe one of the basics of attitude matters a lot. Yeah, so this hard work.

00:50:49.980 --> 00:51:09.030
Oh, yeah. You do both? No, thank you. Well, hard work can be said to be an attitude. You know, it's hard work a skill or is it an attitude? It's really the way you dedicate yourself to the way you think saying yes, I'm going to outwork people. Working hard is great work and smart can be a little bit better. Sometimes working smart can be really hard to Yes. Yeah.

00:51:09.090 --> 00:51:21.780
It's all hard work. And it's not hard work to me. Isn't that you have to work all the time. Yeah, it's it's actually it's working smart. Yes. doing the right things, and putting the effort forward showing up? Yes. Right.

00:51:19.110 --> 00:51:31.530
You got to show up 90% of the game. And you know, you wouldn't be here after 36 years in the business like me if you weren't a hard worker, Rick. So you got to work for sure.

00:51:31.590 --> 00:51:37.590
And I get more in these real estate gurus, please follow us about you know, you

00:51:37.590 --> 00:51:46.380
can follow me to please I don't think so. And reminder, if you have any friends, family, coworkers looking to buy, sell or refinance, let us know I'd be more than happy to help you.

00:51:43.679 --> 00:51:48.239
Hey, Glen, thank you for coming on our show. It's been a pleasure having you on

00:51:48.239 --> 00:51:59.400
Sure. Thank you. And I appreciate you guys. And hopefully we'll see each other at the closing table. I hope so. Maybe at the end, hopefully your your attitude fest I have to have you bring your families tables,

00:51:59.429 --> 00:52:01.619
we don't do studio, one town, good new table.

00:52:01.648 --> 00:52:09.869
If you guys want in, we'd love to have you and have your whole tribe come and you could actually do a podcast right from there. That'd be awesome, too. Just a thought.

00:52:09.898 --> 00:52:13.619
Yeah, that would be Yeah. So yeah, we'd have a huge audience.

00:52:13.648 --> 00:52:24.838
You have a big audience, you have a live audience, there's gonna be mute, there's gonna be live music, the attitude band is going to be there. So we'd have to maybe figure out won't be as quiet as a studio, but it could be fun. Hey, the radio does, right.

00:52:24.869 --> 00:52:28.530
I've done it in the past. We did it at the home. Omarama cool.

00:52:28.559 --> 00:52:33.269
And I've done it because I had a radio show. And so I'm going all over doing now. Awesome.

00:52:33.269 --> 00:52:38.190
It's fun. Yeah, you know how to do it. Yeah, hopefully we'll see you guys there. Alright, thanks.

00:52:35.909 --> 00:52:40.170
Thanks so much. We really do appreciate my pleasure. Winter.

00:52:40.530 --> 00:52:45.510
Number 33041 NMLS number 66459. Ian Arnold NMLS.

00:52:45.510 --> 00:52:49.230
Number 195469. Equal Housing opportunity. Some restrictions apply.

Glenn Bill

Realtor | Best Selling Author | High Performance Speaker

Glenn was recognized as one of the Top 10 sales people in the nation for closing over 200 home sales just after the market crash in 2007. He has mastered the business of selling and continues to do so today.

After three years of becoming a top salesperson, Glenn purchased his own franchise at the age of 23. The market was astonished and was sure he was destined to fail. Through his passion, vision, drive and learned sales skills, he grew his organization into one of the most successful real estate offices in the world.