Dana: [00:00:00] I remember going to the doctor and they. Prescribed me Xanax at [00:00:05] 16 years old. Whoa. And I struggled for a couple [00:00:10] of years. Really? Everywhere I went I had to, you know, take something, which is so not like [00:00:15] me ’cause I barely even take Tylenol today. But then it just, I mean I became hooked on it [00:00:20] and I uh, I really, really struggled because I was in such a deep place. ’cause I was having [00:00:25] such horrible panic attacks. I remember one time being in Panera and I just. Had a, if [00:00:30] anybody listening has ever had a panic attack, you know, but like, it just, like everything closes in on you and you just [00:00:35] have to get out, you know? And it was just horrible. I couldn’t fly, I couldn’t do all these things, and God [00:00:40] really, no pun intended, totally restored me like he healed me. I went cold Turkey one day. I stopped [00:00:45] taking the pills and just my life was. I had always been in church, but God totally just restored [00:00:50] and healed my life.[00:00:55] [00:01:00] [00:01:05] Rory: Hey friends. Welcome back to the Wealthy and Well-Known podcast. I’m so excited to [00:01:10] introduce you to someone who’s become a dear friend of mine, someone that I respect as a colleague [00:01:15] and a professional. I have the opportunity to serve her as a client. Our team does. I think [00:01:20] she is one of the, the, the fastest rising stars in the world of personal [00:01:25] development and building a personal brand. But she is no stranger to success. She is [00:01:30] one of the top people at Keller Williams and has been for years. Her team closes [00:01:35] get this 1.5 billion with the B dollars in [00:01:40] annual transactions. Uh, she’s worked directly with Gary Keller. Um, she’s been a [00:01:45] part of their team. She runs one of the, uh. Co-host one of the top real estate [00:01:50] podcasts in the world. It’s called Everything Life in Real Estate. It’s a top 1% [00:01:55] podcast that she co-host with Linda McKissick. Um, she is the author of this new book, [00:02:00] restore 90 Days of Intentional Living, which we’re gonna talk about. She’s [00:02:05] also in John Maxwell’s high capacity leadership mentorship program. So she mentors [00:02:10] directly with John, uh, who also is a friend of mine. I actually just got to speak to their group. [00:02:15] And this woman is just on the move and we’re gonna talk about today all things about how to [00:02:20] use your personal brand to drive leads for your business, grow any type [00:02:25] of business specifically, uh, professional services and advisory of any type. And then talk a [00:02:30] little bit about her faith journey and her setbacks and how she’s gotten to be [00:02:35] everything that she has become. So Dana. Welcome to the show friend. Dana: Thank you so much [00:02:40] for having me. That was quite the intro. Thank you. Rory: Yes. So one of the things [00:02:45] that I love about Brand Builders Group, which I don’t think enough people understand [00:02:50] yet, is when people hear Brand Builders Group or they hear personal branding, they go, oh, [00:02:55] I have to be a coach to work with you guys, or I have to be a speaker, or I have to be a consultant.[00:03:00] And I always am frustrated. I’m like, no more than 50% of our [00:03:05] clients are professional services. Dana: Yeah. Rory: They’re people in real estate. They’re financial advisors, they’re [00:03:10] lawyers, they’re doctors like their accountants. How much has [00:03:15] building a personal brand mattered, do you think, in your. [00:03:20] Your actual business. Your real business. You make your money in, in real estate. Dana: Yeah. Rory: How much has [00:03:25] been h had a, having a personal brand mattered in that journey? Dana: It has been huge. And all I can see. When you [00:03:30] say that, Rory, are the personal brands trends that you guys put out, like every slide I [00:03:35] can, I have, I think I have the whole entire thing memorized because I really felt blessed that I [00:03:40] started this kind of early on, I was an early adopter of building a brand and [00:03:45] now it’s, you know. It’s it, I mean, if you don’t have it, no matter what industry and your [00:03:50] trends show that, whether you’re a doctor, a lawyer, a real estate professional, whatever it is that you look like, everyone wants to [00:03:55] know that you have a personal brain because they wanna see if they align with you or not. And I feel like [00:04:00] specifically in real estate. I’ve seen a lot of realtors or or real estate [00:04:05] brokerage owners even, they just get stuck in that transaction, like the day-to-day transaction and now [00:04:10] they’re slower and they haven’t adapted and they haven’t built a brand or they haven’t adopted to social media [00:04:15] like they should have. And they’re wondering why their business is changing. And I’m unlike you guys, it, I [00:04:20] mean, it is what it, this is the new world like it. People wanna know who they’re working with [00:04:25] on a deeper level. And your trends really were what completely changed the game for me when I saw [00:04:30] that. Rory: Yeah, the data’s very clear and compelling. Dana: Very clear. [00:04:35] Rory: So let’s talk about real estate specifically. Although, you know, most people watching this are probably not in [00:04:40] real estate. I’m sure several are. Yeah. But a lot of people are entrepreneurs. Dana: Totally. Rory: But I just want to [00:04:45] hear, in real estate specifically, what do you think [00:04:50] the, the people who are building a personal brand in real estate are doing? Right.[00:04:55] Yeah. And what are the, what are the the things they’re doing wrong when they’re trying to build their personal brand? Dana: [00:05:00] Okay. And I think this could be really, like you said, with anybody that’s an entrepreneur, but specifically in real estate. I [00:05:05] think the ones that are doing it right, and I have so many that pop into my head. They’re being real. [00:05:10] They’re being consistent. They’re being authentic. They are, um, not [00:05:15] making it all about business. They’re showing things that they like to do, the values that they [00:05:20] have, things that matter to them. They’re going really hyper-local and they’re branding themselves, almost [00:05:25] like niching themselves in really hyper-local to where they sell, Rory: um, like [00:05:30] geographically. Dana: Yeah, absolutely. Yeah. I mean, I have, um, one of my top agents, his name’s [00:05:35] Roger Wilcott in Columbus, Ohio. He is in my Columbus office. He has niched himself. His [00:05:40] brand is incredible. He’s niched himself so deep into this one condo building that he actually lives [00:05:45] in. But I mean, he’ll, you know, he’s 1,000,002 million GCI agent a year. He’ll [00:05:50] do Rory: most commissionable Dana: income. Income. GCI. Yep. You got it. Yeah. And he, it is because he [00:05:55] has built his brand. He has three golden retrievers. He, they are part of his [00:06:00] brand. I mean, it’s all the things that. You know, people think about when they think about you, like you’ve [00:06:05] taught us. I think the ones that are doing it wrong are posting, sold [00:06:10] another, just closed, had another, you know, worked with this client. Like they, they aren’t [00:06:15] getting it, that people wanna know about them and what they’re into. They just, it, [00:06:20] they’re, they’re transactional still. Um, if that makes sense. Rory: So when you, when you were [00:06:25] describing this story, what’s his name? Roger. Roger. Roger? Yeah. We talk about Sheehan’s wall. [00:06:30] Dana: Yes. Rory: And how the way to break through is not to try have multiple streams of income or be known by [00:06:35] everybody to, but, but to be known and master like one very small group. Yeah. So you’re talking about [00:06:40] a real life story of this guy has made over a million dollars a year. Dana: Yes. [00:06:45] Rory: Niching down, not a state. A county, a town or a neighborhood, [00:06:50] like a Dana: block. Rory: But you’re talking about one block. Dana: Yes. Rory: But it’s like if you’re interested in that block. Dana: [00:06:55] Yep. The Rory: this is that guy. Dana: He’s the guy. Yeah, totally. And I will say, one thing I wanna touch on on that, I [00:07:00] remember when I very first started with brand builders and I was going through this, she hands wall and [00:07:05] kind of working through that and it’s. It’s like a mind trip for a lot of [00:07:10] entrepreneurs, at least in our world, because we are taught you need to have seven streams of income.[00:07:15] So, you know, at first I was like, wait, Rory: I know when I, when I stand in front of real estate audiences and I’m like, [00:07:20] multiple streams of income is not how you get rich. Yes. Everybody goes, Dana: oh yes. Rory: Like they don’t, that’s like, why can’t believe you [00:07:25] said that? Dana: But it’s so true though, because, and that’s not to say that later, you can’t have them later, Dana: but if you [00:07:30] don’t go deep and master the one thing first. Like I’ve been guilty of that. I know [00:07:35] one of the things we’re gonna talk about are struggles I’ve had, like buying more offices and trying to do this and [00:07:40] trying to do that to have all these different streams of income when really I’m chasing all these things and none of them were [00:07:45] success. Like none of them were great instead of just like going all in on one. So that [00:07:50] was an interesting part that I kind of had to rewire my brain around, but it’s so true. Rory: Well, [00:07:55] I’m glad you didn’t get mad at me when you first heard it and you’re so potable. No, I thought Dana: Gary might though. Rory: Yeah, I [00:08:00] know. Well, you know Gary Keller. I remember when, when I had a pre-event call. [00:08:05] ’cause that’s, I think that’s how we met first, right? Was when I spoke at Keller Williams National Convention. Dana: Yes. I followed you and [00:08:10] studied your stuff for a long time. So when they brought you in, I was like, yes, this is it. Rory: When [00:08:15] Gary got on the pre-event call, I was like, I can’t believe that Keller [00:08:20] Williams wants me to talk about building a personal brand. Dana: Yeah. Rory: And I was so scared because [00:08:25] I’m like, I’m like Gary. Don’t you want people to like build the Keller [00:08:30] Williams brand? Mm-hmm. And he was like, no, Dana: no, he never has. Rory: Like, I almost thought it was like, do you realize that [00:08:35] who, that your team has brought in to speak? Yeah. And what I’m talking about. And he was like, no, that’s why I brought you here. Yeah. [00:08:40] I don’t want my people to build a Keller Williams brand. I want them to build their own brand. Dana: Yeah. That [00:08:45] is the sole reason why I joined Keller Williams. Really because, and not to say anything negative, but [00:08:50] I was with a company before re max and REM Max is great. I have tons of friend friends at REM Max, but it [00:08:55] was about. Re max in the balloon. And I remember when I came to Keller Williams, when I went to [00:09:00] the first training, like I heard, it’s about you. You should build your brand. Because on the real estate side, [00:09:05] clients, over 80% of them don’t know the brokerage that their realtor is with. They only know their [00:09:10] realtor. So if you aren’t branding yourself, which again goes back to our initial conversation of why this is [00:09:15] so impactful and so important for real estate professionals. They don’t really care who you’re [00:09:20] with. And I say that as a brokerage owner with 600 agents. As brokerage owners, we just have to give the [00:09:25] most value to our agents because the brand really isn’t it. It’s the brand is [00:09:30] about the realtor, them themselves specifically. Rory: Amen. I mean, the same would be true if you’re [00:09:35] financial advisor. It’s like, totally. I don’t care if you’re with Morgan Stanley or like, I don’t even understand what any of that stuff [00:09:40] is. I’m just like. Okay. Like Chris is, Chris is my guy, and I’m like, I trust Chris. Dana: Totally. [00:09:45] Rory: Same with a dentist. Yeah. It’s like, I don’t know where you went to school. I don’t know like what [00:09:50] your, who, who does your certifications? I’m just like, do I like you? Yeah. Right. Do I trust you? It, it, [00:09:55] it’s, it is so, it’s so personal. Yeah. Dana: It’s Rory: um. So that’s really encouraging [00:10:00] to me. You’re such a great example. 600 agents you have. Dana: Mm-hmm. [00:10:05] Yeah. All. Although Keller Williams people joke and say, I am the brand builders poster child [00:10:10] because I teach your, I talk about it and teach it in everything because I really believe [00:10:15] Rory so many, again, real estate specific, but then I’m sure this applies to [00:10:20] everyone. I really think so many are gonna wake up in three years and be like. Oh crap. I, [00:10:25] I really missed the boat on this. Um, and Gary has taught us a saying [00:10:30] anytime there’s a shift in the market, which right now. There is a shift in the market. I mean, you know, the market is, [00:10:35] has shifted already. We are already in a shift. Buyers finally have said, whoa, wait a minute. I’m not gonna [00:10:40] pay that for that house. Like that’s crazy. So it’s kind of shifted the market around. But Gary always says [00:10:45] anytime there’s a shift, there will be agents that gain market share that they keep forever and there will be [00:10:50] other agents that lose market share that they never get back. Rory: Mm. Dana: And I’ve been teaching all of my agents [00:10:55] right now, I think brand personal branding and marketing truly is. Is that [00:11:00] differentiator between that shift? Like if they aren’t leaning in on that, they’re gonna look up after this shift and [00:11:05] say, oh crap, I wish I would have, because I’ve lost market share to the people who are [00:11:10] showing up and are building a brand. Because another fun fact, the average consumer right [00:11:15] now can name eight realtors off the top of their head. Totally. So if you aren’t number one, I [00:11:20] mean, and maybe more than that in bigger cities like, you know, Nashville or Charleston or Columbus or [00:11:25] wherever. I mean, everybody has a, everybody is a realtor almost. So if you aren’t building [00:11:30] the brand and you aren’t the first one that they name, then what does it matter? I mean Rory: Yeah, [00:11:35] that’s totally true. I mean, ’cause everybody, you know, people come and go out of it, real estate with [00:11:40] lots of professions, you know, and, and you go, a lot of it is. I think of [00:11:45] whoever I’ve seen most recently. Dana: That’s right. Rory: Right. And so it used to just be like, oh, I forgot and I saw [00:11:50] someone at a Christmas party or birthday party. I’m like, oh yeah, they, I, they could sell my house. But it’s like with. [00:11:55] Social and content marketing. Yeah. It’s like you, people can see you every day. Dana: Yep, [00:12:00] totally. Well, we used to say it would be like, oh, I still have your magnet on my fridge from seven years ago. [00:12:05] You know, and so I’ll call you now. But that’s not the case. I mean, they’re looking at who’s telling their [00:12:10] story the loudest on social media. Rory: So, okay. Honest question here. Honest [00:12:15] question. So, so you were very, very successful way before you found us, [00:12:20] but you’ve been. A very steadfast client of brand builders group. [00:12:25] Mm-hmm. Why would you invest to learn from [00:12:30] us And has it, or how has it been helpful to you? Yeah. [00:12:35] Since you were already successful, but like you’re going, you’re still [00:12:40] investing and learning this stuff. Why, why are you doing that at your level [00:12:45] and. How has it been useful to, to someone even at, I [00:12:50] guess like at your, your advanced level in your business? Well, Dana: I mean, easy answer for me. Number one, [00:12:55] you said the word, I see it as an investment, not as an expense, and I think. Even a lot of [00:13:00] semis, successsful to successful entrepreneurs are afraid to spend money on stuff, [00:13:05] or they won’t. They don’t. They see it as an expense instead of an investment into yourself. And [00:13:10] sometimes it’s hard to measure that, right? Like you can’t say, oh, I have this specific ROI because I’ve been [00:13:15] doing this. But you just have to think like. I’m not in this for the next three or five years, like I’m doing this [00:13:20] for a lifetime. And that to me, Rory: Chris, can we get the lifetime agreement? Can we get out the [00:13:25] lifetime contract? She’s ready. She’s Dana: perfect. Okay, perfect. [00:13:30] But it’s true because I just don’t see it going away. I mean, for. Well, to [00:13:35] be honest, Roy and transparent, you know, to own real estate brokerages and to also want to build my brand and [00:13:40] do other things like the books and speaking and things, I still have to be attractive. My job right [00:13:45] now is to recruit realtors to my brokerage. I mean, that’s at the end of the day, you know, I’m, I wanna [00:13:50] impact all of their lives and I want us to grow. And so. I, I wanna continue to build my [00:13:55] brand and be known so that these other agents in central Kentucky, Lexington, and surrounding areas [00:14:00] in Columbus, Ohio look up and say, wow, if I wanna grow my real estate career and if I wanna be in it for the [00:14:05] long haul, and I wanna be getting the best of the best of the best, like I gotta be in Dana Gentry’s [00:14:10] offices. Mm. And unless I’m building my brand and continuing to invest in myself, then you know, [00:14:15] they’re not gonna do that. It’s the way that I look at it. But brand builders specifically, [00:14:20] you all your content is so. Rich. I mean, you can [00:14:25] like there, I mean, I’ve been almost two years now and, and I’m, I mean, I’m pretty [00:14:30] in it. Like I, I mean, you know, I’m got my causal through, like I’m pretty in it, but I feel like I’ve [00:14:35] barely scratched the surface sometimes. Like it’s just the content is so rich [00:14:40] and if you at all are lost, even if you’re successful, but you’re lost [00:14:45] in like, okay, how do I even build my, you just, it’s baby steps like the whole way through [00:14:50] and. I mean, it’s just the best I tell everybody. And I love getting my [00:14:55] little monthly income coming in because I’m like, you need to be with Brain Builders and you need to be with Brain Builders because [00:15:00] I really do believe it. I mean, I’m not gonna say something, you know, that I don’t believe, but it just has impacted me so [00:15:05] much. And I, Rory had success, but I didn’t know how to chunk it down [00:15:10] into what I now know my four pillars are that have led to two decades of success. Mm. [00:15:15] And I’d never heard of an expert bio in my life. I mean, there’s just so many things. Rory: [00:15:20] Terms. Dana: Yeah. It’s just, there’s so many things and I’m like, but what’s happened is with each [00:15:25] step that I’ve learned, it’s worked. I mean, my following, not that the number matters. I know in the [00:15:30] data the, you say the numbers, the follower number doesn’t matter, but I have seen my [00:15:35] followers grow. I have seen my offices grow. I have seen the level of people that I’ve been able to attract. [00:15:40] In fact, you’ll crack up over this. I don’t know if we wanna say this on here or not, but [00:15:45] I just had a huge team join one of my offices in Kentucky. Um, I’ve known him for [00:15:50] years. He’s been a friend of mine and he just joined in part from a Rory: different brokerage. Dana: From a different brokerage. [00:15:55] Yes. He just joined. Wow. Yeah. They do about 25 million a year in volume in central Kentucky. He’s a great, great guy. [00:16:00] Such a great team. Our negotiation, part of what I am providing for [00:16:05] him is 12 months of a brand builders contract. Wow. He, he asked for that and I was like, [00:16:10] what’s making you ask for that? And he’s like, honestly, I’ve just seen what it’s done for you. You talk about it all the time [00:16:15] and I want it to be part of my deal. And I was like. Okay. And what can you say? Because [00:16:20] he’s following exactly what I’ve been, what Rory: you’re doing. Dana: Yeah. So I’m like, perfect. [00:16:25] So they actually joined on Monday, just this week. They transferred their licenses. So he’s like, when do I get [00:16:30] to start my brand builder stuff? I’m like, I’ll get it, I’ll get it. Rory: That’s awesome, Dan. Dana: But I believe it. I mean, it’s, it works. [00:16:35] Rory: Well, one, you know, and it’s not just us, right? You’re, you’re in [00:16:40] mentorship with John Maxwell. Oh yeah. I know you’ve done several of my Dana: friends. Well, you have to have, have an investment mindset, period. I mean, personal [00:16:45] growth. If John has taught me, if you, the, the, um, oh, what does he always say? He [00:16:50] says, you will never regret investing in your personal growth. Like never ever, ever. Like, [00:16:55] there’s no amount of money. There’s no amount of time. Because when you get better, everybody gets better. Rory: I’ve always [00:17:00] been fascinated be that. Like, when I first heard about personal development, you know, I’d have people who were like, oh, [00:17:05] those people are just like trying to take money from you, or they’re scamming you, or whatever. And so I thought when I would [00:17:10] go to an event, it would be like all the like really needy, desperate, broke [00:17:15] people. No, it’s all the like, it’s the opposite. Yeah. It’s people like you and you’re like, oh my gosh. Dana: Yeah. Rory: It’s [00:17:20] like, and the more you pay, Dana: the better Rory: it gets, the better the quality of the person is [00:17:25] that’s there and you’re like, oh. It’s the opposite of that. Yeah. And you go, oh, that’s, [00:17:30] that’s why they are there. Yeah. Because these are the people who have invested the most in themselves. Dana: [00:17:35] Yeah. Rory: And um, Dana: people used to, I used to say in one of my. Um, talks that I would [00:17:40] do, I would say, I would talk a little bit about being intentional with investing in yourself, and I would say from stage, you know, Adam and [00:17:45] I spend six figures a year on personal development, and we do, and people would be like, I could just see [00:17:50] their faces and I would think, am I losing them? Because I was never saying it from like a, oh, [00:17:55] we can afford it. We’re, you know, nothing like that. I was trying to say we believe in it so much and [00:18:00] we’ve seen the return so much that we put it in our budget to make sure that we’re investing in [00:18:05] ourselves. Rory: Sure. I, I mean, and that’s, um, I mean it shows, [00:18:10] Dana: yeah, Rory: it shows and, and as a leader, separate from like building a [00:18:15] personal brand and separate from your own performance. One of the things [00:18:20] that I always think of as a leader is my job is to learn. Dana: Mm-hmm. Rory: [00:18:25] Because the more I learn, the more valuable I am to my team. Dana: Totally. Rory: Right. The more I can [00:18:30] develop the people around me, the more I can bring them opportunities. Yeah. The more that we invent and [00:18:35] create things that provide infrastructure. Mm-hmm. And so it’s not just an investment in [00:18:40] yourself. People talk about that, which it certainly is. Yeah. But it’s also. An investment in yourself is an [00:18:45] investment in your team. Dana: Yeah. Rory: Because of who you become as a leader. Dana: Yeah. Well, you’ll, [00:18:50] um. Understand this, but so I obviously am a person of faith and a [00:18:55] believer and so I look at leadership as stewardship. Rory: Mm-hmm. Dana: And so I really [00:19:00] believe that, you know, God has given me these people and these agents and these brokerages and whoever on [00:19:05] Instagram, whatever, to like to steward. And so, amen. I don’t feel like I [00:19:10] can steward them well if I’m not constantly learning and growing and making myself better. [00:19:15] I feel like I would be, you know, I don’t know. I just feel like that’s not the right thing to do as a [00:19:20] leader, especially when you look at it from a stewardship perspective. Rory: So, yeah, let’s talk, let’s [00:19:25] go there for a little bit. Yeah. Because your faith, you know, is a, has been a big part of your life. Yeah, and I think, [00:19:30] you know, you and Adam are very successful, great reputation, [00:19:35] obviously, incredible team results, all of that. Was there a time like, [00:19:40] take me back to when it wasn’t that. Yeah, like take me back to the time when you, [00:19:45] was there ever a time where you were experiencing self-doubt or like when you were going through [00:19:50] struggles? And what did that look like? Yeah. And, you know, walk us [00:19:55] through some of that. Dana: Totally. 100%. So I was not a good student. I did not [00:20:00] like school. Um, in high school I had a weird kind of series of events [00:20:05] where I was, um, two people that were close to me. I had two separate times, both got killed in car [00:20:10] accidents. Rory: Wow. Dana: Friends of mine. And it kind of gave me, it really sent me into Rory. Like, [00:20:15] what? Just panic. Like I had horrible panic attacks. Horrible anxiety [00:20:20] attacks. And at the time I was only 17, 16, 17 years old. And so I remember going to the [00:20:25] doctor and they, you know, they prescribed me Xanax at 16 years old. Rory: Whoa. [00:20:30] Dana: And I struggled for a couple of years. [00:20:35] Really? I mean, a lot. Like, I, I could not get off of it. I mean, I just, everywhere I went, [00:20:40] I had to, you know. Take something, which is so not like me ’cause I barely even take Tylenol today. [00:20:45] But then it just, I mean I became hooked on it and I uh, I really, really [00:20:50] struggled because I was in such a deep place. ’cause I was having such horrible panic attacks. I remember one [00:20:55] time being in Panera and I just had a pain, if anybody listening has ever had a panic attack, you know, [00:21:00] but like, it just, like everything closes in on you and you just have to get out, you know? And it was [00:21:05] just horrible. I couldn’t fly, I couldn’t do all these things. And God really, no pun [00:21:10] intended, totally restored me like he healed me. I went cold Turkey one day. I stopped taking, [00:21:15] um, the pills and just my life was, I had always been in church, but God [00:21:20] totally just restored and healed my life. Then. And when I look back, it’s interesting [00:21:25] to see kind of how my life was. Then I, I didn’t graduate college, I went to college. I [00:21:30] dropped outta college. I got my real estate license. And, um, I used to be so embarrassed to [00:21:35] tell people that I didn’t have a college degree. I mean, I would go in these rooms with all these, you know. People [00:21:40] and they would be like, I grad, where’d you graduate from? I graduated from here. I graduated from there. And I’m like, uh, I didn’t, I never [00:21:45] graduated. I dropped out. Rory: Hmm. Dana: Um, you know, and so it’s just funny, those things that you carry [00:21:50] along with you, but I’ve been able to just look at every turn. [00:21:55] Like, God put the exact person in my life at the exact time from the person that said, [00:22:00] you’d be great in real estate. You should get your real estate license. Um, you know, just to then, oh, you should talk to [00:22:05] somebody at Keller Williams. Like, every single thing has just been lined up and it definitely was [00:22:10] not always, were you Rory: always close to God or like going back to that like whole sort of Xanax season, did you. [00:22:15] Did you pray for that intervention like that? Because that’s like, like a cold Dana: Turkey stuff. [00:22:20] I was like a, I mean, I went to church my whole life growing up, but I don’t know, you [00:22:25] know, I don’t, I wasn’t like deep in the Bible or anything as it then, I mean, I would, like, I [00:22:30] went to youth group and stuff like that. Um, but I was, I, I knew enough to pray, to [00:22:35] pray about it, you know, to be like, okay, God, the only way I’m gonna get better and get off of this, or do, you know, [00:22:40] get to live a normal life is if you heal me. So I just remember I would like. I would try to read my [00:22:45] Bible and then I would really pray about it and then, but I was such a, I mean, I was a kid at the time, but [00:22:50] yeah, and I just think, I don’t know, I’m so grateful because it’s like God has [00:22:55] just kind of swooped me along every single thing that has ever [00:23:00] happened. It’s just, I don’t know. It’s just, yeah, it’s such a blessing. Rory: Mm-hmm. [00:23:05] Is there anything when you look back that you go, Hmm, I should have done that [00:23:10] differently? And specifically in the, in the realm of like, [00:23:15] reputation and sort of like personal brand building. Mm-hmm. Or, or, or that [00:23:20] because, um, you know, again, it’s interesting to hear where you started. Look at where [00:23:25] you are now. Dana: Yeah. Rory: But I, I, I’m thinking about the people who are [00:23:30] in the more of the struggle. Dana: Yep. Rory: Right? Like somebody is listening right now who is [00:23:35] struggling. Dana: Yeah. Rory: And they’re just like. Trying different things. Yeah. And spinning their wheels and [00:23:40] burning out. Yeah. And like, uh, you know, was, was there a time where you kind of [00:23:45] had that? Mm-hmm. And then you’re like, I was doing this for a long time. I should have been doing this. [00:23:50] And it took me a while to make that switch and once I did, I finally got momentum. Dana: [00:23:55] Yes, definitely. And I mean, my pillars that you all helped me kind of [00:24:00] develop. So when I look back over the last two decades. What I think has led to this [00:24:05] significance, I’d say success and significance today has been really four things. It was learning to be [00:24:10] really intentional. I had no clue. I never even heard the word intentionality until I met John Maxwell. Rory: Mm. Dana: [00:24:15] So, I mean, I, I didn’t know what intentional looked like. And today, you know, one of the things I teach is [00:24:20] being if you are stuck or you’re drifting or you’re in that struggle zone, [00:24:25] how truly intentional are you being with your time, your talent, and your treasures? Because. If you [00:24:30] aren’t being intentional with your time or with the talent that God has given you, or even the little bit of money, [00:24:35] or the lot of bit of money that you have, then you, he’s not gonna give you favor and bless you to get out [00:24:40] of that, to keep going. So, I wish I would’ve learned, intentionality way before I did. I’m grateful that [00:24:45] John taught it to me. Rory: So it, I wanna, so I wanna pause on that for a second. Okay. So what you just said, because [00:24:50] you’re talking about intentionality. You’re saying you, you believe that if you’re not being [00:24:55] intentional with what, basically, with what God has given you so far. You think [00:25:00] that there’s no evidence to suggest you’re gonna get more until [00:25:05] you’ve basically stewarded what you have? Is that what you’re saying? Dana: Definitely. Yeah. It’s biblical and [00:25:10] all and truthfully. I mean, we’re, we are called to be intentional. And so I [00:25:15] think, and for so many years I look back and I was, what I call semi-successful. [00:25:20] So I mean, I just was drifting, like I was winging it at every turn. And it was about me. [00:25:25] It wasn’t about the other people that I was, you know, serving or, um, it was [00:25:30] truly, it was about success, not about significance. And John, what John Maxwell has always. [00:25:35] Taught and teaches everybody, not just me, but is when you, when you’re, when you think about being successful, [00:25:40] it’s about you. And when you think about living a life of significance, it’s about serving others. And you, you say the same thing. [00:25:45] And I think that mindset shift, you know, for me, I’ve always had a servant’s [00:25:50] heart, but from a business perspective, especially in real estate, I mean, you know, it’s a [00:25:55] grind and it’s very uber competitive. Rory: Super competitive, Dana: so competitive. And so [00:26:00] you can get caught in this trap, and I’m sure this is the same with, you know. I have friends in [00:26:05] pharmaceutical sales and medical. I mean, all of that, it’s, it’s the same. Any sales is like that, but I, [00:26:10] I think for me it was almost like just. Winging it and going day by [00:26:15] day and like whatever is thrown at me next is the fire that I’m putting out. Or instead of saying, okay, you know, [00:26:20] like today for instance, I don’t really do any calls. I mean, maybe there’s an occasion [00:26:25] or a meeting or something be, I try not to before 10:00 AM because, but I get up at the [00:26:30] cracks. Same as you, I’m sure. But the reason is because I’ve learned if I’m not intentional with the time in the [00:26:35] morning and I start my day. You know, Rory: reactive Dana: or Rory: whatever. Yeah, yeah. Dana: Then it’s, [00:26:40] my whole week is screwed up. And so it’s just like being so intentional with your time. Adam and I take the [00:26:45] week, um, the day after Christmas until the end of the first week of January every year, and we go to Florida to [00:26:50] visit his mom, take the kids, and we map out, we do our vision boards. We have our, our month at a [00:26:55] glance paper calendars that we’ll plan for the whole entire year. We put our vacation. I mean, it’s just [00:27:00] living with intentionality, which to some people may sound like, you know, woo woo or whatever, [00:27:05] but it. It’s worked and it, it works for, it works for me. Rory: Yeah. [00:27:10] I’ve become very convicted as I’ve gotten older that like Dana: mm-hmm. Rory: Excellence is never an accident. [00:27:15] Dana: Never. Rory: Like, it never just like, oh, I tried this. It’s just like, oh, it just worked. It’s like, that’s [00:27:20] never the story you hear. Dana: Yeah. Rory: So if, if you go, well, that makes sense. Then you [00:27:25] go, okay, we’ll take that to the next level then. What does it look like? It means that excellence is methodical. Yeah. Which means you, you [00:27:30] plan for it, you prepare for it, you expect it. Yeah. You know, you adjust For sure. ’cause I [00:27:35] think excellence is messy. Always. Dana: Always. Rory: But it’s, but it’s like, it’s not an accident. [00:27:40] You start in a direction. Yeah. And, and, and you have to sort of map out that path. And again, it’s like. [00:27:45] Here you are doing the things we talk about. Mm-hmm. Getting up early and reading [00:27:50] and doing coaching and praying and reading the Bible and doing vision boards. And you go like, [00:27:55] isn’t all that stuff kind of like cheesy? And you go, maybe, but [00:28:00] look at what it’s brought you. Look what it’s brought me. Look what is like, everybody who like mm-hmm. Came [00:28:05] from such little and done so much. They’re like, these are the things I do. Dana: Yeah. Rory: Um, I Dana: always [00:28:10] think it’s interesting too because. I think, and I think there’s, I don’t know your background, but I mean, [00:28:15] I didn’t really come from money, so I mean, whatever I’ve had, I’ve, you know, worked for, been blessed. [00:28:20] God has, you know, given, given it to me. But I’ve always heard people say, when you know what it’s like to [00:28:25] not have money, then you really aren’t ever afraid of that. Because if something happened, you would just do it again. I was Rory: talking, [00:28:30] I was talking about this with aj, like literally last night. Dana: I think it’s so true. Do you? [00:28:35] Rory: I, but because I was just like, I’m like, I’m so grateful constantly [00:28:40] because yeah. Everything I have is always going to be better [00:28:45] than any wherever I started. Dana: Yeah. Rory: And it’s like, and I’m not afraid to go back there. And there’s a [00:28:50] few times in my life where I’ve had to like, take some steps, like me too, pretty far backwards. And it’s like, [00:28:55] and it’s okay. Like it, so I, I am grateful for that. Now. Now, [00:29:00] you know, I, where I get worried about that, here’s what worries me is my [00:29:05] kids, you know, we Dana: talk about this all the time. Rory: We grew up. Poor. Like we [00:29:10] couldn’t afford box cereal. We didn’t get to go on vacations. Yeah. We didn’t get to do like, didn’t get to go out [00:29:15] to eat. Dana: Yeah. You didn’t wear Lululemon. Rory: Right. And it’s like, Dana: well, you have boys, Rory: our kids [00:29:20] even So we’re about to move into our new house like on Friday. Yes. And we’ve been building this house for two [00:29:25] years and I, I, I literally, the other day, you know, we’re like doing our final walkthrough and I’m going, [00:29:30] oh my gosh. Like my kids. Are growing up in a world [00:29:35] that is so radically different. Dana: Yeah. Rory: And that’s where I worry about it because I’m like, they’re [00:29:40] not gonna know. They’re never gonna have known anything different. Dana: Yeah. Yeah. Ours are the same. I mean, we live in [00:29:45] Mount Plastic, Mount Pleasant, Charleston. I mean, it’s, they have like, they, some of their friends get boats for their [00:29:50] 16th birthdays. Yeah. It’s crazy. But I will tell you what, um, Adam and I talked to John Maxwell one time [00:29:55] about that, and John did say something that. Kind of made me feel a little bit better about it. And I do [00:30:00] believe this, he did say that when your kids grow up with that, of course they’re grateful and I’m [00:30:05] sure yours are the same. And you know, they like, we go on mission trips and we try to be, again, very [00:30:10] intentional with having them understand this isn’t this. Normal. Rory: Yeah. Dana: You know, the way you grow up. [00:30:15] But John said that sometimes when your kids have grown up that way, that when they become adults, they [00:30:20] do wanna, they do kind of level up because they wanna continue the lifestyle, right. And they wanna continue the [00:30:25] vacations and those things. And so he said, you know, I can’t say that for everybody. And he said, but for the most part, what I [00:30:30] see is like they become very successful young adults into adults because they say, okay, I’ve seen [00:30:35] my parents live this life. And I wanna, you know, kind of Rory: it keep doing the Dana: same thing. Rory: It’s their [00:30:40] expectation level is just higher. Yes. And so I think for a lot of people who [00:30:45] are in a situation where they don’t have much, they struggle to [00:30:50] believe that it’s possible. You know? Yeah. Like I, like, I remember I tell a story all the time, like the first [00:30:55] time that I said I want to be a New York Times bestselling author. [00:31:00] Might as well have said, I’m gonna be the president of the United States. Like the distance between where [00:31:05] I was and that Dana: Yeah. Rory: Those were the same distance. Mm-hmm. Like they were equally impossible. [00:31:10] Right. And I think a lot of people, they, they can’t. They [00:31:15] can’t get the logic or rationale of their mind wrapped around something so big. Yeah. [00:31:20] Because they’ve never tasted it. They’ve never experienced it. They don’t know anybody who has done it. They don’t know [00:31:25] how to do it. Yeah. They don’t know how to get started, and so it just seems impossible, and so they don’t. I think, [00:31:30] you know, when you grow up around successful people, it’s like you are programmed of, like, [00:31:35] we talk about money, we know about taxes, we start businesses. Yeah. We hire people, we delegate stuff. Yeah. [00:31:40] We invest in tools and people. Mm-hmm. And technology and whatever. So, so I do think that is [00:31:45] just, I just wanna make sure they’re not entitled little jerks. Dana: Yeah. We do. We, we do also, we, we, [00:31:50] Adam and I, Adam and I get in the hot tub every night, almost every night, like before bed. And people have been messaging on Instagram saying, [00:31:55] I can’t believe with hell. Much of a health net. You are, you all get in a hot tub. But I’m like, we, it’s salt [00:32:00] water, like we’re good. It’s not all the chemicals. Um, but every night in the hot tub, I [00:32:05] mean, I would say 50% of the time, that’s what we talk about. Like how do we make sure that the kids. Are [00:32:10] just not entitled or that they’re appreciative and grateful. And, and I [00:32:15] honestly, I think it’s just keeping ’em in church. I mean, for us that’s what it is. Like keep just keeping them, [00:32:20] you know, and it’s, I was so proud. This has nothing to do with anything we’re talking about, but I will tell you, um, [00:32:25] so my, it’s my bonus son, Adam’s son Addison. He’s getting ready to be 18. He’s 17 years old and he has. [00:32:30] Had his first girlfriend. And so he was sitting in the hot tub with us two nights [00:32:35] ago and we were just, and sometimes that’s our time to like talk and ask questions. And you know, everybody’s so busy they play [00:32:40] tennis seven hours a day, so we don’t get to ask that many questions during the day. Rory: Wow. Dana: But we were sitting in the hot tub [00:32:45] and he was talk, we were talking about his girlfriend. She just went to the mountains with us for Thanksgiving and he said, [00:32:50] yeah, we just had this conversation that it’s really important to us a hundred percent that we’re saving ourselves for marriage. [00:32:55] And Adam and I were in the hot tub like. Great. That’s That’s Rory: a great news. Dana: That’s great news. Rory: [00:33:00] That’s great news. But Dana: when we got out all that to say, when we got out, I mean, Adam was like, I honestly, I’m so [00:33:05] proud. He was like, I don’t think he could have said anything that would’ve made me more proud, because he said, we just don’t [00:33:10] know what goes through their head. Or, you know, especially when you have two, you and AJ are the [00:33:15] same when you have two working parents that work full time, that are all the, I mean, it’s just, yeah, [00:33:20] it’s different. It’s totally different time, but I think we just have to keep ’em and keep good people around them, like their [00:33:25] friends and stuff. Rory: Yeah. Well, the, to come back to your word intentional. Dana: Yeah. Rory: Which by the way, [00:33:30] is what this is. That’s, you’ve got four pillars. Dana: Yes. Rory: This is book one. Dana: Yes. Rory: Which is [00:33:35] based on that pillar Tell. Tell us a little bit about, tell us a little bit about Restore. Dana: Yes. Okay. So Restore [00:33:40] started out as a 365 daily reader, and then through [00:33:45] working with Larissa and Brand Builders, I was like, okay. That, along with running the other businesses that I do, [00:33:50] 365 days is a little overwhelming to me, so I’ll never forget Larissa said. People like Fast, [00:33:55] they like Packa Punch, they wanna read. So like why don’t you just do 90 days? And I’m like, why have I never thought of that? Why [00:34:00] am I trying to do? Yeah, that’s great. Do 365 days. That’s, Rory: I think that’s great. Dana: Yeah. So I change it to 90 days. So it [00:34:05] is 90 days a daily reader of intentional living in your life, faith, and business. So [00:34:10] even if you are not a believer, you should still read the book. You will get a ton from it. Business-wise, I basically, [00:34:15] Rory thought, okay, I’ve had, well in my third pillar that I talk about, we’ll have to [00:34:20] talk about another time, but it’s just the power of proximity. Hmm. Being, having proximity to [00:34:25] great people like Linda McKissick, like Gary Keller, like John Maxwell, and so many others. Now, I would [00:34:30] say you y your brain is opened up to so much more. So in the [00:34:35] book I shared 90 lessons of Intentional Living. And it’s all just [00:34:40] a lot of people. I’ve met a lot of stories. Speaking of excellence, one of the stories in the book I talk [00:34:45] about is I heard Tim Grover, the coach of all the greats, you know, speak one time. Rory: It was like Michael [00:34:50] Jordan’s Dana: personal coach. Yeah. Michael Jordan. Kobe. Kobe Bryant. I mean, um, Steph. What’s [00:34:55] Steph? Curry. Curry, yeah. There’s so many of them. He tells the story and I tell, I share the story. [00:35:00] Um, on one of the days in the book of how he got to coach mj, people were like, how in the world did you get to coach Michael [00:35:05] Jordan? And he said, well, I, I sent letters to every, he said, funny story. I sent [00:35:10] letters to everybody. I’m hearing him tell this, um, like on stage at an event that I was at. And I was just blown [00:35:15] away with it. He said, I sent a letter to every single player on the team, but I did not send Michael [00:35:20] Jordan one because he was the untouchable. And he said, I sent letters to everybody on the team saying. [00:35:25] I’m a coach. Here’s the way I can help you. Here’s what I can do for your game. Here’s how I can, you know, do for your life, blah, blah, blah. [00:35:30] And he said, several weeks later, I get a call from a representative from Michael Jordan and he said, um, Michael [00:35:35] Jordan wants to talk to you. And Tim said that. He’s like, this is weird. I didn’t send him a letter [00:35:40] like I’ve, I, you know, I never had a connection. Long story short, he gets to meet with Michael. And at the [00:35:45] end Tim says, so curious, like how I’m excited to work with you, but how did you get to me? And Michael said, well, [00:35:50] we were in the locker room. And he said, I heard all the other players talking about this letter that they got. And he said, they were [00:35:55] saying that some coach was like basically stalking all of them wanting to, you know, to get their business or whatever. And [00:36:00] he said, and I’ve always believed that the best of the best always keep getting better. And he [00:36:05] said, and I just wanted to know who the coach was that everybody was talking about. Hmm. But that lesson to me, [00:36:10] like talk about intentionality. I mean if when you live with intentional living, that [00:36:15] that is true what he said, the best of the best are always looking to get better. So you’re always trying to see how [00:36:20] can I be more intentional with, you know, time, talent, treasures, whatever in your business and your day to [00:36:25] day. Um, so yeah, the book is all about that. And also just some personal stories shared in there too. [00:36:30] Rory: Yeah. First book. Well, can you and tell everyone who’s Larry, because you said you’re talking [00:36:35] about Larissa. They don’t know who Larry Larry is. Dana: Oh my gosh. Larissa actually, how do you pronounce her last names? Rory: [00:36:40] Salazar. Dana: Salazar. Okay. I always don’t never wanna say it wrong. Larissa works with you for you, for brain builders and [00:36:45] she Rory: with us. Dana: With, yes, with you. And, um, she was not my first [00:36:50] coach. She was actually my second coach with brand builders. Rory: Okay. Dana: And oh my [00:36:55] gosh, now she coaches. My husband, my friend Tyler. I mean there’s um, [00:37:00] um, my friend Ashley. I mean, there’s so many Rory: because you’re talking about, are you talking about Tyler Dicker? Who? Dana: Yes. Rory: Oh yeah. She coaches Tyler. [00:37:05] Dana: Yeah, that’s right. Yeah, because Tyler’s like, you know, been with brand builders for a long time. Yeah. I’m like, you need [00:37:10] Larissa. But, um, she’s helped me. I mean, oh my gosh. Right. You’re so blessed to have her. She is [00:37:15] just the best. Rory: Yeah. Dana: And she gets me, which is good. Rory: She’s, she’s amazing. And, [00:37:20] and, and, you know, it’s like, I’m very deliberate about that. It’s like, she doesn’t work for me. She works for you. Dana: Yeah. [00:37:25] Rory: Right. Like, she works for herself. I love, but she works for you. Dana: Yeah. Rory: Uh, but we, we, we, Dana: so she’s [00:37:30] so talented. Oh my Rory: gosh. She’s incredible. And, and we have so many, Chris is over here. He’s one. [00:37:35] I, I’ll say, like I’ve said this a few other times, like the biggest compliment that [00:37:40] I get. Professionally Dana: mm-hmm. Rory: Is how do you get so many [00:37:45] amazing people to work as part of Brand Builders Group and, and it’s like, you know, Lord’s favor. [00:37:50] Dana: Yes. Rory: God’s blessing. Our team. Yeah. But it is like, our team is amazing. Dana: I just [00:37:55] heard John say something. Um, actually it was at the event that you spoke at in, um, west Palm. I think you weren’t [00:38:00] there. This was before you spoke. He said he was talking, he did his first lesson around team [00:38:05] building and um, just how to build really great teams and how to have. You know, team members forever. [00:38:10] And he shared a stat, I’m probably gonna butcher it, but he said something like. If after six [00:38:15] years you have more than eight people on your, with you in your organization that [00:38:20] have been with you for eight years or no. That have been with you for six years or longer. So if you can look up and [00:38:25] identify eight people who’ve been with you six years or longer, he said you are like an anomaly. [00:38:30] That pe that that doesn’t happen with people, with leaders anymore. Business owners, Rory: people don’t stay six years. Dana: [00:38:35] No, not at all. And so he like, so he was talking about how to foreign to your team members and all [00:38:40] those things, but he said that. Having long term tenured team, team members like [00:38:45] that is actually what creates other people that wanna be with you. Mm-hmm. Like, you get the best of the best. [00:38:50] Rory: Well, and it, it’s going back to that thing as a leader. Mm-hmm. You know, and, and I [00:38:55] wanna ask you about being a person, about building personal brand and leadership in a second, but like [00:39:00] to that thing about learning and it’s one of John’s, uh, 21 irrefutable [00:39:05] laws of leadership. I think the law of the lid, it’s like if you don’t grow as a leader, then people aren’t, can’t keep growing [00:39:10] themselves and then they’re gonna leave you Dana: totally. Rory: So I’m just, just [00:39:15] totally curious about this. So you have 600 agents. Dana: Yes. Rory: Would [00:39:20] you, you actively encourage them to go build a personal [00:39:25] brand? Like separate of like Yeah. You and your team and Keller Williams and like Dana: Yes. Rory: You would [00:39:30] tell ’em to do that? Dana: 100%, yes. Yeah. And here’s another reason. Okay. [00:39:35] One, because it’s the right thing for them. I mean, truthfully, that’s how they’re gonna grow their [00:39:40] business. Like I said earlier, I don’t want them to look up, I always tell my agents, I never want you to look up one day and say, [00:39:45] why did Dana never tell us this was gonna happen? Or this, you know, wasn’t. And I also, you know, Gary [00:39:50] is like, Gary has this magic crystal ball of like the future of real estate. I don’t know what he, how he does it. [00:39:55] So I’m blessed to get to learn from him. But when you look at the personal brand side of things, I, [00:40:00] I just. I already see it, or I already see successful [00:40:05] agents who have had. And leaders in general, I mean, who have had good [00:40:10] businesses, I already see them starting to go backwards because they aren’t building their personal [00:40:15] brand and it’s, I just, I think it’s so important. And then also I want them to [00:40:20] build their personal brands and have the biggest brand possible and be with me, because all that’s gonna do is attract [00:40:25] more people to us. Rory: Mm-hmm. Dana: That’s why the agent who just joined, who I’m gonna do the 12. I’m [00:40:30] like, yes, I would love for you to do that and come over and build your brand, because I want people to be like, wow, [00:40:35] look at him. He’s this huge agent and he’s, he’s with Keller Williams legacy girl. You know, he’s with [00:40:40] Dana. Like, I, I just think it will multiply. Rory: Mm-hmm. Yeah. That, that’s [00:40:45] amazing. And that, and Dana: I also think you can’t have a scarcity mindset around Rory: losing I was just gonna say that that is [00:40:50] another key part of the mentality is it’s the abundance mentality to go, Dana: yeah. [00:40:55] Rory: I can’t help you win and me lose as a byproduct. Dana: No. Rory: Like, [00:41:00] if I help you win, I’m only gonna win. And sometimes it It’s more indirect. Yeah. But it’s [00:41:05] like, it, it is that, and the people who are like, it, it’s kind of the old, the [00:41:10] old adage used to be, it was like. You know, you, you should, you should invest in training your people [00:41:15] and the manager’s like, well, I don’t wanna spend any money training ’em. What if they, what if I train ’em and they [00:41:20] leave? Dana: Yeah. Rory: And it’s like, well, the real question is, what if you don’t train ’em? And they stay? Dana: Totally. Rory: And that’s kind of like how the [00:41:25] personal brand thing mm-hmm. Is like, well, what if I help ’em build a personal brand? And they leave? And they’re like, well, what if you don’t? And they [00:41:30] stay, they’re not, they’re not gonna be growing and, and building, yeah. Dana: And I’ve been telling mine even [00:41:35] in, you know, I just taught these big end of the year business planning clinics where I actually show them your data trend report and, [00:41:40] and have them download it and everything because I’m like, you guys, this is Rory: you using your a affiliate link [00:41:45] Dana: for that? Yes. Oh yeah. Yes I do. Larissa taught me how to do that a year later, but yes, I am [00:41:50] now. But I even tell them then, you know, I almost feel, I don’t [00:41:55] wanna say pressure ’cause that’s. Kind of a negative word, but there is somewhat of a pressure for [00:42:00] me to Milt to build my brand because I can’t get on stage and tell them to do something that [00:42:05] I’m not doing Rory: True. Dana: Like that is not, you know, that would not be good. Like, I just, I [00:42:10] wouldn’t be able to, I don’t feel like that’s great leadership. And so part of the reason why I’ve been [00:42:15] investing so heavily in it myself is because I want to model it for them, and I also want [00:42:20] them to say, okay, wow. Well, if Dana’s telling us to do this and she’s doing it, then you [00:42:25] know I need to do it too. I just don’t, I don’t know. I just don’t think people learn from leaders that are telling [00:42:30] them to do things, but they aren’t doing them themselves. Rory: Yeah. One of our strategists, this is [00:42:35] another one of our strategists who’s awesome. His name’s Ben Klarik. He’s down, he’s downstairs actually right now. Dana: Is he the podcast?[00:42:40] Rory: No, that’s Matt. Dana: Oh, Rory: okay. He’s also awesome. I mean, they’re all awesome. They’re all awesome. Heart seems awesome, but, [00:42:45] but Ben told me something this morning, and this is a quote from him, is he said, you know, building a [00:42:50] personal brand is a professional insurance policy. Dana: I love that. Rory: And I was like, so [00:42:55] good. Because he is like, what if the company goes outta business? Dana: 100%. Rory: What if you get laid off? Dana: Yep. Rory: What if AI [00:43:00] replaces that industry? Dana: Yeah. Rory: And it’s just like. If you have a personal brand, you pivot. No [00:43:05] problem. Yeah. Trust, you know, do the next thing. Dana: It’s so true Rory: and that’s, it’s really, really good. Dana: Oh, I’m gonna use that. [00:43:10] Well, and Gary Keller has been saying this thing, ’cause all these realtors specifically have been freaking out that [00:43:15] AI is gonna replace real estate agents or replace, you know, lenders or replace whoever. [00:43:20] And Gary came out maybe last year and said, um. He said it from stage and now everybody says it, [00:43:25] but he said, AI is not gonna replace realtors. Other realtors that adopt [00:43:30] AI are going to replace the realtors that, that don’t. And I’ve been saying that about the personal [00:43:35] brands. Like I, I really believe that. I mean, I, I think that the ones that. In in [00:43:40] any business, not even real estate. I know there’s tons of people listening that aren’t in real estate. Whatever business it is, if they [00:43:45] aren’t building a personal brand, the other, their competitor who is, is probably gonna be the one to take [00:43:50] market share from them. Rory: Yes, yes. I think, I think that’s, I think that’s really, really true. [00:43:55] Alright. Dana: And it all hit fast. I feel like Rory: ai, Dana: no, like just, I mean, [00:44:00] the personal branding, obviously personal branding and marketing has been a thing, but I feel like now, [00:44:05] just over the last several years you were like God’s timing on it. Perfect. Because now I [00:44:10] just feel like it’s, people care so much about it more than they ever have before. Rory: Yeah. [00:44:15] I think it’s like all the barriers of, of, uh. [00:44:20] Like having to have big media or a lot of a huge team. Mm-hmm. Or lots of [00:44:25] technology, you know, even now, like, uh, uh, we’re vibe coding, you know, we’re vibe coding [00:44:30] apps. Like I vibe coded an app over the weekend that in our former company we spent [00:44:35] over $250,000 Wow. To build an app. I built it in like a few hours over the [00:44:40] weekend. That wild. And I never thought we’d be able to do that, and certainly that I never personally would be able to do it. [00:44:45] Um, I’ve been using AI to write songs. This is a, I saw, this is my new distraction. Dana: Brother or [00:44:50] sister-in-law, or sister or Rory: somebody. Yeah. I have written five songs. Dana: You need to talk to John Maxwell. You know, he’s been [00:44:55] writing songs with somebody in Nashville. Rory: Has he really? Dana: Yes. Rory: I mean, because it’s, it’s Dana: But [00:45:00] who was singing that one for their wedding? Rory: It’s a ai. Ai, yeah. So I’m [00:45:05] writing them, it’s, I’m writing them. It’s them. But I’m able to use AI to put, to put the, to [00:45:10] the, the music and the voice, because I’ve always thought, I’ve always thought. I [00:45:15] would be a great songwriter because I’m a writer, right. And I’ll listen to songs on the radio and I’m like, if [00:45:20] they would’ve changed that word or this line, it would be so much better. Dana: Love it. Rory: But I cannot [00:45:25] sing at all. Like even in church, I’m almost like kind of quiet and like try to be in the front row so nobody can [00:45:30] hear me. ’cause the band’s so loud. And then, you know, music like, forget it, I can’t read it. I can’t, me neither. Can’t play [00:45:35] recorder. Like whatever. But I can now, I can write the lyrics and drop it into AI and it’s [00:45:40] like songs are. Dana: Did they freak over that gift? Rory: Yeah, they freaked out. So I wrote a, you [00:45:45] know, AJ asked me to write it for her brother. It Dana: was her brother, yes. Okay. Rory: For her brother was getting married and they [00:45:50] loved it. And then, um, and then AJ’s like, I want one for Christmas. So I wrote her a [00:45:55] song for Christmas, which no one has heard yet. Oh, Dana: that’s so Rory: cool. And then I wrote a song [00:46:00] called, uh, well I don’t wanna say it yet ’cause it’s not published, but I wrote a song that is. [00:46:05] I’ve, I’ve written songs based on some of the most viral concepts that I’ve taught in personal development. Wow. [00:46:10] And by turning them into songs. Dana: And you’re right here in Nashville, like you need to hook up with [00:46:15] somebody Rory: that, yeah. Right. So, you know, Dana: that’s so cool. But. Rory: You know, diluted [00:46:20] focus, diluted results. That’s like our mantra. So I’m just like, Dana: so you could just keep it as a hobby. Rory: It just needs to be a [00:46:25] hobby. It just needs to be, it just needs to be a hobby. But, um, you know, I think that the [00:46:30] world is changing and it’s like, whether we like it or not, it is. Yeah. It’s just the question should not [00:46:35] be whether you like it or not, that’s completely irrelevant. It’s just like, how are you [00:46:40] going to use this? Yep. And, um, you, we have to be thinking that [00:46:45] way. Mm-hmm. And, and, and I love it. So, Dana: yeah. Rory: Um. Where do you want people to go [00:46:50] to learn more about you? Yes. If they happen to be looking for a career in real estate, that obviously [00:46:55] they can come. Dana: Ah, that’d Rory: be great. Find you. And you know, if they wanna move an entire team over to you now [00:47:00] we know that’s possible and, and brand builders can be part of the package. Dana: Yes. Love Rory: it. [00:47:05] But other than that, where do people go to find you and learn about the book? Dana: Yes. Okay. So they can learn about the [00:47:10] [email protected]. Okay. I have tons of, um. Oh, what do we [00:47:15] call ’em? Um, Rory: pre-order incentives and Dana: bonuses. Yes, incentives. Bonus. I have all the things on there. [00:47:20] And then they can also follow me on Instagram. It’s Dana g Gentry. [00:47:25] And also I did put together a freebie of my exact intentional [00:47:30] morning routine. So if someone’s listening and you follow me on Instagram, you can just DM me the [00:47:35] word Rory, and I’ll send you the uh, I got my own keyword. Yeah, you got your own keyword. And I’ll [00:47:40] send you the morning, my intentional morning routine. Rory: Yeah, I love that. Yeah. Um, [00:47:45] so I, I’ve got one last question for you, but be before I just ask that, I just, I just [00:47:50] want to acknowledge Dana, like I love who you are. I admire the [00:47:55] marriage that you have with Adam. The way you build business, the way you invest in yourself, the way you invest in [00:48:00] other people, the way that you serve. You know that you’ve moved from [00:48:05] success to significance in service. Um, the, the people in your network [00:48:10] and the. Your, in your willingness to innovate. Right. [00:48:15] And go like, Hey, I’m gonna learn personal branding and like, apply that to real estate. And, and what’s [00:48:20] in edifying for me is to see the fruit you’re experiencing in your life. Dana: Yeah.