August 23

Eryn Richardson on Building A Successful Real Estate Business


Eryn Richardson’s successful career journey has brought him to Century 21 Heritage Group Ltd. and the world of real estate. His career began working as a retail salesperson and he was quickly promoted to manager, then director of several retail stores including the family-owned National Sports Centre and Toys R Us. However, retail was not his future.

In 2005, Eryn acquired his real estate license. He soon partnered with Richard Gibb to form “The Home Team”. They quickly became the top team at Century 21 Heritage Group. In 2014, the team was inducted into the Centurion Honour Society for consistent top team production in Canada. 

Pam Prescott  Founder/President of Century 21 Heritage Group Ltd. recognized Eryn’s exceptional management and technical skills. In 2015, Eryn took on the position of General Manager. In 2020, Eryn became partners with Pam and is the Vice President and  Managing Partner of Century 21 Heritage Group Ltd. The firm has now grown to over 700 agents and in 2021 placed 15 in the world for company production.

Eryn has learned that leading by example sets high standards for clients, staff, and REALTORS®. He participated on the Customer Advisory Board for LoneWOLF Technologies from 2018 - 2020. He is currently an MLS® Technology and Related Services Committee Member for TRREB, a Century 21 Technology Advisory Board Member and a NIIT Training Consultant. Eryn has implemented the Century 21 Heritage Group YouTube Training Channel. He also co-hosts a podcast called Living the Dream. All of his experience and knowledge empowers others and Century 21 Heritage Group Ltd to be success it is today. 

As Eryn looks at the future of his career in real estate and of Century 21 Heritage Group Ltd, he believes training, support, service and technology are key components to inspire success.

[Podcast Transcript Using Artificial Intelligence]

Umar Hameed 0:01
Are you ready to become awesomer? Hello everyone! My name is Umar Hameed, I'm your host on The No Limits Selling Podcast, where industry leaders share their tips, strategies and advice on how you can become better, stronger, faster. Just before we get started, I've got a question for you, do you have a negative voice inside your head? We all do, right? I'm gonna help you remove that voice and under 30 days guaranteed, not only remove it, but transform it. So instead of the voice that sabotages you, there's one that propels you to much higher levels of performance and success. There's a link in the show notes, click on it to find out more. All right! Let's get started.

Umar Hameed 0:42
Hello, everyone! Welcome to another episode of The No Limits Selling Podcast today. We have the privilege of having Eryn Richardson here with us today. He comes from a long line of real estate. Eryn, welcome to the program.

Eryn Richardson 0:55
Thank you so much, Umar. I appreciate that. I'm really proud to be on your podcast.

Umar Hameed 1:00
Thank you so much. And there was a couple of things. We looked at some artwork before we started the interview, and I said, "Oh, stop, Aaron. Let's capture this." So let's look to the behind you, there's a certificate there that, there you go, from what was that your grandfather?

Eryn Richardson 1:15
My grandfather was the registrar and real estate actually just happened to have it here. I just looked over. And I know the date that he was the registrar because I have a it's like a brass ruler that was given to him by somebody in real estate and says Christmas of 1960. So he was the Registrar of real estate back in the 60s for Ontario.

Umar Hameed 1:40
Nice. So real estate is kind of in your blood.

Eryn Richardson 1:43
I guess so. Yeah. You know, it was it was straight might so my, my grandfather was the registrar. My father was a broker or a trainer or I taught at Aria. And then he was the CEO of Aria. And then he moved over to Treb, he was a CEO of Treb. Toronto Real Estate Board and then now he's retired. Yeah. So he, he was quite, quite into real estate as well.

Umar Hameed 2:09
Brilliant. And then of course, I was looking at that line behind you. And you told me that a piece of art that your mom did, so tell us about that.

Eryn Richardson 2:17
My mother, I guess will will say that she retired as well, you know, five, or I'm not sure you know, it's probably longer than that maybe eight years ago. And for her hobby, she took up piezography. And that's burning and burning art into wood. And so she got into it, she did some studies, even it was really good. She was great at it. And then it just almost overnight, she was doing stuff that was like hope she's not just good. She's amazing. So yeah, she's got like 10,000 views or 10,000 followers on Instagram, just on biography. And she's quite, I guess I'm gonna say world renowned now in that field.

Umar Hameed 2:54
And the reason I wanted to highlight that is one, we want to give kudos to your mom. But more importantly, it's when you find passion for something. You have the dedication to improve your craft. And I think no matter what you do real estate sales biography, pogo sticking, if you fall in love with it, that's we have the passion and dedication to be exceptional, right?

Eryn Richardson 3:19
Absolutely. You have to enjoy what you do.

Umar Hameed 3:22
So as I look at Eryn in front of me, how many years have you been in real estate?

Eryn Richardson 3:27
17 years.

Umar Hameed 3:28
So I suspect that Eryn from seven years ago, probably sucked compared to they would have been 10 years, 10 years in the industry would have sucked compared to the one that I've seen before me now. So what has been the area of real estate where you really been focusing on to really hone your craft? Is it leadership? Like what aspect of real estate have you been perfecting to become a master at?

Eryn Richardson 3:54
Well, ya know, I always, I always find it's like a, like, you latch on to things that you enjoy. And one of the things I enjoy is teaching, training of others, seeing them succeed, that's really, you know, I had success in real estate selling, and then sort of switched out, I figured at some point in time, I'd like to get into more on the ownership end of things. And so the succession of doing that was training and helping and teaching others. So that would be something that I'm sort of honing in on is really finding the best ways to pass on that knowledge to agents that are either brand new into the business, and now taking agents that are doing amazing in the business and taking them to the next level.

Umar Hameed 4:32
Because there's always another plateau no matter who you are. And your mom's work is like breathtaking, but I suspect in another three, four years, she'll be creating stuff that'll be like, "Oh my God."

Eryn Richardson 4:42
Yeah, absolutely. I guess when you whenever you end that is when like, I can't take this any further. I don't know. I haven't got to that point. I don't, I don't, I don't think in real estate you can. That's the thing about real estate's always changing, always dynamic. There's always new things to learn. We have to accept change and move with it. So I don't think that'll ever be, you know, I learned something new every single day.

Umar Hameed 5:03
I think the secret to life is this no matter what you do, whether it's playing music, I was listening to this interview, and it was this Jazz Great and that's not my, that's not my scene, man. So I didn't know who this guy was, but apparently, somebody pretty amazing. And the guy that was interviewing him on the radio, said, "You know, hey, you've been like, you're like 90 years old, you probably don't have to rehearse anymore." He goes, "Son, that's my best four hours of every single day is rehearsing." So even when you're a master at your craft, they work at it, and there's a passion to get better. And I really don't have a good ear for music. But my friend, Joe, we lived with him for a little while. And he would practice every single day. And to my limited sense of Jazz, I could hear the improvements in his playing. And that really inspired me to go you know, whatever craft I choose to pick, you got to play with it, you got to improve it, find mentors that can help you. It just brings joy to your life.

Eryn Richardson 6:04
I guess you got to have the wins, though, don't you like my son this morning, we're talking he this was his first year playing baseball. And he went right into baseball and never played T ball. You know, maybe it was COVID, you know, a couple of years a T ball passed him by so now he's into, you know, where other kids have played for two, three years. So he's, you know, he's got such a nice swing, but he hasn't had the success of hitting the ball. He knows you only hit the ball once. And he's like, "I don't like baseball," I said, "Well, you know, why is it you don't like baseball," "I can't hit the ball." And I said,"Listen, if you just kind of give it a little bit more time, you're so close. Soon as you start hitting that ball, you're gonna love this sport." And that's it, you need to have some wins some some some successes, I think in order for you to continue to want to, you know, progress to the next level and it will I think it gets easier. I, you know, and yes, you'll still but it's the winning and success and growth that makes you pushes you further.

Umar Hameed 6:59
Absolutely. I'm gonna use a bad expression here. You know, in any craft, you need more at bats.

Eryn Richardson 7:05
Yeah, keep going. Yeah.

Umar Hameed 7:07
In the winds when you hit the ball, you know, hey, it's magical. And it's the addiction that keeps you coming back. But even when you miss them, like right now I'm learning tennis. And what's interesting is now as I'm progressing more, I can analyze what I did wrong. Whereas before it was like, "It's not working. I'm not sure why." And I'm getting good enough to go, "Oh, I was, the timing was off." And as I progress more, I'll get more subtleties as you go.

Eryn Richardson 7:34

Umar Hameed 7:34
So let's come kind of bring it back to real estate.

Eryn Richardson 7:36

Umar Hameed 7:37
You're training a lot of agents. So can you tell me about a particular agent that you saw could have been a seasoned agent ready to go to the next plateau, or a new agent, where you saw where there was a disconnect from their skills and their mindset, let's say, and how you identified it, and how you helped them get it. Because sometimes you can see the solution and they can't get it, so it's how you communicated in a way. So think of someone and walk us through that story. I think it'll be quite illuminating.

Eryn Richardson 8:05
There is a good story, really good story. And it just happened this year. We have an agent, one of our offices, and I'll use her name, she doesn't mind I've asked her on this. And I'll tell you why in a minute. Her name's Siri. And, and she was doing okay, she was doing all right, but she wanted to get to the next level. So I analyzed her business, we talked about the key foundational programs that we haven't set up and I'm like, "You know what, it is a mindset challenge and I'm kind of getting more into one on one coaching. So I like let's talk to you about your environment and your health and, and making sure you you know, you like you as a person. And then let's talk about your business." So we went through the process and we put key foundational relationship programs in place and she started seeing the success. And she went like a light turned on. She just and she closed her eyes and she just did it. And I didn't realize like I did realize her success I knew it would work if she didn't fell through so I gave her the big pat on the back one full year of doing the coaching she doubled her income over doubled her income. She was at the top level of production and and she went back and I felt so good the other day, I wasn't at the meeting, but it was it was a company an office meeting I said to all our offices, I said, "Pick an agent that's had some really good success this year and just continue to have success and have them talk about it so they can hear from the other agents," so Siri got up, and I haven't listened to it yet. But my manager came back he goes, "Well, how does she ever sing your praises? [garbled]." What she told everybody was that she didn't believe that those programs which are like pop buys and notecards and, and newsletters and all the things always, you know, foundationally talk about, she didn't think that those are really the things that are going to make she was always looking for the next lead. And she says, "I just close my eyes. I listened to everything Eryn did and after a year, I'm just telling everybody just do it." Just whatever it is like whatever your coach is telling you to follow through and do it and just change your mindset. And she had to change her mindset and it was all relationship based, she goes, "I cannot believe, where leads come from now," right? They come from the people that you've built the relationships from her pop buys, and everything she does so. So to hear the success and to hear that she is now, you know, showing that success to the other members of our company, and, you know, empowering them. And here, I just love the fact that they're hearing it from her as the success story because they can hear it from me 50 times over and it doesn't come across the same way, does it?

Umar Hameed 10:31
No, but what's going to interesting here, and I'm gonna deconstruct what you said. And so I don't really know you and I certainly don't know her. But here's my best guess, is part of leadership is this is that the people that were leading this fear there, there's uncertainty there. And what they look for us for is this. Is our trust in them allows them to borrow that trust and go on the journey. And even though she probably thought what you were suggesting was like stupid, because she trusted you. She went on that journey and allowed herself to go there, which of course allowed her to be successful. And so I think that's one of the responsibilities as leadership is to really know that your trust in them has a lot in them trusting themselves, because at the beginning, they don't have the trust in themselves. And once they follow your advice, because she could have followed your advice half heartedly, that's not going to work and it wouldn't have worked out well. And it would have proved to her that your advice is bad. But because she trusted in you and follow it as it intended. She got the success and it's like, "Oh, my God, this stuff really works," so...

Eryn Richardson 11:36
She had a few wins and she realized, yeah, and then she kept going with it. Yeah. So it really does go back to what we originally talked about, about you know, you need the wins, you need to you know, and then now she believes in it, she's gonna excel like you wouldn't believe because she, she gets it now it turned on for her. And sometimes it just doesn't for others, they like you said they kind of do it half heartedly, they don't get the win. And then they give up.

Umar Hameed 11:58
Because beliefs drive who we are as human beings and beliefs a self fulfilling prophecies. And so if you get, you know, I can't draw. And if that's my belief, then there's no way I can do anything close to what your mom can do at all ever. And if I had this dumb thing, like, 'She can do it, I can do it," even though that's totally outrageous. Then it becomes a self fulfilling prophecy, "I try, I try harder, I get better. I have motivation." So yeah, so the one advice to her, if I may, is, as you get more successful, don't lose sight of the fundamentals. Because that is the magic that's going to make your career blossom for like a lifetime.

Eryn Richardson 12:38
Well, and very, very often now, I find when people come in and ask questions about building their business, they're often looking for that magic, you know, the magic key. And the one thing that's going to excel, and typically, it's like, "How do I get these leads to call me? How do I get I hear everybody's online and paying for leads? How do I convert them and all this sort of stuff?" So you back up and say, "Wait a second, before I even answer your question, I'm in downline leads." So that's a that's a hobby of mine for 17 years, I get technology, and I know how to drive leads. And we teach how to convert. But you've got to understand you can't get there, you know, it'd before you set up the foundational stuff. Because really, if you take the averages in our business, 85% of the business is coming in through repeat and referral and you get the 15% that's coming in from other sources, which is new business. And if you focus 85% of your time on the 15%, that would be a mistake, you need to focus on the 85% of your business first, get that 100% Because when that 15 comes in, you're just plugging them into the foundational stuff. And then it comes easy. So if you don't have those foundations, you're always running uphill.

Umar Hameed 13:45
Absolutely. So one of my clients, he's super successful guy runs a company, and part of his business is prospecting as well. And he's the CEO doesn't need to do it got a really big book of business. But every day he goes in the bullpen, and he makes his calls at the bullpen not in his office, because he wants to model the behavior who wants all the rest of his company to do is like even though I am super successful and make a ton of money. This is the foundation never lose this and I think leaders walking their talk is incredibly important. So if you take a look at two paths, the first one is going to be someone that is really successful in real estate, that's reached a plateau. What you would advise them to do to get to the next plateau. And then we'll come back and a new agent coming in that's maybe been in for six months, how you'd advise them to actually get to that first 40 transaction. So let's go with someone seasoned, they've been in the business, let's make an avatar. John has been in the business for 10 years, doing 35 transactions a year, has been stuck there for a while, is a bit complacent, has always dreamed of more but has been stuck there. What would be the pieces of advice you'd give John to start doing to break out of that and get in and get to the 60 or 100 transactions.

Eryn Richardson 15:06
So John's probably a good salesperson, you know, however that is maybe it's his relationships he's built, maybe it's the systems that he set up. So John is good at selling, what John needs transition into is be a good coach and a mentor and be a good manager. And if he leverages his time, effectively, he could come in, and he can teach somebody and train somebody to do what he does, maybe not as good man, he adds to Laura's expectations a little bit, and realize that these people will have the same mindset and give the same service, but start to build a team around himself of like minded individuals that have the same ethics that he has, so that he can do more through others and manage his time a little more effectively. I would find it if John has an assistant first, right. So CFE can leverage more time to sell more homes himself, and then get to the point where he can start handing off some of the business to people he trusts as being a mentor and a coach to another person. So he needs to grow within the team, create an environment and a team concept. And those type of people like your salespeople aren't necessarily good managers, right? They're not necessarily good business people, right? So a mindset has to shift and change there too.

Umar Hameed 16:16
Absolutely. I think one of the things that I hear from a lot of super successful realtors, "What's one thing you'd advise people to do? Hire the first person sooner. Don't wait till I'm overworked and do it." And then I have to do is like, do it sooner. And for yourself to do that.

Eryn Richardson 16:33
If you don't do it sooner, you don't have the time to hire and train the assistant.

Umar Hameed 16:36
And one of the nice things about hiring and training the assistant it forces you to systematize what you're doing. And some of the systems you're doing probably suck. But when you're teaching the person, you kind of go, "Why am I doing that again?" and then you perfect it as you go. And I'm going to take one tangent here, and I'm the comeback. I used to be a member of the National Speakers Association.

Eryn Richardson 16:57

Umar Hameed 16:58
And the guy that set it up, I think his name was Calvert Hobbes, or something. Calvert was a guy who was...

Eryn Richardson 17:06
Calvin Hobbes is what I thought you said.

Umar Hameed 17:08

Eryn Richardson 17:08

Umar Hameed 17:08
That's a guy who does a different comic strip. And what he set up was this, it's like, there is no speaking business. So instead of me, we need to grow the pie, it was his mantra. And it was like, if I know anything you need to know you remember, I'm going to share openly with you. This dude has been dead for like 30 years. But if you go to any NSA chapter in the world, you're gonna have super successful speakers that are multimillion dollar speakers, there's gonna be newbies. And the multimillion dollar speaker is going to open up his playbook, this the email I send, this is how I follow up. And they openly share they've built this culture of openness and growing the pie instead of, "This my secrets I don't want to share," which I thought is great leadership. And as you build your organization with that first employee, setting, the tone for what you want to build is critical and to moving forward. So now let's take a look at new agent, six months in the industry ready to quit, because it's not working out well, how do you rescue them nd what advice do you give them to start moving in the right direction?

Eryn Richardson 18:15
I do business plans with my agents, and I need to find out more about them. So you ask as many questions just to determine who that person is, who do they know, how do you leverage the relationships that they already have. And usually it's a, it's again, it's not a mind shift, mind shift in terms of the agent I'm coaching, it's usually that the agent has to now have a mind shift of their relationships. They saw all the people they know, probably saw that person as a certain individual is the person that I met at a party or the person that I met through baseball or a sport or whatever. And that's in their, in their minds, how they see that person. So how do we convince those people you're a real turnout, and that you know what you're talking about, you're good at what you do. So we put up systems, not only to show that they can trust the person to sell real estate, but remind them that you're you're building a business, and we're looking for your support to help them. So if you know anybody who's buying and selling real estate, you have them, give me a call. And so you need to get out there and get outside of what you have been doing up until now. And remind people and build relationships. So yeah, the first thing is, you really do need to analyze where that person is in life, and who do they know and you know, what relationships they've already built.

Umar Hameed 19:24
And the belief systems around that because there's some people that's like, "Oh, I couldn't ask a friend for a referral," oh my God, I couldn't do that and it's like a belief there. And there's some other people it's like, "Friends, not a problem with strangers. Oh, I can't talk to strangers." And so it's really interesting kind of helping them come over those roadblocks and soon as they come over them, what I've noticed is fear is super intense. And when you finally get down to the bottom of it, there's nothing there. He was a thought a long time ago with some small experience. And because it was this is a technical psychological term, Eryn, I'm not sure if you've heard this because It was bullshit. Then we start collecting other data to validate it and make it scary or in some...

Eryn Richardson 20:05

Umar Hameed 20:05
...way near it. And it's our job as leaders to help people kind of go there and go, "Oh, so people won't think less of me because I'm saying, I'm a realtor," so...

Eryn Richardson 20:15
You know what I'm gonna break it down to. We also often talk about success stories, but let's talk about somebody that just didn't make it. And they left the industry is two years, two years, and I worked with her on things. And when I look at the business plan, I break it into three sections. Usually, its sphere of influence, and the people I know. So we just talked about there was where I usually go to first because it's the easier usually where people are at is the relationship built. And she said, "Well, I just moved in from Montreal. So I don't know anyone in this area"[Garbled] I said, "Okay, that's fine. That is just one area that you could potentially get business from, what about a budget? Do you have any money set aside in order to build your business?" Because technically, and I've we've top producers that literally came on to, you know, to speak to us about the fact that they bought their business.

Umar Hameed 21:04

Eryn Richardson 21:04
They can go out and they can advertise, like tomorrow, if you give me $100,000, I can do a 10 times on that that's, we can get out there and do advertising to get some phone calls, I'll teach her how to convert and all the rest of it. She goes, "No, no, I got no money." I said, "So okay, that's fine. What about time?" "Oh, I've got lots of that." So okay, perfect. Let's leverage your time instead of money, and relationships. And if you have time, you know, let's get out meet new people." "Well, whatever you do, don't tell me the door knocker poll call or do anything like that." And I'm like, "Okay, well, what are you going to do? How are you going to meet people? What do you like, what's your hobbies, which are this, I really dove as deep into what she enjoyed in life as possible to try and find out if she can build some relationships." And, and she never got anything off the ground. And I felt bad for her. But if she's not willing to spend the time and effort to build relationships, she's not she doesn't have the money to do it. Or she doesn't have relationships to get people to, you know, work with her in real estate. I don't know if she could, she was going to make it right. And then sure enough, unfortunately, she didn't. But it really teaches story, let's get through just those three things that you really need to look at at a business plan. And you've got to listen, you've got to be good at one of them. Or you've got to be able to do one of them. Well...

Umar Hameed 21:04
Fear is the enemy of success. And I'm sure she could do some of those things but the fear inside was like, "Oh, I can't do that." For sure. I was actually interviewing this rookie of the year in Baltimore. And one of the things she would do is he would always go out for coffee. And in the coffee line, just chit chat, and people were saying, you know, "Hey, how are you? Where do you live? And then you know, I'm a nurse," "Oh, what do you do?" "Oh, I'm a realtor," "Really, we're thinking about buying a beach house in Ocean City," "Really, oh, I can probably help you with that." And she was picking up clients just from coffee conversations. And she wasn't pitching herself. It was just being nice and gracious and just chatting with someone in line and it doesn't have to be complicated. I think it's a lot about intent. If the intent is, "Aha, I'm going to crap out into buying house with me," then people can sense that if it's just like I want to, I heard something freaking brilliant. Just the other day was somebody was telling me about his manager. And they're about to go into a listing appointment. And this is what his manager says, "Let's go make some friends today."

Eryn Richardson 23:20

Umar Hameed 23:20
That's his intent. Let's go make friends. It's not get the listing not do anything. Let's go make friends. And I thought that is just such a simple, elegant, little mind hack with the best of intentions. Because if you don't make friends and do business anyway, and if your intent is business and not friendship, then that gets in the way, if I was genius.

Eryn Richardson 23:38
It will 100% because you look at the percentage if you, if you could and I wish there was a study for this, if you could talk to every seller and said why did you choose your real the real estate agent came in? I interviewed three people. Why did you choose the person you interviewed? I would say there was a high percentage over 50% that would say because I like the person.

Umar Hameed 23:55
That's in all sales. I'm sure there's some study somewhere, but pretty much if you don't like the person, and Eryn's got this really good thing that I need to buy, I'd still kind of go, "I'm not sure I want to do this," but if I like are this like, "We'll figure it out. He's a good guy."

Eryn Richardson 24:13
Yeah, listen, and there are components. It just can't just be about, you know, what, like the person but they really didn't know what they're doing. They had no marketing plan and they didn't know what our house prices were like. I mean, it can you have to have the key components. But back to relationships, they gave you an opportunity, probably because they liked you. So opportunities come to people that yeah, get out there and talk to people and build relationships.

Umar Hameed 24:34
Absolutely. So as you look on, so earlier, I was saying you know, the Eryn 10 years ago versus now you're like a genius compared to that. So what's the next level of growth for you, like, what's the area you're focusing on, that you know, in five years, what are some of the skills you'd like to really master to take your game to the next level?

Eryn Richardson 24:53
We had this manager and I had this discussion this morning because we were talking about growth within one of our offices and, and of course, my position now is, is to help and mentor and grow the offices with the managers that are looking after the offices so now I'm you know, managing managers. So I like to do a lot myself, right? I like to get out there like to, you know, host a lot of the training seminars and still be present with you by example, and I'll never love or leave that. But how do I pass along that passion towards the people that are really running the company which are, which is the staff below you, right? The the employee commonplace, but it's the team team members, right? We're all on the same team. So you know, train the trainer's you can do more through others than you can do yourself, obviously. So we want to grow our company we want to, and let more people know about the strengths that we have, and how good we are, I believe in our product. Now, I believe our company is the best in the business. Now, how do we get that out there? And how do we empower others to you know, spread the word and everything. So I think that's the it's the growth of the company that we're looking for right now.

Umar Hameed 26:04
So tell us the name of the company and how many agents how many offices?

Eryn Richardson 26:09
Yeah, so we our company is century 21 Heritage Group. And in business for 33 years, Pam Prescott was the original owner. I've now partnered with Pam to to grow the company. And we're going to take it into the next level. When I came on, we were about 430 agents, we're now up to 725. So we have seven or 25 agents that's seven main offices throughout the GTA. And now we have an office out in Hamilton as well as...

Umar Hameed 26:33
Oh, nice.

Eryn Richardson 26:34
Yeah, we're spreading our wings. It's been a good journey, but gun nuts 20 years, too. I mean, the sky's the limit, right?

Umar Hameed 26:42
So how often do you have team meetings, individual offices? Or do you have like a group thing?

Eryn Richardson 26:46
Yeah, we're very structured that way. If there is a problem, a solution, anything within business in general, I think communication is always what either caused the problem, and or what can be the solution, I think, you know, we all have to be on the same page, right? Once a week we get together and we have a very structured meeting, go through everybody's roles, responsibilities, things that are happening this week. So we stay on the same page once a week meetings. And then we bring that down to twice a month for the agents. So once the office meetings or individual office meetings, because locally, there are different things that affect each office individually. And then we have a company wide meeting once a month as well, we call it a town hall at which we all get together. And really, that was a huge shift through the pandemic, and virtual, Zoom, what we're doing today is been such a great tool. We get out to so many more people now because they're easily can, you know, join on the meeting, whether it's on a mobile device or at home, and, you know, we still offer in house because I think face to face is always great.

Umar Hameed 27:49
Absolutely. So two last questions, Eryn. Number one, what makes you happy?

Eryn Richardson 27:55
What makes one happy? That is a big...

Umar Hameed 27:58
Well that what makes you happy? And um, there's probably many things, what's one thing that makes your heart smile?

Eryn Richardson 28:04
Oh, gosh. My family and kids. I mean, really, my kids make, there's, there's nothing that is more valuable to me than, than my family. And I think that that's so important. So we'll take business aside, I'm passionate about business, but and I'm happy coming to work. But man, like when I come home and see those kids and, and we go out for the weekend and the cottage and all the rest of it. I think we do everything for them.

Umar Hameed 28:27
So I started this project. Last year, I was going to Athens airport, leaving the country and I asked my Uber driver, "Antonio, what makes you happy?" because I figured that's what we need more in the world of. And he said, "I drive Uber for 12 days. But when I finish my shift, I go home and I take my eight year old son and my wife and we walk by the Mediterranean every evening. That makes me happy." Because there's so many people are waiting for the job, the girl that Tesla, then I'll be happy but happiness is everywhere. And you need to save her every morsel of it. And then when you do get the Tesla, the girl and the job, you'll be even happier because those things don't make you happy.

Eryn Richardson 29:09
Well, I gotta say, and you know, if you were to ask my kids, what makes dad happy? They probably go fishing, right? And they're like, "Okay, listen, I love to fish," but I gotta tell you when I'm out there. And if I'm by myself and I'm fishing, I'm looking around going, "Gosh, I wish somebody was here with me to experience it. I wish my kids," you know, because it's not the fishing that makes me happy, that's that's what we do and when, but it's the people you share that with is really what makes us special.

Umar Hameed 29:34
Absolutely. So last question, what is one mind hack? Something you use to become more productive, more efficient, sexier, sleep better, look better? Like what's the one thing you'd like to share with the listeners and viewers?

Eryn Richardson 29:46
What is the mind hack? So what is it that that I do in order to stay? Is it your health? Is it your you know, your energy? I gotta tell you, I think it's the important, it's the importance of identifying when you need help, you know when it's sometimes in you can you can try and get it out yourself. You know, it's identifying when you need help and saying, "I gotta make a shift I made a change, I'm not feeling great today," what is this going wrong could be exercise it could be diet currently as diet with I want to be healthier, I want to feel better. And I find, I find right now anyway my focus is you know, just to eat better.

Umar Hameed 30:23
That's the way to do it. And I think that's a worst to live by. Because most people do not notice when shits going wrong till he goes really wrong. And if you could have an early warning system go, "Hey, wait a minute," and then you can course correct more easily. So that's brilliant advice. Eryn, thank you so much for being on the show. I really enjoyed our conversation and I'm looking forward to our next.

Eryn Richardson 30:42
Thank you so much. I really appreciate the opportunity

Umar Hameed 30:48
If you enjoyed this episode, please go to iTunes and leave a five-star rating. And if you're looking for more tools, go to my website at nolimitsselling.com. I've got a free mind training course there, that's going to teach you some insights from the world of Neuro-Linguistic Programming and that is the fastest way to get better results.


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