Rick Dhillon, known as the ultimate negotiator, went from humble beginnings to one of Canada's Top producers and owes it all to the world of real estate. Now he teaches real estate agents how to excel in creating financial freedom.
-Become the expert by mastering your craft
-Set pillars to generate a true business
-Leverage tools and people to buy your time back.
-Master the art of communication.
[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 too 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 0:41
Hello, everyone, welcome to a great episode of the No Limits Selling Podcast. I've been interviewing a lot of realtors in the US, but none in Canada. So this is gonna be my first Canadian interview. I happen to be sitting in Brampton, Ontario, and I want to welcome Rick Dhillon. He is a realtor. He's a leader. He's a broker. Welcome to the program.
Rick Dhillon 1:02
Thank you, Umar. Thank you for having me, man. And hopefully we can do some Canadian some justice for this interview here.
Umar Hameed 1:10
Absolutely. You know, I'm a fellow Canadian, too. And I heard this joke a long time ago. What's the difference between an American and a Canadian? And the joke goes like when you ask an American who are you? They say, I'm an American goddamnit. And when you ask Canadian who are you we go? We're not Americans. That is our national identity.
Rick Dhillon 1:28
There you go. There you go.
Umar Hameed 1:30
So Rick, before we get into what you're doing right now with the eXP and you know, helping other realtors grow and thrive, and you are committed to doing that, what's a nice boy like you doing in real estate? How did you enter into real estate and tell us a little bit about your journey from you know, being a newbie to figuring out what you're doing and becoming quite successful?
Rick Dhillon 1:50
Yeah, definitely. We can do that. So, you know, I kind of how far back do you want me to go man? Because, you know, high school.
Umar Hameed 1:59
Just tell us about your first week in real estate?
Rick Dhillon 2:02
Yeah, yeah, no, I'm just gonna I'm just gonna get to how I got my real estate license. Anyway, I got it. I went to university for accounting. Got a pretty cool accounting job. And, you know, found out real quick that that wasn't for me. I think a lot of successful real estate agents are entrepreneurs at heart, the successful one. So I was just sitting in that nine to five thing that rat race taken the go train, and I was like, No, I can't do this anymore. So I started studying for my real estate license on the go train. Fast forward. 2005 I got my real estate license. Join century 21 a great mom and pop brokerage there. And man, the first six, seven months, I didn't sell a thing. I was like, is this thing even for me, I wanted to quit. And then all of a sudden, I got the hang of it. And when I say all of a sudden, there wasn't much help for me in the real estate industry. Who I don't know what your audiences but if it's people that are in real estate or wanting to get into real estate or sales in general, the real estate industry does fail real estate agents. You know, a lot of they say 10% of the agents do 90% of the business. It's not that agents don't know what they're doing. It's because there's not a whole lot of training involved. Okay, so anyway, then I got the hang of it Umar somehow and sold a bunch of homes. What after being a solo agent, I'm like, Okay, well, let me buy some of this time back because I was out in my car most of the days and in listing appointments and chilling around buyers. I'm like, Okay, I got 11 that's good money. Now, how do I buy some of my time back? So the next thing to do for me was do I open up a brokerage? Or do I run a team, I ran the numbers and I start I built a real estate team. I took coaching for that I took coaching for a lot of this stuff. And I was in a room with,
Umar Hameed 4:01
Rick Dhillon 4:02
Amazing team leaders and coaches and built the coaching became a coach there. And now all of a sudden I'm running the XP kind of umbrella. So that's that's the elevator pitch of my journey.
Umar Hameed 4:17
Brilliant. So tell me about so you're struggling in real estate when you start there's not a lot of mentorship there that you needed, then you start finally doing some business there must have also been another inflection point where you're doing this for a little while. And sometimes doubt comes back in again. And you did that happen and if it happened, how did you overcome it and keep going because you know, doing nothing and struggling is one thing and then but when you're doing it, then you get hit that second point sometimes a tough thing to overcome.
Rick Dhillon 4:46
Yeah, no 100% agree. I think successful real estate agents or salespeople, anytime you have a job where you're not getting paid by the hour, but getting paid on your effort. I think successful agents, simply, you know, if there was one key ingredient to it, I like to say that they have more conversations you know somebody with so if you keep having those conversations, and really, really start figuring out how to categorize those conversations, rather than trying to sell your business goes to another level. So I've been practicing that from day one. So I never really had those movements. Of course, I had those times where I wasn't selling, but I was need the formula was, hey, Rick, if you're not selling man, you're basically not having enough conversations, right? So if I'm having the enough conversation, and I'm listening more than I'm talking in those conversations, which is a whole different ballgame, right? I'm actually listening and present in those conversations. I'm going to ultimately hit success. But to give you some key takeaways. I know I kind of know what you're getting that. Okay, so I think, too many real estate agents fluke their business. What do I mean by fluke, the business they're at, they're at Sally's house, and Sally wants to buy a property. They're at a pickup basketball game, and their high school buddy says, me and my wife are selling a condo, how is that predictable? And how is that repeatable? You cannot predict that you're in Sally's house,
Umar Hameed 6:26
Rick Dhillon 6:27
Hows that selling?
Umar Hameed 6:27
That's not selling thats order taking.
Rick Dhillon 6:29
That's order taking. So setting pillars in your business. Okay, making sure your business is repeatable, and predictable. So the answer to your first question is I can put it into one word is system. If you have a system, all you have to do when you say you, you know, you have a bad month, you're golfing all summer, whatever that is, you come on, and you start working the system again, and you are where you left off. The problem is most realtors don't have a system.
Umar Hameed 7:01
One of the things you said earlier on, which I think was really critical, but I didn't I need more depth into that. You said, Hey, you need to have more conversations and not just a conversation, you need to categorize those conversations. So tell me about the categories that they fall into, and what to do with those categories.
Rick Dhillon 7:17
Alright, awesome. So if I'm having a conversation with somebody, okay. Let's say I have my list of people that I'm calling. I call it the three N's. All right, the three N's, okay, so the three N stands for never or no, choose which one you want. Never know these people are never buying or selling a house? The answer is no. Okay. Then you have your Now, the second N is now I'm buying a house right now. The majority of your conversations, your categorizations are going to be on the next N, which I call nurture. Okay? The best nurture wins. Okay, most people, most real estate agents are hunters, they're looking for people that want to buy and sell. Now, we are in a relationship building business. We're not in like, you know, we're not in that we're not even a transactional business. We're in the business of creating and developing and extending relationships. So your biggest category is going to be your nurture. What do I mean by nurture? Well, I'm talking to Umar. Umar says, Hey, you know we're looking to possibly buy, he's not going to buy today. I need to be with him six months from now when that whole journey has taken over. So how do you nurture the right campaigns, the right videos, if we're not doing video today, we're way behind behind the eight ball. So those are the ways that I categorize. Now, another takeaway, since we're talking about conversation, is to really the number one thing I do and I teach my realtors to do is really learn the person's language. In a way you're an actor, you can call it the disc personality test. You can call there's so many personality tests, but when I'm sitting in front of somebody, and building quote, unquote rapport, build rapport, hey, you're wearing a Raptors jersey. Hey, how do you like the Raptor? Yeah, I want to be friendly and I want to be liked. But I'm listening to the way you're answering those questions. I'm listening so is this person directors even want to build report? a CEO type? No. Yeah, like the Raptors, man. I got I got 20 minutes. Okay, good. I know exactly how to talk to you. That's all the report I needed.
Umar Hameed 9:40
I want it baby.
Rick Dhillon 9:42
Yeah, exactly. Or then you have those people that are very fearful. I don't know if I want to buy a house. I think the markets gonna go down and stuff like that. So if I'm direct with them, I'm gonna lose them. That person I'm giving them options. Hey, and giving him an exit strategy. If you do this you can do this right? And then you have those people that are just hey man went to a party went golfing, you're not even talking about real estate and all of a sudden you have some listing sign because you make friends with them. So that conversation guys is really adapting to the person that's in front of you and really learning their language, then categorizing them, obviously having killer presentations and stuff like that. So,
Umar Hameed 10:24
Yeah, it kinda reminds me of I came across this system, like they're all the same. It's the Hippocrates, the father of medicine had noticed, you know, people fall into four food groups, and he called them ether and bile and shit like that, but pretty much just disc, but the best version of that I came across was this one system that says, So Rick, in the short interactions that we've had, am I an introverted person or an extroverted person?
Rick Dhillon 10:49
Umar Hameed 10:51
Rick Dhillon 10:52
Are you asking me that question? But you're extroverted.
Umar Hameed 10:56
Yeah, so extroverted. So there's two columns this column over here extroverted column A very introverted then this two rows? Am I direct CEO person? Or am I a storyteller? kind of person? Do you think?
Rick Dhillon 11:09
Umar Hameed 11:10
Yeah. So at the top is Director, CEO types, bottom line, it don't waste my time. The one right below it. People people are storyteller. Salespeople. You and I are both storytellers. Then on the introverted side, the top column are thinkers, they're the process people the data people tell me the steps you're going to use kind of non-sense and the people down below next to the salespeople are the relators that are all about, hey, Rick, when's your birthday? I don't want to forget it. Because you know, I don't wanna hurt your feelings. And so when I learned that system, it was like director, socializer, thinker, relator. And it was just like, hey, in minutes, I can figure out whether you're extroverted or introverted, and whether you like people or data.
Rick Dhillon 11:51
I like that. So wait, I'm writing that down director.
Umar Hameed 11:55
Director at the top socializer at the bottom. And next to the socializer is relator. And above next to the director is thinker and director socializer extroverts. The other ones are introverts. The top per row is concerned about data bottom rows concerned about people. But anyway, so tell me Rick about right now your ad? Is it eXP?
Rick Dhillon 12:17
Yeah, eXP, realty man. Yep.
Umar Hameed 12:19
So tell me about one of your recruits that you brought in, that's already a realtor and how you coach them to really blossom in this new environment.
Rick Dhillon 12:29
Okay, let's let's get into that. First, I want to tell you guys about the real estate catch 22. Okay, and then we're going to get into that question. Real Estate catch 22 as you get your real estate license, you know, the red, first red flag is you never have to hand out a resume. You never get an interview, forget a second view into you have a heartbeat and a real estate license. A broker is gonna hire you, okay? Reason being, they're not looking to put resources behind you. That's up to you. We were in the wild wild west. Okay, so now that's one side of the coin. Then you have your smart individual, your real estate coaches like him, there's a gap. These real estate agents don't know what they're doing. Let me charge them $2,000 a month and I'll teach them and they do teach you and they're great at what they do. I'm a product of coaching I suggest it. However, they are not incentivized to teach you quickly because you're their revenue model is your monthly coaching check. Okay, let's get that out of the way that I call that the real estate catch 22 D XP model why I fell in love with it is because you have synergy because every real estate agent that joins us brokerage and this is a huge takeaway. any real estate agent that joins us brokerage is an owner, Glen Sanford has gotten rid of the franchise model. There is no franchise model. You come into this brokerage, you're an owner now to answer your questions about the coaching. Because I'm an owner and other agents are owners I share in something called ownership revenue share. The more successful this company is, the more I'm incentivized because the more money I make through revenue share owners make revenue, okay. Therefore, I'm incentivized to teach real estate agents quickly. Because I need the organization's bottom line to grow. So we train on setting pillars in your business. I think the biggest pillar in anybody's business guys is what I call your book of business. If you have a big enough book of business five years from now, you will never have to market again. Your book of business will get you business. How do you get there, obviously online lead generation fizzbuzz expires, you know, converting landlord into listings, the list goes on and on, that'll probably be another two hours. But that's kind of the incentive three eXP to do the coaching and I've never seen anything like it. Because it is successful agents. It's more like a mastermind than a coaching.
Umar Hameed 15:17
Nice. And what's kind of interesting is like, like, if you take a look at Keller Williams and a lot of people that have gone over to that side is there is a lot of training, there's actually almost too much training that training gets in the way of doing and this model seems to be that we're gonna get you there quickly. There's more resources if you need it, but start earning because that's how everybody wins.
Rick Dhillon 15:40
100% so the trick to eXP is really choosing who you want to partner with, because there's no franchises you know, Keller Williams, REMAX Well, they're all great companies, man and like, you know what, like, it's just, it's just they're all great pick ever watch one that you like, I think he experienced by far the best one in my opinion today. But picking and choosing who you're partnering with the XP is, is something you really need to study. Because eXP you could probably have a very good experience or not so good one, depending on who you partner with, if that makes sense.
Umar Hameed 16:25
Yeah, one of my friends, his name is Vlad Katz. He was the number one recruiter for Keller Williams nationwide in the Baltimore office. And he went over to the eXP side and is doing phenomenally well and helping grow things. And I agree there's a lid for every pot, and some people need to be a Berkshire Hathaway, and some people need to be a Keller Williams, and it's all good. Ultimately, I think at the end of the day is are you happy? And are you reaching your potential? And do you want to reach your potential, because some people end up becoming professional students, I got to take this course I got to get this coach. And someday I'll get to where I need to be. And there's no substitute for fricking doing do badly. But do as soon as you do badly, you got something to compare and get slightly better next time. And that's the way to success is failing forward. Is his my I think people have the God given right to solder on they should take it and start doing.
Rick Dhillon 17:23
Suck as quickly as you can. So that way you can unstuck.
Umar Hameed 17:28
Absolutely. And so Rick, let me ask you this, you've been like in this business for a while. What's the next barrier you have to overcome? Because there's always another plateau and the thing between where you are and where you want to go, is most of the time in here. So what's the thing you're playing, we're trying to figure out how to decouple and move forward.
Rick Dhillon 17:47
My thing always is patience, man. Just to learn to be patient, trust the process. Someone like me, and I'm turning 45 this year, I've taken the time to know myself, you know, and really understand what drives me what doesn't, I'm never going to have the you know, you don't have to, I'm the guy that you have to say shut the lights off at the gym and say, hey, it's time to get out. Right? Somebody has to save me from myself kind of thing. I've did that. So for me, it's the patient and trusting the process and just waiting for the results. Because when anything with anything, you know, you plant the seeds, and then you reap the fruit. I mean, I wish I could do three workouts and have the body of my dreams or I can't I've got to repeat and do that for you know, months and months and months. And then I see that so for me personally and that's another good they just to get to know yourself and what is it for you for some people, it might be different. You have a fear of rejection, you have a fear of this. And, you know, we all have that kind of stuff, but I'm going to take your line, you know, feeling awkward. Just get through it kind of thing.
Umar Hameed 19:03
So before we end this interview, I'm going to share a joke with you then I'm gonna ask you two important questions. All right, so you're talking about working out and getting the body you want. I saw this bumper sticker that was frickin awesome. It was a I have a beautiful body. It's in the trunk. Do you want to see it? So here are the two questions my friend. question was, what is a book that you would recommend that our listeners read?
Rick Dhillon 19:30
So, one my favorite author is Don Miguel Ruiz. He has like four or five books. He has more. Yeah, the Four Agreements, the Voice of Acknowledgement, the Mastery of Love, all great books. I love that like to get your spiritual kind of thing. I really love Tim Grover books relentless and winning, I think are great books. The first book that changed the way I thought was I Oh my god. Maximum Achievement by Brian Tracy. I think that was the first book where I was like.
Umar Hameed 20:10
Rick Dhillon 20:11
Okay, there's something Yeah, something to this. And that was decades ago. And the best advice I could give you about books is if you're anything like me, get a membership to Audible. So you know, you can listen and get through this thing. So I like Don Miguel Ruiz Four Agreements is good. If you need that kind of like, you know, that push that drive read, like relentless from Tim Grover are winning, he came Grover was Kobe Bryant and Michael Jordan's coach. And, you know, those guys are some winners. So he gives you some pointers.
Umar Hameed 20:44
Brilliant. Here's question number two. What is a mind hack that you use to become more efficient or more effective?
Rick Dhillon 20:53
I'm just doing what I have to do on a daily basis. I'll tell you a quick story. Okay. I don't know if this is Canadian. So everybody should know who George St. Pierre is. He's an MMA fighter, the greatest ever, maybe his, his coach was telling a story on a podcast and I love this. Okay. So there's this guy. I'm going to use extreme examples. Let's use the gym thing. So this this guy, let's call him subject A. Subject A, he goes to the gym, and he does pull ups. And he's just exhausting himself. So he did 20 pull ups, you could put a gun to his head, and he can't do 21 he is totally maximized. Okay. So that's subject A. Subject B, he goes to the gym, and he does full five pull ups, he could do 20, but he did five. Okay. So in the course of five days, subject B has done 25 pull ups, subject A only done 20. So he has much more volume. So the mind hack is be consistent and do small daily habits. There's a book called Atomic Habits that can probably say this better than I can. I've been doing this before that book, but that's a great book, and just do the small things every single day. And they add up. Rather than coming one day, just cramming it all in and not doing it for a week. So just that's I just tried to do, hey, listen, you got to do these two, three hours, and you got to do them every day, take your weekends off whatever your formula is, and then it's done. And it adds up. Atomic habits.
Umar Hameed 22:42
So Rick, we're gonna put all your contact information in the show notes, website, social media, your tinder account, everything's gonna be there. I just want to say thank you so much for being on the program and really enjoyed our conversation.
Rick Dhillon 22:56
But thank you so much. Looking forward to building this relationship. One last note, I don't want to leave without saying this if you're a real estate agent, okay? And no, it's not going to be a plug. If you're a real estate agent. Get to know real estate. I see too many real estate agents that don't know how a mortgage works. Talk to my mortgage broker, don't know how to calculate a cap rate, don't want to calculate ROI. If you become a professional in your business, and you become an asset to your clients, you will get more business than you know. So get to know what real estate can do for you.
Umar Hameed 23:34
And words to live by no matter what you're doing. Be an expert in your field. Rick, thanks so much for being on the show.
Rick Dhillon 23:40
Thank you. Thank you for having me.
Umar Hameed 23:46
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.