What happens to an industry that’s in disruption?

Is this a time to stay away because the future is uncertain, or an opportunity for innovation and making your mark on the future …

… and how do we navigate this changing paradigm?

Everyone that made their mark did so by taking the first step.

The good news is that we aren’t alone in this journey. We have friends, associates, and other experts that we can connect with and work through

I had the opportunity to connect with Karim Kerachni from Property Guys. He’s a serial entrepreneur who’s passionate about new challenges, building systems and processes, and bringing value to many.

We discuss:

- The importance of practicing and gaining confidence in your communication skills

- Entrepreneurship mindset and habits for success

- Industry disruptions and the opportunity for new innovation to occur

- The potential for gaining new clients through partnerships and not taking losses personally

It’s been a pleasure getting to know Karim and I’m eager to see the disruption that’s coming to the real estate industry. There are many opportunities abound and it’s amazing to see that entrepreneurs have so much in common from industry to industry.

Links

Connect with Karim: http://Info.propertyguys.com/Mass

Learn more at https://www.adamliette.com

Activate The Warrior Within https://www.adamliette.com/awaken-the-warrior

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Transcript

Adam Liette
What's going on smoothie operators Welcome to this episode. So good to have you today. You know one thing you might not know about me about your grateful host, Adam Liette is that this ain't my first rodeo, you know, I'm now running this business, I have side gigs I have, I've been to do all sorts of things. I've been director of operations. I've been in the military. But it all started. Here's what you don't know about me. I'm so excited to tell you. It all started when I was 15 years old, and I got my first job in a franchise, not only a franchise, but the biggest franchise in the entire world, McDonald's. Okay, the start of my leadership journey began at the age of 15. When I was hired as a junior crew member, I was a junior manager by 16, shift manager by 18. And I was in the running for store manager. But you know, life intercedes takes us along our way, but I never have forgotten the lessons I learned. Being in a franchise, there's so much to gain from that so much leadership, you can gain so much support that's all around you. And to this day, I'm telling you, My My oldest is 15 years old. His first job is guess where McDonald's because you learn so much there and all of my children, they know this, they will work at our local McDonald's not just because of what you learn for leadership. But because you learn to work with each other, you learned to appreciate things in a different way you learn to appreciate customer service and how to treat people because you get treated like shit sometimes. So you don't ever treat someone like that again. So with that cash out, and what the heck was that lead in for? I have with me, I have Karim Kerachni, he is from property guys.com. He has 13 years experience in sales management across North America and France in his early career. But he found his true calling and launching new ventures creating systems and processes and business development at large. He defines himself as an entrepreneur and more than a business owner. Once the business is up and running. He feels like he needs to move on to the next project. And here he is on his next project right here today. Cream. So great to join. have you with us today? How's it gone?

Karim Kerachni
Thank you so much, Adam. Very much a pleasure to be here. And I have to say I love your introduction as to how you start your podcast episodes every time is the best. And I need to tell your audience that it is not scripted. It is a one shot. We did no redo. He went right on, I'm impressed.

Adam Liette
You know, that's part of the challenge of it. And honestly, I'm a performer at heart because I'm also a musician and my background. Like you never get tired of the thrill of shoot, what am I gonna say the mics on I gotta think of something right now. And I think it's good practice, though. Because so often in our businesses, you're gonna get blindsided by something every single day. And if you did it today, just wait for tomorrow, it's gonna come and so like learning quick, think quickly on your feet, I think is part of the art of it. 100% 100%

Karim Kerachni
and in business business includes always, you know, a large portion of sales and in sales. You know, when you get the you when you get the clients or the leads attention, you have often a few seconds, maybe a minute of their attention. You have to be smooth. You have to know exactly what you're saying what to say how to say it, what not to say. And it takes a lot of practice. You're absolutely right. So whether it is on a show, or in front of a prospect. You have to practice your communication daily. That's 100%

Adam Liette
Is there any tricks that you've you've acquired through the years to practice your own communication to become more fluid?

Karim Kerachni
Honestly, it's practice confidence, in my opinion comes from two factors. knowledge, knowing exactly what you're talking about the ins and outs of your industry, your business, your product, your service, and practice just doing it again, the first few times. Maybe the first few days, maybe the first few weeks, it's going to be garbage and that's okay. Because it's going to lead to for you to have you know if we're talking sales, the perfect page, the right answers to objections, all the common objections that you know you're going to get. So how to answer them, how to be upfront about them as well because the best way to answer an objection is just to bring it up first, you know, and so as you do that consistently, on your own time with someone I know in my early days when I used to do even door to door sales and all types of sales. I used to practice on my own sometimes in front of the mirror, maybe in front of a camera and also doing some you know, mock pitch with, with with someone and getting some feedback. So all this practice upfront and then, you know, just going for it No, no shame, no fear. When when you're in front of leads, you know, I want to say that practice makes perfect, but practice makes permanent. That's I think a better way to say it. Because if you're doing something consistently, that is incorrect, you're going to make it permanent, even though it is not perfect. So if you get to practice purposefully, to always improve, always try to do better. And you do that consistently, you're going to make it perfect. And per minute. That makes sense.

Adam Liette
Yeah, absolutely. I was talking to a guy a couple of weeks ago, he's like in this very high stakes world of like, day trading and that kind of thing. And like we were talking about, like preparing for those high stakes moments. I'm like, dude, like, what do you do? Like, what's your pre like, routine look like when you know, he's like, bro, you got time for that? You know, it's this long term, continued dedication to process and personal improvement. And I think like, that's right, what you're saying. It's like, this is not just like a five minute game. This is like a five year 10 Year 20 year game of just continued effort.

Karim Kerachni
Yeah, yeah. And overnight success that took 10 years in the making. Right now that's, that's absolutely true.

Adam Liette
That's so cool. Which is funny. That's one of the the how McDonald's came out. So bring a full circle. They were an overnight success. 10 years in the making for the first ever McDonald's. Like it took forever. Yeah. And then once it took off this boom, to the races or even

Karim Kerachni
KFC with Colin Sanders, I think it is who went to I don't know if it was nine. I mean, the legend says he went to 999 places that refuse, you know, his recipe for fried chicken, and the 1000s one, you know, he pushed until 1000. And that's when he he reached the success that we know, you know, to this day. So, you know, being tenacious is is a big aspect to sales, entrepreneurship. And I mean, I would say every part of life, right? Yes,

Adam Liette
for sure. It folds over so neatly into everything else we're doing, that's for sure. It wires you differently. It changes your perspective on absolutely everything. And I don't think there's anything wrong with that, man. I know, I know that. So many different aspects of my life have improved since I got an entrepreneurship and it's all just from this very deliberate process that I've had to put in place to be successful and to survive in many ways. Sounds terrible. But what I love about the model you're bringing is that it is a way to not do shortcuts, the wrong word. But I think it's a different avenue into entrepreneurship than you know, the the sweated out alone bare bones solopreneur method that we typically hear about whereas coming in through the franchise model it's just it's like a whole different basket isn't it?

Karim Kerachni
Yeah, I mean, I think you are correct thing a shortcut because you know, as we were talking off you know, before the recording I've done both I have been in the solopreneur startup business you know, starting my own business from scratch and going through the struggles the figuring things out the costly mistakes that come with it and you know, the sweat and tears that over a few years to make a name for yourself to build a brand that you know and grow and then I came from the franchise industry you know, through property guys, and we'll talk about it a little bit more in a minute but I actually got to learn a lot more about franchising and owning a franchise I'm not a franchisee myself, but I actually had to go through you know the same training process as the franchisee and I'm constantly in touch with a bunch of franchisee and anyways I can see you know the value of gaining a franchise any kind of franchise we're not even talking specifically propagating any good franchise will skip to three years of hard work you know when you compare to a startup or you know a solopreneur because not only you don't have to figure things out everything you do is the processes and systems the way to success is provided to you. You're not lonely like like you are as a as a solopreneur or startup you know owner you have a whole support system both from the franchisor and your you know, other franchisee you know neighboring franchisee all over the franchisee because you're on the same boat and you know you try to help one another. And honestly even the cost of you know growing a business from scratch making a name for yourself, all the advertising all the mistakes you're gonna have Make that might cost you a lot of money. All of that is actually avoided, or at least the risk is really dropped when you're using a very, you know, known brand that already has, you know, some some lead generation portfolio of clients and so on and so forth. brand recognition. So, I do think it is a shortcut by at least two to three years compared to starting something from scratch.

Adam Liette
Yeah, cuz it's the one the one thing I see the most for people, like, why isn't this selling? I must be doing lead gen wrong. I was like, bro, what's your offer? Like, bro, it's, it's probably your offer. And that's like, one of the things you do get to skip is like that experimentation on offer creation. But you also get to learn from it too, because you get to see what a real good offer looks like, and how it's it's never like one layer deep. It's like 10 layers deep of what actually makes a good offer.

Karim Kerachni
Yeah, yeah, that's right, the offer, or even I mean, the Legion, a lot of people are leads, leads, leads and want to get more leads, I see that all the time. Because I do a lot of networking. You know, I connect even with real estate agents and all kinds of professionals, they're just looking to fit in to fill the top of the funnel. And they often forget the rest of the funnel, they might actually already have some amazing leads in their funnel, and they just screw things up at the first or second meeting. I know for a fact because, you know, I started with property guys about a year and a half ago. And initially, I know that the first, you know, conversation that I had with potentially great leads, I probably messed that up. Because, you know, again, I

Adam Liette
didn't hear all day, they're

Karim Kerachni
all the right knowledge. Or, you know, the right, the right answer is the smooth, smoother, you know, response, and so on and so forth. And, you know, what, recently, I've decided to go back to my old leads from a year and a half ago, and be like, hey, you know, what, first time we talked, I was very green, let's just let's start over, if you don't mind, and actually I got some, some new, you know, some new people, you know, down the follow on from from doing that. Just because, you know, they might not have understand, you know, what I was saying? understood what I was saying, the first time. So yeah, the offer a something, something huge. And when you're in a franchise model, the offer is pretty much you know, already set up for you. But what you do with your, with your leads, and how you take them through the process in a smooth and seamless manner. It's also very important. That's why again, we come back to the sale aspect sales is something so critical that a lot of people fear, I think a lot of business owners, you know, I'm not a good salesperson, you know, I can do it. Now, it's something you got to practice, and you have to do. When you're in particular, when you're an operations manager or business owner, you know, solopreneur, you're the face of the business, you have to be able to take people through the sales process in a smooth manner. Otherwise, you cannot grow. You won't get any clients. Yeah.

Adam Liette
And I found for whatever reason, in this industry, like sales is held up as this like thing, like, oh, they they're good at sales. And what is it really, I mean, it's conversations, it's, it's bringing people to Yes, it's, it's getting right out in front of their objections. Listening is the biggest thing, man, if you can listen, you can figure this out. And I think we fooled ourselves into thinking that, well, it's just a series of tricks or this like little, whatever this thing that this guy has, I'm like, bro, like, they just practice like anyone else, like everyone was green at this at some point. And it was just a matter of applying and working within, usually a proven framework, I think will give someone the confidence to work through it. And that's also part of the advantage of working within the franchise model is that you're handed the framework, correct?

Karim Kerachni
That's correct. Yeah, the framework, the pitch. I mean, when I say the pitch, I'm saying at large, you know, the various you know, type of proposal and how to bring up you know, the various offers that we have in due time, but I was gonna say something, it slipped my mind. But, anyhow, yeah, no, you're correct in the sense of I think a lot of people still have the outdated view on sales when at the end of the day, you know, it's just a matter of sharing energy to share you're sharing the passion that you have for whatever service or product you're offering. Oh, I remember personally as I'm looking for franchisee and not necessarily looking for people who already have the resume to make them you know, good franchisee I mean, obviously, if they have experience in real estate, if they have experience in business ownership, that's great, and I'm happy to chat with them. Uh, but more than that, I'm looking for people who have that passion for entrepreneurship or you know, passion to, you know, to get into real estate love helping others. So this you know, X Factor, that's really what I'm looking for. Because at the end of the day, I can we can teach them the property guys more or we can teach them real estate, we can teach them business ownership, but if you don't have a passion to share to, to potential clients, they're probably not going to be successful. If they're just like, Yeah, I like to run a business, but I'm not. I don't really want to deal with clients, I don't really care, but I just get I want to make money, you know, someone who tells me like, hey, like, how much money can I make? Usually, that's gonna be our last conversation.

Adam Liette
Right? Because I think that, like someone can come in with all the right saying all the right things, but not have like, you call it The X Factor. And I think it's just those intrinsic qualities that are going to propel you through the times that get tough because it's not a matter of if it's when things get tough. Exactly. You will have good days, bad days, good afternoons, bad afternoons. I mean, sometimes like your whole day can be bifurcated by like one incident and it just like, all seems off from that point. And super curious, like, what are the some of the things that you've either done yourself, or that you teach through this model to, like, stay motivated, when times get tough to keep yourself moving and to shift.

Karim Kerachni
So one thing that I actually often bring up is what you just said, Don't be surprised, expect, you know, the issue is the challenge to arise. And that's not just in this is not only when you know, in entrepreneurship in general, you know that you're going to hit some roadblocks. So just, you know, be comfortable, being uncomfortable, be comfortable in problem solving, and being a firefighter, you know, you're going to fight some fires along the way. So, you know, having this mindset upfront being like, I know that there will be some, you know, shit hitting the fan, you know, very soon. So that definitely helps. But besides that, I think it's also a matter of being disciplined and creating some habits routine, in being consistent. So no matter what, no matter whether I am successful, that I'm making a bunch of money, great, keep going what you're doing and take it to the next level, or I'm in you know, a tough day, a tough week, maybe a tough month, and things are not working the way I want, well, great, keep going because that means you're literally just one step away from, you know, from, from from the golden door reference to you know, in door to door, that's what it is, you never know, you know, from one door to the other, they are not linked, they don't talk to one another. So you can have 20 Nose 20 People slapping, you know, the slepping closing the door in your face. The 21st one will be your yes will be even a very easy one that you just knocked like, Oh, I was expecting you please come in, I want to sign up. And often we get in this mindset of it hasn't been working for a few days or a few weeks that mean, it's not going to work anymore. When actually, you know, you probably just went through, you know, all the leads all the crappy clients. And now you're you're you're you're about to reach, you know, the good ones. So if that's where you were, that's when you give up. You just wasted a few weeks of your time. So

Adam Liette
what they're all being paid for. Right? Exactly.

Karim Kerachni
Yeah. So if you create habits, yeah, if you if you're committed to a certain system a certain way, and we're talking very general here, it actually works for any kind of industry. If you have clear habits and you're committed to what you're doing, then he actually doesn't even matter what the results are. Because your focus is just on doing you know what you can control on doing on following your commitment. I'm gonna give you another example really quick. We're in January, early January right now, at the time of this recording, everyone is taking great resolutions, I'm gonna go to the gym, I'm going to do this and that. And, and the thing is, they're, you know, they're just saying that and few are actually committed to to create it to creating that, that habit and that routine, and it's all about that the ones that will still be at the gym in February, are the one who actually committed sorry, committed to create habits instead of committed to, I'm just gonna go you know, check out the gym. And if I don't see results within 48 hours, I'm gonna quit. You know what I mean? This is the same thing in business.

Adam Liette
It's so interesting. You brought that up because my resolution this year was actually a pretty bold one for for me. I quit drinking And I'm not like, I'm not like a drunk or anything, but I'm like, What are you doing? Like, it just wasn't serving me anymore. I'm like, This is stupid. And so Monday eight at the time of this recording, but like I've made the mindset shift of it's not like I'm giving up drinking for x, it's like, I'm a non drinker. And it's a different mindset of, of how you start to view the world. You know, 100% my tick tock hasn't figured it out yet, because I still get videos for like bourbon tasting, it's driving me crazy.

Karim Kerachni
knows, the TIC tock algorithm knows, it's not real, it hasn't happened yet. I actually, I went through the same process for other reasons, but I actually, I seem I didn't have a problem I used to just, you know, party and enjoy. Five years ago, I took a sharp, sharp turn, or, you know, 180 degree change in my life, including No more drinking no more, you know, unnecessary, you know, parties and whatnot, from, you know, one day to the other, started that clean life and never looked back. Now. I know the smell of alcohol or cigarettes, they used to smoke as well. Just you know, get me nauseated. And in so kudos in your in your commitments, and I wish you to, you know, to stick to it, and I know that you're going to do really feel different in just, you know, a few weeks.

Adam Liette
Yeah, I mean, it's, but it's one of those things are, you know, I was working with a coach long, several years ago, who was like, if you want to make long term behavior change, and you want to, like instill new habits, and you like, part of it is the self talk. And part of it is like, adapting into adopting a new identity entirely. And I think so much of that is true with entrepreneurship, where it's not just like, This is not a job. So you don't go to property guys.com Because you want a job, you go because you're looking for a new identity, a new lifestyle. And I think, like, it's by just immersing yourself in that, like, that's the people that are going to have success, those people are going to be happy. That's that key word happy with the work. Yeah.

Karim Kerachni
With the journey. Absolutely. Yeah. 100%. And, you know, what I think it will be, it will be great, yeah, to give a little bit of understanding to people on what propria is, is to, to actually lead to what you just said, because what you said is very, very true in the sense of, you know, gaining a franchise, getting a franchise is not a job, it is, you know, investing in a business and owning a business in every way. And on top of that, you know, in the property as model, that's why I wanted to dig into that. It is a very unique and disruptive model. Similar to you'd say, you know, Airbnb or Netflix or Uber. And so that's where it links to your identity and your personality because you're not just being for example, a realtor like there are just millions of Realtors in North America that those you know, all do the same thing. In a property inappropriate franchise, you're very unique in your offering, you're very unique in your territory, you're exclusive actually. And so that actually a lot of our franchisee we see them really becoming the face of the business in their territory in their area being recognized, you know, in the street as like, Oh here is the property gal, or the property guy. There is even one with the property dog, which is his his mascot a very beautiful dog with blue eyes. And he became you know, the brand locally in his in your, in his city. So, so what is property guys, let me take a step back and explain this. So property guys that come is, as I said, an innovative way of doing real estate of buying and selling real estate for people looking to buy or sell specifically for sellers actually, instead of the traditional model that has been the same for over 100 years, which is gonna get a real estate agent and pay a commission based on the value of my property. And also getting a lawyer and a photographer and a stager an appraiser, I mean, all those services that you need to sell your property. All of that ends up costing you 3040 50 $60,000 which often is pretty much the whole value, the whole equity that you you know that you gain on your on your property over the past few years that you had it. So all of that down the drain in order to sell it. It's not really fair. And that's where you know, that's where property guys comes with, with a solution. For a one time flat fee. You Get a package with all the services that you need included. So everything that I mentioned photographer stager lawyer, but also the exposure listing on the MLS, you know, all the marketing, the negotiation writing the offer, the showings, all of that is included for one time flat fee, typically on average around five or six grand. And in that it doesn't matter how much a property is worth. So it's about 10 times less. And you can choose also the level of control you want. In the process, we have lots of people, you know, there are lots of feasible for sale by owner people who want to sell on their own for whatever reason, they often don't have the tools, the services, the knowledge to do so. So that's great model for them. And we have the traditional home sellers who want to be hands off, they don't want to deal with anything in one things taken care of. It's also a great model for them, and they're gonna save, you know, 3040 grand in the process. So that's what property guys does, and has been doing for 25 years. It's not new, it's been very successful, from coast to coast for 25 years. And we're bringing that to Massachusetts, it does not exist Massachusetts in some parts of the US. So that's where I come in. I'm in charge of franchise development for mass and you know, and other I'm helping also with other states, but I'm mostly focused on my session sets. So my job is really to find those aspiring entrepreneurs, or Realtors mortgage brokers that would be a good fit to acquire a franchise and exclusive territory where they operate under the property as brand model system processes are and with all the property guys resources and support at their disposal. Nice. It is nice. Yeah, I would have loved

Adam Liette
that about we sold our first home. And it was just like you said, like so much the house the cost got eaten up by this fee and that fee and that fee, and they're going to do about it because I was my wife sold our first home. We it was amicable, don't read too much into this guy's okay. We were leaving the military and I got last minute deployed overseas. So my wife had to sell our first home on her own with me on the other side of the planet. And like the house we live in now literally, I I first saw it through this, I'm holding up my iPhone, because she just walked through the house on FaceTime, and was like, does this look good? I'm like, yeah, it looks good. Bye. That's what we had, you know. And now we're in the process of building our dream home in the next year. And we live in this part of Ohio where all I had to do was post on Facebook, we bought land I have like 10 offers on my house or a day it's crazy. People are just think there's nothing for sale out here. It's like when a house goes for sale, everybody knows about it. And it's like offers just come in like crazy.

Karim Kerachni
So are you going to be selling on your own? Or are you going to get a real estate agent?

Adam Liette
Likely on our own? Yeah, there we go. So

Karim Kerachni
exactly same scenario, if you were to get an agent because, quote unquote, I'm showing big quotes here, you have to get an agent to sell your property, you would have to give you know five 6% of the value of your property when you can get the exact same result on your own. And maybe, you know, you might need just a little bit of help and expertise in the process you might you know want to have you know some some of the services that we offer. We're not sitting in Ohio so I'm not trying to sell you here. But you know, you spend you know one or two grand and you have the exact same result at the end of the day in you know, in a very smooth manner. So, that's the thing like what was the whole industry needs to change needs a breath of fresh air and it is ripe for change. By the way, there is a lot of change happening with for those who are familiar with the the massive massive lawsuit against Keller Williams and the NAR National Association of REALTORS you know, the sort of discount brokerages that we see more and more showing that the whole industry is in need of change and the market the people the clients are looking for something you know something different, something better. So that's what's super exciting, but you know, what I do and and with the franchisee that I work with, is that we are there at the right time and with the right experience with 25 years experience behind us to be there at the start of this massive change in the industry.

Adam Liette
And market disruption I could I obsess over disruption because it's so much fun when you see it happening you can get in front of it. Yeah, like and I think like art the entire every single market is going through its own degree of of disruption right now. Including like what listener I guarantee your market is in some sort of disruption right now just email me your market. I'll tell you how it's being disrupted. Now because this is like the state of the world right now is it is like this constant. I don't know if it's disruption to creative destruction or however you want, however you want to clean it. But the fact is like, the consumer, the consumer relationship is so much different now than it was even 510 years ago. And it's only getting faster, that level of change from what I'm seeing.

Karim Kerachni
Absolutely, absolutely. I mean, we, you know, a bunch of years ago. And it's funny to say that, like, Oh, before the internet, or before, you know, smartphones, and so on, but it's true, I mean, at the end of the day, in the great, great grand scale of things, it's, it's very recent, and you know, before that, people needed some services, like a, you know, real fridge, and, and so on. Should because they didn't have access to the information, when now everyone has access to the information very easily. And, you know, more and more easily with, you know, new apps and with AI, and so on, and so forth. So, as you said, every industry is going through change, or will be going through change, because, you know, pretty much you know, every every industry is gaining, you know, getting new tools for our, you know, at their disposal, both on the professional in the professional side, and in the business side, sorry. And for the clients they have access to more in they can do a lot more on their own. So, if you're not proactive, in your in the innovation in your business, or in your industry, you're going to be left behind there is you know, there is no question, it's, if you're not innovating, you're you're going backwards, because things are moving forward. So you're not going forward faster, you're literally going going backward, I've seen it very quickly. With my, my other business, I started a cleaning company couple of years ago, I still have it actually, in in Canada, and in the in the in the early days, the first few years. We were you know, growing and trying new things. And I was, you know, trying to perfect my systems and processes and you know, delegating and automating and trying different things, trying new services and so on. But then once, at some point, I don't know if I got complacent, I think I did actually I'm not gonna lie. You know, you reach out, you reach a point where I'm just happy with how the business is doing. And I'm really not working that much on its I'm just cruising. I actually felt Yeah, I've I felt a decrease in the revenue. In the even in, you know, the, the the company culture, you know, the how the employees were enjoying, you know, working there. The clients, we lost a couple of like big clients, one specifically, because I was, you know, they, they didn't see me as involved as I used to be the business. Because obviously, you know, I didn't want to be I had manager, I had supervisors I didn't want to be so anyways. And so really quickly, we've decided, hey, you know what, let's, let's change something let's, you know, try new apps, new software's for the communication, and so on and so forth. But for maybe about six months, I actually have seen a decrease in the overall growth of the business, because we were just cruising, and we didn't, you know, try anything new or or created anything new, basically. Yeah. It's

Adam Liette
almost like to continuously looking right, and like trying, I think you can get yourself in trouble of trying to anticipate too much. But I think, just like, it's a never ending perception of just being open. You know, someone wants to ask me, when I was leaving the special ops community, someone said that, well, we have to replace you and I was in this. What can I say on this podcast? It's unclassified. I was in an experimental unit that wasn't really real yet. It was. Yeah. And someone said, Well, how can we replace you? What does it require? I said, well, two words intellectual curiosity. Like that's what you need to find. You need to somewhat find someone who's curious. And so I think just being curious is going to get you about halfway there. Because it means that you're at least pursuing new information on a regular basis. And that at least opens the door to being able to, you know, receive it and then maybe digest it and figure out what to do with it.

Karim Kerachni
Yeah, that's a that's a very good point. I like that into intellectual curiosity. I use that and use that again. And I think to add to that intellectual curiosity and also Courage, or being ballsy in trying things because yeah, you can, you know, you can research and you can be curious and you can, you know, learn a lot of things about, you know, your industry and ways of innovating and so on. But if you don't end up pulling the trigger on anything, and trying things and not fearing failure, or actually fearing failure, and you know, if you're, if you're just looking for the short path, and you're not trying things with the risk of failure, you're also probably not going to move forward, you will or, you know, go anywhere with whether your business so yeah, be curious, do your research, try new things, ask for help add to experts and others, you know, in your industry, it's, it's a tangent, it's kind of unrelated, but a lot of people fear their competition, and we see them as the enemy. And as the competition. I don't know, I've never seen it this way. And I actually always enjoy talking to, you know, in that case, other cleaning companies, because that was a it's a cleaning company that that I had, I don't know if I mentioned in my case, I talk to other you know, franchise, franchise brokers, franchise businesses, realtors, I talk to realtors and mortgage brokers on a daily basis, not just because they're my best candidates and my best leads, but also, you know, realtors are the competition to our business. And it's always interesting to see how we do things, how we can help one another. And also, potentially, how they could become franchisee but that's not, you know, always the, the core of the conversation because I love to hear from them, what struggles they have? What what is what is there feel feel sorry, on the, the state of the industry, the state of the market at this time, and so on and so forth. I think you learn a lot, you actually can learn, if not a lot, like maybe even the most from competition from other businesses that are doing the same thing as you're doing and going through the same challenges. How did they overcome it? And not just not always fear? Like, oh, yeah, they, you know, they're gonna get my clients, no, man, there is enough to eat for everyone. In most industries, you're never going to be able to get your entire market again, I'm thinking, the cleaning cleaning industry. I mean, he was in a fairly, relatively small city, I think it's like, half a million people. So it's not it's not huge, maybe 600,000 there is still enough to eat for everyone and never ever I'm going to get the entire market we have 1000s, you know, maybe close to 1000 cleaning companies. And you know, everyone can be striving, because there is just enough in a business for everyone. So back to our point, in the curiosity aspect, be curious also to get to know your competition, get to know them personally, their journey, how you know, their challenges, how they succeeded, relatively speaking, and maybe even how you can potentially work with one another, maybe you can subcontract to one another, or help you when another growing, you know, together pulling each other up. And not just like fighting and seeing each other as being

Adam Liette
Oh, man, speak my language on that one. I can't tell you how many offers I made for like affiliate relationships and people like we're kind of competing with each other. I'm like, well, but kind of just kind of, I mean, really, but we're not like, there's more than enough for everyone. Yeah. And the funny thing that happens when you do that is like adding people from my email list, buy a competing project product that never would buy my stuff. I'm like, What the hell. But they bought the moment I put an affiliate offer in front of them. So it's, like, don't take this. So personally, it might not be you it just like, they have to determine their product fit too. And so like respect your leads and your clients and update your people enough to let them make their own darn decision.

Karim Kerachni
Yeah, yeah. And for you know, and out of, you know, I feel like partnerships like this out of, sorry, in partnership like this out of like, you know, one or two clients that you may lose from doing that you might be gaining, you know, 10 new ones that you would not have gotten any other way. It literally goes both ways. If your competition quote unquote, you know, got a couple of clients out of you, you're getting a couple of clients, you know, out of them. So, yeah, like, take it easy not to be too serious.

Adam Liette
Part A part of the mindset of that part of the mindset is just seeing the abundance of opportunity. And, like, the reality is that there are so many there's so much out there for you. It's just a matter of just like staying diligent staying with it, trusting the process, having faith, whatever, I mean, whatever it takes in that I mean, I'm, I'm a big prayer guy, I love my morning prayers because they give me that foundation that strength to just keep on driving. You know, and it's like you just got to keep with it brother

Karim Kerachni
100% 100% Well, I'm Muslim. So we have five mandatory prayers a day and many that you can do in addition so you know, it's pretty much you know, all day long. So this is a huge component as well. I don't know you know, always mentioned it but it is also you know, it's something I think you would agree with that it actually gives you strength and confidence knowing that if you've done your part you know, in essence in asking you know, God for you know, for for what you need and all of that in a humble manner in in grateful manner for what you have, then in the business side, you just do what you got to do, you know, follow the process, there is literally nothing else you can do. So whether you reach the level of success you want that's great, and if you don't and it goes in a different pathway, that's great too because you know, that means you have a different you know, God has a different avenue for you and just be don't have the humility to you know, to to believe it and to and to to continue forward instead of just being being in regrets and in you know, always you know, asking Oh, why are they you know, didn't go forward? Why you know, did God not give me this or why did I not do this now you've done all your best you've asked you know, for divine intervention or help or blessings that's it now you know, move forward and see what what your journey has in has you know, for you forward

Adam Liette
that might have been that might not have been the right door for you the next ones come in the golden doors the next door Exactly,

Karim Kerachni
yeah. And I think and then that's not even just for you know, for believers or religious people like we all have experiences of something you know, crappy that happened to us, you know, an accident you know, a job that we wanted that we didn't get and whatnot and when we look back we realize where I am now it is thanks to this not happening or it is thanks to this you know, challenge and difficulty happening that led me to that to meeting my wife and having you know, my beautiful children to you know, the school you know, having that business opportunity that you know, made me millions, whatever it might be to that will lead me to this this university this college that I ended up going to that led me to you know, what I mean? And you actually can if you have this introspection, looking back at your life again in a humble manner in a grateful manner for what you have you actually realize that almost on a daily basis or on a weekly basis or maybe on a monthly basis, you have those those paths where there is the way you wanted to go the way you ended up going and you know, you often better off here because maybe here you would have had something you know really shitty happening to you eventually so

Adam Liette
love it brother sweet man dude, I could talk to you all day but do have deadlines and other things that we have to get to for the day and I know listener thank you so much for sticking around. Definitely does not go unappreciated. So before we depart here though cream where can people find out more about you

Karim Kerachni
so to connect with me thank you by the way on to connect with me personally on LinkedIn is usually the best place and my name is very unique as well so if you type my name you will find me very easy don't hesitate to you know reach out with with a message and we can connect and if they want to know more about property guys, they can actually also type my name on Google and pretty much everything is related to property guys, or they can you know go on property guys that calm or property guys franchise that comm we have multiple, you know, websites or they can dig into it. There are lots of you know, materials and, and videos and so on to learn more, who I'm looking for specifically, to be very clear on that aspect is are people in Massachusetts that Massachusetts, Florida or Connecticut, to be to be exact, that might be aspiring entrepreneurs looking for a business opportunity that is profitable, that is affordable, that could be a great fit, or people who are already in the real estate industry, real estate agents, mortgage brokers, real estate investors, even if they're not looking for a franchise or a business. We should still chat because it could be a really good fit for them and they don't know it yet. So any of those profiles. You're welcome to connect with me.

Adam Liette
Awesome, brother. Well, we will link to all that in the show notes here did this been a good one? This was fun. We don't we dove deep into a couple of things there I hope listeners if you're anything like me like I go back and listen to these at least once more take my notes and move on because we're always learning like like we talked about to bring this back to like five minutes in it's that continuous improvement that continuous exploration that curiosity that's what's gonna bring you to the next stage that's what's gonna take you to where you want to go and you're in the right place for it.

Karim Kerachni
Absolutely thank you Adam for having me and keep it up with your with your podcast as I was personally great like a great surprise as I discovered your podcast and you know doing research before our recording, I listened to a few episodes and it is high high quality I was I was very happy to to find you and now to have that have had that conversation with you. I hope it was very insightful for everyone listening here.