Welcome to Action Solves Everything, the show for those who want to stop overthinking and start producing. I'm your host, Alex Montagano, broker, leader, and founder of Lockstep Realty. Around here, we believe movement creates momentum, clarity comes from doing, and the agents who take action are the ones who win. Every episode is built to help you grow your skills, your confidence, and your career. Now, let's get to work. Welcome to another episode of Action Solves Everything. I got a really special guest, Dan Hubbard, Lockstep Realty, top producer from 2024 and 2025. And he's gunning for the award again. Some stuff about Dan. Dan has sold over 100 transactions since getting in the business in September of 2023. And then he also has put, he's done over$40 million in business. Dan is cut from a special cloth. We're grateful to have him today. Dan, what Hey, man, appreciate you having me on here. You know, it's always good to be on here with the top dog on lockstep, right? So, man, come on now. But dude, I just want to get into it like really quick, like. You've been in the business since 2023, so there's a short window of time that you've accomplished what you have. Can you talk a little bit about like Yeah, I mean, I think, you know, I was thinking about this as I was kind of prepping for our, you know, our talk here today. And, you know, what has led me to some, you know, some early success in the real estate space, right, is one, I think it's always just keep on putting one foot in front of the other. And as you make life choices and life decisions, you know, whatever that's for you, your family, whatever it is, like you just make their next choice rather than it being right or wrong. Right. And so I think part of just like this, me and my success is one reaching out to people like yourself and like mentorship. getting into rooms like we have here at Lockstep Realty and just learning and the name of the podcast is Action Solves Everything. So it's like, what is the next action item that you take in order to move forward in whatever you're pursuing at the time? And I think that's just what led me down the path of one, real estate from physical therapy, but two, why I mean, I, I love that. And I want to go back a little bit. I jumped the gun a little bit here, but you got in the business in 2023. You were a client of Daniel from our team. And, and I remember meeting you, but take us back a little bit. Cause it's been such a short window of time, help the listeners understand like where you're coming from and then what it was like getting in the business, um, leaving such a good, what would be classified as a really like. respectable, stable career, and then jumping in as a realtor Yeah, so I'll give you a little like kind of a brief high level short of kind of where I came from, right? So I'm from Buffalo, New York originally. I went to Michigan State University for my undergrad, got my Bachelor of Science in kinesiology. I was going to be a phys ed teacher because I wanted something easy, right? I thought teaching kids how to play basketball was going to be easy. But then I actually switched gears to physical therapy. I got my doctorate back in Buffalo. And then I was a traveling PT for two years. I was in Chicago, then Kentucky. And then I ended up here in Indy, and I managed a clinic with Athletico and Geist, like Fox Road, Oakland area, did that for three and a half years. And honestly, I just kind of got a little burnt out from the healthcare industry, right? I was making over six figures, couldn't complain about life, right? But I was also like, Where do we go from here? Um, kind of, you know, that was the kind of the thought process that happened around cobit. I think that happened for a lot of people, right? Um, still stayed in the industry for, you know, 3 and a half more years, manage a clinic, grew it with certain systems and processes I put into place. And then the question came, uh. you know, what's, you know, what's next. And so I started thinking about sales in that regard and talk to Daniel, who's a good friend of mine, but also was my real estate agent who helped me buy here in Indianapolis as well. And, you know, we started talking and, you know, we were kind of like, what about real estate? Right. And so I started you know, what you'll learn about me as I do a lot of due diligence and reading podcasts, learning about something before I jump into it. But then I also do take action right away and do it once I know it's something I want to do. And that's what led me into the real estate space itself. So it's been a little bit of a long journey. I've made a career change at thirty three years old. You know, so I was thirty three when I jumped into real estate and went from making six figures to Yeah, I think something I appreciate so much is when we had our original conversation, I remember you came in the office, you had read a bunch of, like you said, you're reading, you're prepped. And in our conversation, look, I can look back and laugh at this. But when you came in and sat down, I was like, hey, if you want to work here, you got to quit and go full time. And we have a rule now at Lockstep where we don't do part-time agents. And it's not because you can't have success being a part-time agent. It's just because the level of production, professionalism, and standard to the industry that we have in our room requires you to be full-time. And at the time, it was more of a test for you to see how interested and committed you were to doing this career. And so I was like, hey, pass your test, quit your job, come be full-time, and let me know what you think about that. And I think we talked, it was like two weeks later, And you, you're like, Hey, I want to sit down again. You walk in and you're like, my last day is, you know, September, whatever. Um, I'll have my license at that point. And I want to start that day. And look, as a leader of the room, there was like a ton of pressure to like, push back to Daniel and I, because it was like, man, Dan's walking away from a six figure stable career. I told him to quit his job and we would make it work. We have to deliver on that. And what's amazing is that first year in 2023, you cut your teeth, you do a couple of deals. And in 2024, I'm looking right now, 44 transactions, $14 million. Help the listeners because there's going to be folks that listen to this that are new or that are struggling and they hear like, how did he do 44 deals? And so like, talk about what you went through as a new agent. And then what are some critical decisions that you made that helped you Sure. So I think one of the things, one of the background, like the thing that helped me was I was so used to, let's call it a nine to five job. Obviously, it was way longer than that in the physical therapy world. But I was just so used to that structure that I was like, I just transitioned. that into, okay, well, I work from 8 a.m. until 7 p.m. like I would at my corporate job, if that's in the office, if that's whatever that is. And at the time, I didn't know what that 100% was, but I remember I was either one or two of the first people in the office, and I was the last person to leave. Even if I was just sitting there looking at, you know, EXP modules and trainings and, you know, whatever it was, right? But I do remember there was a time, you know, I came up to you and I said, all right, so, like, I've got all my trainings, you know, I have MLS, MIBOR, all the things, like, what do I do? And you're like, well, here's this list of numbers. These are expired listings. go call them. And I was like, what do I say? And we had that conversation of just dialogue and scripts. And that will get into a little bit of later in my real estate journey of what led me down a path of real estate coaching. But I just was like, all right, I have nothing to lose. I left the job. I have three months worth of expenses saved up. I know there's a 90-day rule in this business. What you do now, you'll see in 90 days from now. I was like, start cold calling. I didn't do a whole lot of business from cold calling necessarily, but it gave me the structure. just like the mindset of, if you're not on appointments, what are you doing? You're prospecting and that's cold calling or door knocking or whatever that social media, whatever it is for you. But for me, it was cold calling open houses, Zillow, we're going to like different online leads, those types of things. It was like, my structure was this is a job. This is a career. This is a business. It's not just a hobby and like a, Hey, I'm out here selling houses. So I Yeah. And I think, um, having a seat at the table to watch that, I, um, that I felt very confident in your capabilities of like where you were heading early on, you know, And I'm pretty transparent about this in 2012. And I got in the business, I got in an April and I didn't wake up till I ran out of my runway of money. Okay. And, and for you, like you hit the ground, you walked in the door and got to work right away. And it was like, I don't necessarily know what work to do, but I will work and I will show up and I will. And on Jared Cowan's episode on here, he was the first episode we did. He talked about, the same thing of treating this exactly like a job where I have to be in the office at this time. And then if I don't know what to do, I need to be doing something. And look, it's really, you know, as a realtor in building a real estate business, it's all centered around the number of conversations you have with people. You know, everybody can own a home at some point or has a desire to. And it's just really oftentimes it's like building relationships with people and having those conversations to learn if you're the person that gets to help them when the time comes. And, you know, a testament to you, like, you were great friends with Daniel when all this started, still are, but your guys' networks and your spheres had so much overlap. And so it was like, hey, I know I'm not going to get that business early on, so I'm going to go elsewhere to get it. So share with the listeners a little bit, like, how you started getting it and what are some things that you did Yeah, so I'll take a step back first. I think why I was cool with the cold calling and door knocking and those types of things, because in my real estate space, every interaction in the beginning was cold. You could call it warm because they're coming for a service from me, but I had to educate, show my expertise, gain trust, build rapport, everything that we do in the real estate space in a matter of 30 seconds of meeting someone who's coming in with pain. And so I just transitioned that into, OK, I need to build trust, build rapport, and talk to people that I've never talked to before and say, hey, this is a service I can provide, and this is how I do it at a very, very high level. Let's work together. So I think that's what led me to like, the initial cold call and doorknock, but also like, I did a lot of Zillow, like online lead in the beginning, right? So it's like, answer every phone call, go show a house at 7pm, go show a house at 8am. My wife will be there like, when did I get home, right? Like, there's a lot of like, you just put the pedal to the metal and you have to do it when the client is able to do it. But I think then what like led was like, you know, you and I had this conversation of, hey, Dan, what you want to do in this business, I can mentor you. I've done it. I've been in your shoes. I've been successful at it. But I think what you like, you told me you're like, you need to go and potentially look into coaching. Right. We had that conversation probably in like January of twenty twenty four. Right. Very like I didn't make close three deals at the time. And then so I think what transition was, OK, I have the grind, the hustle. I have all of that. but I need some skills and systems and processes that I need to build upon. And you're like, for you, right, you're running a team and running lockstep and you have some more administrative stuff there was like, let's go look into some coaching for you. And that's kind Yeah. And I think I remember that. And I had never pushed a lockstep agent into coaching before. And there were some people that were like, dude, this is nuts. Why would you do this? You're pushing him away. Like, isn't that what you're supposed to do? And I tell this story, I was, I had lunch with a really good friend, Steve Robbins. He was on the show as well. And we were talking earlier about today's episode. And I was like, man, I encouraged Dan to get into coaching. And I said, but I did it because the stuff that I wanted to help you with was much bigger vision than the small things with inside of a transaction or like, Hey, what do I do here with my CRM? Or what do I do with this conversation? And so like, And what's cool now is the lockstep infrastructure has, you know, Daniel does some of that and Kristen does some of that and our agent trainings do some of, so much of that. But I think what it's really done for you, um, is understand business at a much higher level. And so like, you're not just learning how to do a real estate deal, but you're learning some of the things about carrying yourself like a professional. You're learning about like, look, like, You're coached by some of the best coaches in the world, and a large majority of the people that are coached with that company are million-dollar commission agents. And easier said than done in some markets, but it gives you the belief and the metrics and the targets to go. Oh, man, I can dream bigger. I can work more efficiently. I need to continue to improve my skills and get more confident and And I remember it was like, coaching's not cheap, right? And it was at the time where I was like, hey, I probably made like five grand to my name at this point. And I was like, hey, Alex, will I laugh at this amount of money six months from now? I remember having this conversation with you, and you're like, 100%. And I look back on it, and I still pay for coaching today. Do I always need it? I don't know. Maybe not, maybe. But right now, it's something that keeps me accountable. pay the money because it's worth it from a mentorship. Again, it goes back to this whole podcast of action solves everything. It's like, that was my next action in order to pursue the goals, the big why that I have outside of just selling real estate. I'm a CEO of my business. I'm treating this as a business, again, not just a job, but this is a business and that's how my viewpoint around the So, you know, let's come to today a little bit because I think Dan of 2024, even much of 2025, look, your personality was so like rigid in focus on like your goals and paying down debt and this wire, that wire, this or that. And I think what's been really cool to have a seat and watch is like, you know, you've approached me and been like, hey, I want to lead some more trainings or I want to be more helpful. And I've seen you pull some agents aside, some of the newer folks and like spend time with them and give them coaching on your own and some things like that. And I look, I think part of leading folks is like helping people believe that they can do the same type of leadership with their peers around them. And it's, you know, when the student becomes the teacher, that's where the magic happens. Right. And so to like watch some of that, Talk about your personal transformation as to what has given you the confidence to do that and why are you... Just Yeah. I think part of that came from... I read the book, Start With Why, by Simon Sinek. I was like, okay, I'm good at transactions. I'm good at converting people into growing relationships. And I come from a place of service in my business, right? It's not like deal, deal, commission, commission. And it's come from, what is your problem? How can I solve your problem? And yes, does that lead towards making money? Sure. But I was really kind of struggling a little bit with like, okay, what is my big why in this space, right? And I did a lot of soul searching and journaling. And I'm very mindful. I'm very self-aware. And I was reading that book. And I came, and there is a contribution component to my why that is important to me. And that comes from my parents were ministers. I've done 11 mission trips, both domestically, internationally. I get a lot of joy and enjoyment of helping other people in whatever it is. It was in physical therapy. It was building a house in Mexico. It was whatever it is. I realized that contribution was such a big part of my why. And I think this year, 2026 alone, I was like, I can't just put my nose down. Because 2025, I was kind of in my own lane. Deals were hard. I was just like, I can't help anybody. I got to help myself. That was kind of where I was. In 2026, I was like, I don't find joy in that. And so I think the contribution piece of my why is what brought me into, hey, You know, we have some agents on our team that I can see the light like the same as me, like the grind is there, but like maybe they just need a little skill or accountability or whatever it is. And I was like, I can provide that to them. So, yeah, I think that's where it kind of that some of that contribution came There's a couple of lanes I want to take, but the first thing I want to hit on this concept of like, When you are tunnel vision, your own business, I'm helping me. I mean, my story, everyone knows it. I tell it all the time, but I'll say it again. It was like, don't look at my homework. I need to get my work done so I can go live my life. Okay. And it, it wears on you. It's like, you look around, there's nobody to share your success with, um, whether it's like, and look, you tell your best friends over and over again, I sold another house. I sold another house. Like the joy and the celebration isn't the same on at house. You know, you've sold a hundred houses on house hundred, no matter how big it is. It's different. It's not the same, you know, house one. It's like, Oh my gosh, Dan. Yeah. And I remember that stuff. And so like, In building lockstep, it was more like one, I needed help, but two, it was like an opportunity to bring people on the journey with me. It was like, man, this is fun. I'd always played sports. There was, you know, like. played baseball, the dugout and the locker room and the ball field and all that stuff, that's where your relationships are built. And so what I think is a special thing about lockstep is we have this room of people that all care and pull the rope in the same direction for a best version of self. There is nothing and no standard and no requirement of transaction. Hey, if you don't do 10 transactions, you can't work here. It's just what is the best version of self and are you pursuing that? And so you identifying your best version is more than just somebody that does a shit ton of real estate deals. That's the thing. You did 44 in 24. You did 47 in 25. You could do 60 this year. And then what? And then what? And then what? And it's like, yes, you're making the impact on the clients that you're helping, but also there's peers in here that really look up to you. And I think, I just appreciate that you've taken the time to invest in those folks. I know they do. And look, there's some folks right now that I see taking on the cold calling journey. And it's like, I know that you're a bit of a push behind that for them. Yeah. I won't say names of the agents and things, but I've enjoyed that mentorship, mentoring others, and pushing them past their own limiting belief. I have an agent here that we've been accountability partners on cold calling. And he was like, Oh, I want to do 5 million this year. I was like, No, you can do 10. Because I know he can, right? I know he has the ability to do it. It's just, is there a belief that someone else needs to pursue that for him and with him? Not for him, but with him. And that's been joyful for me to watch. And I'll tell you, 2025, I probably wasn't that fun to be around all the time, like I was kind of pissy all the time, right? But I've just had a little bit, I've had, I've done more business up to this point from January through April than I've done in my career at this point, but I'm having a lot more fun because I, and I contribute that to contributing back to others, right? So it's kind of like fun for me to see that develop into my own self, right? You Can you touch on, you've mentioned Simon Sinek's book, Start With Why. That is obviously what's bringing so much joy. You're lit up in this conversation right now, but let's hit on what your big why is. Yeah, so if you can see my phone, I have it on the back screen because he told me to do this. But it says, I build my business to give my family and myself the freedom to choose, the strength to prove, and the means to share. And what that means to me is the freedom to choose is everybody's financial wealth and financial freedom and having to be able to do what you want because you've made enough money or you've invested enough and all this stuff. The strength to prove is a little bit more of a deeper conversation of, you know, growing up feeling like I always had to prove myself to my friends or like, you know, peers or whatever family or whatever that was. And like having the tenacity to prove that I can do something that everybody thinks is so hard. Right. And so like every day coming in here and pushing myself to a new limit, to a new ceiling is my ability as my why of right strength to to prove. And then the means to share comes back to just a contribution. Right. One, I want to give monetarily. Right. I want to get like I go to church. I want to I want to give monetarily, but I also want to give of my time and my other skills outside of helping people buy and sell and invest in real estate. So that's kind of like this the three things, but it all comes back to, you Man, there's so much good in that. Chip on the shoulder, like, I mean, to just explain so much and having the opportunity to spend so much time with you, but look, I think I've seen this. It's like this new thing. And I don't know if it's the universe. I don't know if it's just this trend, but it's uh, happy Okay. And look, maybe like, maybe that's, you know, is it somebody's way of like taking a shortcut and saying, Oh, I'm actually happy. So I don't want to all my dreams and all my goals. And so I think there's like a personal assessment associated with that. But what I would say is that I remember too, sitting in a Remax office in 2016, 2017, working with the lights off, door closed, saying, don't come in my office, we have too much shit to do. And so when you're like, dude, I was pissy last year. It's like, where we do this thing as like high producers or like people with like really big goals where we make it about like this year, this right now. And Drew Schrader, love the guy. He has a comment, uh, saying, think about the career, not the year. And so often when we set goals, when we talk about goals, it's like, Hey, what's your goal this year? And it's like, I want to sell 60 houses for $25 million. I want to make $400,000. I want to do this, this, and this. And it's like, And if you don't get there or if you're behind, everyone around you suffers. And that's not, that's, that sucks. I mean, I just remember what it was like. I remember the decisions I would make, like everybody that was in my way was like getting out of the way because it's like, I And I have talked about, like, when, you know, in here and like goal setting and the team is like, what does that 400 K like, why that number? What does that do for you? And that's where me and like, there's a little bit of transition. I was like, well, I have this number because this will allow me to do this. And this is building something that's beyond me that, you know, and so I think like, You know, we push on like goals like, oh, I want to sell 25 million. This is like, OK, but why? Right. There's going back to like the why part of it is like, why? What does that do for you? Or is it just a number that you made out, you know, you So it's an old coach. Two things, one coach, you say, you know. Losers have goals, winners have systems, right? And look, we do this all the time. Another coach I have would tell me, at the end of every year, give yourself a $50,000, $100,000 raise, and that's what your new goal is. And so there's no meaning behind that other than a financial gain. We're paid really well in this industry, but also we work very hard. I think your conversation and your identification around the importance of contribution, and look, it doesn't have to be like going out and helping an agent. It could be giving back to the industry or donating or anything like that. I think it's so easy to lose sight of that because it's like next deal, next phone call, scarcity, all the negative around the market. Open your phone and inventories are the worst they've been and the interest rates are unstable. And if this happens, we're going to have this. man, I better keep this extra dollar back in my pocket. And it's no way to live. I think coming from abundance is such a, it's, it's such a more freeing way to live. Um, and the universe gives A hundred percent. Yeah. I think, you know, I think abundance is a mindset thing. Right. And like putting that stuff out in the universe of, you know, I, you know, I will be given abundance. And I think, you know, to your point, it's like, you make all this money and it's like, part of the reason I got into real estate was like flexibility, right? Flexibility, which is a bunch of BS if you ask me, but like, but there is flexibility in the sense of I wanted to get back to a little more volunteering and having the time and now have I done that? No, I've been really focused on my career and building this business as the CEO of Dan Hubbard within Lockstep Realty and in this real estate space, but like, This year, again, giving back to agents, but it's also like, no, I want to, let me get back to, you know, going out and building for Habitat for Humanity is something that our team is going to be doing together. But it's like, can I do that beyond that, just that, right? And it's still in the housing, you know, the housing world, right? You're still doing that kind of stuff. But getting back to like, I have this goal now, right? It's like me in the middle, it's my real estate business. It's potentially some entrepreneurship through acquisition of small businesses. And then it's maybe rental portfolio, but like those three things mean the kind of the center of that Venn diagram. But then what does that trickle down from like a financial wealth perspective is to then give back to my community and then ultimately give back the world somehow. Right. It's like using that financial freedom, that financial wealth, however you want to define it. and being able to contribute. So I guess a big of my why, you know, as we talk is like, I do have a lot of like contribution is a big part of, you know, future, Yeah, I think Especially when you start finding people that are like-minded and are hungry to learn or open to receive. So it's like people that are coachable or people that are in need of help. Lockstep, we do something every year, Lockstep Gives. It's like, I thought of it a handful of years ago. I felt like we were under-delivering on the community service side of things. And it was like, this is a low-hanging fruit way to give back. And what's so cool is, one, to watch how excited and supportive our agents are. But then the people that you're making the contribution to, that's amazing. The calls with our clients about what we do with it, it's always like, insanely well-received. And it's just cool. It's like, look, we're fortunate folks here. Like we sit in the driver's seat every single day to be fortunate to make these decisions. It's your job to make them. And look, not everybody does. And that's OK. But boy, if it's important to you, you should do it and you should overdeliver on that. And so, man, I love that you're that's a driver for you. And, you know, Where is Dan going now? Talk about the rest of this year and what does future Dan look like? Because there's been Yeah, I think I touched on a little bit. I have this vision, right? And a part of that is the entrepreneurship in me of like, all right, I want to build something beyond just my real estate business, right? And so I think the rest of this year is to keep on putting the pedal to the metal because one, I enjoy it, but two, it's going to give me You know, kind of from the investment speech perspective, the capital to invest in the things that get you the cap, you know, you know, kind of that trickle down cash flow that gets you eventually your time back. Right. I think that's what we all do. It's we all strive for is like, how do we like I know there's a book that we the team was like, you know, buy back your time. Right. And so it's like. I think the vision for me now is, you know, my family is growing. Right. So my wife, Michaela, And I know that that can change some of those those things. you know, with time, right, right, allocation of time. So I'm like, okay, I got, you know, I got some time to push. But like, what does that look like for the rest of this year, and then to build long term? Right? So I'm starting to think about five, 10 years from now of what do I want to have in place so that I can be present for, you know, my family, right? And not have to be grinding the phones and door knocking all the time and all those things, right? So I love to do that. And I don't think I'll ever stop fully, but it's like my vision now is how do I do so well, come from a place of service, sell a lot of houses to then fund this other business entrepreneurship that I think Look, man, I love hearing about you and Michaela starting a family that's so exciting. Michael and Willa have their first soccer practice tonight, and my afternoon is like really, really packed. And I'm, Maureen's like, can you pick the kids up? And I'm like, I, when the kids are like getting ready for bed last night, there was like this pressure as a dad to make sure that they're like dressed ready to go at the soccer field early for practice. Cause you know, it's like what you want. And it was like, man, this feels weird. And look, I remember sitting in the seat as an agent. before I got married, before I had kids thinking, I have no idea how I'm going to do that. But like, look, like full circle back to your stuff in the beginning. It's like one decision at a time to try to get yourself in a position to be able to do that. And, you know, somebody is like, you know, I have a meeting after this I'm going to run to. And it's like, I have a hard stop at this time because I have to go get the kids and I'm going to soccer. It's just like, this affords us the opportunity to go do that. And, you know, there's some folks that don't have that opportunity, privilege, or they don't, that's not their driver. And, you know, for me, it's like, that is important to me. I hold three goals, man, recession-proof business, present dad, or present husband, present dad. It's like, here's your opportunity to deliver on that. And I'm, you know, I'm thrilled to be able to do it, but I think, Looking back at your other side of things about like, Hey, I'm going to hammer my business. work as hard as I can right now because that's what the time affords. I think, you know, you talk about, Hey, I want to invest. And I think true wealth is created from a couple of things. And it's like, you need to have long-term investments and that could be like investing in the market. It could be like buying multifamily that you're planning to keep forever. Um, but you also need what a good friend, Brandon Brittingham of mine would refer to as a cash machine. And so the cash machine for you is like, You get a client, they buy or sell a home, they transact, you foster that relationship, and you're paid. There's short-term opportunity in that all the time. You could answer a Zillow call today or a call from a client today and be paid on it in 30 days. There are things that can create a cash machine where it's like, how many times can you get paid? Your goal is to get paid 60 times this year, 60 transactions, 60 paychecks, one a week plus a couple extra for Christmas. And like having that cash machine is critical on the investment side. And I think it's easy as we look at this to like, Hey, I want to shift my energy or shift my focus. And for you, it's like, you have to continue to make that money right now. So you're in a position to do these other things. And that may be like, Hey, I want to go on this trip. Well, or I want to put my kids in this school or I want to do these things. And it's like this affords you the opportunity to that. And look, when the baby comes or when life changes. Just Right. Oh, I understand. And I think I've you know, in our conversation, there's like, you know, shifting focus is a little bit. But in my mind, again, I'm very self-aware. I'm like, Dan, you still have to be really freaking good at your job. Right. Because if you start to lose focus or whatever it is over here, this doesn't ever happen. Right. And so I've had to remind myself as I maybe start to go down like, oh, I look at I'm going to underwrite this deal and underwrite this business and do this. It's like, well, like you still have to service your clients. You still have to service your friends, your sphere, your whatever that is that because this is what's going to fund this at the end of the day. And so like keeping those two aligned and knowing like, hey, you still have to really be really good at your job, which Yeah, dude, I love that. Dude, this was awesome. Is there anything else you want to share with folks today about you and what you're working on? No, um, you know, I think, um, I love, you know, you and I kind of cut from the same cloth, right? Like you're someone who I, I, you know, when I first came in the room, like I was like, you know, Alex, like what Alex has done. And at the time was, do I want to start my own team and all the things that I, you know, you and I've had the conversation that that's might have shifted. Right. Um, but like you were somebody who was like, well, What did Alex do? Just do that, right? Because that's how I've been in my life, right? I was thinking about this as I was preparing here and I was like, you know, there's a time after college, you know, we maybe all drink a little bit too much, whatever we did in college and we get out and we're like, all right, we got a couple LBs on here that we got to get, you know, we got to shift here. And I remember working at a steakhouse and the bartender was jacked and ripped. And I was like, tell me what you do and I'll do it, right? And I did and I got jacked and ripped and like, I was like, okay, like, so like, in my mind, I'm always like, okay, put yourself in the room of the people that you want to be like, right? And I know for you, like, for me, and for you, that's, I mean, you are that person. And obviously, that expended into coaching and those types of things. But so I, you know, I want to give you, you know, credit where credit is due of like, hey, like, I looked at you when I first entered the room, I was like, what did Alex do? OK, I'm going to do the same thing. Well, I appreciate those kind words, Dan. It's not going to guarantee you're going to get the next lead that comes through here, but it is appreciated. And look, of course, with a podcast called Action Solves Everything, there's something to say for like, it's one thing to be in the room, but it's another thing to do the work associated with it. And it is such a simple core value of locksteps, but it's the one thing that I always go back to when it's like, when we're driving success and we're pushing for production or whatever that may be, is it's like, Are we doing the work? And look, that's as a leader, it's as a staff or an agent. Are you doing the work that you said you would do to achieve the goals that you've set for yourself? And if not, either change the goals or do the work. And it's very simple. But there is something to say for being the person that just rolls up their sleeves and gets their hands dirty when it's time to do so. And look, you're somebody that's done that. And I'm proud to call you a friend and have you in the room. I'm very grateful for that. But where can Yeah, I mean, I, you know, I was real estate on Instagram. I think Facebook is like Dan Hubbard dot 71. I don't know. I don't know my social media stuff, but that's where you can find, find me as just Love that. And then look, the podcast is about taking action. So a question we ask everybody, um, Yeah. So I, you know, I personally can take us just like one step further is like, for me, it's consistent action solves everything. Right. Um, I think it's. For me, it's like, it's a great first step to take action and to do something and to say, Hey, I want to do this. So what's the next action item that's for me is what's the next action item. But then to taking that as a little step further is. How many times can I do that? As boring as it is, because I know that action consistently is what's going to let me win in this, you Love that. Dan Hubbard, Lockstep Realty. Grateful to have you on the show today. We'll talk Thanks for listening to Action Solves Everything. If today's episode pushed you, challenged you, or helped you even take one step forward, send it to someone else who needs that same nudge. We all get better when we grow together. And if you're looking for a partnership that actually believes in coaching, collaboration, accountability, and actually becoming the best version of yourself, shoot me a message. at all social handles, at Alex Montagano. That's A-L-E-X-M-O-N-T-A-G-A-N-O. Remember, success rewards the ones who move. Take action,