Top Performing Entrepreneur Survived a Heart Attack with 12% Survival Rate with Karl Freund

Speaker 1: 0:00

Welcome to the Limitless Mindset Podcast. My name is Blake Clark and I am the founder and visionary of Limitless Real Estate and also the team lead of the Clark team. My goal with this podcast is to show you that your possibilities are truly limitless with the right mindset and outlook on life. On this podcast, you're going to hear from not only myself but also other members within our brokerage, as well as my team, and we're going to be discussing all things real estate, mindset, goal setting and what it takes to build a good business and succeed in life. Thanks so much for joining us and welcome All right guys.

Speaker 1: 0:30

Welcome to another episode of the Limitless Mindset Podcast. I'm stoked. Today I got a good friend of mine, carl, here. We're going to dive deep. I love, I'm super excited about this because Carl shares a lot of the mindset that I do, which excites me, because I feel like there's not a lot of us out there that are small boutique brokerages. We didn't go big box and we're just kind of forging our own way and I feel like we have to fight a little harder. We don't have as many resources to really create a culture that's already in place, so I really gravitated to Carl because I kind of found them online. We'll go into some of that, but it was cool. You own a brokerage. I'm like that's cool. We all know brokerage owners. But it was more of like his mindset. He's very similar to how I am with this thought process. I think we're both an R a taste indicate us all that stuff like that. So I was like this guy's my, my guy right here. So, without further ado, energy else is dude privilege and honor.

Speaker 2: 1:15

Thank you so much for having me Cause, I mean, this is something that you know. We've been trying to do this for quite a long time now, and so you know I can't say enough good things about you, blake, because genuinely, there's like few people that I look up to and you're absolutely one of them Just with the mindset and you're a fucking savage to you know, like I probably myself of being up early and getting shit done early, and you're up like a three thirty probably, I don't know what time.

Speaker 1: 1:40

You're at three thirty three o'clock right now. That's ridiculous.

Speaker 2: 1:42

So hats off to you, man. I can't do that I'm just not that motivated.

Speaker 1: 1:47

Yeah, but you're so we'll probably dive into some of your health stuff. But number one, you'd like posted a picture that your day you're like freaking still shredded six back to shit and you had a heart attack. I'm like this guy's kicking my fucking ass and he's got like half the dude. What's today's date to his 18th? 18th, yeah, it'll be six months tomorrow.

Speaker 2: 2:03

Yeah.

Speaker 1: 2:04

So which is crazy, by the way, which one triple dive into some of that. But yeah, like I saw you on Facebook, that's when I really him and I really started connecting. So I'm like what the hell is dude's freaking shredded in such good shape and he's had a heart attack? Like it's got to be the stress and real estate or something.

Speaker 2: 2:16

Yeah, 100% of that. I mean, god damn, it is so funny because I'm forty four, I'll be forty five in two months and you know, when I was having a heart attack, I didn't really think I was having a heart attack and I was like I mean, there's no way. It's anxiety, it's something. It's not a heart attack. And not only was a heart attack, but it was the wood maker, which is literally the most deadly heart attack. You can possibly have survival rates only 12%.

Speaker 2: 2:39

You know, so I genuinely think that I'm here for different purpose. Men like God kept me here and just you know, and I was thinking about it on the way here. It's so interesting to me because tomorrow was a six month anniversary in six months I shouldn't have had, and so I really think about it in form of I've had two different lives. Now, you know, I've had the life before the heart attack and the life afterwards. In the life before the heart attack was for me yeah, that was my life. Right in the heart of the post heart attack life is for everybody else, yeah, and this is my time to really to give back and to take all those lessons I've learned, all in the hard way. By the way, I'm sure you have to and help people learn and not to do dumb shit, you know, because I've done all the dumb shit, yeah, so just don't do that Just called experience.

Speaker 1: 3:23

Yeah, for sure.

Speaker 2: 3:24

It's, you know, my buddy Trace we talk about all the time. You pay for the education one way or the other, whether physically, monetarily, write the check and go to university or whatever it is, or through just experience. You know, unfortunately. You know the world's a cruel motherfucker right. And so you know I'm dumb and I do dumb shit all the time, and I've learned a lot of lessons that way.

Speaker 1: 3:48

I think we've told them. Yeah. So I think some of the smartest, most intelligent people I know and some of the people that are uber successful, all have paid the price.

Speaker 2: 3:56

Oh, without a doubt and I talk about that a lot because it's not just financially.

Speaker 1: 4:00

Everybody hears that term of like pay the price financially and it's not. It's not just cutting a check. That's part of it. You got to cut a check to you know any custom business, education, coaching, mentoring, things like that but there's also the price of just the really hard shit you got to go through the stuff that nobody's willing to actually pay the price for, like sick and up early in the mornings but in the workouts and staying in shape, taking care of your frigging body, things like that. You know what was the mindset? This was a crazy thing to me is is you're in good shape, you work out and you had a frigging heart attack. Man, what was your thought when that happened? You're like was this? Like how the hell is this happening?

Speaker 2: 4:32

Well, dude, it ruined my ego in a big way, because a big part of me, my, my ego, was based on how I look, you know, in the pride that I had on taking care of myself. And then, you know, I did a lot of kind of preaching on keto and different shit. You know, I got diagnosed with diabetes about five years ago and I think, realistically, you know, I kind of fucked up and it was like, you know, here I am preaching about health, doing all that shit, and then I have a heart attack, you know.

Speaker 2: 4:57

so, like what a freaking just fucked up, you know, and so that really hurt my ego and, due to so funny, I'll rewind this for two seconds. We had a reward ceremony, and so what's really ironic actually, let me tell the story for two seconds to give context to this.

Speaker 2: 5:13

This was a Thursday afternoon. It was January 19th, thursday, january 19th, at about noon, and so we had on that next Friday, which would have been whatever the 28th or what. I don't know what day would have been the 26th, 27th. So that day we're going to have a reward ceremony for the company for the awards for 2022. And we had a lender partner and something got jacked up. We're going to split the venue 50 50. And I don't know if they just didn't charge the lender's credit card or what happened to it. Right, it got jacked up. We lost a reservation. So 10 minutes before noon, noon was cut off.

Speaker 2: 5:49

You know the chick texts me hey, we're canceling the reservation. You lost your 4500 bucks. I'm like fuck man. I was like super pissed off and I think that's kind of what triggered it.

Speaker 1: 5:59

Just elevated the heart rate. Yeah, I was super pissed and dude.

Speaker 2: 6:01

You know it's so funny is like usually I'll snap back. You know, pretty quick I can be an emotional dude. Sometimes I really try to keep my calm, but sometimes you just push that right button, dude, and I'll fucking snap. And so, like I was like just just chill, just just relax.

Speaker 2: 6:14

I'm like all right, I'm just go cook some burgers you know, and so that had happened and that triggered that heart attack and just that that little added stress. But I really think it's been a combination of having diabetes lifestyle. You know, I don't know people know this, but I was a nightclub DJ. I used to work until like four in the morning and then I'd wake up early and go work a day job, you know, and so like it wasn't always real estate.

Speaker 1: 6:36

Just not taking care of it.

Speaker 2: 6:38

Yeah, and so, like my body has just been, you know, just got the short end of the stick. And so here I am, at 44 years old, I have heart failure. It's caught up with you. Yeah, man, you know, and I'm on 19 medications. I counted them, you know, 19 medications keep me alive. And so, you know, here I am. God, please just learn from me. Eat fucking healthy, you know. And it's so funny because the exterior, you know, version of you doesn't really reflect the interior. Yeah, I look at it on the outside but, dude, I'm dying.

Speaker 1: 7:06

I'm literally dying. I just made a story about them on Instagram this morning. It was crazy, because I was like working out, and everybody asked me that, like why do you get up early and work out? Cause I just care about myself.

Speaker 1: 7:14

Like yeah you know, what's funny is like in your twenties, like I was just like you know, like drinking, it wasn't terribly. I went through a very small phase when, I think, when I went from construction and hard labor to like my first desk job, I gained a lot of weight just because, like I'm exactly changing lifestyle. Right, you're like, oh, I'm used to being super active and out in the sun and working to like sitting in a chair while you're eating. Habits don't change when you're super active. You could eat whatever the hell you want burgers, all that crap, pizza and then none of that changed for me. I was like, holy crap, I got super heavy and stuff. And then I think like 25 or 26 typical crap broke up like his mom and stuff went to the gym, start working out because I had nothing better do with my time and I was like I feel like shit and I need to put myself back on the market and get in good shape. And so I've always been pretty much in shape past that, but the diet hasn't been on point. But, man, like you start hitting 30 and things start hitting you different, like I started developing weird allergies and stuff.

Speaker 1: 7:59

I don't know about you, but the crazy thing is for me is I feel like time's running out and I value. I feel like we're in the second half, I'm turning forward and 39 or turn 38. I mean, but I feel like life's halfway over for me, which I think about in a very, you know, weird perspective. But because of that thought process, I'm like man, I've got not a lot of time left. You know what I mean. And then you really regret, like you said. I look back and I'm like I wish there was a lot of time, like not taking care of myself. So now I think most people go through this form where you're like okay, I've got the back half of my life. I really got to pay attention to my health and wellness and stuff, which is that's why I preach it so much. I'm like young people don't understand you can get some really good longevity if you just listen to me. So I'm getting all the bone creaks and the back, yeah.

Speaker 2: 8:36

So what's really funny is I I resent my former self for not taking action sooner.

Speaker 2: 8:42

Yeah, it is probably the hardest thing I'm dealing with right now, because I don't even know how to express that to myself. I literally resent my former self for not realizing life is super short and not taking those opportunities I was given or not running all the way through. And you know, I do a self audit pretty often and I look back and I'm like because I ask other people this and this is where I feel like a hypocrite a little bit. I'm asking people have you gone all in? Yeah, you know, and it was funny because I was speaking to a room about 75 people not that long ago and I just surveyed because I'm kind of curious dude, sure, out of the 75 people, how many people here have actually gone all in? And when I say all in, like everything you've got to where for an extended period of time, where to be 30 days, 60 days, six months a year, going all in means at the end of every single day you're like fuck man.

Speaker 2: 9:33

I got nothing left, dude, I'm just nothing left. And you put it all out there and one person one person raised his hand and he happens to sit on my board. So I'm very proud of that. But then I self audit have I actually gone all in? And the answer is no, yeah. And so here I am. You know, I have heart failure. I've got a limited time left, dude. You know, doctors they'll never tell you, but the research I've done is realistically three to five years, you know. So my heart's fucked up. You know, I don't think people really understand how bad it is, you know. And so it's so funny because they always try to give me advice. You know, take all these oils and this pills and shit, you know, so auditing it, I'm like

Speaker 2: 10:14

why didn't I go all in? And I have a hard time reconciling that with myself because there's no reason. Is it my ego? And I think that's a big part of it. You know, and I think when you truly get down to the inside of who you actually are, your ego can really hurt you in a lot of different ways, because your ego will prevent you from doing things that may expose you to risk like failure or success. And it is so interesting because I think that people are more scared of success sometimes than they are failure. Three, 100%. And you and I had lunch not that long ago. We talked about this, yeah, you know, and it was so interesting to me because what is it? Is it being an outcast? Right, because being a failure is an outcast, but also being a success could equally be an outcast. And people do view you differently, you know. So a lot of people are like yo, why don't you just chill, man? And I'm like dude, you don't know me at all.

Speaker 2: 11:06

You know, and so just relax, man. You got three, five years left. Just go take a vacation. You don't need to work. I'm like fuck dude, you don't know me, and so that is. Is that them trying to bring me down to their standard? Is it everybody trying to conform to this bullshit narrative that we have of mediocrity? You know, I generally don't know the answer. Man, what's your opinion on this? Because I can't figure out what it is in the human brain that will not allow us to fucking go all in.

Speaker 1: 11:35

I think, in a way, you hit the nail right in the head where, if I could summarize it, I do feel like an outcast in some ways. There's not a whole lot I think this is when we were talking about this kind of off off my tube but I think that society is not really moving in a direction that I'm proud of, you know, and I don't think we're heading in a way that like instills pride in what one does. And when you really think about it because I study history, I love history and when you really think about it, you think about how hard life was like. When I say hard, it's just, it was normal life. At that point I don't think they looked at it and say, oh, our life is horrible, it is what it is. You hop in a fucking wagon and you go across the country for 18 days to get one place or the other. You didn't have the luxury of air conditioning, you know a Starbucks and every morning, and when you really think about that and you zoom out from like a bird's eye view, people have it so freaking easy, and they're so. I always ask people like why don't you just do that? Well, it's just hard. Well, why don't you get up and go to the gym and just work out and like, well, it's hard and that's like the common theme People are. We are literally. It's a society. It's all about fast, easy, quick.

Speaker 1: 12:31

Some of my biggest like if I had to really look back and we were talking about this also some of the biggest challenges I ever fader also what were my greatest lessons and maybe who the hell I was and was like I'm not doing that again and it was like super stressful but it throw a lot of adversity. But now the risk I take today doesn't look that bad. It's like no, you don't understand the risk I've been at and like what, what? The downside of what I was facing. And I know you, you know off camera, face to you, and I have both seen like no, we know what the bottom of the bottom looks like. I didn't come from a whole lot, so for me it's why I got nowhere to go but up.

Speaker 1: 12:59

And then it ties into like the running out of time thing right now, where I'm like man, I know if I keep going on my trajectory, I'm on the right path, I trust myself to keep building something cool and great, and I don't even know if I know exactly what that is. It's just really, hey, here's who I am. Every day I'm gonna work on myself and, hopefully, the people that follow behind me. It creates something good and my hope is, by the end of my life, when I leave, my kids have something they can be proud of. Right, that's it. That's like what I.

Speaker 1: 13:22

But it's this, it's this finite versus infinite game which I think people don't understand. And people play a finite game every day and they look at like the thing for me is they're always like it's I'm just waiting to make this much money, or I'm waiting for this, or if I buy this house, and they always think that there's like an end game. And what I've found for me is is that there is no end game like I, nothing I ever do I'm going to be 100% satisfied with, because I'm going to say I know there's a next level up there. Why am I stopping? Why am I telling myself I always joke about.

Speaker 1: 13:47

I had a social media post on Facebook I think I'd made it when I was like 25 or something like that and it popped up at like 28 or 29. This was like five, six years ago and it was that post like in your memories and it's like, oh, if I just make a hundred grand, I'll be happy. And I'm like, fuck, if I made a hundred grand, I'd be a failure right now in my eyes, right. But that was the end game I was looking at. And then I'm in. You know, everybody looks at me like, oh, you're successful, you got a brokerage in the agent, you make good money, and I'm like I'm not even frigging close to, I think, what I can do. And then it just comes down to like you fall in love with the game, like people talk about, like the retirement, like you said, why don't you just take it easy and sit on a beach like I fear the day that I don't ever want to work again?

Speaker 2: 14:25

Oh, for sure.

Speaker 1: 14:25

I like the thought of not having to work again, like financially being set eventually one day where it's like okay, I got enough to sustain my lifestyle and stuff like that. But I find fulfillment in my work, I find purpose in that right. The day I think I stopped moving is the day that I think I don't want to be happy anymore. But I think society as a whole, right now everything works against the people that want to build something big and create right. The more money you make, your tax, your frigging ass off, right. So what are people told? Like well, I make that much, you're gonna make too much money. I've got personal family members of mine that refuse to make more money because they'll lose certain entitlements from the government. They get stupid and I'm like so you're not willing to lose 20 grand a year in this handout in exchange to go make 80, 90 grand a year? How much fucking sense is that? Yeah, but I lose it, it's free and I do that. We butt head so much.

Speaker 2: 15:13

It's my own family, right yeah.

Speaker 1: 15:15

And you're taxed out your frigging ass. The more money you make you're not incentivized, you start making more money. You don't get to deduct your kids. Well, my kids cost me the same at this price. This is right, right, and that's a whole nother conversation. But you know, if you make this amount of money, you have to live on unemployment. You get free healthcare, like. Everything in the system is of benefit to people that do less. Instead of incentivizing Like for me, it never made sense. Like, why don't they incentivize entrepreneurs that, hey, I'm gonna go start a business and for every amount of jobs that I create, I'll actually put you on a reverse scale tax. So for every job you create, you actually get brought down in the tax bracket, because now you're creating jobs for people that are no longer taking from the system but they don't want us to be successful.

Speaker 2: 15:49

They don't want you to be relying on the system 100 percent, because without problems they have no problems to solve, so they create the problems. You got it. And so these motherfuckers, man, these politicians, we just need to start over. I agree, you know, and, dude, I've been very vocal. I agree, a lot more vocal than I ever have been, and I think people are always very hesitant to talk about politics because they're like, oh well, this can hurt my business. Well, the fuck, you won't have a business unless you talk about politics.

Speaker 2: 16:12

And so you know, it's been a situation where I've been very, very vocal and I say to my agents, I'm saying to my employees, I'm saying get out there and get vocal, I don't care which side of the aisle you're on.

Speaker 1: 16:20

Just let's have the conversation.

Speaker 2: 16:22

draw your line Once everybody's like, hey, it's a voodoo topic, and I'm like, no, it's a topic we actually have to talk about and we have to have intelligent, normal, rational conversations, because eventually we all want the same thing, 100 percent it's just how do we get there If you sat down?

Speaker 1: 16:36

I always tell people, if you sat down and you take politics out of it, just ask a whole line of questions on both sides of the aisle Right? What do you believe financially? What do you believe this? I think more people would be surprised at how much in alignment we really are If you remove the two party system and like the red and the blue and shit like that.

Speaker 1: 16:50

I personally identify more on the libertarian side. I like the Republican fiscal side of things. Right, like I'm a small business owner, I don't want to pay a shit ton of taxes. I don't want to pay for your benefits, and if you want to go get an abortion and shit like that, I don't want to fund it. Do whatever the hell you do. I may not agree with it. You want to be gay, straight, alien, purple? I don't give a shit what you do, as long as it doesn't affect my life. I think you should have the right to do that, right? I just don't want to pay for the shit. And so I fall right in the middle. You take care of yourself, let's grow, let's scale, let's help the community and stuff like that, and let's just not tax the shit out of the people that are trying to move the needle forward for America. Well, so many people fall in this two party stuff and I'm like why doesn't have to be that way?

Speaker 2: 17:28

Yeah, and it's so interesting to see the mindset of some people because, you know, I think the genuine intention is to help people, you know, on both sides, right, but how we go about it is so, is such a contrast, you know, and so I've been very vocal, and I don't know if I think you're aware of this, but I'm the guy that sued the city.

Speaker 2: 17:43

Phoenix to resolve this homeless situation down town and so you know getting a lot of flack from that right and having a lot of it. I've done a lot of interviews about this. I put a lot of time and thought and effort into trying to figure out how to solve homelessness and you know, looking at the stats and how much money is spent on homelessness because they're they're it's fucking ridiculous dude hundreds of millions of dollars just here in Phoenix alone. Yeah, to serve 10,000 people makes no sense, right? Why? Well, the big part of it is like number one people get rich off this shit.

Speaker 1: 18:13

You know.

Speaker 2: 18:14

So you know there's incentives out there to spend a lot of money. But number two is that you know they're trying to do his housing first approach but not understand. It's the mental aspect that needs to get treated first or we can even have a conversation about getting a reason they ended up there, yeah, and it all, 100% of it.

Speaker 2: 18:28

100% there's not. It's it. Well, maybe 0.1% isa, physical disability, that somebody got hurt at work or something like that, you know but 99.9% of the situation out there, that where they're homeless, starts with mental health. Now I mean it's a precursor to drug abuse, sure.

Speaker 1: 18:45

Right.

Speaker 2: 18:45

So if you're dealing with pain, you're dealing with trauma in your life and you turn to drugs and then drugs eventually turn into addiction right and then that addiction takes over and then it declines pretty quickly from there. So that's, that's the situation, and people are treating it like it's normal.

Speaker 1: 19:00

Like, like, yeah, like hey, just get the guy in the house.

Speaker 2: 19:03

He's almost just fixed the problem. Well, look we've tried that and so you know the Salvation Army actually got seven units here in Phoenix and they converted hotel rooms into, you know, long term rentals for these guys, paid for the rent, went to Walmart, got all these people, all this, you know, fully furnished, right TVs and couches and plates and everything. And they came back a week later and check on them and all the, every all seven units fucking vacant. We're not vacant, but now the people are bringing all their homies in right in all the shits.

Speaker 1: 19:31

So completely took advantage of the situation. Completely yeah they sold all the stuff to get drugs and so like dude housing first not, it just goes to show yeah, and like, no matter how much help, they have to want it for themselves and have to fix the root of the problem. Well, dude, I think that's society.

Speaker 2: 19:43

Yeah, you know. So like if we can just help ourselves and you know, be the best version of us all, the problems go away 100%, you know, but nobody wants to put the effort in, everybody wants to blame everybody else. It's always been fucking nuts, yeah that's it's.

Speaker 1: 19:57

It's interesting. Like I said, that's where I don't know. Yeah, excuse me. I don't know the answer with it, but that's where I struggle with it too, because it's just like it's just, it's the demoralization of people that really want like I just I don't know how, I was growing up in the 80s, early 90s and just super hey, get your ass up, go to work every day. Right, did construction, did the college.

Speaker 1: 20:16

Yeah, there was no like hey, hang out, don't like, just you work your ass off and put in the work and and being, show pride in it. You know what I mean, where people are pride in what they did. And it's just, I struggle these days because everybody's just such a shortcut mentality and I'm like gosh, you guys, where did this go? Where do we go wrong?

Speaker 2: 20:29

Yeah well, it goes back to. You know I talked, I had a privilege talking in front of some college students about two weeks ago and you know I told them and say, look, you know, a lot of you guys have hard, hard childhoods. And embrace that, because a hard childhood makes adulthood easy and easy childhood makes adulthood very hard.

Speaker 2: 20:45

You know. And so what I want you guys to do is start embracing, doing hard things and forcing yourself into situations that require a lot of physical, mental and emotional fucking effort. Right, and when you do that, in getting back to what you were saying earlier, resetting that pain threshold and I think that's very important for people to understand is that your threshold for pain can really increase or decrease depending on your environments. And so what's happened is that we've created this environment in the United States where our pain threshold has been so softened and weakened to the point where, you know, going to the grocery store seems like effort. And so what do we do?

Speaker 1: 21:19

We go to Grubhub and get fucking grubs right, like door dash, door dash, you know so like that's stupid.

Speaker 2: 21:25

And so you know, by doing that, you're deconditioning yourself mentally, physically, everything prime right to your door, like in five minutes, you know, and so what I'm trying to do is I'm trying to show people when you're raising your kids, because it's got to start now, man, and starts with us parents. You know my kids have been conditioned to do hard shit you know, and so, like they don't, they don't get it now, they'll never get it now. Why are you making us do this?

Speaker 1: 21:47

This doesn't seem like you won't read the benefits of that mindset with them till they're like in their early 20s, maybe late 30s.

Speaker 2: 21:53

Yeah, you know, and they're like oh shit, because I remember thinking to myself like why is my dad making me do this Exactly? And then I'm like oh my God, I am literally my father.

Speaker 1: 22:00

Oh yeah, you know, and they were so interesting. I know something.

Speaker 2: 22:03

What are two things you know, and so what I'm trying to express to people is you know, you have to condition your body mentally, physically, emotionally to handle really, really hard shit. So when really hard shit does come up in your life, like a heart attack, Like a lot of the obstacles that you've overcome, yeah, it's easy. Mental fortitude, you just, you just blow through it, right. Nothing gets nothing, you know. So we look back at what society was a hundred fifty years ago, two hundred years ago, when we didn't have Air conditioning, we didn't have cars. Go to the well to pump your own fucking water, yeah, you had to run out in the, the fields to go kill your shit, you know, like you're not eating until you actually kill something. So we've been so soft as a society man Like I always think about that.

Speaker 1: 22:43

I'm like if you took society today, rewind it, you just drop them a hundred years ago like hundred out of a hundred failures. Yeah, I Always have that thought. I'm like I look at people and I'm like you imagine, if you just pick them up, teleport them back a hundred years, hundred, fifty years, two hundred years, and just drop them right there and here you guys go like and where's the Starbucks, where's?

Speaker 2: 23:00

this, I know. Go get it. It's interesting. We've really we've been created for greatness, yeah, you know. And so if you look back at some of the shit our ancestors have done, yeah, and had to overcome, it's a slap in the face to them.

Speaker 1: 23:12

Hundred percent evolution, like you, yeah, I it's crazy because I think about that. I'm like man, these last like hundred years, like what we've accomplished a lot of Really great shit, like we really have. But then if you look at the stuff people went through, the things that people go to war over and fight over, like Shit today would be. We would have gone to war a long time ago if we were like with our mindset and ancestors how we ended up here as a country right over some t-tax and stuff like that, and you know tyrannical rulings and things like that.

Speaker 1: 23:37

So yeah, it's it's crazy interesting that we deal with that stuff right now.

Speaker 2: 23:41

Yeah, I think people don't really appreciate their freedom, and that's something that's very, very important. So we're talking about war, yeah, you know, there are literally people out there right now that hate us oh yeah, and so hate our lifestyle. Yep, and you know, I think we take it for granted every single day, the sacrifices that you know, I know my family's made. I'm sure you know a lot of other people's families.

Speaker 2: 23:59

It's the ultimate sacrifice, you know. And so we sit here and and we criticize each other, but not understanding that that ability to criticize each other and have these tough conversations Came from sacrifices from a lot of millions and millions of people before us. Absolutely, and it's so frustrating to me that people just don't like this country and not understanding that you know they haven't invested anything into it either.

Speaker 1: 24:19

No, go drive, go do take a trip to another country, go hang out up into a couple of them and say and we definitely have it, like there's just, there's nothing. We're not perfect, right like I. Look at our country as a whole, I don't know forever gonna be and I don't know if you're ever gonna line up everybody in the damn world, get us all to agree on everything. But as far as like opportunity goes, I don't know of any other country you could just literally, especially this day and age, you have the opportunity to get your phone out and learn anything you want, start whatever you want, do whatever you want. I mean, it's really there's nothing in your way. It's never been easier in friggin time, in my opinion, to be super successful. So I got out of school. Your opportunity was I Mean it internet wasn't even really a thing when I was a young kid, right out of high school I graduated in 03.

Speaker 1: 24:56

Personally, the internet was just kind of gaining a little bit of traction out there and stuff like that. But realistically, like, even in mine, like early 2000s, late 90s, the tech was like just a thing, like that was a couple people. We're like I'm gonna go be it, but your options like my background, blue collar, picking melons in the field, washing airplanes, construction, dirt work, framing air conditioning like trade work. That's what it was. Nobody got out of school and said I think I'm gonna go sit behind a computer and do it work, and especially from my house, and never see anybody, never talked to anybody and Entitled to get paid. It just wasn't that right. Like it's in. That's like I talked to my son about that. We had a big conversation the other day. Because I'm like what do you want to do when you grow up? And he's like I want to be in sales. And I'm like, okay, that's cool, this is not like some IT job or some video game job. But there's gonna be such a frigging gap right now because you look at all these people coming out of school like IT trade, tech, tech, tech, tech. I'm like what about the world that needs to be built outside of that? What about human interaction? What about sales? And that was a whole conversations ended up like I'm gonna go to college. My wife and I butt heads on this.

Speaker 1: 25:52

By the way, I went to college. I have a degree. I don't think I believe in it, honestly, as much anymore as I did. I don't think it's as required. I think a lot of the stuff that they teach you you can learn yourself. Like I look at that and I'm like okay, 80k, 90k, 120k for a degree. Now I will say there's a caveat to that. Obviously, if you're gonna be a doctor, if you're gonna go to law school, things like that, there's a huge demand. But like, from an entrepreneurial standpoint, to get like a business management degree, a marketing degree and all that, you can learn more in friggin one week watching YouTube.

Speaker 1: 26:20

Then you can do a four-year degree 100%, and you take that 80, 90, 120k, you're gonna go put yourself into debt. You go pay a mentor, you go pay a guy that's a Multimillionaire right now. Hey, I'll tell you what. I'll give you 40k. Teach me everything you friggin know. I guarantee you you were generated a higher ROI and learn more lessons about business. Going to that one single individual, then you ever would. Paying a degree with professors that have never actually built anything. My wife and I put in heads because she's still like oh no, they have to go to college degree and I'm like, listen, I got a degree, she's got a degree. I don't know from a business perspective if they're gonna get the best out of it that they can.

Speaker 2: 26:52

Personally, you know, I agree with you. I actually 100% agree and so you know we have this conversation at home because we have two colleges kids right. So one's going to ASU this year the other one actually is putting college on hold and so we're having that Do and so you know, it is interesting to see the mentality. But I do think that college is one thing for me that didn't. I couldn't get Anywhere else when that was structure.

Speaker 2: 27:12

I'll get that so you know, having that routine, tori Actually had to be responsible to get your ass up. Go to cut, you know class.

Speaker 1: 27:17

I was just using that smoke kids, though I feel like kids also go to college.

Speaker 2: 27:22

I was very undisciplined when I went to college. I'll be 100%, straight up with you. You know, smoking weed a lot, yeah, doing the wrong shit, partying a lot, but eventually, when I did graduate, I did graduate and I was very, very proud of you know right?

Speaker 1: 27:33

who I had become.

Speaker 2: 27:34

Yeah you know that transformation process can only happen a couple different environments, you know, like what you're talking about, where you actually, you know, jump right into an entrepreneurial environment where you do have some structure Yep, you do have a mentor or the military.

Speaker 2: 27:45

I think is a great option for you and I do think that colleges is the right option for some people. So, you know, it's so interesting, but what are some things that you have done personally in your life that have really, really moved the needle in terms of Either finding that education or you know some things that you've done to really Because you've 10x yourself, fucking eight times over.

Speaker 1: 28:02

Yeah, I had to set the ego aside, was like dude, I don't know man, like 20. I figured I was that guy. That's like I'll figure this out my own. I've always been super hard-working, like we grew up without nothing, like we was from Las Vegas, originally, had a little brother that passed away. Unfortunately, my dad was a freak accident and put my dad into like this crazy depression. We lost our house out there, just foreclosure it's. My dad literally just gave up on himself for a while. We ended up in Arizona with 500 bucks in our pocket, like literally. My dad had a garage sale Like with whatever we had left, sold it whatever didn't sell through it in the u-haul truck, drove down here, pulled our old 65 frigging Chevy suburban behind this u-haul and we stayed in an office building for the remutual friend my mom had that was doing campaigning out here, stuff like Indian school area, bethany home road, somewhere up there. We stayed in this office building for like probably a month to months till my dad was able to get a job doing construction, got a job secured doing dirt work, digging ditches and stuff like that.

Speaker 1: 28:55

And then we got a little rental property in South Phoenix Levine is over like 50 first Avenue, like basically baseline, and 51st Ave is where it was. Levine looks nice, great little town, but at the time when we lived there was so close to South Phoenix and then you had the reservation on the back side of that, so we moved in and just a lot of gang activity there. At the time we didn't know that. We're just new to Arizona. I'm like, oh, this is a nice house, the lean looks nice little farm fields. But it was just, it was interesting, two cars stolen within eight months of living there. There weren't even nice cars, you know.

Speaker 1: 29:22

Just so, like this happens, we end up in Arizona. We get out like just hit after hit after hit for my family and we ended up out and my dad's like I gotta get us the Hell out of friggin Levine. This is crazy. Like schools were just not the best at the time when I went there. So we ended up in Maricopa, arizona, because it was out in the middle of nowhere. My dad was just like I gotta get us so far away from just whatever, like you know. So we ended up in a little single white trailer out there.

Speaker 1: 29:45

So I was like my whole childhood it wasn't bad, I'm not like. I mean we always had a roof overhead. My dad always took care of this and have nice shit. Like I remember a couple of my friends having nice things like four-wheelers and stuff and I was like, oh, can I get on? My dad's like, no, we can't afford. That's like the whole Memories I have. His child can't afford that, can't afford that, can't afford that. So we didn't go without. We weren't hungry, we're almost. We didn't have nice shit.

Speaker 1: 30:03

Like I got my first job at 12. I remember my friends had like van shoes and my dad's like going to pay less and shit for me. And I'm like, oh, it's a suit. You know it is when you're a teenager. You're like I gotta have nice clothes and my dad's like just can't afford it. You know we were, we're just weren't making money.

Speaker 1: 30:16

So I found this little job Glider ride place it's still in Maricopa, it's called Arizona soaring and got a job out there at 12. It's the closest thing to my house. I was able to ride my bike. There is two miles away. So I got a job there. They got me washing airplanes and I was making two bucks an hour plus tips and that I that. Looking back, that's like the best job I ever had for customer service, because actually more I did is just being polite, moving little airplanes around for people, washing them and stuff. I got tips and that's where the money was. I get like a $5 tip instead of just two bucks an hour, you know, very similar like a waiter job or retail job. And so I just learned all the nicer you are to people and you take care of them and you're helpful, you make money right.

Speaker 1: 30:50

So at that time I mean, I look back, I was working Shoot. You know, every day after school I get dropped off for two hours when they were closing I'd wash the airplanes up, put them away. The bus to drop me off to my dad would pick me up on the way home from work. And then weekends I work Saturday, sunday. I was working all friggin months for like 300 bucks. But you know, bought me some new shoes and new pair of vans were like 40 bucks back then 50 bucks couple hats and stuff. So that's where it started.

Speaker 1: 31:12

And then when I turned 18 I just my dad lost his house again when the market tanked and oh Eight, because he was in construction market tanked right at that time. I had made the transition into getting into education. So I started working at University of Phoenix. That's my first sales job, so that was my introduction to it. And then after that I got a taste of money.

Speaker 1: 31:28

But I I just at that point you start to really figure things out. I think in like your early 20s you know what I mean. You just you're like, oh, I gotta start doing better. I don't know, and I didn't even know what it looked like. It was just more of like opportunity seeking it. I didn't have a game plan. I didn't know what I do for a living. I was always trying to figure out, but if I was like I can make an opportunity to make more money here, that's what it was and that's just how it started, man. I just how it started, man, and then I just it.

Speaker 1: 31:50

I had my kids and I remember that was fucking terrifying having my daughter, because I was like 23 and I was like, holy shit, dude, like it didn't hit until the day she was born and I was like, fuck, someone responsible for somebody. Now, and then this biggest Feeling of like I can't let this person down and I don't ever want them to grow up like how I grew up, even though it wasn't bad. I don't look back like my parents did the best they could. It's not like I was abused or beater and I just remember like I don't want her to have to experience like homelessness and Experience not having money for anything. Like I want to give her a good life right. And then son, and then my other daughter Ever since then, and then it really I got my stride, like in my 30s man. I was like, wait a minute.

Speaker 1: 32:25

I figured out very quickly that who you hang out was the biggest thing. I started making a little bit of money and a little bit of money. And then I started kind of slowly working my way ahead of my friend circle, like we all hung out and they were all just the average job. And then when I went kind of the entrepreneur out, started doing three or four hustles at a time getting some money, like finally broke six figures, I was like, well, I'm kind of the wealthiest dude in the room, nothing wrong with those people whatsoever. I just realized I'm. It got to the point, remember, we'd have like dinners and I talked to him and you try to talk to him about business and they had zero interest. And I was like, oh, this is kind of crazy. And then I started seeing other people doing a little bit better and a little bit better. And then what it was is I just had to talk to myself. I was like there's something that I'm missing, that they have, that I don't, that I just need to get in touch with them and figure out what that is.

Speaker 1: 33:08

Man hanging out with people, just literally like forcing myself into those friend circles, like, hey, you're successful, what do I got to do to be in your world? Right, whether that was just trying to add value or hang out. You want to come hang out? I'm. I can't tell you how many people I'd be like, hey, you want to come hang out right razors in my boat, and they just ignore me and I get it now being in the position on man. But I would do whatever opportunity I could just to get around people that were doing something. So I was like if I'm hanging around them, they're gonna teach me something.

Speaker 1: 33:31

Once I figured that out and I pissed that it took me till my 30s to really get that. You know what I mean, cuz. Like you said, it's last five, ten years I've really seen momentum growth, even when I first got into real estate super arrogant, like doing good, did okay on sales, but I didn't believe in like partnerships and team, was gonna do shit all on my own, da, da, da, da, until I finally like had to start a team and I got momentum and then funny thing happened. I was like, wait a minute, we could all win here. They're all doing sales, they're all doing good, it's not just me, it's not a sum minus mindset. Well, it's all win together. And then we all started helping each other. And then from there is just like wait a minute, all these people that you think are assholes and make good money and they're successful. There's some of the kind. Those were the people that were willing to give me their time when I could finally get in front of them.

Speaker 1: 34:11

And they're like they just open their whole playbook up like here's what you do. Step, because I think people like us that do our shit. I appreciate somebody that's young that comes up. What I don't appreciate is people that just ask for advice and then do nothing with it. I'm like you're completely wasting my fucking time. But if I got somebody who's young that comes to me and they'd like genuinely sit down and they make an effort and I can Tell they put some thought into something, I'll give them everything I have. I'm like, listen, I just want you to fucking win, dude. I'm making whatever you can do.

Speaker 1: 34:35

So for me, the game changer was was changing the environment and just getting around people that align with what I want to do or it can teach me. You know what I mean. So now I've got a very diverse for some to run very successful solar companies. Some of them do auto sales, very successful handful. And we're all in real estate too. That's a crazy thing too. In real estate, everybody's got this like all. We're all against each other. All these broker donors. I'm like fuck. Some of my best friends in this business would be considered my competition, for sure. But we all hang out and talk to each other and help each other like I couldn't sell every damn house in the state you know it's so funny is because I have this conversation with myself.

Speaker 2: 35:06

You know the people in my brokerage like I want my competition to win Right. And so here's what I think a lot of people don't really understand is, when it comes to competition and let's just equate it to like your workout partner, because I think there's a lot of analogs between the gym and real life. So let's say you're working out with a guy or girl, you know, and for some reason they're just constantly like just just a step behind you.

Speaker 2: 35:25

Yeah you know, and you're like, you're like pulling them along and you're like, come on, let's go, let's go, let's go. You know whether you know they just don't hit the weight loss goals and you're not putting up the. You know You're not putting up to 25 of the bench, you're stuck at 185, right, and then you go and you find a different workout partner. Yep, and now that workout partners ahead of you.

Speaker 1: 35:42

Yeah, we got behind.

Speaker 2: 35:43

Yeah, and you're the lager, you know, and you're the one like shit, I'm struggling here. I got to catch up, yep. What happens is that you know that competitive nature in you is now going to push you to be a better person. So it's really interesting. I started working out with trace, who's just a fucking beast in the gym, right Like in. I've been working on some pretty big dudes before that, but traces just he's absolutely mental. Like the guys got mental issues. I love it, you know so diverted in a good way oh 100%.

Speaker 2: 36:07

You know, it's like we're all trying to fight our own demons.

Speaker 1: 36:09

You know that's the place to get it done.

Speaker 2: 36:10

Yeah, and so you know when? When he started pushing me, my, my limits kept increasing, increasing, increasing.

Speaker 1: 36:17

You know, I'm like God you know, I love that analogy that's frigging, so true.

Speaker 2: 36:20

But the same thing with the competition. So like if, if everybody in the real estate industry is just subpar, right, and we're all delivering a half-ass product or half-ass service and there's no real incentive to get ahead. You know, there's a little bit of incentive to be slightly ahead of your competition, but when your competition is constantly pushing you, constantly pushing you and constantly pushing you and you're like, wow, I really need to be at top my game 100% of time, yeah for sure you know and really be innovative and start starting to really understand what the consumer needs.

Speaker 2: 36:45

And you know, otherwise I'm gonna be at the bottom of the heat. Yep, it pushes everybody to be better, and so I want my competition to win, because then, when they're winning, it pushes me to be even better, makes total sense. Extracts the best out of me, you know. So now I'm pushing at 100%, I'm not pushing at 60.

Speaker 1: 37:01

Yeah, because you think you're already on top and nobody else is doing anything. Yeah, you know, and so like.

Speaker 2: 37:05

I don't get it, man, and so like I want my competition to win and you know I'll call and congratulate people in, but like, oh fuck man, you crushed that deal. Seven million dollars.

Speaker 1: 37:14

Do you congrats?

Speaker 2: 37:15

Yeah, you know and so you know, when you do that too, the law of reciprocity happens. So you know, when you do something nice for somebody, eventually is gonna come back to you. Yeah, you know especially in the brokerage industry, where it's so competitive and there's so many egos in the room. Yep is when you can eliminate that ego and you can all get on the same level and say hey look, do we're all just trying to survive here?

Speaker 2: 37:34

We're trying to get a percent you know that when that ego goes away, then when something comes up like it, like a major issue you know where there's something that happened in a deal that blew up and we need to work together, then that relationship is built, you know, and that law versus the prostate kicks in. So where they're like, you know, dude, you've been, you know, helped me out for for years, you know the least I could do is work with you. That's where the power kicks in.

Speaker 1: 37:54

That's what I realized too is like I'm not good at everything, right, like and I tell everybody, and super interesting, because I look at these brokerages now as a brokerage. I remember being a regular agent. I didn't. I literally the value I saw was like what's your splits, each one? Like that's how I gauge brokerages. So fucking stupid.

Speaker 1: 38:10

Like now that I'm in, yeah, like being an agent, like once I got in, I remember I had this guy that talked me into like going to the super cheap flat and it was a great experience and that guy was super good, knowing what I know. Now I'm like, god damn, I was set up at such a friggin disadvantage because I had I didn't even realize the lack of support. I just thought that was normal. I just got in and I'm like, well, that's what you do. And then I've got two, three years, four years down the line for myself and I'm like, why didn't somebody teach me that?

Speaker 1: 38:35

Why didn't I know? Why didn't I know about cash offers? Why didn't I know about whole thing? Why didn't I know about investing and buying rental properties and all the like? Why didn't I know anything about this? Why didn't nobody? Oh, that's right, they went to a place that they don't care. Yeah, and I'm like, and then I do the math. I'm like, well, I saved this much in commissions, but holy shit, I could have made this but I could have made it.

Speaker 1: 38:53

But then I look at agents here and I'm like, well, we teach them this, this, teach them how to leverage a deal, teach them how to save a deal through other means and methods. Like how much more money do they make, you know? So in it I also look at things like from a different, like we're all different teams. It's a super weird way to look at it, but I look at now. The value I see in it is like cultures, right? So you got like Brian Norris. He was a friend of mine and his culture is very different than mine, right, and my culture is a certain way and we all coach and lead based on, like, how we are. I imagine yours is probably semi similar to mine. We're like I breathe competition, like you're not going to be here and be mediocre. But, with that being said, there are brokerages that are more like hey, I'm going to patch on the ass, you're going to be okay, it's okay, like let's all. It's more about your feelings instead of results, where I think if you're that type of person, you should totally go there and I tell agents all the time we'll interview them. I'm like this probably wouldn't be a place for you. You're probably going to feel like an outcast or you're going to hate it here, because the way that I do things is very much like let's go right. So now it's kind of cool because I look at these things that like they're all little mini subcultures and stuff like that. So it's almost like you just need to plug in on where you're going to excel at right. Stop paying attention to like the splits, and that is part of that. Like some of these brokerages charge like crazy splits and I'm like I get it. No wonder you guys have massive turnover if you're not getting a lot of value for it. But on the flip side of that, you got to really look at it as a whole, like, hey, if I'm going to surround it by the right people doing the right thing that can bring out the best in me and I fit and they can teach me how to perform, how much money you're going to make right.

Speaker 1: 40:10

And I've had agents that have come from certain brokerages that are like bottom horrible. And then they come in and they just kind of plug into the way that I do things and they fucking kill. And then I've got people that are here that just crumble under the way that I do things because I'm a pretty intense guy, I don't. I don't really allow you to sit and wallow in your pity for a long time because I don't allow myself to do that Right, it's just the way I am. But to some people it's hard. Like don't get me wrong, I know some people's personalities that's not going to in but they go over here and they get kind of more of the emotional side of things and they do very well. Nothing wrong with that Right. So it's interesting the evolution of like being where I'm at and just being in the career. I'm like, wait a minute, there's value in frigging all of this. We all have value.

Speaker 2: 40:46

Well, I think you nailed something. I want you to people understand that culture can really drive success or cause failure, you know. So if you're in a culture of mediocrity where you know you come in and get coddled and everything will be okay, and it's going to be, you know everything will be fine, yeah Well look society right now.

Speaker 2: 41:02

You know you know experience can be a cruel bitch, and so you know they're getting that experience, but what are you going to do with it? And so for me it's the same thing. Cultivating a culture toward that mindset is just so savage. You know where you're. Like dude, small speed bump, keep yelling. You know, and I hate to say it, but real estate has been so diluted, you know, to the point where it's been. It's almost embarrassing.

Speaker 2: 41:25

I had a really interesting conversation with the president of the Arizona Association realtors and said dude, I don't want to be called a realtor anymore. Yeah, Take me off the roster, please, please cut me.

Speaker 2: 41:35

I don't want to be a company loose coach, you know I need to be a free agent here, and so what happened was, you know, when you go to the general public and you just say, hey, what do you think of a realtor, do you know we're actually below lawyers in terms of respect. I get that, I can see it, and I think I'm going to get on a high horse here for two seconds, if you don't mind. So the problem is that a lot of brokerages in broker owners have said I don't want you talking about how to win a taxes, I don't want you to talk about wholesale deals, I don't want you to talk about investing in real estate. I need you to defer that to other experts.

Speaker 2: 42:08

I'm like look you know, when somebody goes to a real estate agent, they're expecting you to be very versed in all this Solve a problem for people.

Speaker 2: 42:15

So why aren't agents allowed to talk about 1030 exchanges? Why are we not talking about, you know, tax advantages to owning real estate? Why are we not talking about how to build a portfolio? Why are we not talking about financing? Yep, couldn't agree more. So when I went to the AAR, I'm like dude. The problem is that you know you've coined this term realtor, which is a brand. You know this trademark, so don't fucking sue me, right? So you know, when you say, hey, you know I'm a realtor, I'm like dude. I do. Do not call me realtor, that's probably the worst thing. You call me. I'm a real estate professional man. You got it. And there's a big gap between a realtor and what I am. So please don't not put me in that bucket.

Speaker 1: 42:48

I agree with that and I think the hard part is is like I talk about people all time. I'm like the, as much as I hate to say. The barrier to entry to get in this business is super low and I think the problem is people come in with the wrong intentions. I'm guilty of that. I'm not even gonna lie. Like I got into real estate and we should probably totally talk about how the hell you got real estate now, since we're both real special. I got into it just because I was working a bunch of other jobs and I was like I want to have access to somehow buy rental properties for myself because I lost my retirement and 401k when I lost my big corporate job and I was like, well, I'm working all these other jobs and I don't have a 401k anymore and I just saw wealthy people had real estate. That's all I knew. I was like they got to be doing. I didn't even understand it. I just said everybody, I know it's wealthy, real estate's tied to their name.

Speaker 1: 43:29

Great observation by the way Right yeah so and it just full disclosure, complete idiot getting into it, right? This is why I hate to tell my stories, to be like did you have this amazing plan to be a realtor? I'm like I fell into this shit. I just happened to be okay, but that's why I got into it. So I struggle with that because I'm like, if I can turn into it, you know somebody that didn't get into it. It's actually with the intention of like, being a full on real estate professional, but man, the other side of that is got such a high failure rate. Why do you agree? Because they don't. People don't have the work ethic, they don't have realistic expectations of what it is. They're not allowed to be a Swiss army knife like what you're talking about, where I know now, the best of the best, like you, me, like some of the other top agents out there we're here to solve problems for people and.

Speaker 1: 44:09

I even struggled with this my first two to three years in this business. Like when offer patent open doors were coming out in the 16 and 17. I was only a year or two in the business. I'm like who the hell would ever sell their house for cash to somebody? That's so stupid. What's wrong with that? I was like the biggest like hater on cash offers, right, ignorant. And then it until I started losing deals to these people and I'm like why would you guys do that? You can sell us on the market. I could have made you guys 20 K more and like, oh, I just had a massive death and trauma, like I don't want people coming through my. I'm like, oh, okay, like, and then you just start to get experience and it's just that thing, right, like your teen, you think you know everything. But that's how I was in real estate.

Speaker 1: 44:41

But I think that they don't set people up with proper expectations and I couldn't agree with you more where you said they need to learn how to solve problems, that you're a weapon. If you could solve problems for people, you could walk in and you can give them a menu because you're not doing them a service If they say I mean, there's really crappy spot. I'm hitting foreclosure in 30 days. Oh, no problem, let's put it up on the market and then it doesn't sell and they hit foreclosure instead of you at least offering them. What about, if we do this cash offer, maybe a subject to, we can get you out of this thing. Like you have to give people options and know, like the oldest my opinion don't kill me on this, guys but like the old school, brokers are the ones that just don't allow it. You know, it seems like some of the newer boutique guys like you, me and a lot of people I know they are smart enough to know that, to adapt with times, and you're going to have to teach agents to be smarter. It's. You have the internet technology right now. Most people can go learn the crap on their own, so you might as well teach your agents how to be weapons with this.

Speaker 1: 45:26

But I couldn't agree with you more man, it's, it's. I feel like I told people that today I was like one of my agents. I was like we should just raise the dues. Like 10 grand a year gone. Oh, you know everybody freak out and I'm like, well, no, if you're a true person, you're a true professional, why would you not pay right attorneys, like anybody else has to pay big bucks to be like a member, to put your money where your mouth is and say I choose this as a profession? 300 bucks a year to maintain a light is come on, you're just. You're just taking a parking space as an embarrassment.

Speaker 2: 45:50

Yeah, it's an embarrassment, you know it's like, don't call me realtor dude, I get you. Yeah, it's kind of interesting. I mean, I fell into real estate just by accident, completely. I was a mortgage loan officer and I went my own mortgage company. I remember I had taken over deal for somebody that screwed up, and so I decided to attend the closing. You know, and I'm at the closing table and see if you've got the seller's agent. You got the buyer's agent, and so you know the buyer's agent is supposed to be on my side, you know, and they were just throwing me under the bus pro-verbia bus and so this guy was literally a bus driver.

Speaker 1: 46:19

Okay, and so I know.

Speaker 2: 46:22

So you know, and he's nagging me, nagging me why are your fees so high? And so I turned to him right in the middle of closing right.

Speaker 2: 46:28

And it's really awkward because in Colorado we had, you know, a situation where it's a around closing table and essentially the seller of the buyer, everybody's there at one time all the agents there title agents there, loan officers there and I looked at him and I looked at the line items and I said, dude, you're getting paid $9,000 on the steal. I'm getting paid 1500 plus 900 under any fee. And I looked at him, I'm like, what do you do full time? And he goes, what do you mean? I said, don't you drive a bus full time, you know? And so I got really upset and I remember he we got into the same elevator and on the way down on the elevator he's like ready to fight me. And then so we get out in the parking lot and he's, he's literally ready to fight. This dude's ready to fight me. He was like I probably weighed 180 pounds at the time. This guy weighs like 260.

Speaker 1: 47:11

Like he's definitely blue collar, he'd beat my ass.

Speaker 2: 47:13

You know, and so I remember I went home that day and I thought about it. I'm like I made $1,500 and the under any fee goes to the direct lender. We were workers at the time, right? So I'm making 1500 bucks in the steel giving it away just to make the deal happen. This guy's making nine G's and he's a bus driver. Fuck that, right, I can do that and I can do it better. And so I got my license like within six months after that not even, I think, in two or three months. And then I opened up my own real estate firm in 2003. You know, and so I've been grinding dude for 20 years.

Speaker 1: 47:42

So that's hard to believe. What made you go open your own firm just because you wanted to do it. Was there a benefit to it for you?

Speaker 2: 47:47

It goes back to, like you know, part of it was ego, like I can do better than anybody else in a lot of entrepreneurs, you know. I think you need to embrace that, because a lot of people are sitting out there and you know, and they see a problem, but they don't want to address that problem and, like entrepreneurs, are just problem solvers.

Speaker 1: 48:01

Right.

Speaker 2: 48:01

That's literally all we are. And so you know, if you find the industry that you're in and you're looking at it and say, hey, there's a, there's a gap here and I don't understand why this gap exists, that gap exists so you can exploit it, and so what I want you to do is figure out how to close that gap, and so, for me, the education gap in real estate is huge, big difference between people that just get the license and have no clue and we deal with them.

Speaker 2: 48:23

I own a brokerage and I hate to say, but some of my agents in my firm are at that point right now where they're brand new. They don't really know what they don't know. And then I've got agents in my firm that have been here for 20 years, that know exactly what to do. They're sharp, they're assassins.

Speaker 1: 48:35

They're weapons.

Speaker 2: 48:36

And so like trying to close that gap. And so that's that's the broker owner model, right? It's closing an education gap and finding how to really leverage people and get the most out of people. And that's what has been so interesting to me and that's why I talk about mindset so often is how do you extrapolate that last 2% out of somebody you know their operating at 90%? How can you get them to 100%? How can you push them mentally, physically, emotionally to fully exploit all the potential? And so you know, I think there's so many people leave like 90% of the potential on their table, you know 100%. My problem in life is trying to figure out how to make that 90% happen for somebody.

Speaker 1: 49:14

I just had this conversation it's so funny with one of my friends yesterday Really, yeah, we were having that talking. He's like do you ever get frustrated that you're like always give out all this like free advice on social media? We listen to you. I'm like, yeah, a lot. To be honest with you, like I do it because I want to help people. I don't expect anything in return except for people just to take that and hopefully it improves your life.

Speaker 2: 49:32

And I don't mean I need to monitor again, I need nothing, I just want to see you fucking win Dude, I have goosebumps, okay, so yesterday we're doing a company workout, so we work out and worked out at LA, or not LA fitness. Gee, sorry, I'm just giving a bad plug Lifetime finish session and you know, I'm having a conversation with one of the guys, Luke, and I said look, you know, because we're talking about PPC and I said, three years ago I made a video on PPC.

Speaker 2: 49:55

Right, it's got 23,000, some views. You can go look at it on YouTube, just like and subscribe. And so I literally gave you the play by play and how I generate, generate a thousand buyer leads in Phoenix every single month and is very repeatable, right, and I'm crushing organic, crushing it. You know. I get 10 million something views organically. Every is more than that, actually. It's probably about 13 million views organically every year in hundreds of thousands of clicks. I literally give you the, the blooper lay it out for you.

Speaker 2: 50:22

In 23,000 people have seen that video. I guarantee two people out of that done so I've actually seen. It's one out of a thousand, you know one out of 10,000. So I get that. I mean that's all the time I'm like if.

Speaker 1: 50:34

I just said and I always think about it. I'm like if I had somebody like me, that's what I find somebody like me talking to me when I was 20 years old, how much further could I have been? Because I just didn't have anybody like that I'd really. There was such a gap between anybody I knew that made good money. You know what I mean. Like it just, it's just what it is Like with my parents. I didn't hang around wealthy people, so like it seems so far away. I'm like, oh, you know, I can't get around these people and I'm like if I just had somebody like me that took a shot on 20 year old me, could I have gotten. I feel like I truly confidently can say I felt like I would have ran with that, you know, and done something with. I wanted it so fucking bad.

Speaker 2: 51:04

Well, that's your personality, so like, let's say you know you're 20 something out there right now, 30 something, 50 year old, something, right. You haven't had the benefit of having a good network. You know whether it be environment, you know upbringing, mindset, whatever the situation is, and you're sitting there at home listening to this right now and you're saying I want to be like Blake, I want to be like Carl. I don't have the network man, I don't have any money. You know my education is so far best, but I know I've got that drive to succeed. I just need to extrapolate that. What are some things that that person can do right now, actual items that somebody could take today to start to actually get that in gear and make and set realist expectations?

Speaker 1: 51:41

to have overnight.

Speaker 2: 51:42

But to start that, that wheel in motion.

Speaker 1: 51:45

That's a super interesting question, you know. You know it drives me like. I'll say this I get a shit ton of people hit me up on Instagram Come meet you for coffee, can I do like? The answer is no. Not that I don't want to, I just don't have time Like. But what's funny is is that this goes two ways. So number one people are like hey, what can I do to add value? Like I don't. I shouldn't have to tell you what you can do to add value to me, because now you're asking me to go do something like. Really, the ones that have gotten really through to me, I'll be honest with you, there's a couple.

Speaker 1: 52:09

If I had to think back and answer this question honestly, it's the people that just literally showed up and just said I don't need anything for me. Can I just hang out and be around? Yeah, you're not going to take any of my mental space or anything like that. You're not going to take any of my time. I will fucking notice you if you show up like, for example, like hey, I don't want anything from you. Can I show up to a training and just be a part of it? Yeah, come, fucking hang out, come sit in the room. I'm fine with that, right. Like you know, what can I do of benefit to you? Like just things like that.

Speaker 1: 52:34

Like if you're smart, you'll find ways to add value to somebody, if you really pay attention and you're like I need this guy in my world or this girl in my world, whatever it is, and I want to learn from them. Asking those people for their time is not your. I could just tell you somebody like me and I'm not that high lowers people way but I can even tell you as busy as I am, it's the last thing I'm going to do in a day because I got priorities. My wife, my kids, my business, my people you know stuff like those are up. My personal business, my clients those are all my top priority.

Speaker 1: 52:59

Very seldom do I have like a random five hours like come on in and hang out. You know as much as I would love to, I really do like those conversations. But if you can find a way to get in my world and I'm sure the same with you where you're like this is what I got going on. But if you want to come, fucking pull a chair up in a training and just fucking hang out and take notes and then maybe go do something with that. I'll also notice it If I see you on social media and I see you taking notes. Or maybe you give me check ins, right? Like, hey, I tried this and this is what's going on. I don't expect a response, just want to give you updated, right? That shit would go miles ahead with somebody like me. Don't take my bandwidth, just live off of it and show me you're doing something with it and I would tell you you could be in my freaking world, right?

Speaker 2: 53:32

So yeah, you know it's so funny as I've kind of become very much an introvert. Yeah because it's so interesting, because there's so many people out there that just want to take your time, and it's so mentally draining, emotionally draining.

Speaker 1: 53:42

Yeah, you got to bring the fire all the time. Yeah, when you're a fire bringer, eventually people will put that fire out for you.

Speaker 2: 53:46

Yeah yeah, if you let them start out about that, what are some of the things that have really changed your mindset? Because I mean, we all started somewhere right and so for me, you know, I never really believed in myself.

Speaker 1: 53:56

Yeah.

Speaker 2: 53:57

And I always had in the back of my mind this negative self talk I talk, I call it self talk.

Speaker 1: 54:02

It's not like oh dude, I posture syndrome. I was all the time.

Speaker 2: 54:05

Right. And so, like you know, I think about, like it is so funny because somebody had broken down. You know, I was having a really shitty day and it was trace. Actually, he broke it down for me. I was dude in my head all fucking day. You know, I was just having a shit day and we're in the gym and I'm getting my demons out, dude, and I'm like dude, I just my self confidence is fucked. You know, I lost momentum, Like I just you know something's not right. And he's like dude, let's just look, let's just break down what you've done for yourself, you know. And then he started breaking down piece by piece and he won't have accomplished, yeah, and I'm like, oh shit, you know, if you want better about myself, you forget about all the things you know but what happens is, I think, a lot of people entrepreneurs especially because we're so self critical.

Speaker 2: 54:40

We get into the space where you start to do negative self talk, like what do you do? Because I know what happens to you too. What do you do to get yourself out of that mental space?

Speaker 1: 54:47

I have to have a routine Like it's just like. Everybody faults me I don't say fault, but they kind of do because they're like, well, you don't go out and do this and you don't do this, and like I have my daily structure every day. For me personally, it's just how I fucking am. I have to have, like, for example, I wake up every day I would say only two days super motivated Like you know, like, and that me motivated, like I'm excited to get my feet on the floor and get moving right. Most of the days I want to sleep in. Most of the days I'm like what kind of problems I'm going to have to solve today? Or if you got a really shitty situation you're dealing with, the last thing you want to do is face the world, right. But I have a routine where I get up every freaking day I go for a morning run and then I go to the gym and then I do, you know, I get around my one of my you know employees that work with me, my wife and stuff like that, and within three hours I feel amazing before I give myself to the world. It's the only thing that's fucking saved me every morning, giving me consistency, right. See, it's controlling the friggin controllables. But then the second part of it is is I don't.

Speaker 1: 55:35

I think guys like us and other high level entrepreneurs, we don't live in our wins, we don't fucking care about those. It's cool. Like you came to my office and you're looking at some of my awards and shit. I'm like I'm fucking whatever. Like, and it was a lot of work to get all those things. I got a whole word of trophies. I never walk in my office. I'm like look at all those great accomplishments. I don't even fucking care because that was yesterday and it doesn't matter to me anymore. And I think we struggle with that. You know a lot of people look at that and they think it's cool. But you guys don't understand. It's not about, like, if you look at anybody successful, they never live on their past wins. They just don't fucking care. Right, like, I got all the awards in the world like top performer, top sales, top whatever click funnels you saw I got, you know, five of those. Like it's cool, it's an accomplishment, it's a milestone. I fear every fucking day losing it all and being a failure.

Speaker 1: 56:18

I don't know if it makes sense and I've almost put myself in a position like I buy rental properties because I was homeless and I was a kid and I don't ever want to be fucking homeless again and buy by properties because of that and you're like I don't make that much money on the cash flow. You know the cash flow every month is like three, four, 500 bucks a month on some of those and a lot of equity built up. I got a couple of millions saved up in equity on those so it was a good play. I started buying rentals because I said what if I ever lose everything? I have to have a house that's cheaper to go put myself into. I don't want my kids to be homeless.

Speaker 2: 56:43

Yeah, do you know that scarcity of mine? So I don't care who you are man. No, if you grew up with that scarcity month, it's always in the back door. Yeah, oh yeah, this is not going to.

Speaker 1: 56:50

Yeah, no matter how fucking big I get, I'm like I can lose it all tomorrow. You know what I mean. And so I also am super weird where I love operating under pressure and some people say it might be unhealthy and you might even say something hard to attack, you know, but for me I've had, you know, and I really struggle with this. There's a friend of mine, temp.

Speaker 1: 57:09

you know temp you know a good dude and he's more on the opposite side. He's super balanced with life. Like that guy went through like 2020, 2021 where he was going to work so hard. He's traveling around, taking vacations and sold all of his shit. He got down I think you read the some book about being simplistic and stuff like that and he's a good dude. I respect him. He actually showed me how to start a team, you know.

Speaker 1: 57:27

So I'm like fucking my second guessing myself. I'm like am I missing out? Should I be living life that way? That seems way less stressful. And so I went through a very small phase where I sold everything and I was fucking miserable.

Speaker 1: 57:36

Like I was like what am I doing? Like I like cars. Like I don't give a shit about spending money on clothes. You won't see me rolling around Gucci belts or any of that bullshit. I wear fucking T-shirt and jeans and stuff. And my wife buys me a couple hundred dollar pair of jeans and I lose my mind. I'm like, why would anybody ever spend that? But I got no problem dropping 300 fucking grand on him, right?

Speaker 1: 57:53

So again, like I was such a kid that grew up and, like my first car had no fucking air conditioning. It was a 1985 to it. So I really appreciate a fine vehicle because I still remember being a kid and like I just want to have a nice fucking car and I just want a nice house. You know, like that was all I cared about as a kid, so now I could afford it. It's like you know, I'm just kind of living out my childhood stuff, but I like those things and they make me happy. And going out to my garage and just looking at a fucking car, I'm like this is really cool, I get to own this. This was the dream of mine, right when some people are like oh, it's materialistic, it's whatever. I like having that pressure on me and I just perform better under pressure. I perform better under having kind of a load on my back and stuff. But that's just me, it's it's. I don't know, I'm weird, I don't know.

Speaker 2: 58:30

No, I think a lot of people relate that too, because it's a zero options type mentality, you know, and 80 for sell talks about all the time is that, even though you get all the shit in the world that you want, you know, still having that zero options mentality where there's only one way to go because your back is up against that, well, I got to go that way.

Speaker 2: 58:43

There's no other option Get out of my way. I'm going to run you over. You know, and so you know, really truly successful entrepreneurs, or people in general could be in any industry, have that mentality and they wake up fucking savages and keep you. You said something very, very key to me that really resonated with me is that, on a consistent basis, I don't wake up super motivated. You know, dude, I have heart failure, you know so.

Speaker 1: 59:05

I fucking commend people to you. If they exist, I don't know, that'd be amazing. Not everybody's. David fucking Goggins, right.

Speaker 2: 59:11

So dude, when I wake up in the morning, you know it takes a lot of energy from you just to get out of bed. But you know, something you said absolutely describes how I'm able to continually be successful in that routines, you know, and holding myself accountable to do certain things throughout the day so that I could put wins on the board very early and build that momentum. Yep, you know, at the end of every day, dude, I have to really do as an audience and say did I give 100%? In is really interesting because my mental state is really affected by this. So at the end of every day I look back and say, hey, did I give 100%? And the answer is no.

Speaker 1: 59:45

I'm fucking miserable, Mm, hmm, Pissed even though you're not so 100%, day is still fucking 95% of better than a majority of the people's day. It's the fact that you know you left on the table, without a doubt.

Speaker 2: 59:56

You know, dude, it does and it's just like kind of wasting another day.

Speaker 1: 59:59

And people are like, dude, you kick the ass all day, you get all the shit done and I know I struggle on like Sundays, like my wife's like take a day off, I'm like I fucking, can't fucking do it. I feel like if I sleep in a waste of a day and you sleeping in.

Speaker 1: 1:00:09

for me, six am To tell was the other day my wife's like usually get up at three and I think on Sunday we'd been out late, we'd just been. I just been going so hard all week and I knew my body was like yeah, this is enough. Like, yeah, like I was just running on like four hours sleep from every night so I was like I'm gonna sleep in and yeah, 6 30. Yeah, my wife's like I'm very proud of you, slip until 6 30. I'm like fuck, but it's lost three hours.

Speaker 2: 1:00:28

This is so funny. But I felt good, yeah, actually I was like, are you set alarm? And like Tom act has an alarm on Tuesday morning, I'm just, I'm just gonna sleep. In 6 am Bam, I'm up. All right, let's go. Yeah, it's a.

Speaker 1: 1:00:38

It's tough and except. But I, that's where I just find joy in my work too, and you know it's just my system, it's my routine and I'm just one of those guys. I have to have a periodic. You know it set every single day. This is what I'm doing. I might take a little breaks in between those and stuff. I got the same routine. I don't deviate away from it. Helps me.

Speaker 1: 1:00:51

See, I'm one of those guys like I can just calculate consistency right. Like I get up every day two hours early. You get up two hours early. You calculate that out. That buys you 30 extra days a month. It's insane and people don't think about that. And it's just the small compound. Like I look at every day, what little compounding things can I do that are going to make the difference right? 10 extra dials or one extra post on social media for Legion, like, whatever that looks like, it's just the small compounding effect. I don't look for the big stuff, but I do know I'm smart enough to know, like in my life especially like if you just stick with the course and give it time and I'm not a patient person that's where I struggle the most with. I'm not a patient guy. So when you tell somebody like me like hey, he's gonna be patient, I'm like I fucking hate that word.

Speaker 2: 1:01:27

But don't talk to me about that, yeah.

Speaker 1: 1:01:29

But being patient in levels of that, it's like, yeah, but I get an extra month worth of work done with you on myself to those two hours I buy myself.

Speaker 2: 1:01:35

That's mental, you know because I did the calculations earlier and I want to go back to this. So you know, very early in my life I was making $3 and 35 cents an hour.

Speaker 1: 1:01:43

Right.

Speaker 2: 1:01:44

And so I said, hey look, what do I need to do to make more money? And it was a very simple equation for me. Well, just work more hours.

Speaker 1: 1:01:49

Yeah, so get two jobs instead of one job.

Speaker 2: 1:01:51

So, but going back in, circling back to something you had said, do you think you can be very, very successful if you're not passionate, truly passionate, like you found your purpose and whatever it is that you do, do you think you can be absolutely successful?

Speaker 1: 1:02:02

I think you could be successful, or in the short term there's a lot of things I think I'd be phenomenal at that.

Speaker 1: 1:02:07

I can ramp up and make income. I think for the long term you can't. You have to. This is me personally, and what I mean by real estate is like I love real estate as a whole. Now, does that mean I want to continue to be a listing agent? No, but I think it in some facet. I love the game of real estate because for me, it's one massive game of monopoly. That's what it is. I also take it serious because I love like.

Speaker 1: 1:02:25

For me, I feel like I teach people so many different things, like the conversations we're talking about, where I'm like well, you can do this and why don't like? Especially now the last three years, my conversations been why don't you keep your fucking house as a rental? Don't sell this thing? Like, keep it, you got enough equity. Pull a little bit of money, I'll go buy another one. You can cashflow this for 300 bucks.

Speaker 1: 1:02:40

I never did that when I was an agent. Nobody taught me that. I didn't even know. You know, I was just learning myself. But I find pride in that now where it's like I'm really helping people make some money here, like I've got clients. I've made fucking millions of dollars, millions of dollars, and that feels really good.

Speaker 1: 1:02:54

Not like, oh, that sucks. I said no, like I'm like, okay, that's my value, like I can say, I helped them buy, I bought a good deal, I found a good deal, I talked them into this, we sold and they made a couple of million dollars. I'm like that's fucking amazing, right, and you feel valued as a person and I love that, which is why I think I do so well in the business, because I love it as a whole. I love learning new things and I guess it's just me and, like I said, I know there's a lot of great things I could be good at. I can go race cars for a living, be amazing at that, because I love it. But there's other things I think I could be good at that I wouldn't.

Speaker 1: 1:03:25

The long term, when shit gets hard, the hard days, the hard months, the like oh shit, my business is going through this like fucking lawsuit. I'm out. You know what I mean. If you don't love it, you ain't hanging on to that, it's just like a shitty relationship. You know what I mean. Like you're like, I'm just kind of halfway in, halfway out and as soon as you guys face a majorly turbulent times, some throwing the rag right.

Speaker 1: 1:03:42

So I think, in my opinion, I look at the people that have been in this business for a long time, while they have deviated out of you know, a couple of them invest, like the Kenny Klausus and goes, you know, they invest in other businesses and restaurants and stuff, which I think is in a genius move. They're always got their foot in real estate. They're always got their hand in real estate and they've maintained and they've weathered the cycles of real estate because I think they love it, they're good at it, you know yeah, for me, I think, you know you kind of settle out of what I would say too, but for me, the real estate is the vehicle for my actual purpose.

Speaker 2: 1:04:09

And so, realizing that, you know, life is so freaking short, you know and trying to really find out what my purpose is, and having rediscovered that, or actually discovered that for the first time, really, truly, when I had the heart attack, in understanding my purpose has been to help other people, you know. So I talked about, you know, the second, my second life. You know it's really for you guys, for the people that are listening here, in vehicle, for it could be different for anybody, you know. But, like you said, you know my passion is found inside of real estate because I can use that as a vehicle to help other people, whether it be grow wealth or, you know, solve a problem, or do you think about how impactful it is to? You know, and I know you've done it. Take a single mom.

Speaker 1: 1:04:47

Put her into a stable situation where she's got absolutely housing and dude those deals feel better than some of the multimillion dollar deals I mean, you know it's so funny I do.

Speaker 2: 1:04:55

I almost did a deal for free yesterday.

Speaker 1: 1:04:57

I've done a couple for fucking. I've done quite a few, you know, just because I'm so passionate about helping people.

Speaker 2: 1:05:02

I'm like dude. It's not about the money, it'll come back down the road and do it way for us. This is karma you know, good shit, what are some of the things that you do on a daily basis. Because I really want to get into your brain as far as routine you know, because I think the routine can really set you up for success what are some things that you do daily that are non-negotiables.

Speaker 1: 1:05:19

Working out, obviously number one non-negotiable podcast every single day on my walk, non-negotiable and it's always. It's not a F off podcast. It's like literally something I can put like actionable items into or like business or my like. For me, it's mindset I struggle, which is ironic because it is everybody looks at me like for a strong mindset I struggle. The biggest self defeat is there is out there. I'm the dude it's got the biggest self doubt. On the dude that's like hard on himself. On the dude that always constantly worries am I doing enough? Am I going enough? I'm not like the. I'm probably the hardest person on myself.

Speaker 1: 1:05:46

So I have to really stay in alignment on like my mindset and stuff like that, because shit just pisses me off Like the world. You know it's a sad place, man, it sucks. You know it's just I don't like when I see other people I take, I take shit serious. When people fail, I'm like, oh, it's my fault, like everything is my fault. I wear a lot on my shoulders. So you know, and I've been to a place where like depression has been there and stuff like that in the past many times, you know what I mean Like just really really dark fucking spots, and so for me it's. It's every day non-negotiable work on your fucking mindset, like, and so it's a non-negotiable every day for me, whether that's reading a book, let it. That's listening to podcasts, whether that's giving affirmations to other people I like to make other people feel good and just engage in conversation with them and stuff but that's like my non-negotiable every day right now. No shit.

Speaker 1: 1:06:26

What are some podcasts you're listening to? Real AF Andy, for sell is a really good one. I like really listening to Hermosi Alex Hermosi's podcast. He's got a really good one. Picker pockets is always good for like a real estate standpoint and stuff like that, and then I think that's it, like maybe those two a couple of little odd and off ones outside of that, but for sure, yeah, andy's just good dude, like. If you guys don't listen to real AF podcast, you just have to.

Speaker 2: 1:06:49

Yeah, you're missing out, man. He's not that about that Solid dude. Anything else I can answer for you, Cause I'm an open book man.

Speaker 1: 1:06:56

No man, let's go deep on this. What's? What's the one thing you hate about being a broker, Jonner? Everybody talks about all the good shit and obviously we're small boutique brokerage and stuff like that.

Speaker 1: 1:07:03

Everybody roads and touts it. Let's talk about the ugly side of it. Just because I know people right now, I know there's agents that listen, that are team leaders or maybe and I'm sure this would apply very much from a team league. There's not much of a difference from a team lead to a broker. Jonner living, you got a little more liability on you. We'll sit down side of leadership on the backside for you, man.

Speaker 2: 1:07:19

Oh God, dude, I mean a lot of it is is, uh, it's more admin than I think people understand. You know, and I'm just not a good admin dude. I'll tell you, you know, and I joke about it in the company meetings I'll fuck your paycheck.

Speaker 1: 1:07:30

Do you still do the? Do you still do the designated broker on yours? I am? Oh, yeah, I got out of that role.

Speaker 2: 1:07:35

Unfortunately, ashley, she's actually.

Speaker 1: 1:07:36

She started her course this week my wife went to get us. She's our broker.

Speaker 2: 1:07:39

Yeah, so she's eligible, I think in either November, december of this year.

Speaker 1: 1:07:42

So I'll be, you know, passing that off here pretty quick, but you know, the designated brokerer four out of the five states that were licensed in.

Speaker 2: 1:07:47

So you know the admin part of it is like I don't people. I have to do continuing education in five states, four states. You know and so it's like God and I am licensed in five or just not in Nevada yet, yeah and so so interesting. But you deal with shit, stupid shit, and usually it's the freaking border realtors. So what happens is there's a complaint of something you know, and this is not the state. This is literally agent to agent.

Speaker 2: 1:08:10

You know, procuring cause issues or something stupid where there's an argument, or somebody let somebody in when they shouldn't have had a lock box access, something stupid. I mean, we deal with a thousand things and we've been sued. I'm not even joking man. We've probably been sued 20 to 30 times inside the last nine years and we've paid a check exactly one time. And that was just because I felt bad about the situation.

Speaker 1: 1:08:30

Sure just do the right thing. Just do the right thing.

Speaker 2: 1:08:32

Just get it done, but you get sued constantly. You know people are always looking at you for money and it's just like come on, guys, like you know it's just killing me. But I will tell you it's been. The most rewarding thing I've ever done is to lead people to success and so through that I've become a better version of myself. And because it does push me to be better and better and better, because I understand that, you know, when people are looking up at me, you know I have to hold myself to a higher standard and so you know, for me it's the physical part of it, is a big part of it. You know, physically, the first thing I do every day is take a walk.

Speaker 1: 1:09:00

You know I'm listening to podcasts and so every single day, non-negotiable.

Speaker 2: 1:09:04

Then in the evening time I'm working out, you know, and during the day I'm doing, you know shit. That's really going to move the needle applying the 80-20 rule you know, and really trying to move that needle forward and solving problems for people. It's been so rewarding but it's so taxing at the same time, 100%.

Speaker 1: 1:09:18

Yeah, it's fucking tough, for sure. Yeah, for me it was. I don't know. I remember when I went to start mine out it may have been that way Like so many people told me, don't do it, like don't do it, don't do it, don't do it, and that made me want to do it fucking more.

Speaker 2: 1:09:29

Cause that's how I am. I'm like, oh, I'm just pretty guys wrong.

Speaker 1: 1:09:32

It's a lot of work, for sure. There's always those thoughts of like it would have been easier just to stay as a team and, you know, go hang my license on another brokerage. But the biggest fucking thing is I couldn't find the culture that I fucking want. I'm like this is this is what I want out here and I'm tired of the big box bullshit. Like I'm tired of the turnover, I'm tired of them not pouring into agents. Like I want agents to be successful. My biggest lesson from it so far was just and I'd deviate away from my own standards man I had a team of not a lot of people 10 people for four years and we were very successful. Like agent to deal ratio was really high. We were at a big box brokerage for three years 2020.

Speaker 1: 1:10:06

They did about 1100 transactions and my team attended 310 of those out of 260 agents, right, and that's just the result of it was a flat fee and they just you know a lot of licensed parkers there and the leadership didn't really care. They got paid a flat fee, so they had zero incentive to coach, train, teach them business. Where my team, we did that and it kind of really pissed me off. I'm like man, because it was like there's so much wasted potential here, why are 10 of us pulling 25% of this company's weight right now? Not that it I mean we got our checks, we did fine. But it was just the part of me that's like there's a lot of untapped potential here. And I went to meet her and offer. I was like, how about I just buy you out? Like, obviously, this isn't your fucking gig, right? And she was like, oh, this is a number I want. And I was like, all right, cool, some of your books. And she's like, nope, not showing you my books, that's my price. And I'm like, well, I'm not going to go buy a business that doesn't work that way. And then I was like, well, maybe I'll just open my own franchise under this one. And I called corporate and they're like, yeah, we're all about it. And because they were cool.

Speaker 1: 1:10:58

I was done a couple of speaking events for them. I was a good team, good representative of the company. She caught wind of that and immediately went in and cited like oh, it's in my agreement, with my franchise agreement. He can't have anything within 20 miles of me, did it? So then they're like you got to go be out in Apache Junction. I was like that ain't going to work for me. I live here so just decided to do my own freaking thing.

Speaker 1: 1:11:16

But where I screwed up was I kept a really tight team, pretty stringent on who would come on. It wasn't just anybody, it was very much like hey, you got to really fit the mold, you got to fit the culture. So we were effective in what we did. And then when I started the broker, I was like I got to get a lot of people underneath here. I got to make it profitable. I got a lot more overhead now and we let a lot of people in and I learned that lesson hard.

Speaker 1: 1:11:34

For two years. I'm like they just do not fit the mold. Went through a real shaky year and a half date. Basically, I'm just having something. They didn't even work bad. I just knew better than to take those kind of personalities and put them in with what I have. And so we learned a lot. We got really strict Now. Now it's like, hey, you got certain requirements you got to maintain. We interview them and there's just certain things, key things, we look for and it's like, if we know you're not going to be a good plug, we're probably not going to take you. It's the slower path. But I hated that about it. I was like I felt like I was doing things so frigging wrong for so long.

Speaker 2: 1:12:02

We did the same exact thing. We would just hire. I don't want to say anybody, but if you had deals under your belt, we're like, all right, I'll come on board.

Speaker 1: 1:12:09

And then it would destroy the company culture.

Speaker 2: 1:12:11

So we'd be at company events and just wouldn't fit, wouldn't flow, it was just awkward. So now we're super strict about hiring and making sure that you're a little more selective. You have to align with our values too.

Speaker 1: 1:12:22

And so, like, probably saves you from getting sued more too, if you got the right values, oh yeah 100%.

Speaker 2: 1:12:26

But I think when I talk about values, I'm talking about we are America's fuck yeah Right. So we carry guns up in this bitch Absolutely, so we really enjoy that American freedom aspect of things and so we take that to these, which is a trucking missing in the real estate world. That's the thing.

Speaker 1: 1:12:43

A lot of these brokerages are so watered down. This is what goes back to what I talked to you about like that's what the value I see in brokerages is. Everybody has their own kind of little subculture of. Whatever you lean on politically, whatever, I don't really give a shit. But I like that diversity Because at least you have a place to go plug into as an agent, and I think you should start looking more of that of like hey, what's this culture about? Like, with yours, you're like hey, we're super American hardworking, that's how we are. Same shit. Like roll up your fucking sleeves, get to work, stop bitching. You have a bad day. I'm here to patch on the ass, but tomorrow we get back on the horse and we go do the fucking thing. That's pretty much how we are, too, same way, and so I love that there's that diversity in there, instead of these big box brokerages that are like we'll just take anybody, everybody's super neutral, super bland, super plain Fucking. Hate it, hate it. Can't do it, hate it.

Speaker 2: 1:13:23

But that's what gives you an eye advantage, so I love that. I absolutely love it.

Speaker 1: 1:13:27

So what's the next car for your car guy? You know it's so interesting.

Speaker 2: 1:13:31

So I got to go through this cycle where I have I probably buy 10 to 15 cars a year. I know you got cool shit, so I just got a AMG GT, yeah, gts.

Speaker 1: 1:13:43

So I kind of like it man.

Speaker 2: 1:13:44

You know. So I've been driving there for a bit, and so I think the next car honestly is going to be either a Veyron or a Sheeran Dude. That's big bucks.

Speaker 1: 1:13:52

Yeah, that's the bad boys, yeah, and so what do you love about it?

Speaker 2: 1:13:56

Well, because nobody's got one. Ok, here's the problem Is that, dude, I drove a Lambo. You know fucking what a great car too. Oh yeah, you know so like God, the things are just indestructible, and I drove it on the track you know.

Speaker 2: 1:14:07

So, like you know, of course, with Radford I would just go out of the track and just anytime I want just go tear it up. And so I've had pretty much everything. I've had Ferraris, porsches, lamborghinis, bentley's, you know, I mean, you name it. I've had multiples of each Rolls Royce's and I'm like, well, they're cool, but like they're just not that next level. We're just right on the edge of like engineering. And so I look at like the Bugatti's, I look at the God, and there's so many cool things that are really out there, like that 2 million price point, that are just, you know, ridiculously to new Hennessey. Yeah, those are stupid, you know. And so you know we have an option to get maybe a Kona's. You know, a good friend.

Speaker 1: 1:14:41

That would be legit. See, I like those. I don't know what it is that Bugatti, I can't love the look of them and my struggle is I don't have like FU money where it's like, whatever, I'm going to buy one. I don't have to love it. Like if I buy that kind of car it's like that's gonna, that's my top right If I buy that. I just don't love the look of it. Hasn't grown on me enough.

Speaker 2: 1:14:58

So I think the Fiora's, the Bugatti's are amazing, the Bugatti's are badass. But I think, you know, I don't know, I just can't get over the mirrors. They just look fucking funny. I'd like like a LaFerrari that would be like LaFerrari's are pretty badass. I'd like a big ticket.

Speaker 1: 1:15:08

If I've spent that kind of money, I'd probably be a LaFerrari.

Speaker 2: 1:15:13

I don't know. I mean, I just, I think like the Koenigseggers, I look, I know that you know, they just make such a great car that's right on the edge of technology, you know, with new transmissions and stuff. Yeah, I think I'm over, like the Rolls Royces. Yeah, stuff for now. I'm like what about you?

Speaker 1: 1:15:26

I'm like I'm a classic right now. I just showed my wife this morning. She's like absolutely not Cause I keep which means yes.

Speaker 1: 1:15:32

Yeah, I just bought like my Perfumante and I've got a new truck and whatever. I would find rentals and shit like that and put money back into business and I've been on this kicks. I'm building a 71 Chabelle right now. It's not an SS, but it's a sentimental car as a family member, friend, and it got out of hand it was supposed to be just like a big block in the car, cleaned it up, turned into a new frame to a supercharged, basically LS platform on a basically a 427 LS is what it is with a three liter Whipple. So it's like 1,280 horse on anyone octane?

Speaker 1: 1:16:00

Yeah, roadster shop did a full spec V chassis, so I'm like 200 grand into this stupid Chevelle, like getting there right now, right now. And but then I was like, well, I really want like this American iconic, like muscle, like all original, cause I love both. Like I'm gonna do two. You know it's weird as like I have this old 79 K, 10 short bed and I love driving it and it's like the roughest riding piece of shit, least technology window cranks. But like I drive it and it takes me back to like this time, like it's super weird, like I'll just drive it. I'm like man, this is what it was like to like just old school, like no cameras, no, nothing. Like how simple life was. So it's like it's like this time capsule when you drive. I'm not a lot of people understand that, I'm sure, but like for me it's like time capsules. Right, I'm 55 Bel Air I just sold you. You look at it and you're like how, the quality of detail and all the chrome on the dash. It's like such an experience to drive this thing. But it's so fucking raw Like you're just shifting gears, grinding and stuff. You can hear the wind coming through everything and like that was considered luxury back then. Right, it's not. I hopped in like my dude Denali pickup. I'm like how this is so fucking nice, imagine. Like what was nice back then.

Speaker 1: 1:16:53

So I'm on this kick for a 70 Chevelle LS six and my problem with me is is like when I buy stuff it has to be like the best of that model, same. So like I won't drive a Huracan 580. Not that there's any goddamn thing wrong with that. Truth be told, that's probably like the most amazing like daily driver would be. You're going to daily drive a Huracan like just to put miles on and not get a shit. A 580 is like the way to go. 610 is what I had before. I think you had one of those amazing car all will drive. I loved it. And then, like the Perfomante, I'm almost like I don't want to drive the shit out of this thing, cause when I bought it only had 680 miles on it Super low mile, absolutely immaculate. So now when I drive it I'm like fuck, I put so many miles on this thing and it's like guilty for driving and it's kind of like a I'm getting over that now.

Speaker 1: 1:17:31

But but now I'm like I really want a 70 Chevelle LS6 because it's like the unicorn of, like Chevelle's epitome of the muscle car. So I show my wife I found, but I like have to have a black one. All original numbers matching four speed. Muncie on the floor with the with the 454, the, you know 450 horse, and they're hard to find and they're not cheap right now and I found one in my wife's like don't you fucking dare buy that fucking car.

Speaker 2: 1:17:53

Yeah, you don't feel funny, it's not been longer. There were 30, 40,000 car cars, I know well, over six figures, oh yeah.

Speaker 1: 1:17:59

Yeah, it's just hard to find them and stuff. And then like the other crappy part about it was I figured out and this is total first world problems. By the way, for those guys that are in car people, you're big and idiot but the LS6 is never came with air conditioning because it was a race car factory race, like Chevelle, like it's king of the street, 450 horse back in the seventies and I'm like well fuck.

Speaker 2: 1:18:16

I live in Arizona so I can only drive. That's not practical, I know.

Speaker 1: 1:18:18

But so then? But then there's the weird part of me that's like well, I'm going to buy an LS5, which had a 396 with AC, but then I'm going to know that there is this fucking one better one better on the road.

Speaker 2: 1:18:29

Yeah, I'm the same way and I fucking struck my wife's like when the fuck's wrong with you, Just buy that.

Speaker 1: 1:18:33

I'm like no, but then I'm going to know that the best of the best is out on the road and I can't have that.

Speaker 2: 1:18:37

This is a weird mindset by the way, no, no, no, like I can't Interesting, it was a really nice LP 6 10.

Speaker 1: 1:18:43

I'm like this is amazing. Her account's a great fucking car, but there's a fucking Perfomante out there that I could have. It's not like that's one step better, fucking. All right, so I'll get the Perfomante I do the shit with like, like computers and, like you know, TVs.

Speaker 2: 1:18:56

I have to have the best.

Speaker 1: 1:18:57

It's the weirdest frigging thing, man, I don't know. It's super stupid financial decisions, so don't do that for any of you guys. You're not going to do that, but yeah, so that's where my mind's at right now. I want to get one of those I've toyed with the idea of, like a McLaren. I don't know, I think they're cool. The problem is, like the McLaren's I want. It's like a Santa. Yeah, exactly, it goes back to what you're saying earlier.

Speaker 2: 1:19:15

Yeah, yeah, 720 s just ain't going to do it.

Speaker 1: 1:19:16

Yeah, or like a P1 or something like. The P ones were like affordable and now they're even super crazy yeah. But they're the only ones that look like super good to me, like I love the rear ends on them and stuff like that.

Speaker 2: 1:19:25

So they're nasty. I know the other nasty. That's the frigging problem.

Speaker 1: 1:19:28

So anyways, yeah Cool.

Speaker 2: 1:19:30

Dude, kind of appreciate you enough for coming. Thank you so much, man.

Speaker 1: 1:19:33

Working people find you.

Speaker 2: 1:19:34

I mean, you're broke, it's kind of James Realty.

Speaker 1: 1:19:36

I don't even think we've got to be a plot Appreciate that it's in here Come.

Speaker 2: 1:19:39

didn't come here for that. But yeah so IG Carl underscore Freund. Okay, hands down the easiest way, and then you get to see Clemson. My life too, yeah, I'm starting to share more of that because I've been kind of introverted for a long time. Yeah, everybody's pushing me to get out there. All right, you get to see some of my shit, so you struggle to show the nice shit.

Speaker 2: 1:19:54

I do 100% because I've got a weird complex man. So like I don't show my house, I don't show what I got going on, I don't show the cars very often, and so I did that for a really long time, man.

Speaker 1: 1:20:04

It was funny. Well, since we're just enrolled this for fast, but like I was the same way, I had a guy tell me who's a friend of mine and he was. Basically I was going to list his house as my first million dollar property. Actually it sold so many freaking houses like it was so pissed off back Talk about the complex. I'm like maybe I'm just not ever cut out to sell nice houses, because I was sold like three, almost 400 houses None of them are a million bucks and I'm like what is wrong with me? I wasn't hanging out with the right people that you know in that circle at that time.

Speaker 1: 1:20:30

First dude, first listening, I got over a million 1.8. And I remember he came to me and he was like you don't really look successful. I'm very honest with you. And I was like what the fuck? I'm really good, I think I'm good, I do a lot of houses and stuff. He's like, yeah, but dude, I kind of I see your house, I see your cars and you don't look successful. And I was like I don't, do I have to look successful. I really that conversation man struck with me because he was like you don't have to look and I'm not saying fake flex, he's like. But I got to be honest.

Speaker 1: 1:20:54

Like successful people, it's two things. Successful people want to be surrounded by other successful people. He goes, you know, if you're going in, great example, for a heart attack right, you had a heart attack Do you want your doctor to roll up, looking like he doesn't do that well financially? No, at that point he's like you probably want your doctor to roll up in like the nicest fucking car. You're going to feel confident that he's making money. He must be good at what he does, right? He's like same thing with an attorney. You're going in to fight this major legal batter on. Your attorney pulls up and like this super beat up ass fucking car. You're like oh my God, I hired the worst fucking attorney possible. He goes and unfortunately the stereotype part of that is real and I never wanted to put that shit out there because I hate people. I like cars, because I just like cars.

Speaker 1: 1:21:32

Like I didn't have him growing up right, I struggle with like I don't want people to only want to do this because they want the cars and shit. They have to love to do it and that's a byproduct. So I was like you or I struggled to show that stuff. But he's like you're going to, you're pushing away guys like me because we don't know you're successful, like there's other agents out there that look far more successful and if we're the successful business owners, we want to work with other successful business owners. It just is what it is, because I want the best of the best. He's like do you want the best? I'm like, yeah, kind of do. Like obviously we just talked about like I do kind of want the best of the best when it comes to services. So I struggle with that. And then I started putting that stuff out there and I was in it.

Speaker 1: 1:22:04

And then the other thing with it was like what really struck almost like I was a kid and I used to be motivated by that. I remember the very first Lambo I ever saw. A guy had it at a car wash. Doors were up and then a van adorned. He was young, he was like 26, 27. And I was like, holy fuck, this is crazy. Like I remember looking at it.

Speaker 1: 1:22:18

I always had the posters on the wall talking to the guy the nicest, freaking guy ever like gave me great advice and stuff. This is like when I was 23. You know, hadn't hadn't even seen any level of success whatsoever, and I remember being so motivated by that. I was like, oh, I got so cool on such a badass car, that'd be amazing driving that. That stuff carried me through and obviously, like I don't want to say I'm materialistic, but I like nice cars and it's like goals of mine and stuff to own those.

Speaker 1: 1:22:39

And he's like you're probably kids out there that would just like you, that would want to see that shit.

Speaker 1: 1:22:42

That like would be motivated and that would attract somebody like you. Because you're as much as you're trying to push away these people, you're also probably pushing away these people that would really help them. And I was like sure, and if I really had to take myself and plug myself into like me as a kid and who I looked up to, it would be me and it'd be the guy that shares some wins, but not the asshole, your stereotype, or I got nice shit and you all suck and I can't talk to you. But the guy that has nice shit but is willing to help everybody, and so when he put that in the perspective for me, he's like you're going to get people to talk shit. You can not show post in your shit and people are going to fucking hate on you and say you suck and you're not that good. You don't got nice shit and you can put nice shit out. He goes regardless. You're never going to win 50% of every. I'm like he's like the fucking president can't do that and I'm like fuck man.

Speaker 1: 1:23:22

Yeah, he's like so what's wrong with showing people in a humble way though, like, but showing people it's possible. He goes. You want other realtors to say, hey, you can build this life and have this If this is what you desire, or some level. That kid that's just getting out of high school do I go to college, what I want to do? Like you can model what like a really cool life looks like and help people Right, he goes. That's the other side of it. Help people get that. Don't show them how you did it and I'm like yeah, I love doing that. He's like show your shit and I started showing my shit and do my quality of influence. It's fucking crazy, dude. Like I've attracted some shit bags for it. I'm not going to lie. Like I've had some people come around for the wrong reasons, but I've had more people come around for the right reasons because they're attracted to those things and they're really cool, but they're really down to earth people. I don't know. It's just brought good people in my world.

Speaker 2: 1:24:00

You know, I think it is for me, as I just care too much about what people think of me. Yeah, man, yeah 100%.

Speaker 1: 1:24:04

I did too. I get it, but you got cool shit and you're a super good guy, so likewise man. Yeah, so cool. Such a pleasure and honor. Well, thank you for coming, brother. I appreciate you. Man, if you guys find value in this, go give color. I'll follow and, as always, feel free to share this with anybody you think they can get value. I guarantee you, we dropped enough, and here's somebody's got to have a message in here.

Speaker 2: 1:24:21

It's gonna one little nugget, yeah man so as always, guys, see you.

Speaker 1: 1:24:25

If you guys found value in today's episode, I asked that you guys share this with anybody that you think may benefit from hearing this. Obviously, I do this for free. I do this to help you guys. I do this to help, obviously, impact other people that are looking to grow and scale and improve their life. So all I ask is that you guys do share this with somebody that you think it could help and benefit. I greatly appreciate it.