Learn Why The Top Real Estate Investors Spend $25K on Masterminds – and Why It is a Fast Track to Their Success

Guest: And so this young kid pulls up at my house, the more the gentleman I was doing the mortgage with, and he was a few years younger than I was. And he pulls up in a black, 09/11, black on black convertible Carrera turbo. Right? And so at that age, cars were still important to me, and they're they're not necessarily now. But, of course, I wanna know how how did you how did you you're 20 he was I was 29.

I think he was probably 26. Like, how'd you get that? And he's, like, doing this mortgages. Right? And I was like, really?

And, I said, do you do you guys have an extra spot on the on the team? And, he said, let me check. And he called me back, and, he said yes. And so it was at that point that I broke away from corporate America. And, at that time, you had to have a year's worth of experience before you could start your own mortgage brokerage in Florida.

That was kind of the the legal proceeding, if you will. And so I worked went to work for, the shop he worked at, and then a year later, I was, up and running and had my own brokerage. Yeah. So So you you

Steve Trang: went from corporate America to starting your own mortgage brokerage Yes. In a year.

Guest: Yeah.

Steve: Alright. So before we jump in that okay. What were you doing exactly in corporate America?

Guest: I might have a couple jobs. I was, prior to, taking that first leap, I worked for Johnson and Johnson, in pharmaceuticals.

Steve: Mhmm. Sales rep?

Guest: A sales rep. Yeah. Yeah. Which, you know, the funny thing is is I thought that was my dream job. And once I got it, I despised it.

Steve: What did you despise about it?

Guest: You know, it's not so much, I think, what I despised about it as much as what it showed me about me Mhmm. If that makes sense. Yeah. And it showed me, you'll get you'll get a kick out of this, but it showed me that if I got a steady paycheck, that I'm gonna go to work at ten and and come home at three. You know?

That sounds very familiar. It wasn't until, I had to, for lack of a better term, eat what you kill when I began to really perform at a much, much higher level.

Steve: So not really the model employee?

Guest: No. No. No. Not at all. But I hate I didn't I knew I was better than that, but it was because of a you know, I mean, I was I was a kid Mhmm.

Working for J and J, 24, 25 years old, making this big salary company car, all the good stuff. You know? And it was kinda like a a race to the bottom because I was like, man, I'm good. You know?

Steve: What were you making when you quit? I mean, this is a while ago, but for perspective

Guest: When I was 29 years old, I would say I was probably making at that point maybe maybe close to a $100. You know? That was a long time ago too. Yeah. That's a crazy thing.

Right? It was almost twenty years ago twenty years ago.

Steve: But it's just because one of the things that, you know, we talk about is, you know, good is the enemy of great, which is you have a good salary. It's even harder to quit. So how were you still able to make the leap? Because that's a question I get. Like, when's the right time to quit?

But you were making good money. So how did you figure out it was still the right thing to do to quit?

Guest: I don't know that you ever know it's the right thing to do. Right? It's a scary process to shift from a a steady paycheck to not having a steady paycheck. Right? And then it is a leap of faith in in yourself.

But I I think for me, you know, I the way that I did it was I it's not that I had a bunch of money, at that time. It's just that I had a I went and got a home equity line of credit.

Steve: And Really familiar story. Yes.

Guest: Yeah. Yeah. I got a home equity line home equity line of credit for $40, and, I used that to start the business. You know? And, part of it too, I kinda transitioned again.

For a year, I worked for someone else. Right? So I was able to to learn the business and, get a a a certain level of confidence before I technically started on my own, which was a a year after leaving corporate America.

Steve: What did you do in your first year in mortgages?

Guest: I mean, like, what do you mean what did

Steve: I do? Volume, commissions.

Guest: Oh, gosh. I don't even I don't even remember.

Steve: Yeah. Yeah. You I mean, did you come out of the gate flying or was it a struggle?

Guest: I I came out of the gate doing pretty good, but I can't take credit for it, which is funny because it relates to what we talked about in our event this week, how we were talking about how listen. Everybody think there's thinks there's a they're a rock star right now, and I told everyone it's 50% you and 50% the market. Mhmm. I was in a similar situation, when during the early two thousands, there was another there was a boom going on. Not only was there a construction boom from housing perspective, but rates were dropping, which also created a refinance boom.

Right? So I was killing two two barrels of fish at that time. Right? So, I did well. I don't remember the exact numbers, but I could tell you I I did well.

And then not necessarily because I'm was a rock star at that time more so, but because of the market. To be a loan officer. Yeah. The market was was fantastic.

Steve: So you go from loan officer to starting a brokerage after one year, which is kinda aggressive. So how was that journey?

Guest: I'm aggressive, Steve.

Steve: You are aggressive. So how was that journey?

Guest: I think that's always scary. You know? But I knew I hadn't felt like for the majority of my life that I was gonna have my own business. Mhmm. Right?

So, but, you know, you take a loan out on your house. You you you had no even though even though I was in sales, I didn't have any real corporate experience as far as how to grow a team, how to manage a team, how to do any of that stuff. Right? And you just kind of you know, you walk into it blindly, and, that's the part that's scary. You know?

You and and I think when you're young, even when you're old, a lot of entrepreneurs struggle with building a team. Right? It's kinda like, hey. Sit down there. Do what I need you to do.

Make me some money. And if you can try not to bother me in the process, that would be great. Right? And we all know that that model is very limited in scope.

Steve: So worked in the nineteen seventies. Not so much today.

Guest: Right. So, it was, you know, it was a fun ride. I again, things were explosive at that time. I think when we kinda peaked out before the market crashed, the store started in 2008. We had about 14 loan officers, three, three processors, and we were in there banging.

You know? You didn't have to

Steve: go started the brokerage? No. You Yeah. The the the loan mortgage brokerage, you started in 2008.

Guest: Mhmm. No. No. No. I started in probably 2001.

Steve: Right.

Guest: And I'm saying in 2008 is when everything started

Steve: Took a slight slight turn.

Guest: The well, I I think more so, like, the wheels began to fall off. Yeah. You know?

Steve: So, you know, we saw a lot of people that did really well. Mhmm. And they lost everything. Some ways you know? Okay.

So you're included in that category.

Guest: Yeah.

Steve: Yeah. So what was like, what how high did you get? Mhmm. And then what happened?

Guest: Yeah. I mean, I think when the wheel started to fall off, at that time, and we were probably cranking out anywhere on a month to month basis, 75 to a 100 loans. Wow. Yeah. We were banging.

But, again, I I I can't say enough about the fact that it was so much about, you know, the market. It's like if it's not that you really needed a sophisticated mortgage where you need somebody to answer the phone. Right? It wasn't really salespeople. It was order takers.

Steve: Yeah. Well, at that time.

Guest: Yeah. And, you know, things that's when the financial crisis kinda hit start started to everything had to unfold in 2008.

Steve: But did you have, like, big house, bunch of houses, fancy cars?

Guest: Phase of my life, yeah. I mean, I had I was I mean, I was spending everything. I hadn't gotten my first house on I was always a dream of mine, a house on the water. You know, I got my first house on the water. I had beautiful cars.

I was, you know, spending all my money.

Steve: Weren't really saving a whole lot.

Guest: No. No. No. No. No.

I've got a lot of wisdom at this phase in my life, and it comes from, you know, getting your teeth kicked in

Steve: Yeah.

Guest: During those times time frames. Those

Steve: I mean, it's interesting. So it didn't matter how successful you were. A lot of people all got reset to zero.

Guest: Well, you've been in CG, I guess, for eleven or twelve months now, and I would almost think that you probably heard me say this multiple times. Making money is a skill set.

Steve: Mhmm.

Guest: Keeping money is a discipline.

Steve: Right.

Guest: Right? Right. And at that time, I had no discipline. But after you get, a little, you know, ass with it for for lack of a better term, you start to appreciate that they're two different

Steve: Completely different skills.

Guest: Yeah. Yeah.

Steve: Yeah. So what were what your lessons?

Guest: That's one of them. Mhmm. Right? Making money is a skill set. Keeping is a discipline.

You know, I have a whole different financial philosophy now than I did then. But I you know, number one was to live below my means, which I do very much to this day. Live below my means, making money is a skill set, keeping it to discipline, having a plan of what to do with what you keep. You know, I think and, again, I don't know that these were my lessons now, but I I I I I think for the folks listening, there's probably a bigger a bigger value from sharing the wisdom I've learned over time between then and and, what, the fourteen, fifteen years since then would be, I follow, the what's called the profit first model. Right?

There's a gentleman named Mike Michalowicz, and he wrote a book called profit first. And it's really about you know, he kinda turns our the traditional model of sales minus expenses equals profit Mhmm. On its head. Right? He says profit is more than a a line item on the bottom right hand corner of your p and l.

It must be extracted. It must be taken

Speaker 2: Mhmm.

Guest: From the business on purpose. And so,

Speaker: you know, following

Guest: his model, really, the goal first of all, I think, critically important if I think a lot of real estate makes real estate investors make a mistake of trying to create passive income too soon.

Steve: Really?

Guest: I think the best way to create a lot of passive income is to have a just radical active income. Mhmm.

Steve: Right?

Guest: Then For

Steve: sure that helps.

Guest: Oh, yeah. Right? And the passive side becomes easy. Mhmm. But that model is really you know, there's there's, like, five different bank accounts.

There's your your cash flow account for your business. There's your retained earnings for your business so that you know, like, when something like last March breaks out Mhmm. That if you've got retained earnings, you're like, okay. This is not gonna be fun. But I can.

We're gonna make it through because we've been smart. We have retained earnings in the business. And then there's effectively the retained earnings for your family, if you will, right, to make sure that regardless of what happens in your business, that your family is going to be okay. Right. And then there's, your money that you're gonna invest, and then there's obviously the the tax man.

Uncle Sam, your business partner.

Steve: Uncle Sam always likes to he always has to see the dinner table.

Guest: He does. He does. He's I found I found him to be a a pig, quite honestly. He's always gobble you know, it's like, come on,

Steve: man. But So but I wanna touch on something here because we're talking about profit first because Yeah. We've had other people come on the show, and they're talking about the importance of paying yourself.

Guest: Mhmm.

Steve: And there's always afterwards, I see comments like, no. As a grinder, you gotta put

Guest: a ball put it all

Steve: back in the business Mhmm. Which I used to have that mindset, and I was always broke. Mhmm. So what would you say?

Guest: Yeah. Well, I think there's danger in unless you have visions of creating a a quote, unquote unicorn like an Uber or, you know, the the billion dollar comp I mean, if you unless you are have a dream like that, the reality of it is is that 99% of entrepreneurs following that model can be, quite honestly, can be dangerous. Because if you put all your money back into your business, you can scale yourself out of profitability. And then if you hit a bump and you're not prepared for that bump or have any money, like I said, retained earnings or what have you to make it through the bump, you can come off the rails completely. You know?

And so I think it's it's important. Now granted, you do have to get to a a spot where I I say I call it you gotta get to a spot where your business has got CPR. Right? You do need to get to a spot where your business is profitable consistently, predictably, and reliably. Right?

And then at that point, I think you you you need to be disciplined in in taking money and and putting it into, some of the different facets that we just talked about. Right? But, you know, everybody has their own journey. That's one of the things we talked about this week at CG. Right?

For one in a million folks that is putting every penny back into the business, it works out. For most, it doesn't because you scale yourself out of your profitability. All your money get, you know, more people, more deals, more and then you hit a bump and you got you got no oxygen.

Steve: Well and that's the what I was telling my wife, like, when COVID first struck was that I felt bad for all the entrepreneurs that have been sacrificing all these years waiting to extract, and then you get this massive speed bump. And now, like, those seven years, fifteen years of sacrifice Yeah. And that's all gone. Yeah. Right?

Guest: Well, I will now we've obviously been very fortunate Pretty very fortunate. The way COVID turned out. You know? Our our industry relative to some has

Steve: Our industry has.

Guest: Oh, yeah. Right? We were fortunate. Right? Very fortunate.

Right? So I'll never forget when, that broke out. We were in CG last March, and I did a a little video saying, if you got any questions about whether or not you're gonna make it through this, the answer doesn't lie on your PNL. It lies on your balance sheet.

Steve: Exactly.

Guest: Right? And you when you're some people focus merely on building a business when in fact, you should also be focusing on building a balance sheet.

Steve: Right. Right? Yeah. And there's a lot of wisdom there that might be missed, but

Guest: it's Sometimes you gotta get popped in the mouth first before you listen, you know, to Yeah. Fight. Yeah. It's just what

Steve: And as soon as it's ready, the master will appear. Exactly. So alright. So you so things kinda fell off the rails a little bit. Mhmm.

Guest: All of it. Business, marriage, whole whole whole all of it.

Steve: Yeah. So that's o eight. So then what was your next step in your journey?

Guest: So I just kinda looked up and said, I got a skill set that I've developed doing mortgages. What can I do with that skill set? And that was at the time when everything was being short sold. And so I was like, well, I will, I will begin processing short sale Mhmm. Loans or not short sale loans, but short sale packages for real estate agents.

Right?

Steve: I didn't know you were doing that.

Guest: Yeah. Oh, it was miserable.

Steve: It's tough enough.

Guest: I'm a peeper pleaser. A people pleaser. And no matter how good you were at doing that, because of the length of time that it took to get it done, nobody was ever happy even if you did a great job. Right? And I I I'm I I couldn't stomach that.

Right?

Steve: You're like a host at a busy restaurant. It doesn't matter. Like

Guest: Exactly. Right? You walk in. You wanna be seen. You don't care.

I don't care. You bet. I wanna sit down now. Right. You know?

And that's not how it works. So, at that time, that's really you know, I was like, I I can't stand this. I don't like I want to make people happy. Mhmm. Right?

And so then I transitioned to actually flipping short sales. And during that, I was just getting the hang of it. Right? Just getting the hang of it. And you could do dry closings, which means you could use it in buyers' money that you were flipping it to to close your deal.

Mhmm. Just as I was getting and I needed that because I didn't have any money. Right. I was broke. I needed that.

And just about the time I was getting the hang of it, they changed kinda changed the rules across the country where you had to do wet funding, which means, listen. You gotta bring your own funds up front to close the deal, then you can turn around and sell it. Well, I remember that conversation with my title, agent. She called and she said, listen. We got a problem.

You gotta, you know, you gotta bring, your own money to this closing today because the rules have changed. And I was like, Barb, what are we gonna do? This is a we got a big problem here. She's like, no, baby. We don't have a big problem.

You got a big problem. Right. And there was a $402,000 problem. That's that was the closing on that deal, and then we were selling it for $4.95 the same day. And I called a friend of mine, guy named Steven Dahl here, and I was like, man, I'm in a jam.

You know, he was he was big money. Mhmm.

Speaker: I was

Guest: like, I'm in a jam. I need $402,000 for a couple of hours. And, he's like, well, you know, what are you what are you gonna kick back when it comes back in a couple of hours? And I was like, two points. Right?

Like, $8,400.

Speaker: And he's

Guest: like, wait a minute. You're I wanna send you this in, like, today. You're gonna send it back with $808,400 dollars? And I was like, yes. And so that's exactly what happened.

And you can imagine his question the moment we finished that transaction.

Steve: How many of these

Guest: can we do? Yeah. Can we do this again? Yeah. Right?

And I said, well, this is a problem for me. It's, obviously, a problem for everyone.

Steve: Well, it was an industry problem now.

Guest: Yeah. Yeah. And so we set out at that point to form what was called our Visionary Financial. And for about we knew that would have a limited lifespan Mhmm. Either for a variety of reasons.

Either the banks wouldn't want you to do it or the short sales would come to an end or whatever. But we had a fantastic run, which is that that's really where I kinda, for lack of a better term, began to recover and get back on top, if you will, from that drub drubbing I had taken. We started our Visionary Financial Solutions. And for about four years, we got to the point where we were lending about 75 to $100,000,000 a year off of off of only a $5,000,000 credit facility, because it was you didn't need

Steve: transactional funding.

Guest: Yeah. You didn't need a big a ton of money because it was always coming in and out, in and out, in and out, in and out. Right? And so, Pretty

Steve: good ROI for your for your buddy there.

Guest: Well, I used to plug pull it up on my calculator and plug it in. It would just come up and say good enough. Yeah. It wasn't a fan. It was great for both of us Mhmm.

On a or there was actually another partner, a guy named Dan Rose, and, we had the business business split evenly, and we bought we all three of us just did fantastic. I would go get the business. Dan would would do the docs and vet the title companies, and Steven was the the money man. You know? And so

Steve: Wow. Yeah. And but that's not around anymore.

Guest: No. No. No. No. No.

That that was again, that kinda got transactional funding was hot at that time and because of all the short sales and and as the industry began to, you know, get back on its feet.

Steve: Got it.

Guest: It kinda phased out, and lenders started putting what you call deed restrictions on there.

Steve: Well, that was gonna be my next question because short sales, that was was something that came. Mhmm. 90 day deed restrictions, like, twenty day deed restrictions.

Guest: Yeah. And so that slowly began to suffocate that business. Right. But the cool part is is that right at when that was starting to happen, I had started CG. And and so I took my foot off the gas of of one and put my foot on the gas.

Steve: And when was that?

Guest: I started CG about that's actually eleven years ago this month. Okay. Yeah. So whatever that

Steve: So COVID was your ten year anniversary present?

Guest: Yeah. Yeah. Yeah. Yeah. March.

Yeah. Yeah. Happy birthday to you.

Steve: Yeah. Right? That's awesome. Alright. So what compelled you to start CG?

Guest: You know, I'd love to give you this fabulous story and tell you it was a calculated decision, but the the reality of it was, I came because I came to be, like, super candid today, is it was kind of an accident. I was in a mastermind that wasn't necessarily real estate specific, and, I saw the model, and at the time, I had built a list. We used to get people we used to lend people money and, on our at our visionary by doing webinars about showing how people were flipping the houses, and then we'd say, hey. You go out and figure find the flip, and we'll fund it. And I built up a a respectful following at that time.

I also knew who was we're doing a lot of deals because there there are hey. This person we we lent money to this person eight times this month. We lent person to that person 11 times this month. Right? And so I I saw the model and was like, hey.

There's really nobody doing this in our space. And I started it as just honestly a a side project, you know, another way to make it

Steve: Side hustle is what the kids are calling.

Guest: Yeah. That's yeah. The side hustle. Yeah. Another way to make a few bucks.

Bucks. And then once it got rolling into it, realized that, this model tapped into something that I didn't know was one of my like, a god given talent, and that's connecting people.

Steve: You are a connector. Yeah.

Guest: I love it, man. Yeah. You know? I love putting two people together, and then, like, they'll call or shoot me a text and, like, hey, man. You you introduced me to this person and this per and I would you know, like, this just happened this week.

You know? I walk into CG and, gentleman named Jim Shields called me. I don't know. It was maybe six six or eight months ago and said, hey. I've got this project.

It's about a, $2,526,000,000 dollar ground up construction on an RV resort. I put them together with Brian Yarnell, another CG member. And here we are. We show up at CG, and I walk in and Brian and Jim's like, hey, man. Brian funded that that $26,000,000 deal.

You know? And I'm like, oh, you know? That's cool stuff, man. I dig that. And that'll change that'll probably change both of their of their lives.

Yeah. You know? That's a relative in size to what they've been doing, that's a that's a pretty big deal. Right? So I

Steve: is a pretty good size.

Guest: Yeah. That's a pretty good size. That that's not necessarily even commonplace on a daily basis with what I'm doing. Right? But I love connecting.

You know, when Mark Dela Tour says, hey. We're gonna scale into different markets, and he starts using the connections in CG, those wholesalers, to provide him product that he can turnkey. And when you know, it's just like, man, that's

Steve: Well, Jason Lewis and I were talking Yeah. Two days ago. I was like, dude, I've got this product. I think that it'd be good for your clients. It'd be good for my clients.

And it's basically just having a computer listen to the calls and say, this is what's working or this is what you guys are screwing up. Yeah. Like, just more collaboration. Yeah. Right?

Just because we're hanging out.

Guest: Yeah. That's I mean, to me, that's the best part of CG. That's what I dig doing. That's the best part of CG. Just, you know, guys and gals getting together and complimenting making things easier.

Yeah. You know? That's I mean

Steve: So who's well, I guess when you started it, your database was Florida or is it nationwide? It was is it nationwide?

Guest: It's nationwide. Yeah.

Steve: So you did transactional funding nationwide? Mhmm. Okay. So you had a pretty good database. You had a pretty good book of business to get started.

Guest: Yeah. Decent, I had a decent start. I think there are nine or 10 folks at that first, Collective Genius.

Steve: Yeah. Yeah. Awesome. So what does it look like today in there?

Guest: So today, we we have two different levels. We just launched one. I'll get into that in a minute. But, right now, we have about a 160, I guess, you'd say businesses memberships, if you will. And a lot of those folks have business partners.

So the amount of people that are in what we call CG Premier is probably in the 250 range, but it's comprised of about a 160 businesses. And some of those people have business partners, which gets us to two fifty. But, it's it's some of the just the top players and and the majority of it is in the single family space. We've got some other disciplines, multifamily, self storage, etcetera. But majority of the top players in the country, every almost everybody in there is, doing a 100 plus transactions a year and just killing it.

You know? Mhmm. And I and not the the key thing for me too is not just their volume or how much money they're making or keeping or all that stuff, but also the that that that excellence in the in the business side needs to be combined with excellence on the human be as, you know, human beings. Mhmm. Right?

And the reason you guys are you're talking to Jason Lewis or other people you're doing business with is because you the recent human beings. You know? Not not everybody's perfect. Right?

Steve: Oh, no. We're not perfect.

Guest: Yeah. No. I'm and I'm not claiming that. But, and we get together once a quarter like we just did, here in Scottsdale last week, and, we go through what we call hot seats. And Mhmm.

It's basically you get, you know, rock star individuals getting up and you know, in my room, for example, you know, you had Dan Lane who'll probably do close to 250 deals this year and has a portfolio of a 130 units. You had Doug Hopkins and Damon Lyons who will do close to 400 deals. And, you know, it was just it's just a stacked, you know

Steve: Bonkers numbers.

Guest: Yeah. Bonkers. Or guys like JU has brought up Jason Lewis. I mean, the kid's 33 years old, and, you know, I don't wanna throw him under the table, but, you know, he does he he does his his net doesn't start with a one. You know?

We come his combined business is at thirty thirty two, 33 years old. It's it's in the you know? I mean, that's the caliber of investors that are in CG. And when that when you get everybody together, it's just the magic happens. You know?

Right. It's, you know you know, you get a a guy like a Ryan Pineda saying, hey. You know, I've got this amazing following on social media. I'm looking to possibly start a fund. Can you connect me with some guys who can do that?

And I'm like, well, why don't you consider you raising the money instead of getting involved in in running and managing the fund? Let me introduce you to Ken Majer Medar. Right? Like, he's a guy who has a fund, runs he's got, like, $400,000,000 of assets under manager. Let me put you with let me introduce you to Ken.

Maybe you got maybe you can do what you do best. Right? Raise the capital, and he can handle the management. Right? Because that's what he's good at.

Because I don't think you're gonna like that. Right?

Steve: Right. And you would know that because, you know, you talk to the guys Yeah. Who run funds.

Guest: Yeah. Yeah. Yeah. Yeah. Yeah.

So, that's really what it is. You know, there's there's as I really say, there's two components. Right? There's the information side of it. Everybody what they're doing what they're doing well.

And it's at a fairly detailed level. You know? It's people are sharing their their org charts and their mind maps and their processes with

Steve: each other. Actually vulnerable and transparent

Guest: Yeah.

Steve: Which is not expected. Like, usually, you know, you you think of a mastermind. We all know that there's a lot of value in masterminds, but sometimes you go to these organizations, there's a lot of flexing.

Guest: Yeah.

Steve: Maybe a little little you know, the numbers might be buffed up a little bit. Right?

Guest: We start every event and have for eleven years. Everybody's gotta check it at the door. Mhmm. You know? Everybody.

Yep. Right? The only thing that makes it function, the only thing that greases its wheels is for you to put your your your you know? Don't know. If you're listening right now, you can't see me.

I was acting like a gorilla panel. You know, it's like, you gotta put that down. Mhmm. And and that because that's what that's what makes it spin. Right.

You know? So but, yeah, it's the information everybody's sharing. And then when they share what they need help with, that's where the connections really start to kick in. And we start to say, you know, hey. You need, you know, if you need help you're not gonna help with this, well, I'm gonna put you with this person.

You know? You know? The Mark Dillard tour is saying, hey. We're going into those multiple markets, and we've got the connections in CG from the wholesale perspective, but now we need, connections on the buyer perspective. Can you introduce me to some funds?

Mhmm. Right? Yes. I got it handled. Let me introduce you to some funds.

You can buy some of that product. And so that's the the other the information and the connections. And, then between meetings, we have, you know, like, seven different calls with we have a COO mastermind to really help groom your second in command and give your those your second in command a spot to feel at home and to implement all the stuff that we're talking about at CG after a meeting. Right?

Steve: And also therapy for one another.

Guest: Yes. Yes. If you work if you're an integrated provisioner, you clear you clearly need some therapy. Right? You know, there's a sales call, you know, conversion call every month.

There's a marketing call every month. There's a ops call every month. There's a financial call every month. There's just and these are these calls are being led by some of our our top members. You know?

Eric Brewer of the world. Mhmm. You know? You got once a month, you get get on a call with a guy like Eric Brewer doing 250 turnkeys and who's got a plan big to teach you about sales.

Steve: Right.

Guest: Yeah. Like, here's how we get an extra deal every month. We do this post survey Mhmm. Call. Right?

Here's the here's the flowchart for how it works. Blah blah blah. Right? It's more how to get more deals and how they're utilizing different strategies where you're like a sales trainer. Right?

Right. Wants to get them get them to the kitchen table.

Steve: How to close.

Guest: Yeah. How to close. You know? So it's just you know, that's Oh,

Steve: and then we got Ron Bartlett. Right?

Guest: Yeah. Yeah.

Steve: Talking about marketing effectively, what's working. And I think that one of the things that, a lot of people see, like, the texting and and the and all these these other tools that we use. Yeah. I didn't realize this until I got in. These were what you guys are talking about how about behind the doors.

This is what you get in the mastermind.

Guest: Yeah.

Steve: If someone finds something cool and you guys work on it, eventually, it gets leaked out. Yeah. But the power is you're leading edge.

Guest: Well, you're You get to

Steve: hear about thing you get to hear about things and tools and processes that work.

Guest: It's not just that you're leading edge. Right? Because if if you're if if something gets leaked out, you are you become aware of what you should be doing. Mhmm. Right?

What CG does, what a mastermind does is give you the how you should be doing it. Like, oh, I need oh, everybody's this is the new thing, texting, or this is the new, you know, using AI to listen to sales calls or what. Right? But the the thing about a mastermind, the thing about something like Collective Genius is you can go sit with someone like a Casey Ryan who's just a texting maestro

Steve: Yeah.

Guest: Right, or get on a call or go to his office. Mhmm. And he just, you know, he just he opens the the kimono of everything that he's learned doing it, the processes, the the mind maps, the, you know, just like here. Right? I mean, you buy you're buying speed.

Steve: Yep. Absolutely.

Guest: What you're buying. Right? You're buying speed and something that every entrepreneur struggles with every day, at least I do, right, is closing the gap between what is your current reality and what your vision for the future is. Right? Right.

That distance, that gap, you join a mastermind, that's what you're you're compressing that that distance, that speed.

Steve: Well, we all know Time Warner is our our most valuable asset, but not everyone acts like it is. And that's where the value in that mastermind, comes in. So I was told let's see. There's someone that came on the show, and I was informed that Phoenix is now the guru capital world. I think we can, you know, take that mantle.

Yeah. Before that, it was Tampa. Mhmm.

Guest: Yeah. Probably number one or number two still, I would say. Yeah. Maybe close to it.

Steve: I mean, who who is over there in Tampa? Because, like, they said that to me, it's like, who's over there? I don't even know who's over there.

Guest: I mean, you got guys like Lee Kearney. He's, he's a guru now. You've got, Don't Mark Cross. You've got, Was it Ron? Back in back in the day, you had, you know, Kenny rushing.

Who else?

Speaker: I think

Steve: I heard, like, Ron LeGrand was out there.

Guest: No. Ron's not.

Steve: No. Ron's not.

Guest: No. Ron's not. Not, out of Tampa. I'm trying to think of who else, would be yeah. I don't know.

I don't keep up much with with that too much.

Steve: I I've got my own education programs. Actually, I used to have a mastermind. Right?

Guest: Yeah.

Steve: I don't anymore because after I joined yours, I don't really give up very quickly, most things.

Guest: Mhmm.

Steve: Right? For me, I'm like, I'm gonna do this. And someone says you can't do it. I was like, watch me. Right?

Guest: Yeah. Yeah.

Steve: You know? And so, Ryan Pineda, you know, we're talking about you know, he's I have my mastermind. He's like, dude, he's joined CG. I was like, I'm good.

Guest: Okay.

Steve: I'm good. Right? And then he's like, look. Just go check it out. It's like and I still ignored him.

But Gary Harper said, you know, go check it out. I was like, alright. I'll check it out. And I joined. I was like, alright.

Well, Well, I don't know how hard I would have to work to catch that guy, but it's just not worth the effort. Like, I don't think I can catch these guys, so we just put that aside. So I just wanna put that out there for the listeners. Like, I think there's there's tremendous, tremendous value. But one thing and I've had this because I, you know, I sell my own education program.

What do you say to people that say, you know, well, it costs money? Like, why would I buy it?

Guest: Yeah.

Steve: And I know we kinda touched on it, but what would you say to someone that's doesn't believe in in paying for education?

Guest: Yeah. Well, I I would first of all tell you that I I probably wouldn't say a whole lot just because, like, if you're at a point in your life you don't believe in paying education, you're we're probably not a good fit or gonna find value each other in the first place. Right? I don't mean that. That probably came that that's not meant to come across as, arrogance.

But, like

Steve: Just different phases in our journey.

Guest: Yeah. Like, I I mean, I'm almost 50 years old. I'm looking to learn every single day.

Steve: Yeah.

Guest: Right? So I probably wouldn't say a whole lot. Right? But if I was forced to answer that question, I I would say what you're paying for is is not only knowledge. Right?

But it's really more about what we just talked about a minute ago. You're paying for speed. Mhmm. Right? Paying for speed.

That's what you're buying in effect is speed. You can go out and beat your brains out yourself. Knock it out. Right? But if you wanna do it and do it faster, if you wanna close that gap, like I said, between what your today is and your your vision for tomorrow is faster, that's what you're paying for.

And it's not always necessarily I find in most cases in masterminds, it's not that you something is being shared with you that is, like, some big revelation. Right? It's how to do what you're doing better. Mhmm. People People join masterminds because they have a relentless pursuit of excellence.

Steve: Right.

Guest: Right? And for me, it's not just like, oh, why would I pay for it? I wanna come pay to learn. First of all, you pay for everything. When you're going to college or you're going to a seminar or whatever.

Right? You're gonna pay. You know? And the the reality of it is a better question, I think, is, is it an expense? Does it become an expense for you, or does it become an investment?

Right? And that's where the reality of it hits the road. But, I mean, we might as well talk about somebody we've already talked about, like a guy like a Mark Delauteur. He invests $2,025,000 dollars in European CG. Right?

He'll sell over a 150 properties this year over a 150 properties this year to another member in CG. Wow. Right?

Steve: Oh, I didn't know that.

Guest: Yeah. David David Phelps. Oh. Right? That well, not to David, but through his organization.

Steve: Wow. Right? Okay. Yeah.

Guest: Over a 150 properties. Right? Let's take I don't I I don't wanna pull your skirt down.

Steve: That's fine. You do whatever you gotta do.

Guest: Right. But let's how long have you been in CG?

Steve: Coming up on

Guest: a year.

Steve: I just got my renewal.

Guest: I won't I won't get out a calculator, but how many people from Collective Genius as of today do you have as, that are you're training their sales teams?

Steve: As of today, I wanna see it's about thirty three, thirty four. I think by the end of tomorrow, it'll be over forty.

Guest: Okay. So I'll let you guys calculate this at home, but Steve charges, for Collective Genius members a thousand dollars a month. Right? So he said by tomorrow, he thinks he'll have 40. So I'm gonna let you take 40 times a thousand.

I'm gonna let you multiply it by times 12, and that should absolutely answer the question as to why you would spend money to join a mastermind. Fair?

Steve: I think that's pretty good ROI. I think that's a pretty good return on investment. Yeah.

Guest: Trying to see a ROI trade $400 for 25. Yeah.

Steve: It's tough.

Guest: Yeah. I mean, look. Right?

Steve: Yeah. Well, that goes back to that transactional funding, your your your partner. How many of these can I do?

Guest: Yeah. Right? And that's why if you got a question, I mean, whether it's to Collective Genius or it's another mastermind or whatever, like, that's that's the answer.

Steve: Yeah. You

Guest: know? That's the answer.

Steve: So, guys, please ask your questions. I mean, Jason I can't say he's an expert in all those things, but he knows he's had intimate conversations with the top flippers, wholesalers, self storage guys. He's talking with guys with funds. Whatever it is, please, guys, ask your questions because if even if Jason can answer the question right now, he'd get pretty darn close to it.

Guest: Well, you know, the funny thing is is most of the time my answer involves saying, let me put you a solid dude. Right? That's my

Steve: That's your superpower.

Guest: Yeah. That's my I know who's good at what. And so a lot of times, someone may ask me a a clinical question about real estate. The reality of it is is I don't know don't know the answer. Right?

I'm a very active investor, but, mostly in syndications, etcetera. Right? I don't and I lend a lot of money. I don't don't really flip houses per se. And so anything that you are house flipping most of the time is like, let me put let me introduce you to Solentz.

Yeah. Let me introduce you to Solentz. Right? And I don't know, from there, that's where the magic happens. But I'll I'll field any questions here if you can make some sense of it.

One other thing I wanted to say, though, is because, you know, we just talked a lot about business when you asked me about, like, what is CG today. And the thing that I wanna stress is it is so much more than everything we just talked about. Right? Like, I was rushing to get over here because almost 30 of us were out riding razors together. You know?

Bunch of a whole another group got up to High Camel Camelback Mountain, this morning. Right? Like, it's it's a bunch of folks doing life together, above and beyond just a business, whether it's having fun like that or, you know, we do mission trips, to Mexico and and build homes together and

Steve: Or South America even. Right?

Guest: Yeah. We've got a a group going, to Guatemala. There's a massive landfill down there, and a a community literally is built around the landfill. And and their the way they make their livelihood is picking recyclables out of the landfill. Right?

It's crazy. And, we back an organization that, feeds, feeds those people. Right? A meal for them is a big deal. And so we have an arm called the generous genius.

I'm just getting a vision a vision of of of a vision right now of you and your costume in December. Right? Oh, yeah. Yeah. We we we do some crazy stuff to raise raise some money and help some people, but my point is it's just so much more than, just making money.

Steve: It's not just about money. Yeah. It's not just about business. No. It's community and impact.

Guest: Yeah. That's really what we are. You know, we started out, we, you know, would label it a mastermind, but now it's become and that's what I like to call it as a community. And Yeah. Know, the entrepreneurial journey, man, it's it's hard.

And, a lot of times you don't feel understood, and you wanna spend time around people that you feel like understand you.

Steve: Well, especially I was who was I talking to about this? I don't particularly care for traveling, which is ironic, you know. And I know we're gonna talk about you and your traveling and how you're a little snobbish with your travel. But I don't particularly care for traveling. My wife loves traveling.

But what's end up happening is we're traveling across the country

Guest: Yeah.

Steve: To go these events because you can't find the best people in your own backyard. I wish you could. Right? Even here where we're the guru capital of the world.

Guest: Yeah. You got a pretty good backyard.

Steve: Yeah. We got a pretty good backyard. Yeah. But if you wanna meet the best operators

Guest: Mhmm.

Steve: You've got to travel across the country. And so, anyway, I don't know where I was going with that. I just wanna throw that out there that the the the traveling component is is important as well. Alexis Adams wants to know what is the best way if you're the approach of lender to fund a deal? What's the what would be your approach?

Guest: Of course, I'd wanna dig into that and be get details about where she's at in her career, but I'm gonna assume she's fairly new.

Steve: Earlier, I would imagine.

Guest: Okay. The thing that I would say if I was pretty new, I would approach it with a plan more so than you know, a lot of times, the biggest mistakes that that people make is they're like, well, what are your rate in terms? Right? Well, immediately, you've relinquished control the moment you ask that question or the ability to negotiate in most cases. Yeah.

Right? And at the same time, we're battling trying to negotiate with the fact that you're new. Right? So I think the the thing that makes a lot of real estate investors, great the the biggest transition I've seen when people get really good at raising money is that they offer a program or a set of rate and terms instead of just walking in, you know, and what are your rate and terms? And, our best of the best to, say, hey.

Here's what we offer. Right? Like, we offer twelve month loans at a 7% interest rate. We're gonna whether your money is active or not, you know, if we sell a flip the house and it's a month before we buy another one or we deploy your money, we're we're gonna pay you regardless if the money's in use or not. 7% annualized.

Here's here. That's what it looks like if you're in you know? So I would encourage you to come with a offering. Otherwise, you're gonna end up paying four and twelve or something like that. Right?

But I think the reality of it is you've also gotta if you're new, you've gotta appreciate the fact that you are new, and this is a risky business. In your first time or two, you're probably gonna get schooled.

Steve: Popped in the mouth. I think it

Guest: was yours earlier. Yeah. It might get popped in the mouth. And so you've gotta understand the risk associated with, that you know, what everybody always says. Right?

All they did was send a wire. You know? You know? That's it. You know?

Well, that that's how it goes sometimes, and then sometimes it doesn't go like that. And so I would just approach it from, you know, being honest about where you're at. You know? Telling that you're looking for someone, to partner with you on the deal. Right?

A lot of folks start out. They gotta give up 50% of the deal because of the risk, because of the overruns, because you don't really know what you're doing. You don't know how to manage a project, etcetera, etcetera. And ask someone if if they will go in, partners with you. If you really want to put them at ease, if you've been successful in other areas of your life and you're struggling to get, struggling to get someone to invest in you, if you have any other asset that they could cross collateralize, you know, if you have a maybe you've got a rental property that's free and clear, or maybe you have a ton of equity in your home, or may you know, like, the the more security you can give someone and and may but make them feel secure Mhmm.

The better you're you're gonna be off. But, you know, I would just start the conversation, not ask just tell you know, if you the the biggest thing about raising private money is you need to create comp the ability to have the conversation. Right? Yeah. What do you do?

Well, you know, we help people, you know, put inactive money to work and give them great returns. Well, what does that look like? You know, you gotta pique someone's curiosity. So you gotta really there's no magic bullet. It's really just, being attentive and understanding that you have the ability to create the opportunity to have a discussion like that.

Steve: Right.

Guest: Right?

Steve: So Robbie wants to know if you're going to start on your own wholesaling, what are some tools that you would start off with?

Guest: Yeah. You know, the crazy thing is now we were talking about this at CG. It's gotten so easy because of the tools that are out there. Mhmm. It's no longer just like a CRM.

It's just it's like CRMs with all these bolt ons. Right? You wanna wanna send mail, you click this button. You wanna have the virtual assistants doing dialing for you, you click that button. Right?

Like and then they've got everything behind the scenes outside of just the the functions of of managing your customers. Right? But how to get more customers. And, we've got a a great guy in our organization. His name is Gary Boomershine, and he's got a CRM with everything attached to it.

It's, he owns realestateinvestor.com. Mhmm. If you were to go there, he's got a again, anything you could ever need and want. But if I was gonna start bare bones, didn't have any money, I would I would focus on what's called co wholesaling, where, you know, go to other wholesalers in your area that are successful. Right?

Either offer to work for them or offer to sell their homes or bring them buyers, right, which, again, in this market, they're everywhere.

Steve: They are. Well, you know, but you mentioned, you know, working for them because that's something that I always preach, and it's not maybe the most popular thing. But when someone's new, I always say, just go work for somebody else. Learn on their dime.

Guest: Well and, again, we talked about buying speed earlier. Yeah. Right? Like, you can go study and go get in courses, but until you get in the streets, it's a different ballgame. Right?

Steve: You can read the manual. Yeah.

Guest: Yeah. You read the manual or you can get, some, you know, some real experience. And granted, you can read the manual and take three years to get where you're going. You can go work for somebody for a year. Mhmm.

And it it's like getting the lights turned on.

Steve: Yeah. You know, it's so hard. Context. I mean, even, like, if you even if you get you crushed in college. Right?

You you got this fancy degree. Yeah. You go with a corporation. You're coming brand new. You're as, as as raw as can be.

Mhmm. So I apologize too.

Guest: I felt terrible answering. I so I we work with, you know, typically a more experienced investor, so I feel like I'm not doing very good job.

Steve: That's alright. No. I think I think I think I think that I think it was a good answer. So, Reginald Davis wants to know, when or what do you think will be the next big shift in today's real estate market?

Guest: Yeah. You know, that's the question everybody, wants to know right now. And I'm when I'm when I I'm gonna take a stab at what big shift means, and that's, with regards to when the market might change, I guess. You know, when COVID first happened, we kinda told everybody to brace brace for impact. But with the the reality of it, with all the stimulus and the shortage of inventory

Steve: Helicopter money is what you were calling it.

Guest: Yeah. Yeah. Yeah. Right? Yeah.

You get this vision of the go you know, somebody from the government flying around in helicopters just just, you know, and they they just keep doing it, keep doing it today or yesterday At $1,900,000. Right?

Steve: Trillion.

Guest: Trillion, I meant. Yeah. Yeah. T was a a trillion. And so I think that we've got another several years of a good ride, man.

I really do I even though at the same time, I feel like things are are bubbly, I wanna I I think with all the liquidity that's in the marketplace and this lack of inventory, you know, I think we've got a a a good ride. I think it's gonna be several years. Even though everybody says, oh, well, there's a lot of people that haven't been able to pay their mortgage, and, you know, they're gonna take the moratoriums off of foreclosures. And I I don't think that that's a big enough number right now, to where we're gonna have, like, this glut of inventory. Right?

But I think I think right now, a lot of people are moving more so into new construction and building from the ground up instead of just rehabs because of the in entry level housing, affordable housing is I mean, that's just like a no lose proposition.

Steve: Yeah. Well, that's the reason why we prefer to flip under the median market price.

Guest: Mhmm.

Steve: Because it'll always Yeah. It'll always sell.

Guest: Worst case, you get stuck, you keep it. Yeah. You know? But I I think that right now, you know, new construction bill or bill building to rent is huge, man. Funds are coming back in the market.

Steve: A lot a lot of money is coming into Phoenix. I know for sure. Yeah.

Guest: And that was a John

Steve: Burns, was it, that was talking about that at the last AG? AG.

Guest: Yeah. And if for if a a lot of the audience is is newer building to rent means, basically, you're literally building a home or rehabbing a home to put her in there into it, to sell it to someone, whether it's a doctor, lawyer, dentist, whoever, or a fund who just wants a a performing asset. Asset. Mhmm. Right?

Yeah. And that's that's a huge that's a huge trend right now.

Steve: It is.

Guest: Manufactured housing too is is, is is is something I see really big. A lot of guys in CG buying lots and literally ordering homes and dropping them on there versus building from scratch.

Steve: Yeah. We've done really well with manufactured homes, and I think BJ was was pushing that also a couple of CGs back. Mhmm. I wanna congratulate you. I I don't think I've ever heard anyone talk about real estate market as being bubbly.

So I've never heard in that context before, but I think that's really cool.

Guest: Yeah. I think it's a it's you could look up you very easily say it's bubble right now. Yeah. Right?

Steve: Yeah. And but But bubbly. Bubbly is just

Guest: Oh, it's a great time. I mean, we were talking about it this week. Right? Like, everybody's killing it.

Steve: Everybody's crushing it.

Guest: Yeah. If you can't make money in this market, you better we probably better find something else to do. You know?

Steve: Alexis wants to know, what are some of the keys to get to the next level?

Guest: Now this I got a good answer to. Yeah. Right? So one of the things that we're always talking about at CG, is the difference between flipping houses and actually running a house flipping business. Mhmm.

Right? You got a perfect example hanging out there on the wall. We'll talk about that. And that's also when you ask about CG. We have our upper level tier, and then we have a lower level tier called premier or select, I'm sorry, for folks doing, like, 20 to 50 deals.

Right? They're still effectively flipping houses. So how do they how do you go from flipping houses to running a house flipping business? And there's a lot of different things there. And that first of all, you have to embrace that.

You're not gonna do that. You're not gonna do it well without building a team. And building a team is for most difficult. Right? Oh, yeah.

Because in order to get to a spot where you can have a team, you spent so many years in isolation basically beating your brains out on the grind.

Steve: Working seventy hours a week.

Guest: Yeah. And then you get to a point where you're you're so such a driver, such a grinder that when you build a team, you have to start investing into your team. It's kind of like you don't really know how to do that. Right? I'm just trying to do what I'm trying to do over here.

Steve: Make me money and leave me alone. Right?

Guest: Yeah. And that doesn't work. Right? You have to be in pouring and investing into other individuals so you can continue to grow your organization. So building a team is is huge.

How do you build a team? Right? Why would someone wanna come work for you? And that's when you really have to look and you gotta say, I gotta I have to have something bigger than just a company that makes money. Right?

I've gotta create an organization. I've gotta find put something in place here. Right? A vision that's bigger than just flipping houses that people wanna attach to. And that typically means that you've gotta have a vision, a mission, core values that you can share so when people are making a decision to go come onto your team, it's it's you you're defining what you stand for and what you stand against, and then those people are gonna make a decision around whether or not they wanna work, for you based upon those principles, right, and what you're doing, what you're trying to accomplish, and who you're trying to help.

So really getting to a point where you've got a bigger purpose than just flipping houses or buying rentals or whatever it is you do and then getting people engaged into that bigger purpose. Right? You're all on a journey together, all on a mission together. So I'd encourage you to think about what that is and then establishing a set of core values, that you're going to operate within. And if someone if you're gonna hire someone or fire someone, it's based on those core values.

Right. Right? Then you can start building a team. But then once you build a team, you gotta hold that team accountable.

Steve: Yeah. How do you manage and retain them?

Guest: Yeah. How do yeah. Hire them, train them, retain them. It's a whole animal in and of itself. And holding them accountable is something a lot of entrepreneurs also struggle with.

Mhmm. Right? I struggle with it. Yeah. Right?

And so, you know, then you gotta if how do you hold them accountable? Then you gotta create KPIs.

Steve: Mhmm.

Guest: Right? Which what KPIs? How the different set of KPIs for my sales team than I have for my construction manager, different set of KPIs for the person managing my social media. What are the KPIs? Oh my gosh.

Right? Numbers, numbers, numbers, numbers. Mhmm. Data has to become your friend. Right?

Steve: Right.

Guest: So I I think those are some some key things. And as you transition, into building an organization, right, that you've got to really put relentless focus on. And it's I I really I truly believe that you're only gonna go so far being selfish. Mhmm. Right?

Are you really truly how many I I wanna think I've shared with you, and I don't wanna share the details of it. It, but I've there's a person on my team. He's been with me for a couple years, and I've told you, like, one of my biggest goals is just Leon. Right? Right?

That's I wanna raise that dude's roof. Mhmm. You know? Yeah. Everybody on my team.

Right? Like Bailey and and you're you have to have a passion for empowering people

Speaker: Right.

Guest: You know, and seeing them grow. Same with who you're buy if you're buying houses from. Right? Are you really helping people? You know?

And I think as long as you get into a spirit of truly helping people, your success is going to be, measurable. You know? I always say money is my result. It is not my pursuit.

Steve: Yeah. It's how you keep score.

Guest: Yeah. Yeah. It's not it's not my it is my result. Mhmm. Right?

That Yeah.

Steve: It's not the destination.

Guest: No. No. It's not the pursuit. The pursuit is to help people. The pursuit is to help Steve train get more customers.

And I know that if I do that, I'm gonna make make more money.

Steve: Right. Right? Absolutely. And that's our I've always said from, when I first started this journey. Right?

Zig Ziglar. You can get whatever you want in life.

Guest: I hope it yeah. As long

Steve: as you help enough other people get what they want in their lives.

Guest: And pretty soon you realize that, you know, depending depending upon where you live, but the majority of of of across the country, it takes work to spend more than $250,000. It's hard. Everything you think you want, houses, cars, kids, good to get good education, go on some nice vacations. Like, really, it takes work after that.

Steve: Yeah.

Guest: You know? And so, once you reach that point where your needs are so far so so, well taken care of, then you really start to look, like, way beyond money. You know? I enjoy making money. I'm not discounting that, but you reach a point where it's it it's not an adrenaline rush like it was once was.

Yeah. You know?

Steve: And I think that, if we look at, you know, that we're talking about the the tools and everything early, how, like, you know, all these push buttons. And to answer, you know, Alexa's question, if you look at a lot of people that come on the show, they've been super successful, a, a lot of them actually, a good number of them were actually from Collective Genius. I didn't know what Collective Genius was really at that time.

Guest: Yeah.

Steve: Right. So a lot of the guys that have come onto the show, you've interacted with. You got Eric Brewer. You got, you know, Jack Bosch. You got Doug Hoppus.

A lot of guys are, you know, affiliated with with you guys. But the the key difference between the people that have been on the show and the ones that, you know, are still struggling is that they treat it like a business. They're not a flipper. They run a flipping business. They're not a wholesaler.

They run a wholesaling business. Business. They're not a wholesaler. They run a wholesaling business. Yeah.

Yeah. And so I think, what you just answered, Yeah. Yeah. And so I think, what you just answered, though, is a great segue for the next question from Daniel Wynne is, how did you how did Jason create such a successful mastermind that attracts individuals that are of, I'm guessing, my caliber or people ahead of me? Like, how do you how do you create that?

Guest: Well, I would say, first of all, that was my intention was to create my focus is and has been for a higher level investor. Right? So the the biggest thing is just making that decision from the get go. Right? We're not I'm not I don't have an organization that's gonna teach someone to flip their first house.

Right? So I made a decision. They wanna focus on a on a higher tier investor. That's number one. Right?

Number two, I think the thing is is once I begin to really understand my ability to connect people, the results begin to show up for those people. Right? I've never been one. You always tell me that you're

Speaker: a

Guest: terrible self promoter or a terrible promoter of even CG. Right? Like, dude, you're terrible. But the results we've created have spoken for themselves.

Steve: They have. Right? They have.

Guest: Yeah. That's why that's why you're here. Right? You had a couple people banging your drum. Right?

Yeah. And so I think the way that I've done that is, one, I set my mind to focus on a particular caliber of investor, and number two, is that we focused on I focused on creating results for those human beings. You know? Right. And then to get really raw is especially if you're trying to build something.

Right? Like, I can out suffer the average human being. I'm relentless. You know?

Steve: I know. I know.

Guest: Suffer. If you're trying to build something magnificent Yeah. That creates legacy and that changes and impacts people's lives

Steve: Yeah.

Guest: It is not gonna gonna be this just rosy walk in the park. Right? Like, I get up every day and push the rock.

Steve: Right.

Guest: You know? Constant relentless pursuit of excellence. Yeah. You know? And I I just don't deviate from that.

Steve: Well, I think that's the key though because everyone we're chasing, you know, happiness, which I think is a mistake, but you're chasing you you're chasing this or chasing that. What price are you willing to pay? Right? Like, I've said this before in other places, you know? Like, I wish, and sometimes, I could be happy seeing an apartment playing the PS five.

Right?

Guest: God didn't God didn't wire me that way. No. I can't. And then if that and if he did, that's fine. If that's that's cool.

Right? Like, I'm not, not everybody's meant to be an entrepreneur.

Steve: Yeah. Right? I'm not saying that's a bad thing.

Guest: No. Me neither. Right. No.

Steve: There are times where I wish I could be that kind of

Guest: I envy people that have that level of of, like, I had to use the word peace, I guess.

Steve: Contentment. Yeah. Right? But Yeah. I'm always dissatisfied.

Right? I'm happy, but I always know it could be better, and that's what keeps pushing me.

Guest: Yeah. It's the

Steve: reason why I wake up at 5AM to go run sprints. You know, I'm 41 year old man

Guest: Yeah.

Steve: Right, instead of the comfort under the blanket. So, yeah, I think your point here is that you're willing to out suffer is is is a point I just wanna make sure people don't miss.

Guest: Yeah.

Steve: What are you what price

Guest: you want to get? Watching because, like, the way I I was you know, like, we were we were connecting right there. Like, I can out suffer the average human being.

Steve: Right? Yeah. It's key.

Guest: Yeah. Like and people ask how you do this. It's like, it's not it's eleven years. Mhmm. You know?

Eleven years. That's that's, you know, just every day just pushing the rock.

Steve: Right? Which is kinda funny because yesterday we were talking, and you're like, I'm busy. I'm working. I was like, what are you working on? In which you didn't I don't think you like that question because you're like, you can't be asking me, like Steve can't be asking that

Guest: Yeah. I don't I mean, if I wanted to coast at this stage in my life Mhmm. I could coast.

Steve: Right. But you go crazy.

Guest: I I would go crazy. Right? I just enjoy progress. I enjoy building something. I enjoy navigating, the different levels of of progress.

Steve: Well, the joy is in the journey, which I think a lot of people miss.

Guest: Yeah. And, yeah, there is no there really is no destination. Yeah. Right? You said something about chasing happiness, and the first thing popped in my mind is you can't chase a choice.

No. Right? Happiness is a choice. Mhmm. It's not something you attain.

It's not something you buy. It's not some destination you reach. That's happiness is a choice. You can't chase you don't don't chase a choice. Right.

You can choose right now, whether it's sitting on the couch playing Nintendo or it's building a mastermind or it's building a killer podcast studio. There were scenery. You you're you need to be happy Mhmm. Regardless of whatever you're right? But it is your choice.

Right. You know? And I know that probably sounds funny after I just said I can out suffer you, but, because you said, oh, you're miserable. No. I'm not.

It's not about misery. It's just about being, you know, God wired me in some way to be pursue pursue excellence in every fast of my life. And and now I don't want I'd say that with a disclaimer. Right? I've got, like, I got parts of my lives that I'm not happy with or not proud of or massive areas of improvement.

So I don't say that from, like, you know, up on the soapbox. Yeah. You know? Not in any way shape or form.

Steve: So Alex Barrientos wants to know, this question, what was the biggest struggle in your first few years? But you've had an incredible journey where you have a lot of different

Guest: things.

Steve: A lot of different, you know, experiences. So what would you say were your biggest struggles in your early years in any of the facets of a business?

Speaker: I

Guest: think the biggest struggle when I started CEG was getting people to believe in my in my vision. Right? There was really no

Steve: Well, you're the pioneer.

Guest: Yeah. I didn't I'm not the guy that invented masterminds, but I'm kinda one of the the yeah. If you will, the the pioneer of masterminds in the real estate investing space. Yeah. Right?

And so, you know, selling people, if you will, the idea that I'm gonna put you in a room with a bunch of other smart people, and we're gonna compress the amount of time it takes you to to do what you wanna do and accomplish what you wanna accomplish. And the connections in and of itself will you know, I'm I'm good, man. I'm already making $2,000,000. I don't need to, you know, I don't need to show up there right now. We're gonna put you around a bunch of great people.

We're gonna have some fun. We're gonna help you progress. We're gonna get get you results faster. Right? Getting people to, resonate with that, when it wasn't really being done was was was challenging.

And it's not just not just the, having them believe in that vision, but it's also it's a commit it's a commitment.

Steve: Yeah.

Guest: Right? It's you you know, most of our members, we we meet four times a year, at CG Premier, three times for CG Select. But at the end of the day, even if you come to to if you say, I'm not gonna come to one. I'm gonna come to three of them, but not all four of them. At the end of the day, if you if you got a business, you got a wife, you got kids, you got a husband, active family, blah blah blah, three trips a year is is a commitment.

Mhmm. You know? I mean, COVID made us act actually made us better because we've we've put together a very dynamic virtual experience. But prior to that, it was always physical and physical alone. So getting people to make that level of of commitment was Yeah.

Steve: It wasn't just a time. It wasn't just a price commitment. It's a time commitment.

Guest: Yeah. Yeah. It's an investment in a multitude of ways. Right?

Steve: You said so you started around 2010?

Guest: Yeah. Yeah. Yeah. 2010.

Steve: Yeah. So I got into coaching around 2010, 2011, right, in my own just on the traditional real estate side.

Guest: Yeah.

Steve: And I can say up until that moment, right, because I was a realtor. I wasn't a real estate agent business. I was just a realtor.

Guest: Yeah.

Steve: I was dealing with the buyers. I was dealing with the sellers. Right? And so at that time, if someone were to say there's a there's a room full of people that are super successful, and they should share their secrets. I would say, get the hell out of here.

I ain't buying your bridge.

Guest: Yeah.

Steve: Right? Or your swamp lamp. Whatever it is you're trying to sell Yeah. Get out of here.

Guest: Why would they do that? Yeah. Why would they do that? Why would they share their secrets?

Steve: Right? And so it wasn't until I got into coaching where I was in a group full of the most successful people in the country. It's like, oh, wow. There are people that actually sit together and share their secrets.

Guest: Yeah.

Steve: Right? Yeah. So I can totally imagine how hard it had been for you to pitch it because 2010, this guy was not believing it. That guy was not buying it.

Guest: Yeah. Most people yeah. They just at first, they can't quite register that people will do that, that they will share. And, you know, it's funny. The other thing that we tell you you heard this, this week.

There aren't really any secrets. There's only excellent execution. Yeah. Right? There are times when something new comes up in our space, of course, but the reality of it is is that it's really about execution.

Right?

Steve: Well, that's what separates you.

Guest: Well yeah. And you you look at someone, we're doing x. Well, we're doing that. Oh, but they're doing so much better than you are. Right?

So they're running circles.

Steve: Woah.

Guest: So will you help me? Mhmm. Right? We're we're doing this over here. Right?

But you are doing it 10 times better, 10 times faster than we are. Will you show me how you're doing it? That's where the magic happens.

Steve: Well, my plan for my team is we're gonna take Jason Lewis' presentation

Speaker: Mhmm. And we're

Steve: gonna watch it once a week.

Guest: Yeah. Because it's so if you just pick that one thing Yeah.

Steve: You can work on that for a quarter. Yeah. Right? Right. Yeah.

So we can go from profitability, you know, the 25 to 40 range

Guest: to 60. Yeah. Yeah. Jason did a presentation on he's running high high 70% margin. Yeah.

Right? Because of execution.

Steve: And because of that presentation, I'm gonna hire more bros. More bros.

Guest: Yeah. That's funny. More bros. Right? Yeah.

Steve: We need more bros.

Guest: But, yeah, that's that's what it is. That's the that's the reference. Right? Jason got up and did about a ninety minute presentation about how he's created almost a 70% margin in his business, and gave it that level of detail was was was amazing. Right?

Here's who I hire. Here's how I hire them. Here's what their profile looks like. Here's here's their descriptions. Here's the KPIs.

Here's here's here's here's everything.

Steve: Yeah.

Guest: Right? And it's not only, that it's like he did the ninety minute presentation. You have befriended Jason, and you can now call him up at any point at any time and say, hey. I'm a little unclear on this piece right here. Yeah.

Right? Can you walk me through that? Or can we get on a Zoom and hold my hold my hand? Right?

Steve: And he will.

Guest: Yeah. Or he might say, hey. Let let me get my integrator, my COO on the call with your COO who's responsible for executing it. Let's let's let them tear it up. Right?

Steve: And Jason and I are both, Darren Hardy superfans. So we're actually going through Hero's Journey

Guest: Yeah.

Steve: Together as well.

Guest: Yeah. That dude's, he's he's a Darren Hardy's a savage.

Steve: What is so Daniel's follow-up question. What's one piece of wisdom you shared entrepreneurs earlier in their journey? There's a lot of them. So what's one piece?

Guest: Yeah. One. Wow. One piece. That is super hard.

Maybe that in and of itself, maybe what I just said and it's not meant to be discouraging, but more so to prepare you for the journey. I said one piece, that's super hard. It's gonna be super hard. Yeah. Yeah.

And, again, that's not in any way, shape, or form to be sound discouraging, but just that you're you're gonna have to be relentless.

Steve: Yeah. Well and I think that's the reason why you look in our room. Right? I think it was a Gary Gary Harper who said, like, you know, Mavericks are, like, less than 5% of the population.

Guest: Yeah.

Steve: But there are a crapload of Mavericks within collective genius.

Guest: Mavericks, strategists. Yeah. There's a bunch of like, me and Frank, there's Frank's a strategist. There's a ton of strategists in Mavericks in CG.

Steve: Right. And the reason and for those of you guys that know what we're talking about, if you look at just the disc profile, that's d. Right? Super high

Guest: d. It's literally yeah. You're it's like a diagnosis of your personality. Yeah. Yeah.

If you're super

Steve: high d. But the reason why is because there's gonna be a lot of days that suck. Yeah. And you have to persevere. Yeah.

You have to overcome.

Guest: Here's the crazier part. Right? You you do that. You're ruthless. You're relentless to get to a point where you can, have this vision of life that you envision that you think will be how you want it.

Right? And one of the biggest things that came up this week at CG CG was once you actually arrive at that spot, right, where you look up and you're like, wow. Like, pretty much everything I had seen, everything I had envisioned is real Mhmm. In my life. And the very habits, the very ruthlessness that you had embodied to get to that spot are the very same habits that must be broken in order for you to actually enjoy it.

Yeah. It's deep. Yes. Yeah. That like, you gotta let that simmer for a second.

The very habits of ruthlessness, of just dogged determination of, you know, every day, you know, closing that gap between your your today versus your vision of the future. Like, once you actually get to a spot where you're like, wow. 99% of what I had envisioned is is now here. In order for you to be able to actually enjoy it and to to be the father or the mother or the husband or the wife or or, you know, to actually I I you you you actually have to break some of those habits.

Steve: Well, it might be the reason why there are so many athletes that retire and come back. Yeah. Because we can't be that guy that's retired.

Guest: Yeah. And I don't even know that it's about returning as much as it is. Like, I'll give you I'll just give you some examples. Right? I I'm there as a when I'm running CG in the hot seats, I'm taking what your all's needs are Mhmm.

And helping you close the gap. But I'm also taking wins and and writing down my own personal things I need to change, things I need to shift. Right? And the majority of them were not business wise. They were commitments to, like and I I wanna make sure as I classify this, it's like I'm a I'm a good father.

I take my little girl to school. We we read at night. I put her to bed several nights a week. My wife and I are a great team. But I do work every day.

I do go to work every day, and and I and I push. And I thought to myself, why is it why is it that you know what? My wife and I have date night every Friday night, but why don't I once a week or once every two weeks go to lunch with my wife? I can. Mhmm.

But I've gotten but to get to the point to where I can, it's required habitual patterns that must be broken now that I can't. Yeah. Right? Why is it that I don't, once a week or once every two weeks, go and pick up Ava at school at 02:45 in the middle of the day and don't go back to work? Not that I don't want to.

Mhmm. It's just that those those habits that got to the point where I could be able to go and pick up Ava at 02:45 in the middle of the day and not go back to work are the habits that have to be broken.

Steve: Right.

Guest: Right?

Steve: Yeah. Yeah. No. Now you're speaking to me right now.

Guest: Right? Yeah. Yes. Un un unharnessing that drive when it has become the the the the whipping beast that you have to just every day and now saying, I'm here. Not that you can't continue to grow, not that you can't continue to push, not that you can continue to strive, but maybe need to divert.

I'm I'm hitting you right now.

Steve: You are hitting me right now.

Guest: You are. Me too, bro. Me too.

Steve: Yeah. Oh, that's deep. Something I gotta think about.

Guest: Yes. Yeah. Yeah. That's the other thing too about CG any other mother go a mastermind will the right mastermind will peel back the layers of your heart.

Steve: Mhmm. Right? Yeah. Yeah. Oh, for sure.

We've experienced that. Definitely. So is that the struggle or would you say there's a bigger struggle for you right now?

Guest: I'm a controlled freak.

Steve: Mhmm.

Guest: Detail is let's it's like you know, if you ever look at my birth certificates, like, Jason Detail Medley. So although earlier, I'm

Steve: talking about interesting because you're a driver and you love people. Yeah. Usually details does not follow that.

Guest: Yeah. No. I'm I'm a a weird I'm like a fifty fifty split visionary, COO, like, you know, but I've reached a point in my life where I don't enjoy integration Right. Anymore. Right?

But, again, it's been habitual. And so now I'm at a phase where I've got to really focus on letting some go let letting go of things. And my team wants that too. Right? Like,

Steve: and Not just want that. They want not not just because they don't want you in it. They want that for you.

Guest: Well, yeah. They yeah. Yeah. Yeah. And that's that's difficult to intake.

Mhmm.

Steve: Right? Right.

Guest: Because as much as you want them to grow, they're kinda like, well, we want you to too. Yeah. And yet there's this like, well, if you guys are up here pushing, I need to be up here pushing. I'm gonna feel guilty.

Steve: Right.

Guest: I need to feel guilty, and you kinda like you gotta you gotta come to peace with that. You know? Alright. And so that's very much, very much where I'm at right now is just kinda like and I've got a great team. Right?

You do

Steve: have an incredible team.

Guest: Yeah. I mean, we got some some fabulous, people on our team. We need a few more to really, like, you know, plug plug some of the holes in our business. And, I that's that's that's my struggle is is relinquishing, or, you know, after that, we talked about that kick in the face in 2008. Well, after that happens, once you you carry around some scars

Steve: Oh, yeah.

Guest: From that. You know? And everything you begin to instead of focusing sometimes on, well, if I hire this individual, it's gonna give me more freedom. And after that first initial six months, it it's not it's not gonna be an expense. They're gonna take us to the next level.

Mhmm. Right? But sometimes your first thought, your first inclination, your first knee jerk reaction is, oh, that, you know, that person's gonna be $15 a month or a $180,000 salary, and it's gonna be six months before they figure out what they're doing and then another six months before they catch their stride. So I'm right. You start that that that little wicked beast in your brain.

Steve: Oh, because you've had the times where your expense was really high. Yeah. The revenue was not high.

Guest: Yeah. Right? Yeah. So that's that's a that's a battle for me. Yeah.

Yeah. I have to I hear that little you know, and you're like, nah. I'm not having you today.

Steve: Right. Well, that goes I mean, we talk about, me personally, you know, that we don't make the best financial decisions as far as buying rental properties. We don't believe in the leverage thing to the same degree that a lot of people preach Yeah. Because we went through it and we saw who suffered

Guest: Mhmm. And

Steve: who thrived. Yeah. And the guys that thrived were really cash rich, and they they just bought properties cash.

Guest: Yeah. Right? Well, you know, it kinda goes back to our earlier conversation when we were talking about if you're new in the business, a lot of that you know, that's part of the attraction to real estate. Oh, I'm gonna be passive income. You know?

I gotta get some passive income. Right? Right. Here's the reality of it. If you wanna build a business, every time you get some traction, you take you you strip money off.

Right? You can pay cash because you're at a different level in your life. You're making a lot of money. Mhmm. Right?

When you get started and you're building you're trying to if you wanna make a career in real estate, if if too soon you begin taking profitability into buying rental properties, right, you're suffocating your ability to grow the business.

Steve: The oxygen.

Guest: Yes. It is the oxygen of growing the business. Right? So you you're you're you're beating your brains out like I'm killing myself. I can't hire anybody.

I don't have any money to hire anybody, and you don't have any money to hire anybody because you're put you're you're buying rental properties. Mhmm. Right? You're suffocating the business. I you know, and it and you can you can carry that, you can carry that noose around here for way too long.

I mean, there's there's there's guys in CG. Well, I don't think of one right now. He's pretty he's probably worth $10,000,000. Right? He was he called me.

This was a few months back. I'm I don't even know why I'm doing this. You know? We're not making any money. And we get to talking, and he added, like, he added, like, 45 or 50 rentals to his portfolio last year.

And I'm like, I'm not gonna say his name. Right? I'm like, dude, you're making a fortune, but it's not showing up your p and l. You're shifting it to your balance sheet. Right?

And you're miserable because your team's too small. And and so instead of buying four properties a month, why don't you buy three and take the money you were gonna spend on the fourth

Steve: Right.

Guest: And hire some people to help you so you're not miserable. Yeah. Right? And he was also judging himself off a p and l that is being decimated because he's buying rentals. Right?

Mhmm. Not selling some of those houses, which show and then at the same time, using depreciation to you know, I'm like, man, you're not you're not looking at the whole picture here. Yeah. Right? So I would encourage anybody if you're if you're get a business again where it's consistent, predictable, and reliable and spitting off profit before you go buy you know, because even if you get to 10 rentals, I mean, average rental property is gonna throw off $200 a month Mhmm.

$300 a month. You know? If if something goes wrong and your business isn't profitable, what are you gonna do with $2,000? Yeah. Not much.

Steve: Not a lot. It's not it's not covering payroll.

Guest: Right. Versus if you've got $200 sunk into those 10 properties

Steve: Yeah.

Guest: If something goes wrong, you wanna have the $200, you wanna have a couple grand a month and yeah. Yeah. And it ain't and that's all a game. It's all a joke anyway. Right?

Passive is not really passive until you have, you know, a bunch of them into somebody else's managing.

Steve: Yeah. If you're like a Nathan Brooks or something like that Yeah. Then it's passive. Yeah. Now you're hunting across the country.

I was talking to him the other day two days ago. He's just traveling the country just hot. Incredible.

Guest: Yeah.

Steve: So we're gonna a, I think a lot of people here are saying that this is deep. They really like this conversation. Mhmm. But I wanna pivot here. I am now looking to you whenever I need to travel.

Mhmm. So we were having a conversation yesterday or the day before, I think, you were saying that you're known in in in in in our group as the travel snob. Yeah. Let's talk about that.

Guest: Okay. Alright. So peep people have I'm fairly, my wife and I this is another great rule for people getting started out. Not even just started out. Right?

But even some again, making money is a skill set, keeping us a discipline. We probably live on about 20%. That might even be a stretch Mhmm. Of what we make. Right?

But there are everybody's got stuff that they'll blow money on. Mhmm. You know? And for me, it's vacations.

Steve: Yeah.

Guest: When we go to travel and we get Airbnb, I mean, I will scour. I will literally, I kid you not, spend now this is for a multitude of reasons, but I was I was I could spend twenty hours flicking through VRBO. Right? Yeah. Because that's something I'm a view guy.

Right? Some people need drugs. I need a good view to come, you know, just Right. Right? Just and so I I will spend up.

And it's not only for me, but a lot of times, I like to go and take my take friends, and I wanna see that expression when they walk in Yeah. The door. That's joy for me. Right? So When they walk in and they go

Steve: Well, yeah, the view is a what else are you gonna do? If you don't have a view, what's the point? Yeah. So for those listening, top two or three destinations. If they were to go like, this is Jason Medley approved Yeah.

Travel.

Guest: Yeah. Top two or three destinations. I'm a Mexico fan. I I would even go as far as aficionado. Been all over.

You name it. Alright? Special little places. One is Zihuatanejo. So it's that one.

Yeah. Z I H A U J E T E N O. Zihuatanejo. If you just type in Zihuah, Z I H A U, I think, or Z I H U A. One of the two.

It was actually if you've ever you know, you probably got a younger audience. Right? But in Shawshank legendary movie, Andy ran off to Zihuatanejo.

Steve: Oh, okay.

Guest: Yeah. And, Zihuatanejo is just an an epic the beauty is is is staggering. You know? And I like to fly high. I like to feel like an eagle, and a lot of the houses are up on the cliffs with infinity pools.

And, you know, I just like to kinda I like to survey the the scene. You know? We took a bunch of folks from CG there last year. I'd like to do it again this year, later this year. And then probably my favorite spot, maybe a few people heard of Costa Carrias, but I'd almost bet you nobody's heard of Costa or maybe a few people heard of Zooatinajo, but I almost bet you nobody's heard of Costa Carrias.

It's a gem, Southern Pacific Coast Of Mexico, and it's like I don't even know how to there's nothing there but about a 150 of the most extravagant villas you've ever seen in your I mean, they're hard to take in.

Steve: Right? Mhmm.

Guest: Yeah. Like, hard to take in. Nothing there. There's not a lot there's no this is a place you go to disconnect. Mhmm.

Right? If you need to shop, if you need to go to the disco, you know, this is not for you. Yeah. Right? There's only about it's a section of the Mexican coast.

All these houses are built on cliffs, a 150, 200 feet in the sky overlooking the ocean, and it's almost like a 150 of, these are houses I I would rent but couldn't buy. I mean, these are, you know, massively they're probably 10,000,000 plus dollar homes,

Speaker: and

Guest: they're just, difficult to describe. Yeah. If you wanna the place we stayed at is, called Casa and Sueno, website. This guy has three of these. His website's called 3casas.com.

Right? He has three I

Steve: saw that bookmarked on my website.

Guest: Yeah. Three homes. The the owner of the of, these and then we stayed at Casa in Sueno. Go check out go to 3casas.com. Check out Casa in Sueno.

It's just and it's it's a home, but it has hotel service. Right? So if you're sitting at the pool and you need a drink or, you know, there's someone there and it's, just I mean, I think about it constantly Yeah. To return, to go back. You know?

Yeah. Yeah. Yeah. It's that, and I I went with, Mark Dela Tour Mhmm. His family, another CG member, and, it's just just, I look look.

I'm trying to find the word. Right? I I can make Speechless.

Steve: Yeah. It's a

Guest: it's a little gym, hidden gym.

Steve: So, as we wrap up, guys, if you guys have any more questions, now is the time to ask it. What is your superpower?

Guest: I think my superpower is connecting people. And, for a dude, I'm not afraid I'm not afraid to show emotion. And in our world

Steve: This is very true. Yeah. I've witnessed it multiple times.

Guest: Yeah. Yeah. In our world, it's not intentional. It's something I literally try to fight. It's I literally try to talk myself out of it.

But I I if if it happens, I can't. And in our world today, it's, like, you know, difficult to come by is what people tell me, that you you're that as a man, I'm willing to to to share emotion about certain things or to get emotional about things that touch my heart. Yeah. And to me, when it's happening, a lot of times when I get more I'm like, oh, you know, like, I don't I'm a man. How do I argue?

And the reality of it is in more cases than not, when if I get emotional about something or shed tears or something, people usually come up to me and say, that's what makes you you.

Steve: Yeah.

Guest: That's why I like you.

Steve: Yeah. You

Guest: know? And so but yeah. That, I'm not and I shouldn't even say I'm not afraid because usually I'm fighting it, but I don't do a good job of it. But really it's I think it's, connecting people and wanting wanting the best for human beings and knowing, you know, who to that's how my brain operates. When I'm talking to somebody, right, flipping through the files.

Mhmm. Flipping through the files. Right? How can I help how can I help this person? Who can I connect them with that can No?

Steve: You got

Guest: like, you

Steve: got incredible, I would say Rolodex, but that's really old school, so I got some incredible CRM in there.

Guest: Yeah. Oh god. I felt so out of touch the other day. Like, two people were instead of trading business cards, they were, like, showing it saying here's my IG.

Steve: Oh, yeah.

Guest: And I was like, I don't even know my IG. I think I've got one.

Steve: You got one.

Guest: You know? We just hired somebody to, like, put stuff on it. Right? I really, really wouldn't know.

Steve: Yeah. When people ask me for for business cards, like, what's your ID?

Guest: Yeah. Yeah. I don't I don't have touch, man.

Steve: I haven't had a business card. I don't know how many years.

Guest: Mhmm. Me neither. I don't carry one.

Steve: What is your favorite best or most interesting failure?

Guest: Most interesting failure. Interesting failure. You know, the funny thing is is my brain really has to think through that because I don't identify what people call failures as failures. I always see them as opportunities to learn, to bridge the gap, and figure out how you can get better. Right?

More like a lesson than a failure. Yeah. But, gosh, I, yeah, I don't I mean, I think life is full of I fail every day.

Steve: Mhmm.

Guest: You know? I fail every day. That's what that's what if you're relentless, you push past those failures. Right? Like, you just but I don't see them as failures.

I just see them as part of life. I'm a very grateful, grateful, grateful, grateful human being. And I think if you focus on too much failure, you can't be gracious.

Steve: We had an event out here on Sunday, which worked out really well. And someone asked, like, the four of us. Right? Me, Ryan Pineda, Conley, and Samper, like, why don't you guys document your failures more often?

Guest: And Why would you wanna focus on that?

Steve: That was my answer. Was that well, they're saying, like, you know, it'll help the people, you know, that are going along a journey and share their you know? And and I do share my failures from time to time. But for me, I didn't like, my brain doesn't even process as a failure. Like, here was a hiccup.

Guest: Well, it's not even that you're not processing it processing that as a failure. Instead, if you are trying to create the most out of life, it's you grow numb to failure Mhmm. Because you're gonna get failure. So your failure is gonna show up every single day Right. Multiple times a day.

Steve: Yeah.

Guest: And so you just get to where it's it's not that you don't yeah. I'm by no means am I sitting here saying I don't have failures. It's just that I have so many of them in a pursuit of growth that I just don't see I don't recognize them as failure. It's just my bump. That's just okay.

We need to correct the torpedo.

Steve: Right.

Guest: Right? A torpedo only gets where it's going through a series of failures. It's constant course correction.

Steve: It is. Yeah. And I read a book, you know, like, for me, this pursuit where I'm trying to be the number one sales trainer. So now I'm committed to reading every single sales book I've never read before.

Guest: Yeah.

Steve: And one of them was, go for no.

Guest: And Go for no?

Steve: Go for no. In the last chapter or one of the last chapter, he says that we all die failures. And he doesn't say that in a in a bad way. He says that everyone has ever accomplished anything in their lives, was trying to do the next thing, and they didn't succeed there.

Guest: Yeah. And when when you hit the dust, you should have still

Steve: been growing. You should have been trying

Guest: something else, then you failed. Yeah. Yeah. Failure failure is is I mean, it's a core ingredient of success. It's something that should be happening in your life every single day.

Steve: Yeah.

Guest: Right? Figuring out how to get around failures and just stop seeing them as that. They're not failures. Right? Failures if you quit.

Steve: Right.

Guest: Right? You failed if you quit.

Steve: One of my favorite quotes by Michael Jordan was, I've never lost a game in my life. I just ran out of time.

Guest: Right. Yeah. Yeah. Like, sometimes time is what like, you go into overtime. You get two teams that at the at the end of regulation are tied.

Right? Yeah. We're going overtime at some point to whoever is ahead at the end of that time.

Steve: Right.

Guest: Yeah. Right.

Steve: So my last question is what book have you gifted more than any other?

Guest: Yeah. The book that I would say I have I wanna set this up. Do we have time like, a two minute story? Of course. Okay.

Great. I'm not in a hurry. So I've got a library at home. Right? I got the bookshelves like everybody else, and I am more of a collector of books than anything.

I order books like it's going out of style. The majority of them and I flick through the table of contents. I might digest 20 pages, and 99% of them end up on the shelf unread. Right? I know what I want.

And if I don't see that I'm gonna get it out of the book, I'm not gonna read it. Right? And so I have three books that I keep by my nightstand. Right? 99% of them end up on the shelf.

A few get completely read. And three of them I keep on nightstand. The one that has had a massive impact on me, professionally is The One Thing by Gary Keller. Mhmm. Amazing book about focus.

Steve: It is.

Guest: Yeah. After eleven years of working with a lot of very high level entrepreneurs, the ones that typically crash and burn is not from a lack of skill set. It's not from a lack of education. It's not from a lack of effort. It's not from a lack of grit.

It's from a lack of focus. Mhmm. Alright? If you need to understand what focus really looks like, go read the one thing. Yeah.

Yeah. That's stays on the nightstand. The next one, and let open your mind here for a second. Alright? It's called it's written by the very same gentleman that wrote Think and Grow Rich.

Right? One of the biggest selling books of all time about being successful in business. Napoleon Hill. And, he actually revealed, if you will, or or defined the mastermind concept. The most common element that all of the titans of industry shared was a mastermind.

Mhmm. He wrote a book called Outwitting the Devil. Yep. Staggering.

Steve: Mhmm.

Guest: Just staggering in in revealing how the world works and showing you a greater lens, so that you are not inside of you're not I don't know if you the Truman story. You ever see that movie?

Steve: Truman Show?

Guest: The Truman Show. Yeah. Yeah. He's in the little bubble. Right?

And then he got to kinda when you get to look at outlining the devil takes you outside of your little bubble. Mhmm. And it takes you from from actor to director. Mhmm. Right?

You're you're seeing what's going on and processing it versus, being hypnotized by the the media or all the propaganda that we're fed on a regular basis. And so, I think for me, just, gosh. I mean, that book, I I ran I had, like, I might as well have dipped that in highlighter. Mhmm. You know?

Might as well just just dip the whole thing in there. I wasted energy. It's like there's nothing left for me. There's just everything's highlighted. You know?

Also amazing stuff about, like, what you should be teaching your kids. Mhmm. You know? He has, like, four pages in there where I was just like, I'm a failure as a parent. You know?

And then some of it so you're like, wow. What at what age can will this particular item actually make sense for my child? Right? Teaching them to think for themselves. Teaching that, helping other people comes before your selfish nature.

And and if you really want reward in life, they start start there. Like, this little like, four pages of just epic stuff. And, and then again, helping you see life through the through the lens of the director versus the actor in the movie. You know? Stellar book.

Yeah. Yeah. Like, I I I tell people about that all the time. And then the last one is, the this is the Bible.

Steve: You know?

Guest: And I don't care whether you're religious, not I'm not really I'm a firm believer in God, but I'm not religious. Right? I don't have a denomination. But there's so much wisdom in the Bible. Right?

So much wisdom in the Bible. It's it's staggering. Right? Like, how you should how you should live your life. There's so much wisdom in there.

Right? Even if you even if you're if even if you don't believe in God, right, there's so much wisdom in the Bible as how you should operate as human being.

Steve: Yeah. Even if you don't believe it.

Guest: Yeah. Even if you don't believe in God. Take

Steve: him with stories.

Guest: Yeah. Even if God's in question. Right? Jesus is not in question. He walked the earth.

Right? But if you don't believe in God, that's cool. But there's so much wisdom. Proverbs, Psalms, there's so much wisdom in the Bible.

Steve: Well, it's fascinating to me was, like, you know, I went through, like, it was a total money makeover of one of the other ones by Dave Ramsey. It's like you would have this story. It's like and then, like, here's the, you know, the passage from the Bible. It's like, oh, wow. Everything Dave Ramsey's teaching was in the Bible.

Guest: Well, I'm gonna give one more piece of advice. I know we're getting ready to wrap. Yeah. Right? And this is for some people, this is gonna hit them in the gut.

They're gonna you know, the knee jerk's gonna happen. I can tell you that since I began tithing. Right? Mhmm. Since I began tithing, giving I look I give away for if I make a dollar, I give away away a dime.

Right? Not all of it goes to the church that I belong to. Some of it a lot of it goes to generous genius and stuff. Right? It's about 5% to 5%.

The moment I began giving away 10% of my income, I have done nothing but elevate year after year after year after year. Right? Now I'm not just saying you give money away. Magically, you you get rich. Mhmm.

Right? I'm not suggesting that. But I'm saying when I begin to give 10% of my income away and and and be become a steward of that gift, right, when I became a steward of money, things change. Yeah. Yeah.

Things change, man. At some point, you gotta look up and say, you know, I actually recommend it whether you have money, don't have money in between. But at some point, you wake up and you're like, life is bigger than just stacking paper and logging into your online bank account. It's like the pixels got the pick pixels on your phone changed to oh, there's more money in there. Right?

At some point, it doesn't change your life.

Steve: Right.

Guest: Right? But it can change somebody else's.

Steve: A lot of people's lives.

Guest: Yeah. Helping other people can change. And since I started giving make a dollar, give away a dime, dude, I'm tracking it.

Steve: Yep. Yeah. So I want you to think about one last thing you wanna leave the listeners with while I make a couple announcements.

Guest: Okay.

Steve: Guys, please like, subscribe, share, comment. Helps me, helps the algorithm. We can reach more people. And then next week, Wednesday, we go back to our regular Wednesday schedule. We got Philip Vincent with, mom's house.

He's gonna talk about how you guys might be missing out some opportunities with some, assisted living facilities. And so with that, last thoughts.

Guest: Another CG

Steve: member. Another CG member. I forgot.

Guest: You know, I I think you were just an example of some of the best advice right there. And, you in life, if you're just honest with people. Right? Like, I like, if I were to go watch a video about how to elevate, your podcast, right, they'd come up with some fancy way to to maneuver or position around getting people to give you likes and share your pod you're right. Just be real.

Mhmm. Just tell people what you need. Mhmm. Right? Listen to them when they're telling you what they need and, you know, I'm not perfect.

There's times when I'm temperamental. There's times when I'm when I'm pushing, I'm driving. I come home. I'm anxious. Like, I don't I don't but you know from being the CG that I always say, like, just love on each other.

You know, life is short. Everybody's got different opinions, different desires, different but at the end of the day, you know, just just be good to people. Life's so much easier. You know? Life is so much easier, so much more fulfilling when you're just good to one another.

Yep. Yeah. And the opportunities are everywhere.

Steve: There's no shortage of opportunities.

Guest: The opportunities to not be a butthole are everywhere. Yeah. Right? But, man, I really enjoyed this.

Steve: Yeah. Yeah.

Guest: Yeah. I really enjoyed it. I hope it was beneficial.

Steve: Oh, it's incredibly Yeah.

Guest: It was great for me.

Steve: Yeah. If someone wanted to get ahold of you Yeah. How would they do that?

Guest: If you wanted to learn, you know, more about CG, I mean, you could go to learn more about cg.com or learn how CG works. There's some stories there about, you know, what we do for our members and how they achieve success and that kind of stuff. You know, I'm not a big social media guy. If you wanna hit me up personally on Facebook, or I I don't I don't, do a whole lot of responding, so, you're welcome to hit me up there, and follow me. But I'm terrible about, like I said, we just hired somebody to Yeah.

And I think and I think

Steve: I think she's doing a great job. And, you know, I've Yeah.

Guest: I I

Steve: I've said this before, but I'll say it again. You know, you've been instrumental in my life. Thank you.

Guest: I appreciate that.

Steve: Connecting with you was the one of the best business decisions I made. I didn't expect that. Right? I mean, multiple people say you need to do this. You need to do this.

But, you know, once Gary Harper says you have to do it, it's like, what do you do? Yeah. You just do it.

Guest: No. Gary's a sharp dude. I suggest you listen to Gary. Yeah. Yeah.

I'm glad you did.

Steve: I'm glad you did.

Guest: We've had a it's been a short ride, but it's been a great one already. Yeah.

Steve: I know. Thank you

Guest: for everything. My friend. Been a pleasure. Thank you

Steve: guys for watching.

Guest: Thank you, guys. Alright.

Steve: So I think we're we're fourteen minutes away. But, yeah, I guess I gotta talk to you more often about the family stuff.

Guest: Well, my friend, I was I didn't you don't gotta talk. We could hold each other accountable. I don't know if I'm giving you great advice.

Steve: But, yeah, that thing about, like

Speaker: Yeah. See, we real estate disruptors. Can't nobody touch us. And yet we about to give you game. Shout out to Steve Trane.

Will it say disruptors? They cannot touch us, and everybody give you game. Shout out to Steve Train. Jump on the Steve Train. We about to give you game.

Already eyes flowing through my veins, and you don't have to look no further. See right here, you're gonna learn everything. Shout out to Steve Train. Jump on the Steve Train. We real estate disrupt us.