Awakening Beyond the Grind to Build Your Envisioned Dreams with Bryan Casella

[0:03] Welcome back to the RAI agent. Uh we are Welcome back to the RAI agent. Uh we are Welcome back to the RAI agent. Uh we are here with Brian Cassell. Brian, thanks here with Brian Cassell. Brian, thanks here with Brian Cassell. Brian, thanks so much for joining us today. so much for joining us today. so much for joining us today. >> Matias, thanks for having me. Super >> Matias, thanks for having me. Super >> Matias, thanks for having me. Super excited. Uh should be a fun excited. Uh should be a fun excited. Uh should be a fun conversation. conversation. conversation. >> Now, I can tell you must have I don’t >> Now, I can tell you must have I don’t >> Now, I can tell you must have I don’t know if you have any uh Latin American know if you have any uh Latin American know if you have any uh Latin American uh like culture. I know you have it uh like culture. I know you have it uh like culture. I know you have it around you because you’re coming out of around you because you’re coming out of around you because you’re coming out of Miami, right? But like you said my name

[0:23] Miami, right? But like you said my name Miami, right? But like you said my name right and you said it with like a right and you said it with like a right and you said it with like a [laughter] like the Spanish [laughter] like the Spanish [laughter] like the Spanish pronunciation. So you’re coming out of pronunciation. So you’re coming out of pronunciation. So you’re coming out of Miami. What’s your background? Miami. What’s your background? Miami. What’s your background? >> Yeah, my family is from South America. >> Yeah, my family is from South America. >> Yeah, my family is from South America. They’re from Argentina. So, I was raised They’re from Argentina. So, I was raised They’re from Argentina. So, I was raised speaking Spanish. I got sent to school, speaking Spanish. I got sent to school, speaking Spanish. I got sent to school, uh, preschool, kindergarten without uh, preschool, kindergarten without uh, preschool, kindergarten without speaking a lick of English. So, I speaking a lick of English. So, I speaking a lick of English. So, I learned, uh, English in school.

[0:41] learned, uh, English in school. learned, uh, English in school. >> Um, so I’m basically born and bred. >> Um, so I’m basically born and bred. >> Um, so I’m basically born and bred. You’re in our house. It’s like a time You’re in our house. It’s like a time You’re in our house. It’s like a time warp to South America. It’s like pretty warp to South America. It’s like pretty warp to South America. It’s like pretty intense. So, I got both cultures uh, intense. So, I got both cultures uh, intense. So, I got both cultures uh, growing up even uh, cuz I grew up in LA. growing up even uh, cuz I grew up in LA. growing up even uh, cuz I grew up in LA. I’m in Miami now. I’m in Miami now.

[0:53] I’m in Miami now. >> Okay. Uh, but it was just it it was it >> Okay. Uh, but it was just it it was it >> Okay. Uh, but it was just it it was it was like a complete was like a complete was like a complete warp for people cuz they’d walk into my warp for people cuz they’d walk into my warp for people cuz they’d walk into my house, they’re like, “Where am I?” house, they’re like, “Where am I?” house, they’re like, “Where am I?” Right? Like the artwork, the the food, Right? Like the artwork, the the food, Right? Like the artwork, the the food, right? The just everything about the right? The just everything about the right? The just everything about the layout of the house was like you were in layout of the house was like you were in layout of the house was like you were in South America, so it just trip people South America, so it just trip people South America, so it just trip people out.

[1:08] out. out. >> That’s awesome. Well, both of those >> That’s awesome. Well, both of those >> That’s awesome. Well, both of those locations, I imagine, have a strong locations, I imagine, have a strong locations, I imagine, have a strong Latin American uh uh presence. I don’t Latin American uh uh presence. I don’t Latin American uh uh presence. I don’t know about Argentinian know about Argentinian know about Argentinian particularly, but that’s that’s awesome. particularly, but that’s that’s awesome. particularly, but that’s that’s awesome. Well, um, give us a bird’s eye view of Well, um, give us a bird’s eye view of Well, um, give us a bird’s eye view of who you are and what you do in real who you are and what you do in real who you are and what you do in real estate.

[1:22] estate. estate. >> Yeah, man. I’ve been in the industry now >> Yeah, man. I’ve been in the industry now >> Yeah, man. I’ve been in the industry now for 13 years. I started in LA back in for 13 years. I started in LA back in for 13 years. I started in LA back in 2013. Um, and back then, I think I was 2013. Um, and back then, I think I was 2013. Um, and back then, I think I was one of the first people who really mix one of the first people who really mix one of the first people who really mix doing the traditional real estate stuff doing the traditional real estate stuff doing the traditional real estate stuff and doing social media. So, on the scene and doing social media. So, on the scene and doing social media. So, on the scene locally, I exploded for being a new locally, I exploded for being a new locally, I exploded for being a new agent and just being a hustler and agent and just being a hustler and agent and just being a hustler and putting deals together. So, I’m being putting deals together. So, I’m being putting deals together. So, I’m being featured on panels and doing all this

[1:44] featured on panels and doing all this featured on panels and doing all this stuff really early on, but I was stuff really early on, but I was stuff really early on, but I was documenting the journey, I think, long documenting the journey, I think, long documenting the journey, I think, long before a lot of people really jumped before a lot of people really jumped before a lot of people really jumped onto video. So within uh two or three onto video. So within uh two or three onto video. So within uh two or three years um I just explode. I get 100,000 years um I just explode. I get 100,000 years um I just explode. I get 100,000 subscribers on YouTube. My business is subscribers on YouTube. My business is subscribers on YouTube. My business is growing. I did uh 13 deals my first growing. I did uh 13 deals my first growing. I did uh 13 deals my first year, 29 my second, and then 39 as a year, 29 my second, and then 39 as a year, 29 my second, and then 39 as a solo agent my third. And then after solo agent my third. And then after solo agent my third. And then after that, I I built my team and grew it out.

[2:05] that, I I built my team and grew it out. that, I I built my team and grew it out. And then eventually we went nationwide And then eventually we went nationwide And then eventually we went nationwide like we are now. [gasps] But like we are now. [gasps] But like we are now. [gasps] But simultaneously, I’m growing my social simultaneously, I’m growing my social simultaneously, I’m growing my social media. Um and by 2018, I had 200,000 media. Um and by 2018, I had 200,000 media. Um and by 2018, I had 200,000 subscribers on YouTube, my old YouTube subscribers on YouTube, my old YouTube subscribers on YouTube, my old YouTube channel. Um I started coaching, I channel. Um I started coaching, I channel. Um I started coaching, I started traveling and speaking. Um, and started traveling and speaking. Um, and started traveling and speaking. Um, and it just it really exploded after that. I it just it really exploded after that. I it just it really exploded after that. I started doing the whole online thing, started doing the whole online thing, started doing the whole online thing, coaching, training, you know, building

[2:24] coaching, training, you know, building coaching, training, you know, building my team, um, investing in real estate, my team, um, investing in real estate, my team, um, investing in real estate, and the train just kind of took off and the train just kind of took off and the train just kind of took off after that. Wow, that’s a lot, after that. Wow, that’s a lot, after that. Wow, that’s a lot, [laughter] [laughter] [laughter] >> right? The first thing I thought of is >> right? The first thing I thought of is >> right? The first thing I thought of is is starting off um as an agent in LA is starting off um as an agent in LA is starting off um as an agent in LA that like I I could imagine somebody that like I I could imagine somebody that like I I could imagine somebody coming from a county that’s smaller coming from a county that’s smaller coming from a county that’s smaller outside of LA thinking that it would be outside of LA thinking that it would be outside of LA thinking that it would be very hard to break into a big a big area very hard to break into a big a big area

[2:48] very hard to break into a big a big area like that. There’s probably a ton of like that. There’s probably a ton of like that. There’s probably a ton of competition. Uh could you can you speak competition. Uh could you can you speak competition. Uh could you can you speak to somebody who might be wanting to get to somebody who might be wanting to get to somebody who might be wanting to get their license or is considering being their license or is considering being their license or is considering being licensed in an area that is uh more licensed in an area that is uh more licensed in an area that is uh more competitive than um or has maybe more competitive than um or has maybe more competitive than um or has maybe more house sales, more agents than maybe like house sales, more agents than maybe like house sales, more agents than maybe like a smaller kind of county.

[3:04] a smaller kind of county. a smaller kind of county. >> Yeah. You know, I’ve I’ve heard that a >> Yeah. You know, I’ve I’ve heard that a >> Yeah. You know, I’ve I’ve heard that a lot and I I think in a sense you feel lot and I I think in a sense you feel lot and I I think in a sense you feel it. However, if somebody comes in and it. However, if somebody comes in and it. However, if somebody comes in and really because what people don’t know is really because what people don’t know is really because what people don’t know is like my degree of hustle was just out of like my degree of hustle was just out of like my degree of hustle was just out of this world and I don’t say that to try this world and I don’t say that to try this world and I don’t say that to try to like toot my own horn. I was just so to like toot my own horn. I was just so to like toot my own horn. I was just so hungry and literally building from hungry and literally building from hungry and literally building from nothing that I had no other choice. So nothing that I had no other choice. So nothing that I had no other choice. So I’m out there literally cold calling and

[3:24] I’m out there literally cold calling and I’m out there literally cold calling and door-knocking all day, like five, six door-knocking all day, like five, six door-knocking all day, like five, six hours a day, every single day, six, hours a day, every single day, six, hours a day, every single day, six, seven days a week. [gasps] seven days a week. [gasps] seven days a week. [gasps] >> So sometimes, yeah, I would do a listing >> So sometimes, yeah, I would do a listing >> So sometimes, yeah, I would do a listing appointment and I’d have competition, appointment and I’d have competition, appointment and I’d have competition, but it didn’t it didn’t feel that but it didn’t it didn’t feel that but it didn’t it didn’t feel that competitive. The competition was more competitive. The competition was more competitive. The competition was more with me. And as I started really getting with me. And as I started really getting with me. And as I started really getting the reps in and improving my skills and the reps in and improving my skills and the reps in and improving my skills and getting opportunities, I said, “Man,

[3:43] getting opportunities, I said, “Man, getting opportunities, I said, “Man, this is like the real estate world’s an this is like the real estate world’s an this is like the real estate world’s an oyster for anybody if they really put in oyster for anybody if they really put in oyster for anybody if they really put in the work.” Where I think a lot of agents the work.” Where I think a lot of agents the work.” Where I think a lot of agents kind of fail or fall short is they come kind of fail or fall short is they come kind of fail or fall short is they come in and they’re not coming in with the in and they’re not coming in with the in and they’re not coming in with the right mentality. They’re kind of coming right mentality. They’re kind of coming right mentality. They’re kind of coming in with, well, I’m going to dip my toes in with, well, I’m going to dip my toes in with, well, I’m going to dip my toes in the water and try this and try that in the water and try this and try that in the water and try this and try that versus I came in like a freight train. I versus I came in like a freight train. I

[4:01] versus I came in like a freight train. I was like, dude, I’m just going to talk was like, dude, I’m just going to talk was like, dude, I’m just going to talk to so many people every day, it’s going to so many people every day, it’s going to so many people every day, it’s going to be mathematically impossible for me to be mathematically impossible for me to be mathematically impossible for me to put deals together. And that’s kind to put deals together. And that’s kind to put deals together. And that’s kind of what happened. Um, so I was I was of what happened. Um, so I was I was of what happened. Um, so I was I was literally talking to 50 50 new people literally talking to 50 50 new people literally talking to 50 50 new people every day, live conversations, whether every day, live conversations, whether every day, live conversations, whether at the door or on the phone. And I don’t at the door or on the phone. And I don’t at the door or on the phone. And I don’t know many agents that’ll do that even know many agents that’ll do that even know many agents that’ll do that even now who are starting out. But I had my

[4:20] now who are starting out. But I had my now who are starting out. But I had my back against the wall. I said, “Hey, I back against the wall. I said, “Hey, I back against the wall. I said, “Hey, I have to I’m coming from a professional have to I’m coming from a professional have to I’m coming from a professional athletic career that ended early due to athletic career that ended early due to athletic career that ended early due to injury. I have to reinvent myself. I’ve injury. I have to reinvent myself. I’ve injury. I have to reinvent myself. I’ve never done sales. I had to borrow my never done sales. I had to borrow my never done sales. I had to borrow my dad’s suit to start in the industry. So dad’s suit to start in the industry. So dad’s suit to start in the industry. So I look goofy cuz my dad’s shorter than I look goofy cuz my dad’s shorter than I look goofy cuz my dad’s shorter than me. So the sleeves literally standing up me. So the sleeves literally standing up me. So the sleeves literally standing up are like down to here, right? Uh so it are like down to here, right? Uh so it

[4:39] are like down to here, right? Uh so it was just a fiasco. I had everything was just a fiasco. I had everything was just a fiasco. I had everything working against me, right? No working against me, right? No working against me, right? No connections, no network, no income from connections, no network, no income from connections, no network, no income from money. But the the hustle and as cliche money. But the the hustle and as cliche money. But the the hustle and as cliche as that sounds, if you really work that as that sounds, if you really work that as that sounds, if you really work that hard and you commit to the process, like hard and you commit to the process, like hard and you commit to the process, like I got coaching and training.

[4:53] I got coaching and training. I got coaching and training. >> Um I was literally uh living, breathing, >> Um I was literally uh living, breathing, >> Um I was literally uh living, breathing, and eating real estate, going to sleep and eating real estate, going to sleep and eating real estate, going to sleep early, waking up early. I just I made early, waking up early. I just I made early, waking up early. I just I made that my world. And I think that’s why I that my world. And I think that’s why I that my world. And I think that’s why I was able to break through regardless of was able to break through regardless of was able to break through regardless of of the competition. of the competition.

[5:05] of the competition. >> I just truly believe a lot of agents >> I just truly believe a lot of agents >> I just truly believe a lot of agents don’t dedicate themselves to that don’t dedicate themselves to that don’t dedicate themselves to that degree. degree. degree. >> And for me, it was easy because what was >> And for me, it was easy because what was >> And for me, it was easy because what was on the other side of that hard work was on the other side of that hard work was on the other side of that hard work was worth it to me. I was very clear about worth it to me. I was very clear about worth it to me. I was very clear about what I wanted. And I think a lot of what I wanted. And I think a lot of what I wanted. And I think a lot of people missed that. Like you know, the people missed that. Like you know, the people missed that. Like you know, the the whole theme here, the holistic the whole theme here, the holistic the whole theme here, the holistic approach to life through real estate, approach to life through real estate, approach to life through real estate, everything outside of real estate was

[5:23] everything outside of real estate was everything outside of real estate was just as important to me. But I knew real just as important to me. But I knew real just as important to me. But I knew real estate would be the vehicle to help me estate would be the vehicle to help me estate would be the vehicle to help me in other areas of life, too. So, I just in other areas of life, too. So, I just in other areas of life, too. So, I just I literally took it head on and just I literally took it head on and just I literally took it head on and just went as hard as I could. went as hard as I could. went as hard as I could. >> Well, I think there’s a there’s always a >> Well, I think there’s a there’s always a >> Well, I think there’s a there’s always a grind phase um that you know, you need grind phase um that you know, you need grind phase um that you know, you need to when you’re starting a business, uh to when you’re starting a business, uh to when you’re starting a business, uh you you need to kind of go through this you you need to kind of go through this you you need to kind of go through this grind phase of or or it’s going to take

[5:41] grind phase of or or it’s going to take grind phase of or or it’s going to take a long time like you know, like you a long time like you know, like you a long time like you know, like you could you you don’t have to necessarily could you you don’t have to necessarily could you you don’t have to necessarily grind super hard. Uh but your business grind super hard. Uh but your business grind super hard. Uh but your business is going to reflect what you put into is going to reflect what you put into is going to reflect what you put into it. And so, I think that’s what you’re it. And so, I think that’s what you’re it. And so, I think that’s what you’re talking about is basically you get what talking about is basically you get what talking about is basically you get what you put in. Um you get out what you put you put in. Um you get out what you put you put in. Um you get out what you put into it. And um I I could see that with into it. And um I I could see that with into it. And um I I could see that with that kind of mentality where you’re that kind of mentality where you’re that kind of mentality where you’re basically outworking everybody else in

[6:00] basically outworking everybody else in basically outworking everybody else in the market. It doesn’t really matter how the market. It doesn’t really matter how the market. It doesn’t really matter how many other agents there are in that many other agents there are in that many other agents there are in that regard um it’s almost better to be in in regard um it’s almost better to be in in regard um it’s almost better to be in in an area that has more volume then right an area that has more volume then right an area that has more volume then right I mean because that you have more I mean because that you have more I mean because that you have more opportunity to to uh to get more opportunity to to uh to get more opportunity to to uh to get more business. So like so you what some business. So like so you what some business. So like so you what some people might see is like ah it’s too too people might see is like ah it’s too too people might see is like ah it’s too too comp competitive [snorts] kind of an comp competitive [snorts] kind of an comp competitive [snorts] kind of an advantage for you then because you you

[6:20] advantage for you then because you you advantage for you then because you you worked harder than the comp competition worked harder than the comp competition worked harder than the comp competition and there’s more opportunities in the and there’s more opportunities in the and there’s more opportunities in the market to take advantage of. market to take advantage of. market to take advantage of. >> Yeah. And even on the flip side right >> Yeah. And even on the flip side right >> Yeah. And even on the flip side right like because I have a lot of team like because I have a lot of team like because I have a lot of team members on my team and even students in members on my team and even students in members on my team and even students in my in my coaching that are in like rural my in my coaching that are in like rural my in my coaching that are in like rural towns or small towns and they come in towns or small towns and they come in towns or small towns and they come in and they crush it right away because and they crush it right away because and they crush it right away because there’s less volume in those areas but

[6:39] there’s less volume in those areas but there’s less volume in those areas but there’s less people who are that there’s less people who are that there’s less people who are that dedicated to their craft, right? So dedicated to their craft, right? So dedicated to their craft, right? So they’re coming in and within their first they’re coming in and within their first they’re coming in and within their first year they’re selling 30 40 homes and year they’re selling 30 40 homes and year they’re selling 30 40 homes and people are like, “Well, what are you people are like, “Well, what are you people are like, “Well, what are you doing?” And they’re just doing the doing?” And they’re just doing the doing?” And they’re just doing the basics. So maybe I didn’t sell that many basics. So maybe I didn’t sell that many basics. So maybe I didn’t sell that many my first year because of where I was.

[6:52] my first year because of where I was. my first year because of where I was. But that formula still works regardless But that formula still works regardless But that formula still works regardless of where you’re at. It’s just finding of where you’re at. It’s just finding of where you’re at. It’s just finding individuals who are willing to commit at individuals who are willing to commit at individuals who are willing to commit at that level for an extended period of that level for an extended period of that level for an extended period of time. Uh is is where it gets a little time. Uh is is where it gets a little time. Uh is is where it gets a little complicated. complicated. complicated. >> Yeah. No, that’s very true. Uh I I gota >> Yeah. No, that’s very true. Uh I I gota >> Yeah. No, that’s very true. Uh I I gota I got to ask you about the professional I got to ask you about the professional I got to ask you about the professional sports background. What was this? Tell sports background. What was this? Tell sports background. What was this? Tell me about that story.

[7:10] me about that story. me about that story. >> Basketball. I played uh basketball in >> Basketball. I played uh basketball in >> Basketball. I played uh basketball in high school. I played in college. Uh I high school. I played in college. Uh I high school. I played in college. Uh I got a full ride. I played at a USF in got a full ride. I played at a USF in got a full ride. I played at a USF in San Francisco. So I played division one. San Francisco. So I played division one. San Francisco. So I played division one. From there I got recruited and I played From there I got recruited and I played From there I got recruited and I played overseas. I played in the Drew League in overseas. I played in the Drew League in overseas. I played in the Drew League in the summers. I did the NBA combine back the summers. I did the NBA combine back the summers. I did the NBA combine back in the day where they test like you know in the day where they test like you know in the day where they test like you know your vertical, your sprint speed and all your vertical, your sprint speed and all

[7:27] your vertical, your sprint speed and all that. that. that. >> Uh but my career ended after my second >> Uh but my career ended after my second >> Uh but my career ended after my second major ankle injury back in like 20 2011. major ankle injury back in like 20 2011. major ankle injury back in like 20 2011. I was uh just shy of being 25. I was uh just shy of being 25. I was uh just shy of being 25. >> So uh all that got derailed after my >> So uh all that got derailed after my >> So uh all that got derailed after my second major injury. I didn’t walk for second major injury. I didn’t walk for second major injury. I didn’t walk for months. It was pretty brutal. And that’s months. It was pretty brutal. And that’s months. It was pretty brutal. And that’s kind of the point where I had to kind of the point where I had to kind of the point where I had to reinvent myself. And a couple years reinvent myself. And a couple years reinvent myself. And a couple years later is when I got into real estate.

[7:48] later is when I got into real estate. later is when I got into real estate. >> Well, let’s let’s go back to that moment >> Well, let’s let’s go back to that moment >> Well, let’s let’s go back to that moment if you don’t mind for a second. I mean, if you don’t mind for a second. I mean, if you don’t mind for a second. I mean, like this this if I imagine correctly like this this if I imagine correctly like this this if I imagine correctly was your whole life. You had worked was your whole life. You had worked was your whole life. You had worked probably since what age at this probably since what age at this probably since what age at this basketball dream career? basketball dream career?

[8:03] basketball dream career? >> I picked up a basketball when I was 10, >> I picked up a basketball when I was 10, >> I picked up a basketball when I was 10, 11. And then by 13, 14, I was like, 11. And then by 13, 14, I was like, 11. And then by 13, 14, I was like, “Okay, this is it. this is the ticket. “Okay, this is it. this is the ticket. “Okay, this is it. this is the ticket. Like I even had visions of it when I was Like I even had visions of it when I was Like I even had visions of it when I was younger, but I think 13, 14 is when that younger, but I think 13, 14 is when that younger, but I think 13, 14 is when that extreme grind and work ethic really extreme grind and work ethic really extreme grind and work ethic really kicked in to where I’m waking up early kicked in to where I’m waking up early kicked in to where I’m waking up early and going to school before school to and going to school before school to and going to school before school to work out, right? I’m working out at work out, right? I’m working out at work out, right? I’m working out at lunch after class. People are going, you

[8:25] lunch after class. People are going, you lunch after class. People are going, you know, later on cuz I went to a military know, later on cuz I went to a military know, later on cuz I went to a military school for high school, right? I don’t school for high school, right? I don’t school for high school, right? I don’t know if you want to talk about that, but know if you want to talk about that, but know if you want to talk about that, but that’s a whole other story. But when that’s a whole other story. But when that’s a whole other story. But when people left, I stayed on campus and I people left, I stayed on campus and I people left, I stayed on campus and I got the keys to the gym and I would work got the keys to the gym and I would work got the keys to the gym and I would work out when everyone else went home and out when everyone else went home and out when everyone else went home and partied. So, I took it to another level partied. So, I took it to another level partied. So, I took it to another level of dedication. But yeah, man, it just of dedication. But yeah, man, it just of dedication. But yeah, man, it just you live, breathe, eat, whatever that

[8:44] you live, breathe, eat, whatever that you live, breathe, eat, whatever that is. And I’m just so competitive in is. And I’m just so competitive in is. And I’m just so competitive in general. I wanted to be the best. So, it general. I wanted to be the best. So, it general. I wanted to be the best. So, it was my life 100%. was my life 100%. was my life 100%. >> Was that where that ethic came from? >> Was that where that ethic came from? >> Was that where that ethic came from? That that that drive it was was to be to That that that drive it was was to be to That that that drive it was was to be to be competitive, to be better. Uh, you be competitive, to be better. Uh, you be competitive, to be better. Uh, you knew what it took and and you were knew what it took and and you were knew what it took and and you were dedicated to do it.

[8:59] dedicated to do it. dedicated to do it. >> Yeah, that contributed to it for sure >> Yeah, that contributed to it for sure >> Yeah, that contributed to it for sure because I already had a taste of it. I because I already had a taste of it. I because I already had a taste of it. I wouldn’t say then that anything ever wouldn’t say then that anything ever wouldn’t say then that anything ever will measure up to the passion that I will measure up to the passion that I will measure up to the passion that I had for basketball when I was younger. I had for basketball when I was younger. I had for basketball when I was younger. I I don’t think anything ever will. I don’t think anything ever will.

[9:10] I don’t think anything ever will. However, However, However, having that ability to compete and want having that ability to compete and want having that ability to compete and want to be the best in something and then to be the best in something and then to be the best in something and then understanding and having a clear vision understanding and having a clear vision understanding and having a clear vision of what you want your future to look of what you want your future to look of what you want your future to look like both personally and professionally, like both personally and professionally, like both personally and professionally, I think having those two ingredients I think having those two ingredients I think having those two ingredients together really is the key. And like together really is the key. And like together really is the key. And like when I work with people personally, when I work with people personally, when I work with people personally, whether friends or, you know, students, whether friends or, you know, students, whether friends or, you know, students, a lot of the conversations default to

[9:30] a lot of the conversations default to a lot of the conversations default to that. It’s not what to do and the that. It’s not what to do and the that. It’s not what to do and the techniques and all that. Everybody knows techniques and all that. Everybody knows techniques and all that. Everybody knows that stuff and it’s been out forever. that stuff and it’s been out forever. that stuff and it’s been out forever. But how can I get an individual to But how can I get an individual to But how can I get an individual to really become clear and activate that really become clear and activate that really become clear and activate that switch like I had to just go after it? switch like I had to just go after it?

[9:40] switch like I had to just go after it? If you can do that, then I believe If you can do that, then I believe If you can do that, then I believe anybody can be successful. But the game anybody can be successful. But the game anybody can be successful. But the game becomes can that person internally becomes can that person internally becomes can that person internally figure out what really makes them tick figure out what really makes them tick figure out what really makes them tick and become clear on it. And once they and become clear on it. And once they and become clear on it. And once they do, you know, then they can really turn do, you know, then they can really turn do, you know, then they can really turn on that like hyper mode that I call, you on that like hyper mode that I call, you on that like hyper mode that I call, you know.

[9:54] know. know. >> Well, yeah, you’re you’re exactly right. >> Well, yeah, you’re you’re exactly right. >> Well, yeah, you’re you’re exactly right. And that’s what I was kind of getting at And that’s what I was kind of getting at And that’s what I was kind of getting at too is that u to me I think I I didn’t I too is that u to me I think I I didn’t I too is that u to me I think I I didn’t I wasn’t in the military. I didn’t do wasn’t in the military. I didn’t do wasn’t in the military. I didn’t do organized sports um in high school or I organized sports um in high school or I organized sports um in high school or I I was actually dreaming of being a I was actually dreaming of being a I was actually dreaming of being a basketball player in like elementary basketball player in like elementary basketball player in like elementary school, but I never grew tall. So, school, but I never grew tall. So, school, but I never grew tall. So, it didn’t work out for me so super well.

[10:15] it didn’t work out for me so super well. it didn’t work out for me so super well. Uh but uh but my point is that I I I Uh but uh but my point is that I I I Uh but uh but my point is that I I I often think about how what discipline often think about how what discipline often think about how what discipline I’ve had to learn um and had to give to I’ve had to learn um and had to give to I’ve had to learn um and had to give to myself and how I probably would have myself and how I probably would have myself and how I probably would have been a lot easier had I or I would have been a lot easier had I or I would have been a lot easier had I or I would have been instilled that earlier had I done been instilled that earlier had I done been instilled that earlier had I done organized sports or had some sort of organized sports or had some sort of organized sports or had some sort of military kind of thing. cuz I feel like military kind of thing. cuz I feel like military kind of thing. cuz I feel like that kind of brings it in. But it sounds that kind of brings it in. But it sounds that kind of brings it in. But it sounds like you went above and beyond to to get

[10:36] like you went above and beyond to to get like you went above and beyond to to get there and that was you realized it there and that was you realized it there and that was you realized it earlier that you really to to do the earlier that you really to to do the earlier that you really to to do the work uh is is you know so crucial to be work uh is is you know so crucial to be work uh is is you know so crucial to be able to achieve what you want. able to achieve what you want. able to achieve what you want. >> Yeah. And I would just say in general >> Yeah. And I would just say in general >> Yeah. And I would just say in general I’m a competitive dude. Like even if we I’m a competitive dude. Like even if we I’m a competitive dude. Like even if we play video games I want to beat you, you play video games I want to beat you, you play video games I want to beat you, you know, like and and maybe it’s a little know, like and and maybe it’s a little know, like and and maybe it’s a little too much. However, I know how to channel too much. However, I know how to channel too much. However, I know how to channel that. I know how to channel it to really

[10:58] that. I know how to channel it to really that. I know how to channel it to really help me in my life. And I kind of know help me in my life. And I kind of know help me in my life. And I kind of know now being older, um, I know how to tune now being older, um, I know how to tune now being older, um, I know how to tune it down because I remember even playing it down because I remember even playing it down because I remember even playing here at like LA Fitness or 24-Hour here at like LA Fitness or 24-Hour here at like LA Fitness or 24-Hour Fitness and playing some basketball and Fitness and playing some basketball and Fitness and playing some basketball and I’m like, why am I getting so mad? But I’m like, why am I getting so mad? But I’m like, why am I getting so mad? But it’s just that competitive spirit. I it’s just that competitive spirit. I it’s just that competitive spirit. I want to win. I don’t care if it’s a want to win. I don’t care if it’s a want to win. I don’t care if it’s a pickup game. To me, this is the NBA pickup game. To me, this is the NBA pickup game. To me, this is the NBA championship game seven. I want us to

[11:16] championship game seven. I want us to championship game seven. I want us to win, you know? So, I’m like getting on win, you know? So, I’m like getting on win, you know? So, I’m like getting on the guys. But, I took a step back and the guys. But, I took a step back and the guys. But, I took a step back and said, “Okay, you know, I’m being a said, “Okay, you know, I’m being a said, “Okay, you know, I’m being a little immature here. These guys are little immature here. These guys are little immature here. These guys are just trying to get a sweat in and I’m just trying to get a sweat in and I’m just trying to get a sweat in and I’m over here treating it, you know, like over here treating it, you know, like over here treating it, you know, like it’s a big deal.” Uh, so it does get out it’s a big deal.” Uh, so it does get out it’s a big deal.” Uh, so it does get out of control a little bit, but I’m of control a little bit, but I’m of control a little bit, but I’m grateful that I’ve developed that grateful that I’ve developed that grateful that I’ve developed that because it really allows you to push and

[11:33] because it really allows you to push and because it really allows you to push and I think a lot of people that competitive I think a lot of people that competitive I think a lot of people that competitive spirit, uh, they haven’t really figured spirit, uh, they haven’t really figured spirit, uh, they haven’t really figured out how to tap into it. out how to tap into it. out how to tap into it. >> Yeah. Well, I’m curious then when if if >> Yeah. Well, I’m curious then when if if >> Yeah. Well, I’m curious then when if if when you had that second injury, if you when you had that second injury, if you when you had that second injury, if you knew at that moment that this this whole knew at that moment that this this whole knew at that moment that this this whole life building up to this moment, it was life building up to this moment, it was life building up to this moment, it was it was it was done. or when did you it was it was done. or when did you it was it was done. or when did you realize that like this was no longer the realize that like this was no longer the realize that like this was no longer the path forward and you had to figure

[11:55] path forward and you had to figure path forward and you had to figure something else out? something else out? something else out? >> Yeah, even after the first one, I >> Yeah, even after the first one, I >> Yeah, even after the first one, I started noticing my psyche was kind of started noticing my psyche was kind of started noticing my psyche was kind of messed up. I started playing a little messed up. I started playing a little messed up. I started playing a little bit scared. Um I was scared of getting bit scared. Um I was scared of getting bit scared. Um I was scared of getting hurt again. And then when the second hurt again. And then when the second hurt again. And then when the second time I got hurt and the severity of it, time I got hurt and the severity of it, time I got hurt and the severity of it, yeah, it it pretty much had already I yeah, it it pretty much had already I yeah, it it pretty much had already I come to that realization like you know come to that realization like you know come to that realization like you know what, I’m even if I do recover from

[12:13] what, I’m even if I do recover from what, I’m even if I do recover from this, am I going to be even close to this, am I going to be even close to this, am I going to be even close to 100% and then is anybody even going to 100% and then is anybody even going to 100% and then is anybody even going to want to sign me because now I’m a want to sign me because now I’m a want to sign me because now I’m a liability. I’ve been injured twice. I’ve liability. I’ve been injured twice. I’ve liability. I’ve been injured twice. I’ve had two major surgeries, you know, and had two major surgeries, you know, and had two major surgeries, you know, and and and and those nagging injuries, too, and and and those nagging injuries, too, and and and those nagging injuries, too, that I’ve had little ones. So, I was that I’ve had little ones. So, I was that I’ve had little ones. So, I was always kind of a question mark for a lot always kind of a question mark for a lot always kind of a question mark for a lot of teams. I performed very well and did of teams. I performed very well and did of teams. I performed very well and did well, but you know, you see that a lot

[12:31] well, but you know, you see that a lot well, but you know, you see that a lot in the NBA, like somebody like Derrick in the NBA, like somebody like Derrick in the NBA, like somebody like Derrick Rose, who was just fantastic, but he was Rose, who was just fantastic, but he was Rose, who was just fantastic, but he was just plagued with injuries. just plagued with injuries. just plagued with injuries. >> And like that story breaks my heart >> And like that story breaks my heart >> And like that story breaks my heart because it kind of relates to me. I because it kind of relates to me. I because it kind of relates to me. I wasn’t as good as Derrick Rose or as wasn’t as good as Derrick Rose or as wasn’t as good as Derrick Rose or as athletic as him. But I I get it, right?

[12:44] athletic as him. But I I get it, right? athletic as him. But I I get it, right? It’s like it sucks when you’re pushing It’s like it sucks when you’re pushing It’s like it sucks when you’re pushing yourself and you want to be the best and yourself and you want to be the best and yourself and you want to be the best and you’re right there and then you get you’re right there and then you get you’re right there and then you get injured. Then you recover, then you get injured. Then you recover, then you get injured. Then you recover, then you get injured again and it’s like ah uh but injured again and it’s like ah uh but injured again and it’s like ah uh but yeah, and it it took me to a dark time yeah, and it it took me to a dark time yeah, and it it took me to a dark time mentally because I I played the victim mentally because I I played the victim mentally because I I played the victim for a little bit and I said, “Man, I for a little bit and I said, “Man, I for a little bit and I said, “Man, I worked so hard. I put all my eggs in worked so hard. I put all my eggs in worked so hard. I put all my eggs in this one basket. This was taken away

[13:01] this one basket. This was taken away this one basket. This was taken away from me unfairly.” And I was in that from me unfairly.” And I was in that from me unfairly.” And I was in that mode for a while. Uh so much so that mode for a while. Uh so much so that mode for a while. Uh so much so that even my dad was a little concerned like, even my dad was a little concerned like, even my dad was a little concerned like, “Man, hopefully this doesn’t wreck my “Man, hopefully this doesn’t wreck my “Man, hopefully this doesn’t wreck my son emotionally because he poured his son emotionally because he poured his son emotionally because he poured his life into this.” Um but you know I life into this.” Um but you know I life into this.” Um but you know I eventually kind of figured it out but it eventually kind of figured it out but it eventually kind of figured it out but it was it was a difficult time for sure. It was it was a difficult time for sure. It was it was a difficult time for sure. It was a very difficult time for me um was a very difficult time for me um was a very difficult time for me um upstairs right here because

[13:21] upstairs right here because upstairs right here because >> I’m sure. >> I’m sure. >> I’m sure. >> Yeah. >> Yeah. >> Yeah. >> No, totally. I mean like cuz Yeah. Like >> No, totally. I mean like cuz Yeah. Like >> No, totally. I mean like cuz Yeah. Like it’s it’s that is out of your control it’s it’s that is out of your control it’s it’s that is out of your control like it’s not like you you um decided like it’s not like you you um decided like it’s not like you you um decided not to wake up and train and and not to wake up and train and and not to wake up and train and and resulted like you know like it that’s resulted like you know like it that’s resulted like you know like it that’s that is that is frustrating. Um at what that is that is frustrating. Um at what that is that is frustrating. Um at what point did you then decide uh like that point did you then decide uh like that point did you then decide uh like that real estate was was the next thing real estate was was the next thing real estate was was the next thing you’re going to choose? like how soon

[13:42] you’re going to choose? like how soon you’re going to choose? like how soon after this realization that you need to after this realization that you need to after this realization that you need to do something else? do something else? do something else? >> Yeah, it took a while. You know, I >> Yeah, it took a while. You know, I >> Yeah, it took a while. You know, I stayed overseas for a minute because I stayed overseas for a minute because I stayed overseas for a minute because I said, man, the moment I touch back down said, man, the moment I touch back down said, man, the moment I touch back down in America, I got to like face the music in America, I got to like face the music in America, I got to like face the music and completely change my life. And I and completely change my life. And I and completely change my life. And I being young, I was still kind of being young, I was still kind of being young, I was still kind of avoiding responsibility. I was like, avoiding responsibility. I was like, avoiding responsibility. I was like, I’ll kind of hang out. But after about,

[13:58] I’ll kind of hang out. But after about, I’ll kind of hang out. But after about, you know, 6 to 8 months after that, you you know, 6 to 8 months after that, you you know, 6 to 8 months after that, you know, I finally wiped my tears and said, know, I finally wiped my tears and said, know, I finally wiped my tears and said, “All right, I got to get back to, you “All right, I got to get back to, you “All right, I got to get back to, you know, the states and and figure this know, the states and and figure this know, the states and and figure this thing out.” [gasps] thing out.” [gasps] thing out.” [gasps] So, I go back and I knew for a fact So, I go back and I knew for a fact So, I go back and I knew for a fact because of my experience doing odd-end because of my experience doing odd-end because of my experience doing odd-end jobs in the summer and and doing work jobs in the summer and and doing work jobs in the summer and and doing work study in school that was like for my study in school that was like for my study in school that was like for my scholarship. I said, “Okay, I’m not scholarship. I said, “Okay, I’m not

[14:18] scholarship. I said, “Okay, I’m not going to work for somebody else because going to work for somebody else because going to work for somebody else because I’ve already experienced a little bit of I’ve already experienced a little bit of I’ve already experienced a little bit of corporate work environment and just corporate work environment and just corporate work environment and just those environments and I couldn’t stand those environments and I couldn’t stand those environments and I couldn’t stand it, dude. Like I’m a very happy go-lucky it, dude. Like I’m a very happy go-lucky it, dude. Like I’m a very happy go-lucky type of dude and maybe I just had bad type of dude and maybe I just had bad type of dude and maybe I just had bad luck, but these guys were so negative in luck, but these guys were so negative in luck, but these guys were so negative in the workplace that I would leave my the workplace that I would leave my the workplace that I would leave my shift upset shift upset shift upset >> and then they would be happy. I’m like, >> and then they would be happy. I’m like,

[14:37] >> and then they would be happy. I’m like, dude, they drained me of all my good dude, they drained me of all my good dude, they drained me of all my good energy and they left me with all this energy and they left me with all this energy and they left me with all this negativity. I was like, man, this is negativity. I was like, man, this is negativity. I was like, man, this is crazy. [gasps] crazy. [gasps] crazy. [gasps] >> And then, you know, just the the office >> And then, you know, just the the office >> And then, you know, just the the office politics type stuff. I was like, I don’t politics type stuff. I was like, I don’t politics type stuff. I was like, I don’t want anything to do with that. I I’m want anything to do with that. I I’m want anything to do with that. I I’m willing to be out on the street on a willing to be out on the street on a willing to be out on the street on a cardboard box building my own business cardboard box building my own business cardboard box building my own business than I am working for somebody else. So, than I am working for somebody else. So,

[14:53] than I am working for somebody else. So, I do just to appease my parents, I do an I do just to appease my parents, I do an I do just to appease my parents, I do an interview at Enterprise, the rental interview at Enterprise, the rental interview at Enterprise, the rental company. I’m sure you’ve seen them, the company. I’m sure you’ve seen them, the company. I’m sure you’ve seen them, the car rental company, right? I do the car rental company, right? I do the car rental company, right? I do the first interview and the lady’s like, first interview and the lady’s like, first interview and the lady’s like, “Oh, you’re going to work six days a “Oh, you’re going to work six days a “Oh, you’re going to work six days a week, like 12, 14 hour days.” This is in week, like 12, 14 hour days.” This is in week, like 12, 14 hour days.” This is in Los Angeles, mind you, back in like Los Angeles, mind you, back in like Los Angeles, mind you, back in like 2011, 12. And she’s like, “And you’re 2011, 12. And she’s like, “And you’re 2011, 12. And she’s like, “And you’re going to make 30 grand a year.” going to make 30 grand a year.”

[15:13] going to make 30 grand a year.” [laughter] I’m like, “What?” I’m like, [laughter] I’m like, “What?” I’m like, [laughter] I’m like, “What?” I’m like, “So, I’m going to work six days a week, “So, I’m going to work six days a week, “So, I’m going to work six days a week, have no life, and make barely enough to have no life, and make barely enough to have no life, and make barely enough to maybe pay my rent.” So, I don’t go back maybe pay my rent.” So, I don’t go back maybe pay my rent.” So, I don’t go back for the second interview. She calls me. for the second interview. She calls me. for the second interview. She calls me. I’m like, you know what? It’s not for I’m like, you know what? It’s not for I’m like, you know what? It’s not for me. Thank you. Um, so I start hanging me. Thank you. Um, so I start hanging me. Thank you. Um, so I start hanging out with some of my friends who were out with some of my friends who were out with some of my friends who were doing entrepreneurial things and really doing entrepreneurial things and really doing entrepreneurial things and really looking at what I thought would be a

[15:31] looking at what I thought would be a looking at what I thought would be a good fit for me. And when I walked into good fit for me. And when I walked into good fit for me. And when I walked into a real estate office after having talked a real estate office after having talked a real estate office after having talked to I talked to my original basketball to I talked to my original basketball to I talked to my original basketball coach back in the day from like NJB, coach back in the day from like NJB, coach back in the day from like NJB, National Junior Basketball League, uh, National Junior Basketball League, uh, National Junior Basketball League, uh, cuz I remember he was a real estate cuz I remember he was a real estate cuz I remember he was a real estate broker. I said, “Hey, you know, I’m broker. I said, “Hey, you know, I’m broker. I said, “Hey, you know, I’m looking at kind of what I want to do looking at kind of what I want to do looking at kind of what I want to do next and and real estate seems next and and real estate seems next and and real estate seems interesting.” He’s like, “Oh yeah, come

[15:48] interesting.” He’s like, “Oh yeah, come interesting.” He’s like, “Oh yeah, come to the office. We’ll sit down and we’ll to the office. We’ll sit down and we’ll to the office. We’ll sit down and we’ll talk.” So, I meet with him and we end up talk.” So, I meet with him and we end up talk.” So, I meet with him and we end up talking for like an hour and a half. talking for like an hour and a half. talking for like an hour and a half. Mind you, he hadn’t seen me since I was Mind you, he hadn’t seen me since I was Mind you, he hadn’t seen me since I was probably [laughter] I don’t know how probably [laughter] I don’t know how probably [laughter] I don’t know how tall. And now I walk in and he’s, you tall. And now I walk in and he’s, you tall. And now I walk in and he’s, you know, he’s looking up to me because I’m know, he’s looking up to me because I’m know, he’s looking up to me because I’m 6’2 now, right? So, he’s I’m towering 6’2 now, right? So, he’s I’m towering 6’2 now, right? So, he’s I’m towering over him.

[16:04] over him. over him. >> And it it just made sense. You know, he >> And it it just made sense. You know, he >> And it it just made sense. You know, he started talking to me and I said, “Okay, started talking to me and I said, “Okay, started talking to me and I said, “Okay, I think the the main thing that worked I think the the main thing that worked I think the the main thing that worked for me to choose real estate was a lot for me to choose real estate was a lot for me to choose real estate was a lot of people look at business and of people look at business and of people look at business and entrepreneurship and its many branches entrepreneurship and its many branches entrepreneurship and its many branches and they look at it from a position of, and they look at it from a position of, and they look at it from a position of, well, what is missing? What I don’t well, what is missing? What I don’t well, what is missing? What I don’t have?” I looked at it from what do I have?” I looked at it from what do I have?” I looked at it from what do I bring to the table? What are my

[16:23] bring to the table? What are my bring to the table? What are my advantages playing in this field? And I advantages playing in this field? And I advantages playing in this field? And I brought up the competitiveness, the brought up the competitiveness, the brought up the competitiveness, the discipline. I’m willing to learn. I discipline. I’m willing to learn. I discipline. I’m willing to learn. I looked at the advantages of real estate. looked at the advantages of real estate. looked at the advantages of real estate. I don’t have to climb up a corporate I don’t have to climb up a corporate I don’t have to climb up a corporate ladder. If I start selling right away, I ladder. If I start selling right away, I ladder. If I start selling right away, I start making money. And I said, “This is start making money. And I said, “This is start making money. And I said, “This is it. I don’t know anything about sales.

[16:37] it. I don’t know anything about sales. it. I don’t know anything about sales. I’m not a sales dude. Like I told you, I I’m not a sales dude. Like I told you, I I’m not a sales dude. Like I told you, I didn’t own a suit, but I can I can didn’t own a suit, but I can I can didn’t own a suit, but I can I can figure this thing out.” And I just I figure this thing out.” And I just I figure this thing out.” And I just I just came in with that mentality. So, I just came in with that mentality. So, I just came in with that mentality. So, I signed up there on the spot. his office signed up there on the spot. his office signed up there on the spot. his office offered the classes at the time because offered the classes at the time because offered the classes at the time because the online thing really wasn’t going the online thing really wasn’t going the online thing really wasn’t going back in like 2011 2012 when I was back in like 2011 2012 when I was back in like 2011 2012 when I was getting licensed.

[16:54] getting licensed. getting licensed. >> And while I was doing the licensing >> And while I was doing the licensing >> And while I was doing the licensing process, I would sit in on the meetings. process, I would sit in on the meetings. process, I would sit in on the meetings. I would go to their scripting role play. I would go to their scripting role play. I would go to their scripting role play. I would attend listing appointments with I would attend listing appointments with I would attend listing appointments with some of the agents. So, by the time I some of the agents. So, by the time I some of the agents. So, by the time I got my license, like, you know, 8 months got my license, like, you know, 8 months got my license, like, you know, 8 months later, I already moved and talked like a later, I already moved and talked like a later, I already moved and talked like a vet because I had already, you know, vet because I had already, you know, vet because I had already, you know, done coaching and done all the other done coaching and done all the other done coaching and done all the other stuff. So, I was ready to go. But I

[17:13] stuff. So, I was ready to go. But I stuff. So, I was ready to go. But I already came in with that mentality like already came in with that mentality like already came in with that mentality like I’m going to be number one. And I think I’m going to be number one. And I think I’m going to be number one. And I think that’s really what helped me hit the that’s really what helped me hit the that’s really what helped me hit the ground running pretty quickly because I ground running pretty quickly because I ground running pretty quickly because I got my first listing I think within two got my first listing I think within two got my first listing I think within two or three weeks. or three weeks. or three weeks. >> Oh wow.

[17:22] >> Oh wow. >> Oh wow. >> Yeah. >> Yeah. >> Yeah. >> Yeah. That’s awesome. I mean, you were >> Yeah. That’s awesome. I mean, you were >> Yeah. That’s awesome. I mean, you were basically learning the the real parts of basically learning the the real parts of basically learning the the real parts of the job where while you were getting the job where while you were getting the job where while you were getting your license cuz I’ve talked to people your license cuz I’ve talked to people your license cuz I’ve talked to people that like want to get their license that like want to get their license that like want to get their license because they’re like thinking about like because they’re like thinking about like because they’re like thinking about like they want to get investing. They want to they want to get investing. They want to they want to get investing. They want to invest in a house at some point and invest in a house at some point and invest in a house at some point and they’re like maybe if I get my license they’re like maybe if I get my license

[17:38] they’re like maybe if I get my license that will teach me kind of more about that will teach me kind of more about that will teach me kind of more about real estate. like no. [laughter] >> Yeah, definitely not. Definitely not. I >> Yeah, definitely not. Definitely not. I >> Yeah, definitely not. Definitely not. I don’t think I’ve used anything ever from don’t think I’ve used anything ever from don’t think I’ve used anything ever from the classroom once, you know. [laughter] the classroom once, you know. [laughter] the classroom once, you know. [laughter] >> Yeah. No, that’s that’s awesome. And I >> Yeah. No, that’s that’s awesome. And I >> Yeah. No, that’s that’s awesome. And I mean, you know, like I think what a what mean, you know, like I think what a what mean, you know, like I think what a what a powerful lesson like of, you know, you a powerful lesson like of, you know, you a powerful lesson like of, you know, you were put in like one of the most were put in like one of the most were put in like one of the most justifiable like like ways of wanting to

[18:01] justifiable like like ways of wanting to justifiable like like ways of wanting to feel like a victim, right? Like I mean feel like a victim, right? Like I mean feel like a victim, right? Like I mean like that it’s really what that’s there like that it’s really what that’s there like that it’s really what that’s there doesn’t get much more than that where doesn’t get much more than that where doesn’t get much more than that where like you really don’t have control over like you really don’t have control over like you really don’t have control over that. Um and just just what a powerful that. Um and just just what a powerful that. Um and just just what a powerful like lesson of like you know you you can like lesson of like you know you you can like lesson of like you know you you can you can turn that into something else you can turn that into something else you can turn that into something else like you can turn that into like you like you can turn that into like you like you can turn that into like you know if I don’t get a listing or know if I don’t get a listing or know if I don’t get a listing or whatever like you know just like maybe

[18:20] whatever like you know just like maybe whatever like you know just like maybe it’s an opportunity for something else it’s an opportunity for something else it’s an opportunity for something else for something different. Um, and for something different. Um, and for something different. Um, and >> I know that like when I go through like >> I know that like when I go through like >> I know that like when I go through like the the most stressful times in real the the most stressful times in real the the most stressful times in real estate, if there’s like some a deal estate, if there’s like some a deal estate, if there’s like some a deal that’s just like really like there’s that’s just like really like there’s that’s just like really like there’s crazy people or whatever, big problems crazy people or whatever, big problems crazy people or whatever, big problems or both and and it’s just, you know, or both and and it’s just, you know, or both and and it’s just, you know, stressful. Um, I just I think the thing stressful. Um, I just I think the thing stressful. Um, I just I think the thing that always helps me get through those

[18:40] that always helps me get through those that always helps me get through those is like once this is done, um, like is like once this is done, um, like is like once this is done, um, like nothing’s going to phase me anymore. And nothing’s going to phase me anymore. And nothing’s going to phase me anymore. And it’s it’s like, you know, you just got it’s it’s like, you know, you just got it’s it’s like, you know, you just got to get past this part. It’s going to to get past this part. It’s going to to get past this part. It’s going to work out. Something’s going to work out. work out. Something’s going to work out. work out. Something’s going to work out. It may not be the deal, but something’s It may not be the deal, but something’s It may not be the deal, but something’s going to work out. could be resolved and going to work out. could be resolved and going to work out. could be resolved and once you get past that you can just kind once you get past that you can just kind once you get past that you can just kind of coast and the the smaller problems of coast and the the smaller problems

[18:59] of coast and the the smaller problems that were stressing you out before just that were stressing you out before just that were stressing you out before just will feel like you know pebbles. will feel like you know pebbles. will feel like you know pebbles. >> Yeah, absolutely. And one of the other >> Yeah, absolutely. And one of the other >> Yeah, absolutely. And one of the other things that really helped me cuz I had a things that really helped me cuz I had a things that really helped me cuz I had a few light bulb moments during that that few light bulb moments during that that few light bulb moments during that that time. But I remember always kind of time. But I remember always kind of time. But I remember always kind of almost feeling sorry for or even empathy almost feeling sorry for or even empathy almost feeling sorry for or even empathy for a lot of people who who were the for a lot of people who who were the for a lot of people who who were the living in the past like, oh, back in living in the past like, oh, back in living in the past like, oh, back in high school, right? Or back when I was

[19:17] high school, right? Or back when I was high school, right? Or back when I was 18, if coach put me in the game, I’d be 18, if coach put me in the game, I’d be 18, if coach put me in the game, I’d be a pro, you know, and I always like kind a pro, you know, and I always like kind a pro, you know, and I always like kind of felt sorry or bad for them. And as I of felt sorry or bad for them. And as I of felt sorry or bad for them. And as I was going through my mental funk, I was going through my mental funk, I was going through my mental funk, I said, man, I’m going to turn into one of said, man, I’m going to turn into one of said, man, I’m going to turn into one of them if I don’t get my stuff together.

[19:28] them if I don’t get my stuff together. them if I don’t get my stuff together. And I don’t want to be that because And I don’t want to be that because And I don’t want to be that because let’s take a step back and look at life let’s take a step back and look at life let’s take a step back and look at life objectively. I’m 24, 25 years old. I objectively. I’m 24, 25 years old. I objectively. I’m 24, 25 years old. I have my whole life ahead of me, right? have my whole life ahead of me, right? have my whole life ahead of me, right? Like this is one chapter. Okay, it Like this is one chapter. Okay, it Like this is one chapter. Okay, it didn’t work out. Let’s move on, right? didn’t work out. Let’s move on, right?

[19:39] didn’t work out. Let’s move on, right? Like what are we going to do? Sit here Like what are we going to do? Sit here Like what are we going to do? Sit here and dwell on it for 20, 30, 40 years. and dwell on it for 20, 30, 40 years. and dwell on it for 20, 30, 40 years. And and that and among other moments, it And and that and among other moments, it And and that and among other moments, it really helped me have a better grander really helped me have a better grander really helped me have a better grander perspective on the situation and to say, perspective on the situation and to say, perspective on the situation and to say, “Okay, yeah, like this is cool.” You “Okay, yeah, like this is cool.” You “Okay, yeah, like this is cool.” You know, cry it out, wipe your tears off, know, cry it out, wipe your tears off, know, cry it out, wipe your tears off, and then let’s move on to the next and then let’s move on to the next and then let’s move on to the next thing.

[19:55] thing. thing. >> Well, and that whole experience taught >> Well, and that whole experience taught >> Well, and that whole experience taught you the that work ethic to that that you you the that work ethic to that that you you the that work ethic to that that you and it probably gave you the confidence and it probably gave you the confidence and it probably gave you the confidence because you showed up for yourself over because you showed up for yourself over because you showed up for yourself over and over and over again. And so you had and over and over again. And so you had and over and over again. And so you had the confidence that like if I do that in the confidence that like if I do that in the confidence that like if I do that in this thing, then I can I can I’m going this thing, then I can I can I’m going this thing, then I can I can I’m going to be the number one agent or whatever.

[20:09] to be the number one agent or whatever. to be the number one agent or whatever. And so like I think that that is maybe And so like I think that that is maybe And so like I think that that is maybe one of those things that people miss one of those things that people miss one of those things that people miss when they when they don’t have that when they when they don’t have that when they when they don’t have that switch you talked about where they turn switch you talked about where they turn switch you talked about where they turn it on and they just kind of show up all it on and they just kind of show up all it on and they just kind of show up all the time and do the things that they the time and do the things that they the time and do the things that they need to do and actually do them is maybe need to do and actually do them is maybe need to do and actually do them is maybe they haven’t kept those promises to they haven’t kept those promises to they haven’t kept those promises to themselves. Maybe they haven’t like themselves. Maybe they haven’t like themselves. Maybe they haven’t like shown up to the gym um when they when

[20:26] shown up to the gym um when they when shown up to the gym um when they when they don’t feel like it. they just don’t they don’t feel like it. they just don’t they don’t feel like it. they just don’t go um and they don’t reinforce that go um and they don’t reinforce that go um and they don’t reinforce that behavior that that gives them the behavior that that gives them the behavior that that gives them the results that they want. results that they want. results that they want. >> Yeah. And you have to accept like and it >> Yeah. And you have to accept like and it >> Yeah. And you have to accept like and it was very difficult for me early on to was very difficult for me early on to was very difficult for me early on to really relate to a lot of people because really relate to a lot of people because really relate to a lot of people because just my mentality in regards to just my mentality in regards to just my mentality in regards to dedication to something like for me it dedication to something like for me it dedication to something like for me it was basketball which is different and I

[20:45] was basketball which is different and I was basketball which is different and I think that the issue that I had was I think that the issue that I had was I think that the issue that I had was I was trying to get people to understand was trying to get people to understand was trying to get people to understand me but I learned through maturity it me but I learned through maturity it me but I learned through maturity it doesn’t matter if people understand it. doesn’t matter if people understand it. doesn’t matter if people understand it. So later on when I would read books and So later on when I would read books and So later on when I would read books and I would watch interviews and I’ve even I would watch interviews and I’ve even I would watch interviews and I’ve even met like you know Kobe and Michael met like you know Kobe and Michael met like you know Kobe and Michael Jordan and all them when I started Jordan and all them when I started Jordan and all them when I started reading what coaches would say about reading what coaches would say about reading what coaches would say about them and listening to interviews of them

[21:02] them and listening to interviews of them them and listening to interviews of them talking I’m like yes like that’s the talking I’m like yes like that’s the talking I’m like yes like that’s the stuff that I say that people call me a stuff that I say that people call me a stuff that I say that people call me a lunatic for right but I get it these lunatic for right but I get it these lunatic for right but I get it these guys are obsessed with just wanting to guys are obsessed with just wanting to guys are obsessed with just wanting to be better like they don’t care about the be better like they don’t care about the be better like they don’t care about the realm of everybody else and oh that’s realm of everybody else and oh that’s realm of everybody else and oh that’s crazy cuz whether it was basketball or crazy cuz whether it was basketball or crazy cuz whether it was basketball or real estate when I would share with real estate when I would share with real estate when I would share with people what I did they were like dude people what I did they were like dude people what I did they were like dude you’re insane like what like you’re in

[21:22] you’re insane like what like you’re in you’re insane like what like you’re in the gym at like 4 in the morning. I’m the gym at like 4 in the morning. I’m the gym at like 4 in the morning. I’m like, “Yeah, dude. I want to get better. like, “Yeah, dude. I want to get better. like, “Yeah, dude. I want to get better. Like I I got to get in there, right?” Like I I got to get in there, right?” Like I I got to get in there, right?” But I would like try in the beginning to But I would like try in the beginning to But I would like try in the beginning to like rationalize it to people and that like rationalize it to people and that like rationalize it to people and that was a big mistake. I was like, “I’m just was a big mistake. I was like, “I’m just was a big mistake. I was like, “I’m just going to do what I do cuz I’m on this going to do what I do cuz I’m on this going to do what I do cuz I’m on this path and they’re on the path going over path and they’re on the path going over path and they’re on the path going over here. Why am I trying to rationalize here. Why am I trying to rationalize here. Why am I trying to rationalize myself?” So that further gave me even

[21:40] myself?” So that further gave me even myself?” So that further gave me even more confidence. I was like, “Oh, okay.” more confidence. I was like, “Oh, okay.” more confidence. I was like, “Oh, okay.” When you want to be the best, we’re just When you want to be the best, we’re just When you want to be the best, we’re just different. Like we think differently, we different. Like we think differently, we different. Like we think differently, we perform differently. We have different perform differently. We have different perform differently. We have different priorities. That’s just what it’s going priorities. That’s just what it’s going priorities. That’s just what it’s going to be. So instead of trying to explain to be. So instead of trying to explain to be. So instead of trying to explain yourself or rationalize, just do you yourself or rationalize, just do you yourself or rationalize, just do you live your life, accept the fact that live your life, accept the fact that live your life, accept the fact that most people are going to think you’re most people are going to think you’re most people are going to think you’re nuts and do what you do because then if

[21:57] nuts and do what you do because then if nuts and do what you do because then if you’re fulfilled and you’re living the you’re fulfilled and you’re living the you’re fulfilled and you’re living the the life that you like and your career the life that you like and your career the life that you like and your career is going in the direction that you want, is going in the direction that you want, is going in the direction that you want, then that’s truly all that matters, then that’s truly all that matters, then that’s truly all that matters, right? And again, a lot of this is like right? And again, a lot of this is like right? And again, a lot of this is like maturity and realizations, but like I maturity and realizations, but like I maturity and realizations, but like I fought with that for a long time, you fought with that for a long time, you fought with that for a long time, you know? I really did. And although I got know? I really did. And although I got know? I really did. And although I got along with a lot of people and you I was along with a lot of people and you I was along with a lot of people and you I was always at parties and that kind of stuff

[22:15] always at parties and that kind of stuff always at parties and that kind of stuff even though I wasn’t really drinking and even though I wasn’t really drinking and even though I wasn’t really drinking and that kind of thing, I had very few close that kind of thing, I had very few close that kind of thing, I had very few close friends because I was just I guess too friends because I was just I guess too friends because I was just I guess too intense for a lot of people, you know. intense for a lot of people, you know. intense for a lot of people, you know. So I have a lot of acquaintances but So I have a lot of acquaintances but So I have a lot of acquaintances but very few close friends because of that very few close friends because of that very few close friends because of that cuz a lot of stuff that I do is just cuz a lot of stuff that I do is just cuz a lot of stuff that I do is just very intense and all the way. And I very intense and all the way. And I very intense and all the way. And I think it’s just it’s too much for a lot think it’s just it’s too much for a lot think it’s just it’s too much for a lot of people, which you know I understand

[22:34] of people, which you know I understand of people, which you know I understand now that I’m older [snorts and laughter] now that I’m older [snorts and laughter] now that I’m older [snorts and laughter] with with with regards to that intensity with with with regards to that intensity with with with regards to that intensity uh and and like how like a lot of people uh and and like how like a lot of people uh and and like how like a lot of people don’t have it. Um if somebody’s hearing don’t have it. Um if somebody’s hearing don’t have it. Um if somebody’s hearing you right now talk and they’re feeling you right now talk and they’re feeling you right now talk and they’re feeling fired up and they want to go door fired up and they want to go door fired up and they want to go door knocking and they want to go cold knocking and they want to go cold knocking and they want to go cold calling and they want to, you know, be calling and they want to, you know, be calling and they want to, you know, be able to handle the the the the 50 people able to handle the the the the 50 people able to handle the the the the 50 people that tell slam the door in their face or

[22:54] that tell slam the door in their face or that tell slam the door in their face or or, you know, tell them to go to hell. or, you know, tell them to go to hell. or, you know, tell them to go to hell. Um like do you have suggestions? Do you Um like do you have suggestions? Do you Um like do you have suggestions? Do you have do you have recommendations for for have do you have recommendations for for have do you have recommendations for for getting that uh that tenacity that that getting that uh that tenacity that that getting that uh that tenacity that that vision that you know that willpower to vision that you know that willpower to vision that you know that willpower to to continue to keep going to keep waking to continue to keep going to keep waking to continue to keep going to keep waking up early and and work and what what up early and and work and what what up early and and work and what what >> suggestions you have to people >> suggestions you have to people >> suggestions you have to people >> absolutely there’s two things I can say >> absolutely there’s two things I can say

[23:14] >> absolutely there’s two things I can say one is this and this is something that one is this and this is something that one is this and this is something that people don’t know right and I I think people don’t know right and I I think people don’t know right and I I think they or if they’ve never taken something they or if they’ve never taken something they or if they’ve never taken something to this level they won’t understand to this level they won’t understand to this level they won’t understand until they do it anything that like even until they do it anything that like even until they do it anything that like even for me basketball when I started wasn’t for me basketball when I started wasn’t for me basketball when I started wasn’t easy right same thing with cold calling easy right same thing with cold calling easy right same thing with cold calling and doornocking. All of that was foreign and doornocking. All of that was foreign and doornocking. All of that was foreign to me. I wasn’t the the guy that the to me. I wasn’t the the guy that the to me. I wasn’t the the guy that the prototypical person that people were

[23:35] prototypical person that people were prototypical person that people were like, “Oh, he would do great in sales.” like, “Oh, he would do great in sales.” like, “Oh, he would do great in sales.” Like I was a monster on the court and a Like I was a monster on the court and a Like I was a monster on the court and a great leader, but off the court I was great leader, but off the court I was great leader, but off the court I was just the average Joe, right? I didn’t just the average Joe, right? I didn’t just the average Joe, right? I didn’t bring just a regular life that bring just a regular life that bring just a regular life that intensity. So people forget or either intensity. So people forget or either intensity. So people forget or either don’t know that when you become really don’t know that when you become really don’t know that when you become really good at something, it’s magical. Like good at something, it’s magical. Like good at something, it’s magical. Like when you get really good at doornocking when you get really good at doornocking when you get really good at doornocking and cold calling and presenting to

[23:55] and cold calling and presenting to and cold calling and presenting to people, it almost seems like you have a people, it almost seems like you have a people, it almost seems like you have a superpower. Like I’m at the point now, superpower. Like I’m at the point now, superpower. Like I’m at the point now, and I have been for a long time, where and I have been for a long time, where and I have been for a long time, where if I have somebody in front of me who’s if I have somebody in front of me who’s if I have somebody in front of me who’s like motivated and qualified, I’m going like motivated and qualified, I’m going like motivated and qualified, I’m going to get that deal. to get that deal. to get that deal. And I think by the time I finished as a And I think by the time I finished as a And I think by the time I finished as a solo agent before I grew my team and solo agent before I grew my team and solo agent before I grew my team and eventually got out of production, I was eventually got out of production, I was eventually got out of production, I was taking almost nine out of 10 listings

[24:14] taking almost nine out of 10 listings taking almost nine out of 10 listings when I went on an appointment. And most when I went on an appointment. And most when I went on an appointment. And most agents I talk to now are like taking two agents I talk to now are like taking two agents I talk to now are like taking two or three out of 10, right? But that was or three out of 10, right? But that was or three out of 10, right? But that was just my dedication to the craft. I’m just my dedication to the craft. I’m just my dedication to the craft. I’m going to become a master cold caller, going to become a master cold caller, going to become a master cold caller, door knocker, presenter, really refine door knocker, presenter, really refine door knocker, presenter, really refine my communication, improve my public my communication, improve my public my communication, improve my public speaking skills, right?

[24:29] speaking skills, right? speaking skills, right? >> But when you become really good at it, >> But when you become really good at it, >> But when you become really good at it, >> you start to understand why you went >> you start to understand why you went >> you start to understand why you went through all the rejection before, right? through all the rejection before, right? through all the rejection before, right? And then you realize the mistakes that And then you realize the mistakes that And then you realize the mistakes that you made. So all it is is a constant you made. So all it is is a constant you made. So all it is is a constant refinement of your technique. So that refinement of your technique. So that refinement of your technique. So that that’s waiting for you at the end, that’s waiting for you at the end, that’s waiting for you at the end, right? But in the moment, I say I I tell right? But in the moment, I say I I tell right? But in the moment, I say I I tell people we have to look at this thing people we have to look at this thing people we have to look at this thing objectively. Doing, you know, the

[24:47] objectively. Doing, you know, the objectively. Doing, you know, the traditional sales stuff in my this is my traditional sales stuff in my this is my traditional sales stuff in my this is my opinion now. I believe is the the opinion now. I believe is the the opinion now. I believe is the the highest form of self-improvement that highest form of self-improvement that highest form of self-improvement that any individual can go through because we any individual can go through because we any individual can go through because we shelter ourselves from the world through shelter ourselves from the world through shelter ourselves from the world through and because of our insecurities many and because of our insecurities many and because of our insecurities many times like we’re afraid to put ourselves times like we’re afraid to put ourselves times like we’re afraid to put ourselves out there online or talk to people out there online or talk to people out there online or talk to people because we’re insecure about how we because we’re insecure about how we because we’re insecure about how we look, our voice, we think maybe we don’t

[25:07] look, our voice, we think maybe we don’t look, our voice, we think maybe we don’t have enough value or whatever it is. But have enough value or whatever it is. But have enough value or whatever it is. But when you do this over and over and you when you do this over and over and you when you do this over and over and you overcome that, you unlock a version of overcome that, you unlock a version of overcome that, you unlock a version of you that number one, you would never you that number one, you would never you that number one, you would never recognize, but number two, life becomes recognize, but number two, life becomes recognize, but number two, life becomes so much better for you. Like I can tell so much better for you. Like I can tell so much better for you. Like I can tell everybody on the other side of all that everybody on the other side of all that everybody on the other side of all that rejection and grind and hard work is the rejection and grind and hard work is the rejection and grind and hard work is the most peace I’ve ever felt, the most most peace I’ve ever felt, the most

[25:26] most peace I’ve ever felt, the most fulfillment. I feel like if I just have fulfillment. I feel like if I just have fulfillment. I feel like if I just have a quick conversation with somebody, I a quick conversation with somebody, I a quick conversation with somebody, I can completely change their emotional can completely change their emotional can completely change their emotional state and perspective. I can bring light state and perspective. I can bring light state and perspective. I can bring light to the world. I can encourage people. I to the world. I can encourage people. I to the world. I can encourage people. I can have a moment with maybe a kid. And can have a moment with maybe a kid. And can have a moment with maybe a kid. And I I’ve I’ve dude, I’ve I remember for a I I’ve I’ve dude, I’ve I remember for a I I’ve I’ve dude, I’ve I remember for a couple years I had a Lamborghini for couple years I had a Lamborghini for couple years I had a Lamborghini for three years, right? And I love the three years, right? And I love the three years, right? And I love the moments where I would like park

[25:46] moments where I would like park moments where I would like park somewhere, then I come out and a little somewhere, then I come out and a little somewhere, then I come out and a little kid’s going crazy over it. I’m like, kid’s going crazy over it. I’m like, kid’s going crazy over it. I’m like, “Oh, come here, little buddy. Like, sit “Oh, come here, little buddy. Like, sit “Oh, come here, little buddy. Like, sit in the car.” Right? And giving him that in the car.” Right? And giving him that in the car.” Right? And giving him that moment versus before, before I really moment versus before, before I really moment versus before, before I really developed socially, I might not have developed socially, I might not have developed socially, I might not have done that. Right? So, now I give that done that. Right? So, now I give that done that. Right? So, now I give that kid a moment that might last a lifetime kid a moment that might last a lifetime kid a moment that might last a lifetime for him that was just an insignificant for him that was just an insignificant for him that was just an insignificant blip in my mind, but because I developed

[26:04] blip in my mind, but because I developed blip in my mind, but because I developed that and now I’m a lot more open with that and now I’m a lot more open with that and now I’m a lot more open with people and expressive, I can grant that people and expressive, I can grant that people and expressive, I can grant that experience to somebody. And that to me, experience to somebody. And that to me, experience to somebody. And that to me, being on the other side of it, totally being on the other side of it, totally being on the other side of it, totally makes it so worth it. And when you’re makes it so worth it. And when you’re makes it so worth it. And when you’re going through the grind, that’s kind of going through the grind, that’s kind of going through the grind, that’s kind of what you have to remind yourself. Like what you have to remind yourself. Like what you have to remind yourself. Like eventually when I get to the other side eventually when I get to the other side eventually when I get to the other side of this thing, sure I’ll have the money of this thing, sure I’ll have the money

[26:20] of this thing, sure I’ll have the money and the success, but I’m gonna be a and the success, but I’m gonna be a and the success, but I’m gonna be a completely different person. And that completely different person. And that completely different person. And that for me was one of the the visuals that I for me was one of the the visuals that I for me was one of the the visuals that I had on the wall of that like better had on the wall of that like better had on the wall of that like better version of me. I wanted to just be version of me. I wanted to just be version of me. I wanted to just be socially totally free, comfortable, and socially totally free, comfortable, and socially totally free, comfortable, and be able to express myself at a level be able to express myself at a level be able to express myself at a level that I would be proud of. Like really that I would be proud of. Like really that I would be proud of. Like really developing my communication. And developing my communication. And developing my communication. And [snorts] [snorts] [snorts] because of that, I was clear about it

[26:40] because of that, I was clear about it because of that, I was clear about it and I knew what I wanted. I had the and I knew what I wanted. I had the and I knew what I wanted. I had the vision. I could feel it. I could sense vision. I could feel it. I could sense vision. I could feel it. I could sense it. Everything went towards channeling it. Everything went towards channeling it. Everything went towards channeling and getting to that that eventual and getting to that that eventual and getting to that that eventual position. Right. So that long-term goal position. Right. So that long-term goal position. Right. So that long-term goal is what helped me make it through those is what helped me make it through those is what helped me make it through those temporary difficult moments.

[26:53] temporary difficult moments. temporary difficult moments. >> And are you kind of a visionary person >> And are you kind of a visionary person >> And are you kind of a visionary person where where you’re thinking about where where where you’re thinking about where where where you’re thinking about where we’re going kind of uh naturally like we’re going kind of uh naturally like we’re going kind of uh naturally like you’re like, you know, like this is you’re like, you know, like this is you’re like, you know, like this is where I want to be. This is where I want where I want to be. This is where I want where I want to be. This is where I want my team to be. Um and and and like so my team to be. Um and and and like so my team to be. Um and and and like so make like I think some people might make like I think some people might make like I think some people might think about all the the the ways or all think about all the the the ways or all think about all the the the ways or all the details all the weeds of getting the details all the weeds of getting the details all the weeds of getting there or what they have to do today and

[27:12] there or what they have to do today and there or what they have to do today and then they don’t think about the future then they don’t think about the future then they don’t think about the future as naturally. Would you say that you are as naturally. Would you say that you are as naturally. Would you say that you are more of a futuristic minded person? more of a futuristic minded person? more of a futuristic minded person? >> Yeah. I would say I’ve developed it >> Yeah. I would say I’ve developed it >> Yeah. I would say I’ve developed it because I think and naturally I think we because I think and naturally I think we because I think and naturally I think we all are. It’s just it’s suppressed. Like all are. It’s just it’s suppressed. Like all are. It’s just it’s suppressed. Like when we’re kids, dude, every kid, I when we’re kids, dude, every kid, I when we’re kids, dude, every kid, I don’t care where they’re from, has just don’t care where they’re from, has just don’t care where they’re from, has just a boundless imagination. You know, there a boundless imagination. You know, there

[27:29] a boundless imagination. You know, there and and the same thing with goal and and the same thing with goal and and the same thing with goal setting, right? Like let’s say a setting, right? Like let’s say a setting, right? Like let’s say a seven-year-old walks up to you and it’s seven-year-old walks up to you and it’s seven-year-old walks up to you and it’s like, hey, Matias, I’m going to be an like, hey, Matias, I’m going to be an like, hey, Matias, I’m going to be an astronaut. Can you imagine what he would astronaut. Can you imagine what he would astronaut. Can you imagine what he would say if you try to talk him out of it? say if you try to talk him out of it? say if you try to talk him out of it? [laughter] [laughter] [laughter] >> He probably curse you out and like, “Oh, >> He probably curse you out and like, “Oh, >> He probably curse you out and like, “Oh, leave me alone.” Or, “He’s weird. Leave leave me alone.” Or, “He’s weird. Leave leave me alone.” Or, “He’s weird. Leave me alone.” Yet, we just give up so me alone.” Yet, we just give up so me alone.” Yet, we just give up so easily, right? So, it’s crazy how we’ve

[27:45] easily, right? So, it’s crazy how we’ve easily, right? So, it’s crazy how we’ve lost that through conditioning and, you lost that through conditioning and, you lost that through conditioning and, you know, growing up. But, know, growing up. But, know, growing up. But, >> I would say from a basketball >> I would say from a basketball >> I would say from a basketball standpoint, absolutely I was. What standpoint, absolutely I was. What standpoint, absolutely I was. What developed after was the whole journey developed after was the whole journey developed after was the whole journey when I got into real estate and when I got into real estate and when I got into real estate and exploring personal development, reading, exploring personal development, reading, exploring personal development, reading, training, and doing all that stuff. It training, and doing all that stuff. It training, and doing all that stuff. It really expanded my mind to become more really expanded my mind to become more really expanded my mind to become more of a visionary just in life in general of a visionary just in life in general

[28:04] of a visionary just in life in general versus just just in basketball. So, versus just just in basketball. So, versus just just in basketball. So, absolutely right. And then being a absolutely right. And then being a absolutely right. And then being a leader now with I’ve coached like leader now with I’ve coached like leader now with I’ve coached like thousands of agents. I still have a ton thousands of agents. I still have a ton thousands of agents. I still have a ton of people on my real estate team that we of people on my real estate team that we of people on my real estate team that we deal with every single day. You you have deal with every single day. You you have deal with every single day. You you have to have that that ability as a leader to have that that ability as a leader to have that that ability as a leader because everyone’s looking to you and because everyone’s looking to you and because everyone’s looking to you and you’re the top of the totem pole and we you’re the top of the totem pole and we you’re the top of the totem pole and we all have to know where’s that all have to know where’s that

[28:23] all have to know where’s that destination, where’s that road and destination, where’s that road and destination, where’s that road and you’re basically the leader, right? So you’re basically the leader, right? So you’re basically the leader, right? So part of it was a development and the part of it was a development and the part of it was a development and the other part was out of necessity, right? other part was out of necessity, right? other part was out of necessity, right? When I put myself in this position, I’m When I put myself in this position, I’m When I put myself in this position, I’m expected to be that visionary. So it’s a expected to be that visionary. So it’s a expected to be that visionary. So it’s a little bit of both. Some of it I channel little bit of both. Some of it I channel little bit of both. Some of it I channel naturally and the other part I think was naturally and the other part I think was naturally and the other part I think was developed over time. Well, I’m thinking developed over time. Well, I’m thinking developed over time. Well, I’m thinking if somebody has a harder time seeing

[28:43] if somebody has a harder time seeing if somebody has a harder time seeing that uh or thinking that way. Um, I’m that uh or thinking that way. Um, I’m that uh or thinking that way. Um, I’m wondering if like that’s where like some wondering if like that’s where like some wondering if like that’s where like some of that affirmations and and and kind of of that affirmations and and and kind of of that affirmations and and and kind of the the journaling, the goal setting the the journaling, the goal setting the the journaling, the goal setting things that people often recommend in things that people often recommend in things that people often recommend in the mornings would would come into play the mornings would would come into play the mornings would would come into play where you kind, you know, you envision where you kind, you know, you envision where you kind, you know, you envision yourself being the successful agent, yourself being the successful agent, yourself being the successful agent, being the number one agent or whatever being the number one agent or whatever being the number one agent or whatever and and doing that by uh getting really

[29:03] and and doing that by uh getting really and and doing that by uh getting really good at the the, you know, talking good at the the, you know, talking good at the the, you know, talking getting the rejections, getting really getting the rejections, getting really getting the rejections, getting really good at the, you know, getting through good at the, you know, getting through good at the, you know, getting through that whole thing and and understanding that whole thing and and understanding that whole thing and and understanding that every time uh you do something you that every time uh you do something you that every time uh you do something you don’t want to, it becomes easier the don’t want to, it becomes easier the don’t want to, it becomes easier the next time. uh every time you you make next time. uh every time you you make next time. uh every time you you make that phone call, you door knock, um the that phone call, you door knock, um the that phone call, you door knock, um the next door becomes easier to to knock on next door becomes easier to to knock on next door becomes easier to to knock on and um I think all that stuff can really

[29:23] and um I think all that stuff can really and um I think all that stuff can really help uh to get kind of push yourself help uh to get kind of push yourself help uh to get kind of push yourself past yourself uh and and do what you past yourself uh and and do what you past yourself uh and and do what you need to do. need to do. need to do. >> Yeah. And really uh it’s interesting >> Yeah. And really uh it’s interesting >> Yeah. And really uh it’s interesting that you brought that up. I’ve had so that you brought that up. I’ve had so that you brought that up. I’ve had so many people say that stuff is lame or many people say that stuff is lame or many people say that stuff is lame or everybody knows that. And I’m like, everybody knows that. And I’m like, everybody knows that. And I’m like, well, are you actually doing it? Because well, are you actually doing it? Because well, are you actually doing it? Because >> like what you brought up sounds >> like what you brought up sounds >> like what you brought up sounds >> Yeah. Yeah. Those those basics are so

[29:41] >> Yeah. Yeah. Those those basics are so >> Yeah. Yeah. Those those basics are so key. But really like when you go a layer key. But really like when you go a layer key. But really like when you go a layer or two deeper, all it is is you taking or two deeper, all it is is you taking or two deeper, all it is is you taking conscious time. conscious time. conscious time. >> Yeah. >> Yeah. >> Yeah. >> To think about these things and then >> To think about these things and then >> To think about these things and then look at the future. look at the future. look at the future. >> Same thing with like I I tell people >> Same thing with like I I tell people >> Same thing with like I I tell people those things are fantastic. And one of those things are fantastic. And one of those things are fantastic. And one of the first things I recommend to people, the first things I recommend to people, the first things I recommend to people, the other one is I say take time every the other one is I say take time every the other one is I say take time every day to think about these things, right?

[30:00] day to think about these things, right? day to think about these things, right? In addition to that, um you know, I tell In addition to that, um you know, I tell In addition to that, um you know, I tell people look at the symbolism and visual people look at the symbolism and visual people look at the symbolism and visual cues around you. So my goals those first cues around you. So my goals those first cues around you. So my goals those first couple years like the background on my couple years like the background on my couple years like the background on my phone would be one of my goals, right? I phone would be one of my goals, right? I phone would be one of my goals, right? I carried in my suit pocket pictures of carried in my suit pocket pictures of carried in my suit pocket pictures of things that I wanted to accomplish. So things that I wanted to accomplish. So things that I wanted to accomplish. So when I was out there door knockocking when I was out there door knockocking when I was out there door knockocking and it was tough, I would look at them.

[30:18] and it was tough, I would look at them. and it was tough, I would look at them. If I had a bad interaction, I would look If I had a bad interaction, I would look If I had a bad interaction, I would look at them. at them. at them. >> The picture of a Lamborghini. >> The picture of a Lamborghini. >> The picture of a Lamborghini. >> Yeah. Exactly. Like seriously, I would >> Yeah. Exactly. Like seriously, I would >> Yeah. Exactly. Like seriously, I would even, [laughter] and this is before I even, [laughter] and this is before I even, [laughter] and this is before I really developed a stronger mentality. I really developed a stronger mentality. I really developed a stronger mentality. I would carry after I closed a couple would carry after I closed a couple would carry after I closed a couple deals, I would literally carry a,000 or deals, I would literally carry a,000 or deals, I would literally carry a,000 or $2,000 cash on me because when I got a $2,000 cash on me because when I got a $2,000 cash on me because when I got a bad rejection at the door, I would

[30:34] bad rejection at the door, I would bad rejection at the door, I would literally pull out the money. it to make literally pull out the money. it to make literally pull out the money. it to make me feel better, right? But but that’s a me feel better, right? But but that’s a me feel better, right? But but that’s a cue, right? Same thing with um you know cue, right? Same thing with um you know cue, right? Same thing with um you know the vanity mirror on my car, right? When the vanity mirror on my car, right? When the vanity mirror on my car, right? When you folded it, I had pictures there. you folded it, I had pictures there. you folded it, I had pictures there. When I woke up in the morning on my When I woke up in the morning on my When I woke up in the morning on my ceiling above my bed, I pasted pictures ceiling above my bed, I pasted pictures ceiling above my bed, I pasted pictures there. Where I brushed my teeth in the there. Where I brushed my teeth in the there. Where I brushed my teeth in the bathroom, I had pictures there. So I was bathroom, I had pictures there. So I was bathroom, I had pictures there. So I was always looking at what I wanted and

[30:53] always looking at what I wanted and always looking at what I wanted and where I was going. Constant reminder, where I was going. Constant reminder, where I was going. Constant reminder, constant visual acuity, constant, you constant visual acuity, constant, you constant visual acuity, constant, you know, visualization, constant symbolism know, visualization, constant symbolism know, visualization, constant symbolism around me. So, even if I did have a bad around me. So, even if I did have a bad around me. So, even if I did have a bad moment or I was distracted, just having moment or I was distracted, just having moment or I was distracted, just having those things in my environment brought those things in my environment brought those things in my environment brought me back. And I said, “Okay, let’s let’s me back. And I said, “Okay, let’s let’s me back. And I said, “Okay, let’s let’s do it.” I can take a quick little break do it.” I can take a quick little break do it.” I can take a quick little break and then we’re back to work to and then we’re back to work to and then we’re back to work to accomplish that thing. And I even have

[31:13] accomplish that thing. And I even have accomplish that thing. And I even have downstairs, I’m probably going to do a downstairs, I’m probably going to do a downstairs, I’m probably going to do a video pretty soon here. I have an old video pretty soon here. I have an old video pretty soon here. I have an old journal that I’ve had since like 2015 journal that I’ve had since like 2015 journal that I’ve had since like 2015 and I can literally open it up and read. and I can literally open it up and read. and I can literally open it up and read. And there’s entries from 2014, 15, 16. And there’s entries from 2014, 15, 16. And there’s entries from 2014, 15, 16. I’ve literally accomplished everything I’ve literally accomplished everything I’ve literally accomplished everything that I’ve written down to the tea and that I’ve written down to the tea and that I’ve written down to the tea and beyond that. But I used to literally beyond that. But I used to literally beyond that. But I used to literally write it down every day. I make this write it down every day. I make this write it down every day. I make this much money. I own this car. I live in

[31:31] much money. I own this car. I live in much money. I own this car. I live in this neighborhood. Blah blah blah, this neighborhood. Blah blah blah, this neighborhood. Blah blah blah, right? I own, you know, six investment right? I own, you know, six investment right? I own, you know, six investment properties, whatever it is. And it’s properties, whatever it is. And it’s properties, whatever it is. And it’s cool to look at that stuff. And I was cool to look at that stuff. And I was cool to look at that stuff. And I was like, “Wow.” So, I’m going to do like a like, “Wow.” So, I’m going to do like a like, “Wow.” So, I’m going to do like a 10 years later type of video where I 10 years later type of video where I 10 years later type of video where I literally show people and open up the literally show people and open up the literally show people and open up the journal. Look, this is literally what I journal. Look, this is literally what I journal. Look, this is literally what I wrote 10 years ago because it’s dated.

[31:47] wrote 10 years ago because it’s dated. wrote 10 years ago because it’s dated. >> That’s awesome. >> That’s awesome. >> That’s awesome. >> Yeah. No, I mean, like I talk about this >> Yeah. No, I mean, like I talk about this >> Yeah. No, I mean, like I talk about this all the time. I think like if you don’t all the time. I think like if you don’t all the time. I think like if you don’t live intentionally, if you’re not live intentionally, if you’re not live intentionally, if you’re not intentionally living, life just happens intentionally living, life just happens intentionally living, life just happens to you. And most people are in that to you. And most people are in that to you. And most people are in that position. Well, they just life is just h position. Well, they just life is just h position. Well, they just life is just h they’re just responding to what comes up they’re just responding to what comes up they’re just responding to what comes up and they’re just going through the and they’re just going through the and they’re just going through the motions. But if you don’t take control

[32:03] motions. But if you don’t take control motions. But if you don’t take control and and live intentionally and that can and and live intentionally and that can and and live intentionally and that can be done a few different ways. I don’t be done a few different ways. I don’t be done a few different ways. I don’t think there’s a 100% correct way of think there’s a 100% correct way of think there’s a 100% correct way of doing these. But like what you’re doing these. But like what you’re doing these. But like what you’re talking about is like you’re you’re talking about is like you’re you’re talking about is like you’re you’re you’re harnessing yourself basically. you’re harnessing yourself basically.

[32:15] you’re harnessing yourself basically. You’re you’re brainwashing yourself if You’re you’re brainwashing yourself if You’re you’re brainwashing yourself if you will. I mean, you’re you’re doing you will. I mean, you’re you’re doing you will. I mean, you’re you’re doing all you’re setting yourself up in a way all you’re setting yourself up in a way all you’re setting yourself up in a way like you talk about, you know, people like you talk about, you know, people like you talk about, you know, people talk about if uh you’re thinking about talk about if uh you’re thinking about talk about if uh you’re thinking about buying a red convertible um and you’re buying a red convertible um and you’re buying a red convertible um and you’re thinking about it, you have this idea thinking about it, you have this idea thinking about it, you have this idea and then all of a sudden you see the red and then all of a sudden you see the red and then all of a sudden you see the red convertible everywhere, right? So, convertible everywhere, right? So, convertible everywhere, right? So, you’re you’re setting your brain up for

[32:32] you’re you’re setting your brain up for you’re you’re setting your brain up for this. Y this. Y this. Y >> by like, you know, looking for >> by like, you know, looking for >> by like, you know, looking for opportunities, you’re priming yourself opportunities, you’re priming yourself opportunities, you’re priming yourself and and so there’s it it may somebody and and so there’s it it may somebody and and so there’s it it may somebody might reject the self-help world or might reject the self-help world or might reject the self-help world or reject these kind of things because they reject these kind of things because they reject these kind of things because they think it feels hokey or whatever. Uh but think it feels hokey or whatever. Uh but think it feels hokey or whatever. Uh but but but know that that’s what’s but but know that that’s what’s but but know that that’s what’s happening is you’re just taking control happening is you’re just taking control happening is you’re just taking control of your life and you’re you’re kind of of your life and you’re you’re kind of

[32:52] of your life and you’re you’re kind of manipulating your brain. You’re manipul manipulating your brain. You’re manipul manipulating your brain. You’re manipul you’re manipulating your life to get you’re manipulating your life to get you’re manipulating your life to get what you want. So it’s what you want. So it’s what you want. So it’s >> why not? >> why not? >> why not? >> Yeah. I just think that the wrong people >> Yeah. I just think that the wrong people >> Yeah. I just think that the wrong people have been promoting it because really have been promoting it because really have been promoting it because really true personal development and like true personal development and like true personal development and like self-help, however you want to label it, self-help, however you want to label it, self-help, however you want to label it, is difficult. It’s not easy. like you is difficult. It’s not easy. like you is difficult. It’s not easy. like you have to face a lot of, you know, your have to face a lot of, you know, your have to face a lot of, you know, your insecurities and shortcomings, humble

[33:12] insecurities and shortcomings, humble insecurities and shortcomings, humble yourself, put your ego to the side and yourself, put your ego to the side and yourself, put your ego to the side and say, “Hey, I have some stuff that I need say, “Hey, I have some stuff that I need say, “Hey, I have some stuff that I need to work on and and improve upon.” And to work on and and improve upon.” And to work on and and improve upon.” And for me, even intimately, like my for me, even intimately, like my for me, even intimately, like my relationship with my mom and my dad relationship with my mom and my dad relationship with my mom and my dad prior to me doing personal development prior to me doing personal development prior to me doing personal development was pretty good, but it wasn’t that was pretty good, but it wasn’t that was pretty good, but it wasn’t that good. And I made it a thing. I said, good. And I made it a thing. I said, good. And I made it a thing. I said, “Okay, I want to improve my relationship “Okay, I want to improve my relationship “Okay, I want to improve my relationship with them, but that’s going to have to

[33:30] with them, but that’s going to have to with them, but that’s going to have to force me to level up, humble myself, and force me to level up, humble myself, and force me to level up, humble myself, and then come at them differently to fix it. then come at them differently to fix it. then come at them differently to fix it. I can’t just expect them to do it.” Um, I can’t just expect them to do it.” Um, I can’t just expect them to do it.” Um, and and seeing the changes in that and and and seeing the changes in that and and and seeing the changes in that and other areas was just mind-blowing to me, other areas was just mind-blowing to me, other areas was just mind-blowing to me, right? And I said, “Okay, this this right? And I said, “Okay, this this right? And I said, “Okay, this this isn’t easy, but it’s it’s worth it. It isn’t easy, but it’s it’s worth it. It isn’t easy, but it’s it’s worth it. It just requires the individual to fully just requires the individual to fully just requires the individual to fully commit to this process.” Um, and it’s commit to this process.” Um, and it’s commit to this process.” Um, and it’s not popular. It’s not sexy. Just like

[33:51] not popular. It’s not sexy. Just like not popular. It’s not sexy. Just like the stuff we talked about, you have the the stuff we talked about, you have the the stuff we talked about, you have the wrong people talking about it, right? wrong people talking about it, right? wrong people talking about it, right? So, people think it’s corny, but this So, people think it’s corny, but this So, people think it’s corny, but this isn’t going to get you clicks and views, isn’t going to get you clicks and views, isn’t going to get you clicks and views, which is what I think most people want which is what I think most people want which is what I think most people want nowadays. Uh, but it’s it’s definitely a nowadays. Uh, but it’s it’s definitely a nowadays. Uh, but it’s it’s definitely a recipe and a path for an individual to recipe and a path for an individual to recipe and a path for an individual to live a better life. And that’s really to live a better life. And that’s really to live a better life. And that’s really to me what’s most important at the end of me what’s most important at the end of

[34:07] me what’s most important at the end of the day. the day. the day. >> Yeah, 100%. I do want to get into uh >> Yeah, 100%. I do want to get into uh >> Yeah, 100%. I do want to get into uh what made you start building the team what made you start building the team what made you start building the team and kind of how you went about that. and kind of how you went about that. and kind of how you went about that. >> Sure. Yeah. So, I hit a crossroads >> Sure. Yeah. So, I hit a crossroads >> Sure. Yeah. So, I hit a crossroads probably year two, three where I was probably year two, three where I was probably year two, three where I was like, “All right, I got to make a like, “All right, I got to make a like, “All right, I got to make a decision. Am I going to be a solo agent decision. Am I going to be a solo agent decision. Am I going to be a solo agent with like an assistant and maybe a buyer with like an assistant and maybe a buyer with like an assistant and maybe a buyer agent and just crank deals and just agent and just crank deals and just agent and just crank deals and just live, breathe, eat real estate 24/7 or

[34:30] live, breathe, eat real estate 24/7 or live, breathe, eat real estate 24/7 or do I want to explore this path of, you do I want to explore this path of, you do I want to explore this path of, you know, speaking, building a team and then know, speaking, building a team and then know, speaking, building a team and then doing putting my time in other stuff doing putting my time in other stuff doing putting my time in other stuff while growing my business? And I just while growing my business? And I just while growing my business? And I just decided on the second one. At the time, decided on the second one. At the time, decided on the second one. At the time, I was already, you know, doing speaking I was already, you know, doing speaking I was already, you know, doing speaking tours and getting a lot of guest tours and getting a lot of guest tours and getting a lot of guest appearances and places cuz like my appearances and places cuz like my appearances and places cuz like my social media was exploding. And I said, social media was exploding. And I said, social media was exploding. And I said, man, I I really enjoy that part. Same

[34:49] man, I I really enjoy that part. Same man, I I really enjoy that part. Same thing with giving back. Around that thing with giving back. Around that thing with giving back. Around that time, people started asking me for like time, people started asking me for like time, people started asking me for like coaching and help. And at first, I kind coaching and help. And at first, I kind coaching and help. And at first, I kind of shunned it. I was like, “Dude, just of shunned it. I was like, “Dude, just of shunned it. I was like, “Dude, just get out there and work. Like, you don’t get out there and work. Like, you don’t get out there and work. Like, you don’t need me to help you.” But then I need me to help you.” But then I need me to help you.” But then I realized I was like, “Man, my mentality realized I was like, “Man, my mentality realized I was like, “Man, my mentality is a little bit different.” And it’s not is a little bit different.” And it’s not is a little bit different.” And it’s not that easy for most people. So, that’s that easy for most people. So, that’s that easy for most people. So, that’s when I started, you know, doing I

[35:06] when I started, you know, doing I when I started, you know, doing I released like a doornocking course back released like a doornocking course back released like a doornocking course back in like 2015 and Inman News featured it, in like 2015 and Inman News featured it, in like 2015 and Inman News featured it, right? And oh man, I sold like hundreds right? And oh man, I sold like hundreds right? And oh man, I sold like hundreds of copies that first month. And people of copies that first month. And people of copies that first month. And people like, “Oh my god, this is incredible.” like, “Oh my god, this is incredible.” like, “Oh my god, this is incredible.” And I’m like, dude, that was like a And I’m like, dude, that was like a And I’m like, dude, that was like a basic course that I put together. It was basic course that I put together. It was basic course that I put together. It was nothing special. Uh, but you know, of nothing special. Uh, but you know, of nothing special. Uh, but you know, of course, everything that I studied and course, everything that I studied and course, everything that I studied and worked on and refined in my approach,

[35:25] worked on and refined in my approach, worked on and refined in my approach, they just they loved it or they hadn’t they just they loved it or they hadn’t they just they loved it or they hadn’t seen anything like that before. And then seen anything like that before. And then seen anything like that before. And then later that evolved to coaching and, you later that evolved to coaching and, you later that evolved to coaching and, you know, then I ended up going to Australia know, then I ended up going to Australia know, then I ended up going to Australia to speak and, you know, I went to to speak and, you know, I went to to speak and, you know, I went to Canada. Um, I went to Latin America a Canada. Um, I went to Latin America a Canada. Um, I went to Latin America a couple times to speak and I’ve spoken couple times to speak and I’ve spoken couple times to speak and I’ve spoken with like most of the guys from with like most of the guys from with like most of the guys from Million-Dollar Listing in like Florida Million-Dollar Listing in like Florida Million-Dollar Listing in like Florida and California and I’ve been to like so

[35:44] and California and I’ve been to like so and California and I’ve been to like so many boards of realtors and that’s kind many boards of realtors and that’s kind many boards of realtors and that’s kind of what I saw in the future and what I of what I saw in the future and what I of what I saw in the future and what I wanted to do and that’s why I chose to wanted to do and that’s why I chose to wanted to do and that’s why I chose to to go the team route. Um, and then in to go the team route. Um, and then in to go the team route. Um, and then in 2020 is when I went nationwide with my 2020 is when I went nationwide with my 2020 is when I went nationwide with my team. So, originally we were in Southern team. So, originally we were in Southern team. So, originally we were in Southern California and then in 2020 I decided to California and then in 2020 I decided to California and then in 2020 I decided to kind of open up the doors and go and go kind of open up the doors and go and go kind of open up the doors and go and go nationwide.

[36:01] nationwide. nationwide. >> What’s that look like? How so? anybody >> What’s that look like? How so? anybody >> What’s that look like? How so? anybody that wants to join your team can no that wants to join your team can no that wants to join your team can no matter where they’re at. matter where they’re at. matter where they’re at. >> Yeah. So, the cool thing when you’re at >> Yeah. So, the cool thing when you’re at >> Yeah. So, the cool thing when you’re at a cloud-based brokerage like I am is it a cloud-based brokerage like I am is it a cloud-based brokerage like I am is it gives you that ability. Otherwise, I’d gives you that ability. Otherwise, I’d gives you that ability. Otherwise, I’d have to like personally be licensed in have to like personally be licensed in have to like personally be licensed in all the states.

[36:14] all the states. all the states. >> So, what I’ve done is I found effective >> So, what I’ve done is I found effective >> So, what I’ve done is I found effective leadership in a lot of these core leadership in a lot of these core leadership in a lot of these core regions and then from there I have regions and then from there I have regions and then from there I have trickle down leadership. So, somebody trickle down leadership. So, somebody trickle down leadership. So, somebody wants to join um as long as they’re wants to join um as long as they’re wants to join um as long as they’re licensed in that state um they’re licensed in that state um they’re licensed in that state um they’re they’re good to go. So, they contact me, they’re good to go. So, they contact me, they’re good to go. So, they contact me, we meet, I kind of share with them the we meet, I kind of share with them the we meet, I kind of share with them the team structure and then if it’s a good team structure and then if it’s a good team structure and then if it’s a good fit for them uh they end up joining. But

[36:31] fit for them uh they end up joining. But fit for them uh they end up joining. But everybody can join as long as my everybody can join as long as my everybody can join as long as my company’s open in those states. Like company’s open in those states. Like company’s open in those states. Like we’re good to go and it’s not a problem. we’re good to go and it’s not a problem. we’re good to go and it’s not a problem. >> Cool. Cool. Um yeah. So what how much of >> Cool. Cool. Um yeah. So what how much of >> Cool. Cool. Um yeah. So what how much of your time are you spending with that your time are you spending with that your time are you spending with that versus like the speaking and the you versus like the speaking and the you versus like the speaking and the you know everything coaching?

[36:47] know everything coaching? know everything coaching? >> Yeah. Um it’s pretty split now. I mean >> Yeah. Um it’s pretty split now. I mean >> Yeah. Um it’s pretty split now. I mean back in like 2020 2021 I dealt with the back in like 2020 2021 I dealt with the back in like 2020 2021 I dealt with the whole you know when people were getting whole you know when people were getting whole you know when people were getting deplatformed back then I basically had deplatformed back then I basically had deplatformed back then I basically had all my platforms shut down like all my platforms shut down like all my platforms shut down like Instagram and YouTube. So all the stuff Instagram and YouTube. So all the stuff Instagram and YouTube. So all the stuff I have now I had to start over. Um, but I have now I had to start over. Um, but I have now I had to start over. Um, but up until then I was still probably more up until then I was still probably more up until then I was still probably more on the real estate side because although on the real estate side because although on the real estate side because although I stepped away from production, I was

[37:08] I stepped away from production, I was I stepped away from production, I was still pretty heavily involved helping still pretty heavily involved helping still pretty heavily involved helping people with transactions and stuff. And people with transactions and stuff. And people with transactions and stuff. And I I like it. I like the negotiation I I like it. I like the negotiation I I like it. I like the negotiation aspect of real estate and kind of the aspect of real estate and kind of the aspect of real estate and kind of the hustle bustle. I still enjoy it. Um, but hustle bustle. I still enjoy it. Um, but hustle bustle. I still enjoy it. Um, but now nowadays I would say probably h 50 now nowadays I would say probably h 50 now nowadays I would say probably h 50 50% of my time is spent on the team and 50% of my time is spent on the team and 50% of my time is spent on the team and us growing because now I’m I’m a lot us growing because now I’m I’m a lot us growing because now I’m I’m a lot more active in recruiting and the other more active in recruiting and the other more active in recruiting and the other 50% is spent on like you know speaking,

[37:28] 50% is spent on like you know speaking, 50% is spent on like you know speaking, doing guest appearances, you know, doing guest appearances, you know, doing guest appearances, you know, coaching and that kind of stuff. Um, coaching and that kind of stuff. Um, coaching and that kind of stuff. Um, it’s pretty streamlined the way I have it’s pretty streamlined the way I have it’s pretty streamlined the way I have it set up, but I would say it’s it’s it set up, but I would say it’s it’s it set up, but I would say it’s it’s split at this point. Probably 5050. split at this point. Probably 5050. split at this point. Probably 5050. >> Okay, cool. I mean, there have been a >> Okay, cool. I mean, there have been a >> Okay, cool. I mean, there have been a million uh golden nuggets already in million uh golden nuggets already in million uh golden nuggets already in this conversation. Uh but I’m I’m this conversation. Uh but I’m I’m this conversation. Uh but I’m I’m curious what gold nugget you want to curious what gold nugget you want to curious what gold nugget you want to share with our listeners.

[37:48] share with our listeners. share with our listeners. >> Yeah, I would really just encourage >> Yeah, I would really just encourage >> Yeah, I would really just encourage people to, you know, get back to basics. people to, you know, get back to basics. people to, you know, get back to basics. Um you know, basics and fundamentals is Um you know, basics and fundamentals is Um you know, basics and fundamentals is something I always just drill into something I always just drill into something I always just drill into people uh because they’re so important people uh because they’re so important people uh because they’re so important and I even found myself getting away and I even found myself getting away and I even found myself getting away from them because as soon as we start to from them because as soon as we start to from them because as soon as we start to have a little success, we start feeling have a little success, we start feeling have a little success, we start feeling ourselves and we think we can just ditch ourselves and we think we can just ditch ourselves and we think we can just ditch everything. But like so in real estate,

[38:07] everything. But like so in real estate, everything. But like so in real estate, get back to the basics. Get back to get back to the basics. Get back to get back to the basics. Get back to building a sphere of influence and building a sphere of influence and building a sphere of influence and working it. Get back to talking to working it. Get back to talking to working it. Get back to talking to people live in person, right? Get off people live in person, right? Get off people live in person, right? Get off social media. Stop scrolling, right? Get social media. Stop scrolling, right? Get social media. Stop scrolling, right? Get back to going out there and meeting back to going out there and meeting back to going out there and meeting people. Um, featuring local, small, and people. Um, featuring local, small, and people. Um, featuring local, small, and medium-sized businesses and networking medium-sized businesses and networking medium-sized businesses and networking with them. Get back to the core essence with them. Get back to the core essence with them. Get back to the core essence of real estate, building your skill set,

[38:25] of real estate, building your skill set, of real estate, building your skill set, becoming an expert in your market. The becoming an expert in your market. The becoming an expert in your market. The more you do that, regardless of what the more you do that, regardless of what the more you do that, regardless of what the market’s doing and the economy and market’s doing and the economy and market’s doing and the economy and interest rates, you’re going to find interest rates, you’re going to find interest rates, you’re going to find success. Like, there’s so many people success. Like, there’s so many people success. Like, there’s so many people around me right now that are having around me right now that are having around me right now that are having record years and like one of the worst record years and like one of the worst record years and like one of the worst markets ever. So, that formula is always markets ever. So, that formula is always markets ever. So, that formula is always going to stay the same. And I think as going to stay the same. And I think as going to stay the same. And I think as time goes on, we’re being pulled further

[38:45] time goes on, we’re being pulled further time goes on, we’re being pulled further and further away from traditional stuff. and further away from traditional stuff. and further away from traditional stuff. And I think that’s causing a problem. So And I think that’s causing a problem. So And I think that’s causing a problem. So I really want people just to get back to I really want people just to get back to I really want people just to get back to the basics, get back to the the basics, get back to the the basics, get back to the fundamentals, cut the fluff, and start fundamentals, cut the fluff, and start fundamentals, cut the fluff, and start there and reset if you have to. And then there and reset if you have to. And then there and reset if you have to. And then from there, you can build.

[38:58] from there, you can build. from there, you can build. >> Yeah, I love that. That’s so true. Um, >> Yeah, I love that. That’s so true. Um, >> Yeah, I love that. That’s so true. Um, favorite book or that you think favorite book or that you think favorite book or that you think everybody fundamental book that everybody fundamental book that everybody fundamental book that everybody should read or maybe just one everybody should read or maybe just one everybody should read or maybe just one you’re really enjoying now? Yeah, you’re really enjoying now? Yeah, you’re really enjoying now? Yeah, there’s a lot, but one that I would there’s a lot, but one that I would there’s a lot, but one that I would really recommend, especially if we’re really recommend, especially if we’re really recommend, especially if we’re going to go more the sales side, is going to go more the sales side, is going to go more the sales side, is Pitch Anything, like a baseball pitch, Pitch Anything, like a baseball pitch, Pitch Anything, like a baseball pitch, Pitch Anything by Orin Clefft, KL E FF.

[39:17] Pitch Anything by Orin Clefft, KL E FF. Pitch Anything by Orin Clefft, KL E FF. Great book. Uh, the dude, fantastic Great book. Uh, the dude, fantastic Great book. Uh, the dude, fantastic salesperson. I think he raised, I don’t salesperson. I think he raised, I don’t salesperson. I think he raised, I don’t know how many billions of dollars for know how many billions of dollars for know how many billions of dollars for like hedge funds, but he gives you a like hedge funds, but he gives you a like hedge funds, but he gives you a different perspective on selling and different perspective on selling and different perspective on selling and talking about the next level talking about the next level talking about the next level storytelling and those kind of things.

[39:30] storytelling and those kind of things. storytelling and those kind of things. And I really think for people who deal And I really think for people who deal And I really think for people who deal with other people in business and just with other people in business and just with other people in business and just in general who want to really improve in general who want to really improve in general who want to really improve their communication, that book is money their communication, that book is money their communication, that book is money pitch anything. You you definitely will pitch anything. You you definitely will pitch anything. You you definitely will not regret it. That book is amazing.

[39:42] not regret it. That book is amazing. not regret it. That book is amazing. >> That’s a new one for me. So I have to >> That’s a new one for me. So I have to >> That’s a new one for me. So I have to check that out. check that out. check that out. >> Um and then you have mentioned a bunch >> Um and then you have mentioned a bunch >> Um and then you have mentioned a bunch of different platforms you’re on. Where of different platforms you’re on. Where of different platforms you’re on. Where where can people f find you? where can people f find you? where can people f find you? >> Yeah, you can find me on Instagram. Uh >> Yeah, you can find me on Instagram. Uh >> Yeah, you can find me on Instagram. Uh if you want to shoot me a personal if you want to shoot me a personal if you want to shoot me a personal message, I still run my Instagram. It’s message, I still run my Instagram. It’s message, I still run my Instagram. It’s just Brian like you see here. Cassella.

[39:57] just Brian like you see here. Cassella. just Brian like you see here. Cassella. That’s my new account with a little blue That’s my new account with a little blue That’s my new account with a little blue check mark. Even though I didn’t want to check mark. Even though I didn’t want to check mark. Even though I didn’t want to give my money to Meta. I wanted to make give my money to Meta. I wanted to make give my money to Meta. I wanted to make it official because people have like it official because people have like it official because people have like impersonated me and try to like scam impersonated me and try to like scam impersonated me and try to like scam people. So, I got the check. Uh, same people. So, I got the check. Uh, same people. So, I got the check. Uh, same thing on YouTube. I think my handle is thing on YouTube. I think my handle is thing on YouTube. I think my handle is Brian Cassella 305 on YouTube. Um, I Brian Cassella 305 on YouTube. Um, I Brian Cassella 305 on YouTube. Um, I have 1,400 subscribers on my new channel have 1,400 subscribers on my new channel have 1,400 subscribers on my new channel or something like that. We just started

[40:16] or something like that. We just started or something like that. We just started it. Uh, but you can find me on Facebook it. Uh, but you can find me on Facebook it. Uh, but you can find me on Facebook too and all that stuff. But if you just too and all that stuff. But if you just too and all that stuff. But if you just type in my name, you can you can find type in my name, you can you can find type in my name, you can you can find me. I’m I’m pretty Googleable if that’s me. I’m I’m pretty Googleable if that’s me. I’m I’m pretty Googleable if that’s a word. [laughter] a word. [laughter] a word. [laughter] >> Awesome. Hey, man. This has been a >> Awesome. Hey, man. This has been a >> Awesome. Hey, man. This has been a really great conversation. I’m sure really great conversation. I’m sure really great conversation. I’m sure anybody that’s listening to this is anybody that’s listening to this is anybody that’s listening to this is fired up now. U so thanks so much for fired up now. U so thanks so much for fired up now. U so thanks so much for being on here.

[40:33] being on here. being on here. >> Yeah, man. Appreciate you inviting me. >> Yeah, man. Appreciate you inviting me. >> Yeah, man. Appreciate you inviting me. It was cool. It was cool. It was cool. >> Thanks for listening to the REI Agent. >> Thanks for listening to the REI Agent. >> Thanks for listening to the REI Agent. >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit subscribe to catch new shows every week. subscribe to catch new shows every week. subscribe to catch new shows every week. >> Visit [music] reiagent.com >> Visit [music] reiagent.com >> Visit [music] reiagent.com for more content.

[40:45] for more content. for more content. >> Until next time, keep building the life >> Until next time, keep building the life >> Until next time, keep building the life you want. you want. you want. >> All content in the show is not >> All content in the show is not >> All content in the show is not investment advice or mental health investment advice or mental health investment advice or mental health therapy. It is intended for therapy. It is intended for therapy. It is intended for entertainment purposes