Is this our third meeting?
Yeah, I think this is our third meeting.
Well, with your team, I think I've had four or five.
You've had Harry and stuff.
You've got to meet the whole crew.
It's like a brotherhood at this point.
And you really are like a brother to me because you're willing to fight with me.
I appreciate that.
I love that.
You're willing to say the real things and go into stuff.
And I'm like, yeah, this guy can get after it.
And it's not like we're trying to fight.
We're both exploring concepts.
It's like mathematicians going at it with a chalkboard.
I'm like, who can get there faster?
And how are we doing this?
And you care so much about the people that you're serving that, you know, that passion
and fire just kind of comes out and we're the same way.
So it's like, it's like the perfect storm.
We know what it hits.
So thank you for being here.
Yeah, man.
I don't see this fighting as intellectual stimulation.
It's like, help me see it your way.
I like three and four letter words, man.
I love it.
Good stuff.
And so, Zach, for the audiences listening in, right, we're going to be talking about
leadership and doing the right thing.
And I know that some people are like, oh, my gosh, no, we're not going to put you to
sleep.
We're going to be talking about this in relation to finances.
We're going to be talking about, again, bigger words and finances that Zach likes to use
related to like what's going on in the market.
There is some serious lying and manipulation going on in the world of business as well
as the world of finances.
And we're going to be uncovering that at a very big degree and then we're going to be
providing as many resources as we can to help you guys have more transparent access to like,
well, what do you do with that?
And where do you go with it?
And who can you turn to?
It's one thing to know who to turn to, but it's another to have a path built that helps
you see step by step that I'm safe with this person.
And I think Zach's done a really great job of building a community where you get to see
just that and know who it is you're working with.
So, Zach, I'm honored to have you.
I love what you've built.
What are three...
Before we dive into that, we're going to do that after the break.
What are three resources that have helped you get to where you are as a visionary leader
that we should all be paying attention to?
So resource is a vision, like having...
Knowing where you're going, having a plan to get there and a budget.
Like those three things.
I mean, obviously there's other resources.
There's all these tools to help you build those.
But I love how you guys create what you're creating.
Because I talk to so many people every day.
It's like, where are you going?
What are you doing?
What's your intention?
And they're like, to make money and to get time.
I'm like, oh, you're not going to make it.
Yeah, that's right.
I love how you say that so calmly and nicely and friendly.
So it's like, you have to do the thinking.
And so if I had three things, like what's the vision?
What's the plan to get there?
And what's the budget?
I love that.
Okay.
So obviously you're a resource and helping people figure those things out.
I'm going to dive a little bit deeper.
How did you figure that out?
What resources got you to where you locked in on those three things?
You spend a million dollars on yourself and you figure it out.
I don't know if it was our conversation.
I remember this conversation.
It might have been you.
Someone said, you can't write a bestselling book with one letter of the alphabet.
And so for me, I just kept buying, I bought a program, a very expensive program.
I'm like, this is it.
I'm changing my life.
I'm going to quit my job.
It's done.
I get in there and they're like, well, you need this and you need that.
I'm like, oh my gosh.
Okay, swipe the credit card.
Next thing, oh my gosh.
And literally a million dollars later between my wife and I through coaching, mentorship,
personal programs, trial and error, all of this stuff.
I'm like, oh, if someone I just would have laid the whole alphabet out for me and explained
this whole process, my expectations would have been totally different.
I would have spent my money differently.
I would have spent my time differently.
I would have spent my time developing myself much more in my job.
I wouldn't have left my job so soon because I was making great money.
And so I think the challenge is, is when we're talking to the people and you have all these
influencers out there and you know, you know, the 60 second shorts, we got 60 seconds to
get as much as we can in, you can't possibly get this in.
And so, you know, I went through the process myself and I came down to it and I'm like,
I don't know where I'm going, what the plan is and my, my budget, my budget is the fuel
to get there.
Right.
I'm just going to be doing a bunch of busy work, dude.
I love it.
And this is the team.
What Zach's team I've been talking to my team a lot today, uh, vision pros out there, right?
Zach's not saying he's closing his ears to resources that exist out there and turning
a blind eye and say, no, I have it all figured out.
It has to all be me as much as he's exuding a mindset and a mentality of a producer, right?
Not, not a consumer.
All right.
You're producing results.
You're studying things.
You're certainly still working with leaders who you have to listen to what's going on
a little bit out in the world for you to be able to grab things and incorporate them into
what you're doing to get to higher levels.
But I think too many entrepreneurs to continue to stay on that path you talk about where
it's like, oh, this one thing is going to be the next solution or this one thing.
And I meet so many that, that say like, oh, well, I already invested in all these programs,
um, you know, and, and they act like they didn't get anything out of it.
And I'm like, look, you have a bunch of half, half built cars in your garage now, right?
That doesn't make any of them not valuable, but I know you were sold a working car, but
at least try to see the value of what you got along the way out of that, knowing that
you still have to finish your car.
You still have to get a finished.
That's part of the journey, finishing the car.
Yes.
Like, yeah.
Get your, you know, get your hands dirty and go finish it.
Get your hand, you know, people quit and I see it all the time.
They quit.
I'm like, you're not even on the first chapter.
You're not even in the preface.
And like, you think this is hard?
I was listening to a YouTube video the other day.
They said, starting a business will suck the bone marrow out of you.
That's the way he explained it.
Dave Ramsey, Dave Ramsey.
I was like, he's pretty close.
He's pretty close.
But if you do it with the right people, and I don't shut myself off to outside people,
I actually, you know, I pour myself into outside people and I'm like, okay, tell me what I
don't see.
Like tell, because if you've never been to somewhere, you don't know how to create a
plan.
I don't know how to create a plan.
I didn't know how to travel the world.
I didn't know how to start a, you know, we just started a financial services corporation
where we're doing bookkeeping and tax strategies.
I went, guess what?
I had a call yesterday.
We're hiring one of the best tax attorneys out there to teach me how to run my business.
Right.
Because I want her wisdom.
I want her experience.
I want her systems and I want her process.
But today I know enough that I had a plan going into that and she was part of my plan.
See, you're, you're so young and you're so fun.
I just get to sound like a bromance thing.
You are, you're, you're young, you're fun.
You bring a genuine like positive energy that it almost feels like, well, he can't have
already been through all the stuff to get all the right answers, but that's also what
makes up the greatest leaders in the world.
You know, as the people who are able to go through all of that and still have that full
appreciation for life itself.
So we're going to come back.
We're going to dive into more of Zach Ullman's vision and how this relates to you and how
it's so easy to accidentally not do the right thing or how it's also easy to fall victim
of working with people who aren't doing the right thing and know it, but lying straight
to your face.
There's so many avenues we've got to cover with this and Zach's going to hit them.
We'll be right back.
All right.
Welcome in to Vision Pros Live with Jackson Callum.
I'm your show host.
We will be doing interviews for visionary entrepreneurs and guest leaders who are building
fantastic visions out there.
Everybody welcome in to another episode of Vision Pros Live.
I'm your show host, Jackson Callum, founder and CEO of First Class Business.
I am stoked to have Zach Ullman on stage today.
We had some serious headbutts and our first interactions together, like we really went
at it.
The reason why is because I believe in vetting my guests for our audience and he's got some
superpowers that very few people on this earth have.
So you don't just take somebody's word for it like that.
You kind of have to grill them to make sure that they're legit and they're doing the
right things.
I love the way he showed up as a leader.
I love the way he's optimizing his systems.
I love the way that he has created systems that are free and available for people so
you can see the depth of what he's able to offer.
Before I bring Zach back on stage and we dive in, I want to give a shout out to some other
resources we love.
I'm going to start with James Bond, of all people, of Brain Glue.
I'm never going to get over saying his name.
So Brain Glue is this book that will help you become unforgettable.
And Jack Canfield, who has sold 100 million copies, more than 130 million copies of his
own series, Chicken Soup for the Soul, said you'd have to be an idiot as an entrepreneur
not to buy this book and it should be taught in every single marketing class in University
of America.
The book's phenomenal.
Check it out.
See what's there.
It will help you understand how to emotionally connect your message with your audience.
And the audio clip on Amazon, it made me laugh out loud and I was alone.
That's always awkward when that happens, but fun.
Then there's Dave Morrow with Hard to Kill.
Dave Morrow is a veteran who is helping 100,000 veterans lose two million pounds collectively.
And the veteran community, the suicide rates are on the rise right now.
And part of what's probably contributing to that is a little bit of a loss of identity
and loss of routine as they come out.
And you can imagine, if you're that warrior hero that then starts to gain weight and you
don't feel comfortable in your own shoes, it can really mess with your mindset.
Well he's opened this up to civilians now.
So I got to join this as well and in eight years, nobody has been able to motivate me
to get jacked and to start working out.
I'm at 125 pushups per day right now.
I started at one, just like eight to nine weeks ago.
I was like, oh my gosh, I don't know if I'm going to be able to do this.
It was embarrassing.
I'm going to be 36 years old and I'll lose sight of my health that badly.
So come and join us on Hard to Kill and join his free community to get inspired to look
good, feel good, and then go do good.
We absolutely love Dave as a leader.
And there's the water project.
We do not have an affiliation with the water project, but it absolutely inspired me when
I found out about it.
I've never been thirsty in my life, like legitimately thirsty.
So when I found out about this, it would have been easy to turn a blind eye.
My hope is that you don't.
My hope is that you also pay attention.
There's millions of people who don't even have access to one of the purest and simplest
essentials for our life and we can do something about it.
What the water project does, it's like Kickstarter.
It allows you to pick a community you want to help.
You get to see the project they're going to complete.
And if you even give $5 to it, they'll send you the update of what's going on in the community
and how that project comes to fruition.
And if you're not in a position to give back financially, my request is that you just share
this.
Think of somebody, think in your heart and your mind who might be interested in seeing
this.
When I see this picture of children celebrating water, like my kids celebrate Christmas Day,
it reminds me of the importance of committing to projects like this.
Now if you know of another cause that's more near and dear to your heart and you're like,
Jackson, please talk about this, drop that in the comments because we might.
I'd be happy.
I'm going to explore it for one, if you send it.
And two, we might actually contribute to ourselves.
And three, we might actually talk about it on the show.
So don't hesitate to help us know.
We've got 8 billion people to help on this earth, guys.
And if we can pull together to do that, we can be more effective than if we're ignoring
the responsibility to or not diving in.
Given that I rock a microphone for a living, I feel like I got to do something to help
out and spread the word while I'm doing so.
So without further ado, Zach, thanks so much for joining us on Vision Pros Live.
Thanks for having me, my friend.
I love the water project and all these things, dude.
It's like it's totally in alignment with what I do.
Oh, so here I'm going to put a little mission out there for us.
My goal is to get to a point where next year we can go to one of the water projects in
person.
I'd love to make that happen.
And I want to bring Andres from our team in Columbia with his video camera.
I want to bring my oldest daughter to this as well.
And I want to bring another couple of people if you want to join us.
Let me know.
I have friends over there.
I've been there.
I mean, we support schools over there and, you know, missions and all types of stuff.
Dude, it's the essence of life, right?
I want my kids to have those experiences earlier than I did, too.
They can start seeing, oh, this is what life is like for most people in the world.
So you're also in Columbia still, correct?
It looks like.
Yeah, I'm in Medellin.
I haven't moved Medellin, Columbia.
I've been here for a year and love every second of it.
Also trying to get down to Panama.
So it's coming right next door.
And we want to run a job and career fair for people who are considering, you know, like
what one how do they get jobs?
How do they interview and how do they get into digital ambassadorship, as we call it,
or virtual assistant work?
So we're hoping to do that within the next couple of months.
So all that, you know, if you happen to be free, come and join me in my Columbia.
Give me a great reason to ride my motorcycle up there.
That would be so cool.
Here comes Zach on his motorcycle.
So again, those of you listening in leadership and doing the right thing, I think one we're
talking about it right now, in my opinion, right?
Paying attention to the opportunities to help everybody that's out there specifically.
You brought something up related to finances, though, and finances is one of the Achilles
heels of most business owners that I talked to.
They don't talk about it.
They don't want to talk about it.
They want to ignore it.
They want to pretend it doesn't actually like isn't a problem or isn't a thing.
They want to act like they're all CFOs.
Let's dive right into that.
What is going on in the world of finances?
I would say most people.
It's such a hard topic.
Like I went to school for it.
I studied under some of the best people in the world for it.
So I understand it very, very well.
And I have a hard time keeping up on it with myself.
And so what I was doing for a long and that's one of my biggest, one of my newest businesses
is that because I was bookkeepers, CPAs, tax professionals.
I was spending 20 to $30,000 a year and there were six months behind.
My tax call consisted of a, I didn't even get a call like let's do some tax strategy.
It was, Hey, I, my credit card just got ran.
I'm like, what's this?
And he goes, Oh, I just did your taxes.
And I'm like, should we talk?
Right.
Shouldn't we have a conversation about this?
And he goes, well, you know, I know what I'm doing here.
And everybody, cause I have a real estate investing community.
Everybody knows what has the same problem.
And I said, well, I love finance.
What an opportunity.
And so we started our financial services firm.
We do bookkeeping.
We do CFO level work.
We do tax consulting, tax preparation.
Like I said earlier, I'm bringing on a tax attorney and I want to be everything finance
because that is the ultimate dashboard.
And if you know how to interpret your financial statements, it'll tell you everything you
need to know.
Wow.
It's huge.
And again, it's, it's one of those, it's one of those leaps of faith too, that I think
a lot of entrepreneurs are, are scared to take because they don't want to reveal where
they're actually at, right?
It's sensitive.
You know, it's private.
I mean, you have to also be aware entrepreneurs.
Like, I know some of you young guns are going to be like, no, I'll share everything about
my finances online.
Everybody should share everything.
Well, then you have to, like, if you're not in the successful category, if you've never
had success happen for you, you don't understand how fame works.
Right.
And so when you start giving your address out, right.
And it's so easy for people to find you these days that it's not a good idea to just share
openly with anybody and everybody what's going on financially because you become a target
for an underworld that does exist.
You know, there are people who want to, I mean, if people are going to, going to email
you as the Prince of Rwanda, you know, trying to convince you to, you know, to give them
money, there's even more successful people who know how to drive greater scams forward.
We're not going to get into tech security and all of those essence, but I am going to
die.
I'm going to circle back to a question related to this though.
How do we inspire?
What is an entrepreneur or a business owner need to evaluate before trusting somebody
like yourself with their own sense of security, their own finances and how does, how should
that relationship unfold in the ideal world?
So for me, I think finances.
So a little background, I used to do very high end theoretical finance valuations.
I valued everything you can think of from human capital to software to, you know, my
specialized and illiquid non-marketable private assets.
And it's so asoteric, right?
And so what I've learned in that is that the numbers, finances are a product of people,
right?
People create the numbers.
And if you can understand people, you can understand finance at a whole new level.
And so what I do is I actually sit down with people and I, I want to understand them.
Like what, what is your vision?
Why do you want to make this money?
What are you going to spend it on and actually get to know them and get related to them,
understand their risk tolerance, understand their education level, understand their skillset
level because it's a big recipe, right?
To grow your finances.
It's a huge recipe and not, no one's the same.
And so I would say actually sit with people, uh, you know, let me interrupt you as a prospect.
I'm like, all right.
I want to go to H and R block and just get it done easily.
Right.
I'm going to go turbo tax and do this because that sounds complicated.
Right.
What's the, what's the challenge or adversity?
Like what, you know what I mean?
Like let's save, save people from going that route.
Cause you just nailed it.
You got to care about the individuals and the individuals have to care about that relationship
too, in order for that to happen.
So what's the travesty or devastation of just automating it or using some,
Well, there's nothing wrong.
I automate, I don't do my own quick books.
I don't do my own finances.
I'm not a CPA.
I have CPAs work for me, but what I do do is I understand them.
I understand what a P and L means, profit and loss.
I understand what a balance sheet means.
Right.
And if you can just understand it, you don't have to understand how to put them together.
You don't understand, have to understand, you know, how to, uh, make them.
But if you want to be successful, you have to understand how to read them.
Just like you have to understand how to read a book.
This is the, is the language of money.
And if you can just break down a profit and income statement, P and L same thing, and
break that down, it'll tell you everything you need to know.
And so you can still go to H and R block and have them prepare your taxes.
You can still, you know, pay someone to do your books.
You can still use mint or free resources to do all this, but it's the, it's like, what,
what's the feedback loop?
Like why even prepare them?
Why even get your taxes back loop?
I love that you bring that up.
So for those who don't know what a feedback loop is, or what is this?
And let's just dive into the deeper advanced side of that.
What does a successful feedback look, a feedback loop look like with a financial CFO?
So we, we start on the, uh, you know, so I say the P and L is the, uh, is the field and
the balance sheet is the scoreboard.
Right?
And so what I'm, what I'm looking at when I'm working with people, I go, okay, what's
the scoreboard when I come in?
Right?
How many, uh, how many points do you have on the board?
That's balance sheet.
That's what you own and how you own it.
Right?
And so for most people, it's going to be cash, right?
That's sort of the biggest asset.
They have cash or stocks or, you know, some marketable security component of it.
And so that will tell me how, how good they are at what they say they're at.
Right?
Because that's the scoreboard.
And then the P and L, the profit and loss, uh, income statement, same thing is like the
inning.
Right?
And so that is going to tell me, okay, what's your sales like?
What's your expenses like?
And so I've, I've created this FASA model, finance, operation, sales, and marketing.
And I look at it and I say, well, if your sales need to go up, you need to focus on
marketing.
Right?
And then you need to focus on sales.
If your operations need to go down, I'm sorry, if your expenses need to go down, you need
to focus on operations.
If your net after tax income needs to go down, you need to learn this thing called finance,
which is all the above.
And so I just break down a profit and loss just like that.
I'm like, okay, we need to make this number go up.
How does that number go up?
You have to sell more.
How do we sell more?
Well, it's either we need to customize our sales process or we need, maybe it's the set
before that called marketing.
Maybe we have bad leads or unqualified individuals or whatever it is.
But if you know how each one of those corresponds to the activity that you need to either increase
it or decrease it, it makes life so much simpler.
Whoa.
Okay.
So the way to most geniuses have this uncanny ability to simplify what's complicated.
That's what I consider the sign of a genius is somebody who can do that.
And you do it so effortlessly.
It's fun.
So the leadership, how the heck did you get to where you could talk through these types
of theories in a way that...
I mean, I feel like a child can understand this stuff or the way that you teach it.
And it shows that this, again, we don't have to have these subjects be so complex and scary.
How did you develop that skill set?
I had to go through the complex and scary.
Like for real.
I know you did that, but so do a lot of people.
But you've also been able to tie that to a set of leadership principles.
How do you do that?
I see things probably at a fifth grade level.
And I have to understand it to myself because if I can understand something and I fully
understand it, not regurgitate it.
I was about to say that's the difference in regurgitating.
Right.
You can memorize something, but you can actually utilize it.
Like the essence of it.
I want to understand the essence of it.
So my logic is, well, I want to grow businesses.
I want to grow businesses so I can help people make money so that they can make a difference
in the world, very similar to what you're doing.
And I'm like, well, I have to be able to articulate these complex things to people that haven't
spent 20 years in finance and business.
And so I have a Miro board and I do things.
I took a course called Genius in 21 Days and I had a really hard time articulating my vision.
I had a really hard time sharing my words because I learned that I'm a visual global
learner, which means I see videos and pictures in my head.
And then I try to articulate it linear with words.
People don't understand it.
I get frustrated.
I stopped talking and I go off like, you know, upset.
I took this course and he's like, Zach, this is what you need to do.
Just draw the photo in your mind that you see and explain the photo.
I'm just like, oh my God, it's really that simple.
And so I started doing these vision boards or I forget what he calls them, but like I
draw my ideas out with boxes and squares and colors.
And I just explain it because I in doing that, I understand it better.
And then it's like now becomes something.
It's a real life breathing idea as opposed to something in my head.
I did that a very expensive way, by the way.
And it's and it was worked out nicely.
It's now not as expensive, but I found that when I would, I'm a horrible designer, I can't
do art for the life of me, but I hired designers.
And as they brought my visions to life, I fired the first three.
I was like, they suck at design.
And I went back and I was like, wait a second, I'm pointing my finger at others.
And there's three pointing back.
No, I sucked at defining my, my designs.
And then as I started to work with the next several designers, they begin to create, I
begin to realize like, wow, okay, this is how unclear what it is I'm communicating with
others.
And then, and I started to appreciate that.
Wow.
Okay.
I need to just refine that and optimize it.
And so I work with a design team and now they bring my visions to life and I'm able to start
moving things more clearly from my own self and realizing like, oh, okay, I wasn't actually
as smart as I thought.
Right.
Now that I see it and how people are real, like receiving this and it has changed everything.
And I call our design department, the heart and soul of first-class business because people
come to life are entrepreneurs and they see the designs come out that they're trying to
articulate and they see us revision it without like charging them any extra money.
When they see that come to life.
Oh my God, it's game changing.
It's a huge game changer.
Let's dive into a dark subject.
Let's have some fun.
I love it.
Let's get dark.
So the dark side of finances.
You were telling me about something early on that's happening right now.
Some people are lying about related to finances.
Maybe it was just one thing or maybe there's several.
Let's hit it hard.
Stage of yours.
Yeah.
So can I give you the word and the strategy, what they're doing?
You want to go that deep?
Is that okay?
I do like I'm all over the internet.
It's kind of like over my head right now, man.
I'm not the strongest chief financial officer in the world.
That's not my forte.
I love that you said we've got to learn enough, right?
As entrepreneurs in order to be and I'd call it wise stewards, right?
I've got to continue to learn and work with people like yourself to get that.
But I'm not going to pretend to teach you.
That's not me yet, man.
So yes, go ahead.
There's this whole topic called mortgage acceleration.
They call it different names, accelerated banking, velocity banking.
But the essence of it is pay off your home as soon as possible because mortgages are
bad.
That's sort of the essence of it.
And so what they do is they sell these really expensive programs.
I just sat in a sales call last week.
It was $10,000.
No, it was this week.
$10,000.
There's other ones out there.
$20,000.
And what they're doing is they're doing financial gymnastics to justify charging you $5,000,
$10,000, $15,000, $20,000.
And it's absolutely wrong, right?
Like wrong, like black and white wrong.
Not in the gray area, black and white wrong.
And so the challenge is, is it so complex, the gymnastics of it, that people can't see
through it, right?
And so what I did was I just went and I downloaded their calculators that they use to sell these
things.
And I just updated one cell.
That was wrong.
And I said, oh, this is how much it's costing you, not saving you.
Go run it.
It's free.
Download it.
And it's like, oh my gosh.
And now it's like you take this, you know, they're trying to smoke in the mirrors and
the words and whatever it is to, and some of it, the guy was with last week was it was
a flat out incorrect information.
And I don't believe a lot of these individuals are lying.
I don't because they seem pure at their heart.
They just don't know, right?
They don't have the math skills that you have.
Right.
That's, that's what I do.
That's why I always reach out to these people.
I don't want to put anybody on blast.
And so I reached out to these people.
I say, Hey, you know, this is wrong.
Here's why it's wrong.
Here's my stuff.
I'll get on a call.
I don't, I'm not selling anything.
I just want people, cause guess what?
Guess who bought one of those programs?
I guess who bought, right?
And and so I, and I try and some of them are like, Oh my gosh, thank you so much.
I'm actually going on his podcast next week.
I've had other people say, uh, you're wrong.
I'm like, okay, cool.
And I've had other, other people admit they're wrong and still sell it.
Ah, it's, it's so hard to get the right information.
Um, until we know why are we working with certain people, right?
How do we find the type of people align with us?
That's why it's so important not to just dive into things, but actually like, no, what quality
of person do I want to be working with from a, from a leadership standpoint, but also
from a competency standpoint.
And you, you talked about that, right?
They have to be able to know their stuff.
That's why doing your reference checks is important, right?
When you're buying a car, get another mechanic to come and look at the used car before you
buy it, right?
There's, there's things like that we can do.
Uh, mortgage acceleration surprises me.
Um, so, uh, you know, ignorant Jackson here, I'm going to come in out, um, a mortgage to
me seems like one of the least risky, you know, like loans, you know, ever have.
So why would people go for accelerating the path of their mortgage when that's considered
a healthy and good debt?
Well, you know more than you think because what they're selling it as is mortgages are
what is called.
They made up, they even made this word up.
They said, uh, uh, amortized interest, right?
It's amortized interest, a compound interest.
It's look at, and what they do is they show the monthly payment and they go, look at all
of that interest you're paying on month.
Oh geez.
They just scare you with, okay.
Do you, you see the, you ever seen a mortgage pay down and there we go.
The banks are ripping off.
They're charging you all of this front interest front end mortgage.
And it's easy to manipulate somebody.
It's hard to listen to this because it's six and it sickens my heart.
It makes me, that's why I'm putting these people on blast because they charge people
20 plus thousand dollars to go.
And then, so what the, the idea is let me go get a line of, so you already get it.
Like you get the pitch.
Yeah, but I want you to keep going cause I'm sure others aren't and that's okay guys.
You're not meant to get everything.
I'm not either.
There's a lot of things go over my head with this stuff, but this one, what they're saying
is go get a line of credit and chunk down the mortgage.
So they're telling people to go get seven, eight, nine, 10, 20% line of credit to pay
down 3% loans.
And it, because their argument is 3% on a mortgage is a different type of interest.
It's compound interest or it's amortized interest or it's X.
And it just, it hurt, even talking about right now, it like hurts my soul.
Because these people, they want to change their life.
They're committed to doing something.
They pull on a credit card, spend the five, 10, 20, whatever thousand dollars on this
program.
And it here's, here's essentially all they're doing.
They're just banking more payments on the.
Yes.
That's all I'm going to try to save some people on this.
If you're trapped, like the types of people who get attracted to stuff like this, they're,
you're often addicted to the tactics.
You're often looking so hard for the frameworks.
You're forgetting the basics of fundamental relationships.
And that's where, again, I'm going to circle back to it earlier.
Jack talked about taking interest in his clients' lives.
What are you going to do with this?
Where are you going with it?
How is this going to help you?
And you cannot skip those types of relationship questions and create a depth of relationship
with an executive or an advisor or somebody who's going to be working with you.
You've got to truly care about the relationship at hand.
And otherwise you're going to put yourself in these risky situations where, and here's
what happened.
The tactic that's being utilized is one, standing against something, right?
It's so easy to get people to want to stand against the banks.
Oh, they're demonized.
Oh, it's easy to demonize them.
It's so easy because like, well, they have all the money and I don't have any.
And it's so easy to get you into the thought of fear of missing out too.
It's like, well, this is all the cash that you're missing out on if you stay into this.
But they're not really telling you about all the cash that you're going to be missing out
on.
They're just telling you about the immediate cure, the immediate bandaid or the immediate
cocaine that you're then getting into.
And we would not fall for tactics like that if we built deep relationships with the people
that we're striving to work with and actually assessed who is this leader?
What are they doing?
You've got to see a track record of doing the right thing.
I have to see a tracker doing the right thing for a while before I'm able to say, you know
what?
I want to potentially work with this person.
Now, let me have some references.
Let me talk to some people who are working with you that come from similar circumstances.
Now what I can't do, and again, I hope all of you benefit from this, maybe you all know
how to do this, but you also got to recognize that your situation will never be the same
as the three references.
You're going to have a different outcome.
You have variables about you, the infinite amount of variables about you and the circumstances
and the economy and beyond.
So you still have to take a leap of faith, but stop taking blind leaps of faith people.
I mean, I'll start researching and understanding this stuff and turning to people like Zach
and being willing to admit, I don't get it yet.
I don't understand that.
Can you help me see it?
The right leaders don't get mad at you and piss on you or be like, oh, well, just trust
me.
That's like the fastest thing to know.
Don't trust that person.
Go away from that person if that's their tactic or, well, I'm a doctor.
I have this title of this, that's called posturing.
That happens so often.
If somebody has to lead the substance with, well, I'm a doctor, I already know, well,
good for you.
You have nothing of value to provide me at this point.
I'm going to go talk to somebody who actually knows how to explain this without making me
feel inferior.
So any more thoughts on that before we move on, Zach?
That's one of the reasons I give all myself away.
So I used to sell a $20,000 plus dollar mastermind.
And what I've seen in the industry, I started 12 years ago and it was a totally different
industry than it is today, especially with AI and all this.
And so there's so much, there's such a lack of trust.
And I think success and prosperity is built on trust.
There's actually, there's trust economics.
There's books on this.
There's PhD studies to this, the level of trust in societies.
And in the world of consulting or I'm going to call it coaching.
And I think there's a difference between coaching and consulting.
How I explain coaching is pay me some money and I'll tell you what to do.
Consulting is let me tell you what I'm going to do, how I'm going to do it, when I'm going
to do it and how much it's going to cost.
And if you like it, then you can pay me.
I'm a counter on the coaching aspect.
Greg Popovich does not tell people what to do.
And Bill Pellecek does not tell people what to do.
Right.
So in the coaching world, yes, we're used to looking at the 99%.
We look at the 99% of any category, they pretty much suck at what they do.
You have to go to the top of who's actually great at this.
Greg Popovich did not make Tim Duncan, Tim Duncan.
Tim Duncan was qualified enough to work with him and Greg was to inspire and facilitate
better results.
Bill Pellecek did not make Tom Brady, Tom Brady or vice versa.
You got two healthy human beings that have different dynamics in the process.
And so I'm also, so yes, if you see a coach who is telling you what to do.
Oh no, absolutely.
But if you see a coach, I see so many people who say I already have a coach and I'm like,
yeah, I'm going to get coaches.
This guy has LeBron James.
Any idea?
He's got 50 coaches in his life.
Because he's, he knows they all have a different substance and value.
If anybody says I'm your coach, that is somebody who is controlling you.
Get away from coaches who control you.
Move toward coaches who empower you.
Go ahead, Sam.
No, I love it.
And so thank you for distinguishing that.
And so, and so I want to build trust.
That's what I mean.
I want, like I have, I want, we're creating the Learning Growers University.
We just launched a partnership program.
Like my mission is to change the world.
And we're not going to do that in 6 to 12 months.
Right?
This is a lifetime conversation.
And so I want to be known that like this is a place of trust.
We're going to pull that up too while you talk about it.
We're going to pull it up so people can see.
You're going to see on the screen, you'll be able to multitask and listen to what we're
talking about while you see all the depths of what, what Zach's been able to create here.
And you can get in the community for free as well.
This, again, the depth of leadership that's given here, it's, it's not, as you can tell,
it is not because Zach wants to be lazy.
I mean, I see he's showing up, he's given value, he's passionate, and yet he's organized
his skillsets to a point to where you have paths that are built from A to Z.
And he's going to continue to refine those over time in the same way that we do all of
what we do at First Class Business in our academies.
So this is a type of, this is a type of substance that I'm really excited to dive into myself.
I'm going to be joining you guys today and signing up for the first time on this, by
the rise of Next inequality.
So with that, I would like to start with introduction, right.
And I'll, I'll add a little, a little disclaimer here, I'm a Nat Gamble coach and he's an
electronics expert.
But yeah.
He does a research called safety electronics
mad at students like that, right?
And like, you're a problem child.
But great teachers end up saying like,
oh cool, let's dive in, let's figure that out.
And that's what Zach's done with me every time
as I've come in as that dumb student
or that eager student figuring out like,
oh, wait a second, hold on, I need to see this.
And he's made some optimizations of his program
that met, because I came on the show today
and I was a little bit late, right Zach?
So I come in like last minute, why?
Because I went to look at the last feedback I gave you
to see if it was done.
And if it hadn't been done,
I was literally gonna cancel the show
and say, well, our opinions aren't too valuable to you.
So I don't really think it would be a good idea to move forward.
No, you made the changes and the adjustments
as a leader to optimize and prepare yourself
to give even greater levels.
And that's the type of leadership I'm always looking for.
Go ahead and dive back in.
I love it.
No, as you, I learned from everything.
I was in Argentina a couple of years ago.
We were living there and I had this epiphany.
I was like, what if I just turn my whole life
into a program, right?
Like I try to get better at everything every second,
like even relax, I need to relax more.
I need to be a better husband.
I need to be kinder to the person at the front door.
Like what if I was just so present?
I was like, oh, I can do this and I can do that
and I can do this.
And yeah, and so I've just really taken my life on
and I've turned my life into a program.
And I coach twice a week with my coach.
I'm always in the inquiry of things to understand it
and specifically around emotional intelligence.
I think if we can manage our,
I think I read a quote the other day that said
85% of your success is contributed
to your emotional intelligence.
IQ gets you in the door,
but EQ, emotional intelligence, like really prospers
and it helps you prosper.
And I'm the living, breathing product of that
because 12 years ago, I was so socially awkward.
I broke out in sweats and I couldn't talk.
I went to this mastermind for three years,
every almost twice a week, I didn't talk to anybody.
They didn't even know how to talk to them.
They were, I was just as, I saw myself as this farm kid
and I knew how to talk to my buddies around the farm.
I had no idea how to have conversations
around successful business people.
So I started reading books and pouring myself into it.
And today I'm just, everything I do is like,
the inquiry of it.
Oh man, it's such an important topic.
And it's one that we all wanna think that,
we are emotionally intelligent creatures
and that we have enough, that we're good enough.
We don't want people to point out our flaws on that.
It's instinct, survival instinct to protect ourselves.
And part of that emotional intelligence reality
is learning to say, well, wait a second,
what don't I know about these opportunities
and circumstances?
And so I grew up on the opposite end of that spectrum
where I was very social and I would get involved
in conversations like crazy.
And I was often put on a pedestal as a leader.
But when you're put on the pedestal as a leader
and you're not actually like,
you don't understand how leadership works
and how to inspire others,
you're just kind of good at something
and you kind of ignore the rest,
well, that's not real leadership.
And so it took me till my 30s,
I mean, my early 30s to realize like,
holy crap, I'm an awful leader.
I don't know a thing about like how to actually
inspire people and care about people the right way
and really listen.
And so, my hope is that people who are listening in
that are younger than that, right?
I would never take back all the lessons
that I've learned along the way.
My life has helped me get to where I am.
But if you're 20 years old
and it's just coming across your radar
to dig into this emotional intelligence stuff, go for it.
Dig in.
Get in.
Like jump in.
Yeah. Jump in.
Cause it changed my life.
I got involved in it when I was probably late 20s,
early 30s, probably very similar to you
because I was just worn out from the trying it the other way.
Right?
I'm just so worn out.
I had heard so many relationships, you know, like,
and I didn't mean to.
I wasn't a bad person, but I had certain habits
and certain things that didn't transpire well
to taking care of those around me.
And so this concept of doing the right thing, right?
There's so many levels of going for that
to go down towards the basic is what I'm doing right now.
Is it in alignment with love, right?
Loving others, loving myself.
You know, if it's not,
then I might want to reconsider, you know,
not going that route.
It's funny that you use the word programming.
I think some people would hear that and be like,
did he just say he programs like how to be present?
That sounds counterintuitive.
Oh, I'm not programmed.
I create like a quote, like, cause it's like, hey,
I need you.
I know what you meant.
Yeah, I got it.
I got it.
I think if you didn't get it,
you're not listening to Zach for who he is.
You're listening to react based on your own
preconceived definitions of what this is about.
So what I heard you say from my side was
you've become extremely intentional with the time
and with the values that you want.
You talked about rest and how important it is
to maximize your ability to rest.
And there's programs or theories or resources or templates
or teachers, leaders who have helped you understand
how to fully benefit from that dynamic of your life.
Did I get that right?
Or is there anything else you want to add to it?
That's it.
I have five principles in my life.
The first one is intention.
Like what am I?
My coach is always like, what are you doing right now?
What's your intention?
My second one is personal responsibility.
Third one is integrity.
Fourth one is dream big.
Fifth one is do the work.
You're too fast.
So intention.
Yep.
Personal responsibility.
Responsibility.
Integrity.
Dream big.
And doing the work.
And what I've learned is anytime I have an emotional upset,
frustration, anxiety, whatever it is,
disempowered I'll call it.
I turn to one of those five resources.
Those are like my superpowers.
I'm like, okay, which one am I lacking
or where am I out of balance here?
And the first two.
It's amazing.
Like if I just operated my life with the first two,
intention and personal responsibility,
there's nothing you can't get through.
Nothing you can't get through.
Wow.
Well, and they still all combine for that.
They're like the doing the work aspect too.
It like brings them together.
Right, well that's part of it.
So it's funny is we have five as well
of a first class business.
And hopefully everybody who are time cultivates it.
That's the goal of having those.
But mine starts with the foundation of love.
Two, patience.
Three, persistence.
Four, consistency.
And five, reliability.
And those virtues, and I kind of cheat
because to me the virtue of love is all encompassing
for virtues.
You're like, well what about the reason?
For those that know, they know.
Right.
That's the one.
And I don't share that to people being like,
well mine's better than Zach's.
I wrote Zach's down for a reason
because I'm like, man, that's cool.
This aligns so well with the things we're doing.
I even have a program for kids that I won't launch myself.
It will be released once my kids get old enough
and other kids want to participate
and it will be run by the kids.
The name of the program is Dream Big.
I love it.
So yeah, right there with your five.
I was like, oh, that's too funny and too cool.
So anyway, I'm gonna get off of that side.
Let us know in the comments if there's things
that you wanna know, if there's questions
that you have for Zach and myself.
We'd be happy to answer those if you have things
that you're giving away.
Don't hesitate to drop them in the comments
as long as you're not spamming people.
As long as you're not throwing awkward things out,
we'll delete the awkward ones, but we won't get mad at you.
But the things of value that exist out there,
we need to know about them.
And we're gonna have two below this episode,
the action steps of how to get involved with Zach Ullman
and learn and grow rich.
We're also going to have below that the resources.
There's quite a few here that I'm gonna make sure
to put into that list so that way you guys can all benefit
from taking the next step with any of those resources
that can help you get to where you know you wanna go.
And in the top right corner, we'll also have a button
that says, be our guest.
If you've got a vision and your vision includes helping
and serving others, it doesn't matter how small
or large it is, if you're helping others
and moving this world forward to a greater place,
we want you on our show.
We want you to come and share that with us.
So Zach, I'm gonna let you close out today.
Go ahead, my friend.
Oh man, so what do you want me to, what do you want?
Like some words of wisdom?
What do you want?
I mean, if you got anything, we didn't go through any
of the traditional questions on today's episode,
which is all.
I just feel like we're getting started, Jackson.
Like honestly, that.
We gotta bring you back for those.
Cause we gotta talk about the worst leadership experience
you've ever had, the best leadership experience.
Oh, I have them.
A powerful one.
The worst?
Oh, you're gonna go for it now?
The worst experience I've ever had of leadership
created who I am today.
Because I said, I will never be that person.
We're gonna come back to it.
We have to, I gotta respect your time.
Your team's waiting on you.
Mine's gonna be waiting on me.
So we gotta come back for all this and we will.
Guys, this has been an absolute pleasure.
So Zach, thanks for being here on Vision Pros Live
and everybody have a fantastic rest of your day.
Thank you for being here today.
I'm really happy that you tuned into Vision Pros Live.
I'm looking forward to seeing your reactions
as these episodes continue to move forward.
This is gonna get more and more fun.
We'll have more and more engagement as well.
We'll invite people to participate in the show
and thank you for giving us your time and attention.
Have an excellent time building out your.