WEBVTT 00:00:00.000 --> 00:00:03.220 I'm excited about this. I got the champion, the 00:00:03.220 --> 00:00:05.540 legend, Andrew Paytel on the show today. We're 00:00:05.540 --> 00:00:07.280 going to be talking about why trust breaks on 00:00:07.280 --> 00:00:09.380 teams and what great leaders do differently. 00:00:09.640 --> 00:00:11.900 We have one of the best leaders that I've ever 00:00:11.900 --> 00:00:14.679 met in the house. Andrew, you earned that. You're 00:00:14.679 --> 00:00:16.800 awesome. It has been so fun to work with you 00:00:16.800 --> 00:00:18.359 and get to learn from your mentorship and see 00:00:18.359 --> 00:00:20.899 your years of experience in biopharma. And now 00:00:20.899 --> 00:00:23.420 over at Freeman and Company, where you guys are 00:00:23.420 --> 00:00:25.600 crushing in real estate on Long Beach Island 00:00:25.600 --> 00:00:27.559 over there in New Jersey. So welcome to Vision 00:00:27.559 --> 00:00:30.230 Pros Live, my friend. Yeah, thanks for having 00:00:30.230 --> 00:00:33.329 me, Jackson and team. I'm always excited to get 00:00:33.329 --> 00:00:37.350 on with other high energy, excitable people. 00:00:37.429 --> 00:00:40.289 I'm just really stoked to be having this conversation 00:00:40.289 --> 00:00:43.329 today and the opportunity you're giving me here 00:00:43.329 --> 00:00:46.649 to connect with others. It's going to be so fun. 00:00:46.789 --> 00:00:48.869 Vision Pros, leadership is one of the best things 00:00:48.869 --> 00:00:51.840 that we can figure out. How to manage, how to 00:00:51.840 --> 00:00:54.140 figure out, how to help people feel inspired 00:00:54.140 --> 00:00:56.560 to work with us and support the visions that 00:00:56.560 --> 00:00:58.000 we have. It could be a small vision. It could 00:00:58.000 --> 00:01:00.539 be a big vision. Either way, learning to communicate 00:01:00.539 --> 00:01:03.700 and build trust with others is a phenomenal reality. 00:01:03.939 --> 00:01:06.760 And we have a big agenda today. We have a short 00:01:06.760 --> 00:01:08.760 amount of time due to some technical difficulties 00:01:08.760 --> 00:01:10.219 that happens. But I'm going to bring Andrew back 00:01:10.219 --> 00:01:12.200 so we can go through the whole process. Because 00:01:12.200 --> 00:01:14.620 when you've got somebody like Michael Gerber 00:01:14.620 --> 00:01:17.700 or Andrew Paytel or Patrick Lincione, it's like, 00:01:17.719 --> 00:01:19.659 man, you got to be able to maximize that. and 00:01:19.659 --> 00:01:20.939 really dive in deep but we're going to start 00:01:20.939 --> 00:01:23.840 and hit strong first we're going to talk about 00:01:23.840 --> 00:01:25.680 why trust breaks on teams and then we're going 00:01:25.680 --> 00:01:27.739 to talk about how strong leaders create environments 00:01:27.739 --> 00:01:30.579 where people choose to contribute so let's go 00:01:30.579 --> 00:01:34.239 with the first part why does trust break on teams 00:01:34.239 --> 00:01:36.120 andrew what are some of the hidden realities 00:01:36.120 --> 00:01:39.319 that maybe we overlook in our blind spots well 00:01:39.319 --> 00:01:42.379 that's obviously a deep question i'll keep it 00:01:42.379 --> 00:01:46.760 simple i think i think trust you know it breaks 00:01:46.760 --> 00:01:49.379 when people don't do what they say they're going 00:01:49.379 --> 00:01:52.819 to do. Number one. And that really, that really 00:01:52.819 --> 00:01:55.480 ties back to when you create a vision or a mission 00:01:55.480 --> 00:01:59.219 statement or guiding principles for a team, whatever 00:01:59.219 --> 00:02:01.760 kind of team, and you align on those and agree 00:02:01.760 --> 00:02:04.700 to them, they become your set of standards. And 00:02:04.700 --> 00:02:07.980 when people don't do those things after you've 00:02:07.980 --> 00:02:10.099 agreed or, and it could be as simple as just 00:02:10.099 --> 00:02:12.879 an agreement you have on a project or with another. 00:02:13.500 --> 00:02:16.379 And the easiest way to break trust is to then 00:02:16.379 --> 00:02:18.400 go back on what you said you were going to do 00:02:18.400 --> 00:02:23.539 and not follow through. That's one. And I think 00:02:23.539 --> 00:02:27.330 another is, as a leader, is... making sure like 00:02:27.330 --> 00:02:29.509 if you role modeling the way is so important 00:02:29.509 --> 00:02:32.509 that i always believed in the player coach mentality 00:02:32.509 --> 00:02:35.189 that yeah you're the leader and you've got to 00:02:35.189 --> 00:02:37.650 set the pace and kind of motivate and energize 00:02:37.650 --> 00:02:39.889 but you're also shoulder to shoulder and others 00:02:39.889 --> 00:02:42.169 will trust you if they think you're willing to 00:02:42.169 --> 00:02:44.069 do the work with them and you're you're with 00:02:44.069 --> 00:02:46.289 them in in the uh in the struggle if you will 00:02:46.289 --> 00:02:48.889 but the minute they think that you're above that 00:02:48.889 --> 00:02:51.729 or outside of it and you're talking at them or 00:02:51.729 --> 00:02:54.949 through them trust is will break and then they 00:02:54.949 --> 00:02:58.650 will give you Just enough and no discretionary 00:02:58.650 --> 00:03:01.610 effort. Oh man, there's so much gold in that. 00:03:01.710 --> 00:03:04.930 My friends, it reminds me of two very powerful 00:03:04.930 --> 00:03:07.669 leaders as well. Dan Martell dropped a secret 00:03:07.669 --> 00:03:09.669 in a mastermind I was in one time where he said 00:03:09.669 --> 00:03:11.689 for his sales team, if he notices the energy 00:03:11.689 --> 00:03:13.750 is a little bit low in the sales room, he'll 00:03:13.750 --> 00:03:15.750 go and he say, okay, all of us, me included, 00:03:15.870 --> 00:03:18.509 let's drop and do five pushups. And they drop 00:03:18.509 --> 00:03:20.990 into five pushups and he taught them and he taught 00:03:20.990 --> 00:03:24.849 us the psychology is if we aren't. doing the 00:03:24.849 --> 00:03:26.729 things that we've committed ourselves to do, 00:03:26.830 --> 00:03:29.409 we will stop to trust in ourselves. We start 00:03:29.409 --> 00:03:31.710 to feel insecure. And so when you tell yourself, 00:03:31.789 --> 00:03:33.789 I'm going to do five pushups and you get down 00:03:33.789 --> 00:03:37.469 and you do five pushups, that automatically enhances 00:03:37.469 --> 00:03:40.830 your trust in yourself because now you've become 00:03:40.830 --> 00:03:43.129 more reliable. It honors exactly what you said. 00:03:43.169 --> 00:03:45.449 I'll also switch gears to Scott Ritzheimer. Scott 00:03:45.449 --> 00:03:47.830 Ritzheimer has got a fantastic podcast out there 00:03:47.830 --> 00:03:50.169 as well. And he wrote a book and talked about 00:03:50.169 --> 00:03:54.250 how imagine being the coach of a team. and the 00:03:54.250 --> 00:03:57.210 team's on the line to win the game, and they 00:03:57.210 --> 00:03:59.270 go to throw the ball to the end zone, and coach 00:03:59.270 --> 00:04:01.830 runs downfield and grabs the ball for the touchdown. 00:04:03.189 --> 00:04:04.770 Everybody's now looking at him going, what the 00:04:04.770 --> 00:04:07.949 heck did you just do? You just humiliated yourself. 00:04:08.189 --> 00:04:09.710 You just humiliated your team. You just cost 00:04:09.710 --> 00:04:12.870 them the game. Why? Because you ran out and did 00:04:12.870 --> 00:04:14.430 what you weren't supposed to do. And as entrepreneurs, 00:04:14.610 --> 00:04:17.410 sometimes we do that to our teams. We get right 00:04:17.410 --> 00:04:19.870 in the way and take over. But on the flip side, 00:04:19.970 --> 00:04:23.050 Andrew, you also talked about a super simple. 00:04:23.519 --> 00:04:25.740 fix. You know, you said that one of the challenges, 00:04:25.800 --> 00:04:27.639 if we just don't do what we say we're going to 00:04:27.639 --> 00:04:31.839 do. So the simple fix is let's do what we say 00:04:31.839 --> 00:04:33.759 we're going to do, right? Let's have the integrity 00:04:33.759 --> 00:04:35.519 of doing just that. That's a simple fix. It's 00:04:35.519 --> 00:04:37.060 something that we can all work on and improve. 00:04:37.360 --> 00:04:41.540 So now to the next piece on this, the aspect 00:04:41.540 --> 00:04:44.720 of how strong leaders create environments where 00:04:44.720 --> 00:04:47.560 people choose to contribute. So you're at a new 00:04:47.560 --> 00:04:49.639 environment. You're now with Freeman and Company. 00:04:49.920 --> 00:04:52.639 This is a world -class real estate company that's 00:04:52.639 --> 00:04:56.240 done millions of dollars in sales 200 million 00:04:56.240 --> 00:04:59.079 last year and they're just crushing on this island 00:04:59.079 --> 00:05:01.939 they're super loved and now you've come in and 00:05:01.939 --> 00:05:04.259 wanted to contribute what are some of the the 00:05:04.259 --> 00:05:06.220 things that you noticed about this group that 00:05:06.220 --> 00:05:08.420 drew your attention and made you say you know 00:05:08.420 --> 00:05:11.019 what i want to be part of this team that's a 00:05:11.019 --> 00:05:13.600 great question jackson and i can tell you um 00:05:13.600 --> 00:05:17.240 it really stems back to the last company i was 00:05:17.240 --> 00:05:19.480 with regeneron i joined that company 11 years 00:05:19.480 --> 00:05:23.459 ago And something valuable after 20 years in 00:05:23.459 --> 00:05:25.480 the industry, that when you're part of something 00:05:25.480 --> 00:05:28.720 bigger than yourself, and you believe in that 00:05:28.720 --> 00:05:32.439 mission that's been established, and you believe 00:05:32.439 --> 00:05:35.420 you can have an impact on it as well, really 00:05:35.420 --> 00:05:38.759 special things can happen where you're motivated 00:05:38.759 --> 00:05:41.889 from that. And the pulls created right away. 00:05:42.050 --> 00:05:44.490 There's no push, number one. And you feel like 00:05:44.490 --> 00:05:45.769 you're part of something bigger than yourself. 00:05:45.910 --> 00:05:48.050 You're on a mission. In that case, we were a 00:05:48.050 --> 00:05:50.610 biotechnology company and we developed monoclonal 00:05:50.610 --> 00:05:53.189 antibodies for difficult to treat diseases. And 00:05:53.189 --> 00:05:55.629 we were all felt like we were part of that because 00:05:55.629 --> 00:05:57.870 of the patient impact. And they were, you know. 00:05:58.110 --> 00:06:03.089 significant scientific achievements by that company 00:06:03.089 --> 00:06:05.509 that we all felt part of. So then when I joined 00:06:05.509 --> 00:06:08.050 Freeman & Company, or when I started talking 00:06:08.050 --> 00:06:10.750 with them a year ago, the owner who I know pretty 00:06:10.750 --> 00:06:15.589 well, I believe they have that same thing. They're 00:06:15.589 --> 00:06:18.629 small, but they're built really well on a strong 00:06:18.629 --> 00:06:21.670 foundation of principles, integrity, trust, quality, 00:06:22.110 --> 00:06:27.240 and really wanting to do great work for others 00:06:27.240 --> 00:06:31.259 to do well by doing good. And I believe in that. 00:06:31.300 --> 00:06:33.160 And it ties right back to that experience I had 00:06:33.160 --> 00:06:36.079 at Regeneron. And now for me, it's a special 00:06:36.079 --> 00:06:39.220 place, different than any other brokerage on 00:06:39.220 --> 00:06:42.600 the island. And yet I see opportunity where they 00:06:42.600 --> 00:06:44.779 selected me to come in with a very different 00:06:44.779 --> 00:06:47.360 background than everybody else on the team. And 00:06:47.360 --> 00:06:50.019 I feel like I can make an impact on that thing 00:06:50.019 --> 00:06:53.439 that is bigger than myself. I love that. And 00:06:53.439 --> 00:06:56.110 I'm going to speak to the truth around the, the 00:06:56.110 --> 00:06:58.550 alternative or rather ask you about the alternative. 00:06:58.689 --> 00:07:01.550 While you were evaluating this company as one 00:07:01.550 --> 00:07:04.910 where you could contribute and where you're a 00:07:04.910 --> 00:07:07.470 person who chose to contribute, there's a whole 00:07:07.470 --> 00:07:10.629 lot of value in their vision to recruit you. 00:07:11.180 --> 00:07:14.160 Right. Like why? Why, Andrew? Why? Why this guy 00:07:14.160 --> 00:07:17.779 who's got all this background in biopharma? What 00:07:17.779 --> 00:07:20.319 what was the evaluation process look like? If 00:07:20.319 --> 00:07:22.160 you don't mind, if you're allowed to reveal that, 00:07:22.300 --> 00:07:24.399 I think there's so much value to learn from these 00:07:24.399 --> 00:07:27.959 teams that know how to find superstars and position 00:07:27.959 --> 00:07:30.360 them for success. And I know it's exactly what 00:07:30.360 --> 00:07:32.439 they've done with you. So how did that play out? 00:07:32.740 --> 00:07:35.300 Oh, that great. I appreciate you asking me that. 00:07:36.170 --> 00:07:38.029 it played out over a number of years actually 00:07:38.029 --> 00:07:40.610 even before i'd ever expressed interest in the 00:07:40.610 --> 00:07:44.329 real estate business i our owner um lives a couple 00:07:44.329 --> 00:07:49.170 doors down from me um and we're friends but he's 00:07:49.170 --> 00:07:51.250 all he's look this is his business bread and 00:07:51.250 --> 00:07:53.430 butter his father and him build it over 25 years 00:07:53.430 --> 00:07:58.649 with some others and he was observing me over 00:07:58.649 --> 00:08:01.170 time and when i i just the kind of person he's 00:08:01.170 --> 00:08:03.990 a really strong person in terms of integrity 00:08:03.990 --> 00:08:07.470 um leadership uh you know just a quality individual 00:08:07.470 --> 00:08:10.149 and that they're very selective they had not 00:08:10.149 --> 00:08:12.769 added another person to their team in many many 00:08:12.769 --> 00:08:16.009 many years and realtors every year ask them to 00:08:16.009 --> 00:08:18.550 join the brokerage and he's never entertained 00:08:18.550 --> 00:08:22.529 any of them every year many many many and he 00:08:22.529 --> 00:08:25.649 told me flat out he's no and he also through 00:08:25.649 --> 00:08:27.670 being friends heard you know knows the jobs i've 00:08:27.670 --> 00:08:29.910 been in and he's seen the way i operate as a 00:08:29.910 --> 00:08:32.309 person and he told me flat out, he's not, he 00:08:32.309 --> 00:08:35.090 could go hire a very successful realtor. And 00:08:35.090 --> 00:08:36.870 that's not what he wants. He wants, he hires 00:08:36.870 --> 00:08:39.570 first for the important qualities and the things 00:08:39.570 --> 00:08:42.389 that he saw in me over the last few years, um, 00:08:42.669 --> 00:08:45.820 which included again, you know, high energy hard 00:08:45.820 --> 00:08:48.720 working you know he saw me pulling out here at 00:08:48.720 --> 00:08:51.139 4 30 in the morning on mondays to go to new york 00:08:51.139 --> 00:08:53.899 three hours away every monday and he saw what 00:08:53.899 --> 00:08:57.500 kind of worker i was he knew me as a person involved 00:08:57.500 --> 00:09:00.080 in the community you know i volunteer and do 00:09:00.080 --> 00:09:02.500 other things he does as well saw that in me and 00:09:02.500 --> 00:09:05.860 then lastly um he he knew i i had the innate 00:09:05.860 --> 00:09:08.480 skills to be a realtor you know sales background 00:09:08.480 --> 00:09:11.259 marketing background operations background and 00:09:11.259 --> 00:09:13.639 that last piece well the sales and operations 00:09:14.480 --> 00:09:17.379 or where I'm already having an impact on building 00:09:17.379 --> 00:09:21.379 out processing systems and more structure to 00:09:21.379 --> 00:09:23.899 a business that we want to grow significantly 00:09:23.899 --> 00:09:27.620 on top of the fact that the Freeman Company is 00:09:27.620 --> 00:09:30.259 one of, if not the highest producing on the island 00:09:30.259 --> 00:09:32.600 already, but we want to go bigger. And he saw 00:09:32.600 --> 00:09:35.360 me as a piece that could bring something different, 00:09:35.419 --> 00:09:38.200 but also had the innate qualities to make sure 00:09:38.200 --> 00:09:41.059 I could still be a good real estate agent. dude 00:09:41.059 --> 00:09:44.320 that was such a master class um i would go back 00:09:44.320 --> 00:09:47.019 and listen to that over and over visionaries 00:09:47.019 --> 00:09:49.360 there were so many valuable truths and points 00:09:49.360 --> 00:09:54.159 in there andrew you learn with greater than with 00:09:54.159 --> 00:09:57.399 more vigor than people who are 18 to 25 years 00:09:57.399 --> 00:10:00.039 old um you know and i hope that the 18 to 25 00:10:00.039 --> 00:10:02.789 year olds that are listening right now like Take 00:10:02.789 --> 00:10:04.710 notes like, oh my gosh, I need to start learning 00:10:04.710 --> 00:10:07.450 like this guy. That would be a very wise and 00:10:07.450 --> 00:10:10.149 valuable thing to do as young visionaries. But 00:10:10.149 --> 00:10:13.169 even as visionaries that are seasoned, like let's 00:10:13.169 --> 00:10:16.269 dive in and learn, learn, learn. You and I were 00:10:16.269 --> 00:10:20.389 talking just the other day about AI. and Claude 00:10:20.389 --> 00:10:22.750 and what's happening with Claude and chatbots 00:10:22.750 --> 00:10:26.049 and agents. And we've got our whole list of things 00:10:26.049 --> 00:10:27.429 that we've got to do. You've got a new career 00:10:27.429 --> 00:10:28.730 with real estate that you're building. You've 00:10:28.730 --> 00:10:31.549 got this rental property, this rental division 00:10:31.549 --> 00:10:34.370 that you're launching as well. And yet you weren't 00:10:34.370 --> 00:10:36.649 overwhelmed. You didn't look at it and say like, 00:10:36.690 --> 00:10:39.450 oh my gosh, you said, Jackson, I want to learn 00:10:39.450 --> 00:10:41.690 this AI stuff. I got to get this AI stuff down. 00:10:41.850 --> 00:10:44.009 I was like, dang, man, he just keeps going with 00:10:44.009 --> 00:10:47.820 this champion. So talk to me about that. what's 00:10:47.820 --> 00:10:52.159 your plan with uh with ai and real estate and 00:10:52.159 --> 00:10:54.399 and what what have you come to realize just over 00:10:54.399 --> 00:10:57.519 the last several weeks or months of of some of 00:10:57.519 --> 00:11:00.779 the changes the world is facing yeah no obviously 00:11:00.779 --> 00:11:03.580 that's the big question we everybody talks about 00:11:03.580 --> 00:11:07.740 every day ai right now right and you know for 00:11:07.740 --> 00:11:11.159 me what i'm trying to thank big thanks and shout 00:11:11.159 --> 00:11:14.179 out to jackson for you know we we've had our 00:11:14.179 --> 00:11:17.789 conversations and the other day he really you 00:11:17.789 --> 00:11:19.889 know shared some important information around 00:11:19.889 --> 00:11:23.509 his view of ai how it can impact business but 00:11:23.509 --> 00:11:25.750 also how to manage it so that we don't lose our 00:11:25.750 --> 00:11:28.450 authenticity and who we are it's really that 00:11:28.450 --> 00:11:30.950 it's going to be a balancing act of because see 00:11:30.950 --> 00:11:33.110 the business i'm in you know and the business 00:11:33.110 --> 00:11:35.830 we're all in every day is a people business life 00:11:35.830 --> 00:11:38.690 is a people business it's all people right and 00:11:38.690 --> 00:11:42.490 how do you then Utilize that technology to enhance 00:11:42.490 --> 00:11:45.769 your people experience. Meaning I want to spend 00:11:45.769 --> 00:11:49.309 high value time with people and more time with 00:11:49.309 --> 00:11:53.090 people, not spending low, high value time on 00:11:53.090 --> 00:11:56.549 low value tasks. And I feel AI, I can give you 00:11:56.549 --> 00:11:59.809 an example. This, our real estate group, they 00:11:59.809 --> 00:12:04.259 were starting this business. and we don't have 00:12:04.259 --> 00:12:06.580 our processes and all the things in place i've 00:12:06.580 --> 00:12:08.500 been working on them for three months one of 00:12:08.500 --> 00:12:10.879 the things we i i took on i said the other day 00:12:10.879 --> 00:12:12.960 to our owner i want to write the strategic plan 00:12:12.960 --> 00:12:15.279 nobody's done one they're just we're kind of 00:12:15.279 --> 00:12:18.679 doing stuff right now right and i i put everything 00:12:18.679 --> 00:12:21.639 on paper that like in an outline i pull stuff 00:12:21.639 --> 00:12:23.620 that's already had i've dropped it into claude 00:12:24.159 --> 00:12:28.000 And I got back something that's 85 % there. And 00:12:28.000 --> 00:12:30.960 I'll have a strategic plan drafted by Monday. 00:12:31.179 --> 00:12:33.659 And in my past, I've written many strategic plans 00:12:33.659 --> 00:12:35.840 in marketing and sales. It was usually a six 00:12:35.840 --> 00:12:39.340 - to eight -week process. Yes. It's mind -blowing. 00:12:40.259 --> 00:12:42.460 I'm spending more time. You know what I did this 00:12:42.460 --> 00:12:44.759 week, Jackson, just to throw icing on that cake, 00:12:44.899 --> 00:12:47.440 is just in the last three days, because I freed 00:12:47.440 --> 00:12:49.820 up time, I've run a bunch of my documents through 00:12:49.820 --> 00:12:53.000 it. They're at a point where I'm already ready 00:12:53.000 --> 00:12:55.320 to present them to our leadership next week at 00:12:55.320 --> 00:12:58.080 our team meeting. I set up yesterday, I set up 00:12:58.080 --> 00:13:00.240 owner's calls today and tomorrow to just have 00:13:00.240 --> 00:13:01.879 a quick touch point with all of our property 00:13:01.879 --> 00:13:04.200 owners to connect with them on some of the stuff 00:13:04.200 --> 00:13:06.279 we're working on for them. And I wouldn't have 00:13:06.279 --> 00:13:09.679 had time to do that high value touch with our 00:13:09.679 --> 00:13:12.240 most important clients, our owners, because I 00:13:12.240 --> 00:13:14.200 would have been writing strategic plans and workflows. 00:13:15.000 --> 00:13:18.659 Oh man, it is such a blessing. There's so many 00:13:18.659 --> 00:13:20.860 ways we can use this technology to empower ourselves, 00:13:21.139 --> 00:13:22.919 empower our teams, empower our growth, empower 00:13:22.919 --> 00:13:25.519 abundance. There's so much here. And you just 00:13:25.519 --> 00:13:27.639 led into one of the points that we were originally 00:13:27.639 --> 00:13:29.320 going to talk about. And Andrew, we're going 00:13:29.320 --> 00:13:30.519 to keep going. I think we're actually going to 00:13:30.519 --> 00:13:31.720 make it through the whole list today, my friends, 00:13:31.779 --> 00:13:34.240 because we're both clear speakers. We can be 00:13:34.240 --> 00:13:35.980 brief. We can be efficient. We can do this for 00:13:35.980 --> 00:13:37.200 all of you guys. We're going to do it right now. 00:13:37.299 --> 00:13:40.539 So one of the areas that you just highlighted, 00:13:40.720 --> 00:13:44.850 the leadership shift. that transforms skepticism 00:13:44.850 --> 00:13:47.350 into engagement. I'm going to dive right into 00:13:47.350 --> 00:13:50.669 vulnerability and a willingness to talk transparently 00:13:50.669 --> 00:13:53.509 with our teams and with the people that we lead. 00:13:53.590 --> 00:13:55.230 So right now we're on a podcast, we're talking 00:13:55.230 --> 00:13:58.149 to visionaries and Andrew's talking about learning 00:13:58.149 --> 00:14:01.029 this new industry from scratch, diving into AI 00:14:01.029 --> 00:14:03.509 from scratch. You can hear the confidence in 00:14:03.509 --> 00:14:06.470 his voice. You can see how he's using these technologies 00:14:06.470 --> 00:14:09.590 to build amazing paths for his team moving forward. 00:14:09.710 --> 00:14:12.470 And for you, my friends, let's say, Some of you 00:14:12.470 --> 00:14:14.049 bigger visionaries out there, the ones that have 00:14:14.049 --> 00:14:16.769 big companies, I hope you're getting ahead of 00:14:16.769 --> 00:14:20.289 helping your people realize how they can also 00:14:20.289 --> 00:14:24.389 improve and enhance their resumes. Now, why would 00:14:24.389 --> 00:14:26.149 you do that? It's like, oh my gosh, if I help 00:14:26.149 --> 00:14:30.169 my team enhance their skills and their resumes 00:14:30.169 --> 00:14:31.490 and what they're up to, they're going to leave 00:14:31.490 --> 00:14:33.509 and go somewhere else. That's a scarcity mindset. 00:14:33.730 --> 00:14:35.029 That is not a growth mindset. They're going to 00:14:35.029 --> 00:14:36.870 leave knowing that they don't want to stick around 00:14:36.870 --> 00:14:38.950 somewhere that's holding them back. So I work 00:14:38.950 --> 00:14:41.509 very hard with my team at Vision Pros and all 00:14:41.509 --> 00:14:44.169 the things that they need to improve in order 00:14:44.169 --> 00:14:47.149 to maximize their lives. And that's another huge 00:14:47.149 --> 00:14:49.309 leadership step towards trust is I don't fear 00:14:49.309 --> 00:14:52.350 people leaving me. I fear people staying and 00:14:52.350 --> 00:14:54.070 getting stuck and me holding their lives back. 00:14:54.210 --> 00:14:56.009 So I'm going to show you guys something. After 00:14:56.009 --> 00:14:57.710 Andrew and I talked just a couple of days ago, 00:14:57.769 --> 00:15:01.789 I started to build out the AI marketplace. And 00:15:01.789 --> 00:15:03.929 the AI marketplace is going to be a community 00:15:03.929 --> 00:15:06.710 that we launched with 50 founding members. And 00:15:06.710 --> 00:15:09.590 this resume builder right here is part of it. 00:15:09.649 --> 00:15:11.110 We're not just going to help entrepreneurs with 00:15:11.110 --> 00:15:13.929 this. I decided we need to help all people who 00:15:13.929 --> 00:15:16.750 think they can't really relate with AI realize 00:15:16.750 --> 00:15:19.929 that almost every human being on the planet is 00:15:19.929 --> 00:15:24.330 already an AI expert. And let's look at this 00:15:24.330 --> 00:15:26.149 list right here. I love what this thing did. 00:15:26.250 --> 00:15:28.049 I didn't create this. Claude created this by 00:15:28.049 --> 00:15:30.070 me just telling it, hey, this is how we need 00:15:30.070 --> 00:15:32.129 to guide people. But if you've ever organized 00:15:32.129 --> 00:15:35.210 files into specific folders before, boom, check 00:15:35.210 --> 00:15:37.629 that. It tells you, oh, you understand knowledge 00:15:37.629 --> 00:15:40.580 -based architecture. If you've ever... organized 00:15:40.580 --> 00:15:43.379 and used email templates or saved replies for 00:15:43.379 --> 00:15:45.360 frequently asked questions, boom, you understand 00:15:45.360 --> 00:15:47.299 pattern recognition, what's called zero shot 00:15:47.299 --> 00:15:50.080 prompting. These are resume skills that you can 00:15:50.080 --> 00:15:52.860 put on your resume. And you can also start researching 00:15:52.860 --> 00:15:54.299 these things and saying, you know what, I want 00:15:54.299 --> 00:15:56.620 to know more about it so that I can speak this 00:15:56.620 --> 00:15:59.419 language and become more relevant as a leader 00:15:59.419 --> 00:16:02.139 in this next generation of AI. Manage the calendar 00:16:02.139 --> 00:16:04.320 and schedule conflicting meetings. Well, you're 00:16:04.320 --> 00:16:07.000 good at resource allocation algorithms. And you'll 00:16:07.000 --> 00:16:08.679 notice down here, it's already labeled you as 00:16:08.679 --> 00:16:13.179 a dormant. AI expert. How does this relate? Exactly 00:16:13.179 --> 00:16:16.460 what I was talking about, my friends. I'm basically 00:16:16.460 --> 00:16:18.860 showing that if I'm going to be the type of person 00:16:18.860 --> 00:16:21.559 who's going to squash skepticism in the market, 00:16:21.950 --> 00:16:23.710 and help people realize that I'm trustworthy 00:16:23.710 --> 00:16:25.370 and that I'm going to be the leader who's going 00:16:25.370 --> 00:16:28.210 to help them, the best thing I can do is vulnerably 00:16:28.210 --> 00:16:30.710 open up the doors and transparently teach as 00:16:30.710 --> 00:16:33.309 much value as humanly possible. That's my thoughts 00:16:33.309 --> 00:16:35.590 on it. Andrew, I love your take on it as well. 00:16:35.690 --> 00:16:39.909 How do we crush skepticism in teams or doubts 00:16:39.909 --> 00:16:42.409 and create leadership shifts that drive more 00:16:42.409 --> 00:16:47.429 momentum? I think a lot of what you just said, 00:16:47.490 --> 00:16:50.519 I mean, it's always very important. I think Part 00:16:50.519 --> 00:16:55.220 of it is with people, it's the why, what's in 00:16:55.220 --> 00:17:00.279 it for them, and them attaching to the importance 00:17:00.279 --> 00:17:03.580 of whatever the top case is. And, you know, I 00:17:03.580 --> 00:17:05.319 had this with salespeople often, you know, they, 00:17:05.420 --> 00:17:08.500 you know, different products, say we had a product 00:17:08.500 --> 00:17:11.079 that had a label that was a little inferior to 00:17:11.079 --> 00:17:14.140 another product in a competitive market. And 00:17:14.140 --> 00:17:15.799 you'd have people just, you know, you'd have 00:17:15.799 --> 00:17:17.680 a certain part of the population, very skeptical 00:17:17.680 --> 00:17:23.390 of the product. others that the the winners the 00:17:23.390 --> 00:17:25.549 sellers that would say all right just show me 00:17:25.549 --> 00:17:28.410 how how to sell this and um i'm gonna win my 00:17:28.410 --> 00:17:31.089 clients over if you will and i feel like there's 00:17:31.089 --> 00:17:33.829 a little bit of um bringing people along you 00:17:33.829 --> 00:17:36.599 know the skeptics basically really trying to 00:17:36.599 --> 00:17:38.720 connect to them and help them understand why 00:17:38.720 --> 00:17:41.420 it's important and how they can win and where. 00:17:41.819 --> 00:17:44.500 And that's part of in sales, you know, you, you 00:17:44.500 --> 00:17:46.119 don't go in with thinking you're going to get 00:17:46.119 --> 00:17:47.519 a hundred percent. If you do, you're wrongly 00:17:47.519 --> 00:17:48.980 mistaken. When there's a competitive market, 00:17:49.019 --> 00:17:52.019 you fight, figure out where, where to win and 00:17:52.019 --> 00:17:54.220 help people have their first wins and their, 00:17:54.259 --> 00:17:56.200 you know, and to have that first bit of success. 00:17:56.240 --> 00:17:58.980 And then you build on it over time. And I feel, 00:17:59.059 --> 00:18:01.740 and, and there's nothing better, whether it's 00:18:01.740 --> 00:18:04.359 a team or an one -on -one experience when. people 00:18:04.359 --> 00:18:07.079 feel like they start winning or growing they 00:18:07.079 --> 00:18:09.859 want to do more of it but if you don't get them 00:18:09.859 --> 00:18:12.059 there or show them as a leader how to get there 00:18:12.059 --> 00:18:15.140 or have the skills to really connect deep down 00:18:15.140 --> 00:18:17.059 with somebody through good questioning and listening 00:18:17.059 --> 00:18:19.140 and then understanding what's important to them 00:18:19.140 --> 00:18:22.339 um the skeptics will stay skeptics but you can 00:18:22.339 --> 00:18:25.259 get them over to the other side i believe by 00:18:25.259 --> 00:18:27.740 putting the work in as a leader like i said i 00:18:27.740 --> 00:18:29.980 won't reiterate all the things i just said um 00:18:30.539 --> 00:18:33.259 And I found that and just create a really positive 00:18:33.259 --> 00:18:36.259 environment. You know, skeptics often will do 00:18:36.259 --> 00:18:39.819 work for a great leader because they'll run through 00:18:39.819 --> 00:18:42.519 a wall for that leader, even when they don't 00:18:42.519 --> 00:18:44.500 necessarily think they can win. They're going 00:18:44.500 --> 00:18:47.339 to try to win because of the culture and the 00:18:47.339 --> 00:18:50.599 leader they work for. That's huge. In fact, to 00:18:50.599 --> 00:18:52.799 reflect that, you know, it's funny, a lot of 00:18:52.799 --> 00:18:55.720 younger visionaries and newer entrepreneurs. 00:18:56.569 --> 00:18:59.369 They hire very passively. And you talked about 00:18:59.369 --> 00:19:01.569 how you guys had a relationship for a couple 00:19:01.569 --> 00:19:03.930 of years. They were kind of scouting you over 00:19:03.930 --> 00:19:07.210 time, maybe not actively, but passively, always 00:19:07.210 --> 00:19:09.089 keeping the door open, looking at what's possible. 00:19:09.509 --> 00:19:12.269 And then in addition to that, you mentioned spending 00:19:12.269 --> 00:19:14.529 time with the owner and that you're going to 00:19:14.529 --> 00:19:17.390 be spending time with the team. I see so many 00:19:17.390 --> 00:19:21.109 visionaries accidentally. hire a VA super passively 00:19:21.109 --> 00:19:22.890 and almost never train them. Maybe train them 00:19:22.890 --> 00:19:25.069 once, maybe twice, but maybe interact with them 00:19:25.069 --> 00:19:27.670 once a week for 30 minutes. But heaven forbid, 00:19:27.789 --> 00:19:29.809 we spend more than 30 minutes with another human 00:19:29.809 --> 00:19:32.009 being. We got to get back to the grind, right? 00:19:32.049 --> 00:19:34.069 That's the recipe for disaster, my friends. But 00:19:34.069 --> 00:19:37.849 Andrew, I would love to hear more about your 00:19:37.849 --> 00:19:41.210 30 -year -plus seasoned veteran with sales marketing 00:19:41.210 --> 00:19:43.410 operations. They know what they're doing. You 00:19:43.410 --> 00:19:45.839 know what you're doing. Yet you're spending time 00:19:45.839 --> 00:19:47.980 together. How much time do you guys spend together 00:19:47.980 --> 00:19:51.319 on a daily or weekly basis? Is it only with one 00:19:51.319 --> 00:19:53.380 specific person? Do you have open door access? 00:19:53.619 --> 00:19:55.680 Do you take advantage of that? What's your routine 00:19:55.680 --> 00:19:57.599 look like to be able to integrate with the Freeman 00:19:57.599 --> 00:20:01.740 & Company team? No, it's been great. You know, 00:20:01.779 --> 00:20:05.980 right before this call, our owner called me up 00:20:05.980 --> 00:20:08.359 and had a question about a property and we talked. 00:20:08.720 --> 00:20:11.940 daily that way um him and another key player 00:20:11.940 --> 00:20:14.279 on the rental side who we're building out the 00:20:14.279 --> 00:20:17.059 rental business with um we talk multiple times 00:20:17.059 --> 00:20:19.140 a day on the fly and then we also have scheduled 00:20:19.140 --> 00:20:22.940 time um our owner eddie uh he and i have friday 00:20:22.940 --> 00:20:25.059 one -on -ones every week that's dedicated time 00:20:25.059 --> 00:20:27.299 outside of just our agreement that we're going 00:20:27.299 --> 00:20:30.799 to connect um and uh if i see him calling and 00:20:30.799 --> 00:20:32.920 unless it's like something like this and i'm 00:20:32.920 --> 00:20:35.380 not able to step away per se i take his call 00:20:35.380 --> 00:20:38.119 and he does the same for me so that also builds 00:20:38.119 --> 00:20:40.099 a lot of trust because i know i'm important enough 00:20:40.099 --> 00:20:42.980 for him to take the calls and he knows that He's 00:20:42.980 --> 00:20:45.359 important enough for me to take his calls and 00:20:45.359 --> 00:20:47.240 drop whatever I'm doing. And like we have that 00:20:47.240 --> 00:20:49.839 urgency in a healthy way together, which I really 00:20:49.839 --> 00:20:53.779 like. We have an office that I tend to go to 00:20:53.779 --> 00:20:55.660 every other day at this point. And then I work 00:20:55.660 --> 00:20:58.019 from home. It's eight minutes from my house. 00:20:58.059 --> 00:21:00.759 It's on the island. So, you know, it's a nice 00:21:00.759 --> 00:21:04.019 place to go down there. And I tend to spend time 00:21:04.019 --> 00:21:06.920 in the office with. you know, the team. And then 00:21:06.920 --> 00:21:09.240 I spent a lot of time up in my office there just, 00:21:09.339 --> 00:21:11.900 you know, working. So it's pretty fluid, you 00:21:11.900 --> 00:21:14.460 know, but it's just, we have a small team too, 00:21:14.519 --> 00:21:16.500 which is nice. A lot of the brokerages on the 00:21:16.500 --> 00:21:19.599 Island are 20, 30, 40 people. There's, there's 00:21:19.599 --> 00:21:22.400 nine of us. And so we're very much like nine 00:21:22.400 --> 00:21:25.140 of you. And there was eight last year, right? 00:21:25.160 --> 00:21:29.029 When they did. the freeman group was the original 00:21:29.029 --> 00:21:31.089 group before freeman and company was launched 00:21:31.089 --> 00:21:34.009 this year there were just four four people eddie 00:21:34.009 --> 00:21:36.769 and the three other uh partners they did all 00:21:36.769 --> 00:21:40.529 that business the four of them yeah yeah it's 00:21:40.529 --> 00:21:44.029 amazing and the next closest team on the island 00:21:44.029 --> 00:21:47.089 had like 30 people in it and they did like 150 00:21:47.089 --> 00:21:49.029 or something. I don't know what the exact numbers 00:21:49.029 --> 00:21:51.650 are. But then we decided it was going to form 00:21:51.650 --> 00:21:54.289 Freeman and Company. We became our own brokerage 00:21:54.289 --> 00:21:58.069 through a brokerage platform. And he brought 00:21:58.069 --> 00:22:00.700 in another team of three people. uh so we have 00:22:00.700 --> 00:22:03.099 three verticals you have the freeman group under 00:22:03.099 --> 00:22:05.460 the freeman and company you have the the guarino 00:22:05.460 --> 00:22:08.039 team under freeman and company and now we have 00:22:08.039 --> 00:22:10.180 our luxury rental business under freeman and 00:22:10.180 --> 00:22:12.440 company so he now has created a parent company 00:22:12.440 --> 00:22:16.859 with the long -term goal of being very selective 00:22:16.859 --> 00:22:20.099 when and if to bring say another team in that 00:22:20.099 --> 00:22:24.539 made sense so has the model set up but he's not 00:22:24.539 --> 00:22:26.720 in a rush to do that in any way he said because 00:22:26.720 --> 00:22:29.279 we have we have i think we have the right team 00:22:29.279 --> 00:22:32.480 and obviously he thinks that because he's the 00:22:32.480 --> 00:22:35.319 owner and he hired everybody but um i think the 00:22:35.319 --> 00:22:37.880 next phase of growth we have the right group 00:22:37.880 --> 00:22:41.940 with long term the i think we can keep building 00:22:41.940 --> 00:22:44.980 the foundation and and the strength of this group 00:22:44.980 --> 00:22:47.799 there's no question we can scale over time if 00:22:47.799 --> 00:22:51.480 if he chooses Oh, it's huge. That's that's the 00:22:51.480 --> 00:22:53.819 amazing thing about putting yourselves in a position 00:22:53.819 --> 00:22:56.420 of abundance. Right. And even if you're not, 00:22:56.480 --> 00:22:59.180 even if we're in scarcity mode, you know, life's 00:22:59.180 --> 00:23:01.900 hard. It's so important to maintain an abundant 00:23:01.900 --> 00:23:04.240 mindset and realize that it is it is important 00:23:04.240 --> 00:23:08.420 to exercise due diligence to be. I don't want 00:23:08.420 --> 00:23:10.900 to say methodical, but very intentional with 00:23:10.900 --> 00:23:14.019 our choices and selective about who we're going 00:23:14.019 --> 00:23:16.579 to be working with. And so let's dive into existing 00:23:16.579 --> 00:23:19.069 teams, because trust is one of those. things 00:23:19.069 --> 00:23:22.230 that it's kind of fluid. You know, it can go 00:23:22.230 --> 00:23:24.609 any direction, just like our body needs food. 00:23:24.670 --> 00:23:28.529 I think trust also needs to be new. It needs 00:23:28.529 --> 00:23:31.650 nutrition. And so trust often quietly erodes 00:23:31.650 --> 00:23:34.430 inside teams. And there's exceptional leaders 00:23:34.430 --> 00:23:37.369 who can, they do certain things to consistently 00:23:37.369 --> 00:23:40.470 turn it back on and earn it back. So what would 00:23:40.470 --> 00:23:42.390 you say are some of the things that additional 00:23:42.390 --> 00:23:46.230 things that erode trust and how can leaders consistently 00:23:46.230 --> 00:23:51.039 lean into building it? Great question. I could 00:23:51.039 --> 00:23:53.660 talk a lot about this one after leading a lot 00:23:53.660 --> 00:23:56.019 of teams and a lot of dynamics, especially with 00:23:56.019 --> 00:23:58.200 sales teams. They're very spirited people with, 00:23:58.259 --> 00:24:01.960 you know, they're obviously strong -willed and 00:24:01.960 --> 00:24:05.859 often opinionated. And, you know, what I found, 00:24:06.259 --> 00:24:11.809 okay, say you have a team of 10 people. we always 00:24:11.809 --> 00:24:14.410 say you know you want to lead each person for 00:24:14.410 --> 00:24:17.069 who they are under the umbrella of your team 00:24:17.069 --> 00:24:19.369 your mission your vision but you want to respect 00:24:19.369 --> 00:24:22.650 the individual out individuality of each person 00:24:22.650 --> 00:24:25.690 and with that often you could you could have 00:24:25.690 --> 00:24:28.549 somebody within the group who because whatever 00:24:28.549 --> 00:24:31.650 reason they go off. They kind of venture away 00:24:31.650 --> 00:24:34.349 from what we had originally agreed to, or they've 00:24:34.349 --> 00:24:36.609 had a life experience that has created stress 00:24:36.609 --> 00:24:40.609 that's being channeled now into negativity or 00:24:40.609 --> 00:24:43.869 a negative impact on the team, or they themselves, 00:24:43.950 --> 00:24:46.609 their productivity has gone down. And others, 00:24:46.670 --> 00:24:49.990 even when they're not directly impacting them 00:24:49.990 --> 00:24:54.910 in a direct way, when you're on a high -performing 00:24:54.910 --> 00:24:57.069 team that has an individual goals and they have 00:24:57.069 --> 00:25:00.230 a team goal typically in sales, Everyone else 00:25:00.230 --> 00:25:03.849 is watching. And it becomes a negative impact 00:25:03.849 --> 00:25:06.730 sometimes in a small way. When they're direct, 00:25:06.809 --> 00:25:08.430 it's a big way because then they start to kind 00:25:08.430 --> 00:25:11.369 of infect that negativity in the team. And what 00:25:11.369 --> 00:25:13.529 I've always done, and I've learned over many 00:25:13.529 --> 00:25:15.609 years, I wasn't so great at it in my early career 00:25:15.609 --> 00:25:18.430 because I had to learn the hard way, but I became 00:25:18.430 --> 00:25:20.569 really good at identifying when somebody was 00:25:20.569 --> 00:25:25.289 off. And I really, with that person, showed them 00:25:25.289 --> 00:25:29.559 I cared and would. Seek to understand, you know, 00:25:29.579 --> 00:25:32.299 seven habits. Seek to understand what's going 00:25:32.299 --> 00:25:35.819 on on a personal level, not in a group setting, 00:25:35.980 --> 00:25:38.700 not in a combative way. I really would ask the 00:25:38.700 --> 00:25:42.599 questions to then get them to open up so then 00:25:42.599 --> 00:25:45.359 I could then understand what was going on, reiterate 00:25:45.359 --> 00:25:48.839 to them what we have agreed to, but also understand 00:25:48.839 --> 00:25:52.000 at that time what's important to them and bring 00:25:52.000 --> 00:25:54.960 them back. Sometimes it happened quick. Other 00:25:54.960 --> 00:25:57.599 times it was just an incremental approach to 00:25:57.599 --> 00:26:00.460 bring somebody back. And a lot of it hinged on, 00:26:00.559 --> 00:26:03.059 again, what was important? What is their why? 00:26:03.740 --> 00:26:08.980 And what made them successful to date and make 00:26:08.980 --> 00:26:11.940 them feel like a winner? And then that often 00:26:11.940 --> 00:26:14.559 really helped bring people back into the fold 00:26:14.559 --> 00:26:17.740 and also create an environment with the team 00:26:17.740 --> 00:26:22.039 where I was making sure that person felt important. 00:26:22.569 --> 00:26:26.250 and valued and that others also were having a 00:26:26.250 --> 00:26:28.869 positive impact on them and i often felt like 00:26:28.869 --> 00:26:31.869 that was one of the biggest like stressors on 00:26:31.869 --> 00:26:36.230 my team's trust and and and productivity were 00:26:36.230 --> 00:26:38.970 often stemmed from things like that and then 00:26:38.970 --> 00:26:42.930 the other is you know as a leader when yeah you 00:26:42.930 --> 00:26:46.809 know i've seen trust erode when leaders there's 00:26:46.809 --> 00:26:48.609 the company look i always believe the company 00:26:48.609 --> 00:26:51.410 you're we we're paid by the company but we're 00:26:51.410 --> 00:26:54.190 also If we are there for the right reasons and 00:26:54.190 --> 00:26:55.970 we're at the right company, then we are supposed 00:26:55.970 --> 00:26:58.309 to be aligned to the company's mission and goals 00:26:58.309 --> 00:27:02.990 and strategies. And when leaders stray from that 00:27:02.990 --> 00:27:05.329 and they take their team down a path, you can 00:27:05.329 --> 00:27:08.730 see people very conflicted that, you know, you're 00:27:08.730 --> 00:27:14.089 either up to something or you're not like part 00:27:14.089 --> 00:27:15.750 of the company and you're just trying to win 00:27:15.750 --> 00:27:17.150 for the wrong reasons. I don't know if that makes 00:27:17.150 --> 00:27:20.089 sense, but I've seen where leaders go off on 00:27:20.089 --> 00:27:24.579 their own. I always I'm a order follower and 00:27:24.579 --> 00:27:26.559 all that kind of stuff. But I just believe in 00:27:26.559 --> 00:27:28.980 that we're all marching in the right direction 00:27:28.980 --> 00:27:31.740 together. And if we stray from that, we got to 00:27:31.740 --> 00:27:34.960 talk about why and get back to the mission. I 00:27:34.960 --> 00:27:37.640 love that. And if it doesn't make sense for somebody, 00:27:37.799 --> 00:27:40.920 it is definitely not because of Andrew. On that, 00:27:40.960 --> 00:27:42.880 it's because we've all got things to learn. Andrew 00:27:42.880 --> 00:27:45.859 has an amazing ability to simplify calculus levels 00:27:45.859 --> 00:27:48.980 of leadership. And that's what I love about being 00:27:48.980 --> 00:27:50.980 able to just sit in these conversations. It makes 00:27:50.980 --> 00:27:52.799 me not want to host. It makes me want to just 00:27:52.799 --> 00:27:55.019 stay here and say, man, I just want to listen. 00:27:55.220 --> 00:27:57.400 I just want to listen and keep learning about 00:27:57.400 --> 00:27:58.980 what you're up to and how you've done it, Andrew. 00:27:59.059 --> 00:28:00.700 We're going to take a quick break, though. We're 00:28:00.700 --> 00:28:01.920 going to come back and we're going to hit real 00:28:01.920 --> 00:28:04.339 hard on the next piece. But before we take that 00:28:04.339 --> 00:28:07.359 break, you said you asked people about what's 00:28:07.359 --> 00:28:10.309 important to them. You asked him about what their 00:28:10.309 --> 00:28:12.769 why is. And I think the third question, but I 00:28:12.769 --> 00:28:15.269 might've wrote it down wrong was what can kind 00:28:15.269 --> 00:28:16.930 of bring them back and get them engaged. But 00:28:16.930 --> 00:28:18.849 if I got that wrong, what was that final question? 00:28:19.549 --> 00:28:21.869 No, the third was I would ask him, I would ask 00:28:21.869 --> 00:28:24.470 them to reflect on successes, what made them 00:28:24.470 --> 00:28:27.109 successful and, and think about those successes 00:28:27.109 --> 00:28:29.950 they've had and get them thinking about their 00:28:29.950 --> 00:28:32.930 next success. Oh man, that's awesome. And the 00:28:32.930 --> 00:28:37.549 next one. Thank you. That's huge. From the problem. 00:28:38.190 --> 00:28:41.369 to hey i'm valued he wants to know about my success 00:28:41.369 --> 00:28:43.970 and then i get them to let's talk about the next 00:28:43.970 --> 00:28:46.069 one and how we can do that together that's so 00:28:46.069 --> 00:28:47.930 huge that reminds me so much of the one minute 00:28:47.930 --> 00:28:55.329 manager um Absolutely. We'll be right back, guys. 00:28:55.450 --> 00:28:56.930 We're going to dive into one final principle 00:28:56.930 --> 00:28:58.829 and we'll see you on the other side. All right. 00:28:58.890 --> 00:29:02.690 Welcome in to Vision Pros Live with Jackson Callum. 00:29:02.690 --> 00:29:04.630 I'm your show host. We'll be doing interviews 00:29:04.630 --> 00:29:07.190 for visionary entrepreneurs and guest leaders 00:29:07.190 --> 00:29:09.730 who are building fantastic visions out there. 00:29:20.060 --> 00:29:22.000 As you can welcome in to Vision Pros Live, I'm 00:29:22.000 --> 00:29:23.660 your show host, Jackson Callum, founder and CEO 00:29:23.660 --> 00:29:25.420 of First Class Business. And we've had Andrew 00:29:25.420 --> 00:29:27.380 Paytel on the show today. He's such a legend 00:29:27.380 --> 00:29:29.619 and I'm so excited to bring him back on for one 00:29:29.619 --> 00:29:32.099 final segment. But I had to take a little bit 00:29:32.099 --> 00:29:34.240 of space to just kind of reflect on all that 00:29:34.240 --> 00:29:36.740 we've covered. And again, going back to the value, 00:29:36.799 --> 00:29:40.019 why did I choose? with Andrew to talk about this, 00:29:40.019 --> 00:29:42.619 about why trust breaks on teams and what great 00:29:42.619 --> 00:29:45.400 leaders do differently. The biggest reason why 00:29:45.400 --> 00:29:48.880 I chose to crush this subject with him is because 00:29:48.880 --> 00:29:51.599 of the powerful leader that he has been in his 00:29:51.599 --> 00:29:53.900 past as an executive and what he's storming through 00:29:53.900 --> 00:29:56.539 right now as a new leader at the Freeman and 00:29:56.539 --> 00:29:59.740 company real estate, at the real estate company. 00:29:59.759 --> 00:30:02.339 And this company guys last year with four people 00:30:02.339 --> 00:30:04.619 did 200 million in sales. And when you can get. 00:30:04.890 --> 00:30:06.869 behind the scenes and see what's going on at 00:30:06.869 --> 00:30:08.910 organizations like this and learn about their 00:30:08.910 --> 00:30:11.029 operations, their marketing, their sales, their 00:30:11.029 --> 00:30:13.029 leadership, leadership, leadership, leadership. 00:30:13.269 --> 00:30:15.410 I'm not broken. I'm talking about this on purpose. 00:30:15.529 --> 00:30:18.549 I see too many entrepreneurs overlook the value 00:30:18.549 --> 00:30:22.430 of diving into how can I become. a better leader. 00:30:22.529 --> 00:30:24.150 How can I do? And that's exactly why I want to 00:30:24.150 --> 00:30:25.869 end drawing here real quick before I bring him 00:30:25.869 --> 00:30:27.750 back on though, a couple of other resources for 00:30:27.750 --> 00:30:29.569 all of you that I'm also very passionate about. 00:30:29.789 --> 00:30:33.289 One is Dr. Shannon and Dr. Justin Pierce over 00:30:33.289 --> 00:30:35.390 at journey to wellness, journey wellness plan 00:30:35.390 --> 00:30:38.109 .com. These doctors I've known for over eight 00:30:38.109 --> 00:30:40.549 years. They've had three friends, family members, 00:30:40.710 --> 00:30:43.289 friends and family members, three people that 00:30:43.289 --> 00:30:45.730 I sent to them. These are people who did not 00:30:45.730 --> 00:30:48.309 have answers for their health problems. And I 00:30:48.309 --> 00:30:50.829 had heard that Shannon is able to figure things 00:30:50.829 --> 00:30:53.410 out. that most doctors can't. And this isn't 00:30:53.410 --> 00:30:55.750 about magic. It's about the types of tests that 00:30:55.750 --> 00:30:57.269 they are actually willing to run and the fact 00:30:57.269 --> 00:30:59.049 that she's been through health issues herself. 00:30:59.170 --> 00:31:01.029 All three of the people, when I followed up with 00:31:01.029 --> 00:31:04.789 them, raved about the understanding. about the 00:31:04.789 --> 00:31:07.210 gains they had and about what she was able to 00:31:07.210 --> 00:31:09.549 do for their lives. And so I'm not a doctor. 00:31:09.630 --> 00:31:12.089 I can't speak to this from any type of scientific 00:31:12.089 --> 00:31:14.690 background, but I just know that I'm really grateful 00:31:14.690 --> 00:31:16.869 for my family and friends when I meet somebody 00:31:16.869 --> 00:31:18.849 or have somebody who's got something, whether 00:31:18.849 --> 00:31:23.309 it's Crohn's disease or EBV, the Epstein -Barr 00:31:23.309 --> 00:31:25.609 virus. Again, if I hear somebody talk about it, 00:31:25.650 --> 00:31:27.849 I know, okay, I got to introduce him to Shannon. 00:31:27.990 --> 00:31:29.549 I'm going to let her do her thing. So if you 00:31:29.549 --> 00:31:30.849 know somebody who's struggling with that, then 00:31:30.849 --> 00:31:32.190 I hope this becomes a blessing to your life. 00:31:32.750 --> 00:31:34.630 Then there's Jennifer Reed with Practice Makes 00:31:34.630 --> 00:31:37.170 Permanent. Practice Makes Permanent is a company 00:31:37.170 --> 00:31:41.589 that helps with EQ and IQ development. And so 00:31:41.589 --> 00:31:44.789 she's a facilitator for culture. And I think 00:31:44.789 --> 00:31:46.589 most companies these days are starting to realize 00:31:46.589 --> 00:31:48.950 that if you wanna win at the next level. creating 00:31:48.950 --> 00:31:51.069 phenomenal cultures is one of the greatest keys 00:31:51.069 --> 00:31:53.730 that you can dive into. She's got an incredible 00:31:53.730 --> 00:31:55.609 personal story. You're going to want a tissue 00:31:55.609 --> 00:31:57.609 box when you ask her about it. But my friends, 00:31:57.650 --> 00:32:00.130 in the same way that Eddie from Freeman and Company 00:32:00.130 --> 00:32:02.049 realized that, you know what, I need to do some 00:32:02.049 --> 00:32:04.690 deep research with Andrew and really see who 00:32:04.690 --> 00:32:06.609 this person is before I bring them in. And I 00:32:06.609 --> 00:32:08.490 hope that all of you as well, as you're looking 00:32:08.490 --> 00:32:11.950 to bring somebody in, dive deep, do the due diligence 00:32:11.950 --> 00:32:13.930 because you don't want to hire fast and end up 00:32:13.930 --> 00:32:15.250 with somebody who's not great at what they do. 00:32:15.710 --> 00:32:17.950 You want to dive in deep and find out what really 00:32:17.950 --> 00:32:19.910 qualifies these people and realize that once 00:32:19.910 --> 00:32:21.750 you do, you'll see that Jennifer Reed is one 00:32:21.750 --> 00:32:23.029 of the best in the business of being able to 00:32:23.029 --> 00:32:26.079 help you with developing your culture. Then there's 00:32:26.079 --> 00:32:28.000 the Water Project. We don't have an affiliation 00:32:28.000 --> 00:32:29.980 with it, but we do donate to it every single 00:32:29.980 --> 00:32:32.299 month. And it's one of those causes that somebody 00:32:32.299 --> 00:32:34.160 brought up to me, and I didn't really get it 00:32:34.160 --> 00:32:36.240 because I've always had access to clean drinking 00:32:36.240 --> 00:32:38.440 water. I've never been thirsty in my life. But 00:32:38.440 --> 00:32:40.599 as I started to study it and meditate upon it, 00:32:40.619 --> 00:32:42.440 it became one of my favorite passions to talk 00:32:42.440 --> 00:32:44.519 about because I realized there's millions of 00:32:44.519 --> 00:32:46.779 people in this world who don't even have access 00:32:46.779 --> 00:32:48.980 to clean drinking water. And I imagined, what 00:32:48.980 --> 00:32:50.900 would it be like if my kids had to go look for 00:32:50.900 --> 00:32:52.779 water? What would it be like if I had to leave 00:32:52.779 --> 00:32:54.880 work to go find water? And you don't even know 00:32:54.880 --> 00:32:56.759 the source of the water. You might not know how 00:32:56.759 --> 00:32:59.420 to sterilize it, filter it, all that. What a 00:32:59.420 --> 00:33:02.079 dangerous and scary position to be in. And here 00:33:02.079 --> 00:33:05.460 we are. We get to actually donate even just $10 00:33:05.460 --> 00:33:07.359 to one of these projects. You get to choose the 00:33:07.359 --> 00:33:10.500 project and the water project will actually send 00:33:10.500 --> 00:33:12.799 you an email with proof that they completed the 00:33:12.799 --> 00:33:14.880 project and how the community was impacted by 00:33:14.880 --> 00:33:17.539 it. This is going to create generational impact 00:33:17.539 --> 00:33:19.740 for individuals. And you can see the kids on 00:33:19.740 --> 00:33:21.960 my screen right now. They're celebrating water 00:33:21.960 --> 00:33:24.180 stronger than most of our kids celebrate Christmas 00:33:24.180 --> 00:33:26.960 day. It's a very humbling reality. My hope is 00:33:26.960 --> 00:33:28.700 if you don't have the financial means to give 00:33:28.700 --> 00:33:31.079 to this, that you'll simply talk about this over 00:33:31.079 --> 00:33:33.240 lunch or dinner. with some friends or maybe on 00:33:33.240 --> 00:33:35.680 a car trip, just take the time to tell friends 00:33:35.680 --> 00:33:37.200 about it. You never know. You might influence 00:33:37.200 --> 00:33:40.420 somebody to. actually fund several of these projects 00:33:40.420 --> 00:33:43.400 and make a generational impact for hundreds, 00:33:43.500 --> 00:33:45.720 if not thousands of people. So again, thanks 00:33:45.720 --> 00:33:47.720 for joining me on that. If you've got something 00:33:47.720 --> 00:33:49.519 else that you'd like to see us give back to, 00:33:49.660 --> 00:33:51.240 then just drop it in the comments. If you've 00:33:51.240 --> 00:33:53.000 got another cause or a GoFundMe that you're aware 00:33:53.000 --> 00:33:55.400 of, if you drop those in the comments, I'll personally 00:33:55.400 --> 00:33:57.220 take a look at what those causes are. I might 00:33:57.220 --> 00:33:58.900 even talk about it here on the show, but I'll 00:33:58.900 --> 00:34:00.339 do my best to help out. My friends, we've got 00:34:00.339 --> 00:34:02.720 8 billion people to help out. Let's do it together 00:34:02.720 --> 00:34:04.559 and get back to helping each of you. We're going 00:34:04.559 --> 00:34:06.980 to dive in just a little bit further with Andrew 00:34:06.980 --> 00:34:10.139 on leadership. Andrew, again, man, I really appreciate 00:34:10.139 --> 00:34:11.820 you being here today. This has been so awesome 00:34:11.820 --> 00:34:17.840 so far. Fantastic. So we're going to dive into 00:34:17.840 --> 00:34:21.380 one final topic. We're going to dive into talking 00:34:21.380 --> 00:34:25.320 about credibility, alignment, and long -term 00:34:25.320 --> 00:34:28.500 commitment. That's a tough subject to end on. 00:34:29.889 --> 00:34:32.510 If we were to try to boil down a secret sauce 00:34:32.510 --> 00:34:36.449 recipe real fast or some principles for visionaries 00:34:36.449 --> 00:34:39.230 who want to truly build long term, what would 00:34:39.230 --> 00:34:42.530 your final words of wisdom be to them? So, you 00:34:42.530 --> 00:34:45.389 know where I'm going to go with this, the four 00:34:45.389 --> 00:34:48.030 C's. But before I get to that, I'm going to hit 00:34:48.030 --> 00:34:50.010 on those, but I'm going to say something before 00:34:50.010 --> 00:34:53.769 them that I think really ties into almost every 00:34:53.769 --> 00:34:57.309 subject. we've talked about today, that I believe 00:34:57.309 --> 00:35:01.210 whether it's trust, whether it's vision, et cetera, 00:35:01.269 --> 00:35:06.409 it's authenticity. People, if they believe you 00:35:06.409 --> 00:35:09.710 because you're coming from the right place and 00:35:09.710 --> 00:35:13.070 a real place and you're not a storyteller per 00:35:13.070 --> 00:35:16.429 se, you can be a good storyteller, but not that 00:35:16.429 --> 00:35:18.269 you're telling a story, if you know what I'm 00:35:18.269 --> 00:35:20.730 saying, about where you're taking people and 00:35:20.730 --> 00:35:23.769 why. I think authenticity has been one of the 00:35:23.769 --> 00:35:26.349 things. It's a challenge because not everybody 00:35:26.349 --> 00:35:29.409 is down with your authentic style, but you have 00:35:29.409 --> 00:35:31.969 to be courageous enough to believe in it and 00:35:31.969 --> 00:35:35.210 do things the right way and for the right reasons. 00:35:35.329 --> 00:35:37.289 And that authenticity eventually will be understood 00:35:37.289 --> 00:35:41.050 and valued and you'll be a better leader because 00:35:41.050 --> 00:35:43.489 people will follow authentic people. So I want 00:35:43.489 --> 00:35:45.829 to add that. That's key. So four Cs, confidence, 00:35:46.130 --> 00:35:50.199 confidence, commitment, and care. If I was, that's 00:35:50.199 --> 00:35:53.579 been something I've been following as a set of 00:35:53.579 --> 00:35:56.559 principles for probably the last 15 years, half 00:35:56.559 --> 00:35:59.900 of my corporate career, where I strive to be 00:35:59.900 --> 00:36:03.159 competent so that I can be a better leader and 00:36:03.159 --> 00:36:06.280 others will believe that I add value and I'm 00:36:06.280 --> 00:36:09.280 competent for them as well. If I'm competent, 00:36:09.400 --> 00:36:11.980 others will be confident in me and I'll be more 00:36:11.980 --> 00:36:14.820 confident in myself. And then that confidence 00:36:14.820 --> 00:36:18.420 will be a positive confidence. And if I'm committed, 00:36:18.619 --> 00:36:21.840 you know, drive, high energy, they know you're 00:36:21.840 --> 00:36:24.500 there to do the work and you're here for the 00:36:24.500 --> 00:36:26.320 long haul, like you just said, the long term. 00:36:26.739 --> 00:36:28.719 I think that's really important. After you've 00:36:28.719 --> 00:36:31.019 established the confidence, the confidence, people 00:36:31.019 --> 00:36:32.860 want to know you're committed and they believe 00:36:32.860 --> 00:36:35.440 you're in this for the long haul with them. And 00:36:35.440 --> 00:36:36.920 then lastly, you've got to do all that with care 00:36:36.920 --> 00:36:40.280 for people and for your clients and that you 00:36:40.280 --> 00:36:43.110 just genuinely care. and you're coming from the 00:36:43.110 --> 00:36:44.849 right place even when you're delivering hard 00:36:44.849 --> 00:36:47.429 news hard feedback and even performance management 00:36:47.429 --> 00:36:50.110 type stuff people know you care they're much 00:36:50.110 --> 00:36:53.190 more receptive and they're much more likely to 00:36:53.190 --> 00:36:57.409 then themselves be committed confident and they'll 00:36:57.409 --> 00:37:00.309 want to be more competent and get to work Oh 00:37:00.309 --> 00:37:02.510 man, that's huge. Thank you so much, Andrew, 00:37:02.610 --> 00:37:04.829 for all the recipes, the frameworks, the guidance, 00:37:04.889 --> 00:37:06.530 the leadership, the wisdom, and the experience 00:37:06.530 --> 00:37:08.389 that you've blessed us with today. I'm super 00:37:08.389 --> 00:37:11.090 happy about it. I get to learn from you on a 00:37:11.090 --> 00:37:13.809 daily basis. By the way, Vision Pros, you could 00:37:13.809 --> 00:37:16.510 too. There aren't very many people out there 00:37:16.510 --> 00:37:19.389 who are going to take the confident step to just 00:37:19.389 --> 00:37:21.710 call a mentor. to just reach out on LinkedIn 00:37:21.710 --> 00:37:23.630 and connect, but that could be you. You could 00:37:23.630 --> 00:37:26.150 go in to LinkedIn right now, connect with Andrew 00:37:26.150 --> 00:37:28.750 and start a little pen pal session and send him 00:37:28.750 --> 00:37:30.190 an audio clip. He's the type of person that I 00:37:30.190 --> 00:37:33.010 know would take your call. So do it, lean in, 00:37:33.050 --> 00:37:35.130 lean into people who are willing to give and 00:37:35.130 --> 00:37:36.829 go check out what's going on at the Freeman and 00:37:36.829 --> 00:37:39.909 company as well. And Long Beach Island, you know, 00:37:39.949 --> 00:37:42.190 if you're looking for a great place to live, 00:37:42.369 --> 00:37:45.429 then I would not want to be surrounded by Andrew 00:37:45.429 --> 00:37:47.710 and his types of people like him and his neighborhoods. 00:37:47.789 --> 00:37:49.429 He talks about it all the time with me about 00:37:49.429 --> 00:37:51.840 how amazing. I'm like, man, I really like Ecuador, 00:37:51.980 --> 00:37:54.420 but, you know, I really want to check this island 00:37:54.420 --> 00:37:56.940 out at some point, too. So definitely do that. 00:37:57.000 --> 00:37:58.840 And my friends, those of you who want to be on 00:37:58.840 --> 00:38:01.019 the show, there's a button in the top right corner 00:38:01.019 --> 00:38:03.820 on the page. It says VisionProsLive .com. Go 00:38:03.820 --> 00:38:06.119 there and it says be our guest. Click the button. 00:38:06.510 --> 00:38:08.670 Book for your show. You don't have to be a world 00:38:08.670 --> 00:38:10.650 -class leader who's had 30 years of experience 00:38:10.650 --> 00:38:12.630 at some of the best biopharma companies in the 00:38:12.630 --> 00:38:13.969 world. You don't have to be working with one 00:38:13.969 --> 00:38:15.710 of the top real estate companies in the world 00:38:15.710 --> 00:38:18.309 either. You can be starting out your vision. 00:38:18.389 --> 00:38:20.090 We really want you to come on the stage, have 00:38:20.090 --> 00:38:21.690 an opportunity to talk about what you're up to. 00:38:21.949 --> 00:38:24.150 Let's all change the world together. Andrew, 00:38:24.269 --> 00:38:26.250 I really appreciate you being here, man. I want 00:38:26.250 --> 00:38:29.150 to bring you back. We'll come up with topic number 00:38:29.150 --> 00:38:31.869 two so we can come back and explore your depth 00:38:31.869 --> 00:38:33.670 even further. Are you cool with that? I'd be 00:38:33.670 --> 00:38:36.300 honored. Okay, Vision Pros. We'll see you guys 00:38:36.300 --> 00:38:37.579 next time with Andrew. We'll see you guys in 00:38:37.579 --> 00:38:39.639 the next episode as well. I've got somebody in 00:38:39.639 --> 00:38:41.960 the weight room as well, James Kalistra. I've 00:38:41.960 --> 00:38:43.760 got to figure out his last name, but I know he's 00:38:43.760 --> 00:38:46.639 also leading in the podcast space, so he's already 00:38:46.639 --> 00:38:49.059 teed up with a phenomenal guest. Andrew, I've 00:38:49.059 --> 00:38:50.599 got to get you introduced to James later as well. 00:38:50.760 --> 00:38:52.599 And my friends, we'll see you guys all when you 00:38:52.599 --> 00:38:54.179 come on the show, and we'll look forward to your 00:38:54.179 --> 00:38:56.440 comments, your questions. I was about to say 00:38:56.440 --> 00:38:58.139 preguntas in Spanish. We look forward to those 00:38:58.139 --> 00:38:59.820 too, and we'll see you guys in the next episode. 00:38:59.980 --> 00:39:01.800 Bye -bye. Thank you for being here today. I'm 00:39:01.800 --> 00:39:03.539 really happy that you tuned in to Vision Pros 00:39:03.539 --> 00:39:06.510 Live. I'm looking forward to seeing your reactions 00:39:06.510 --> 00:39:09.130 as these episodes continue to move forward. This 00:39:09.130 --> 00:39:11.030 is going to get more and more fun. We'll have 00:39:11.030 --> 00:39:12.869 more and more engagement as well. We'll invite 00:39:12.869 --> 00:39:15.250 people to participate in the show. And thank 00:39:15.250 --> 00:39:17.230 you for giving us your time and attention. Have 00:39:17.230 --> 00:39:19.869 an excellent time building out your vision and 00:39:19.869 --> 00:39:20.949 becoming a vision pro yourself.