WEBVTT

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Welcome back everyone to another episode of the

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C &S podcast. Our guest today is Mitchell Hamilton.

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He is a business owner and a father. Today we

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will discuss the importance of culture within

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a team. Why helping people helps you make more

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money. The sacrifices it takes to raise a family

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and build a business. His advice for young students

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and entrepreneurs. Why work ethic is what makes

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you great. The secret to building a culture of

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ownership. And much more. If you like this show

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and want to support it, the easy way to do that

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is to go ahead and subscribe and then share it

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with someone that you think may enjoy it as well.

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It could be a friend, family member, or on your

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feed, every share makes a difference. Thank you

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so much for your support and enjoy the episode.

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family man, and we met at business school, which

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was great. But I want to lead into you founding

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Three Point Mortgage. We just had a big celebration

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with your logo launch party. And one of the things

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that stood out to me the most was how community

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involved it was. Like everyone there cared about

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the vision. Everyone there. was on board with

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it. Everyone there was really happy to be there.

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It was like, we're doing great stuff. We're going

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to keep doing it. We're going to build it bigger.

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So I'm curious how, if you ever knew that was

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going to happen, the huge community that you

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built, and if so, how did you do that? No, and

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I love it, man, because when we, when I first

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kind of founded it, I took a very, very hard

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approach on making sure that, you know, culture

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is everything to us. Like culture is one of the

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most important things. that we can possibly have

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because it's, you know, um, I don't know if you

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guys have seen this Simon Sinek talk about, uh,

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his time with the Navy seals. Nope. Um, so he

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said, um, you could think of like an X, Y axis

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with like trust and performance and, you know,

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performance, there's a thousand different ways

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to measure it. There's almost no ways to measure

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trust, trust. Um, they basically said it was

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like the, you know, would I trust you this person

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with my wife and kids? Yep. Um, so very easy.

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Nobody wants low performance, low trust. Everybody

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wants high performer, high trust. But what they

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really found in the Seals, the high performer,

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low trust is a toxic team member. So the Navy

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Seals would even take that medium performer,

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high trust, sometimes even low performer, high

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trust over that high performer. So it's, you

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know. That really kind of resonated with me and

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Cassie in our office was the one who, you know,

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when we first kind of launched this, she was,

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gosh, employee number five or number six, something

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like that. And she told me when we were interviewing,

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she was like, you probably said the word culture

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like 12 times in the first hour of our interview.

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And she's like, I couldn't understand what that

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really meant of just like, I guess, like no weirdos

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in the office. Like, what does that really understand?

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Now she kind of says like, it just goes so much

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deeper than, you know, it just having good people

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there. She was like, I even like when everybody

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brings their spouses around, it's just like everybody,

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it just has that energy where it's there. There's

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no assholes in the room. Yep. And it's, that's

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such an amazing thing where it's like, you know,

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we've all, and that was the last piece of Simon

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Sinek where he was just like. every office has

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an asshole. If you don't think they are, you're

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the last hole. And he was like, and then they're

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very, very easy to pick out. He's like, walk

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into it and say, who's the asshole. And everybody

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will point at one person. And it's, we truly

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don't have that here. Um, and that's why I would

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be the asshole. I know, I know. Um, But that's

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why when we have a celebration like that, I mean,

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it's so funny. Like, you know, we were anticipating

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we're like, are we going to have like 50 people

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here? Are we going to have like 60 people? Like,

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crap, what if only like 20 people come? We got

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way too much pizza. And then it turns out we

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ended up having to order pizza like three more

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times. We end up having like over 200 people

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show up, which is, you know, it's so humbling.

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it's just so much fun honestly building this

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and it's um it's almost funny like even you say

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like the energy that we have that you know we

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just put out everybody's been saying i know it's

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the new wave of just saying the aura but it's

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like everybody keeps saying that to us you guys

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have aura yeah we have aura yeah um we were on

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uh sean washington uh uwm it was a funny thing

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like even he was talking to us and he was like

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man like even your guys group out there i met

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you guys out there he's like you guys just have

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a little bit of an aura about you and it's the

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you know i think when you have that big community

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of people that are all bought in on the same

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thing. And there's no assholes in the room. Yep.

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When they talk about aura, that's what it is.

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It's everybody just working their tails off and

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there's no egos. No. Yeah. And everyone wants

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to be involved too. Like even at the party, I

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saw a bunch of people who. don't work for you

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and are somehow connected to three point mortgage.

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And they're like, Oh, I love three point mortgage.

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This is like the best company ever. They do the

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best service. I've never met a team like this,

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which is so cool. And I love it, man. And I appreciate

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you. I appreciate you being a customer. Um, but

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it's like, um, you know, it's not, sometimes

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it is hard to do the right thing, but it's the,

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we just always take that high road always. Sure,

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it costs a lot of money here and there. Taking

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the high road every single time, it's expensive.

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Can you give me some examples of that? Oh, yeah.

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I mean, in our industry, it's very, very easy

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where it's like you quote a client a rate, market

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moves before you have a chance to lock, you go

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to lock, the market shifted, rates are worse.

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Are you going to call the client and be like...

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I'm really sorry. It's going to cost you like

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$4 ,800 more for that lock. Or are you going

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to eat the $4 ,800? That's for us. It's never

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been a question. It's the, you eat the, you eat

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it. It's just, it sucks at times. And one thing

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I've really learned, I know it just comes with

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maturity too, but you know, what does getting

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angry solve? Yeah. Like how does that move our

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vision forward? So it's the, as difficult as

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it can be at times, it's just the. And part of

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that, I'll relay it back to basketball, just

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that you've got to go next shot mode. And it's,

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you know what? It is what it is. You've got to

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move on. No sense in dwelling. It's the you win

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or you learn mentality. And on to the next one.

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What's your experience been like with assholes

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at your company? Thankfully, at my company, we

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don't have any. I truly, truly mean it from top

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to bottom. But at our previous company, you know.

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And not so many assholes. There's egos for sure.

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And ego and asshole is a fine line. The second

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that ego just gets a little bit too untethered,

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you just go straight into asshole. You threaten

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a little bit of the ego. They feel like they're

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being attacked and then it all goes to the wall.

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Exactly. And even my previous shop that I kind

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of grew up in, I don't really think there were

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any assholes in there. Everybody has their own

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quirks. I've definitely heard stories of mortgage

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is a dirty, slimy industry in so many ways. I

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know other companies where you go in there and

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it's a sweatshop almost. You go in a bullpen

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and everybody's just screaming at you until you

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make your calls. If you don't make your 50, 100

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calls, they're just going to ream you and be

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like... You're not a culture fit here. You're

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lazy, whatever it is. And that's what the mortgage

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industry used to be. I don't know if you guys

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are young. I don't know if you've seen The Boiler

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Room. No. Great movie, but that's what a lot

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of sales used to be. It's just like everybody

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in lines of desk, everybody on a headset just

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hammering the phones. Thankfully, I missed that

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part of the industry. Worked a fair amount out

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of a bullpen, but never had to really work with

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an asshole. you know, at least in the mortgage

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space in my previous job. Yeah. There were plenty

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of them, but that was at a gym. Yeah. Yeah, definitely.

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And how, how do you deal with bad hires or people

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who come onto the team and you're like, they're

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not the high performer, high trust that you're

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looking for creating that culture? Well, and

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I think we've really kind of found like, um,

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high performer, high trust, of course, like,

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you know, that's, that's the goal that we want

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all of them. But, you know, we even have, um,

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low performer, high trust that, um, kind of what

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you said, like, they love the company. They bend

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over backwards. They go above and beyond. They

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take on additional responsibilities. It's, you

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know, we have people in our company that maybe

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they're not closing a crazy amount of loans,

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but then all of a sudden, like they just love

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everything we're doing that they chip into other

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kind of places and just help out where they can.

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And it's, that's why it's the, okay, that person

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might not be closing a crazy amount of loans,

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but. Now all of a sudden they're taking on all

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these other duties. That's an invaluable member.

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So it's the way we've really kind of avoided

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bad hires. You've got to put the right people

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in the right seats. That is, I swear, our key

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to everything. That's our secret sauce. Obviously

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when we met I was finishing up my MBA. My partner

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DJ has his PhD in psychology. Josh Dutton, who

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joined us, he's our Colorado state leader. He's

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been in mortgages since like... 1998 or something

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like that. Uh, Calvin Johnson, we call him the

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soul of the company. I mean, he's probably the

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most respected loan officer in Northern Colorado.

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Um, and then Nami Pogen. I mean, he also joined

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us. He's younger, uh, kind of closer to DJ and

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I's age. So we have a good mix mix of kind of

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the, uh, us with our younger energy and our ideas.

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Then we got the old veterans that we give them

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crap for being old, but we love them. Um, But

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we actually have an absurd hiring process where

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it's like the first time we actually had it,

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DJ was actually pushing us to hire somebody.

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And I met with him. I was like, dude, it's a

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no for me. And we kind of had that realization

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that we're like, not all money is good money.

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Like we don't want every loan officer. So then

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it was like a, you know, since we've continued

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hiring and we have a leadership team that we

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meet with our leadership team once a week. and

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anybody that we consider bringing on actually

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has to interview with myself, DJ, Nami, Calvin,

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and Josh. And if one person says no, it's a no.

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Yeah, if one person thinks the culture is bad,

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they're out. Yep. And since we've been doing

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that, I mean, we're knocking on the door of 40

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between employees and contractors right now,

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and there's no assholes in the room. That's amazing.

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It's when you have to go through a five person

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ringer. People have given a shit that they're

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like, that's ridiculous. I'm like, if you think

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it's ridiculous, you're probably not a good fit.

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And you're probably not a good fit. Yeah, definitely.

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But I mean, even in doing so, we actually, we

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turned down a joint venture with a sizable company

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here in Denver. You know, we've turned down quite

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a few people that were like, this just. it's

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not going to be a good culture fit and we won't

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sacrifice the culture for anything because then

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we won't have that same energy that same aura

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going into uh those events like we had last night

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it's like then everybody it just takes one person

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and everybody's walking on eggshells yep once

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once you lose i guess it muddies the waters a

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little bit like i remember talking to to david

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brown about culture and something he always brought

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up was someone who's a bad culture fit is a weed

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and they lower the bar for everyone else and

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weed spread in a garden And your flowers can't

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grow if you don't take out the weeds. So all

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it takes is one and it ruins the entire network.

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That's a great way of putting it. Yep. How do

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you think about business school? You started

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your own business. You also went to business

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school. Do you think it's valuable? Do you think

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people should do it? Do you think it added to

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what you've built now? It's a funny thing. I

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think from a credibility standpoint, it helped.

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Being able to have NBA next to my name. I don't

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have it in my email signature. I can't be that

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guy. But it's being able to... Put it on LinkedIn,

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being able to tell people, you know, when we

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talk about our leadership team, it's yes, I do

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have my MBA. It does have that, like, because

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I am still younger to be a CEO, it's like a,

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okay, maybe this kid actually knows what he's

00:12:53.500 --> 00:12:55.379
doing. And it's, you know, I've been called the

00:12:55.379 --> 00:12:57.500
kid so many times recently because the average

00:12:57.500 --> 00:12:59.580
age of a loan officer is like in their 50s, like

00:12:59.580 --> 00:13:02.460
late 50s. So it's, you know, we are very much

00:13:02.460 --> 00:13:04.620
viewed as like the next generation, the young

00:13:04.620 --> 00:13:06.679
kids coming through disrupting an industry. And

00:13:06.679 --> 00:13:09.269
we're just like. guys like i'm in my 30s like

00:13:09.269 --> 00:13:12.210
i'm in like nearing my mid -30s like i'm almost

00:13:12.210 --> 00:13:14.149
10 years into this business i'm still the kid

00:13:14.149 --> 00:13:22.049
yeah um but yeah man um it's just been fun navigating

00:13:22.049 --> 00:13:26.970
that but business school it's tough it depends

00:13:26.970 --> 00:13:29.950
on the teacher um you know and then we had uh

00:13:29.950 --> 00:13:32.029
our communications teacher you know drier subject

00:13:32.029 --> 00:13:35.740
but she did a fantastic job with it. We had a

00:13:35.740 --> 00:13:39.919
marketing professor that was not great. You know,

00:13:39.940 --> 00:13:42.419
when you have somebody trying to teach executives

00:13:42.419 --> 00:13:46.139
that have never done it, that's why we love Brad.

00:13:46.440 --> 00:13:50.580
Yep. Because he's... done it yep so many times

00:13:50.580 --> 00:13:53.320
over um and we're blessed i mean that's where

00:13:53.320 --> 00:13:55.799
um you know brad is really he's helped us out

00:13:55.799 --> 00:13:57.639
so much i mean that's where uh i don't know if

00:13:57.639 --> 00:13:59.120
you know brad's actually on our advisory board

00:13:59.120 --> 00:14:02.220
yep um yeah so it's um you know blessed to have

00:14:02.220 --> 00:14:05.480
his input so it's learned a lot in his class

00:14:05.480 --> 00:14:07.379
a lot of it was kind of repetitive because so

00:14:07.379 --> 00:14:11.039
much of brad's class was um do the work yep there's

00:14:11.039 --> 00:14:12.480
not enough classes like that where it's like

00:14:12.480 --> 00:14:14.159
we're gonna put you in the situation you're gonna

00:14:14.159 --> 00:14:17.299
do the work yeah um there's still some stuff

00:14:17.299 --> 00:14:20.360
like you know some of the accounting economics

00:14:20.360 --> 00:14:24.379
quantitative analytics it's it's more just in

00:14:24.379 --> 00:14:26.440
my mind it was like a mental exercise maybe part

00:14:26.440 --> 00:14:28.340
of that's just because of the route i have taken

00:14:28.340 --> 00:14:30.399
but i'm just like you know it's kind of like

00:14:30.399 --> 00:14:31.600
when we were talking about math it was just like

00:14:31.600 --> 00:14:34.299
when are you going to ever use this yeah um but

00:14:34.299 --> 00:14:36.440
then one guy actually told me uh soyan shout

00:14:36.440 --> 00:14:40.179
out soy um actually told me um the whole reason

00:14:40.179 --> 00:14:43.200
behind teaching math is just to speed up your

00:14:43.200 --> 00:14:45.950
processor in your brain He's like, that's just

00:14:45.950 --> 00:14:47.889
how you learn how to problem solve. Yeah. That's

00:14:47.889 --> 00:14:49.690
how it's like you might find different ways to

00:14:49.690 --> 00:14:52.370
come to the same solution. Yeah. But just finding

00:14:52.370 --> 00:14:53.889
that those different ways are really kind of

00:14:53.889 --> 00:14:56.090
good after problem solving. Yeah. No, I was having

00:14:56.090 --> 00:14:59.269
that conversation with actually Zeke Cameraman.

00:14:59.529 --> 00:15:02.970
He was we were talking about philosophy and in

00:15:02.970 --> 00:15:05.750
the same principle of learning how to think.

00:15:05.789 --> 00:15:08.669
Yes. Not necessarily what to think. Right. And

00:15:08.669 --> 00:15:11.110
our experience, at least at university, was that

00:15:11.110 --> 00:15:14.840
so many people went in. not having the skill

00:15:14.840 --> 00:15:17.220
of knowing how to critically think, not knowing

00:15:17.220 --> 00:15:19.820
that all this information that's coming at you,

00:15:19.919 --> 00:15:21.740
you can actually take it and disagree with it.

00:15:21.820 --> 00:15:23.840
You don't have to agree with all the information

00:15:23.840 --> 00:15:27.899
that's coming at you. And I think my argument

00:15:27.899 --> 00:15:30.700
for that was philosophy is the foundation for

00:15:30.700 --> 00:15:33.620
learning to think critically, breaking down logical

00:15:33.620 --> 00:15:37.139
problems, and there's not really a focus on how

00:15:37.139 --> 00:15:39.080
to think critically at university. There's just

00:15:39.080 --> 00:15:41.600
not anymore. And it's a shame because I couldn't

00:15:41.600 --> 00:15:44.059
agree more. I mean, you have to be able to think

00:15:44.059 --> 00:15:47.539
outside the box and you have to be able to, you

00:15:47.539 --> 00:15:49.480
know, nobody's, I feel like so many people just

00:15:49.480 --> 00:15:51.899
like that creativity and it's, you know, I'm

00:15:51.899 --> 00:15:55.539
the least artistic person that God has ever made.

00:15:55.679 --> 00:15:58.399
Um, but it's the, you know, being able to find

00:15:58.399 --> 00:16:00.399
creative solutions and think outside the box.

00:16:00.419 --> 00:16:02.120
Like that's where, you know, I've really kind

00:16:02.120 --> 00:16:05.519
of, um, grown in my career is just being able

00:16:05.519 --> 00:16:08.539
to like. There's got to be another way. And just

00:16:08.539 --> 00:16:09.960
constantly having that, well, I'm going to go

00:16:09.960 --> 00:16:11.179
find the way. I'm going to go find it. I'm going

00:16:11.179 --> 00:16:12.600
to do it better. I'm going to do it faster, whatever

00:16:12.600 --> 00:16:15.759
it is. And that's what's kind of led to a lot

00:16:15.759 --> 00:16:18.860
of kind of where we are, just that asking why.

00:16:19.240 --> 00:16:23.220
Yeah. Not enough people ask why. Yeah. Just take

00:16:23.220 --> 00:16:26.080
the information and agree with it wholeheartedly.

00:16:26.679 --> 00:16:29.519
Oh, 100%. Somebody came to us and said, like,

00:16:29.559 --> 00:16:33.799
you know, if they were to want to really kind

00:16:33.799 --> 00:16:36.840
of get on our good side, like. What do DJ and

00:16:36.840 --> 00:16:39.220
I really want our employees to do? And I'm like,

00:16:39.259 --> 00:16:43.059
question everything. Yeah, even what I say. Oh,

00:16:43.059 --> 00:16:45.840
absolutely. The last thing we want in here is

00:16:45.840 --> 00:16:49.259
a yes man. We want people to come in here and

00:16:49.259 --> 00:16:52.279
tell us the way we're doing this is absolutely

00:16:52.279 --> 00:16:54.360
wrong and you have a way to do it better. I'm

00:16:54.360 --> 00:16:57.899
like, we're all ears. We can't wait to find a

00:16:57.899 --> 00:16:59.159
way. Thank you for telling us how to improve.

00:17:00.159 --> 00:17:02.779
That constructive, critical, constructive feedback

00:17:02.779 --> 00:17:04.710
is everything. That's how you get better. yeah

00:17:04.710 --> 00:17:07.750
talk to me about your your i remember you telling

00:17:07.750 --> 00:17:10.049
me about your ethos of helping 10 people every

00:17:10.049 --> 00:17:13.089
day and that was part of how the philosophy of

00:17:13.089 --> 00:17:15.009
how you built your business where'd you learn

00:17:15.009 --> 00:17:18.069
that and why was that the thing you grabbed onto

00:17:18.069 --> 00:17:24.490
um you know it's there it came from a couple

00:17:24.490 --> 00:17:28.509
different things of um When I was trying to kind

00:17:28.509 --> 00:17:29.849
of figure out what I wanted to do when I grew

00:17:29.849 --> 00:17:33.769
up and was working with a startup was like my

00:17:33.769 --> 00:17:38.309
startup went bust. And then you kind of wanted

00:17:38.309 --> 00:17:40.009
to really kind of dive headfirst into lending

00:17:40.009 --> 00:17:42.650
because and at the time, like, you know, when

00:17:42.650 --> 00:17:45.990
I when I very first had to rewind. But when I

00:17:45.990 --> 00:17:48.549
first got into lending, you know, I wasn't making

00:17:48.549 --> 00:17:50.950
a great amount of money. It was, you know, I

00:17:50.950 --> 00:17:53.690
got a twenty eight thousand dollar salary and

00:17:53.690 --> 00:17:57.359
40 basis points, which. 100 basis points is 1%.

00:17:57.359 --> 00:18:01.079
So 40 basis points is 0 .4%. Yeah. So my average

00:18:01.079 --> 00:18:05.500
loan amount my first year was $180 ,000. So at

00:18:05.500 --> 00:18:08.119
40 basis points, I was making like 900 bucks.

00:18:08.319 --> 00:18:12.079
Yep. Not even a thousand. Nope. So it's, you

00:18:12.079 --> 00:18:14.920
know, I found myself just constantly getting

00:18:14.920 --> 00:18:17.599
distracted. You know, I found out about crypto

00:18:17.599 --> 00:18:22.490
in 2016 and I suck. because I'm not retired.

00:18:22.730 --> 00:18:26.130
I bought my first Bitcoin for 600 bucks and I

00:18:26.130 --> 00:18:30.109
bought 100 Ethereum for $600 total and sold it

00:18:30.109 --> 00:18:34.430
because I thought I made out like a bandit. And

00:18:34.430 --> 00:18:36.690
now today, as it's about to break 100 ,000, just

00:18:36.690 --> 00:18:39.230
could not have been more wrong and still have

00:18:39.230 --> 00:18:41.190
some, but wish I would have had retirement money.

00:18:41.710 --> 00:18:44.950
But it was between that, my startup, I went on

00:18:44.950 --> 00:18:46.609
a bender trying to learn how to count cards.

00:18:48.250 --> 00:18:52.369
Say more about that. Yeah, it's Blackjack Apprenticeship

00:18:52.369 --> 00:18:55.809
on YouTube. Amazing. They break it down so well.

00:18:55.910 --> 00:18:57.450
I downloaded their little app. Counting cards

00:18:57.450 --> 00:19:00.789
is actually not that hard. But it's just wildly

00:19:00.789 --> 00:19:04.430
dramatized. So there's still professional card

00:19:04.430 --> 00:19:07.170
counters out there, but it's all about expected

00:19:07.170 --> 00:19:10.109
value. So it's their expected value of return,

00:19:10.329 --> 00:19:14.269
and it's like one unit an hour. So if you're

00:19:14.269 --> 00:19:16.789
betting on a $5 table and you're a perfect professional

00:19:16.789 --> 00:19:19.190
card counter, you will make $5 an hour if you

00:19:19.190 --> 00:19:23.630
never make a mistake. very low it's not the hangover

00:19:23.630 --> 00:19:26.109
yeah it's not you're not making out with 10 million

00:19:26.109 --> 00:19:29.390
dollars and no no the whole and even like uh

00:19:29.390 --> 00:19:31.289
you know love the movie 21 and it's like cool

00:19:31.289 --> 00:19:33.430
if you have a team of people counting at different

00:19:33.430 --> 00:19:35.430
tables and you can bounce to different tables

00:19:35.430 --> 00:19:37.670
and i'm like yeah they wonder how they got caught

00:19:37.670 --> 00:19:39.289
and eventually that whole thing got shut down

00:19:39.289 --> 00:19:41.230
and it's like you know the stories of people

00:19:41.230 --> 00:19:43.309
getting you know dragged in and beat up i'm like

00:19:43.309 --> 00:19:45.289
it's more like we've seen it now where it's like

00:19:45.289 --> 00:19:47.089
they just come up and they're like hey you can't

00:19:47.089 --> 00:19:49.710
raise your bets Or, hey, we don't want you. You're

00:19:49.710 --> 00:19:54.490
too good for us. Get out. But, yeah, just funny,

00:19:54.589 --> 00:19:57.910
man. Went down that rabbit hole. Lost way too

00:19:57.910 --> 00:20:00.390
much time. And then when my startup, it just

00:20:00.390 --> 00:20:02.230
coincided where it was like my startup fell out.

00:20:02.910 --> 00:20:07.450
This was like fall of 2019. I was like, what

00:20:07.450 --> 00:20:08.569
am I going to do for money? And then I looked

00:20:08.569 --> 00:20:10.609
back and now all of a sudden I was making, you

00:20:10.609 --> 00:20:12.990
know, I think I was making like 80, 90, 100 basis

00:20:12.990 --> 00:20:15.349
points depending on. It was like tiered out based

00:20:15.349 --> 00:20:17.210
on how much volume I was closing that month.

00:20:18.620 --> 00:20:22.660
And, um, then all of a sudden my average loan

00:20:22.660 --> 00:20:25.019
amount was like 400 ,000. Yeah. So all of a sudden

00:20:25.019 --> 00:20:27.819
I go from making 900 bucks to 3 ,200, sometimes

00:20:27.819 --> 00:20:30.599
$4 ,000. Okay. Hey, maybe I should actually give

00:20:30.599 --> 00:20:31.940
this lending thing a try that I've been doing

00:20:31.940 --> 00:20:34.779
for like four years. Um, so kind of went head

00:20:34.779 --> 00:20:36.599
first in that, started reading a ton of books.

00:20:36.660 --> 00:20:40.069
Just, you know, I was always kind of, uh, a basher

00:20:40.069 --> 00:20:42.829
of self -help books and kind of self -improvement

00:20:42.829 --> 00:20:46.109
books. And it's funny, our boy Ty, I used to

00:20:46.109 --> 00:20:48.710
say the exact same thing that Ty Silver said

00:20:48.710 --> 00:20:51.730
of, you know, the last book I read was Green

00:20:51.730 --> 00:20:55.130
Eggs and Ham. So stupid. I hate that joke. I

00:20:55.130 --> 00:20:58.190
was so proud of that because I made it through

00:20:58.190 --> 00:21:00.029
college without knowing. And I'm also an auditory

00:21:00.029 --> 00:21:02.210
learner. You know, I'm dyslexic. I have ADHD.

00:21:02.750 --> 00:21:04.809
Having me sit down and read a book, I'm like,

00:21:04.849 --> 00:21:07.049
it's just not going to happen. And even then,

00:21:07.130 --> 00:21:09.849
like listening to an audio book, I'm like, you

00:21:09.849 --> 00:21:12.130
have my attention for four seconds and still

00:21:12.130 --> 00:21:14.089
my brain starts wandering. I'm just like counting

00:21:14.089 --> 00:21:15.849
the dots on the ceiling tile. Thinking about

00:21:15.849 --> 00:21:21.309
your Bitcoin portfolio. Would have been. So it's,

00:21:21.309 --> 00:21:23.750
you know, once I kind of saw that, you know.

00:21:24.089 --> 00:21:25.829
how much money and how much potential there really

00:21:25.829 --> 00:21:28.369
was there. Then it was just the, you know, the

00:21:28.369 --> 00:21:29.970
couple of books I really read, the compound effect,

00:21:30.150 --> 00:21:33.009
the go giver, the four agreements. Um, a lot

00:21:33.009 --> 00:21:34.710
of these books that a lot of had the kind of

00:21:34.710 --> 00:21:37.789
the same mindset and it was just a kind of came

00:21:37.789 --> 00:21:40.109
to that conclusion where it was just a, you know,

00:21:40.109 --> 00:21:42.769
as long as you find a way to help 10 people a

00:21:42.769 --> 00:21:45.089
day, I also boiled it down. It's not the greatest

00:21:45.089 --> 00:21:47.309
thing that people love to hear, but at the end

00:21:47.309 --> 00:21:48.869
of the day, mortgages is just a data business.

00:21:49.630 --> 00:21:51.589
It's, you know, the average American will have

00:21:51.589 --> 00:21:53.970
11 mortgages in their lifetime. people move every

00:21:53.970 --> 00:21:57.529
seven years on average so it's it was more of

00:21:57.529 --> 00:22:01.130
how do i grow my database and have a higher number

00:22:01.130 --> 00:22:04.769
on my database and understanding that like the

00:22:04.769 --> 00:22:06.890
more people in my database the more business

00:22:06.890 --> 00:22:09.109
i will do but how do you make those people not

00:22:09.109 --> 00:22:12.589
feel like a number yeah so it's giving that high

00:22:12.589 --> 00:22:15.190
level of service so that you can continue growing

00:22:15.190 --> 00:22:17.400
that And that's where it really boiled down to

00:22:17.400 --> 00:22:19.279
was it originally started with, like, how do

00:22:19.279 --> 00:22:22.000
I add 10 people to my database every day? And

00:22:22.000 --> 00:22:25.140
then I kind of recreated it to just find a way

00:22:25.140 --> 00:22:27.180
to help 10 people every day and then just had

00:22:27.180 --> 00:22:28.519
that mindset. I'm like, business will take care

00:22:28.519 --> 00:22:31.819
of itself. And then it coincided with property

00:22:31.819 --> 00:22:35.119
tax appeals. So I built my entire foundation

00:22:35.119 --> 00:22:38.619
of my business on property tax appeals. Say more

00:22:38.619 --> 00:22:41.940
about that. In the state of Colorado, every two

00:22:41.940 --> 00:22:43.680
years is a reassessment year. So this next year

00:22:43.680 --> 00:22:45.099
is a reassessment year. So I'm glad you and I

00:22:45.099 --> 00:22:46.519
are talking about it because we'll help you out

00:22:46.519 --> 00:22:49.980
with it. Come January, you're going to get your

00:22:49.980 --> 00:22:52.859
new property tax bill. It's going to go up. You're

00:22:52.859 --> 00:22:54.579
going to call me. You're going to be pissed off.

00:22:54.940 --> 00:22:58.980
Why did my taxes go up? The counties just, they

00:22:58.980 --> 00:23:02.579
cherry pick just the absolute highest comps they

00:23:02.579 --> 00:23:04.819
could possibly find because that's in their best

00:23:04.819 --> 00:23:07.220
interest and you can't hate on them for it. I

00:23:07.220 --> 00:23:10.660
remember I found it because when I bought my

00:23:10.660 --> 00:23:13.700
first home in 2017, I bought it in the window

00:23:13.700 --> 00:23:15.359
for this reassessment period where they just

00:23:15.359 --> 00:23:17.240
use a two -year rolling average to pull comps.

00:23:17.420 --> 00:23:20.359
I bought it for $273 ,000. I get the property

00:23:20.359 --> 00:23:24.039
tax bill, and they billed me for $330 ,000. I

00:23:24.039 --> 00:23:28.140
bought it in the window. What do you mean it's

00:23:28.140 --> 00:23:30.220
$330 ,000? I bought it for $273 ,000 in the window.

00:23:30.400 --> 00:23:32.819
I sent that in. I sent all the appeal work in,

00:23:32.880 --> 00:23:37.039
and they knocked it down to $300 ,000. appalling

00:23:37.039 --> 00:23:39.279
to me um and i called them complaining and they're

00:23:39.279 --> 00:23:40.839
like oh if you don't like it appeal i'm like

00:23:40.839 --> 00:23:43.859
guys you don't understand how petty i am like

00:23:43.859 --> 00:23:46.420
you don't understand how angry i am so it's i

00:23:46.420 --> 00:23:49.039
just started helping everybody i could find appeal

00:23:49.039 --> 00:23:52.059
it um and then with that goal it just ended up

00:23:52.059 --> 00:23:54.059
being this you know it also coincided with we

00:23:54.059 --> 00:23:57.000
did this amazing referral workshop um just learning

00:23:57.000 --> 00:23:59.180
how to ask for open -ended referrals give people

00:23:59.180 --> 00:24:04.619
the time to think yep um So we just started generating

00:24:04.619 --> 00:24:06.559
referrals from tax appeals, just helping people

00:24:06.559 --> 00:24:09.680
blindly. And then we realized you put that much

00:24:09.680 --> 00:24:12.160
good into the world, whether it's God, the karma,

00:24:12.259 --> 00:24:14.220
the universe, the order, whatever you want to

00:24:14.220 --> 00:24:16.640
call it or attribute it to, you just put that

00:24:16.640 --> 00:24:18.160
much good in the world, man. Business will take

00:24:18.160 --> 00:24:22.039
care of itself. It'll come back to you. And then

00:24:22.039 --> 00:24:24.059
it's just continue to grow and grow from there.

00:24:24.240 --> 00:24:27.480
And I know Brad asked me, Brad and Betsy, when

00:24:27.480 --> 00:24:28.740
we were going into the new venture challenge,

00:24:28.859 --> 00:24:31.339
what's your big social mission? Yep. Like, do

00:24:31.339 --> 00:24:34.180
you have a true, like one thing you want to change

00:24:34.180 --> 00:24:36.779
in the world? And I just relayed back. I was

00:24:36.779 --> 00:24:38.359
like, just find a way to help 10 people a day.

00:24:38.460 --> 00:24:41.180
And they were like, no, think bigger. I was like,

00:24:41.259 --> 00:24:43.140
you know, one day we could potentially grow this

00:24:43.140 --> 00:24:46.079
company where we might have a hundred, 200, a

00:24:46.079 --> 00:24:48.539
thousand employees one day. Yep. And if every

00:24:48.539 --> 00:24:50.759
single person here has the mindset of find a

00:24:50.759 --> 00:24:54.759
way to help 10 people a day. That scale. Then

00:24:54.759 --> 00:24:56.420
we'll make some real change on the world. Yep.

00:24:56.519 --> 00:25:00.250
Yep. And how did, I know Brad, Brad, we're talking

00:25:00.250 --> 00:25:02.029
about Bradley Warner. He's an entrepreneurship

00:25:02.029 --> 00:25:06.329
professor at CU Boulder. And he's also exited

00:25:06.329 --> 00:25:08.869
a shit ton of companies. Very, very good entrepreneur.

00:25:09.009 --> 00:25:11.509
But he would, he didn't really believe in the

00:25:11.509 --> 00:25:14.069
vision or the stuff that was going on. How did

00:25:14.069 --> 00:25:18.019
that feel? I love it. Yeah. I love it. It's,

00:25:18.019 --> 00:25:20.539
you know, the same way, you know, I got cut from

00:25:20.539 --> 00:25:23.279
my freshman year. I actually had to transfer

00:25:23.279 --> 00:25:25.140
high schools because I got cut from the basketball

00:25:25.140 --> 00:25:26.880
team. And I was like, but I'm going to play in

00:25:26.880 --> 00:25:28.259
college. And they're like, my man, you're not

00:25:28.259 --> 00:25:31.160
playing C team. So it's I ended up transferring

00:25:31.160 --> 00:25:34.160
from Stanley Lake to random. I just had to continue

00:25:34.160 --> 00:25:35.740
working my way up. I'm just like the walking

00:25:35.740 --> 00:25:39.119
injury case of all injury cases and basketball.

00:25:39.200 --> 00:25:41.079
I think I was meant to be like a world class

00:25:41.079 --> 00:25:43.619
water polo player. Just never basketball. But,

00:25:43.640 --> 00:25:47.920
you know, who wants to play water polo? Treading

00:25:47.920 --> 00:25:51.089
water. I'm like. Shout out to every water polo

00:25:51.089 --> 00:25:53.269
player ever. Can you imagine treading water while

00:25:53.269 --> 00:25:55.390
playing? That's insane. That sounds horrible.

00:25:55.630 --> 00:25:57.470
I remember taking swimming lessons. We had to

00:25:57.470 --> 00:25:59.890
tread water for like five minutes, and I'd be

00:25:59.890 --> 00:26:01.690
there with my head out, just like, oh, please

00:26:01.690 --> 00:26:05.049
end, please end. Yeah, please end. But no, it

00:26:05.049 --> 00:26:07.670
was funny. Like, so, you know, a lot of those

00:26:07.670 --> 00:26:09.750
kind of memories and just emotions came back.

00:26:09.869 --> 00:26:13.529
So I remember, I actually. Actually, Loki kind

00:26:13.529 --> 00:26:16.329
of hit Brad up for some cash. I was like six

00:26:16.329 --> 00:26:19.549
months removed from the program. I had this amazing

00:26:19.549 --> 00:26:22.750
opportunity and put together a slide deck. But

00:26:22.750 --> 00:26:24.829
I walked him through kind of the business model

00:26:24.829 --> 00:26:27.549
where. You know, I showed him, I was like, look,

00:26:27.609 --> 00:26:29.750
we have the chance to bring on this giant team.

00:26:30.109 --> 00:26:34.230
I need like $250 ,000 to buy laptops and three

00:26:34.230 --> 00:26:36.569
months reserves and, you know, all the equipment

00:26:36.569 --> 00:26:39.509
to hire this team. And I was like, but then they're,

00:26:39.509 --> 00:26:41.630
they're full commission employees. So, you know,

00:26:41.650 --> 00:26:44.190
we'll make that money back really quick. And

00:26:44.190 --> 00:26:46.990
I walked him through the business model and he

00:26:46.990 --> 00:26:51.650
just didn't believe this existed. Where now he

00:26:51.650 --> 00:26:53.849
loves it, where he's just cracking up at it.

00:26:55.819 --> 00:26:58.079
yeah he was just like so you're telling me you

00:26:58.079 --> 00:26:59.859
don't have to fund the money yourself you don't

00:26:59.859 --> 00:27:02.740
have to put it up you just you know wholesale

00:27:02.740 --> 00:27:04.980
the mortgage to like united wholesale mortgage

00:27:04.980 --> 00:27:08.059
or one of our other uh investors and he's like

00:27:08.059 --> 00:27:10.839
they pay you at closing and i'm like yeah he's

00:27:10.839 --> 00:27:13.279
like i just there's no way i don't believe that

00:27:13.279 --> 00:27:16.339
there's no chance it's that simple yeah it's

00:27:16.339 --> 00:27:20.319
like I got receipts. We've been operating for

00:27:20.319 --> 00:27:23.920
a while now. It was just funny. Then he told

00:27:23.920 --> 00:27:25.759
me, I'm actually not even allowed to invest.

00:27:27.420 --> 00:27:29.319
It was like he had a one -year cooling off at

00:27:29.319 --> 00:27:32.059
a minimum thing. Protect the students. People

00:27:32.059 --> 00:27:35.440
adore their professor and then they take a sharky

00:27:35.440 --> 00:27:38.940
deal from their professor. The professor now

00:27:38.940 --> 00:27:41.700
owns all their IP, part of their company. They're

00:27:41.700 --> 00:27:45.039
like, wait, I thought you were a good person.

00:27:45.880 --> 00:27:48.559
Exactly. When you're thinking about your journey

00:27:48.559 --> 00:27:52.299
in entrepreneurship, how do you think about the

00:27:52.299 --> 00:27:55.519
way you grew up and what impact that has had

00:27:55.519 --> 00:27:59.180
on your journey? Absolutely. When I grew up,

00:27:59.220 --> 00:28:03.079
I was born in St. Louis. My dad was in the Air

00:28:03.079 --> 00:28:05.670
Force and he was one of the... Probably best

00:28:05.670 --> 00:28:07.470
navigators in the country at the time. He was

00:28:07.470 --> 00:28:10.349
actually navigator for the vice president. He

00:28:10.349 --> 00:28:14.009
actually, the movie Argo with the Iranian hostages.

00:28:14.609 --> 00:28:16.109
I remember calling my dad. I was like, yeah,

00:28:16.130 --> 00:28:17.509
I've been meaning to watch this. Just watch this.

00:28:17.710 --> 00:28:20.210
And he was like, oh, yeah, I was the nav. He

00:28:20.210 --> 00:28:21.970
was like, I actually navigated in and got those

00:28:21.970 --> 00:28:25.390
hostages out. And I was like, how have we never

00:28:25.390 --> 00:28:27.049
talked about this? And that's just who my dad

00:28:27.049 --> 00:28:31.160
is. Love him to death. He's very reserved. Uh,

00:28:31.460 --> 00:28:33.460
you know, once he got out, you know, he got a

00:28:33.460 --> 00:28:35.740
CPA and, you know, worked for quest and century

00:28:35.740 --> 00:28:38.920
link. And, um, so, you know, that was my dad's

00:28:38.920 --> 00:28:40.619
side. My mom's side. My mom was one of the top

00:28:40.619 --> 00:28:42.920
criminal attorneys in the country. Um, and then

00:28:42.920 --> 00:28:46.519
I am the youngest of all my cousins even. So

00:28:46.519 --> 00:28:48.740
I don't even have a cousin. I didn't see a baby

00:28:48.740 --> 00:28:51.720
until I was like 18 years old. Uh, which I know

00:28:51.720 --> 00:28:53.559
for your background, it's like, it's mind blowing.

00:28:53.940 --> 00:28:57.359
Um, but it's, so my conversations, you know,

00:28:57.359 --> 00:28:59.700
even at the dinner table was just much more elevated.

00:28:59.740 --> 00:29:03.940
Like, you know, There was no baby talk ever.

00:29:04.000 --> 00:29:09.039
It was, you know, from a young age. It was just

00:29:09.039 --> 00:29:13.319
a, you know, you know, just much more higher

00:29:13.319 --> 00:29:15.519
level thinking, higher level, you know, conversations.

00:29:15.720 --> 00:29:18.880
And, you know, even then they were just constantly

00:29:18.880 --> 00:29:22.700
pushing me. You know, we didn't know so much

00:29:22.700 --> 00:29:25.759
about ADHD and dyslexia back then. um, in the

00:29:25.759 --> 00:29:27.200
early nineties. But it was like, you know, I

00:29:27.200 --> 00:29:30.220
was in fifth grade doing like 11th grade or I

00:29:30.220 --> 00:29:33.079
was in second grade doing 11th grade math. That's

00:29:33.079 --> 00:29:35.359
crazy. It was doing like college algebra. And

00:29:35.359 --> 00:29:37.400
then when we moved out here to be closer to my

00:29:37.400 --> 00:29:41.660
dad's family, uh, went to public school out here.

00:29:41.859 --> 00:29:44.079
Um, and from third grade to fifth grade, all

00:29:44.079 --> 00:29:48.519
of my test levels went down. Why? Uh, because

00:29:48.519 --> 00:29:50.619
when I was in public school, they were like,

00:29:50.720 --> 00:29:54.700
um, it was dude, it was so bad. Again, I was

00:29:54.700 --> 00:29:58.299
trying to do college algebra in second grade.

00:29:58.599 --> 00:30:00.539
And by the time I'm even hitting fifth grade,

00:30:00.619 --> 00:30:02.440
the first week they were teaching us how to count.

00:30:03.779 --> 00:30:07.099
So as a kid with ADHD, you're like, count how

00:30:07.099 --> 00:30:09.599
many blocks and bricks. I don't know if you remember

00:30:09.599 --> 00:30:11.420
the giant thing that was 100 and then a skinny

00:30:11.420 --> 00:30:14.059
thing for 10. Yeah, I know exactly. Yeah, so

00:30:14.059 --> 00:30:15.920
it's like they'd put that on your desk. They're

00:30:15.920 --> 00:30:17.319
like, look down and see how many it is. I'm like,

00:30:17.420 --> 00:30:20.140
116. They're like, wait for everybody. I'm like.

00:30:20.799 --> 00:30:23.079
what do you mean wait for everybody? It was like

00:30:23.079 --> 00:30:25.279
five minutes goes by and I'm just sitting there

00:30:25.279 --> 00:30:27.319
rocking like, well now I got to do bad shit.

00:30:27.440 --> 00:30:29.099
Yeah. So it's, I just constantly got in trouble

00:30:29.099 --> 00:30:31.299
and you know, grades went down because I was

00:30:31.299 --> 00:30:32.660
like, I don't need to do this homework. Like

00:30:32.660 --> 00:30:35.420
I already know how to do it. Exactly. Why would

00:30:35.420 --> 00:30:39.240
I do it? Um, so then it was like, uh, my parents

00:30:39.240 --> 00:30:41.640
got really pissed off and put me in a Catholic

00:30:41.640 --> 00:30:43.640
school. So that's where I went to Holy Trinity.

00:30:43.720 --> 00:30:47.539
Yep. Um, and where I met my wife, uh, funny enough.

00:30:47.779 --> 00:30:51.490
And yeah, they just, beat the tar off us with

00:30:51.490 --> 00:30:54.150
how much work they piled on to us it was ridiculous

00:30:54.150 --> 00:30:57.869
um because did you go to where did you end up

00:30:57.869 --> 00:31:00.349
going for i went to catholic school to nativity

00:31:00.349 --> 00:31:03.529
nativity that's right that's right um which is

00:31:03.529 --> 00:31:05.190
funny because the holy trinity was closer for

00:31:05.190 --> 00:31:07.230
you at the time wasn't it no because we were

00:31:07.230 --> 00:31:09.490
always in thornton i guess it's about the same

00:31:09.490 --> 00:31:13.130
20 minutes 25 i got you yeah yeah but yeah so

00:31:13.130 --> 00:31:17.079
it's you know Going through it all with just

00:31:17.079 --> 00:31:19.180
my family, it was always just, you know, played

00:31:19.180 --> 00:31:22.339
a lot of board games. It's Love Monopoly. I've

00:31:22.339 --> 00:31:26.180
lost, like, my wife once. I'm, like, 98 and 2

00:31:26.180 --> 00:31:28.779
overall. You're kind of cheating, though. You're

00:31:28.779 --> 00:31:30.880
the real estate professional. It has nothing

00:31:30.880 --> 00:31:33.200
to do with real estate. There's some negotiation,

00:31:33.319 --> 00:31:35.400
but it's funny, man. Like, I realize in hindsight,

00:31:35.539 --> 00:31:38.099
like, looking back on me, like, I probably always

00:31:38.099 --> 00:31:40.019
thought differently than other kids because,

00:31:40.119 --> 00:31:43.910
like, you know, I was... I was probably five,

00:31:44.009 --> 00:31:45.990
six years old playing Monopoly and beating my

00:31:45.990 --> 00:31:51.230
aunts and uncles and parents. I know I've seen

00:31:51.230 --> 00:31:53.109
it where somebody actually broke down the statistically

00:31:53.109 --> 00:31:56.009
best way to play Monopoly. No way you studied

00:31:56.009 --> 00:31:58.730
that. I knew that I could have told you that

00:31:58.730 --> 00:32:01.069
before I even read the article where it was like,

00:32:01.089 --> 00:32:03.210
you know, the oranges are absolutely the best

00:32:03.210 --> 00:32:05.450
monopoly because I was like, man, six, eight,

00:32:05.450 --> 00:32:07.490
nine really seemed to come up a lot more than

00:32:07.490 --> 00:32:09.650
all the other dice number. And it's, then I started

00:32:09.650 --> 00:32:10.829
seeing like, there's a lot of things that send

00:32:10.829 --> 00:32:12.890
you to jail. So that'll, you know, open up that

00:32:12.890 --> 00:32:14.670
six, eight, nine. It's like, there's a lot of

00:32:14.670 --> 00:32:16.769
stuff that send you to go. So the light blues

00:32:16.769 --> 00:32:18.349
giving you that six, eight, nine again, it was

00:32:18.349 --> 00:32:20.269
just, that's how my brain was working when I

00:32:20.269 --> 00:32:22.450
was like five, six years old. And then learning

00:32:22.450 --> 00:32:24.769
that I was like, Holy crap. I'm just doing stats.

00:32:25.069 --> 00:32:27.990
Yeah. Yeah. Like just analyzing data on the fly

00:32:27.990 --> 00:32:30.009
where I'm just like trying to find a way. I'm

00:32:30.009 --> 00:32:32.289
like, how do I get these two monopolies above

00:32:32.289 --> 00:32:35.049
all else? Because anything else is crap compared

00:32:35.049 --> 00:32:39.450
to the oranges. It's just funny, man. So growing

00:32:39.450 --> 00:32:42.970
up, you were always had a weird brain. Hey, I

00:32:42.970 --> 00:32:46.200
had a weird brain, but also had, you know. a

00:32:46.200 --> 00:32:48.960
good family that was just constantly pushing

00:32:48.960 --> 00:32:52.019
the envelope of like, like I said, it wasn't

00:32:52.019 --> 00:32:54.059
normal conversations. It was always very, very

00:32:54.059 --> 00:32:56.720
high level. And just, you know, my parents and

00:32:56.720 --> 00:32:58.299
my brother really pushed me because my brother

00:32:58.299 --> 00:33:02.160
is just insanely smart. Just, um, just a ridiculous

00:33:02.160 --> 00:33:05.099
amount of knowledge in his head. Um, but it's

00:33:05.099 --> 00:33:08.140
the, you know, so it was always just, I don't

00:33:08.140 --> 00:33:09.920
know, other people going to school. It wasn't

00:33:09.920 --> 00:33:12.420
like a, like, like I said, the other thing is

00:33:12.420 --> 00:33:13.759
just having no younger kids. I'm like, there

00:33:13.759 --> 00:33:16.819
was no baby talk. There was no, I felt like so

00:33:16.819 --> 00:33:18.700
much attention was on me because it was just

00:33:18.700 --> 00:33:20.460
like, all right, as soon as we get through this

00:33:20.460 --> 00:33:22.960
one, we're done. We made it. They were like,

00:33:23.039 --> 00:33:24.859
we're just going to max him out. Yeah, exactly.

00:33:25.880 --> 00:33:27.740
Did you know you were going to be an entrepreneur?

00:33:31.059 --> 00:33:37.259
Probably deep down. It's so funny, too. Seeing

00:33:37.259 --> 00:33:38.839
the Hamilton musical, I don't know if you guys

00:33:38.839 --> 00:33:43.119
have, but that whole bit on never being satisfied.

00:33:45.049 --> 00:33:47.930
You know, I can't tell you how much that began

00:33:47.930 --> 00:33:52.390
to resonate and hit me that it was like a, you

00:33:52.390 --> 00:33:55.269
know, I think it was one of the Schuyler sisters

00:33:55.269 --> 00:33:57.809
screaming out at the end of the first act of

00:33:57.809 --> 00:33:59.670
just that, bursting out. It was like, you'll

00:33:59.670 --> 00:34:02.569
never be satisfied. I'm like, ah, just, you know,

00:34:02.569 --> 00:34:05.769
that's me. That it's no matter what I did in

00:34:05.769 --> 00:34:09.010
life, it just was never good enough. It was,

00:34:09.010 --> 00:34:11.539
you know. When I made the freshman basketball

00:34:11.539 --> 00:34:13.519
team, it was like, all right, how do I start

00:34:13.519 --> 00:34:17.559
playing? Then, you know, got cut. So then I transferred.

00:34:17.639 --> 00:34:19.860
I was like, all right, how do I make the C team

00:34:19.860 --> 00:34:21.179
and actually get playing? Then I actually got

00:34:21.179 --> 00:34:23.440
to play. Then it was, all right, how do I make

00:34:23.440 --> 00:34:25.440
JV? Then all of a sudden I was one of the top

00:34:25.440 --> 00:34:27.360
scorers on JV. Then it was like, all right, how

00:34:27.360 --> 00:34:28.820
do I make varsity? I didn't play varsity until

00:34:28.820 --> 00:34:31.360
I was a senior in high school. No day. And even

00:34:31.360 --> 00:34:33.860
then I didn't. I got a concussion two days before

00:34:33.860 --> 00:34:35.820
the first game because I'm the walking injury

00:34:35.820 --> 00:34:39.369
case of all injury cases. Yep. Um, and barely

00:34:39.369 --> 00:34:42.170
got to play as a senior in high school. And all

00:34:42.170 --> 00:34:43.829
I could say was like, God, I gotta find a way

00:34:43.829 --> 00:34:46.829
to still play in college. And just emailed, uh,

00:34:46.989 --> 00:34:49.530
and cold called every single college coach in

00:34:49.530 --> 00:34:55.130
Colorado, uh, until, um, coach at a Otero junior

00:34:55.130 --> 00:34:58.130
college got back to me. Um, and yeah, invited

00:34:58.130 --> 00:35:00.480
me out for a tryout. I don't know what it was.

00:35:00.559 --> 00:35:02.579
It was like pressure makes diamonds, I guess.

00:35:02.760 --> 00:35:05.519
I had a couple different tryouts. Every college

00:35:05.519 --> 00:35:07.420
that I played for, I just tried out. And that

00:35:07.420 --> 00:35:09.579
was always like the best I've ever played was

00:35:09.579 --> 00:35:12.059
in those tryouts for no reason. Just couldn't

00:35:12.059 --> 00:35:14.199
miss a shot. Just playing better than I've ever

00:35:14.199 --> 00:35:16.920
done. So I ended up getting a small scholarship

00:35:16.920 --> 00:35:20.199
to Otero. And then, of course, they saw my knees.

00:35:20.280 --> 00:35:24.079
I ended up having knee surgery. Otero sucked.

00:35:24.320 --> 00:35:25.940
It was so miserable. It was actually the year

00:35:25.940 --> 00:35:30.449
before they won the – junior college national

00:35:30.449 --> 00:35:33.590
championship so i was there i left then they

00:35:33.590 --> 00:35:35.909
won the championship and then all of a sudden

00:35:35.909 --> 00:35:37.690
i go back uh when my little brother -in -law

00:35:37.690 --> 00:35:39.550
i helped him get a scholarship there and the

00:35:39.550 --> 00:35:41.969
entire campus was remodeled new weight room new

00:35:41.969 --> 00:35:44.250
dorms everything they're like yeah it's crazy

00:35:44.250 --> 00:35:45.869
what winning a national championship does it

00:35:45.869 --> 00:35:47.510
brings so much money into the school i'm like

00:35:47.510 --> 00:35:50.670
if only i would have waited um but went out to

00:35:50.670 --> 00:35:54.210
cerritos uh same thing it was just like a how

00:35:54.210 --> 00:35:55.889
do i find a way i just want to get a jersey just

00:35:55.889 --> 00:35:57.630
to be able to say i accomplished that goal and

00:35:57.630 --> 00:36:00.460
played in college yep The second I got the jersey,

00:36:00.579 --> 00:36:02.380
it was like, all right, I've got to find a way

00:36:02.380 --> 00:36:05.360
to get minutes. And then as soon as I started

00:36:05.360 --> 00:36:07.239
getting some minutes, it was just the, I've got

00:36:07.239 --> 00:36:09.239
to find a way to play at a Division II at least.

00:36:09.480 --> 00:36:11.760
And then I got a scholarship to play at Regis.

00:36:11.760 --> 00:36:14.099
Again, walked on to Regis, got a small scholarship,

00:36:14.320 --> 00:36:18.880
mainly academic. But as soon as I got there,

00:36:18.960 --> 00:36:20.380
it was like, all right, I've got to find a way

00:36:20.380 --> 00:36:21.920
to get minutes. I've got to find a way to go

00:36:21.920 --> 00:36:24.460
play overseas. And then my body was like, just

00:36:24.460 --> 00:36:28.230
stop. You have to stop. You know, that same kind

00:36:28.230 --> 00:36:32.250
of mindset, you know, when I started, you know,

00:36:32.250 --> 00:36:35.010
really focusing on originating. I just kept climbing

00:36:35.010 --> 00:36:37.969
and climbing and climbing. And, you know, I hit

00:36:37.969 --> 00:36:40.610
the top whatever 1%, the Scotsman guy. I don't

00:36:40.610 --> 00:36:44.090
know what exactly percent I was. But, you know,

00:36:44.090 --> 00:36:47.090
had a really great year, couple years, really

00:36:47.090 --> 00:36:50.190
built up. And I'm just not a money -driven person.

00:36:51.389 --> 00:36:53.710
It's, you know, clearly I wear very fancy labels.

00:36:54.030 --> 00:36:55.869
Just the Nike Outlet store next to me. I love

00:36:55.869 --> 00:36:59.409
it. But it's the, you know, it was just always

00:36:59.409 --> 00:37:02.929
trying to climb and see that next level, just

00:37:02.929 --> 00:37:05.630
trying to level up at all times. So it's, you

00:37:05.630 --> 00:37:08.510
know, when I hit the Scotsman Guide and I told

00:37:08.510 --> 00:37:11.789
my former mentor that, you know, if he had hired

00:37:11.789 --> 00:37:14.989
me, because I didn't know what credit was, I

00:37:14.989 --> 00:37:17.050
had 10 different mortgage companies turn me down.

00:37:17.510 --> 00:37:20.530
I tried to actually go work for BBVA and they

00:37:20.530 --> 00:37:22.829
said, you have the personality and the acumen

00:37:22.829 --> 00:37:26.599
of a CEO. So we can't hire you to be a loan officer.

00:37:26.940 --> 00:37:29.059
The lowest level we can hire you is a branch

00:37:29.059 --> 00:37:31.599
manager. I was like, okay, cool. I'll take that.

00:37:31.659 --> 00:37:33.019
I'll figure it out. And they're like, yeah, you

00:37:33.019 --> 00:37:36.480
need two years experience. I'm like, start me

00:37:36.480 --> 00:37:38.340
as a receptionist. Start me as a janitor. I'll

00:37:38.340 --> 00:37:40.840
work my way up. I have no fear of that. I have

00:37:40.840 --> 00:37:43.659
no fear of hard work. And they just refused to

00:37:43.659 --> 00:37:47.320
hire me. And so he took a chance on me. I told

00:37:47.320 --> 00:37:49.340
him, you know, if you take a chance on me, I

00:37:49.340 --> 00:37:51.500
don't know how you measure anything in this industry,

00:37:51.579 --> 00:37:54.719
but I'll break every record you have. Um, and

00:37:54.719 --> 00:37:56.159
then it was a crazy thing. It was actually our

00:37:56.159 --> 00:38:00.079
Christmas party. Um, uh, he announced that I

00:38:00.079 --> 00:38:02.760
broke every record that they had, uh, highest

00:38:02.760 --> 00:38:06.099
volume, highest units, everything. And it was

00:38:06.099 --> 00:38:11.239
the most empty deflating moment imaginable because

00:38:11.239 --> 00:38:14.880
I set that massive goal out for myself and then

00:38:14.880 --> 00:38:18.219
it was gone. Yeah. You had nothing left to, to

00:38:18.219 --> 00:38:21.989
beat. No, no goal to beat. There's just nothing.

00:38:22.210 --> 00:38:24.269
So then I asked him, I was like, what's next?

00:38:25.369 --> 00:38:27.969
I've always had that very clear vision of what

00:38:27.969 --> 00:38:30.429
the next level is. So if there's no next level,

00:38:30.489 --> 00:38:33.170
what do I do here? And he's like, you beat it

00:38:33.170 --> 00:38:36.050
again. You do it again. You prove it wasn't a

00:38:36.050 --> 00:38:40.070
fluke. I'm like, no. I know it wasn't a fluke,

00:38:40.070 --> 00:38:45.590
so no. That was such a struggle for me. That's

00:38:45.590 --> 00:38:49.369
why I think about how hard it is for professional

00:38:49.369 --> 00:38:52.650
athletes to repeat as champions. You just accomplished

00:38:52.650 --> 00:38:55.769
a life goal. There's nothing higher than that.

00:38:57.070 --> 00:38:59.869
And you're supposed to just go do it again. You're

00:38:59.869 --> 00:39:02.610
like, I already did it. It's the next level.

00:39:02.909 --> 00:39:05.170
That's why the Spurs, I don't know if you know

00:39:05.170 --> 00:39:07.190
this, the whole Tim Duncan, Ginobili, Parker,

00:39:07.329 --> 00:39:12.579
they never won back -to -back. It's crazy. So

00:39:12.579 --> 00:39:15.280
I knew I was getting to that point where I needed

00:39:15.280 --> 00:39:18.599
to find that next step of, like, I have to level

00:39:18.599 --> 00:39:21.519
up. I have to keep growing. Otherwise, I just

00:39:21.519 --> 00:39:25.340
can't stay still. So I knew I was going to do

00:39:25.340 --> 00:39:27.199
something else. And, you know, they pushed me

00:39:27.199 --> 00:39:29.039
to be a branch manager. They showed me behind

00:39:29.039 --> 00:39:31.139
the curtain. I took a couple recruiting meetings.

00:39:31.699 --> 00:39:33.420
I talked to, like, probably eight or ten different

00:39:33.420 --> 00:39:36.659
mortgage companies. And honestly, like, just

00:39:36.659 --> 00:39:42.799
the amount of greed in this industry was... disgusting

00:39:42.799 --> 00:39:47.719
appalling uh the lack of transparency um it was

00:39:47.719 --> 00:39:52.659
just it was horrible to see yeah um and that's

00:39:52.659 --> 00:39:54.119
where i just had this vision where i was like

00:39:54.119 --> 00:39:57.840
you know i can do it better yeah um and it was

00:39:57.840 --> 00:40:00.360
funny it was actually uh everybody thinks it's

00:40:00.360 --> 00:40:01.960
a basketball thing that i named a three -point

00:40:01.960 --> 00:40:03.559
mortgage was actually our insurance agent that

00:40:03.559 --> 00:40:08.130
named us why So, I was trying for, like, two

00:40:08.130 --> 00:40:10.309
weeks to name the company. And, again, least

00:40:10.309 --> 00:40:12.590
creative person on earth. So, I'm, like, just

00:40:12.590 --> 00:40:15.769
Googling, like, names. Like, I could not think

00:40:15.769 --> 00:40:18.250
of anything. The mortgage company. Yes. Something.

00:40:18.309 --> 00:40:20.889
We actually have, like, one of our vendors, the

00:40:20.889 --> 00:40:23.690
licensing store. Oh, God. Shout out Ryan Kinch.

00:40:24.329 --> 00:40:27.909
The loan store. Shout out John Lally. It's, you

00:40:27.909 --> 00:40:29.309
know, it's too funny, like, seeing everybody

00:40:29.309 --> 00:40:32.389
struggles with names. So, I was sitting there

00:40:32.389 --> 00:40:35.639
talking to my insurance agent, Alex. And he's

00:40:35.639 --> 00:40:36.860
like, well, what do you want this company to

00:40:36.860 --> 00:40:39.380
be about? I was like, honesty and transparency.

00:40:39.559 --> 00:40:41.619
Because what I went through, seeing the back

00:40:41.619 --> 00:40:44.059
end of mortgages, seeing the greed, seeing the

00:40:44.059 --> 00:40:47.679
lack of transparency, seeing it all, it infuriated

00:40:47.679 --> 00:40:50.239
me. So then it was the, I was like, I've always

00:40:50.239 --> 00:40:52.190
built my thing on like, right? Help 10 people

00:40:52.190 --> 00:40:54.250
a day. Give a higher service. Just be better.

00:40:54.309 --> 00:40:57.429
Give a better service than anyone. I also learned

00:40:57.429 --> 00:40:59.530
that you give high service because you're selling

00:40:59.530 --> 00:41:02.949
ridiculously high rates. So you have to give

00:41:02.949 --> 00:41:04.889
a high service because if they focus on the rate,

00:41:05.030 --> 00:41:09.570
you lose. So it was just a crazy thing that didn't

00:41:09.570 --> 00:41:11.449
realize that's why I was giving such a high service

00:41:11.449 --> 00:41:13.250
and trained on it. And I was like, and then we're

00:41:13.250 --> 00:41:14.989
going to be like brokers. So we're going to be

00:41:14.989 --> 00:41:17.119
really cheap. And he was like, cool. Don't say

00:41:17.119 --> 00:41:20.199
cheap. He's like, you say value. He's like, call

00:41:20.199 --> 00:41:21.880
a three -point mortgage. Get a good triangle

00:41:21.880 --> 00:41:23.940
logo. Throw honesty, service, and value as a

00:41:23.940 --> 00:41:26.460
tagline at the bottom. Call it good. He's like,

00:41:26.500 --> 00:41:28.480
plays on your basketball background. He's like,

00:41:28.559 --> 00:41:30.199
get some good blue color because that's good

00:41:30.199 --> 00:41:32.739
for financial institutions. Like, this isn't

00:41:32.739 --> 00:41:35.579
hard. I was like, dude, slow down. I'm writing.

00:41:35.780 --> 00:41:39.760
And then sure enough, there's the logo. We got

00:41:39.760 --> 00:41:43.199
on Fiverr. And designed it with Fiverr? Yeah,

00:41:43.219 --> 00:41:46.090
yeah, yeah. Went straight to Fiverr. We went

00:41:46.090 --> 00:41:49.349
to like, I think we contracted like 15 different

00:41:49.349 --> 00:41:53.889
graphic artists. So is there 15 logos somewhere?

00:41:54.610 --> 00:41:57.889
Yeah, yeah. In a folder. God, they're bad. So

00:41:57.889 --> 00:42:01.030
bad. So it's, you know, just kept going with

00:42:01.030 --> 00:42:02.809
different iterations until we found the one that

00:42:02.809 --> 00:42:04.269
we dialed in on. And we were just like, we always

00:42:04.269 --> 00:42:05.349
kind of thought it was like, you know, it was

00:42:05.349 --> 00:42:08.710
okay. It was a placeholder. And then once a DJ

00:42:08.710 --> 00:42:11.530
finally came, he was like, all right, the second

00:42:11.530 --> 00:42:13.949
we have money, I'm going to go redo the logo.

00:42:15.010 --> 00:42:17.550
It was like, again, me being the least creative

00:42:17.550 --> 00:42:19.449
person, I was like, you know what? I think it's

00:42:19.449 --> 00:42:21.590
best if you just keep me out of it. I'm like,

00:42:21.670 --> 00:42:24.469
as long as you get something like a coin that

00:42:24.469 --> 00:42:25.969
you can put on a hat or something, because we

00:42:25.969 --> 00:42:27.329
tried to put this logo on there. I was like,

00:42:27.349 --> 00:42:30.440
it's just a random triangle. Okay, something

00:42:30.440 --> 00:42:32.059
that relays back to the brand that we could put

00:42:32.059 --> 00:42:33.780
on a hat, put on a coin, something like that,

00:42:33.860 --> 00:42:35.320
and then whatever you want. So I think you did

00:42:35.320 --> 00:42:36.820
a fantastic job. I mean, you've seen the new

00:42:36.820 --> 00:42:38.320
rebranded. What are your thoughts? It looks way

00:42:38.320 --> 00:42:41.119
better than this. It looks way better. Way better.

00:42:41.599 --> 00:42:46.460
Luke Peach was the designer that we brought on.

00:42:46.659 --> 00:42:49.579
He just did such an amazing job. Yeah. You were

00:42:49.579 --> 00:42:52.119
talking about never being satisfied with your

00:42:52.119 --> 00:42:56.260
goals. Like you hit one, none to the next. Do

00:42:56.260 --> 00:42:58.940
you ever get worried that you'll just like...

00:42:58.989 --> 00:43:01.409
beyond this continuous cycle of breaking goals

00:43:01.409 --> 00:43:04.969
and and not necessarily being satisfied with

00:43:04.969 --> 00:43:07.329
any of them you know it's uh it is a dangerous

00:43:07.329 --> 00:43:11.570
thing um because i know um You know, I've gotten

00:43:11.570 --> 00:43:13.269
to know Matt Ishby a little bit. You know, we've

00:43:13.269 --> 00:43:15.849
traded some emails. We've gotten to talk briefly.

00:43:16.050 --> 00:43:18.369
But, you know, a lot of him, everything I hear

00:43:18.369 --> 00:43:22.690
from him, we're very, very similar. And shout

00:43:22.690 --> 00:43:24.690
out to Matt for signing my Nuggets championship

00:43:24.690 --> 00:43:29.090
banner. It's a funny story, but it's, you know,

00:43:29.090 --> 00:43:31.269
he had that same kind of mindset where it's the,

00:43:31.449 --> 00:43:33.750
you know, even when I was just out there this

00:43:33.750 --> 00:43:36.210
last week, he was like, he wants brokers to dominate

00:43:36.210 --> 00:43:37.909
because we are so much better for the consumer

00:43:37.909 --> 00:43:40.510
at the end of the day. He's like, you know, right

00:43:40.510 --> 00:43:43.489
now brokers only actually have 24 % of the market.

00:43:44.050 --> 00:43:46.250
It's all retail. It's all retail and correspondent

00:43:46.250 --> 00:43:49.130
lending. So he's like, I want to push that boundary

00:43:49.130 --> 00:43:53.530
to, you know, 25%. The second we have 25%, he's

00:43:53.530 --> 00:43:55.429
like, I'll do the small celebration in the world.

00:43:55.469 --> 00:43:56.409
And the back is, all right, how do we get to

00:43:56.409 --> 00:43:59.750
30 %? Yep. It's like, and then what's your goal?

00:43:59.789 --> 00:44:00.889
He's like, then we'll be like, well, how do we

00:44:00.889 --> 00:44:04.010
get to 50 %? And it's that same mindset where

00:44:04.010 --> 00:44:06.739
it is like, you know, I think. People like him,

00:44:06.800 --> 00:44:08.739
people like myself, and, you know, I'm honored

00:44:08.739 --> 00:44:11.719
to even, you know, I'm a humble person, so I

00:44:11.719 --> 00:44:14.320
don't like my ego. I don't want to have an ego.

00:44:14.420 --> 00:44:16.380
So it's like even trying to compare myself to

00:44:16.380 --> 00:44:18.599
him when he's done so much, you know, just an

00:44:18.599 --> 00:44:21.000
idle mentor of mine that I'll just look up to

00:44:21.000 --> 00:44:23.500
him. You know, but even kind of saying that we

00:44:23.500 --> 00:44:25.159
have those same characteristics and those same

00:44:25.159 --> 00:44:27.199
traits that it's like, I know we're going to

00:44:27.199 --> 00:44:30.690
do something big with this company because. I

00:44:30.690 --> 00:44:33.610
eat, sleep, breathe. The second I wake up, I'm

00:44:33.610 --> 00:44:36.190
working. Before I go to sleep, I have to fall

00:44:36.190 --> 00:44:38.670
asleep to the office or Parks and Rec, something

00:44:38.670 --> 00:44:40.809
to occupy my brain because I'm just thinking

00:44:40.809 --> 00:44:45.510
about work. I think it is just going to continue

00:44:45.510 --> 00:44:48.929
growing and growing and growing. I don't think

00:44:48.929 --> 00:44:51.349
that's why I set my next goal on the moon. My

00:44:51.349 --> 00:44:53.789
goal is to build the company big enough to buy

00:44:53.789 --> 00:44:57.000
the Denver Nuggets. You know, it's funny because

00:44:57.000 --> 00:44:59.239
when I set that goal, it was like because I love

00:44:59.239 --> 00:45:02.659
NBA 2K. And I was always like, I can take over

00:45:02.659 --> 00:45:04.599
the Nuggets and win a championship. So then me

00:45:04.599 --> 00:45:06.639
getting to be there and watch them win it live

00:45:06.639 --> 00:45:10.440
in person, I had an existential crisis because

00:45:10.440 --> 00:45:11.900
I was like, oh my God, they did it without me.

00:45:12.099 --> 00:45:14.000
I can't do it anymore. The goal is gone. What

00:45:14.000 --> 00:45:16.739
is life? My goal is meaningless. So it's like

00:45:16.739 --> 00:45:18.360
I still want to, maybe I'll buy the Hornets and

00:45:18.360 --> 00:45:19.619
try and turn them around. I'm like, I'm better

00:45:19.619 --> 00:45:22.000
than Jordan at running a team. Yeah, yeah. Something

00:45:22.000 --> 00:45:25.719
like that. But, you know, it truly is. Like,

00:45:25.760 --> 00:45:27.920
you know, I feel like I really had to put that

00:45:27.920 --> 00:45:31.659
ridiculous of a goal out there so that, you know,

00:45:31.679 --> 00:45:35.500
I have something to chase. And it's crazy that,

00:45:35.539 --> 00:45:37.340
you know, that goal's on the moon, but it still

00:45:37.340 --> 00:45:41.420
feels attainable to me. I think, you know, I

00:45:41.420 --> 00:45:44.940
really think, you know, you give us 10, 15 years,

00:45:45.059 --> 00:45:47.519
I think that's kind of the timeline. And Matt

00:45:47.519 --> 00:45:49.300
Ishby, I mean, he bought the Phoenix Suns cash

00:45:49.300 --> 00:45:52.679
at 44 years old. Yeah. It's going to be you.

00:45:53.260 --> 00:45:56.460
If he can do it, why not me? You just got to

00:45:56.460 --> 00:46:00.000
work harder. And how are you able to do all of

00:46:00.000 --> 00:46:02.440
this while also raising a family? You're going

00:46:02.440 --> 00:46:05.519
to buy a basketball team and you have a few kids,

00:46:05.559 --> 00:46:08.840
a wife, working all the time. The most understanding,

00:46:09.139 --> 00:46:12.900
patient, and loving wife God has ever created.

00:46:15.479 --> 00:46:18.539
And we have such a good balance. I mean, we've

00:46:18.539 --> 00:46:21.900
taken more of a traditional role where, you know,

00:46:21.920 --> 00:46:25.340
she does do a lot of, you know, raising the kids.

00:46:25.420 --> 00:46:30.239
She worked her ass off to graduate from Regis

00:46:30.239 --> 00:46:33.619
with her BSN. And, you know, it took her six

00:46:33.619 --> 00:46:35.280
years to do it the same way, you know, it took

00:46:35.280 --> 00:46:38.219
me six years to get my bachelor's degree. She

00:46:38.219 --> 00:46:40.260
graduated at the top of her class and passed

00:46:40.260 --> 00:46:43.579
the NCLEX on the first try. There's a big need

00:46:43.579 --> 00:46:47.920
for bilingual nurses. I know if she wanted to

00:46:47.920 --> 00:46:49.539
go make six figures tomorrow, she can go make

00:46:49.539 --> 00:46:51.239
six figures, but she's choosing to stay home

00:46:51.239 --> 00:46:54.639
with our kids. I'm so grateful for that. We'll

00:46:54.639 --> 00:46:56.159
always be grateful for that because it's the

00:46:56.159 --> 00:46:58.039
who better to raise their kid than their mom

00:46:58.039 --> 00:47:02.519
or their dad. She just has such a level of patience

00:47:02.519 --> 00:47:05.730
with the boys. Um, I know I don't have, she's

00:47:05.730 --> 00:47:08.389
such a better parent than me. Um, I can't wait

00:47:08.389 --> 00:47:10.150
until like, because again, I was never around

00:47:10.150 --> 00:47:12.730
kids. So it's, it's all so foreign to me, but,

00:47:12.789 --> 00:47:15.670
uh, I can't wait for kids to be, you know, like

00:47:15.670 --> 00:47:17.909
when Derek is five or Damien's five and we can

00:47:17.909 --> 00:47:20.130
actually like play a board game. Yep. I'm going

00:47:20.130 --> 00:47:22.650
to beat the crap out of them until they beat

00:47:22.650 --> 00:47:26.070
you. It'll never happen. It's, it'll never happen.

00:47:26.329 --> 00:47:29.929
Uh, But even like we play basketball now in our

00:47:29.929 --> 00:47:31.610
little mini hoop in the living room, and it's

00:47:31.610 --> 00:47:33.849
like Sander gets mad at me because I've like

00:47:33.849 --> 00:47:36.050
blocked Eric nonstop. I just won't let him score,

00:47:36.190 --> 00:47:39.909
and he's just throwing a tantrum, and I'm just

00:47:39.909 --> 00:47:41.849
like laughing at him, dribbling around him, dunking

00:47:41.849 --> 00:47:45.650
him. He just gets so angry, and I love it. And

00:47:45.650 --> 00:47:46.769
Sander's like, you're going to make him hate

00:47:46.769 --> 00:47:49.510
it. I'm like, no. He keeps coming back. Yep.

00:47:50.070 --> 00:47:53.650
I'm like, I recognize that in him. He's getting

00:47:53.650 --> 00:47:56.070
his ass kicked, but he keeps coming back. Yep.

00:47:56.480 --> 00:47:58.699
He's got that competitive edge. He does. Yeah.

00:47:58.820 --> 00:48:01.000
So it's, I can't wait. It's going to flourish.

00:48:01.059 --> 00:48:02.820
We tried T -ball. It was the worst experience

00:48:02.820 --> 00:48:04.760
imaginable. Like he just didn't want to go on

00:48:04.760 --> 00:48:09.619
the field. It was like, like. And herding sheep

00:48:09.619 --> 00:48:12.199
doesn't begin to describe because I think herding

00:48:12.199 --> 00:48:13.920
sheep would be easier than three -year -old T

00:48:13.920 --> 00:48:17.059
-ball. It was so bad. It was cute as hell and

00:48:17.059 --> 00:48:20.380
it was funny. But yeah, once kids are a little

00:48:20.380 --> 00:48:21.900
bit older, I'm so excited to spend more time

00:48:21.900 --> 00:48:23.519
with them. And that's where we kind of looked

00:48:23.519 --> 00:48:25.019
at it right now. Like these are the grind years

00:48:25.019 --> 00:48:27.380
where it's, you know, this is a chance to really

00:48:27.380 --> 00:48:29.039
kind of lay the foundation and continue to build.

00:48:29.079 --> 00:48:31.219
And that's the craziest part, man, is now like.

00:48:31.710 --> 00:48:34.929
We brought DJ coming on as my president, Josh

00:48:34.929 --> 00:48:37.070
and Nami and Calvin coming on. Now Galena just

00:48:37.070 --> 00:48:39.250
came on as our director of business development.

00:48:40.610 --> 00:48:43.809
It's growing without me. I don't have to be the

00:48:43.809 --> 00:48:45.769
main engine. I don't have to be the main driver.

00:48:45.929 --> 00:48:48.610
We laid such a foundation. And now that we have

00:48:48.610 --> 00:48:53.469
Connor, who is just a machine, we've just been

00:48:53.469 --> 00:48:57.519
so blessed to build this amazing team. I think

00:48:57.519 --> 00:49:00.199
if I were to stop and step away for six months,

00:49:00.260 --> 00:49:02.940
I'd come back and the company grew. So then it's

00:49:02.940 --> 00:49:04.780
just a scary thing when it's like, you know,

00:49:04.820 --> 00:49:07.440
if I'm pouring all myself in and everybody's

00:49:07.440 --> 00:49:09.519
pouring all themselves in, how fast are we really

00:49:09.519 --> 00:49:11.980
going to grow this thing? And it's all just the

00:49:11.980 --> 00:49:13.360
same thing based on word -of -mouth referrals.

00:49:13.980 --> 00:49:16.860
You know, we've grown to the size we are. Not

00:49:16.860 --> 00:49:19.119
one person in this company has ever made one

00:49:19.119 --> 00:49:22.099
outbound call trying to recruit somebody to the

00:49:22.099 --> 00:49:25.139
company. All 100 % word -of -mouth referrals.

00:49:26.480 --> 00:49:29.820
What have you learned about human psychology,

00:49:29.940 --> 00:49:32.619
about people being on the phone all the time,

00:49:32.619 --> 00:49:38.400
selling? Yeah, it's a funny thing that I think

00:49:38.400 --> 00:49:41.250
any good salesperson... Even when you and I are

00:49:41.250 --> 00:49:44.190
having a conversation on the phone, I picture

00:49:44.190 --> 00:49:46.510
you and I picture what you're doing on the phone.

00:49:46.769 --> 00:49:49.630
You said high empathy always. You have to really

00:49:49.630 --> 00:49:51.570
kind of put yourself in their shoes. I mean,

00:49:51.570 --> 00:49:53.889
that's what the good salespeople do. It has nothing

00:49:53.889 --> 00:49:56.349
to do with, you know, sell me this pen crap.

00:49:56.730 --> 00:50:00.400
It's the, you know. You've got to get deep with

00:50:00.400 --> 00:50:02.579
them. You've got to be able to figure out what

00:50:02.579 --> 00:50:04.500
their goals are, who they are as people, what

00:50:04.500 --> 00:50:06.019
are they trying to accomplish, what are their

00:50:06.019 --> 00:50:08.019
motivations, what are their hesitations, and

00:50:08.019 --> 00:50:11.239
really go deep in trying to understand how can

00:50:11.239 --> 00:50:13.820
you help this person. It has nothing to do with

00:50:13.820 --> 00:50:16.480
selling. When you truly kind of focus on that,

00:50:16.579 --> 00:50:18.519
and the same way we translate it to employees,

00:50:18.679 --> 00:50:23.659
where it's like there's so many other shops and

00:50:23.659 --> 00:50:26.780
mortgage companies that they want everybody to

00:50:26.780 --> 00:50:29.440
be a $100 million producer. which is great for

00:50:29.440 --> 00:50:31.539
the company, but what if they don't want to be

00:50:31.539 --> 00:50:34.699
a $100 million producer? We have people in our

00:50:34.699 --> 00:50:38.760
office where it's like, Cassie, we love Cassie.

00:50:38.780 --> 00:50:40.559
She doesn't want to be a $100 million producer

00:50:40.559 --> 00:50:42.719
and work 80 hours a week. That's not her goals.

00:50:43.340 --> 00:50:47.719
She loves being an amazing mom, being an amazing

00:50:47.719 --> 00:50:51.179
wife, going to church and being involved in her

00:50:51.179 --> 00:50:54.039
community and her faith, and work comes after

00:50:54.039 --> 00:50:57.139
all of that. So if we were to try and turn her

00:50:57.139 --> 00:50:58.820
into a $100 million producer, how's that going

00:50:58.820 --> 00:51:02.199
to go? Horribly. So that's what we've really

00:51:02.199 --> 00:51:05.099
found is that going back to the Simon Sinek,

00:51:05.280 --> 00:51:08.639
we'd rather have the high trust for everything.

00:51:08.780 --> 00:51:11.519
And regardless of what your kind of production

00:51:11.519 --> 00:51:15.059
is, if you're profitable, even a few dollars

00:51:15.059 --> 00:51:16.780
to the company, but you're high trust, you're

00:51:16.780 --> 00:51:18.940
good for the culture, we're like, you have a

00:51:18.940 --> 00:51:22.059
place here. It has nothing to do with just, you

00:51:22.059 --> 00:51:24.639
know. demanding everybody be these ridiculous

00:51:24.639 --> 00:51:29.679
high performers. I was sat with Philip Folsom,

00:51:29.760 --> 00:51:33.519
and he was talking about having a shared mission,

00:51:33.699 --> 00:51:36.800
shared vision, shared values, and how all of

00:51:36.800 --> 00:51:38.800
those have to be aligned within an organization,

00:51:38.980 --> 00:51:41.159
within a family. And what you're talking about

00:51:41.159 --> 00:51:43.679
goes along with that same line of thinking, which

00:51:43.679 --> 00:51:46.719
is, oh, someone on the team might have this goal.

00:51:46.860 --> 00:51:48.619
Someone on the other team might have this very,

00:51:48.659 --> 00:51:51.000
very different goal. 100 million producer versus

00:51:51.000 --> 00:51:53.760
I just want to make enough money to help my community.

00:51:53.900 --> 00:51:57.179
And how do you fit that into that larger org?

00:51:59.500 --> 00:52:03.960
It's a really good question because you've got

00:52:03.960 --> 00:52:06.760
to think that we all have this common goal that

00:52:06.760 --> 00:52:10.360
has nothing to do with personal production. So

00:52:10.360 --> 00:52:12.579
it has nothing to do with even company production.

00:52:14.199 --> 00:52:17.119
It truly is so much more about building a community

00:52:17.119 --> 00:52:19.260
and building something much bigger than ourselves

00:52:19.260 --> 00:52:22.960
that, you know, and to show it like DJ and I,

00:52:22.980 --> 00:52:24.360
I don't know if I shared this with you, DJ and

00:52:24.360 --> 00:52:27.980
I actually. So we took a pledge. It's funny.

00:52:28.079 --> 00:52:30.179
I'm trying to give DJ ownership in the company

00:52:30.179 --> 00:52:32.940
because right now on paper, I still own 100 percent.

00:52:32.960 --> 00:52:35.219
But we found out, like, if I just gave him ownership

00:52:35.219 --> 00:52:38.099
today at our current setup, it would be all like

00:52:38.099 --> 00:52:42.199
capital gains, taxable income. Really? Yeah,

00:52:42.239 --> 00:52:43.860
so he's like, okay, so please don't give me...

00:52:43.860 --> 00:52:45.000
He's like, I don't want to pay that. Yeah, he's

00:52:45.000 --> 00:52:46.400
like, please don't give me ownership right now.

00:52:46.500 --> 00:52:49.639
So we're trying to launch an ESOP, an employee

00:52:49.639 --> 00:52:52.880
stock option purchase plan. Turns out those are

00:52:52.880 --> 00:52:56.019
wildly expensive to launch. It's like... about

00:52:56.019 --> 00:52:59.619
40 to $50 ,000 to go through pro formas, 10 year

00:52:59.619 --> 00:53:02.039
feasibility analysis, restructuring into a C

00:53:02.039 --> 00:53:06.099
corp, um, doing so much stuff like that. And

00:53:06.099 --> 00:53:09.119
then you have to self fund it for minimum $175

00:53:09.119 --> 00:53:11.199
,000. And it's like, I don't know if all these

00:53:11.199 --> 00:53:12.760
are a hundred percent facts. These are just what

00:53:12.760 --> 00:53:14.320
the attorneys kind of that we worked with told

00:53:14.320 --> 00:53:17.809
us. And, um, And then it's going to be another

00:53:17.809 --> 00:53:20.110
$10 ,000 of annual maintenance. So we realized

00:53:20.110 --> 00:53:23.469
this is going to cost us $250 ,000 to be able

00:53:23.469 --> 00:53:26.570
to give stock options to our company. But we're

00:53:26.570 --> 00:53:30.409
so excited to do that in Q3, Q4 next year. It's

00:53:30.409 --> 00:53:32.730
just when the time comes for it, and we have

00:53:32.730 --> 00:53:35.349
that in the budget. But DJ and I took a pledge

00:53:35.349 --> 00:53:38.590
that we can't say we're the least greedy people.

00:53:38.670 --> 00:53:40.230
We can't say it's all about transparency. We

00:53:40.230 --> 00:53:42.590
can't say that we're not here for the money and

00:53:42.590 --> 00:53:46.289
then not. do something big to stand behind that.

00:53:46.389 --> 00:53:48.489
So we actually took a pledge that we don't make

00:53:48.489 --> 00:53:51.110
money on the backs of others. Every single dollar

00:53:51.110 --> 00:53:53.530
that anybody makes the company goes directly

00:53:53.530 --> 00:53:56.150
back to improving the company. When the company

00:53:56.150 --> 00:53:57.730
can no longer be improved by money, we're building

00:53:57.730 --> 00:54:00.010
our reserves. Once we hit a six month reserve,

00:54:00.210 --> 00:54:03.130
we're launching our real estate hedge fund. Then

00:54:03.130 --> 00:54:05.409
I think we're going to do something like 50 %

00:54:05.409 --> 00:54:07.309
of the profits of that real estate hedge fund

00:54:07.309 --> 00:54:11.590
get directly re like a profit sharing and redistributed

00:54:11.590 --> 00:54:13.989
back to the employees. And on top of that, we're

00:54:13.989 --> 00:54:17.150
putting 20 % of the company into the ESOP. So

00:54:17.150 --> 00:54:20.250
that way, employees will have ownership in the

00:54:20.250 --> 00:54:22.010
company. They'll see profit sharing from the

00:54:22.010 --> 00:54:26.909
company. When we say we're here to disrupt and

00:54:26.909 --> 00:54:29.789
we're not here to be greedy, it's one of our

00:54:29.789 --> 00:54:31.050
favorite things. I'm like, stand on business.

00:54:32.090 --> 00:54:38.809
Go be about it. And what's the hardest lesson

00:54:38.809 --> 00:54:40.909
you've learned on your journey as a business

00:54:40.909 --> 00:54:47.280
owner? It sucks, man, but it's like realizing

00:54:47.280 --> 00:54:52.360
we have a lot of people and we have an amazing

00:54:52.360 --> 00:54:57.139
culture that everybody cares deeply about the

00:54:57.139 --> 00:55:00.599
company, and I don't question anybody's kind

00:55:00.599 --> 00:55:03.199
of how much they care, but there is an element

00:55:03.199 --> 00:55:06.079
where at least early on it was like realizing

00:55:06.079 --> 00:55:10.400
why doesn't everybody care as much as I care?

00:55:13.029 --> 00:55:15.110
Again, maturity comes through two years later,

00:55:15.190 --> 00:55:16.550
and it's like, well, yeah, they didn't have any

00:55:16.550 --> 00:55:19.570
ownership. Yeah, I own the entire company. Why

00:55:19.570 --> 00:55:21.769
doesn't somebody work as hard as I work for my

00:55:21.769 --> 00:55:25.650
company? I don't understand. Of course they don't.

00:55:26.510 --> 00:55:29.710
And that's part of why the ESOP is so important

00:55:29.710 --> 00:55:32.969
to us. Let them have ownership. Let your employees

00:55:32.969 --> 00:55:35.730
be bought in. I think it's a no -brainer. And

00:55:35.730 --> 00:55:37.989
we haven't seen, I don't really, at least there's

00:55:37.989 --> 00:55:40.389
no mortgage company that I know of that has really

00:55:40.389 --> 00:55:43.030
taken that approach. And it baffles me why nobody

00:55:43.030 --> 00:55:47.309
has. But it's just this steel curtain of just

00:55:47.309 --> 00:55:50.289
hiding behind in this industry that nobody wants

00:55:50.289 --> 00:55:52.010
to talk about what's there, what kind of money

00:55:52.010 --> 00:55:56.170
is there on the back end. It's just not really

00:55:56.170 --> 00:55:57.730
showing anybody. It's like you start asking questions

00:55:57.730 --> 00:56:01.869
about, hey, where's our margin? It's like, why

00:56:01.869 --> 00:56:04.349
are you asking about my margin? That's none of

00:56:04.349 --> 00:56:07.389
your business. So we're just trying to burn that

00:56:07.389 --> 00:56:11.329
to the ground. So you would say the hardest lesson

00:56:11.329 --> 00:56:15.050
you learned was people not being aligned in the

00:56:15.050 --> 00:56:18.389
same way as you are? Exactly. Tampering expectations.

00:56:19.130 --> 00:56:24.380
Because for me, it was the... Again, I don't

00:56:24.380 --> 00:56:26.360
think about anything but work at this point.

00:56:26.420 --> 00:56:30.340
It's like work and family. So the second my kids

00:56:30.340 --> 00:56:32.820
are down and Sandra's like, hey, I had a rough

00:56:32.820 --> 00:56:34.900
day. I'm going to go to bed. I'm like, oh, sick.

00:56:35.019 --> 00:56:37.780
I can get back on the phone. Who can I call at

00:56:37.780 --> 00:56:40.519
8 .30 p .m. to talk shop and talk about how we

00:56:40.519 --> 00:56:43.039
can grow this business? And I'm like, what do

00:56:43.039 --> 00:56:44.980
you mean nobody wants to talk at 8 .30 p .m.?

00:56:44.980 --> 00:56:48.559
And it's one of those realizations where it was

00:56:48.559 --> 00:56:51.440
like, okay. you know if they don't have ownership

00:56:51.440 --> 00:56:53.639
in the company if they don't have you know not

00:56:53.639 --> 00:56:55.539
not everybody has those same goals that same

00:56:55.539 --> 00:56:58.480
drive that same you know uh that same fire to

00:56:58.480 --> 00:57:00.440
just constantly work and do nothing but work

00:57:00.440 --> 00:57:03.079
like i know that's where dj and i you know we

00:57:03.079 --> 00:57:05.900
we've gone on trips together and it's like our

00:57:05.900 --> 00:57:07.739
wives really ask us like you guys really talk

00:57:07.739 --> 00:57:09.840
about work for like 20 straight hours we're like

00:57:09.840 --> 00:57:13.119
fuck yeah yeah like yep Hell yeah, that's all

00:57:13.119 --> 00:57:15.980
we talk about. And now Jaden Hansen who came

00:57:15.980 --> 00:57:18.099
into our lives. It's like we go to Phoenix and

00:57:18.099 --> 00:57:21.059
it's like, okay, we're literally in Matt Ishvia's

00:57:21.059 --> 00:57:24.059
suite and sitting courtside and all we're talking

00:57:24.059 --> 00:57:27.300
about is work. And it's, you know, now it's like

00:57:27.300 --> 00:57:29.000
I've aligned myself with those guys. So it's

00:57:29.000 --> 00:57:31.239
like, you know, DJ and I and Jaden were like

00:57:31.239 --> 00:57:33.599
texting each other back and forth at like 9 p

00:57:33.599 --> 00:57:35.679
.m. Like, what if we did this? What if we did

00:57:35.679 --> 00:57:39.610
that? So it's, you know, early on it was. It

00:57:39.610 --> 00:57:41.750
was difficult because I didn't have that true

00:57:41.750 --> 00:57:46.050
partner. It's so trying to find the initial people

00:57:46.050 --> 00:57:49.590
of, you know, why doesn't anybody care as much

00:57:49.590 --> 00:57:52.710
as I care? That's a really hard thing that I

00:57:52.710 --> 00:57:55.250
know. Like I watched my aunt, my aunt owned a

00:57:55.250 --> 00:57:58.150
honey baked ham store up in Grand Junction. And

00:57:58.150 --> 00:57:59.550
I saw the same kind of thing where I was like,

00:57:59.610 --> 00:58:03.429
why don't people care? Like it blew my mind that.

00:58:04.039 --> 00:58:05.980
I was like, you know, grown adults, like, you

00:58:05.980 --> 00:58:07.840
know, I'm going in there and I'm working harder

00:58:07.840 --> 00:58:10.579
than I was like 11 years old. Yeah. Working harder

00:58:10.579 --> 00:58:13.860
than grown people getting paid to do this when

00:58:13.860 --> 00:58:16.880
I'm getting paid like $3 an hour. Yep. Like,

00:58:16.940 --> 00:58:19.239
why isn't everybody working as hard as this?

00:58:19.300 --> 00:58:21.380
And it's, I think that truly is like trying to,

00:58:21.400 --> 00:58:23.300
and again, it's, it's the cult. And that's probably

00:58:23.300 --> 00:58:25.300
why looking back, like why I say culture is everything.

00:58:25.420 --> 00:58:27.980
Yep. It's finding those people that are bought

00:58:27.980 --> 00:58:30.280
in as much as you are. Yeah. No, I've definitely

00:58:30.280 --> 00:58:33.139
had that thought process before where. You just

00:58:33.139 --> 00:58:35.440
see people around you. I guess especially in

00:58:35.440 --> 00:58:38.760
my generation, it feels like a lot of people

00:58:38.760 --> 00:58:40.920
are just giving up. There's a lot of hopelessness,

00:58:40.940 --> 00:58:44.219
I think. Yeah, and that's sad because there's

00:58:44.219 --> 00:58:46.579
so much opportunity out there. Yeah, definitely.

00:58:47.099 --> 00:58:51.440
And then it's easy to get upset at the world,

00:58:51.480 --> 00:58:54.320
get upset at other people for not wanting to

00:58:54.320 --> 00:58:57.340
try hard, for not wanting to put in effort to

00:58:57.340 --> 00:59:00.539
achieve their goals. It doesn't really do anything

00:59:00.539 --> 00:59:03.239
for you other than make you angry. Right. And

00:59:03.239 --> 00:59:04.940
then again, going back, what does anger solve?

00:59:05.739 --> 00:59:08.440
Nothing. Then don't get angry. Just move forward.

00:59:08.820 --> 00:59:13.300
And that's the craziest thing. I've seen so many

00:59:13.300 --> 00:59:15.619
young entrepreneurs, even younger than myself,

00:59:15.900 --> 00:59:19.340
that there's so many, especially in today's age,

00:59:19.519 --> 00:59:22.440
so many industries are just ripe to be disrupted.

00:59:23.949 --> 00:59:25.590
there's so many opportunities you just got to

00:59:25.590 --> 00:59:27.530
be able to go out there and look for it that

00:59:27.530 --> 00:59:29.750
it's and then once you have that mindset of going

00:59:29.750 --> 00:59:32.690
in there and trying to always be open and stay

00:59:32.690 --> 00:59:36.530
looking for opportunities you just find them

00:59:36.530 --> 00:59:40.409
everywhere like there's so much opportunity everywhere

00:59:40.409 --> 00:59:43.190
you go and that was the next kind of big problem

00:59:43.190 --> 00:59:45.809
I think I found the second biggest issue was

00:59:45.809 --> 00:59:49.420
like When I opened the mortgage company, I think

00:59:49.420 --> 00:59:52.460
you even came in and I showed you my master plan

00:59:52.460 --> 00:59:54.780
of like, all right, we have mortgage. And then

00:59:54.780 --> 00:59:55.820
we're going to do title. Then we're going to

00:59:55.820 --> 00:59:56.880
do insurance. Then we're going to do property

00:59:56.880 --> 00:59:59.320
management. Then we're going to do these 11 of

00:59:59.320 --> 01:00:01.719
the other sister companies and subsidiaries.

01:00:01.980 --> 01:00:05.619
And then when we got up with Sean, I was like,

01:00:05.719 --> 01:00:07.699
then we're going to do three -point health. And

01:00:07.699 --> 01:00:11.000
I found a weight loss person. I found a gym guy.

01:00:11.079 --> 01:00:12.940
I found everything. I'm like, I'm going to build

01:00:12.940 --> 01:00:17.489
like 15 businesses at once. And it's being able

01:00:17.489 --> 01:00:21.869
to, you know, put blinders on and maybe I should

01:00:21.869 --> 01:00:23.869
actually focus on standing up one business first.

01:00:24.050 --> 01:00:26.409
And, um, it's so funny. It was actually, uh,

01:00:26.570 --> 01:00:29.829
so David Mackin's brother, Dan, uh, he was actually

01:00:29.829 --> 01:00:32.269
sitting right here and he and I were talking

01:00:32.269 --> 01:00:34.889
and he was like, you know, when David first joined

01:00:34.889 --> 01:00:36.650
me, cause he joined me like 45 days after we

01:00:36.650 --> 01:00:38.949
opened the company and he was watching me go

01:00:38.949 --> 01:00:40.789
through this phase of trying to figure out, you

01:00:40.789 --> 01:00:43.369
know, how to stay focused and what I wanted to

01:00:43.369 --> 01:00:46.769
do. he was just cracking up and he was like will

01:00:46.769 --> 01:00:49.849
this guy ever just fucking pick a thing and go

01:00:49.849 --> 01:00:52.130
with it yeah and he's like whenever he does it's

01:00:52.130 --> 01:00:54.150
going to be amazing he's like but until then

01:00:54.150 --> 01:00:56.989
he's trying to do you know 20 things at once

01:00:56.989 --> 01:00:59.530
which means you're a master of none yep yep um

01:00:59.530 --> 01:01:02.250
so it's you know being able to put blinders on

01:01:02.250 --> 01:01:05.150
and truly only focus on three point has been

01:01:05.150 --> 01:01:06.849
tough because you know then opportunities come

01:01:06.849 --> 01:01:09.690
like kushong where i'm like dude seeing cloud

01:01:09.690 --> 01:01:12.010
nine and seeing cld9 and he was like hey do you

01:01:12.010 --> 01:01:14.400
want to come get involved i'm like And once again,

01:01:14.440 --> 01:01:16.780
I'm like, fuck, yeah. Like, I do. Hell, yeah,

01:01:16.820 --> 01:01:18.360
I want to get involved. And then I'm just like,

01:01:18.460 --> 01:01:22.119
I don't have the time. Yep. As badly as I'm like,

01:01:22.179 --> 01:01:24.420
oh, I have so many ideas, so much vision. I'm

01:01:24.420 --> 01:01:27.280
just like, I can't do it. Yep. Because then you

01:01:27.280 --> 01:01:30.039
go back to, like, at least having some semblance

01:01:30.039 --> 01:01:31.920
of a balance. I'm like, I guess I could do it,

01:01:31.980 --> 01:01:33.500
but then I just have to abandon my kids and my

01:01:33.500 --> 01:01:36.340
family. Yeah. Yeah. Then the priorities come

01:01:36.340 --> 01:01:38.619
in a little bit that it's like, okay, I'm already

01:01:38.619 --> 01:01:40.719
working, you know, a healthy amount of hours

01:01:40.719 --> 01:01:44.590
on three -point mortgage. maybe don't pick up

01:01:44.590 --> 01:01:50.190
a second job yep um but yeah it's been you know

01:01:50.190 --> 01:01:53.789
a fun time of like you know watching the kids

01:01:53.789 --> 01:01:57.190
grow trying to be involved but still understand

01:01:57.190 --> 01:01:59.809
like what we're trying to build yeah oh yeah

01:01:59.809 --> 01:02:01.829
and everything comes at a cost every opportunity

01:02:01.829 --> 01:02:03.949
you say yes to you're saying no to something

01:02:03.949 --> 01:02:06.909
else it's that opportunity cost that you miss

01:02:06.909 --> 01:02:10.329
out on and i think it's i struggle a lot with

01:02:10.730 --> 01:02:13.349
just wanting to do everything all at once and

01:02:13.349 --> 01:02:16.170
being able to actually focus in on one thing

01:02:16.170 --> 01:02:19.469
say no to everything else like it costs you a

01:02:19.469 --> 01:02:21.889
lot to say no to everything else it does because

01:02:21.889 --> 01:02:23.809
you're sitting there and you're like oh but this

01:02:23.809 --> 01:02:26.349
opportunity over here could be even better than

01:02:26.349 --> 01:02:29.610
my own right like it's this mentality of the

01:02:29.610 --> 01:02:33.570
grass is greener where i'm not yep and then you're

01:02:33.570 --> 01:02:36.670
like well let's just do a podcast yep well now

01:02:36.670 --> 01:02:38.630
this is the only thing i'm saying yes to there

01:02:38.630 --> 01:02:42.159
you go yeah yeah Like apart from I have my full

01:02:42.159 --> 01:02:46.199
time job and I have my investments and that podcast

01:02:46.199 --> 01:02:48.739
is the one thing that I care a lot about right

01:02:48.739 --> 01:02:52.179
now. And I'm I'm doing a lot of work on trying

01:02:52.179 --> 01:02:54.519
to stay just focused in on this for a really

01:02:54.519 --> 01:02:57.159
long period of time, because like with three

01:02:57.159 --> 01:02:58.780
point mortgage, what are you going to do in 10

01:02:58.780 --> 01:03:02.500
years versus if you built it for one year, went

01:03:02.500 --> 01:03:04.699
off to do three point insurance, went off to

01:03:04.699 --> 01:03:07.440
do three point whatever, you're going to sit

01:03:07.440 --> 01:03:10.980
there and build. mediocre companies it's just

01:03:10.980 --> 01:03:13.920
like they they have some success but they're

01:03:13.920 --> 01:03:15.860
not going to to blow up and be what they could

01:03:15.860 --> 01:03:18.239
be right absolutely it's like uh for a while

01:03:18.239 --> 01:03:20.199
i was just calling it like a shiny object syndrome

01:03:20.199 --> 01:03:22.639
yeah just constantly bouncing one thing to the

01:03:22.639 --> 01:03:26.170
next and never able to stay focused just build

01:03:26.170 --> 01:03:28.530
one thing. It's a little bit of that ADHD too.

01:03:28.650 --> 01:03:30.489
I think I suffered from it a little bit. For

01:03:30.489 --> 01:03:32.570
sure. It's like, everything sounds so interesting.

01:03:32.849 --> 01:03:34.190
So I want to learn this. I want to learn that.

01:03:34.250 --> 01:03:36.610
I want to learn everything. It's so hard. Yeah.

01:03:36.710 --> 01:03:38.369
It's so hard to stay on. It's really, really

01:03:38.369 --> 01:03:41.650
hard to, to dial in on one thing. Um, what was

01:03:41.650 --> 01:03:45.750
the most recent thing you had to say no to? Most

01:03:45.750 --> 01:03:48.829
recent thing. Uh, honestly, I think it was, uh,

01:03:49.449 --> 01:03:51.690
cloud nine was the most exciting recent thing

01:03:51.690 --> 01:03:54.110
because I remember, uh, I introduced him to my

01:03:54.110 --> 01:03:57.010
buddy, Eric. Um, they couldn't, uh, come to terms

01:03:57.010 --> 01:04:00.010
on anything, but I think I'm, I still have faith

01:04:00.010 --> 01:04:02.670
that they can come back together. Um, cause I

01:04:02.670 --> 01:04:04.710
think they could blow it up together. But, um,

01:04:05.010 --> 01:04:06.889
you know, that was only a few months ago that

01:04:06.889 --> 01:04:09.590
we kind of reengaged on it and, you know, um,

01:04:09.710 --> 01:04:11.809
cause it was, it was right around when, shortly

01:04:11.809 --> 01:04:14.110
before you bought your house, right? So it was

01:04:14.110 --> 01:04:16.010
probably like five months ago that we, a little

01:04:16.010 --> 01:04:17.880
bit before. Yeah, something like that. And it's

01:04:17.880 --> 01:04:21.320
like time is such an enigma now that it's I can't

01:04:21.320 --> 01:04:23.159
believe we're, you know, about to have Thanksgiving

01:04:23.159 --> 01:04:25.199
next week. Yeah, it's already almost the end

01:04:25.199 --> 01:04:27.280
of 2024. It feels like it just blinked and it

01:04:27.280 --> 01:04:32.780
was 2022. So it's. It was a hard thing to say

01:04:32.780 --> 01:04:35.679
no to, man, because, you know, my one of my undergrads

01:04:35.679 --> 01:04:39.300
is in exercise science. I worked at a gym and

01:04:39.300 --> 01:04:41.739
I knew all about supplements. And, you know,

01:04:41.739 --> 01:04:44.280
I take the supplements myself. So, you know,

01:04:44.280 --> 01:04:48.119
I'm a user of a product. I enjoy them. It's such

01:04:48.119 --> 01:04:52.019
an easy sale. So I'm like, dude, how do you not

01:04:52.019 --> 01:04:54.320
just go knock down doors? How do you not go to

01:04:54.320 --> 01:04:56.760
the gym and get five people every day? Yeah.

01:04:56.800 --> 01:04:59.119
Like, dude, I was like, if I'm running this marketing

01:04:59.119 --> 01:05:01.940
side, I'm like. I'm not going to go to sleep

01:05:01.940 --> 01:05:05.980
today until I add 10 new subscribers. I will

01:05:05.980 --> 01:05:09.860
go find 10 new subscribers every day very easily

01:05:09.860 --> 01:05:12.300
just by going to the gym and just putting the

01:05:12.300 --> 01:05:14.340
box down on my bench and just going to talk to

01:05:14.340 --> 01:05:17.039
people. There's so many people afraid, especially

01:05:17.039 --> 01:05:20.440
your generation. Dude, nobody wants to just go

01:05:20.440 --> 01:05:23.639
talk to people. Everybody's so afraid. I'm like,

01:05:23.719 --> 01:05:26.059
just go engage. Go sit in the sauna and be like,

01:05:26.099 --> 01:05:28.630
what are you using for recovery? I think it's

01:05:28.630 --> 01:05:30.949
a fear of awkwardness, too. A fear of, like,

01:05:31.070 --> 01:05:34.610
just, like, not even completely the fear of talking

01:05:34.610 --> 01:05:36.070
to anyone. But everyone's afraid of discomfort.

01:05:36.849 --> 01:05:39.389
Like, the discomfort of having interaction that

01:05:39.389 --> 01:05:42.190
maybe was, like, awkward. That maybe they said

01:05:42.190 --> 01:05:45.530
no. Because no, like, conversation with anyone

01:05:45.530 --> 01:05:47.650
is going to end with, like, them just, like,

01:05:47.670 --> 01:05:49.289
fighting you and yelling at you. They could.

01:05:49.730 --> 01:05:52.389
But the likelihood of that happening from you

01:05:52.389 --> 01:05:55.030
just saying, oh, hello, I'm selling you. this

01:05:55.030 --> 01:05:57.809
thing or this is my company right it's so low

01:05:57.809 --> 01:06:00.329
it's so low and uh i think one of the biggest

01:06:00.329 --> 01:06:02.849
things that like changed uh my tone on that and

01:06:02.849 --> 01:06:05.309
where it's like just don't have fear on approaching

01:06:05.309 --> 01:06:09.130
anyone because um when we learned that uh that

01:06:09.130 --> 01:06:10.889
referral workshop i talked to it's like learning

01:06:10.889 --> 01:06:13.429
how to ask in an open -ended manner yeah because

01:06:13.429 --> 01:06:15.530
when you talk about the psychology behind uh

01:06:15.530 --> 01:06:18.880
asking for referral there's a southwestern coaching

01:06:18.880 --> 01:06:21.320
southwestern consulting one of the two that um

01:06:21.320 --> 01:06:23.559
came in and showed us the statistics behind it

01:06:23.559 --> 01:06:26.300
and it was phenomenal data where it was like

01:06:26.300 --> 01:06:28.519
it was something like 88 percent of people that

01:06:28.519 --> 01:06:30.320
had a good experience said they would refer out

01:06:30.320 --> 01:06:33.719
only like 12 percent did yeah But if you asked

01:06:33.719 --> 01:06:36.380
for the referral, it went from 12 % to like 82%.

01:06:36.380 --> 01:06:38.880
But you have to ask in an open -ended question.

01:06:39.059 --> 01:06:40.619
Because if you ask close -ended, do you know

01:06:40.619 --> 01:06:42.920
anyone looking to buy a home? Very easy to say,

01:06:42.980 --> 01:06:46.420
no. All right, move on. Whereas if you say, who's

01:06:46.420 --> 01:06:48.260
the next person in your circle who's going to

01:06:48.260 --> 01:06:54.019
buy a home? Shut up. Let them think. Then all

01:06:54.019 --> 01:06:55.380
of a sudden, their brain just starts triggering.

01:06:55.579 --> 01:06:58.340
You start thinking of names. And then it almost

01:06:58.340 --> 01:06:59.840
becomes that old school, like first person to

01:06:59.840 --> 01:07:03.070
talk loses. But it's... When you do that, you

01:07:03.070 --> 01:07:05.789
learn how to be uncomfortable in that uncomfortable

01:07:05.789 --> 01:07:08.730
silence while I'm staring at somebody think.

01:07:09.929 --> 01:07:14.630
Once I've done that a few hundred times, it's

01:07:14.630 --> 01:07:17.550
asking somebody at the gym what they use as their

01:07:17.550 --> 01:07:21.070
recovery drink or, hey, I'm looking to gain mass,

01:07:21.170 --> 01:07:23.210
whatever it is. I don't go to the gym anymore.

01:07:25.670 --> 01:07:28.570
It's just such an easy approach. It was something

01:07:28.570 --> 01:07:31.300
that I was like... it was a really hard thing

01:07:31.300 --> 01:07:34.699
to say, say no to. And even, uh, Sandra was just

01:07:34.699 --> 01:07:36.059
sitting there watching me. She's like, please

01:07:36.059 --> 01:07:38.739
say no to this. Please say no. Don't take more

01:07:38.739 --> 01:07:42.420
opportunities, please. Please stop. Um, but it's,

01:07:42.420 --> 01:07:44.119
you know, it was a really hard thing to say no.

01:07:44.320 --> 01:07:48.019
Um, but there's always more that come out there.

01:07:48.079 --> 01:07:51.280
And, um, I think just because I knew him as well

01:07:51.280 --> 01:07:52.780
and knew him as a friend and your connection

01:07:52.780 --> 01:07:54.960
to him, it was like, uh, you know, more, more

01:07:54.960 --> 01:07:57.769
vested. wanting to see him succeed. And it was

01:07:57.769 --> 01:08:00.090
just, again, more of like a, I can really help

01:08:00.090 --> 01:08:01.929
this kid. Yep. But at the end of the day, like

01:08:01.929 --> 01:08:04.710
me helping him is just taking away from the time

01:08:04.710 --> 01:08:07.789
of me helping my son. Yeah. And it's, that's

01:08:07.789 --> 01:08:09.710
when it really boils down to like a, like when

01:08:09.710 --> 01:08:11.489
my son was born, that was the first time I stopped

01:08:11.489 --> 01:08:14.230
coaching. It was the first year of my life since,

01:08:14.250 --> 01:08:15.829
you know, I was like 12 years old that I didn't

01:08:15.829 --> 01:08:18.210
have a basketball season. Yeah. But I realized

01:08:18.210 --> 01:08:20.710
it was like, I can either go coach some high

01:08:20.710 --> 01:08:23.470
school kids that I love or I can spend time with

01:08:23.470 --> 01:08:27.710
my son. Yeah. Can't do both. yeah yeah and again

01:08:27.710 --> 01:08:30.529
opportunity cost yeah except the opportunity

01:08:30.529 --> 01:08:32.729
cost gets much higher when it comes to family

01:08:32.729 --> 01:08:36.069
like it's oh i'm not gonna sit in my bed by myself

01:08:36.069 --> 01:08:38.609
and watch anime or is it oh i'm not gonna see

01:08:38.609 --> 01:08:41.430
my son right like those are two completely different

01:08:41.430 --> 01:08:45.189
opportunity costs um and one of the uh it was

01:08:45.189 --> 01:08:48.119
actually um A really good realtor that we met

01:08:48.119 --> 01:08:51.699
with, Chris Caldwell, gave us an amazing piece

01:08:51.699 --> 01:08:54.500
of advice that really resonated with me. He's

01:08:54.500 --> 01:08:56.420
a great guy. And he said he was like, someone

01:08:56.420 --> 01:08:58.920
told him, because he was climbing the ladder

01:08:58.920 --> 01:09:03.020
at Chase. And he said, one of his mentors told

01:09:03.020 --> 01:09:06.079
him, he was like, when you're in life, we're

01:09:06.079 --> 01:09:09.439
all juggling multiple balls. And he's like, you

01:09:09.439 --> 01:09:12.479
got to know that there's like five balls, four

01:09:12.479 --> 01:09:14.140
of them are rubber and one of them is glass.

01:09:14.579 --> 01:09:16.840
And he's like, when you think of those, they're

01:09:16.840 --> 01:09:20.119
very easy to identify between your work, your

01:09:20.119 --> 01:09:26.399
faith, your health, your... I forget what the

01:09:26.399 --> 01:09:28.680
other one was, but one of them was family. And

01:09:28.680 --> 01:09:30.880
he was like, four of them will bounce right back.

01:09:30.960 --> 01:09:33.560
If you drop your work ball, it'll bounce right

01:09:33.560 --> 01:09:35.039
back the second you start working hard again.

01:09:35.159 --> 01:09:37.140
Like, you know, you drop your faith ball, God

01:09:37.140 --> 01:09:39.199
will always be there for you. But you drop that

01:09:39.199 --> 01:09:41.220
family ball, that's a glass one. You drop it,

01:09:41.239 --> 01:09:44.600
it shatters, it's done. So he's like, no matter

01:09:44.600 --> 01:09:46.899
what you're doing in life, just always make sure

01:09:46.899 --> 01:09:48.520
you know which ball you're dropping. And it's

01:09:48.520 --> 01:09:50.619
like, you know, real estate and lending, it's

01:09:50.619 --> 01:09:54.329
such a high stress. industry uh loan officers

01:09:54.329 --> 01:09:56.630
got not actually got named to be a top 10 most

01:09:56.630 --> 01:10:00.270
stressful job in the country um you know our

01:10:00.270 --> 01:10:02.250
emails are down today actually they've been down

01:10:02.250 --> 01:10:05.090
since yesterday at like 4 p .m and you know the

01:10:05.090 --> 01:10:07.510
old me would have just been in an absolute panic

01:10:07.510 --> 01:10:11.789
throwing a fit on calls with squarespace and

01:10:11.789 --> 01:10:14.689
our it company demanding fixes be done immediately

01:10:14.689 --> 01:10:18.310
and then i'm just like now this i'm like if it's

01:10:18.310 --> 01:10:19.850
really that big of an emergency like they'll

01:10:19.850 --> 01:10:22.500
pick up the phone and call me yeah yeah It's,

01:10:22.539 --> 01:10:25.819
there's nothing that's an emergency that can't

01:10:25.819 --> 01:10:29.880
wait an hour a day. You know, unless somebody's

01:10:29.880 --> 01:10:31.619
like sitting at the closing table and the wire

01:10:31.619 --> 01:10:33.020
is not there or something like that, but that's,

01:10:33.020 --> 01:10:34.760
we would have gotten a phone call about that.

01:10:35.720 --> 01:10:39.340
So it's just truly understanding, like, you know,

01:10:39.340 --> 01:10:42.560
even when everybody else is stressing out, you

01:10:42.560 --> 01:10:46.560
got to be that calm. especially you know leading

01:10:46.560 --> 01:10:48.260
the company now it's like everybody looks at

01:10:48.260 --> 01:10:50.100
me to be that calm and i think it's pushed me

01:10:50.100 --> 01:10:52.439
to mature in that way where it's like you don't

01:10:52.439 --> 01:10:55.619
get to panic because if i'm the ceo and panicking

01:10:55.619 --> 01:10:58.960
what's the rest of the company yeah yeah that

01:10:58.960 --> 01:11:02.100
that reminds me of you know diogenes right the

01:11:02.100 --> 01:11:04.880
full he was a philosopher back probably during

01:11:04.880 --> 01:11:06.920
the same time as socrates played all those guys

01:11:06.920 --> 01:11:10.060
except he was had a way different philosophy

01:11:10.060 --> 01:11:12.300
on life his philosophy on life was that everything

01:11:12.300 --> 01:11:15.710
was bullshit people were stupid and he was like

01:11:15.710 --> 01:11:17.930
there's not really a point to anything and one

01:11:17.930 --> 01:11:20.909
of the stories about him was what there was a

01:11:20.909 --> 01:11:23.270
city i think athens potentially one of those

01:11:23.270 --> 01:11:26.470
cities and they're about to be under attack by

01:11:26.470 --> 01:11:31.470
like some other city and he's sitting there watching

01:11:31.470 --> 01:11:34.670
everyone go into a panic just like oh we're gonna

01:11:34.670 --> 01:11:36.810
die all this stuff like everyone's just panicking

01:11:36.810 --> 01:11:39.449
and so he starts pushing a boulder up a hill

01:11:39.449 --> 01:11:42.409
and just letting it go back down he does it again

01:11:43.149 --> 01:11:45.090
And then it lets it go back down. Everyone's

01:11:45.090 --> 01:11:47.369
like, what are you doing? He's like, I'm being

01:11:47.369 --> 01:11:50.310
as useful as you guys panicking is. That's awesome.

01:11:50.489 --> 01:11:56.310
Yeah. It's, it's true, man. It's, it's so much

01:11:56.310 --> 01:11:57.729
of what we've been talking about of just that.

01:11:58.630 --> 01:12:00.510
What is getting angry? What is panic? What does

01:12:00.510 --> 01:12:04.189
that solve? Yeah. It's so many people. It's like,

01:12:04.189 --> 01:12:06.289
they just don't have, I'm not saying that I'm

01:12:06.289 --> 01:12:07.729
perfect on it, but it's just like having that

01:12:07.729 --> 01:12:09.970
good control over your emotions. Yeah. Just don't

01:12:09.970 --> 01:12:11.489
get emotional. Don't make emotional decisions.

01:12:12.649 --> 01:12:15.729
Even when we've had some, we're going through

01:12:15.729 --> 01:12:21.390
some crazy growth and we're kind of in the mindset

01:12:21.390 --> 01:12:24.390
where we have a chance to truly disrupt an industry.

01:12:24.750 --> 01:12:28.630
And you can't expect to disrupt an industry without

01:12:28.630 --> 01:12:31.750
the industry fighting back. It's not like a $10

01:12:31.750 --> 01:12:34.789
trillion industry. It's like, oh no, a 33 -year

01:12:34.789 --> 01:12:37.180
-old is going to come. mop the floor with us.

01:12:37.199 --> 01:12:39.060
Like, no, they're going to fight back and fight

01:12:39.060 --> 01:12:40.619
to keep the status quo and keep things the way

01:12:40.619 --> 01:12:44.060
they were. So now as we're starting to grow and

01:12:44.060 --> 01:12:47.220
get some of that pushback, it's one thing I've

01:12:47.220 --> 01:12:49.319
really started to do is like, you know, we've

01:12:49.319 --> 01:12:53.520
had some really, really intense moments and heated

01:12:53.520 --> 01:12:57.000
conversations. And then it's just become the,

01:12:57.100 --> 01:12:59.340
you know what? No good is going to come from

01:12:59.340 --> 01:13:04.359
this. Yep. It's, you know. We can talk internally.

01:13:04.479 --> 01:13:06.140
We can blow off steam to each other. And then

01:13:06.140 --> 01:13:08.300
it's like, hey, cool. Nobody's going to send

01:13:08.300 --> 01:13:09.640
an email for the rest of the day. Nobody's going

01:13:09.640 --> 01:13:10.920
to send a text. Nobody's going to make a phone

01:13:10.920 --> 01:13:14.039
call. We keep it internal. Let tempers cool down.

01:13:14.760 --> 01:13:16.840
That good old write the email that you want to

01:13:16.840 --> 01:13:20.000
write, delete it. But do something like that

01:13:20.000 --> 01:13:23.680
and then come back the next day. it truly is

01:13:23.680 --> 01:13:25.479
and it's hard to be able to say like I'm not

01:13:25.479 --> 01:13:27.380
gonna make an emotional decision right now when

01:13:27.380 --> 01:13:29.520
it's like in the heat of the moment like to be

01:13:29.520 --> 01:13:30.680
able to recognize that and that's where like

01:13:30.680 --> 01:13:33.420
you know DJ has really come in you know being

01:13:33.420 --> 01:13:35.199
the psychologist of the group and just being

01:13:35.199 --> 01:13:37.859
like alright guys how about we all calm down

01:13:37.859 --> 01:13:42.600
and he really is kind of that you know some of

01:13:42.600 --> 01:13:44.779
that like that North Star that true calm that

01:13:44.779 --> 01:13:47.060
center of the company that you know between him

01:13:47.060 --> 01:13:48.739
and Calvin I really kind of resonate with those

01:13:48.739 --> 01:13:51.659
two guys of like Those are the guys that know

01:13:51.659 --> 01:13:54.720
how to stay calm under pressure. And no matter

01:13:54.720 --> 01:13:58.359
what's going on around them, just this too shall

01:13:58.359 --> 01:14:01.800
pass. And one of my old friends that I used to

01:14:01.800 --> 01:14:03.739
work with, Brandon Schneider, he always had the

01:14:03.739 --> 01:14:05.800
saying of, it's always sunny above the clouds.

01:14:06.340 --> 01:14:09.359
And I had one of those moments where it was like,

01:14:09.420 --> 01:14:12.199
man, when you're in it, I was just in the shit.

01:14:12.460 --> 01:14:14.840
And it was just everything that could go wrong

01:14:14.840 --> 01:14:17.100
went wrong. I was like, God, dude, this is just,

01:14:17.199 --> 01:14:20.760
I need a sign, like something. has to be coming

01:14:20.760 --> 01:14:23.720
from all this good. And, um, I think it was Jocko

01:14:23.720 --> 01:14:25.739
was the one that was like, um, said every time

01:14:25.739 --> 01:14:28.020
it was like, his dad was like, every time something

01:14:28.020 --> 01:14:30.579
bad happened, he was like, good, good, good.

01:14:30.739 --> 01:14:32.619
And just, you know, kept that mindset of it.

01:14:32.659 --> 01:14:34.779
And then, so I was trying to have that mindset,

01:14:34.800 --> 01:14:36.659
but when you're in the shit and you just kind

01:14:36.659 --> 01:14:40.060
of keep getting kicked when you're down. Um,

01:14:40.300 --> 01:14:42.659
and I just kept trying to hear myself. I was

01:14:42.659 --> 01:14:44.319
like, God, I'm getting so stressed. I'm going

01:14:44.319 --> 01:14:46.479
back to my boy's mantra. That's always sunny

01:14:46.479 --> 01:14:49.199
above the clouds. And then I'm just losing my

01:14:49.199 --> 01:14:51.899
mind. I click the car to turn it on and come

01:14:51.899 --> 01:14:54.579
to work. And then the song comes on by the Beatles,

01:14:54.699 --> 01:14:57.960
Here Comes the Sun. And it just, you know, it's

01:14:57.960 --> 01:15:00.039
hard not to even just like break down and cry.

01:15:00.159 --> 01:15:03.979
Just like, okay, like it's going to get better.

01:15:04.020 --> 01:15:06.619
Like it is always sunny above the clouds. It's

01:15:06.619 --> 01:15:08.699
just the, it's so funny, man, because now it's

01:15:08.699 --> 01:15:11.020
like, you know, that whole saying of when it

01:15:11.020 --> 01:15:13.479
rains, it pours. Yeah. It goes both ways. Yeah.

01:15:14.450 --> 01:15:16.989
And it's now it's like Dean was the one who said

01:15:16.989 --> 01:15:18.710
he's like, congratulations, you're in the blessed

01:15:18.710 --> 01:15:23.310
rain. And it's, you know, we were talking to

01:15:23.310 --> 01:15:25.310
another high level executive, another company

01:15:25.310 --> 01:15:27.829
that we're in talks with. And she just said,

01:15:27.869 --> 01:15:29.430
she's like, congratulations, you're in the gold

01:15:29.430 --> 01:15:31.970
zone. Yeah. She's like, I've only seen like two

01:15:31.970 --> 01:15:34.449
people ever enter the gold zone. And she's like,

01:15:34.510 --> 01:15:37.010
I can't believe I'm in your presence. I'm honored.

01:15:37.170 --> 01:15:39.529
And because she was just able to recognize it

01:15:39.529 --> 01:15:41.010
right away. And we're developing our relationship.

01:15:41.149 --> 01:15:43.539
And it was just a. You know, seeing that now

01:15:43.539 --> 01:15:44.920
that's what we're just running around like, we're

01:15:44.920 --> 01:15:47.680
gold zone, baby. Yeah, yeah. You know, that's

01:15:47.680 --> 01:15:49.600
where we're in it of just the, now how do we

01:15:49.600 --> 01:15:51.560
stay in the gold zone? Yeah. How do you keep

01:15:51.560 --> 01:15:55.840
it going? And that's where, I don't know. Yeah,

01:15:55.880 --> 01:15:58.579
yeah. We're just banking on do the right thing.

01:15:59.039 --> 01:16:01.760
Just eat the frog. Just take the shit. Just,

01:16:01.880 --> 01:16:03.800
you know, keep calm and just keep trucking along

01:16:03.800 --> 01:16:08.899
and just pray that it continues. Yeah. Which,

01:16:09.060 --> 01:16:11.420
I mean, it has been for a while now, so it's.

01:16:12.079 --> 01:16:15.020
But even then, it's like the whole motto is always

01:16:15.020 --> 01:16:17.260
being that duck on top of the water and just

01:16:17.260 --> 01:16:19.060
having those feet kicking like crazy underneath

01:16:19.060 --> 01:16:22.140
it but staying calm to the outsiders. Yeah, yeah.

01:16:23.140 --> 01:16:25.960
No, yeah, and you're talking about kind of just

01:16:25.960 --> 01:16:28.659
leaning into the fear, leaning into the discomfort,

01:16:29.020 --> 01:16:32.640
just keep it going. And one of my friends was

01:16:32.640 --> 01:16:35.819
talking about the way that cows react to storms

01:16:35.819 --> 01:16:37.939
is that they run away from them. But the way

01:16:37.939 --> 01:16:40.500
that buffaloes react is they run straight through

01:16:40.500 --> 01:16:45.560
it. I just love that analogy so much. And what

01:16:45.560 --> 01:16:47.760
you were saying about the referrals, that's actually

01:16:47.760 --> 01:16:49.600
one of the best pieces of advice I've ever gotten

01:16:49.600 --> 01:16:52.500
from you is just who do you know? And then sit

01:16:52.500 --> 01:16:54.840
there. And I tell it to all my friends all the

01:16:54.840 --> 01:16:57.239
time. It's like it carries over to everything,

01:16:57.439 --> 01:17:00.619
be it business, be it relationships, be it anything

01:17:00.619 --> 01:17:03.659
you ever want to accomplish. There is probably

01:17:03.659 --> 01:17:06.000
the right person that you're going to meet like

01:17:06.000 --> 01:17:09.189
three referrals away. A hundred percent. I've

01:17:09.189 --> 01:17:12.029
built my entire business where it's like, I don't

01:17:12.029 --> 01:17:14.149
have social media really. Like I have a Facebook

01:17:14.149 --> 01:17:16.369
where it's like my wife tags me on stuff. I don't

01:17:16.369 --> 01:17:19.670
really post. Um, I have never spent a dollar

01:17:19.670 --> 01:17:21.649
on marketing. I've never spent a dollar on advertising.

01:17:22.409 --> 01:17:25.770
It's, it is 100 % word of mouth referrals. And

01:17:25.770 --> 01:17:27.369
now it's like, as we're growing with all these

01:17:27.369 --> 01:17:29.710
real estate partnerships, they're like, well,

01:17:29.729 --> 01:17:31.529
how are you going to expand in other States?

01:17:31.609 --> 01:17:34.229
I'm like referrals. Yeah. Like, what do you mean?

01:17:34.270 --> 01:17:36.029
Like that, that the referrals can only take you

01:17:36.029 --> 01:17:39.920
so far. I'm like, No. Yeah. Referrals can take

01:17:39.920 --> 01:17:42.340
you everywhere. Yeah. It's, uh, I was like top

01:17:42.340 --> 01:17:44.000
producers, no top producers in other States.

01:17:44.279 --> 01:17:46.020
So now it's where he talks with people in Minnesota,

01:17:46.079 --> 01:17:49.500
South Dakota, Texas, California, Nevada, um,

01:17:49.640 --> 01:17:52.140
Florida. Like we're now already starting to expand

01:17:52.140 --> 01:17:55.600
into all these different States. Yeah. Solely

01:17:55.600 --> 01:17:58.819
from referrals. Yeah. Because it's just learn

01:17:58.819 --> 01:18:01.420
how to ask for a referral, sit there, let them

01:18:01.420 --> 01:18:05.079
think, take it, run with it. And it's so funny.

01:18:05.119 --> 01:18:07.569
Like you even, uh mentioning like that's such

01:18:07.569 --> 01:18:09.369
a thing i was like the second you even put that

01:18:09.369 --> 01:18:12.850
like that who do you know my brain starts racing

01:18:12.850 --> 01:18:14.550
and i'm just like god who do i know that i can

01:18:14.550 --> 01:18:17.010
introduce you for your podcast like just starts

01:18:17.010 --> 01:18:19.670
flushing through i'm like i was like oh i don't

01:18:19.670 --> 01:18:22.250
know don quick yep he's a district attorney he's

01:18:22.250 --> 01:18:24.630
like uh the head of he's uh i think he's the

01:18:25.239 --> 01:18:26.960
like head legal authority for like Broomfield

01:18:26.960 --> 01:18:30.199
County now. Yeah. Matt LaCrue, who's a good lobbyist.

01:18:30.220 --> 01:18:31.899
Like my brain just starts racing. Like, who can

01:18:31.899 --> 01:18:34.079
I introduce you to? Yep. You shouldn't, dude,

01:18:34.359 --> 01:18:36.279
we got to get Jaden on the podcast so you can,

01:18:36.279 --> 01:18:38.500
you know, he built up mile high lifestyles. One

01:18:38.500 --> 01:18:40.500
of the top 10 real estate teams in the entire

01:18:40.500 --> 01:18:43.819
state. Yep. So it's, it's, it's just that power

01:18:43.819 --> 01:18:46.979
you trigger to make people think about, you know,

01:18:46.979 --> 01:18:49.600
how they can help you. And it's at our core,

01:18:49.659 --> 01:18:51.739
like we all want to help each other. Yep. I don't

01:18:51.739 --> 01:18:53.699
think there's anybody that really is just innately

01:18:53.699 --> 01:18:58.409
like, I want to see you fail. Yeah. Like, I just

01:18:58.409 --> 01:19:00.449
don't believe that. Like, everybody deep down

01:19:00.449 --> 01:19:03.630
wants to help others. Yep, yep. And along with

01:19:03.630 --> 01:19:05.649
that, I was on the phone with one of my friends

01:19:05.649 --> 01:19:08.909
yesterday. I was like, I'm trying to get really

01:19:08.909 --> 01:19:10.729
cool people on the podcast. Do you have any advice

01:19:10.729 --> 01:19:13.909
for me? And he sits there and he's like, well,

01:19:13.949 --> 01:19:16.350
everyone wants to feel good about themselves.

01:19:16.810 --> 01:19:19.289
Yep. It's like... And how do you make people

01:19:19.289 --> 01:19:21.010
feel good about themselves? Well, they feel like

01:19:21.010 --> 01:19:22.590
they're giving back there. They're giving to

01:19:22.590 --> 01:19:25.569
the community. So literally just ask someone

01:19:25.569 --> 01:19:27.210
for advice. What was your journey like? What

01:19:27.210 --> 01:19:29.850
was your experience? How did you learn that?

01:19:30.149 --> 01:19:32.670
And people are like, oh, I get to help people.

01:19:32.689 --> 01:19:34.810
I get to feel good about myself for doing that.

01:19:34.869 --> 01:19:36.850
And you don't even have to give them money. You

01:19:36.850 --> 01:19:39.930
can literally just ask them for advice and make

01:19:39.930 --> 01:19:42.170
them feel good about themselves. God, you know,

01:19:42.270 --> 01:19:44.350
now it is now that you even mentioned that it's

01:19:44.350 --> 01:19:48.079
like a we talk about. It's different levels of

01:19:48.079 --> 01:19:50.979
opportunities that you have to let go. Going

01:19:50.979 --> 01:19:54.060
back to that, one of the hardest things for me

01:19:54.060 --> 01:19:59.020
is the power of no is amazing, and I suck at

01:19:59.020 --> 01:20:01.100
it. It's something I really need to get better

01:20:01.100 --> 01:20:03.960
at because I know I overcommit. I know I say

01:20:03.960 --> 01:20:07.720
yes to way too many things, but there's a lot

01:20:07.720 --> 01:20:09.359
of it I just can't help myself because I see

01:20:09.359 --> 01:20:11.579
people that come to me asking for help, and it's

01:20:11.579 --> 01:20:14.449
like, how do you just outright say no? Somebody

01:20:14.449 --> 01:20:15.850
comes to you and is like, hey, can you help me?

01:20:15.949 --> 01:20:17.329
And you know you have the ability to help them

01:20:17.329 --> 01:20:20.810
and you have to say no. That's hard as shit.

01:20:21.090 --> 01:20:24.890
And I have no idea. I have no advice on how to

01:20:24.890 --> 01:20:27.069
do that because I'm just terrible at it. I'm

01:20:27.069 --> 01:20:29.109
like, I'll bend over backwards. I'll just figure

01:20:29.109 --> 01:20:35.109
it out and I'll apologize to my wife. But it

01:20:35.109 --> 01:20:38.029
truly is like now it's like I have a lot of people

01:20:38.029 --> 01:20:39.930
who are looking to get into the industry and

01:20:39.930 --> 01:20:42.590
they're like, hey, could you mentor me? I'm like.

01:20:48.860 --> 01:20:52.460
No, like as much as badly as I want to say yes,

01:20:52.579 --> 01:20:55.560
it's like David Mackin is probably one of the

01:20:55.560 --> 01:20:58.220
things I'm most proud of in this world. And it

01:20:58.220 --> 01:20:59.979
has nothing to do with me, but it's like he just

01:20:59.979 --> 01:21:01.699
took the advice and he ran with it. But I gave

01:21:01.699 --> 01:21:04.659
him really hands on mentorship. But then he did

01:21:04.659 --> 01:21:08.319
the work. And it's so it's like there's nothing

01:21:08.319 --> 01:21:11.880
more I love than seeing how successful he has

01:21:11.880 --> 01:21:15.180
become and continuing to grow. I was like, how

01:21:15.180 --> 01:21:18.840
do you not want to do that more? how do you say

01:21:18.840 --> 01:21:21.380
like, I don't want more of that. I don't want

01:21:21.380 --> 01:21:24.800
to recreate David. And it's the, because at the

01:21:24.800 --> 01:21:26.399
end of the day, it's just the, that would take

01:21:26.399 --> 01:21:30.300
away from us growing. It's, it's sad that it's

01:21:30.300 --> 01:21:32.079
hit that, that it's like, that's too small of

01:21:32.079 --> 01:21:35.939
an impact. Um, and it's funny, like somebody

01:21:35.939 --> 01:21:37.399
told me, they're like, Oh, I could probably get

01:21:37.399 --> 01:21:39.460
you 10, 15 minutes a month with Matt Ishpia.

01:21:39.539 --> 01:21:41.699
And as excited as I am, I immediately was just

01:21:41.699 --> 01:21:44.539
like, you know damn well he doesn't have the

01:21:44.539 --> 01:21:47.420
time for that yeah it's as respectful as it is

01:21:47.420 --> 01:21:50.439
and as honored as i would be it's just that it's

01:21:50.439 --> 01:21:52.239
almost just like me understanding to him like

01:21:52.239 --> 01:21:54.420
almost feeling like i don't want to take that

01:21:54.420 --> 01:21:56.340
from him because i know that's 15 minutes i'd

01:21:56.340 --> 01:21:58.180
be taking from his family or i'd be taking from

01:21:58.180 --> 01:22:00.180
yeah something else that he's trying to grow

01:22:00.180 --> 01:22:04.180
so it's you know it it's so hard continuing to

01:22:04.180 --> 01:22:06.159
grow that it's like you know the second year

01:22:06.159 --> 01:22:08.680
podcast starts getting a lot of traction yep

01:22:08.680 --> 01:22:10.279
everybody's gonna be hitting you up hey can you

01:22:10.279 --> 01:22:12.460
help me with my podcast you're like Well, that

01:22:12.460 --> 01:22:13.720
means I'm going to spend time working on yours

01:22:13.720 --> 01:22:17.279
and not mine. But I know you. You're going to

01:22:17.279 --> 01:22:20.100
be like, of course I can help you. Yep. And you're

01:22:20.100 --> 01:22:23.619
just stuck in that game of playing, helping other

01:22:23.619 --> 01:22:25.560
people while also trying to build your own thing.

01:22:25.960 --> 01:22:27.960
And then it's just the hardest thing where it's

01:22:27.960 --> 01:22:31.260
like you say no because you know you just don't

01:22:31.260 --> 01:22:33.399
have enough time or you know the sacrifices you're

01:22:33.399 --> 01:22:36.170
going to have to make for it. And now you've

01:22:36.170 --> 01:22:38.649
created someone's villain origin story because

01:22:38.649 --> 01:22:41.250
you turned them down. And now you're a jerk to

01:22:41.250 --> 01:22:44.369
somebody because you prioritize yourself and

01:22:44.369 --> 01:22:46.590
your own lives over them. And it's the, it's

01:22:46.590 --> 01:22:48.470
just so hard because we're all people pleasers.

01:22:48.470 --> 01:22:50.810
Like I know you are just as much as I am. And

01:22:50.810 --> 01:22:54.350
it's a guy trying to help people. Cause again,

01:22:54.390 --> 01:22:56.250
now we're going back to the help 10 people a

01:22:56.250 --> 01:22:58.539
day. It's like the. It's like, but no more than

01:22:58.539 --> 01:23:02.000
10. We're capping it right there. No more. Nobody

01:23:02.000 --> 01:23:04.720
else can get help. Yeah, exactly. And it's like

01:23:04.720 --> 01:23:08.100
at a certain point, you have so many people coming

01:23:08.100 --> 01:23:10.420
to you for help that it's like you have to decide

01:23:10.420 --> 01:23:13.680
which avenue you want to help in. And for example,

01:23:13.680 --> 01:23:15.779
your business, it's like I'm helping people through

01:23:15.779 --> 01:23:18.260
my business, but you're also getting external

01:23:18.260 --> 01:23:21.970
requests for help. And you're like. but I can

01:23:21.970 --> 01:23:24.710
do more impact in my business. But you can't

01:23:24.710 --> 01:23:26.090
explain that to someone who you're telling no

01:23:26.090 --> 01:23:29.550
to. No, but there are the exceptions to the rule

01:23:29.550 --> 01:23:33.189
that get made. Like, we love this kid, Carter

01:23:33.189 --> 01:23:35.710
Gregory. We love this kid to death. He's going

01:23:35.710 --> 01:23:38.109
to come back and work here. He calls me out of

01:23:38.109 --> 01:23:41.050
the blue, and he says, he's like, hey, I want

01:23:41.050 --> 01:23:43.949
to be an intern for you. I was like, absolutely

01:23:43.949 --> 01:23:46.689
not. Like, you're still in school. He lives in

01:23:46.689 --> 01:23:49.529
North Carolina. I was like, dude, no. It's just

01:23:49.529 --> 01:23:51.829
a no. He calls me back the next day. He's like,

01:23:51.909 --> 01:23:54.529
hey, I want an internship. I'm like, dude, I

01:23:54.529 --> 01:23:57.149
could not have been more clear. Respectfully,

01:23:57.210 --> 01:24:00.310
we don't have that position. He calls me back

01:24:00.310 --> 01:24:02.689
a week later. He's like, all right, so I'm booking

01:24:02.689 --> 01:24:04.130
my plane tickets. I'm going to be out there.

01:24:04.229 --> 01:24:06.029
I'm like, what the hell are you talking about?

01:24:06.210 --> 01:24:09.409
The answer is no. We don't have that. I legitimately

01:24:09.409 --> 01:24:11.689
don't know what you would be doing. I was like,

01:24:11.710 --> 01:24:13.369
you'd be shadowing. I have no idea. We're not

01:24:13.369 --> 01:24:16.840
doing it. calls me like a month later and he's

01:24:16.840 --> 01:24:18.260
like, all right, man, I just got in here. When's

01:24:18.260 --> 01:24:21.520
my first day? Like I can start on Friday. And

01:24:21.520 --> 01:24:23.659
I was like, I genuinely don't know what you would

01:24:23.659 --> 01:24:25.739
be doing here. Like, I'm sorry. Like you have

01:24:25.739 --> 01:24:32.100
to know the answers. No shows up to work. Everybody's

01:24:32.100 --> 01:24:33.420
like, who is this? I'm like, I guess we have

01:24:33.420 --> 01:24:35.420
an intern. I don't know. Like, they're like,

01:24:35.520 --> 01:24:37.619
you can't do that. You don't have time for an

01:24:37.619 --> 01:24:39.899
intern. I'm like, I told him that. I can't get

01:24:39.899 --> 01:24:42.380
rid of him. He's in the office. So now he's hired.

01:24:45.739 --> 01:24:48.779
Tenacity right there. I walk out of the office.

01:24:48.859 --> 01:24:50.180
I was like, all right, man, you can show up.

01:24:50.220 --> 01:24:51.699
I have a meeting. I don't know what you're going

01:24:51.699 --> 01:24:52.760
to be doing. You're going to be shadowing people.

01:24:52.899 --> 01:24:57.100
I have no idea. So I go leave for a meeting.

01:24:57.420 --> 01:24:59.399
He's sitting on the couch, and Cassie looks over

01:24:59.399 --> 01:25:02.779
at him, and she was just like, did Mitch really

01:25:02.779 --> 01:25:05.079
just hire this poor kid and just abandon him

01:25:05.079 --> 01:25:07.390
on the couch with nothing to do? And she was

01:25:07.390 --> 01:25:10.210
like, I'm sorry, who are you? He was like, I'm

01:25:10.210 --> 01:25:13.909
the intern. She's like, did Mitch give you any

01:25:13.909 --> 01:25:16.250
kind of tasks or direction or anything? He's

01:25:16.250 --> 01:25:19.010
like, well, verbatim, he said, I don't know what

01:25:19.010 --> 01:25:21.409
you would be doing, but if you want to come hang

01:25:21.409 --> 01:25:24.510
out in shadow, I guess. So he's kind of living

01:25:24.510 --> 01:25:26.770
up to the expectation, and I don't really know

01:25:26.770 --> 01:25:29.270
what to do. And then she just cracks up. She's

01:25:29.270 --> 01:25:31.470
like, am I allowed to leave him alone in the

01:25:31.470 --> 01:25:35.390
office? How are we in this position? Like what

01:25:35.390 --> 01:25:37.649
is going on here? And then sure enough, like

01:25:37.649 --> 01:25:40.329
two days later, I was like, hey, how about this?

01:25:40.329 --> 01:25:42.289
Like go get your NMLS license. That's something

01:25:42.289 --> 01:25:46.270
for you to do. He finishes the education in like

01:25:46.270 --> 01:25:48.329
two weeks. He's like, yeah, I scheduled my test

01:25:48.329 --> 01:25:50.909
for next week. I'm like three weeks in. He's

01:25:50.909 --> 01:25:53.069
like, all right, I passed my test. So how can

01:25:53.069 --> 01:25:54.869
you teach me how to go like find loans? I'm like,

01:25:54.930 --> 01:25:59.289
dude, no. how are you doing all this? And it's

01:25:59.289 --> 01:26:01.029
sure enough. He's like, then he comes back. He's

01:26:01.029 --> 01:26:02.930
like, so I decided to go to this networking event.

01:26:02.989 --> 01:26:04.729
So I got a loan in like, can you help me put

01:26:04.729 --> 01:26:09.850
it together? I'm like, Oh my God. Like, yeah,

01:26:09.970 --> 01:26:13.590
we can, we can do that. And it's, I'm like, that's

01:26:13.590 --> 01:26:16.229
the perfect definition of like how you turn that

01:26:16.229 --> 01:26:19.890
no into a yes. And now it's like, um, he really

01:26:19.890 --> 01:26:21.569
is. He's moving from North Carolina back here

01:26:21.569 --> 01:26:24.069
when he graduates in December. So next month

01:26:24.069 --> 01:26:25.989
he graduates, he'll be here in January and we're

01:26:25.989 --> 01:26:28.279
hiring him full time. That's crazy. He won't

01:26:28.279 --> 01:26:30.319
take no for an answer. No. And now we're like,

01:26:30.359 --> 01:26:31.479
he's going to come work here. And I'm like, we

01:26:31.479 --> 01:26:33.840
don't have room. And he's like, that's fine.

01:26:33.920 --> 01:26:35.920
I'll take a little corner of Connor's office.

01:26:36.020 --> 01:26:38.100
And we're like, all right, Connor, he's your

01:26:38.100 --> 01:26:40.619
dog. You can have him. Yeah, he's your problem

01:26:40.619 --> 01:26:43.979
now. But it's like, you know, one thing that

01:26:43.979 --> 01:26:45.819
we always joked about of like, what do you need

01:26:45.819 --> 01:26:47.319
to be successful in anything you do? And it's

01:26:47.319 --> 01:26:50.119
like. Ricky Bobby level irrational confidence.

01:26:50.239 --> 01:26:54.819
Yep. Shake and bake, baby. Hell yeah. I wake

01:26:54.819 --> 01:26:57.199
up in the morning and piss excellence. If you

01:26:57.199 --> 01:26:59.859
have that level of irrational confidence, you

01:26:59.859 --> 01:27:02.539
can do anything. And then Carter shows up. We

01:27:02.539 --> 01:27:05.300
have no idea. And just coming in here, crushing

01:27:05.300 --> 01:27:06.760
it. He's already has like, I think he has one

01:27:06.760 --> 01:27:09.000
or two loans on a contract right now while in

01:27:09.000 --> 01:27:11.579
school, while helping Connor build out our broker

01:27:11.579 --> 01:27:14.680
matrix. Like kid ran a painting business because

01:27:14.680 --> 01:27:16.640
he was just like, it's like saw the opportunity.

01:27:16.880 --> 01:27:18.340
And again, so we talked about the opportunity.

01:27:18.359 --> 01:27:20.119
He was like, he was in North Carolina. He's like

01:27:20.119 --> 01:27:22.399
storm hit. Everybody's deck is torn to shit.

01:27:22.539 --> 01:27:24.319
So we just go knock on doors. Like, Hey, I'll

01:27:24.319 --> 01:27:27.500
do, I'll repaint your deck thousand bucks. And

01:27:27.500 --> 01:27:31.300
they're like 800. He's like done. He's like,

01:27:31.340 --> 01:27:32.859
yeah, I'd show up and I'd spend the entire day

01:27:32.859 --> 01:27:34.520
and I'd paint their deck and make 800 bucks.

01:27:34.640 --> 01:27:38.319
I'm like, how do you not hire that kid? Yeah.

01:27:38.420 --> 01:27:42.500
Yeah. You have to hire him. It's, and we're so

01:27:42.500 --> 01:27:43.880
blessed. We're so lucky to have him. We're so

01:27:43.880 --> 01:27:45.520
excited for him to be here, but it's like that,

01:27:45.579 --> 01:27:48.100
that, that irrational confidence and that just

01:27:48.100 --> 01:27:51.100
willingness to just, you know, I'll outwork you.

01:27:51.300 --> 01:27:54.220
Yeah. And it's, that's what, uh, you know, Matt

01:27:54.220 --> 01:27:55.939
Ishby, like one of the big things he really talks

01:27:55.939 --> 01:27:59.220
about was, um, you know, he said everybody else

01:27:59.220 --> 01:28:01.060
had more resources than him. He's like, you know,

01:28:01.060 --> 01:28:02.880
he always compared himself to like Rocket and

01:28:02.880 --> 01:28:04.479
Flagstar and all the big banks out there and

01:28:04.479 --> 01:28:06.899
all the big mortgage companies. And he was like,

01:28:06.939 --> 01:28:09.220
you know, I don't have the same resources. I

01:28:09.220 --> 01:28:11.060
don't honestly have the same intelligence levels

01:28:11.060 --> 01:28:13.340
as a lot of these guys, but I'll work harder.

01:28:13.720 --> 01:28:15.880
And he was like, you know, I learned, I think

01:28:15.880 --> 01:28:17.140
he was saying, I'm probably going to get it wrong,

01:28:17.140 --> 01:28:18.840
but he was like, you know, if I set my alarm

01:28:18.840 --> 01:28:21.140
an hour earlier, he's like, I get an extra two

01:28:21.140 --> 01:28:24.819
weeks of work every single year. so he's like

01:28:24.819 --> 01:28:27.420
so i set my alarm two hours earlier so now that

01:28:27.420 --> 01:28:29.720
man wakes up at like 3 30 in the morning oh god

01:28:29.720 --> 01:28:32.680
dude is like in a suit and tie showered shaved

01:28:32.680 --> 01:28:35.739
in the car he's like 22 minutes from the time

01:28:35.739 --> 01:28:37.500
my alarm goes off until i'm in the car every

01:28:37.500 --> 01:28:40.239
morning and he's just a machine like and then

01:28:40.239 --> 01:28:42.859
he's he says he's like he's like i put my minutes

01:28:42.859 --> 01:28:45.520
against anybody's minutes in this country yeah

01:28:45.520 --> 01:28:48.220
so he's like so you might be smarter you might

01:28:48.220 --> 01:28:50.279
have more money than me but if i'm getting two

01:28:50.279 --> 01:28:53.510
more hours of work in every single day And I'm

01:28:53.510 --> 01:28:54.949
more efficient with those minutes. I don't take

01:28:54.949 --> 01:28:59.170
breaks. It's like, you give me 10 years of an

01:28:59.170 --> 01:29:01.789
extra month a year. He's like, I'll catch up.

01:29:01.850 --> 01:29:04.050
I'll get there. I'll beat you. And now he is

01:29:04.050 --> 01:29:08.369
buying the suns and stealing my dream. And that's

01:29:08.369 --> 01:29:09.510
where it's like, we had, like I said, we had

01:29:09.510 --> 01:29:12.529
some fun back and forth, some banter. And I pulled

01:29:12.529 --> 01:29:14.649
a prank on him and he had him sign the jersey.

01:29:14.710 --> 01:29:17.850
He was such a good sport about it. And we told

01:29:17.850 --> 01:29:19.810
him we're so blessed and grateful to have him

01:29:19.810 --> 01:29:23.100
being such. such you know a supporter of us and

01:29:23.100 --> 01:29:25.520
you know he just spent money to fly out um our

01:29:25.520 --> 01:29:27.840
account executive our avp rocky and tatiana came

01:29:27.840 --> 01:29:30.260
out of here and i don't know if you got to meet

01:29:30.260 --> 01:29:32.399
them or hang out with them at all but you know

01:29:32.399 --> 01:29:34.699
they came out here just fully to support us and

01:29:34.699 --> 01:29:38.340
our growth and um they they recognize our vision

01:29:38.340 --> 01:29:41.199
the same way um you know others recognize matt

01:29:41.199 --> 01:29:43.819
and just passing that opportunity along and um

01:29:43.819 --> 01:29:48.079
it's just been so much fun man yeah Yeah. You've

01:29:48.079 --> 01:29:50.020
done some pretty amazing stuff. It was really

01:29:50.020 --> 01:29:52.640
cool just watching you start out three point

01:29:52.640 --> 01:29:55.000
mortgage. You had maybe what, two, three employees

01:29:55.000 --> 01:29:57.460
when I met you and you were like, this is going

01:29:57.460 --> 01:30:01.159
to be huge. Yeah. Yeah. We had a, at one point

01:30:01.159 --> 01:30:02.979
we were down to one. It was just David to me.

01:30:03.229 --> 01:30:05.029
Yep. It was just you two. We're sitting there

01:30:05.029 --> 01:30:06.430
having beers and you're like, this is going to

01:30:06.430 --> 01:30:08.930
be massive. Oh yeah. It's going to be huge. I'm

01:30:08.930 --> 01:30:11.090
going to buy the nuts. Yep. And then you'd give

01:30:11.090 --> 01:30:12.949
me business advice while I was working on my

01:30:12.949 --> 01:30:15.329
startup. Yep. And I'd be like, okay, this guy,

01:30:15.329 --> 01:30:16.890
it seems like he knows what he's talking about.

01:30:16.949 --> 01:30:19.890
And then just watching you take all the advice

01:30:19.890 --> 01:30:22.909
that you were giving out to me and doing it,

01:30:22.949 --> 01:30:25.109
every single thing you said, you were doing it.

01:30:25.390 --> 01:30:27.630
And now seeing that massive success, it's just

01:30:27.630 --> 01:30:30.460
been so, so cool to watch. I appreciate that,

01:30:30.520 --> 01:30:32.159
man. It's so funny. Like, you know, I still,

01:30:32.180 --> 01:30:34.140
I battle with imposter syndrome like no other.

01:30:34.220 --> 01:30:36.899
Yeah. It's the, you know, I, I very, very much

01:30:36.899 --> 01:30:39.359
view myself to like the, I am just this very

01:30:39.359 --> 01:30:42.579
normal guy. Yeah. Um, even right, right before

01:30:42.579 --> 01:30:44.659
this podcast, you're like, Oh, I don't have anything

01:30:44.659 --> 01:30:46.840
to talk about. I'm a normal dude. Exactly. Exactly.

01:30:46.859 --> 01:30:48.300
And I still think I'm like, we didn't talk about

01:30:48.300 --> 01:30:49.520
anything real. We didn't talk about anything

01:30:49.520 --> 01:30:52.079
serious. I'm like, you compare this episode to

01:30:52.079 --> 01:30:53.600
your other podcasts. I'm like, I'm sure you're

01:30:53.600 --> 01:30:55.920
getting way more out of all the other podcasts.

01:30:56.000 --> 01:30:58.020
Like I still believe that right now. Yeah. Um,

01:30:58.039 --> 01:31:00.630
because it's just the, You know, I'm just, at

01:31:00.630 --> 01:31:01.850
the end of the day, man, I'm just a grinder.

01:31:02.510 --> 01:31:05.289
It's the, you know, even from the basketball

01:31:05.289 --> 01:31:06.989
days, it's the, you know, I started playing,

01:31:07.170 --> 01:31:08.930
and again, it's so funny. You got to look at

01:31:08.930 --> 01:31:11.130
everything in hindsight. Like, you know, I can't

01:31:11.130 --> 01:31:13.090
believe I got cut as a freshman. I didn't start

01:31:13.090 --> 01:31:14.909
playing basketball seriously until I was a freshman

01:31:14.909 --> 01:31:16.350
in high school, and I shot the ball like it was

01:31:16.350 --> 01:31:18.149
a soccer ball because I was a soccer player.

01:31:18.270 --> 01:31:22.430
I was like 6 '3", 110 pounds, soaking wet, and

01:31:22.430 --> 01:31:24.829
I couldn't bench the bar. And I was just the

01:31:24.829 --> 01:31:27.050
most uncoordinated human being alive. And I'm

01:31:27.050 --> 01:31:28.550
like, I can't believe they cut me. I'm like,

01:31:28.649 --> 01:31:31.670
I sucked. Like, I would have cut me in hindsight.

01:31:32.369 --> 01:31:36.149
How was I so mad at them? I was terrible. But

01:31:36.149 --> 01:31:39.250
the same thing was just like everybody else is

01:31:39.250 --> 01:31:41.390
going out partying. And it's like, I'm in the

01:31:41.390 --> 01:31:43.770
gym. I'll work harder than you. And that was

01:31:43.770 --> 01:31:46.029
one of the biggest things that my uncle taught

01:31:46.029 --> 01:31:48.369
me. My Uncle Henry sat me down and was like,

01:31:48.970 --> 01:31:50.729
I was dating a girl. And he was like, are you

01:31:50.729 --> 01:31:53.180
going to marry this girl? And I was like. I'm

01:31:53.180 --> 01:31:56.140
14 years old. Probably not. Yeah. And he was

01:31:56.140 --> 01:31:58.300
like, then why would you waste your time and

01:31:58.300 --> 01:31:59.939
money on this girl? He says, you said you want

01:31:59.939 --> 01:32:01.680
to play basketball in college. Yeah. What's more

01:32:01.680 --> 01:32:03.619
important to you? Playing basketball in college

01:32:03.619 --> 01:32:07.359
or dating a girl? Playing basketball in college.

01:32:08.100 --> 01:32:10.340
He's like, I think you have an easy decision

01:32:10.340 --> 01:32:12.260
to make. So I broke up with her. Yeah. Went to

01:32:12.260 --> 01:32:13.720
the gym every single day. I thought I was so

01:32:13.720 --> 01:32:16.159
cool because like homecoming came. I was in the

01:32:16.159 --> 01:32:21.229
gym. Prom. Didn't go to prom. You were the guy

01:32:21.229 --> 01:32:24.729
in the gym who was fighting demons. Big demons.

01:32:25.010 --> 01:32:29.310
Just not good enough. It was just that level

01:32:29.310 --> 01:32:32.130
of work ethic. It's so funny, man. We got to

01:32:32.130 --> 01:32:33.569
fly out. My best friend in the world, Darren

01:32:33.569 --> 01:32:36.390
Lockett. We were in Disneyland and we realized

01:32:36.390 --> 01:32:40.310
he took me to a completely different level that

01:32:40.310 --> 01:32:43.409
I didn't even know existed. I was a hard worker,

01:32:43.569 --> 01:32:48.010
but he just unlocked this level of ungodly work

01:32:48.010 --> 01:32:51.630
ethic that that's just who I am that like you

01:32:51.630 --> 01:32:54.630
know he had such a ridiculous upbringing and

01:32:54.630 --> 01:32:56.430
he ended up moving in with me at my grandma's

01:32:56.430 --> 01:32:59.590
house and I would wake up to the sound of just

01:32:59.590 --> 01:33:04.310
like him doing push -ups and I'd walk out and

01:33:04.310 --> 01:33:06.170
I just like you know it's like six in the morning

01:33:06.170 --> 01:33:07.810
I walk out and I just see him doing push -ups

01:33:07.810 --> 01:33:10.789
like like dude what are you doing and he's like

01:33:10.789 --> 01:33:13.789
I got 20 push -ups stronger than you this morning

01:33:13.789 --> 01:33:18.619
you suck And I was like, oh, my God, this guy.

01:33:18.779 --> 01:33:21.600
All right. I'm going to go do pushups. So I dropped

01:33:21.600 --> 01:33:23.619
to the ground to start doing pushups. And he

01:33:23.619 --> 01:33:25.220
just like falls to the ground. He's like, nope,

01:33:25.359 --> 01:33:26.840
nope. You're not going to get stronger than me.

01:33:27.920 --> 01:33:29.960
And then it's like we go to practice that day.

01:33:30.500 --> 01:33:33.399
And it was the funniest thing. Like we get there.

01:33:33.739 --> 01:33:38.000
So we start. Coach says, you know, miss a layup.

01:33:38.000 --> 01:33:40.180
Everybody in the gym drops and drop and do 10

01:33:40.180 --> 01:33:42.600
pushups. Yeah. So I do 10 pushups and I look

01:33:42.600 --> 01:33:44.239
up and Darren's still doing fucking pushups.

01:33:45.310 --> 01:33:47.189
And I look back at him. I was like, why did that

01:33:47.189 --> 01:33:50.949
take you so long? He's like, I did 16. I got

01:33:50.949 --> 01:33:52.989
six push -ups stronger than you today. I was

01:33:52.989 --> 01:33:55.090
like, oh, my God. Like, you've got to be kidding

01:33:55.090 --> 01:33:57.489
me. You won't stop. No. I was like, bullshit.

01:33:57.689 --> 01:34:00.010
So then all of a sudden it was like, coach would

01:34:00.010 --> 01:34:01.289
be like, all right, Miss Layup, everybody do

01:34:01.289 --> 01:34:03.329
10 push -ups. Him and I would literally just

01:34:03.329 --> 01:34:05.770
be cranking out push -ups, staring at each other

01:34:05.770 --> 01:34:08.680
until the coach was like. You morons, like, what

01:34:08.680 --> 01:34:10.640
are you doing? Everyone thought you were having

01:34:10.640 --> 01:34:13.180
some weird romantic thing going on. Yeah, they

01:34:13.180 --> 01:34:14.859
said they're like, oh, your boyfriend's not here.

01:34:14.899 --> 01:34:16.420
I'm just like, oh, Darren, I know he's sick today.

01:34:17.180 --> 01:34:19.119
But it was just like, he came over. He's like,

01:34:19.239 --> 01:34:21.880
will you guys stop? And I was like, you tell

01:34:21.880 --> 01:34:23.880
him to stop first. And we're just still going.

01:34:23.960 --> 01:34:25.680
We pop up. And then eventually, then it was like

01:34:25.680 --> 01:34:27.220
other people on the team started catching on.

01:34:27.439 --> 01:34:30.300
And then all of a sudden, like, Dom, Willie,

01:34:30.520 --> 01:34:31.899
all these guys started doing it where it was

01:34:31.899 --> 01:34:34.100
just like. coach is like do 10 push -ups and

01:34:34.100 --> 01:34:35.920
we're all just like doing eventually he had to

01:34:35.920 --> 01:34:38.100
stop he's like all right 10 seconds of push -ups

01:34:38.100 --> 01:34:39.800
because you guys are idiots and you won't stop

01:34:39.800 --> 01:34:42.439
doing but we have shit to do so as we pop up

01:34:42.439 --> 01:34:45.000
and everybody just say how many they got um and

01:34:45.000 --> 01:34:47.439
then at the end of the day we'd be like getting

01:34:47.439 --> 01:34:49.920
uh darren would like keep count of how many push

01:34:49.920 --> 01:34:52.739
-ups he did versus everybody else so then everybody

01:34:52.739 --> 01:34:55.520
else is like you know drying off getting changed

01:34:55.520 --> 01:34:59.220
and he's just like no Dama won today he did seven

01:34:59.220 --> 01:35:00.880
more push -ups than everyone so he'd like drop

01:35:00.880 --> 01:35:02.880
down and do like eight push -ups real quick he's

01:35:02.880 --> 01:35:04.579
like I'll be damned if anybody's gonna get stronger

01:35:04.579 --> 01:35:07.939
than me today and then it but like just that

01:35:07.939 --> 01:35:11.439
insane level of competitiveness that and just

01:35:11.439 --> 01:35:14.779
pure like we it was like when two people that

01:35:14.779 --> 01:35:17.800
both refused to be like I'll never let anyone

01:35:17.800 --> 01:35:21.300
outwork me and he was the same way so you put

01:35:21.300 --> 01:35:24.880
us living together for a year and it was just

01:35:26.320 --> 01:35:28.520
It really just unlocked something where it was

01:35:28.520 --> 01:35:32.539
like, dude, we had 6 a .m. yoga, 7 a .m. Pilates,

01:35:32.600 --> 01:35:35.819
went straight to the weight room until 10, went

01:35:35.819 --> 01:35:41.079
home, ate, came back, went to track conditioning,

01:35:41.359 --> 01:35:44.840
then went to practice. Then the second practice

01:35:44.840 --> 01:35:47.579
was done. We would go find another gym to go

01:35:47.579 --> 01:35:49.500
work out at. And then the second we were done

01:35:49.500 --> 01:35:50.920
with that, we would go to my uncle's house for

01:35:50.920 --> 01:35:54.609
a pool workout. So we were legitimately working

01:35:54.609 --> 01:35:57.710
out for like 13 hours a day. Dude, it's been

01:35:57.710 --> 01:36:01.930
like two months. Can we like take a day off?

01:36:02.130 --> 01:36:06.569
He was like, you are so soft. It was just like

01:36:06.569 --> 01:36:10.170
this, you know. Constant devil on your shoulder.

01:36:10.390 --> 01:36:12.789
Yes. It was like, and then one day we were like,

01:36:12.850 --> 01:36:14.890
all right, all right, all right. It's been like

01:36:14.890 --> 01:36:18.890
90 days. Let's take the day off. And then it

01:36:18.890 --> 01:36:21.029
hit, like, noon. And when you put guys like that

01:36:21.029 --> 01:36:22.970
that were working out, like, 13 hours a day for

01:36:22.970 --> 01:36:25.069
90 straight days, it's, like, noon. We're, like,

01:36:25.109 --> 01:36:27.010
all right, fuck this. And it's, like, we just

01:36:27.010 --> 01:36:29.149
went straight to the gym. I was, like, let's

01:36:29.149 --> 01:36:32.590
just do a light workout today. But it's, you

01:36:32.590 --> 01:36:35.010
know, I owe so much to him because he just unlocked

01:36:35.010 --> 01:36:39.310
that completely. Like, it doesn't matter what's

01:36:39.310 --> 01:36:41.989
hurting. We're all hurt. It doesn't matter what's

01:36:41.989 --> 01:36:45.510
going on. And that's where when we were joking

01:36:45.510 --> 01:36:46.810
earlier, right before we started, it's like,

01:36:46.869 --> 01:36:48.829
oh, something's going on. You're depressed. You

01:36:48.829 --> 01:36:52.210
have anxiety. Work harder. It's, oh, anything

01:36:52.210 --> 01:36:55.289
happens. It's like nothing can't be solved with

01:36:55.289 --> 01:36:58.430
hard work. It's like hard work is the trump card

01:36:58.430 --> 01:37:02.069
that beats everything. Yeah. The harder I work,

01:37:02.109 --> 01:37:04.869
the luckier I get. It feels weird. Yeah. How

01:37:04.869 --> 01:37:08.789
does that happen? It's crazy. Yeah. I find that

01:37:08.789 --> 01:37:11.819
a lot of. entrepreneurs, high performers, people

01:37:11.819 --> 01:37:14.579
who are striving for a lot, a lot of times have

01:37:14.579 --> 01:37:18.199
a chip on their shoulder from something they

01:37:18.199 --> 01:37:21.779
got like, do they just have a memory of something

01:37:21.779 --> 01:37:24.720
happening to them that made them just want to

01:37:24.720 --> 01:37:27.000
work harder than everyone else? Did you ever

01:37:27.000 --> 01:37:29.000
have a moment like that? For sure, for sure.

01:37:29.100 --> 01:37:30.840
I think there was an element in my upbringing,

01:37:31.060 --> 01:37:33.460
like, there started to be a feeling of, like,

01:37:33.479 --> 01:37:35.680
not being good enough. Yeah. It was like, you

01:37:35.680 --> 01:37:38.319
know, I got to somehow, someway earn parental

01:37:38.319 --> 01:37:40.180
approval kind of thing. So I always had that

01:37:40.180 --> 01:37:41.800
little bit of a chip. Then getting cut from the

01:37:41.800 --> 01:37:45.239
basketball team. Then, you know, coming back

01:37:45.239 --> 01:37:48.779
from surgery. Then meeting Darren. And I was

01:37:48.779 --> 01:37:50.079
like, I was already a hard worker. Then just

01:37:50.079 --> 01:37:53.420
being ratcheted up to just completely different

01:37:53.420 --> 01:37:57.399
levels. I think there was that chip. And then...

01:37:58.090 --> 01:37:59.710
And then getting turned down by 10 different

01:37:59.710 --> 01:38:02.449
mortgage companies, begging for a job out of

01:38:02.449 --> 01:38:07.189
college. It was hard, man. I mean, you've experienced

01:38:07.189 --> 01:38:09.810
it. Never mind. Hell no, you didn't experience

01:38:09.810 --> 01:38:12.069
it. I got a job out of college. You got it right

01:38:12.069 --> 01:38:14.529
out of college. You had your job lined up. You

01:38:14.529 --> 01:38:16.289
didn't go through that, man, where it's like,

01:38:16.409 --> 01:38:21.670
man, interviewing sucks. I don't know how many

01:38:21.670 --> 01:38:24.970
job applications I filled out, interviews I went

01:38:24.970 --> 01:38:28.989
on. I wore the same suit every single time, and

01:38:28.989 --> 01:38:31.689
I never washed it. That definitely had no impact

01:38:31.689 --> 01:38:34.430
on me not getting hired. That's disgusting. You

01:38:34.430 --> 01:38:36.109
wear an undershirt. Like, well, come on. It's

01:38:36.109 --> 01:38:39.510
fine. But, dude, you're 23 years old. That's

01:38:39.510 --> 01:38:42.750
why you work for yourself. Yeah, exactly. But

01:38:42.750 --> 01:38:45.869
it was just that, you know, I had no money for

01:38:45.869 --> 01:38:48.449
dry cleaning. Crazy. It's expensive. You could

01:38:48.449 --> 01:38:50.449
either go to get your clothes, your suit dry

01:38:50.449 --> 01:38:53.210
cleaned, or you can go to Chipotle. So it's,

01:38:53.210 --> 01:38:55.250
you know, that's where I just spent so much time,

01:38:55.289 --> 01:38:58.340
where it was just. getting just denied left and

01:38:58.340 --> 01:39:02.000
right. And then it's, you know, my startup going

01:39:02.000 --> 01:39:06.600
bust, um, that sucked, but you know, it just,

01:39:06.720 --> 01:39:09.159
you learned a lot. I got to, you know, talk high

01:39:09.159 --> 01:39:11.239
level with a lot of really, really smart people

01:39:11.239 --> 01:39:14.100
and, um, just open me to new experiences and

01:39:14.100 --> 01:39:15.340
that kind of thing. And just really kind of test

01:39:15.340 --> 01:39:17.180
the boundaries of like what you can actually

01:39:17.180 --> 01:39:18.920
do if you put your mind to stuff and actually

01:39:18.920 --> 01:39:21.039
learn how to do things. And it's like, just get

01:39:21.039 --> 01:39:24.909
out of your comfort zone. So it's, um, And then

01:39:24.909 --> 01:39:28.470
for sure, everything that happened, me having

01:39:28.470 --> 01:39:32.050
a fallout with my mentor and that chip that got

01:39:32.050 --> 01:39:35.090
put on my shoulder, I mean, that'll never go

01:39:35.090 --> 01:39:37.689
away. Between that, I already have my work ethic,

01:39:37.789 --> 01:39:42.770
and then you add that in, it's over. There's

01:39:42.770 --> 01:39:46.289
nobody in this country that I would not stack

01:39:46.289 --> 01:39:50.079
my minutes up against. you know you can come

01:39:50.079 --> 01:39:51.979
shadow me for a day you can come work out of

01:39:51.979 --> 01:39:55.420
here anytime you want and it's like a i don't

01:39:55.420 --> 01:39:57.420
it's funny like dj connor they all know like

01:39:57.420 --> 01:40:00.739
if i call them and they don't answer they can

01:40:00.739 --> 01:40:03.439
call me back like four seconds later and i'm

01:40:03.439 --> 01:40:04.699
not answering because i'm already on the next

01:40:04.699 --> 01:40:07.060
call yeah they're like damn it i miss him now

01:40:07.060 --> 01:40:08.899
i gotta wait 45 minutes until he's off that call

01:40:08.899 --> 01:40:10.920
and maybe i catch him again yeah but it's like

01:40:10.920 --> 01:40:15.560
i am just like i there is no wasted minutes yeah

01:40:15.979 --> 01:40:17.720
because i learned it's like that you know the

01:40:17.720 --> 01:40:19.920
pursuit of happiness where he's just like i learned

01:40:19.920 --> 01:40:22.260
if i don't have the action of hanging up the

01:40:22.260 --> 01:40:24.079
receiver if i just go straight to the next phone

01:40:24.079 --> 01:40:26.199
call i can get like 12 more phone calls in a

01:40:26.199 --> 01:40:28.359
day it's like that's the kind of mindset where

01:40:28.359 --> 01:40:30.359
it's like i've just been working at that clip

01:40:30.359 --> 01:40:32.420
with you know it doesn't matter if i'm sick it

01:40:32.420 --> 01:40:34.260
doesn't matter like i've had covet i had hand

01:40:34.260 --> 01:40:38.020
foot mouth disease uh which is like Only babies

01:40:38.020 --> 01:40:39.920
should get hand -foot -mouth disease unless,

01:40:40.000 --> 01:40:42.800
like, an adult is under extreme stress and their

01:40:42.800 --> 01:40:45.159
immune system is at, like, an all -time, like,

01:40:45.159 --> 01:40:47.600
absurdly low level. Then they could be susceptible

01:40:47.600 --> 01:40:49.979
to it. I got hand -foot -mouth disease and was

01:40:49.979 --> 01:40:51.760
still just cranking away. I was like, all right,

01:40:51.760 --> 01:40:53.300
I can't go anywhere, so I guess I'm working from

01:40:53.300 --> 01:40:56.100
home because it's crazy contagious. But it was

01:40:56.100 --> 01:40:59.800
just that, you know, there's just nothing that's

01:40:59.800 --> 01:41:01.779
going to stop me or slow me down. It's like a

01:41:01.779 --> 01:41:04.819
stack my minutes up against anyone, and that's

01:41:04.819 --> 01:41:07.199
where it really just... It compounds over time.

01:41:07.260 --> 01:41:08.979
That's what Kobe always talked about that. He

01:41:08.979 --> 01:41:10.680
was like, you know, you might be better than

01:41:10.680 --> 01:41:13.619
me right now, but with me continuing to work

01:41:13.619 --> 01:41:16.979
that much harder, he's like, eventually if you're

01:41:16.979 --> 01:41:18.539
here and I'm here, but I'm working that much

01:41:18.539 --> 01:41:21.039
harder, eventually I'll catch up and then I'm

01:41:21.039 --> 01:41:22.500
not going to stop. And eventually I'll just surpass

01:41:22.500 --> 01:41:25.579
you. It's just, that's the mindset, man. Yeah.

01:41:25.720 --> 01:41:28.840
Yeah. After everything we've talked about, do

01:41:28.840 --> 01:41:32.119
you have any advice for, for young people going

01:41:32.119 --> 01:41:35.090
to college? looking for jobs, maybe they want

01:41:35.090 --> 01:41:37.569
to start their own business. What advice would

01:41:37.569 --> 01:41:46.069
you give to those people? Man, so much. The biggest

01:41:46.069 --> 01:41:50.289
one is like people forget to budget. I mean,

01:41:50.310 --> 01:41:52.390
when you're starting a business, I've seen it

01:41:52.390 --> 01:41:55.729
happen way too many times, even in this industry

01:41:55.729 --> 01:41:57.920
where it's like. people don't understand how

01:41:57.920 --> 01:42:01.319
to budget. Um, so it's being very, very conscious

01:42:01.319 --> 01:42:03.239
of that and understand your expenses, understand

01:42:03.239 --> 01:42:05.300
your cashflow, have a base level of accounting

01:42:05.300 --> 01:42:07.819
knowledge. Um, if you're really going to go into

01:42:07.819 --> 01:42:09.539
the entrepreneurship route, because like, I mean,

01:42:09.560 --> 01:42:11.939
even every, all the equipment you bought in here,

01:42:11.979 --> 01:42:14.239
it's expensive. Like it adds up very quickly.

01:42:14.579 --> 01:42:17.000
Um, and you gotta understand like the, the, how

01:42:17.000 --> 01:42:18.220
long it's going to take you to get your money

01:42:18.220 --> 01:42:21.720
back. So it's, um, you know, being able to stay

01:42:21.720 --> 01:42:24.409
conscious of that and then, you know, There's

01:42:24.409 --> 01:42:26.649
nobody on this planet that can't teach you one

01:42:26.649 --> 01:42:29.649
thing. So it's go into everything with an open

01:42:29.649 --> 01:42:33.270
mind where it's a, you know, even if you don't

01:42:33.270 --> 01:42:35.409
love that subject, even if you don't love that

01:42:35.409 --> 01:42:37.250
professor, it's like, they'd still do no more

01:42:37.250 --> 01:42:39.510
than you on that one subject. Because that's

01:42:39.510 --> 01:42:41.189
the one thing I really learned. I'm like, you

01:42:41.189 --> 01:42:43.850
know, I used to judge like, you know, a teacher,

01:42:43.869 --> 01:42:45.750
you know, I had an ego in like high school and

01:42:45.750 --> 01:42:47.810
I was like, I'm so much smarter than this teacher.

01:42:48.229 --> 01:42:50.149
I'm like, okay, but that teacher is smarter than

01:42:50.149 --> 01:42:53.659
me on that one subject guaranteed. Like, but

01:42:53.659 --> 01:42:56.479
I didn't see that in the time. So it's understand

01:42:56.479 --> 01:43:00.699
that kind of concept on it and just don't be

01:43:00.699 --> 01:43:03.260
afraid to take risks. I see way too many people

01:43:03.260 --> 01:43:06.779
taking that, you know, base level entry, safe,

01:43:06.899 --> 01:43:10.979
cushy job. It's, it's almost, it just feels like

01:43:10.979 --> 01:43:14.420
a trap in today's world where I'm like, just

01:43:14.420 --> 01:43:17.039
go bet on yourself and just go find a skill,

01:43:17.079 --> 01:43:21.210
bet on it. just go obsess over one thing and

01:43:21.210 --> 01:43:23.750
put your damn blinders on and don't try and do

01:43:23.750 --> 01:43:26.989
11 things. It's go find one thing that you're

01:43:26.989 --> 01:43:29.649
passionate about and go all in on it. It's that

01:43:29.649 --> 01:43:32.590
good old Ron Swanson quote of don't half -ass

01:43:32.590 --> 01:43:35.850
two things, whole -ass one thing. It's so funny

01:43:35.850 --> 01:43:38.810
and simple, but it's true. It's just when you

01:43:38.810 --> 01:43:42.470
put that whole focus and attention into one thing,

01:43:42.590 --> 01:43:47.640
it's... At least give it that full effort. At

01:43:47.640 --> 01:43:49.880
least give it six months, a year, something like

01:43:49.880 --> 01:43:52.260
that. And then if you give it six months and

01:43:52.260 --> 01:43:55.899
you're at 90 episodes on your podcast and you

01:43:55.899 --> 01:43:58.340
have four people watching it, okay, maybe the

01:43:58.340 --> 01:44:00.779
podcast sucked. If all of a sudden it's the,

01:44:00.840 --> 01:44:04.140
holy crap, I'm battling Joe Rogan, shit, man,

01:44:04.220 --> 01:44:05.880
congratulations. You might be on to something.

01:44:06.020 --> 01:44:08.380
I'd love to be a repeat guest. But it's that,

01:44:08.479 --> 01:44:10.960
take that chance. If you're passionate about

01:44:10.960 --> 01:44:13.560
it and you enjoy this, go bet on it and go hard.

01:44:14.159 --> 01:44:17.819
Go learn how to promote this. Go learn how to

01:44:17.819 --> 01:44:19.319
push it out. I can actually introduce you to

01:44:19.319 --> 01:44:20.760
some marketing people that are coming to mind.

01:44:20.840 --> 01:44:24.119
That'd be great. But it's, you know, go all in

01:44:24.119 --> 01:44:27.079
on what you're passionate about and just bet

01:44:27.079 --> 01:44:28.739
on yourself, but stay conscious of the budget.

01:44:28.960 --> 01:44:31.340
Yep. Yep. A hundred percent. No, I think even

01:44:31.340 --> 01:44:37.039
with this, it's, it's, I guess it's, it's, it's

01:44:37.039 --> 01:44:39.899
hard to, to put in all this work into something

01:44:39.899 --> 01:44:43.439
without seeing. any type of return right like

01:44:43.439 --> 01:44:45.520
and that's the scary part when it comes to taking

01:44:45.520 --> 01:44:48.760
risks is oh i could just do this for a year and

01:44:48.760 --> 01:44:52.079
nobody ever listens to it yep and like sure maybe

01:44:52.079 --> 01:44:54.960
down the line three years down the line people

01:44:54.960 --> 01:44:57.840
are listening to it but at this point in time

01:44:57.840 --> 01:44:59.460
i don't know what the future looks like right

01:44:59.460 --> 01:45:01.979
so i have to put in all the upfront work the

01:45:01.979 --> 01:45:05.060
money all of those things without having any

01:45:05.060 --> 01:45:07.939
promise of anything in the future yep yeah well

01:45:07.939 --> 01:45:09.199
i mean it's the same thing with anything right

01:45:09.199 --> 01:45:12.199
like I go to the gym tomorrow and I don't see

01:45:12.199 --> 01:45:14.520
any results. Should I quit? Yep. Everybody's

01:45:14.520 --> 01:45:16.800
just so quick to quit. You've got to give it

01:45:16.800 --> 01:45:19.680
the time. You've got to let it succeed. I firmly

01:45:19.680 --> 01:45:23.920
believe if any human gives 100 % effort to one

01:45:23.920 --> 01:45:27.840
task, they can be successful in it. They just

01:45:27.840 --> 01:45:30.979
fail too quickly or they give up too quickly.

01:45:31.100 --> 01:45:35.619
It's just... And they just don't have that work

01:45:35.619 --> 01:45:39.020
ethic to obsess over it and be like, there's

01:45:39.020 --> 01:45:40.579
nothing you're going to do that's going to stop

01:45:40.579 --> 01:45:42.439
me from being the number one podcaster in the

01:45:42.439 --> 01:45:45.899
world. You have that mindset going into it, and

01:45:45.899 --> 01:45:49.140
you obsess over it. You learn, how do I get my

01:45:49.140 --> 01:45:52.000
content out there? How do I grow this channel?

01:45:52.119 --> 01:45:54.819
How do I get more guests? How do I draft off

01:45:54.819 --> 01:45:57.640
them? You know, all of a sudden you start getting

01:45:57.640 --> 01:45:59.500
some people on the podcast that you can draft

01:45:59.500 --> 01:46:01.899
off of their audience. That's how you truly grow

01:46:01.899 --> 01:46:04.300
in my mind. Yep. You know, so it's, you know,

01:46:04.300 --> 01:46:05.939
you interviewing me. Damn, bro, I don't really

01:46:05.939 --> 01:46:07.960
have that big of a following. You know, I appreciate

01:46:07.960 --> 01:46:10.079
you. You know, it's an honor to be on it. But

01:46:10.079 --> 01:46:12.340
it's the, you know, going and finding those people

01:46:12.340 --> 01:46:17.180
that you can really grow with. Yep. Yep. So it's,

01:46:17.180 --> 01:46:20.439
I mean, for you, what's the next, what is your

01:46:20.439 --> 01:46:22.840
plan with this podcast? What are the goals? I

01:46:22.840 --> 01:46:25.880
mean. Right now, it's just stick at it for a

01:46:25.880 --> 01:46:29.380
year. Do as many episodes as I can during that

01:46:29.380 --> 01:46:33.359
time and just get really good at podcasting because

01:46:33.359 --> 01:46:36.880
I can't expect to be an overnight success without

01:46:36.880 --> 01:46:39.979
first just acquiring the skill, get better at

01:46:39.979 --> 01:46:42.520
interviewing, get better at drafting the questions,

01:46:42.659 --> 01:46:46.560
get better at finding better guests. All of these

01:46:46.560 --> 01:46:49.359
things are higher profile guests. All of those

01:46:49.359 --> 01:46:51.930
things don't just... come right like i have to

01:46:51.930 --> 01:46:55.149
work at that so i guess that's the goal in the

01:46:55.149 --> 01:46:59.189
midterm and the long term it's yeah become one

01:46:59.189 --> 01:47:01.289
of the top podcasts on spotify youtube apple

01:47:01.289 --> 01:47:04.510
podcast all the platforms like top 100 if not

01:47:04.510 --> 01:47:08.409
top 10 and so yeah i think a lot of it just comes

01:47:08.409 --> 01:47:12.409
down to having vision having knowing that if

01:47:12.409 --> 01:47:15.189
i take it seriously if i treat it professionally

01:47:15.189 --> 01:47:19.270
that i will get there the biggest thing man uh

01:47:20.000 --> 01:47:21.880
And I guarantee, I bet this accelerates it like

01:47:21.880 --> 01:47:27.680
no other. Every single time you end a podcast,

01:47:28.020 --> 01:47:32.460
you got to do this for me. I'd say even do it

01:47:32.460 --> 01:47:36.760
on camera. Ask them, who is somebody that you

01:47:36.760 --> 01:47:39.819
know? Who would be the best person in your contact

01:47:39.819 --> 01:47:42.939
list that I should interview? Who has the biggest

01:47:42.939 --> 01:47:45.680
audience that you have? Who do you think would

01:47:45.680 --> 01:47:47.680
be the coolest person you know that I could bring

01:47:47.680 --> 01:47:52.449
on the podcast? It'll grow like crazy. I bet

01:47:52.449 --> 01:47:54.930
you skipped so many stops. Yeah, definitely.

01:47:55.590 --> 01:47:59.170
I mean, I've got some pretty good, decently high

01:47:59.170 --> 01:48:01.390
-profile guests in the pipeline through referrals.

01:48:01.770 --> 01:48:04.109
There you go. So that's actually been, like I

01:48:04.109 --> 01:48:05.750
said, the most valuable piece of advice that

01:48:05.750 --> 01:48:08.569
you gave me was the referral. Just during that

01:48:08.569 --> 01:48:10.350
same day after the interview, who do you know

01:48:10.350 --> 01:48:12.750
that would be on the podcast? Put them on the

01:48:12.750 --> 01:48:16.069
spot. Do it live. I'll do it live. Do it live

01:48:16.069 --> 01:48:19.789
and put them on. It's amazing the names that

01:48:19.789 --> 01:48:22.149
will come out, I guarantee it, because especially

01:48:22.149 --> 01:48:25.649
it's a funny thing where it's like even me thinking

01:48:25.649 --> 01:48:27.970
myself, it starts going through. I'm like, ooh,

01:48:28.109 --> 01:48:29.770
I could potentially drop this person's name.

01:48:29.810 --> 01:48:31.210
And I'm like, ah, wait, I don't know if they

01:48:31.210 --> 01:48:33.789
would actually be willing to do that. But you're

01:48:33.789 --> 01:48:35.289
going to get people to name drop. People are

01:48:35.289 --> 01:48:36.850
like, wait, how do you know that person? And

01:48:36.850 --> 01:48:40.689
it's like, I guarantee it'll start spiraling

01:48:40.689 --> 01:48:43.640
out. because you know i have some crazy people

01:48:43.640 --> 01:48:45.479
in my contacts list but then i'm like you know

01:48:45.479 --> 01:48:47.140
i haven't talked to them in 10 years so you're

01:48:47.140 --> 01:48:48.640
probably not going to be able to get in front

01:48:48.640 --> 01:48:51.300
of them but it's the you know there there's other

01:48:51.300 --> 01:48:53.539
people like when you talk about jaden when you

01:48:53.539 --> 01:48:57.420
talk about dj like you talk about how it seems

01:48:57.420 --> 01:48:59.140
like everybody's like one or two steps removed

01:48:59.140 --> 01:49:00.739
i remember when we talked about your startup

01:49:00.739 --> 01:49:03.500
and it was like a i was like You know you're

01:49:03.500 --> 01:49:05.439
connected to so many famous musicians, right?

01:49:05.579 --> 01:49:08.119
Yep. You're like two levels away at all times

01:49:08.119 --> 01:49:11.420
from just ridiculous levels of talent. Yep. So

01:49:11.420 --> 01:49:13.100
it's the same thing in this where it's just like,

01:49:13.140 --> 01:49:15.920
just go ask. Yep. But put their ass on the spot.

01:49:16.199 --> 01:49:20.640
Yep. That's a good tip. I know. Yeah. But as

01:49:20.640 --> 01:49:23.239
we close up the podcast, we have a tradition

01:49:23.239 --> 01:49:26.079
on the podcast. It's called Carrots and Sticks.

01:49:26.479 --> 01:49:29.439
Every time that someone comes on to the podcast,

01:49:29.479 --> 01:49:32.710
the last question we ask them is to... What is

01:49:32.710 --> 01:49:34.930
something within the next two weeks that you

01:49:34.930 --> 01:49:37.550
could do to live more courageously? And obviously

01:49:37.550 --> 01:49:40.550
we make it specific, achievable, all the smart

01:49:40.550 --> 01:49:46.069
goals type of thing. But the ethos behind it

01:49:46.069 --> 01:49:47.970
is that even people who are really successful,

01:49:48.170 --> 01:49:50.770
who are high performers, really do struggle with

01:49:50.770 --> 01:49:53.489
fear, with limiting beliefs, with all these different

01:49:53.489 --> 01:49:56.130
things that come in. And everybody's got something.

01:49:56.270 --> 01:49:59.350
So we always ask the guests to think of a challenge

01:49:59.350 --> 01:50:02.479
for themselves. God, that's the funniest thing.

01:50:03.439 --> 01:50:06.500
Maybe this is the only time where it's like I'll

01:50:06.500 --> 01:50:08.960
let my ego show, but I'm like, dude, I don't

01:50:08.960 --> 01:50:13.260
have any limiting beliefs. I swear to the depths

01:50:13.260 --> 01:50:14.819
of my soul, I believe everything is possible.

01:50:15.239 --> 01:50:18.520
I truly believe I am going to buy the Denver

01:50:18.520 --> 01:50:21.100
Nuggets. Cronky might not sell it, so I might

01:50:21.100 --> 01:50:23.060
buy the Hornets, like I said, but I will buy

01:50:23.060 --> 01:50:26.180
an NBA team in my life. I firmly believe that.

01:50:27.130 --> 01:50:29.649
And it's a fear. It's a funny thing that it's

01:50:29.649 --> 01:50:32.569
like, you know, from my time in Cerritos and

01:50:32.569 --> 01:50:35.130
Long Beach and all my teammates from Compton,

01:50:35.170 --> 01:50:37.250
they taught me that phrase of, you know, I fear

01:50:37.250 --> 01:50:40.489
God. And it's I fear God and God only. So it's,

01:50:40.489 --> 01:50:43.130
you know, you live that life with no limiting

01:50:43.130 --> 01:50:45.449
beliefs, no fear. The thing I know I can really

01:50:45.449 --> 01:50:46.770
do better, and it's something that, you know.

01:50:47.479 --> 01:50:49.899
And what's really kind of happened to us, and

01:50:49.899 --> 01:50:53.399
I hope you see the same level of success. Like

01:50:53.399 --> 01:50:56.279
our biggest fear now, I guess if we have one,

01:50:56.340 --> 01:50:59.739
is being crushed by too much success, by growing

01:50:59.739 --> 01:51:03.819
too fast. Because you can absolutely lose by

01:51:03.819 --> 01:51:08.600
growing too fast. So it's the biggest thing that

01:51:08.600 --> 01:51:11.500
we always constantly push off is that pipeline

01:51:11.500 --> 01:51:14.680
management, that data management of like. throwing

01:51:14.680 --> 01:51:17.119
everybody in that CRM. We're really, really good

01:51:17.119 --> 01:51:19.899
with that for our clients, but as far as everyone

01:51:19.899 --> 01:51:22.539
that we're in talks with, partnering with, it's

01:51:22.539 --> 01:51:24.819
like, how do you keep all these straight when

01:51:24.819 --> 01:51:27.539
everybody's referring it out and you just have

01:51:27.539 --> 01:51:30.920
so many referrals? Because we keep asking for

01:51:30.920 --> 01:51:35.279
referrals. It's the craziest thing. When somebody

01:51:35.279 --> 01:51:37.460
gives you a referral, they are then 200 % or

01:51:37.460 --> 01:51:41.340
300 % more likely to give you a second. So it's

01:51:41.340 --> 01:51:42.640
all of a sudden like people that we asked for

01:51:42.640 --> 01:51:45.079
one referral have come back and given us a second,

01:51:45.119 --> 01:51:47.760
a third, a fourth, a fifth. But we've put out

01:51:47.760 --> 01:51:49.520
that spider web and it's just going in so many

01:51:49.520 --> 01:51:52.380
different directions. So it's the biggest thing

01:51:52.380 --> 01:51:54.920
I'd say is like, you know, for us, that SMART

01:51:54.920 --> 01:51:59.979
goal is to be able to, you know, get everything

01:51:59.979 --> 01:52:02.520
hyper organized. And we were just talking about

01:52:02.520 --> 01:52:04.829
having like a leadership summit for the. the

01:52:04.829 --> 01:52:06.369
team and just kind of bring them in and being

01:52:06.369 --> 01:52:08.250
like, guys, we got to keep them all straight.

01:52:08.489 --> 01:52:11.090
It's awesome that we're growing as fast as we

01:52:11.090 --> 01:52:13.489
are, but if we don't keep every single one of

01:52:13.489 --> 01:52:15.710
these straight and dialed in, it's like, cool.

01:52:15.750 --> 01:52:17.829
We talked to 50 people, but we only closed one

01:52:17.829 --> 01:52:20.890
or two because we just try to do it all too fast,

01:52:20.970 --> 01:52:24.529
too quickly. So it's, it's, it is that beautiful

01:52:24.529 --> 01:52:27.329
thing of being, you know, crushed by success,

01:52:27.409 --> 01:52:30.069
but limiting beliefs. Come on. Yeah. It's, you

01:52:30.069 --> 01:52:35.189
know, that it's. There's no point in having any

01:52:35.189 --> 01:52:37.630
limiting beliefs or fear. Do you feel like you

01:52:37.630 --> 01:52:39.130
still have limiting beliefs? Oh, definitely.

01:52:39.470 --> 01:52:43.489
Really? Yeah. Like what? I mean, I have them

01:52:43.489 --> 01:52:45.109
all the time. I'm probably the meanest person

01:52:45.109 --> 01:52:47.590
to myself than other than other. Like other people

01:52:47.590 --> 01:52:49.210
aren't mean to me. I'm more mean to myself than

01:52:49.210 --> 01:52:52.390
anyone else. Like I wouldn't call them limiting

01:52:52.390 --> 01:52:56.170
beliefs, but it's more like just like an ambient.

01:52:56.750 --> 01:52:58.909
fear of random things and it comes up sometimes

01:52:58.909 --> 01:53:01.069
it's like like you were talking about the feeling

01:53:01.069 --> 01:53:03.630
of not being good enough right and just like

01:53:03.630 --> 01:53:06.170
pushing forward on something i'll see some success

01:53:06.170 --> 01:53:09.770
and it's like oh i haven't done enough like and

01:53:09.770 --> 01:53:13.930
it detracts from my life and that mentally i

01:53:13.930 --> 01:53:17.550
just am never happy with myself oh man you can't

01:53:17.550 --> 01:53:19.649
be happy with stuff just work harder no i know

01:53:19.649 --> 01:53:22.390
but i work harder and i still don't i achieve

01:53:22.390 --> 01:53:25.100
the goal and then I still don't feel happy. Exactly.

01:53:25.180 --> 01:53:27.500
But then you just work harder even more. It's

01:53:27.500 --> 01:53:29.859
and that's the vicious circle that, you know,

01:53:29.859 --> 01:53:33.180
I hope to rub off on you. But then it is it's

01:53:33.180 --> 01:53:34.699
hard. Like I know people have told me they're

01:53:34.699 --> 01:53:36.699
like, you know, that sounds exhausting. That

01:53:36.699 --> 01:53:39.140
sounds horrible that you're never fulfilled.

01:53:39.300 --> 01:53:42.260
You're never happy. And I'm like, you know, it's

01:53:42.260 --> 01:53:45.420
it's a real battle that it's just the, you know,

01:53:45.420 --> 01:53:47.939
when you have that level of just pure, no fear

01:53:47.939 --> 01:53:50.840
and no limiting beliefs, it is like it is a crazy

01:53:50.840 --> 01:53:53.529
thing that I'll say, like. that means you're

01:53:53.529 --> 01:53:55.090
never happy. That means you're never satisfied.

01:53:55.170 --> 01:53:57.210
That means you never celebrate the moment. And

01:53:57.210 --> 01:53:59.409
I know those are things I really struggle with

01:53:59.409 --> 01:54:02.229
because, because I don't have those. So it's

01:54:02.229 --> 01:54:05.069
like, even when we hit an achievement, I'm like,

01:54:05.090 --> 01:54:08.550
that was coming. Yep. Like that's a certainty.

01:54:08.850 --> 01:54:11.409
So then it's just like the constant feeling like

01:54:11.409 --> 01:54:13.430
you said, okay, you win a championship. I want

01:54:13.430 --> 01:54:14.989
to win. Okay. Who won the most? I want to win

01:54:14.989 --> 01:54:17.729
more. Yeah. You know, what's the high, we found

01:54:17.729 --> 01:54:19.609
out who the, you know, it's end credit union.

01:54:19.729 --> 01:54:23.050
Who's the. highest producing lender in the state

01:54:23.050 --> 01:54:25.510
of Colorado. Year to date, they're like 1 .3

01:54:25.510 --> 01:54:28.109
billion. I'm like, give me two years. Give me

01:54:28.109 --> 01:54:30.609
two years, I'll beat the crap out of them. And

01:54:30.609 --> 01:54:32.909
then it's a, okay, two years from now, I'll be

01:54:32.909 --> 01:54:34.689
the largest in Colorado. Give me four years,

01:54:34.750 --> 01:54:37.609
I'll be the largest in the country. And that's

01:54:37.609 --> 01:54:38.750
where you just have that mindset where you're

01:54:38.750 --> 01:54:42.829
like, I'm going to do it. It's a fact. Because

01:54:42.829 --> 01:54:46.909
I know I'll work. harder than anyone and more

01:54:46.909 --> 01:54:49.050
efficiently what happens when you combine that

01:54:49.050 --> 01:54:51.409
work harder and work smarter so it's when you

01:54:51.409 --> 01:54:53.130
constantly hit that level and that's where i'm

01:54:53.130 --> 01:54:56.510
like i truly believe i'm just a guy that i just

01:54:56.510 --> 01:55:00.149
i work harder than you yep like that's what it

01:55:00.149 --> 01:55:03.789
all boils down to is just that so many people

01:55:03.789 --> 01:55:06.130
are just afraid of putting in the work yeah and

01:55:06.130 --> 01:55:09.229
you can't get away from it nope nope oh yeah

01:55:09.229 --> 01:55:13.649
i guess the final closing thoughts is you talked

01:55:13.649 --> 01:55:17.590
about suffering from success what is what would

01:55:17.590 --> 01:55:20.050
that next two weeks look like to to bring that

01:55:20.050 --> 01:55:22.029
in and not suffer from too much success or get

01:55:22.029 --> 01:55:25.409
crushed by it absolutely um getting that uh we

01:55:25.409 --> 01:55:27.729
use pipe drive for our crm so have our pipe drive

01:55:27.729 --> 01:55:31.199
100 dialed in with Every single person we have

01:55:31.199 --> 01:55:34.399
talked to, every realtor, every potential joint

01:55:34.399 --> 01:55:37.380
venture, every potential affiliated partnership,

01:55:37.680 --> 01:55:39.920
every potential loan officer that we've talked

01:55:39.920 --> 01:55:42.640
to, go through our leadership summit and build

01:55:42.640 --> 01:55:45.180
out that entire list of everyone that we know,

01:55:45.279 --> 01:55:49.079
flush it out, and build that strategic plan.

01:55:51.220 --> 01:55:53.340
It's the same thing. I know we talked about it

01:55:53.340 --> 01:55:55.199
a little bit, but you still have to go in with

01:55:55.199 --> 01:55:57.840
a plan. I know that is something that... you

01:55:57.840 --> 01:55:59.640
know we're not perfect at that's somewhere where

01:55:59.640 --> 01:56:01.739
you can for sure improve because you know there's

01:56:01.739 --> 01:56:03.220
some times where it does feel like you know we're

01:56:03.220 --> 01:56:05.180
just going in there and it's like cool i'm just

01:56:05.180 --> 01:56:07.420
going to work out you know at a thousand percent

01:56:07.420 --> 01:56:11.100
intensity but it's the if there's no true defined

01:56:11.100 --> 01:56:14.180
plan behind it you're not accomplishing as much

01:56:14.180 --> 01:56:16.640
as you can so it's you know we do need to take

01:56:16.640 --> 01:56:18.880
this and it's so hard to take that step back

01:56:18.880 --> 01:56:21.819
to like slow down to speed up yeah so it's that

01:56:21.819 --> 01:56:24.000
that's what i would say is like truly get all

01:56:24.000 --> 01:56:27.090
that a hundred percent dialed in so that we can

01:56:27.090 --> 01:56:28.930
but then you know you're asking me to slow down

01:56:28.930 --> 01:56:32.130
yeah it's hard to slow down yeah but you can

01:56:32.130 --> 01:56:34.770
accelerate faster if you slow down a little bit

01:56:34.770 --> 01:56:38.729
i hear you yeah but i appreciate that who do

01:56:38.729 --> 01:56:40.649
you know that would want to come on the podcast

01:56:40.649 --> 01:56:45.270
largest following yeah jayden hansen for sure

01:56:45.270 --> 01:56:48.670
um because he has he has i mean he's been uh

01:56:48.670 --> 01:56:52.329
amazing for us and it's like you know jayden

01:56:52.329 --> 01:56:55.260
has no ownership in three point yep he doesn't

01:56:55.260 --> 01:56:58.180
get paid anything, but he has opened up so many

01:56:58.180 --> 01:57:00.239
doors for us because he sees us and he sees our

01:57:00.239 --> 01:57:03.779
vision and he believes in us. Um, so he's been

01:57:03.779 --> 01:57:05.859
unbelievable and the doors that he's opened for

01:57:05.859 --> 01:57:09.039
us and truly one of my best friends now, um,

01:57:09.119 --> 01:57:13.699
DJ, um, you gotta have DJ on. Um, he's just amazing.

01:57:13.840 --> 01:57:15.560
Uh, you know, I have such a man crush on him.

01:57:15.619 --> 01:57:18.880
It's my work husband, um, that it's, you know,

01:57:18.880 --> 01:57:22.300
that's my partner for life. Um, and he truly

01:57:22.300 --> 01:57:26.319
is, um, you know, he has a lot of connections

01:57:26.319 --> 01:57:28.819
too, but he was also just, he's such a wealth

01:57:28.819 --> 01:57:32.960
of knowledge. Um, honestly, uh, Connor would

01:57:32.960 --> 01:57:34.260
be a really good one too. You can go through

01:57:34.260 --> 01:57:36.079
a lot of the three point family where it's like,

01:57:36.100 --> 01:57:38.840
you know, Connor, uh, he got promoted like something

01:57:38.840 --> 01:57:40.659
ridiculous, like eight times in six years at

01:57:40.659 --> 01:57:43.979
Comcast. It's crazy. Um, like built out revenue

01:57:43.979 --> 01:57:46.779
models for us that, you know, I think he single

01:57:46.779 --> 01:57:49.079
handedly changed the way the Comcast does some

01:57:49.079 --> 01:57:51.680
analytics and reporting when he was like 24 years

01:57:51.680 --> 01:57:55.270
old. Yeah. Like I said, kid, he's 29. He's an

01:57:55.270 --> 01:57:59.729
absolute genius, and we love him to death. And

01:57:59.729 --> 01:58:01.789
then when I think of people kind of outside of

01:58:01.789 --> 01:58:04.470
this industry, you know, next time you're in

01:58:04.470 --> 01:58:06.409
California, I can introduce you to Darren, and

01:58:06.409 --> 01:58:10.550
you can hear his version of, you know, what it

01:58:10.550 --> 01:58:13.130
was like going through it. And a lot of those,

01:58:13.250 --> 01:58:15.050
you know, again, it's just continuing to open

01:58:15.050 --> 01:58:17.510
doors, open doors, open doors. And then if you

01:58:17.510 --> 01:58:20.100
want to get into, and it depends, like. When

01:58:20.100 --> 01:58:22.340
you think of your podcast guest, is it truly

01:58:22.340 --> 01:58:24.420
just interesting people? What's your kind of

01:58:24.420 --> 01:58:27.539
target of who do you want to talk to? There's

01:58:27.539 --> 01:58:32.340
no necessarily niche of person. We talk to entrepreneurs.

01:58:32.439 --> 01:58:35.220
We talk to philosophers. We talk to researchers.

01:58:35.960 --> 01:58:40.640
Talk to anyone who I think is interesting, has

01:58:40.640 --> 01:58:44.880
value to share to the target audience, and is

01:58:44.880 --> 01:58:46.539
also on board with the values and the mission

01:58:46.539 --> 01:58:50.140
of the podcast. Okay. No, there's quite a few

01:58:50.140 --> 01:58:54.619
people I can introduce you to. And again, you've

01:58:54.619 --> 01:58:56.819
just got to keep it going. I've always been the

01:58:56.819 --> 01:58:58.880
guy that knows the guy. So I can introduce you

01:58:58.880 --> 01:59:01.720
to the guy, and they know the guy. So it would

01:59:01.720 --> 01:59:06.880
be cool to see what doors they can open. I can

01:59:06.880 --> 01:59:08.279
get you in front of a lot of people that know

01:59:08.279 --> 01:59:12.359
a lot of people. I just don't know them. They're

01:59:12.359 --> 01:59:14.300
close, though. They're close. Second level, baby.

01:59:15.039 --> 01:59:16.520
Cool. Well, thank you for coming on, Mitchell.

01:59:16.720 --> 01:59:18.199
This was a great time. This was awesome.