You're not a rookie real estate investor anymore. In fact, you're probably doing a small handful of deals each month, but you're killing yourself to make it happen and to top it off, if you take time off from your business, you don't make any money. That's because you don't have a real business, yet. We're about to fix all that. If you're a can do action taker, the whole scaling podcast will teach you the tips, tricks, and systems you need to generate massive revenue, build your team and give you the financial freedom you've dreamed of in any market in the US. This is WholeScaling.
(00:43): Hey guys, welcome to presentation. How the best get better. And I'm excited to share this with you guys today, because I think it's one of the anchors to becoming a brand leader. So expanding to growth, to having free time to all of these things that we want to achieve, right? This is more of an advanced course, but for those of you that are watching it, there's a lot of nuggets that can be found. I don't care what level we're going to talk about how to get better right now, a lot of this presentation is based off of this book, how the best get better. It is a pretty old book by Dan Sullivan. For those you either don't know, he runs a company called the strategic coach. Also something definitely worth checking out. That will be a link by the book at the end of the presentation.
(01:30): So here's how I feel on books. Guys, you should have a lot of the thousands and thousands of books. I'm always trying to get better. I'm always trying to develop, always trying to learn more. And the fact of the matter is that the hard copy is always the best thing to have buying. Why? Because of the times, when you're looking for motivation, at times, when you're looking to make a change, the times we're looking to grow us today in the presentation, you need to have hard copy to rely on, to grab and take notes, to put all your highlights in, right. It's great to have the hard copies to start a library that way, when you guys do your 15 minutes of reading each day, we're going to build a routine. We're going to build consistency, right? You don't want to go looking through your iPad or your phone or your device for what to read, because what happens?
(02:17): We get sidetracked, right? We get on the phone, we have good intentions. We decide where to go read something. And next thing you know, a half an hour later, you're on Facebook. So get the hard copy. This tutorial is going to touch on it a lot. What's inside this book, but I'm not uncover everything. So some good nuggets in here as well. So without further ado, I'm going to share my screen here and we're going to get jumped into it. This is how the best get better at wholesale. So strategic coach, deep dive once again. And if you've got some watching this most likely more a purchaser of the wholescale playbook or you're in one of my high level mentorship groups, and I'm sharing this with you as a training either way, that'd be good stuff here for you guys today. So what are your comments today?
(03:03): Well, we're going to smash the glass scenes challenge guys is that a lot of us fall into the same thing. It's this class ceiling mentality of, you know, we get so good and then struggling to push through. For some of you watching this, it could be that you're still at your job and you're trying to create a new role for yourself, become an entrepreneur, go out there and take the risk. And we'll talk about why it's important to do that presentation. Some of you you've already built a wholesale team, maybe a small one, maybe two people trying to do some deals or for some of you you've already scaled up. And you're like, man, what is the next level? How do I get a cup of all that today? So Dan Sullivan calls this the ceiling of complexity, right? And so we've heard it called the last a few times.
(03:54): What he does is he does a great job of explaining why that glass ceiling is really just a ceiling of complexity. It's all in our hands, in our heads, right? It's psychological and busting through that thing takes eliminating some complexity, right? And the problem we have, most of those have is experience. So I want you to think about this for a second name, something that as you've experienced, it became more and more complex, right? Maybe for me, it was the first thing that comes to my mind is Breslin. Right? When I was a kid, I tried to wrestle in high school. I was in like the one 42 class. So it was very, very difficult to be in any decent at all because we're five guys in the same way. But I remember that going back to the basics always worked right. The more complex, the move that we learn, the more experience we had, the more we tried to manipulate and make things more difficult.
(04:48): And so, you know, you'd learn something, you try to implement it in the next thing you learned something else. And then it goes back to, we just get really, really good at the table. I can just get the guy to the ground, 50% of the battle. Then I can work from there. So sometimes going back to the simple is actually a leap forward, right? Slowing down to speed up. Now I'm taking his jujitsu classes is really new to me. I just started, I don't claim to be good at it. Right. And what is the one thing my jujitsu teacher says to me on week one, he said, this is a sport where the harder you try, the greater chance you're gonna fail. And what you meant by that was when you were trying to wrestle it for position. Sometimes the most simplest it moves. It doesn't take a lot of effort is the one you're going, not the most advanced move, which is really hard to remember at the time.
(05:40): And you can't ask for it, right? If you're working hard at to just so instead of going with the flow, chances are and experience causing you drag, right? So experience is a price we gain experience when we solve complex issues and we close deals, catch 22 is sometimes you make things more complex. You guys ever get to a deal and you're like, man, I don't ever want to see that thing happen again. Let's put a system in place. Let's make it more difficult. Make them fill out a checklist. Every time we go to close, right? Sometimes that experience causes us to get it down, slow down, or talk about how to fix that. However, again, more experienced the more levels of complexity. So at some point in that complexity ends up, slowing us down, keeps us, prevents us from better performance, prevents us from more closings, prevents us higher revenue prevents us having a simplistic business, more complex, less time we have for ourselves and so forth, bringing it into that today.
(06:43): So what we're gonna cover today is smashing that class, getting through, right? Forget about let's get past, right? We're going to make a paradigm shift. I going to talk about what a paradigm is and we're gonna help you physically make that shift in your mind and in your world and your schedule. We're going to find your complexity and simplify. What's important. We're gonna start to figure out what makes it difficult. Why am I in this zone and why can't I get out of it to create the simplicity that I know we're gonna talk about. The two economies that we all care about or should all care about. If you're on this call, I guarantee you, this is a very relevant session for you. You're going to be very interested in that. And we're also going to last but not least action steps to execute on.
(07:27): Today's call guys. I don't teach things that are theory, by the way, let you backtrack on that. A second. I showed you a bullet, right? I showed you a, you know, this is where I take away from guys. I'm not just reading a book and writing a presentation. A lot of these books. In fact, this book was written in like, let's see, 2005, 2000. It was originally wrote in 1996, right? I revamped in 2005. I had this book on my shelf for awhile. And I'm only teaching you guys from basic stuff basis in a book I've had experience with. So I'm going to add in and pepper in exactly where our team has been, where it's going and why these things are so important. Again, this book to beat up, it's got a highlighter and this is something that I've had on my shelves for years.
(08:11): And sometimes I'll revisit stuff and say, how can we implement that? And this was a great reminder of the complexity that we built to. This was written in 1996 from the technology where it isn't, where it is. And a lot of times, as much as technology can public benefit us and just more efficient and effective sometimes also adds levels of complexity that aren't aren't necessary. And we think we have to conform to the technology when the reality of it is sometimes less technology. Sometimes we'll actually get that. So we want to talk about creating a state of simplicity, right? You're going to notice that a lot of things happen here where we have goals and we hit them and we hit them and we hit them consistently or inconsistently sometimes. But then we level on that complexity, right? So being able to set up the new strategies and concepts that are needed to get through that class.
(09:09): So I'm gonna get through that ceiling of complexity, right? Sometimes what happens is we're focused on one thing so hard that we miss all the other stuff around us, right? It's called working on your business. A 30,000 foot view. The complexity keeps us at that ground level. It does not allow us to go up and book mixing. You know, you're like, man, why are we shooting for 10,000, 50,000? So easily attainable grant Cardone says something a couple of years ago. I think it was one of his books. You talked about how, you know his goal early on, does it have, I think 500 units, right? And 500 units was calling a hundred million dollars at that time. She said, if I had set my sights on becoming a billionaire back then I would have been a billionaire in 10 years sooner. Right? So sometimes we can't even see the high level goals because we're so stuck in trying to make the simple small goals, right?
(10:08): We're trying to hit 10,000 a month. We'll realize the same exact same exact time. The same exact hard work goes into making a hundred thousand, a million dollars a month. All we have to do is perfect. The simple processes make them effective and efficient in order to scale. And it's a lot of what we teach in this program, right? Simplicity and communication in thinking and performing, it's all cheap. It's all together. It all goes in the same realm, right? Are you effective and efficient everything you do? And we'll talk as well. All stages of growth comes from goals, right? Your goals are at a level where their ways attainable or your goals aren't being pushed high enough. Sometimes we're just not thinking in the higher level solving problems, creating better goals for ourselves. Probably goals is that they can are a catch 22, right? They're going to motivate us to do really well.
(11:04): They're going to motivate us to push ourselves to the next level. What happens is we reach those goals. Hinder us again. Why? Because man can do something better than this. If I just closed three more deals, it takes our eyes off the prize, which is good example. A lot of my coaching students will come to me and say, my goal hit 50 grandmas. Right? How many deals did you close last fall? I closed five. Okay. And what was the average deal or what was the total? I mean, I hit 30 grand. Okay. So is it more volume? Is it more leads or is it just because your average deal closing was $6,000 is really low. I know that we could take all we did was take it from six to 10, right? You hit your goal. So sometimes our rules hinder our thought process. We start thinking, you got to do on volume eight, 10 deals.
(12:04): Maybe it's just the, when you're negotiating and you still let your teams handle their phone calls. Maybe it's the way you're handling your team or you need to do the coaching. Again, a lot of these things, the goal sometimes is creating more complexity in the system rather than just change the goal on the deal side. Let's get each deal over time. I do that same amount of work, same activity. Maybe it takes some more leadership, mean it takes some more coaching, but it's the same amount of effort to make 50 grand as it is to make five grand 30 grand, right. Same effort, or it all depends on where you see your value and get what we expect us. So how do we break through that glass ceiling then sooner the complexity, right? Well, you may find that this is a pretty common paradigm that we see.
(12:53): We see people start out and they have what Dan calls rugged individualism right now. I love this concept of long term. I've been talking about this years and years and years long before this book about how I made my big switch at the point where I thought I was an Island. You see, years and years ago, I was a fix and flipper. I was assigning contracts before it was called wholesale. I was a broker. I ran all these different operations. I did them myself and moved away, had one assistant, do all of these things and help me do all these things. And it was me and her. I was it. And I thought I was Island. I didn't stand right in crisis steps in the plan. We'll talk about that a second. That's the. And hits us. Let me say, I can't do this anymore.
(13:43): I, to do something different, I got to break another level deep down inside. I know there's one level. Why can't I get through the ceiling? And the truth is, and the reality of it is for most people complexities from Boston, right? So this program, this system is everything we're teaching here. This isn't to help you simplify it's to help you grow it's to help you level off it's to stop having cashflow issues, right? If you've already built a team or you're in that, the process is to get you off of her roller coaster of entrepreneurism, right? It's to help you level things off to a nice straight line up. So how do we make these paradigm shifts? Well, a paradigm, first of all, to define it is a belief of how things work, right? So, you know, a good example dies is how you were raised, right?
(14:36): A lot of us on this call yesterday or day before, one of the guys in my group, very successful about other ways on pace to do 60,000 miles this month, five or six months, five or six months ago. And she said something very powerful. So Joe, having a hard time getting my mental off of doing the busy work, doing the 10 to $12 an hour work part of the problem is, you know, my dad's on my team. My dad was a concrete guy back in the day. My dad's always been doing concrete. And to this day he works for us on the job sites, overseeing stuff. But you know, I'll be in the car with him and he'll say, you know, you got to work hard. You gotta put in the effort, you know, you gotta be on the job site. You gotta see what these guys are doing.
(15:24): Right guys, that's a paradigm shift. That's a belief, a belief structure that the jobs aren't going to get done, unless I'm overseeing the stuff's not going to happen unless I'm there physically, right. A paradigm shift or a belief shift would be understanding that as I float hundreds and hundreds and hundreds of houses, I haven't stepped foot on job site that I didn't want to go look. And I mean, I'm talking 99 and a half percent of the houses. I have not stepped on those sites in four or five years. If you catch me on a video on a site, it's literally because I'm passionate. I like being there, but I know highest and best use is not on the construction site. So a few of the new constructions I'll visit because I like new construction, but you're not going to find me looking at fix and flip houses, looking at our rental properties, checking out our wholesale deals, inspecting properties, talking to sellers.
(16:18): It just doesn't happen. It was a paradigm shift that I had to have to realize that my highest and best use is not in the field. It's in training and coaching, building a vision. That's where I'm along. This we're going to talk about today. So a lot of us are stuck in the mentality of what our parents taught us. And it's difficult to break free. It's difficult to be the black sheep. It's difficult to say, mom and dad. I trust you. I respect you. I love you, but that's not for me. So hard for so many people to do that, including myself when I'm talking about my paradigm shifts here. So we all have beliefs and they're based on three things. Again, Dan talks about your tasks, your present and your future. Okay. And paradigms don't shift until we're met with crisis. So I'll talk to you about my paradigm shift real quick.
(17:09): I told you I was a one man band one man Island, me fixing, floating by and holding realtor broker. And I had a crisis and basically a panic attack. You see, at one point in time, I was everything to every bottom. And I felt the pressure of thump a week and tell you I was making great money on paper. You know, fixing flipping houses. I was making a couple hundred thousand dollars a year of selling real estate as a broker. You know, we have rental property income, all this stuff on paper. I was making a lot of money, but my account never had anything in it because nobody's taught me at the time that when you're building a business, you need to create leverage. So everything I need when right back in my company and there's no cash bail. I remember one time literally crying myself to sleep in like wondering housing, pay my mortgage.
(18:03): I felt myself, how can a guy is making all this money? Everyone's patting me on the back. Good job. As soon as you do it on social media, you're kicking your take names. I'm like, dude, I'm scared. Yes. I'm having to pay my bills on how I used to call myself Superman. Not because of all the way that I'm Terri, but because I'd never felt like I was being a hundred percent authentic in front of any crowd you see, I would get up in the morning and I would go via a realtor and back then suit and tie. Or we were professionals, you know, everybody's got a t-shirt and jeans back then it was a dress. So I would go to the office in the morning and I would prospect for him four or five hours. I would make appointments for myself, listing appointments, buyer consults, the whole thing.
(18:51): And then around lunch time, I would go home. Like I was in a full boot and I would throw all my groups, my jeans t-shirt and I would get in the car and I would drive out to the job site and I would be cutting checks, schedule, I mean, picking paint, colors, and tile. And that would be everything to everybody. But the reason I never felt like I was living, my true self is I would never admit to the realtor clients that I was flipping houses down the street. And when I met with my contractors, I would never admit to them that I was really a suit and tie where in white collar region, you know, negotiating deals and starting to have a mental breakdown. Like man, I can't be everything. I got to make a shift. I got to make a change. And that my friends were crisis sensing.
(19:40): When you have a crisis of that magnitude, you will make a shift. Now, a lot of them were on this call because you had crisis of, I need to, I have my own entrepreneurial endeavor. I need to be a real estate investor. I need to be a wholesaler. I need to get me out of this day. Job nine to five. Some of you are, again, are on that. I need to grow a team. I need to do deals and be consistent, having a crisis in a gun and make it better. So I can start to simplify cashflow and happiness and results with my relationships and connections with my kids or my friends or my dad or whatever. Right. Kind of solve something you're here because of the crisis. You have to make a shift, right? And that paradigm shift only happens in crisis as a result of this last graph.
(20:30): Right? You'll see, a lot of us are rugged individualists and then we just get hate one day and blindsided enough is enough. I'm tired of being this person. I got to do better. And that's where the shift creates paradigm shift, right. To be different, but let's rugged individuals. And what does it look? All right. Some of us on my gifted play very young now it's right. We're on an Island. We think we're an Island. And the fact is no man, or woman is an Island. So watching this understand, there's an impasse, long-term rugged individualism, right? We say to ourselves, things like it's easier to do myself. I can't trust anyone else to do it. Who can I trust to do it? Anyway, I try to also listen, who can I trust? I'm not that person. I can just handle it all myself. I can work a few more hours, a hundred hour weeks in I'm invisible.
(21:23): Right? Egos become individuals, right? But as individuals grow older, they get trapped in there right now. I'm talking bad about my dad or my buddy's dad was in the contracting business. Your old school guys who started an entrepreneur business, didn't have other mentors, didn't have social media guidance and courses like you guys have available to. So their thought process was a work hard. I get an honest living. I do an honest job with integrity. And on the site, I pay attention to every detail you come a hammer, guess what? Longterm. They had some success. You know, they might be able to retire. Their bodies would beat up. They didn't work with their mind. They work with their hands. They push right? Not taking anything away from that. But inevitably over the course of time, that ability to not let go and not be able to grow becomes a weakness, becomes a trap, becomes harder and harder to get out of to the point where the teaching, the next generation do the same thing.
(22:29): Right. But what was my crisis? And how did it push me? Well, it helped me make a real shift, helped me realize that no man is and help me remember the teamwork is going to really make the dream work. Right? Ultimately the vision that I had in my head could not happen individually. I had to build a team at the time I had one assistant, right? So I haven't decided how do I combine an individual unique ability? My town, my specialty, with other people's unique ability to make a common benefit, right? So we both succeed. Well, for me, my mentor said to me, Oh, by the way, in that crisis mode, I decided now I'm shutting number over which I've done out of selling the brokers. I can't do this. Right. I got to focus on what I really love and fixing and flipping houses at the time my mentor said to me, well, you need a bunch of money.
(23:18): And selling brokers work last year said, yeah. And he goes, well, why kill that? Why shut it down? Why you close it? Your assistant has a real estate license. Why not effectively hand her the license? Let her work with the team. Let her work with your clients, close them on, close the business. Now at that time again, I'm big ego that time, right? Those come down quite a bit since then. And I was saying to myself, man, my what happens if she doesn't give them the best service, but she doesn't work. Like I do all these waters, but I made a tough decision. Again. In crisis mode, I made that tough decision. I'm either going to shut down zero or I can negotiate a good contract with her, where she gets a piece of the deal instead of a flat salary. Now she's making commission, but she has a tremendous upside and I can step away from it.
(24:11): So I said to her, look, here's the deal. I see a plan. I think you can make a lot more money. You're already doing what you're doing. Anyway, you work with the buyers and sellers. We'll work with them. See what happens and the result. And again, this is a good example. Your weaknesses are transformed by others strengths, right? Her strength and her love was brokerage was being real to right. Not my love. So what were the results after that first 12 months where I didn't do anything in the brokerage business and she did all of it. Well, the results were, I did 50% more revenue in the rehab side because that was my focus, my passion I love. And she was able to do slightly more revenue than we did as a team before that year. Right? How do we get you take her on the clients. She actually engaged more clients and created more revenue. So the result of me letting go of focusing on the team was we ultimately grew both sides of the business to more revenue and in easier fashion where I didn't have to be as involved. So this creates a multiplying effect. Now, now I'd let go of the vine and I've allow her to stay in her meeting ability and me to stay.
(25:22): So what do we do next? Well, freezes some focus and frees us to focus entirely on our passions. First of all right. I was all leading with fixing some love that. Cause back then I was on the job that was helping themselves, started to learn. What if I multiply myself and I stopped working on the job. What if I started general contractors to do this stuff for me? That's when the explosion came in right now, all of a sudden I'm in my shrinks. I mean my passion, I found my purpose. It's helping people build to now I'm setting myself up for a future based mindset, right? So we said, obviously there's the present, there's the past. And there's the future. So what is the future based mindset look like? Well, my present thoughts are based on two things. All of our thoughts are based on one of two things.
(26:14): Number one is you're basing it on your past beliefs of yourself, right? Your past full name is going to resist anything. New people who live in Pascaline for their fine lights, difficult, satisfying, threatening living paycheck to paycheck, constantly scared to make a move, right? Why? Because they're thinking about me and that happened. No, that was crisis moment. I don't want to go back there. It's difficult. And we constantly sell ourselves on our past. Sometimes you guys hear this called beliefs, right? We sell ourselves on limiting beliefs because of some of the stuff that was taught to us as a child, some of the stuff we grew up around you, God forbid see other people sale, right? But a future-based person is thinking about what can I create? What can I scale? Right. They chase continuous flow, newer biggest challenge, bigger challenges, right? I'm trying to solve bigger problems for me.
(27:09): The sexy part of wholesale is when I'm able to help a seller solve a problem that they had no end in sight. They've never been able to figure out how to sell this property. And we get out of it and we make money. Lots of money. A matter of fact, by finding a buyer for that property and solving their issue, complexity, the more complex, the deal, the sexier it is for me, don't get me wrong. I love the simple ones. I love making 20 grand flipping a contract. People wait, but the complex deals that I choose them. One of the biggest things, payday and generally the happiest buyer and seller. So the future-based thinkers are always laying the groundwork for the next level, right? The difference between living accidentally or living intently, okay, you're going to find your past based thinkers, just accidentally stepping on.
(28:04): If they're becoming a little bit more successful because they accidentally found them. They came to them. Our referral called them out of the blue, not going after it prospecting, driving the business, that creating more for themselves, not building a future-based thinker. Okay. So what's the difference. So a future based person, that's used to freedom from the past, right? You're getting out of that past based thinking. And they're really unattractive to past face thing. I used to say that C players are allergic to A-players right? A future-based thinker and a player is constantly moving. When you start getting around average people or task based thinkers or people that are stocked with new beliefs, don't want to change dollar shift paradigms. Those two people are allergic to each other. They don't want to be in the same room. Why? Because the A-player scared of the C player, a player makes the C player uncomfortable.
(28:58): The A-player is looking to be surrounded by other aid players. Why are you guys doing a mastermind? That's why you get around higher level sneakers. It's because you're attracted to each other. You love to challenge each other. You love the friendly competition. The guys that are the wholesale syndicator in there. So that that's one of many purposes. They want the different cities from around the country is forced them to get better. Push them to another level. That's where masterminding is so powerful. So has places, fingers, or C players they're launched to that stuff and not attract scared of it. Okay, good news is you can change. You can even figure it out. Right? Future based thinkers are going to create a teams. Like I just said, right? You're going to find a players to come work with you or for you to work as a team.
(29:47): And also you're to start refining hoops or future bass players also quickly and easily stepped into the role of visionary. Now I have an entire training on what visionary is and how to become a lead visionary and a good leader, a good coach and people. If you listen to that or we should, future based thinkers are able to step into that role. A lot easier pass plays, thinker much, much tougher for them to make that transition. Also, a future is thinkers and visionary. They learned to tell detailed stories about the present, about the past and about the future. They learn to lead their team because they live in the future all day long. I'm thinking about where we're at, how we're going to get there. What our holes are, what our goals are this year. What is the operator inside that team thinking and relaying to the team?
(30:36): How is it creating the vision for them? Very, very important to growing a good team. You can have people follow you. You can tell them a good story. And I'd love you to think of the word story. And they're like, all your you're making up. Everything that we're going after is made, right? It's our, it's our goal. It's our vision. Elon Musk did not get to his level without telling really good stories and then finding the team to achieve those stories and create those things right. That's next? So you guys have a big decision to make, right? And this decision sometimes is made consciously sometimes unconsciously. Some of you are sitting here saying I've grown and expanded my team. I have the process. I have vision I'm pushing every day. It's awesome. You might be doing that unconsciously. You might just be a great visionary, but that being said great leaders.
(31:28): I firmly believe they're not just, you can be made into a great leader. You've been molded into a great leader. You can practice being a great coach, practice being a great visionary. Ask me how I know the problem is you have to make a decision. You have to make a decision right now. If you're watching this, it's very, very important to you to make this decision. Number one is you can depend entirely on your own ability to grow your economic security. Okay? That's remember. Remember thinking about back where I was when I was calling myself Superman and I was changing clothes every day, I was one man to everything. I was a husband. I was father. I was an investor. I was a wholesaler. I was a broker. I was representative on bunch of deals back and forth. I was in the industry, the real estate industry, 110%.
(32:17): I'm working a hundred hours a week, but I forgot to mention was missing dinners with my kids. I wasn't home. I missed my nephews and nieces birthday parties. I was never available to anybody cause I was the guy that always had something going on or to do, right? That's the entirety of being passed based in her. I mean stuck in that piece, you aren't entirely independent on your own financial security, right? You're a one man show. If you don't wake up and you have a high paying job, you don't go to it, right? If you are by yourself or with less than one or two people around you, you have to explain to push yourself that next level, right? The second opportunity or cost decision or big decision you have to make is you can expect opportunity in life. Only after creating value for others.
(33:10): In other words, will you start to help other people make money. You start to help other people. And you start to being actually concerned about what other people are making next level, right? And pay attention to that. Now all of a sudden you can expect more opportunity for yourself now to suddenly wake up with multiple streams of income. Now you want, you wake up with all the thoughts of how do I help, not how do I take the harder you focus on? How do I help create good sales teams create good leaders, create good operators in different areas. How do I help them get better? Then I'm going to make more money. Ultimately I'm going to have multiple streams of income because I'm be focused on others' success, not just mine. So what does that look like? Well, for some, the bottom line, right, is having a job.
(34:01): You have a job, then you give time and effort for a reciprocal amount of money, right? Why do people stay in that position? We'll talk about that in a second. The flip side on the other side of risk is you coming an entrepreneur, right? You have no guaranteed income. I haven't a guaranteed income in 15 years. Right? I make my money. I survive that way. Right? But comes with opportunity. It comes with results. It also comes with risk. So there's two economies that you can be in. You can be the time and effort economy or 80% of individuals live by the way. Think about some math here. People talk about getting the top 1%, top 5%. Where do you guys think the top one in this house? Where do you think that comes from? Well, there's certainly not in the time and effort economy and see, there's very, very few people in the top five, the top 1% that have a job, right?
(34:55): Most of them are entrepreneurs. So you can be in the time and effort economy where 80% of all workers are. And all people are worried. Percent of people are workers and job, and that's based on the job security and they get guaranteed, right? We all know. Or a lot of us know as entrepreneurs. It's also a myth, right? Your guaranteed income is only as guaranteed as your time and effort that you put in as the results that you drive. And as the ability for the company to stay in business, most small businesses in the first five years, right? A lot sale. So that guaranteed job security is not so guaranteed. The second piece is you can be in the results. You could be the entrepreneurial 20% of these people. 20% of the, of the us population are here, right? They desire greater opportunity, greater income, greater freedom, but they don't get the quote unquote guaranteed paycheck.
(35:51): They don't get the guaranteed income and they don't get the job security wherever that is. Right. And the rest of us, they do get guaranteed opportunity that they create and create their own luck. They push a push the ball down, see right. They are great visionaries who get to coach and learn and push their team's success because they're creating opportunity for others. Super important. So what's the road to economic adulthood. Look like. I love this. Dan talks about this. He calls it economic adulthood. There's so few of us, there are so many of us rather get stuck at a position where we're paycheck to paycheck, blaming others, not paying attention to our economic adult and not growing into prosperity or living in that rat race. That, that, that wrapped up that mouth feel right? So first you must escape from the three permanent crisis of complexity, right?
(36:46): Again, Dan does a great job in this. There's three things that he boils down to that create complexity in our lives and make it more difficult. Right? And then we cause a lot of the times, number one is the complexity of too much happening and not enough time to think anymore. Now I'm going to say that again, too much has happened. I don't have enough time to think and learn. I can't grow. I'm constantly putting out fires, right? You're going to hear me say over and over again, to this training, that the ones that have the most buyers, the entrepreneurs that are out there putting out fires all day long, those are the secret arsonists. They're creating busy work for themselves. They're finding ways to make excuses for not crushing their big goals. We're not going after the hygiene activities. Why is the high game activities?
(37:32): Folks are mostly the ones that they're most uncomfortable, the difficult conversations deal closing. They're getting it across the finish line, right? A lot of times that's the most difficult. So we make all this busy work or fires to keep ourselves feeling like we've achieved something. When in reality, I haven't achieved. We haven't gone. After the hygiene activities, we haven't done the hard work to doing the hard work. It's like Perino's loss 80 20. If you do the 20% of the hardship and you know, has to get done. But you know is going to move the needle that you know is going to make you uncomfortable. But you know, as I want you to different place, a lot of times that other 80% of work, it doesn't even have to be done. It becomes a nonentity becomes not important. In fact, during the hardship, a lot of times makes the easy disappears because you've made stuff more effective and more simple.
(38:30): So you have too much happening and not enough time to think and learn. We're gonna go over solutions to that too. Little security, not enough opportunity. Right? A lot of us like the Superman days, me, right? I had a lot of money on paper, but I didn't have any security. I was scared. I didn't know I was looking at my mortgage. Right. Mostly because I didn't create enough opportunity for myself. Go out there and be successful. People, leverage money, leverage, deal, leverage. Right. We have to create opportunity, make it happen. Not wait for next thing. We have fuel resources, right? Not enough leverage. So in other words, we make these excuses. Yeah. Why we can't get in the right groups that I can help. You know, I can reach out to mentors to help me close deals. Where's my resources for getting it done. Where's my hires.
(39:23): And people leverage that. I need to make that deal easier or smoother, or have an automatic exactly what we're trying to achieve here. And last but not least money, right. Too few of us are afraid to risk what we have as I'm here to tell you, as not sure you're going to be broke monthly, weekly, you shouldn't be right. One of your earnings and reinvest reinvested in something you do different or your business or for growth, growth, growth. You're never going to have hundreds of thousands of dollars in cash, just lying around while you're in the growth mode. Right. It doesn't happen while you're trying to grow. You're always trying to reinvest in something bigger, better, whatever, but you have to create that leverage. And that comes from having the ability to leverage. So what are our action steps? You said Joe's is all good stuff.
(40:17): It's all learning. How can I fix it? I know I'm the rugged individualist, or I know that the transition period, it's making myself a team player into a team owner to a visionary. What are my steps? Well, it's important. You guys take a pen and notepad out right now, pause this video and break these down because I don't train these things again for theory and training, because exactly the things that I do and still do to this day in order to stay my future-based self number one is you have to block time for creation and growth. This might be the hardest thing for most entrepreneurs. It's still difficult for me today. I have a great, okay. You have to be able to create a model. If you don't have the ability and you're stifled because you're working too hard, you're not going anywhere. You're on the mouse wheel.
(41:11): The difference between those. So they're taking off and those that are just staying on the wheel is the people that don't make time. So you need to spend time with a pen and a notepad carry around a mother and a pen to journal. You have to think about the solutions you have to think about who you ask questions to, to get to the level that you want to get to. You have to think about and reflect on the team. You want to build the goals. You're going to have the place you want to get to the material things you want to buy. This is your time to get selfish because you've made time to do so. Think about the impact you can make. Think about the people you can think about the value you can create for them. Think about the sales goals that you have for yourself and your team.
(41:59): Think about how you can change your deals from 5,000 to 20,000, ask yourself difficult questions and write them down in your journal. A block time for this guys, five days a week at a minimum, I spend a half an hour writing in his journal. I usually do it early in the morning. After I get back from the gym, 6:00 AM to 7:00 AM. I'm doing meditation and I'm doing journal. I'm working on myself. That's my time. Work on myself and grow and create right before I wake up, my daughter is about seven 15, right? It's quiet dogs. Aren't bothering me. My wife's generally working out. Or if she's still asleep, I can focus on me. Right? You need to block time for this. That's very, very important. Do it on your calendar now for right after this opportunity from distraction, this is another big one. You hear people say the most successful in the world got really good at saying, okay, I want you guys to think about every time something is presented to you, is this an opportunity or is it going to take me off track?
(43:01): Is this going to help my business? I'll make it more complex. Is that complexity going to slow us down or make us faster? Right? Is this new deal of opportunity? Everything think about when you commit to doing more, more, more complex, complex, complex, pull it back and say to yourself, if I choose this opportunity because the deed is one, how do I make it simple? You see at this level, guys, I own nine different companies. I'm expanding every year now because the ones that I own are getting easier and easier and more and more simple to manage because I've designed them that way. I've started to shut down the complex businesses with a little meat on the table, started focusing on the businesses that can create a real impact. Other people's lives in the shortest amount of time. That's why you're on this call, right?
(43:49): I want to see how much I can help you in this short period of time. I want you to grow. I want to create new value and want you to benefit from this training. But if I do this training, once I know I can impact hundreds of thousands of people, just fine, getting them into this training and helping them give them, how can you do that with your own business? How can you create your own team? That's effective and efficient because of how you train and how you share your vision and your story. Make sure you're chasing opportunity, not stretch. Next one, create a leverage. This is people leverage. This is money leverage. This is virtual and this is a law. Okay? The reason I say that is because it's gonna be a section on here on how to hire and manage virtual assistants. I am a firm believer that they are a big part of how we are multiple businesses.
(44:41): You guys are here for wholesale. We use our wholesale team or virtual sales team to do marketing, to do social media posts, to do distribution, to manage our email lists, to do transaction coordination. And we're going to teach you all of that within this model. I want you guys to think about that in every single ability in your life. How can you outsource things? Are you spending time cleaning your house, get a cleaner spending time, all along, get landscape. Okay. I literally just told my assistant this week to start having people come to my office and detail my car every couple of weeks. I don't want to drive into the carwash. Where could you be most effective? I know that sounds pompous. I don't mean to sound. I mean, so because I am better and my unique ability is better when I'm working in my office, focused on great content to help you guys grow it.
(45:32): Every minute that I spend doing dumb is one less minute that I didn't spend a high gain and activity like this, creating great content, helping you guys and grow. How can you leverage the things of your life? How can you leverage the things in your team that you're not good at after you hired great people to take over those things that you're not good at focus on your 80 to build become more successful. So follow the route map to prosperity the way we laid it out. Start with these steps that I just gave you and make sure you take action on them right away. Put them in your calendar, right? For this hour, I'm going to spend time thinking about how I can create more effectiveness and efficiency my teams for this hour. I'm going to spend time thinking about and journaling, how I'm going to create better deal gaps.
(46:20): I'm going to negotiate that right? Think about how you can create a Moro leverage and make yourself more effective, more efficient. Do you want a copy of this book? How to best get better guys, go ahead and check out my website. I'll put it on there along with my top 100 bucks. Again, nothing on this list is not anything that I haven't implemented having built, having created around. There's no theory on this, those guys, these are the top 100 books that I think about helped us pull our businesses to profitability over the last 10 years. So it's a reading list. This book, if it's not on that list, put it on that list very shortly soon, our team uptakes it. I'm pretty confident on now in Washington, but you can go to Joel vangelis.com forward slash top 100. And that's our top 100 books again, Joe evangelist, steve.com. Top a hundred. Appreciate you guys for watching. Go out there and get that.
(47:11): Yes. If you are ready to put the immense power of whole scaling to work for you, then head over to Joe evangelists.com/downloads and get your free business in a box download. Or if you're a true action taker, ready to blow the lid off your results. You can apply now to work with our team, build the business of your dreams faster than you ever thought possible. This call costs $500 to weed out the tire kickers and mental feed. The real ballers will make back many times over on the first deal. Even if you don't get selected to work with us, you'll get a full year of access to our private coaching group, a $1,200 value and a 30 minute coaching call with Joe. So you win either way, go to www.realestatemoneymindset.com to apply and change
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