Latest / Callis Mindset with Kannon Callis / Episode 15 One Percent Every Day: Discipline, Investing and Building Wealth with Matt Tupa

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Episode 15 One Percent Every Day: Discipline, Investing and Building Wealth with Matt Tupa · Callis Mindset with Kannon Callis

• 0:00
  Speaker 1: Welcome back to Callus Mindset. I'm your host, Cannon Callus,
• 0:03
  Speaker 1: and today we've got a guest. I'm really excited. I've
• 0:06
  Speaker 1: personally known him for fifteen years before either of us
• 0:14
  Speaker 1: entered into our businesses, buying investments, real estate investments, or
• 0:19
  Speaker 1: really any type of entrepreneurship. I had front row seats
• 0:23
  Speaker 1: for half of my life to watch Matt tupa grow
• 0:26
  Speaker 1: over years, and it's one of the coolest things I
• 0:28
  Speaker 1: could have experienced. We've stayed in touch, We've discussed business plans, progress,
• 0:34
  Speaker 1: you know, from startup almost to today, and his leadership
• 0:38
  Speaker 1: it's standalone. It's you know, he has his own level
• 0:42
  Speaker 1: of conviction, discipline, and that's what's led to most of
• 0:47
  Speaker 1: his success is just never giving up. And it wasn't
• 0:49
  Speaker 1: an overnight success. It took years of consistency, leadership, and execution.
• 0:55
  Speaker 1: And Matt started from zero kind of like me. We're
• 0:57
  Speaker 1: good old Texas boys. You know, we started from humble
• 1:00
  Speaker 1: roots and now through years of serving clients, building relationships,
• 1:06
  Speaker 1: has led us to ownership. And that's what we're going
• 1:08
  Speaker 1: to talk about today. We're going to talk about starting
• 1:10
  Speaker 1: from nothing, entrepreneurship, sales leadership, investment, wealth, creation, and some
• 1:16
  Speaker 1: of the lessons I've learned from personally being involved with
• 1:18
  Speaker 1: Matt since we met when we were just teenagers. So
• 1:21
  Speaker 1: sit back, saddle up, and let's get after it. Matt,
• 1:24
  Speaker 1: Welcome to the show.
• 1:25
  Speaker 2: Hey Canon, thanks for having me. Man, that was a
• 1:27
  Speaker 2: heck of an intro, and it's awesome being on your
• 1:30
  Speaker 2: podcast now seeing how you've grown over these last few years.
• 1:34
  Speaker 2: I think this is just the natural extension of your skills,
• 1:37
  Speaker 2: and so I'm honored to be a guest here. Thank
• 1:39
  Speaker 2: you for having me.
• 1:40
  Speaker 1: Thanks Matt, And obviously everything I said ring's true and
• 1:44
  Speaker 1: I've seen it firsthand. And I want to start with
• 1:47
  Speaker 1: kind of the humble beginnings of you know, where are
• 1:49
  Speaker 1: you're from, Where did you grow up? What was your
• 1:51
  Speaker 1: childhood like?
• 1:53
  Speaker 2: Yeah, so I'm from Houston, the Greater Houston area, Magnolia specifically.
• 1:57
  Speaker 2: I've always been in this area. I went to college briefly.
• 2:02
  Speaker 2: That was kind of my getting out of town for
• 2:04
  Speaker 2: a little bit, right was going to sam Houston State University,
• 2:08
  Speaker 2: which is still in the Greater Houston area, but finished
• 2:13
  Speaker 2: up my time there and moved briefly to Conrod, Texas,
• 2:18
  Speaker 2: just a little bit south and then eventually back to
• 2:20
  Speaker 2: Houston where I got my agency here with the company
• 2:23
  Speaker 2: i'm with now, and yeah, we're nine years into it
• 2:28
  Speaker 2: at this point and going strong. Every year is growing.
• 2:32
  Speaker 2: I think we've grown every single year since I've been
• 2:36
  Speaker 2: in business. But yeah, always always been to Houston. Boy,
• 2:39
  Speaker 2: always been from you know, from Texas, born and raised,
• 2:42
  Speaker 2: and you know, it just has all the opportunity, and
• 2:45
  Speaker 2: of course my family's from here. Never really saw a
• 2:49
  Speaker 2: reason to leave or or go anywhere else. You know,
• 2:53
  Speaker 2: I've traveled all over, but I've always just had my
• 2:55
  Speaker 2: heart here in Houston, and I think that's where I'll be,
• 2:59
  Speaker 2: you know, the next part of my career.
• 3:01
  Speaker 1: That's awesome. And I know that Texas is one of
• 3:04
  Speaker 1: the stickiest states there is. Eighty percent of Texans never
• 3:09
  Speaker 1: leave Texas, and there's so much opportunity there. I can
• 3:12
  Speaker 1: understand why.
• 3:13
  Speaker 2: Yeah, it's it was a little bit challenging, you know,
• 3:17
  Speaker 2: mentally because I'm living right back in Magnolia where I
• 3:20
  Speaker 2: went to school from pre K all the way through
• 3:23
  Speaker 2: high school where I graduated, so you know, I really
• 3:28
  Speaker 2: grew beyond who I was back in that time, obviously,
• 3:31
  Speaker 2: But yeah, it was it was a little bit of
• 3:34
  Speaker 2: a mental hurdle moving back to my hometown because you know,
• 3:38
  Speaker 2: you always want to get away and go out and
• 3:40
  Speaker 2: experience the world. But when I viewed it through the
• 3:43
  Speaker 2: business lens, I would say the opportunities here and not
• 3:49
  Speaker 2: to mention building connections in the business that I'm in.
• 3:53
  Speaker 2: You know, family and friends, like having those long term
• 3:56
  Speaker 2: relationships only feeds into the business this I'm in now,
• 4:01
  Speaker 2: So you know, it goes beyond just not wanting to
• 4:04
  Speaker 2: move away from my family. But it's yeah, it's mostly
• 4:07
  Speaker 2: about the opportunity that's here. And the fourth largest city
• 4:10
  Speaker 2: in this nation.
• 4:11
  Speaker 1: So yeah, it's a huge, huge place. For anyone who
• 4:14
  Speaker 1: hasn't been to Houston, it's it's bigger than what you
• 4:17
  Speaker 1: would probably imagine. It's like wider. I mean there's so
• 4:21
  Speaker 1: much land, it's you know, and it also is within
• 4:24
  Speaker 1: what an hour or two from the ocean.
• 4:26
  Speaker 2: Yeah, yeah, it's about a two hour drive from where
• 4:28
  Speaker 2: I live down to Galveston. We actually just went two
• 4:31
  Speaker 2: weeks ago for my son's birthday, So try to take
• 4:34
  Speaker 2: advantage of that every year.
• 4:36
  Speaker 1: That's awesome. Well, speaking of your family, what what did
• 4:39
  Speaker 1: your parents teach you about money and work? And what
• 4:42
  Speaker 1: do you plan on, you know, passing on to your children.
• 4:45
  Speaker 2: Yeah, I mean my dad taught me a lot. I
• 4:48
  Speaker 2: got most of my fundamental business acumen. I would call
• 4:54
  Speaker 2: it from him. Good old fashioned hard work. I mean,
• 4:59
  Speaker 2: showing up every single day. It's such an obvious thing
• 5:03
  Speaker 2: to say, but you know, when you're when you're around that,
• 5:07
  Speaker 2: you grow up and you see the benefits of that.
• 5:10
  Speaker 2: It just it really sinks in and I think that's
• 5:12
  Speaker 2: an obvious thing. But you know, also being frugal, but
• 5:18
  Speaker 2: taking opportunities when they come up as well, right as
• 5:21
  Speaker 2: what I've learned too, just diligence and that day in
• 5:26
  Speaker 2: and day out grind. It was really probably the biggest
• 5:31
  Speaker 2: mindset I've learned from them. And consistency, I guess you know,
• 5:37
  Speaker 2: all those attributes are a form of consistency. But man,
• 5:42
  Speaker 2: when you when you land in a good opportunity or
• 5:46
  Speaker 2: work to find it, and you can just you can
• 5:50
  Speaker 2: be consistent and you know what levers to pul on
• 5:52
  Speaker 2: every single day. It's just a matter of executing daily.
• 5:57
  Speaker 2: Now on the money part of it, yeah, a little
• 6:01
  Speaker 2: bit of frugality, you know, and not living beyond your means.
• 6:05
  Speaker 2: That was that was pretty much built into me as
• 6:11
  Speaker 2: a kid and growing up. And yeah, I mean it's
• 6:13
  Speaker 2: who I am, So it's what I did in business
• 6:17
  Speaker 2: as well, right is I never really I mean I
• 6:20
  Speaker 2: took risks and you just really have to be thoughtful
• 6:24
  Speaker 2: about all those things. Is you know the risk you're taking,
• 6:27
  Speaker 2: but also not over leveraging yourself with debt or committing
• 6:32
  Speaker 2: to you know, too high of a payroll. Just as
• 6:35
  Speaker 2: it relates to my business specifically, little things like that.
• 6:39
  Speaker 2: That mindset really finds its way into all those aspects
• 6:42
  Speaker 2: of business. And you know, my grandfather also was a
• 6:47
  Speaker 2: business owner too. He was He built fences, so just
• 6:51
  Speaker 2: a very humble, very small business operation that he did
• 6:55
  Speaker 2: for geez I believe forty years maybe or more. And
• 7:00
  Speaker 2: he ran his business out of his own backyard. They
• 7:04
  Speaker 2: had a little bit of land, so he also used
• 7:06
  Speaker 2: it for a storage as well. You know, they used
• 7:10
  Speaker 2: most of it for business purposes. I think they own
• 7:13
  Speaker 2: like an acre in the Spring Branch area. So yeah,
• 7:17
  Speaker 2: it kind of runs in the family, a little bit
• 7:18
  Speaker 2: of managing money well but also using it for opportunities
• 7:22
  Speaker 2: when those come up.
• 7:24
  Speaker 1: Yeah, and it's probably coming from a center of decision
• 7:27
  Speaker 1: making power that you don't realize you have because today's age,
• 7:31
  Speaker 1: especially with we're living in such a time where it's impulsive,
• 7:37
  Speaker 1: buys right, immediate satisfaction and the shiny thing. Just spend
• 7:42
  Speaker 1: the money, put it on a credit card, and a
• 7:44
  Speaker 1: lot of times that can get you, like you said,
• 7:46
  Speaker 1: over leveraged, and then you have to keep up rather
• 7:49
  Speaker 1: than building from organic growth. And so I watched what happened,
• 7:53
  Speaker 1: you know, from the beginning. I don't think I hardly
• 7:56
  Speaker 1: heard from you in the first two years of your business.
• 7:59
  Speaker 1: And when I did hear from you, it was just
• 8:01
  Speaker 1: when you came up for air to basically tell me, hey,
• 8:04
  Speaker 1: I'm still here, you know, I'm still alive, still doing it.
• 8:07
  Speaker 1: But that's kind of what you had to do, you know,
• 8:09
  Speaker 1: straight out of school, you make a sacrifice, you know,
• 8:12
  Speaker 1: you borrow a little bit of money to start a business,
• 8:13
  Speaker 1: and that's getting after it right like you just went
• 8:16
  Speaker 1: right into it. And so while a few of my
• 8:19
  Speaker 1: friends and myself, you know, we're kind of figuring out jobs, socializing,
• 8:23
  Speaker 1: still probably a lot more than we should have, and
• 8:26
  Speaker 1: then seeing you just build the foundation of your business
• 8:30
  Speaker 1: that now it makes so much sense that the consistency
• 8:34
  Speaker 1: across you know, ten fifteen years coming up. It's impressive.
• 8:39
  Speaker 1: You know it's going to happen because you did the
• 8:41
  Speaker 1: right things. You pulled the right levers every day.
• 8:43
  Speaker 2: Yeah, no, man, I'm glad you brought that up because
• 8:46
  Speaker 2: you know that was a little bit of a risk too.
• 8:48
  Speaker 2: I think obviously your friends and socializing, like you never
• 8:51
  Speaker 2: want to let that go. Those are your lifelines in life,
• 8:54
  Speaker 2: and it's what makes you feel good and brings you joy.
• 8:58
  Speaker 2: But absolutely what you just said is is what most
• 9:01
  Speaker 2: of my other friends said too. Of you know, hey,
• 9:03
  Speaker 2: we didn't hear from you for a couple of years.
• 9:06
  Speaker 2: It was such a natural thing to do. I was.
• 9:08
  Speaker 2: I was kind of a maniac at that time, and
• 9:11
  Speaker 2: all I had my eyes on was was my goal
• 9:13
  Speaker 2: at the time. Now, I had a big advantage, you know,
• 9:17
  Speaker 2: I am an agency owner for a major insurance company
• 9:23
  Speaker 2: in the US. But the major advantage back then, you know,
• 9:28
  Speaker 2: I was single. I didn't have any kids, and you
• 9:33
  Speaker 2: know that makes a big difference too. I mean it
• 9:36
  Speaker 2: was you know, take some pressure off, some stress off
• 9:40
  Speaker 2: your plate, for sure. But I took full advantage of
• 9:45
  Speaker 2: that time. I mean I was working sixteen sometimes eighteen
• 9:49
  Speaker 2: hour days, and I mean that's not, in my mind,
• 9:52
  Speaker 2: very sustainable over too long a period of time. I
• 9:56
  Speaker 2: think it kind of ebbs and flows when you you know,
• 9:58
  Speaker 2: have to jump into it that much. But kind of
• 10:02
  Speaker 2: a funny story on that. I was when I was
• 10:04
  Speaker 2: working in conro or Willis. Actually, you know, I knew
• 10:08
  Speaker 2: my buddies. They were always asking me to go out
• 10:10
  Speaker 2: hang out on the weekends and stuff, and you know,
• 10:12
  Speaker 2: I just kind of sacrificed most of those weekends. I
• 10:15
  Speaker 2: think I would take one or two a year to
• 10:19
  Speaker 2: go unwind, right, because that's important step away, of course.
• 10:21
  Speaker 2: But I was in the office on a Saturday, and voluntarily,
• 10:27
  Speaker 2: it didn't have to be there. I was just trying
• 10:28
  Speaker 2: to get my production numbers up and learn and just
• 10:33
  Speaker 2: putting those hours in on a Saturday. Well, I needed
• 10:35
  Speaker 2: a break that day. I walked up to the front
• 10:37
  Speaker 2: of the office, I looked out the window, and I
• 10:41
  Speaker 2: mean two seconds after I looked out, one of my
• 10:43
  Speaker 2: buddies was driving by on the road pulling his boat
• 10:47
  Speaker 2: and he honked. He didn't even know I was there
• 10:50
  Speaker 2: at the office. He knew that's where I worked, and
• 10:53
  Speaker 2: I saw him drive by and honk, not even knowing.
• 10:55
  Speaker 2: You know, I called him and I was like, hey, man,
• 10:57
  Speaker 2: are you heading to the lake And he said, yeah, yeah,
• 10:59
  Speaker 2: why don't you want to join us? And I told him, man,
• 11:02
  Speaker 2: I'm not gonna be able to today. I got work
• 11:04
  Speaker 2: to do, I got some people to call. But you know,
• 11:07
  Speaker 2: and I'm not saying that's, you know, the right thing
• 11:09
  Speaker 2: to do for everybody, but at that time, for me,
• 11:13
  Speaker 2: it was it was what I felt. You know, I've
• 11:18
  Speaker 2: since taken time to relax and enjoy the fruits of
• 11:22
  Speaker 2: my labor. But you know, every day I wake up
• 11:26
  Speaker 2: with that kind of mentality of grinding and being diligent
• 11:30
  Speaker 2: and just doing the small things right, taking advantage of
• 11:33
  Speaker 2: every opportunity that you have. It gets better, though. I mean,
• 11:37
  Speaker 2: as long as you're intentional about it, and you make
• 11:39
  Speaker 2: a choice to be in a in a business or
• 11:43
  Speaker 2: company that that you can really grow and there's a
• 11:46
  Speaker 2: path for growth, you'll get rewarded. And you know, these
• 11:51
  Speaker 2: last few years, yeah, I've I've definitely scaled back. I've
• 11:54
  Speaker 2: taken time to myself and to be with my family,
• 11:57
  Speaker 2: you know, because I have a baby boy right now
• 11:59
  Speaker 2: and a girl on the way that's due next month. Actually,
• 12:03
  Speaker 2: so I couldn't work all that time if I wanted
• 12:06
  Speaker 2: to right now, but just prioritized it back then and
• 12:10
  Speaker 2: really did what I needed to do to get to
• 12:12
  Speaker 2: where we are today.
• 12:14
  Speaker 1: That's awesome and it's really a testament to your willpower.
• 12:18
  Speaker 1: And you know, the success that you're experiencing today growing
• 12:21
  Speaker 1: from a zero insurance agency to a seven figure insurance
• 12:26
  Speaker 1: agency yearly. You know, having a staff, employees and talent
• 12:30
  Speaker 1: that you've developed, thousands of people that you've helped acquire
• 12:34
  Speaker 1: insurance that they need, including myself. You know, it's like
• 12:39
  Speaker 1: and several people you know, like I've referred a couple
• 12:41
  Speaker 1: of people over the years, and it sounds like the
• 12:43
  Speaker 1: early years were sacrifice, discipline, grind, right. It's it's the
• 12:49
  Speaker 1: hardest you're getting you're getting it off the ground, and
• 12:52
  Speaker 1: a lot of times in real estate it's the same way.
• 12:56
  Speaker 1: You know, you're building those clients. You're taking three to
• 13:00
  Speaker 1: six months sometimes of no pay, you know, potential years
• 13:04
  Speaker 1: to really just build those relationships and earn people's business,
• 13:08
  Speaker 1: and then once you earn it, you perform on it.
• 13:12
  Speaker 1: You do a really good job with customer service, You
• 13:14
  Speaker 1: treat people like people with empathy and understand their problems
• 13:17
  Speaker 1: and more of a consultant to provide solutions than sell
• 13:21
  Speaker 1: thement insurance policy right.
• 13:23
  Speaker 2: Spletally, Yes, yes, yeah. It shifts over time for sure,
• 13:27
  Speaker 2: you know. And in the beginning I had one focus
• 13:31
  Speaker 2: was just getting people to say yes. Now obviously that
• 13:34
  Speaker 2: was everything was done ethically, of course, and compliantly. That
• 13:40
  Speaker 2: was it. That was the only focus. I went in
• 13:43
  Speaker 2: day in and day out. And you know, I went
• 13:46
  Speaker 2: in opening up my agency with processes and word tracks,
• 13:51
  Speaker 2: and you know, I knew a lot of new agents
• 13:54
  Speaker 2: at that time. We're doing a lot of buildouts with
• 13:57
  Speaker 2: their new offices. I probably have one of the most
• 14:01
  Speaker 2: humble looking offices, to put it bluntly, cheapest, right. I
• 14:07
  Speaker 2: didn't do any kind of build out. I got the
• 14:10
  Speaker 2: space from the previous agent that was there that was retiring,
• 14:15
  Speaker 2: and I think I spent less than one thousand dollars
• 14:18
  Speaker 2: on fixing up the inside of the office because it
• 14:21
  Speaker 2: was a little bit outdated for sure, but didn't go
• 14:25
  Speaker 2: overboard on that. You know, we had one focus, and
• 14:28
  Speaker 2: that was just to get customers to say yes. And
• 14:32
  Speaker 2: of course you got to do things the right way,
• 14:34
  Speaker 2: you got to provide value. They voluntarily, you know, joined
• 14:38
  Speaker 2: our agency and became customers. But that was the only
• 14:42
  Speaker 2: focus for probably two years before I started phasing into
• 14:46
  Speaker 2: some other things and you know, buying t shirts that
• 14:49
  Speaker 2: were you know, branded. I mean, I didn't do any
• 14:52
  Speaker 2: of that stuff in the beginning. I had business cards
• 14:54
  Speaker 2: and the basic marketing materials that you need for business,
• 14:58
  Speaker 2: but it was it was just purely that one simple
• 15:02
  Speaker 2: focus is you know, the more revenue we have coming in,
• 15:05
  Speaker 2: the more we're gonna grow. And you know, I hired
• 15:09
  Speaker 2: people with similar mindsets as well, and it's easy to
• 15:16
  Speaker 2: keep your eye on the ball when your focus is
• 15:18
  Speaker 2: just on one or two things. And you know, especially
• 15:22
  Speaker 2: in business, that's that's all that matters, is really the revenue.
• 15:26
  Speaker 2: I mean, it's not all that matters, but it's it's
• 15:29
  Speaker 2: the number one thing that money coming in the door
• 15:31
  Speaker 2: is everything. Sales solves a lot of problems, and actually
• 15:37
  Speaker 2: it solves most problems in business if you're selling, if
• 15:41
  Speaker 2: you are getting new customers and providing value, right, I mean,
• 15:46
  Speaker 2: you're not getting new customers if you're not providing value.
• 15:49
  Speaker 2: And so that's what was built into those word tracks
• 15:53
  Speaker 2: that that I came armed with when I opened up
• 15:56
  Speaker 2: the agency was you know, how are we going to
• 15:59
  Speaker 2: boil this thing down to just a few indicate a
• 16:05
  Speaker 2: few leading indicators I guess of things that are going
• 16:09
  Speaker 2: to move the needle on revenue. And it's pretty easy
• 16:12
  Speaker 2: when you when you really look at it and understand
• 16:14
  Speaker 2: your industry. And I think that's all you really should
• 16:18
  Speaker 2: be focused on with any business in the first few
• 16:20
  Speaker 2: years is just getting getting people in the door, getting
• 16:22
  Speaker 2: people to say yes, getting people to give you their money.
• 16:25
  Speaker 2: I mean, you know, obviously providing the value, but that
• 16:30
  Speaker 2: revenue is going to follow if you're doing those things
• 16:32
  Speaker 2: the right way.
• 16:33
  Speaker 1: Yeah, that's very true. And I have always been in sales,
• 16:37
  Speaker 1: you know, focused on numbers, revenue, quota's growth, you know,
• 16:41
  Speaker 1: year over year, ROI all of the revenue stuff, right,
• 16:45
  Speaker 1: And I one hundred percent agree is that if you're
• 16:47
  Speaker 1: able to solve the revenue and sales problem on the
• 16:49
  Speaker 1: front end, you can hire support, you can train people
• 16:53
  Speaker 1: how to you know, provide the value. That is your standard.
• 16:57
  Speaker 1: And when you open an agency like the one you did,
• 17:00
  Speaker 1: where you have a national influence and there's almost a
• 17:04
  Speaker 1: pathway of hey, this is a proven method if you
• 17:08
  Speaker 1: do it to your damnedst right, Like, you have to
• 17:11
  Speaker 1: push it so hard, you have to grind, you're working
• 17:13
  Speaker 1: all the time at the beginning. But if you believe
• 17:15
  Speaker 1: in it, and if you buy in, and if you
• 17:17
  Speaker 1: chase it as hard as you can, I mean, look
• 17:19
  Speaker 1: what you've done, going from zero to seven figures a year.
• 17:23
  Speaker 1: And most people are just dreaming of opening a business, right, Like,
• 17:26
  Speaker 1: very few actually build one. How did you go from
• 17:29
  Speaker 1: student to entrepreneur and business owner?
• 17:33
  Speaker 2: Yeah, so that goes back to really the origin story.
• 17:37
  Speaker 2: I guess what we're talking about at the beginning. Yeah, so,
• 17:41
  Speaker 2: I mean, just to back it up to that, it
• 17:42
  Speaker 2: was an internship in college and I had the choice.
• 17:47
  Speaker 2: And now this was before I moved moved up to
• 17:50
  Speaker 2: Huntsville to go to sam Houston. I had the choice
• 17:54
  Speaker 2: between doing this internship with an insurance agent or going
• 17:58
  Speaker 2: to Chicago or I can't even remember what it was,
• 18:01
  Speaker 2: some kind of finance internship, but you know, I got
• 18:06
  Speaker 2: a call from the local agent and I wouldn't have
• 18:09
  Speaker 2: to go away to Chicago, although that would have been nice,
• 18:12
  Speaker 2: but you know, the option it was clear, right and
• 18:17
  Speaker 2: it was going to be insurance. So I took that
• 18:19
  Speaker 2: internship before I even moved up to Huntsville. I had
• 18:23
  Speaker 2: it in the works. At that time. I was a
• 18:27
  Speaker 2: year and a half away from graduating. My college journey
• 18:31
  Speaker 2: was a little bit different than you know, the normal
• 18:34
  Speaker 2: going to school for four years and being away from home.
• 18:36
  Speaker 2: I kind of split it up into segments, but I
• 18:40
  Speaker 2: had no idea what I was getting into. I just
• 18:42
  Speaker 2: knew that it was probably a good opportunity. And I
• 18:45
  Speaker 2: was a finance minor in college as well, so insurance
• 18:50
  Speaker 2: felt like a natural extension of finance. I did not
• 18:54
  Speaker 2: plan for it to be my career at that point,
• 18:58
  Speaker 2: you know, I just wanted an internship so I could
• 19:00
  Speaker 2: have some experience so when I graduated, I would be
• 19:03
  Speaker 2: able to leverage that into another opportunity. But when I
• 19:07
  Speaker 2: started working there, you know, back to my roots on
• 19:11
  Speaker 2: that and how I was raised. I think those principles
• 19:15
  Speaker 2: of being diligent, doing the small things right, and man,
• 19:20
  Speaker 2: just having a good attitude every day. You know, I'm
• 19:23
  Speaker 2: a believer that there's a difference between attitude and mindset.
• 19:26
  Speaker 2: I didn't really know that back then, so I was
• 19:29
  Speaker 2: really just about the attitude, and every interaction with co
• 19:35
  Speaker 2: workers or customers was a stepping stone in my mind
• 19:41
  Speaker 2: for that next opportunity, and every day was a stepping
• 19:48
  Speaker 2: stone to that next thing. And so I quickly became
• 19:53
  Speaker 2: the top sales producer in that office, and I just
• 19:57
  Speaker 2: kept my nose to the grindstone probably for year and
• 20:00
  Speaker 2: a half there, and the agency owner at the time
• 20:05
  Speaker 2: and the office manager, you know, they ended up telling me, hey,
• 20:09
  Speaker 2: you're ready to go out on your own, and it
• 20:12
  Speaker 2: kind of struck me. I wasn't even thinking about that
• 20:15
  Speaker 2: at the time. I mean, I knew at that point
• 20:18
  Speaker 2: that I did want to go and be an agent.
• 20:21
  Speaker 2: I wanted to to get an agency with that same company,
• 20:25
  Speaker 2: so that that developed over time, but I didn't know
• 20:29
  Speaker 2: I was ready at that point. I mean, my head
• 20:32
  Speaker 2: was down, it was focused. I was just trying to
• 20:35
  Speaker 2: help that office grow as much as I could. Be
• 20:37
  Speaker 2: a team player. I did a lot more than what
• 20:41
  Speaker 2: was asked. And you know, I know that's a cliche,
• 20:43
  Speaker 2: and probably a lot of things I say on this
• 20:47
  Speaker 2: call they're going to sound kind of cliche, but they're
• 20:50
  Speaker 2: cliches because they're true. And I did more than what
• 20:54
  Speaker 2: was expected. I helped others, you know, all the new
• 21:00
  Speaker 2: team members coming in. I was really invested in their success.
• 21:05
  Speaker 2: And yeah, when they told me that, hey, we think
• 21:07
  Speaker 2: you're ready to go out on your own, it was like,
• 21:10
  Speaker 2: all right, you know what, I guess I am. And
• 21:14
  Speaker 2: to go back to my college time, I went and
• 21:17
  Speaker 2: sat in a lecture. At that time. I didn't know it,
• 21:23
  Speaker 2: but the guy dropped the line that sticks with me
• 21:27
  Speaker 2: to this day, and he said, grow where you're planted.
• 21:32
  Speaker 2: Grow where you're planted. Right, So that seems you know
• 21:38
  Speaker 2: it can some people can have an adverse kind of
• 21:41
  Speaker 2: reaction to hearing that. Right, we're not trees. If there's
• 21:43
  Speaker 2: something you like you don't like about your life, you
• 21:45
  Speaker 2: can change it. But on the flip side, if there's
• 21:49
  Speaker 2: opportunity and you're planted there, it's best not to look
• 21:54
  Speaker 2: at the grass on the other side of the fence.
• 21:56
  Speaker 2: I mean, you know, look at where you're standing water
• 21:59
  Speaker 2: your own grass. I realized the opportunity that I fell
• 22:02
  Speaker 2: into by this internship, which by the way, I was making.
• 22:09
  Speaker 2: Really I was making nothing when I first took it.
• 22:11
  Speaker 2: It was just for the experience. I was getting I
• 22:14
  Speaker 2: think two hundred and fifty dollars a month for gas.
• 22:17
  Speaker 2: So I was driving about twenty two miles one way,
• 22:21
  Speaker 2: from the college to the office and then I would
• 22:24
  Speaker 2: get a percentage of anything that I sold. But I
• 22:28
  Speaker 2: was so green, I was so new, I wasn't selling anything,
• 22:31
  Speaker 2: and I don't think I made my first sale for
• 22:33
  Speaker 2: two and a half months or so whenever I started there.
• 22:37
  Speaker 2: But yeah, that's saying grow where you're planted. That just
• 22:40
  Speaker 2: stayed in my mind, and you know, it helps you
• 22:44
  Speaker 2: tune out all the noise, right, And I knew there'd
• 22:48
  Speaker 2: be other opportunities in my life to do other things,
• 22:51
  Speaker 2: but I knew that this opportunity was so good. If
• 22:53
  Speaker 2: I could water this grass here, grow this opportunity to
• 22:57
  Speaker 2: the best that I could, I mean, that's going to
• 22:59
  Speaker 2: open up some the other doors. And it has since then.
• 23:03
  Speaker 2: It all pretty much went to plan, went according to plan,
• 23:06
  Speaker 2: and so yeah, that was my journey into getting into
• 23:12
  Speaker 2: being an agency owner. And man, I'm just grateful. You know,
• 23:16
  Speaker 2: I worked for a good agent. You know, he was
• 23:20
  Speaker 2: doing internships for college students and so I knew he'd
• 23:24
  Speaker 2: be a good guy to work for and turned out
• 23:26
  Speaker 2: to be a great mentor during that time. You know,
• 23:30
  Speaker 2: there's a lot of talk about finding finding mentors, right,
• 23:33
  Speaker 2: and sometimes you find them along the path that you're
• 23:36
  Speaker 2: already going on. And I think, you know, you just
• 23:38
  Speaker 2: recognize those people that have your best interests at heart
• 23:41
  Speaker 2: and listen to what they're saying, right, I mean, if
• 23:45
  Speaker 2: they've if they're where you want to go, I mean,
• 23:48
  Speaker 2: obviously it's worth listening and doing what they say, even
• 23:52
  Speaker 2: on the tough days. There's plenty of tough days, and
• 23:56
  Speaker 2: you know, just sticking to the process, being diligent about
• 23:59
  Speaker 2: the small things. I think it eventually led to my
• 24:02
  Speaker 2: success and get my own office.
• 24:05
  Speaker 1: Yeah. Yeah, it's clearly worked out for you. You know,
• 24:08
  Speaker 1: you've found a way to make it extremely success. You
• 24:12
  Speaker 1: know successful. You're one of my more successful self made
• 24:17
  Speaker 1: friends that I've made over the years. And with what
• 24:20
  Speaker 1: you just said, it made me really reflect on my
• 24:23
  Speaker 1: own life. You know, grow where you're planted, which obviously
• 24:26
  Speaker 1: I bounce between Dallas, Denver, Dallas in Boise. You know,
• 24:30
  Speaker 1: it's like all over. But I'm in property management and
• 24:33
  Speaker 1: real estate today. I went back into it full time
• 24:36
  Speaker 1: at the age of thirty three, but rewind ten years.
• 24:39
  Speaker 1: At twenty three, straight out of school, I was already
• 24:42
  Speaker 1: managing properties all through college. I was doing leasing all
• 24:45
  Speaker 1: through college, went to commercial real estate right after college,
• 24:48
  Speaker 1: and then those owners of that commercial investment were considering
• 24:53
  Speaker 1: buying a real estate company and having me run it.
• 24:55
  Speaker 1: At twenty three in Dallas, so I think about, like, wow,
• 24:59
  Speaker 1: Like I actually was recruited to software sales, and I
• 25:03
  Speaker 1: made it quite a bit of money, you know, right
• 25:05
  Speaker 1: off the bat, because you look at real estate, it
• 25:06
  Speaker 1: takes years to build up software sales. It's fast, right,
• 25:11
  Speaker 1: So I kind of did get pulled to the other side,
• 25:14
  Speaker 1: right like the grasses, greener side. I was doing a
• 25:16
  Speaker 1: little bit of both, you know, which helped a lot.
• 25:18
  Speaker 1: But then when I moved to Denver, I didn't want
• 25:21
  Speaker 1: to restart in real estate, you know, I thought about
• 25:24
  Speaker 1: doing my education out there, and I was already kind
• 25:26
  Speaker 1: of set with a software job, and so I kind
• 25:29
  Speaker 1: of I won't I won't call it a distraction for
• 25:31
  Speaker 1: ten years. I will call it a detour that helped
• 25:35
  Speaker 1: me understand fundamental sales, leadership, organizational building, you know, startup culture.
• 25:41
  Speaker 1: And I really just tied all of that back to
• 25:44
  Speaker 1: where I was planted, right like from a teenager, right.
• 25:47
  Speaker 1: So yeah, that's such a cool saying, and that's going
• 25:49
  Speaker 1: to stick with me too.
• 25:51
  Speaker 2: Yeah, man, No, And your journey too, is pretty inspiring
• 25:54
  Speaker 2: to me. And hey, look there's days I feel like,
• 25:56
  Speaker 2: you know, I might have missed out a little bit
• 25:59
  Speaker 2: right on some things and experience, man, that there's a
• 26:05
  Speaker 2: lot to be said about that. And really, wherever you
• 26:09
  Speaker 2: find yourself out, I mean, we're not getting tomorrow back, right,
• 26:12
  Speaker 2: It's you can only move forward through today. But uh,
• 26:15
  Speaker 2: there's a few regrets maybe I have of not getting
• 26:20
  Speaker 2: out and trying a few other things. I mean, I
• 26:24
  Speaker 2: started building this thing and just never wanted to stop.
• 26:26
  Speaker 2: And I think experience and some other things would have
• 26:30
  Speaker 2: been valuable, of course, and I'm dabbling in some of
• 26:35
  Speaker 2: that now. But man, yeah, see in your journey can
• 26:37
  Speaker 2: and it's been awesome, and it's it's a cool sort
• 26:40
  Speaker 2: of contrast right between both of our journeys. I think
• 26:44
  Speaker 2: there's really there's really no right or wrong, no right
• 26:48
  Speaker 2: way or wrong way to do it. I mean, everyone's different,
• 26:51
  Speaker 2: and everyone's got the opportunity to write their own success story.
• 26:56
  Speaker 2: So it you know, never feeling it, never feeling like
• 27:01
  Speaker 2: you missed out or did the wrong thing, or had
• 27:02
  Speaker 2: years that were you know, wasted, or that you weren't
• 27:06
  Speaker 2: focused on the right thing, and I think, you know,
• 27:09
  Speaker 2: you're great at taking all those experiences you had and
• 27:12
  Speaker 2: kind of putting them all together. And man, it's cool.
• 27:14
  Speaker 2: I mean, I see your logo back there that can
• 27:16
  Speaker 2: in real Estate Callous Mindset podcast here, So it's really
• 27:22
  Speaker 2: neat to see that. And you've helped me a lot
• 27:23
  Speaker 2: too along the way. And yeah, knowing you from back
• 27:27
  Speaker 2: in college when we were a little bit aimless to
• 27:30
  Speaker 2: now where we're pretty dialed in on what we're doing,
• 27:32
  Speaker 2: is it's pretty remarkable to see.
• 27:36
  Speaker 1: Yeah, it is, and it's exciting, you know, And the
• 27:39
  Speaker 1: most exciting thing to me is that we are still
• 27:42
  Speaker 1: so young. Like if you really think about it, we're
• 27:46
  Speaker 1: not even I mean, depending on what God has for
• 27:49
  Speaker 1: us when our life ends, you know, who knows. But
• 27:51
  Speaker 1: let's say we're not even halfway to I mean, like
• 27:56
  Speaker 1: we're like halfway to seventy, right, And the average entrepreneur
• 27:59
  Speaker 1: starts as business and his or her business and the
• 28:02
  Speaker 1: fit in their fifties. So you think about what you've done,
• 28:07
  Speaker 1: is you have done more than most entrepreneurs creating a
• 28:11
  Speaker 1: seven figure business, you have to think, you know, ninety
• 28:13
  Speaker 1: percent of businesses closed in the first two to five
• 28:15
  Speaker 1: years You've done more than most entrepreneurs at a younger age,
• 28:19
  Speaker 1: which has created a foundation for you to catapult from
• 28:24
  Speaker 1: insurance has been your bread and butter. It's been your
• 28:28
  Speaker 1: very specific focus. But you're also investing in other means.
• 28:32
  Speaker 1: I mean, we've talked about investments outside of your main business,
• 28:36
  Speaker 1: real estate investments, stock market, you know, you name it,
• 28:39
  Speaker 1: and you're diversifying your money. And I want to talk
• 28:41
  Speaker 1: a little bit about money, wealth and investing because you're
• 28:45
  Speaker 1: one of the you know, most successful people I know
• 28:47
  Speaker 1: at that. So let's talk a little bit about how
• 28:51
  Speaker 1: you started investing and when you started investing after you
• 28:54
  Speaker 1: had created your business and started getting a healthy income.
• 28:58
  Speaker 2: Yeah, start small star somewhere to take that first step.
• 29:01
  Speaker 2: That was that was the only thing on my mind,
• 29:04
  Speaker 2: you know, when I started investing and opened up a
• 29:07
  Speaker 2: little e trade account shortly after college. You know, I
• 29:12
  Speaker 2: minored in finance, so I was really exposed to that
• 29:15
  Speaker 2: in college, and that's a pretty specific you know, it's
• 29:21
  Speaker 2: a pretty specific thing to do. But yeah, I opened
• 29:25
  Speaker 2: up a little e trade account and I just said, hey,
• 29:27
  Speaker 2: if I got to just get familiar with this, right,
• 29:29
  Speaker 2: I just want to see what the interface looks like
• 29:31
  Speaker 2: on the app on my phone. I think I was
• 29:34
  Speaker 2: using an app at that time. We were away from
• 29:36
  Speaker 2: computers that already. This was the end of twenty fifteen,
• 29:39
  Speaker 2: and yeah, I just started buying some companies that were,
• 29:44
  Speaker 2: you know, good value. They had a pretty good outlook
• 29:48
  Speaker 2: on analyst ratings. And that was all I was looking
• 29:51
  Speaker 2: at at the time. But just taking those baby steps
• 29:56
  Speaker 2: and doing them every day. So I didn't have much
• 30:00
  Speaker 2: capital to invest at that time, but I still put
• 30:04
  Speaker 2: a little bit in at least weekly, I believe, and
• 30:09
  Speaker 2: you know, a good principle to back that up was
• 30:13
  Speaker 2: paying yourself first. And so I you know, I learned
• 30:17
  Speaker 2: that that was one thing I told myself in my
• 30:19
  Speaker 2: lean years, was pay yourself first, and that's paid off tremendously.
• 30:26
  Speaker 2: You know, people that are thinking about investing, start today,
• 30:30
  Speaker 2: just do something. Open that account, see what the process
• 30:34
  Speaker 2: looks like. Just kind of go through, you know, go
• 30:39
  Speaker 2: through the motions a little bit. And you know, this
• 30:42
  Speaker 2: is not financial advice whatsoever. This is just more life advice,
• 30:46
  Speaker 2: just to throw that out there. But paying yourself first,
• 30:50
  Speaker 2: and whether that's saving or you know, if it is
• 30:53
  Speaker 2: investing in whatever you're looking at doing it's got to
• 30:58
  Speaker 2: start there, right, You got to just take those first
• 31:00
  Speaker 2: few steps. And so yeah, I do it. I do
• 31:03
  Speaker 2: a little bit every single day. I look at my investments,
• 31:07
  Speaker 2: add a little bit to them, do some research. So
• 31:10
  Speaker 2: I do a lot more research than trading. I would
• 31:15
  Speaker 2: say every day, though, I do a little bit right
• 31:19
  Speaker 2: in the morning, so I wake up, and you know,
• 31:22
  Speaker 2: my daily routine is, get my coffee, I read something
• 31:27
  Speaker 2: that's not work related, something that's inspiring, and that gets
• 31:32
  Speaker 2: my mind primed for the day. I try to do
• 31:35
  Speaker 2: ten pages a morning. I think I read about eight
• 31:40
  Speaker 2: to ten books a year, and some years it's less
• 31:45
  Speaker 2: than that. But not to get off topic, I think
• 31:48
  Speaker 2: it is relevant to what we're talking about. But you know,
• 31:52
  Speaker 2: I hear statistics like the average CEO reads thirty books
• 31:55
  Speaker 2: a year. I don't beat myself up one bit if
• 31:57
  Speaker 2: I only read three books that year. But I will
• 32:01
  Speaker 2: beat myself up if I don't read at all. Right,
• 32:04
  Speaker 2: and heck, even if it's one book in the year.
• 32:07
  Speaker 2: I think I started really reading. It was about a
• 32:12
  Speaker 2: year after college. I just recognized that my mind was
• 32:16
  Speaker 2: starting to atrophy a little bit from not having exposure
• 32:22
  Speaker 2: to that educational material. And so but since then, I
• 32:26
  Speaker 2: think there's been years where I've only read one book,
• 32:29
  Speaker 2: but I kept that process going and every day it's
• 32:34
  Speaker 2: just you kind of just feel like you're starting over
• 32:36
  Speaker 2: a little bit, right, and you'll build momentum. And you know,
• 32:40
  Speaker 2: currently I'm not really in a period of time where
• 32:43
  Speaker 2: I feel that strong momentum frankly, but it sometimes does
• 32:49
  Speaker 2: feel like going through the motions. But that ebbs and flows,
• 32:52
  Speaker 2: and if you have that commitment to yourself, it's going
• 32:55
  Speaker 2: to come back, right that that win to your back.
• 32:59
  Speaker 2: You're gonna fe it eventually if you never give up.
• 33:02
  Speaker 2: And that's I think you mentioned that earlier too. That's
• 33:06
  Speaker 2: probably my only superpower, I would say, if that's what
• 33:09
  Speaker 2: you want to call it, is never giving up. And
• 33:13
  Speaker 2: some days that's all I know how to do. You know,
• 33:15
  Speaker 2: we're getting beat up, maybe losing a lot of customers,
• 33:18
  Speaker 2: and you know, didn't close that sale. I thought I
• 33:21
  Speaker 2: was going to have problems with the team, whatever it
• 33:25
  Speaker 2: may be. But never giving up on it, right and
• 33:31
  Speaker 2: doing those those small basic things that you can do,
• 33:34
  Speaker 2: because everyone's going to have days like that. Some days
• 33:37
  Speaker 2: we're on the mountains, some days we're in the valley
• 33:40
  Speaker 2: and if you know what made you successful, right, even
• 33:45
  Speaker 2: if it doesn't feel good in the moment or you
• 33:47
  Speaker 2: don't feel like doing it, it's just doing the minimum
• 33:50
  Speaker 2: that you can do just to get through those those
• 33:53
  Speaker 2: time periods, because that tide is always going to go out, right,
• 33:56
  Speaker 2: I mean, if it feels like it's rushing in on you,
• 33:59
  Speaker 2: it's going to go out. Eventually. You're gonna have those
• 34:02
  Speaker 2: moments of clarity. And it happens unexpectedly both ways, right,
• 34:07
  Speaker 2: the good and the bad times. But being grounded in
• 34:11
  Speaker 2: those principles. Also, writing every day is a huge thing
• 34:16
  Speaker 2: for me too, is just writing down some thoughts, you know,
• 34:20
  Speaker 2: goals as well. But another saying I like to I
• 34:24
  Speaker 2: wanted to put this out there, was work harder on
• 34:26
  Speaker 2: yourself than you do on your job. That's something that
• 34:30
  Speaker 2: I say to myself. I try to say it daily.
• 34:33
  Speaker 2: Can't remember where I heard it from. It could have
• 34:35
  Speaker 2: been zig Ziggler or someone like someone like that. But
• 34:39
  Speaker 2: work harder on yourself than you do on your job.
• 34:42
  Speaker 2: And that ties into the finance and the investing piece
• 34:46
  Speaker 2: as well, because it's a very personal thing right to
• 34:49
  Speaker 2: take care of your finances, and it's just like taking
• 34:52
  Speaker 2: care of your health, right, and so yeah, those things
• 34:56
  Speaker 2: can feel overwhelming some days. And you know, I'm I'm
• 35:00
  Speaker 2: pretty Uh. I have high standards for myself and a
• 35:04
  Speaker 2: weakness of mind is just thinking I can do a
• 35:06
  Speaker 2: lot more in a day than I can, and you know,
• 35:10
  Speaker 2: I'll run straight into the wall and burn myself out,
• 35:12
  Speaker 2: and uh, you know it's I'm sitting there scratching my
• 35:15
  Speaker 2: head like, you know, why did I do that? But
• 35:17
  Speaker 2: it's it's about breaking it down, try to organize my thoughts,
• 35:21
  Speaker 2: give myself a few goals to hit each day. And man,
• 35:26
  Speaker 2: it's amazing what that does, right you You you look
• 35:28
  Speaker 2: back after a year, and I think we we underest
• 35:32
  Speaker 2: we overestimate what we can do in a day, but
• 35:33
  Speaker 2: underestimate what we can do in a year. And so
• 35:36
  Speaker 2: I always kind of operate with that mindset.
• 35:39
  Speaker 1: Yeah, it's such such good pieces you're sharing with us.
• 35:41
  Speaker 1: And you know, I'm finding a common denominator here, and
• 35:45
  Speaker 1: it's do the do the little things every single day
• 35:49
  Speaker 1: and stay consistent, don't ever give up, and just keep
• 35:54
  Speaker 1: showing up no matter how you feel. So when you
• 35:57
  Speaker 1: do those three simple things, you doing the right things.
• 36:01
  Speaker 1: And like you said, you know, you're in the right vehicle,
• 36:03
  Speaker 1: go in the right direction with the right driver. You know,
• 36:05
  Speaker 1: whatever it might be, it's going to get you somewhere.
• 36:07
  Speaker 1: And so how does that I know, obviously over ten
• 36:12
  Speaker 1: fifteen years of running a business and it's growing year
• 36:14
  Speaker 1: over year, COVID probably was a massive opportunity for you guys.
• 36:19
  Speaker 1: I know, insurance just blew up at that time. Is
• 36:21
  Speaker 1: that how you saw it too?
• 36:23
  Speaker 2: Yeah, for sure. I mean it was scary, like I mean,
• 36:27
  Speaker 2: I'm a little bit old school and like to be
• 36:29
  Speaker 2: in the office and be there in person, and you know,
• 36:34
  Speaker 2: I think I was in my what was that our
• 36:36
  Speaker 2: third year nineteen Yeah, yeah, so I was only two
• 36:41
  Speaker 2: and a half years in the agency and to own
• 36:44
  Speaker 2: in my own business and man that you know, you
• 36:46
  Speaker 2: still feel really green at that time. And so but
• 36:49
  Speaker 2: our hand was forced, like there was you know, there
• 36:52
  Speaker 2: was nothing we could do. Right looking back, it was like, okay,
• 36:54
  Speaker 2: we got to go work from home. I mean that's it.
• 36:56
  Speaker 2: We have every capability to work from home. We have
• 36:59
  Speaker 2: all the remote tools, and yeah, that there was a
• 37:05
  Speaker 2: lot of uncertainty there, and I mean, you know what,
• 37:08
  Speaker 2: a lot of days still feel that way too. It's
• 37:10
  Speaker 2: just you don't know which way is up, which ways down,
• 37:12
  Speaker 2: and you know that I try not to let that
• 37:16
  Speaker 2: creep into my mind too much about just second guessing
• 37:19
  Speaker 2: what I'm doing, and but man, every everybody falls into
• 37:23
  Speaker 2: that trap, right, You just you kind of lose your
• 37:25
  Speaker 2: way a little bit and maybe lose the confidence for
• 37:28
  Speaker 2: a little bit of time of what what you're doing.
• 37:31
  Speaker 2: Is it really working? But uh yeah, I mean those
• 37:35
  Speaker 2: themes that you said, that's exactly it. It's so simple
• 37:38
  Speaker 2: that it's easy to forget sometimes because it does it
• 37:41
  Speaker 2: gets boring, right, just those those basic things. But injecting enthusiasm,
• 37:50
  Speaker 2: injecting some excitement around those things is really the only
• 37:56
  Speaker 2: way to keep going and to see like, hey, the
• 37:59
  Speaker 2: little things lead to the big things, and how you
• 38:03
  Speaker 2: do one thing is how you do everything. So I
• 38:06
  Speaker 2: am you know, you'll probably notice another theme, which is
• 38:09
  Speaker 2: I like to have all these little sayings and these
• 38:12
  Speaker 2: phrases that just stick in my mind. But that's what
• 38:16
  Speaker 2: keeps me going, is you know, in educating myself and
• 38:20
  Speaker 2: reading right for re reading was I mean one of
• 38:23
  Speaker 2: the biggest catapults to my success. It is because it's
• 38:26
  Speaker 2: a voluntary thing that you don't have to do. I mean,
• 38:29
  Speaker 2: not to go back to that, but the CEO reading
• 38:32
  Speaker 2: thirty books a year. I think I heard like the
• 38:36
  Speaker 2: average person doesn't read a single book after they graduate
• 38:39
  Speaker 2: college and just pick one up and read it. Man.
• 38:43
  Speaker 2: I mean, that's that's where I started, and it started
• 38:47
  Speaker 2: an avalanche of knowledge and momentum that is just unstoppable
• 38:51
  Speaker 2: to this day. It may not work for everyone, and
• 38:56
  Speaker 2: I mean, I think reading is good for everyone, but
• 38:59
  Speaker 2: there maybe other things that people really latch onto. But
• 39:02
  Speaker 2: for me, that was what it was. And so during
• 39:04
  Speaker 2: those hard times, through COVID and other challenges that we had,
• 39:08
  Speaker 2: I would just recall these things that I've read and
• 39:11
  Speaker 2: reading those books. You know, I can give some examples
• 39:15
  Speaker 2: if you want, but some of the or the biggest
• 39:18
  Speaker 2: benefit from it was reading about people who did doubt themselves,
• 39:21
  Speaker 2: who did go in with the cards stacked against them,
• 39:25
  Speaker 2: and you know, those little phrases and some of these
• 39:28
  Speaker 2: cliches that I say, I mean, those are the things
• 39:30
  Speaker 2: that pop up in my mind during the tough times
• 39:33
  Speaker 2: throughout the day. And whatever it takes to get you
• 39:36
  Speaker 2: through those tough times is gold. I mean, that's all
• 39:40
  Speaker 2: you need is something to keep you moving forward, because
• 39:44
  Speaker 2: confusion will set in, complacency will set in, or the
• 39:47
  Speaker 2: desire to give into complacency. Right, And man, I know
• 39:53
  Speaker 2: you've been through all these challenges as well. Canon Like,
• 39:56
  Speaker 2: it's nothing that's unique to me or anyone else that's successful.
• 40:00
  Speaker 2: And so yeah, do those little things be diligent. Try
• 40:05
  Speaker 2: not to get too out in front of your skis.
• 40:09
  Speaker 2: I guess and focus what's right in front of you, ea,
• 40:14
  Speaker 2: each and every day. And I think it's unstoppable momentum
• 40:17
  Speaker 2: when you do that.
• 40:19
  Speaker 1: Yeah, it's true. And I wholeheartedly agree with the reading
• 40:23
  Speaker 1: aspect of growth. I started reading when I was young,
• 40:28
  Speaker 1: you know, when I was ten to fifteen years old,
• 40:32
  Speaker 1: I read as many fantasy books as I could, you know, fiction,
• 40:36
  Speaker 1: and then somewhere between fourteen and fifteen, my mind completely
• 40:41
  Speaker 1: changed and I have never read another I've never read
• 40:45
  Speaker 1: another fiction and fantasy books since then. It's all been
• 40:48
  Speaker 1: nonfiction self improvement, teaching me lessons that are applicable to
• 40:52
  Speaker 1: my journey in my life. You know, breaking through ceilings
• 40:57
  Speaker 1: and mental jails. You know that people put themselves in
• 41:02
  Speaker 1: because they're stuck, you know, in some type of mindset.
• 41:07
  Speaker 1: That's not a healthy one and from talking to people,
• 41:10
  Speaker 1: understanding the behaviors, understanding my under like myself and my behavior, personalities,
• 41:17
  Speaker 1: you know, all of that stuff. It's all attributed to
• 41:20
  Speaker 1: my understanding, my communication, and how I approach every single problem, obstacle,
• 41:28
  Speaker 1: you know, hardship that faces me. And I think we're
• 41:31
  Speaker 1: very similar in that way. Is if I don't read,
• 41:34
  Speaker 1: I feel like I'm not growing, Like I feel like
• 41:36
  Speaker 1: if you're not on the up, you're on the down.
• 41:40
  Speaker 1: That's what I felt like. And it's kind of like
• 41:41
  Speaker 1: the gem too. Like I used to be a very,
• 41:44
  Speaker 1: very big in the physical fitness, Like that was one
• 41:46
  Speaker 1: of my biggest priorities. I'm still in decent shape, but
• 41:51
  Speaker 1: I'm nowhere near what I used to be on an
• 41:52
  Speaker 1: elite level. I missed that a little bit because of
• 41:55
  Speaker 1: the the mindset that gives you. That you're putting in
• 41:58
  Speaker 1: the hard work and you see it physically and you
• 42:01
  Speaker 1: feel it. And it's the same way with wealth creation.
• 42:05
  Speaker 1: If you do it the right things, you make the
• 42:07
  Speaker 1: right decisions, you sacrifice five ten twenty thirty percent right
• 42:11
  Speaker 1: now for what that ten twenty thirty percent can become
• 42:14
  Speaker 1: three hundred, five hundred three thousand percent and ten years.
• 42:18
  Speaker 1: It's investing. It's it's giving up the now to have
• 42:22
  Speaker 1: a better later, and it's very rare to find people
• 42:26
  Speaker 1: that are really committed to doing that. In fact, most
• 42:28
  Speaker 1: people are living reactionary. There's studies on personalities that show
• 42:35
  Speaker 1: the most popular personalities in the world, Like it's like
• 42:39
  Speaker 1: seventy seventy percent of the personalities in the world are
• 42:42
  Speaker 1: reacting to their situation of what's going on right then
• 42:45
  Speaker 1: and right there, and they don't have a way to
• 42:47
  Speaker 1: get ahead because they can't make strategic decisions because they
• 42:50
  Speaker 1: don't have the vision to see the future. To me,
• 42:54
  Speaker 1: that's what books taught me. You know, it's like you
• 42:57
  Speaker 1: read a book of someone who's been through this crazy story.
• 43:01
  Speaker 1: You know, some some that come to mind right off
• 43:04
  Speaker 1: the bat that I read when I was young was
• 43:06
  Speaker 1: The Outliers, you know, traction Eos. In the last ten years,
• 43:12
  Speaker 1: there's so many David Goggins in his mindset, unbreakable, you know,
• 43:16
  Speaker 1: there's just a there's so many more. And honestly, if
• 43:19
  Speaker 1: I moved, if I move out of the way, you
• 43:20
  Speaker 1: probably see something. I have a whole bookshelf down here
• 43:23
  Speaker 1: of hundreds of books and probably ten of them. I
• 43:26
  Speaker 1: haven't finished yet and I want to, but then I'm prioritizing, Ok,
• 43:30
  Speaker 1: hey do I read right now and grow? So I
• 43:32
  Speaker 1: need to do something more like what you're doing, where
• 43:34
  Speaker 1: it's even chipping away every single day. It's a set time,
• 43:37
  Speaker 1: it's a block ten pages a day something like that.
• 43:40
  Speaker 1: And I think more people could utilize that time if
• 43:44
  Speaker 1: they implemented a morning routine like that, and it would
• 43:47
  Speaker 1: lead to incremental steps that would lead to where you're
• 43:50
  Speaker 1: looking like, Wow, I've come. I've come a long way
• 43:53
  Speaker 1: because the time that passes while you're you know, a
• 43:56
  Speaker 1: head of that same direction.
• 43:58
  Speaker 2: Yeah, I mean, yeah, everything you just described. It's so funny,
• 44:03
  Speaker 2: like when you realize how similar your journey is to
• 44:06
  Speaker 2: someone else's. When you're you know, striving to uh, to
• 44:11
  Speaker 2: be better and you're going after success and it doesn't
• 44:15
  Speaker 2: feel like you know, reading or doing those little things.
• 44:18
  Speaker 2: Sometimes it's hard to map out where is that going,
• 44:21
  Speaker 2: Like is this really helping me?
• 44:23
  Speaker 1: Right?
• 44:23
  Speaker 2: I mean I could let me get to the office
• 44:25
  Speaker 2: early and get my day started, right, I mean, do
• 44:27
  Speaker 2: I really need to be doing this? It's easy to
• 44:29
  Speaker 2: put those things off, and I mean that's that's something
• 44:32
  Speaker 2: I think most people know that or have been through
• 44:34
  Speaker 2: and understand that on a on a deep level, is
• 44:38
  Speaker 2: you know, it's easy to get motivated things and do
• 44:43
  Speaker 2: them for a little while and fall off. I mean,
• 44:45
  Speaker 2: who hasn't had that experience?
• 44:47
  Speaker 1: Right?
• 44:48
  Speaker 2: Most people listening to this probably have have had that
• 44:51
  Speaker 2: time and time again. And yeah, thinking of it like
• 44:54
  Speaker 2: a ritual, right, I forget that saying, but you know,
• 45:01
  Speaker 2: a ritual is something that's non negotiable. I believe it's
• 45:05
  Speaker 2: something along those lines. And it takes a long time
• 45:09
  Speaker 2: to get ingrained. I mean when you start a new habit,
• 45:12
  Speaker 2: the excitement level is it goes up pretty sharply. You
• 45:17
  Speaker 2: love it at first, right, then you can hate it,
• 45:20
  Speaker 2: and then you get used to it, and you know
• 45:23
  Speaker 2: that getting used to it, I mean it it can
• 45:26
  Speaker 2: feel boring sometimes and monotonous, but if you make it
• 45:31
  Speaker 2: through a period of time when you don't want to
• 45:35
  Speaker 2: do it right and even going to the gym as well.
• 45:38
  Speaker 2: I mean, I've been lifting weights for eighteen years, I
• 45:42
  Speaker 2: believe now, and I may not look like it, but
• 45:46
  Speaker 2: you know it's something I do every well, three times,
• 45:49
  Speaker 2: three times a week. I believe it's just surrendering to
• 45:55
  Speaker 2: the process. And if you know something is a good
• 45:59
  Speaker 2: and put right, whether it's mentally or physically, I mean,
• 46:04
  Speaker 2: you're not going to regret doing it. That's another common
• 46:07
  Speaker 2: saying as well, right as no one ever regrets going
• 46:10
  Speaker 2: to the gym. The only bad workout is the one
• 46:12
  Speaker 2: you skipped. And you know, just surrendering and to the
• 46:20
  Speaker 2: to the process, stay in diligent with it, and you
• 46:24
  Speaker 2: just never know when like that that one day that
• 46:27
  Speaker 2: you didn't want to do it, I mean, that could
• 46:29
  Speaker 2: be the day that turns everything around. Reading specifically, Man,
• 46:35
  Speaker 2: I think I get I like it. It's peaceful, you know,
• 46:39
  Speaker 2: it's turned into that morning ritual for me. So it's
• 46:42
  Speaker 2: really not that difficult to do. But to lock into
• 46:45
  Speaker 2: that habit, it got difficult once the excitement kind of
• 46:48
  Speaker 2: wore off, you know, and it's like, all right, it's
• 46:51
  Speaker 2: my third year of doing this. Here I am reading
• 46:52
  Speaker 2: my you know, fortieth book now, and like you get
• 46:56
  Speaker 2: used to it. It's so easy to just put that aside.
• 46:58
  Speaker 2: But man, there's mornings where I'm just like, I don't
• 47:02
  Speaker 2: want to do it, and I force myself to and
• 47:05
  Speaker 2: it's just something profound that it's like, man, if I
• 47:08
  Speaker 2: wouldn't have sought this out, if I wouldn't have been
• 47:11
  Speaker 2: knocking on that door of learning and pushing myself. Right,
• 47:15
  Speaker 2: there's a lot of aspects to this, but you get
• 47:19
  Speaker 2: something that could really boost your day or later in
• 47:22
  Speaker 2: the day. It's like what you read in the morning,
• 47:24
  Speaker 2: what you've you know, focused your mind on, helped you
• 47:27
  Speaker 2: overcome some kind of obstacle, and it's just invaluable. And
• 47:33
  Speaker 2: in this world that we live in of just overstimulation
• 47:37
  Speaker 2: and man, you know, I'm a victim of my phone
• 47:42
  Speaker 2: and screen time and fallen into that. I mean, it's
• 47:47
  Speaker 2: it's a daily battle sometimes and I'm just like, man,
• 47:49
  Speaker 2: can I cut my screen time down? Like I've been
• 47:51
  Speaker 2: trying to do this forever. It's just like, you know,
• 47:54
  Speaker 2: all these distractions and things like that, Man, if you
• 47:56
  Speaker 2: can just take one just take that one step. Hey,
• 48:00
  Speaker 2: look all right, let me put it aside for now
• 48:01
  Speaker 2: and do something positive. You never know when that's like
• 48:05
  Speaker 2: the beginning of your next phase and that momentum that's
• 48:08
  Speaker 2: going to get you out of a rut if that's
• 48:09
  Speaker 2: what you're in. And then not being complacent right whenever
• 48:14
  Speaker 2: you're building that momentum and it's it's moving you forward.
• 48:19
  Speaker 2: Keep doing those things right, and the feeling may not
• 48:21
  Speaker 2: be as intense during those times. You know you're kind
• 48:25
  Speaker 2: of riding the high of success and you're you know,
• 48:28
  Speaker 2: you can afford to kick back a little bit. But
• 48:30
  Speaker 2: complacency kills either now or later. And so you know,
• 48:36
  Speaker 2: it's not to push yourself to, you know, your absolute
• 48:40
  Speaker 2: end until you're just totally burnt out. But life is long.
• 48:47
  Speaker 2: I mean, we're you know, I'm thirty five, you're thirty four,
• 48:49
  Speaker 2: I think, and it's like, wow, how are we this
• 48:52
  Speaker 2: old already? But at the same time, man, those days
• 48:55
  Speaker 2: go by day after day after day, and there's time
• 49:00
  Speaker 2: to get back on track if you get off track
• 49:02
  Speaker 2: a little bit. But just getting in that rhythm, having
• 49:06
  Speaker 2: those rituals, man, it makes a world of the difference.
• 49:09
  Speaker 1: Yeah, it does. And I think something some of our
• 49:12
  Speaker 1: listeners and most people that are not listening need to
• 49:15
  Speaker 1: hear is that they need to raise their standard, raise
• 49:19
  Speaker 1: their expectation of what they can do every single day,
• 49:22
  Speaker 1: not just what they can do in their entire career,
• 49:25
  Speaker 1: what they can do as a parent across their child's
• 49:29
  Speaker 1: entire lives, but daily expectations that lead to weekly, monthly, yearly,
• 49:35
  Speaker 1: you know, five to ten career like thirty year goals,
• 49:40
  Speaker 1: And I think, like you said, writing it down, I
• 49:44
  Speaker 1: usually write, I have a whiteboard over here. It's completely
• 49:47
  Speaker 1: covered right now, Like almost every inch of this whiteboard
• 49:50
  Speaker 1: is covered in things I've written down, and I write
• 49:53
  Speaker 1: down things every day because one I don't want to
• 49:56
  Speaker 1: forget them. Two, if it's not written down and externalized,
• 50:00
  Speaker 1: I'm an extrovert. I will forget about it. I will
• 50:03
  Speaker 1: completely forget about it. And that's my thing is I
• 50:07
  Speaker 1: know my personality type. Most people I work with, colleagues,
• 50:12
  Speaker 1: co workers, friends, family, I know their personality type pretty quickly,
• 50:16
  Speaker 1: and I can understand the things that they might be
• 50:19
  Speaker 1: challenged with and the things that I'm challenged with. We
• 50:21
  Speaker 1: have similarities. I try to just completely remove those from
• 50:24
  Speaker 1: the equation. It's the same thing with you elevate and
• 50:27
  Speaker 1: you delegate, You do what you're really good at, you
• 50:31
  Speaker 1: grow what you're really good at, you delegate to other
• 50:34
  Speaker 1: people that are really good at those other things that
• 50:35
  Speaker 1: you're not good at, or that you hate doing, or both,
• 50:38
  Speaker 1: and then suddenly you have a team that's performing on
• 50:40
  Speaker 1: all cylinders. And I think that's what you've done in
• 50:43
  Speaker 1: your business, and I've talked to some of your teammates,
• 50:45
  Speaker 1: you know, I've seen the attitude, the way they answer
• 50:47
  Speaker 1: the phone. You've set a higher standard, and you started
• 50:50
  Speaker 1: with yourself and what you do with yourself can reflect
• 50:54
  Speaker 1: and you know, ripple through other people and it shows.
• 50:57
  Speaker 1: And so, what are some of the truths you think
• 51:01
  Speaker 1: people need to hear more often that you know? I
• 51:03
  Speaker 1: feel like today we live in a society that's kind
• 51:05
  Speaker 1: of beating around the bush, dancing around sensitive topics, not
• 51:11
  Speaker 1: really willing to sometimes look at the hard reality of
• 51:15
  Speaker 1: where we're actually at, not just our country, but individually.
• 51:19
  Speaker 1: Do you have any truths that you would share you
• 51:21
  Speaker 1: know that maybe they sound a little edgy or maybe
• 51:24
  Speaker 1: they're like a little hard ass, but they're not right.
• 51:27
  Speaker 2: Yeah, Hey, that's a great question. Yeah, I mean, so
• 51:31
  Speaker 2: the way you pose that question really makes me think
• 51:36
  Speaker 2: about you know, a lot of the chatter I see about,
• 51:39
  Speaker 2: you know, the economy. Of course, that's a lot of
• 51:43
  Speaker 2: that's on a lot of people's minds. Damn it. We
• 51:47
  Speaker 2: have the internet. I know, boomers and you probably have
• 51:51
  Speaker 2: some listening. Maybe I'm not one that buys into this,
• 51:55
  Speaker 2: but you know, there's a lot of chatter about that
• 51:57
  Speaker 2: from our generation, you and I and how we inherited
• 52:02
  Speaker 2: this crappy economy. You have all the information in the
• 52:07
  Speaker 2: world at your fingertips. That's my edgiest response to that.
• 52:12
  Speaker 2: I mean, you know, the information I can look up
• 52:16
  Speaker 2: on Google. You used to have to drive to the
• 52:18
  Speaker 2: library and find, you know, the section of library that
• 52:22
  Speaker 2: it was in. Leverage what you have, and you know,
• 52:27
  Speaker 2: I think, I don't know who needs to hear that
• 52:31
  Speaker 2: or who you know if that is something that that
• 52:35
  Speaker 2: needs to be said, but that that's what I think
• 52:37
  Speaker 2: about a lot, is leverage the capabilities that we have
• 52:41
  Speaker 2: these days and focus on the opportunities that we have.
• 52:46
  Speaker 2: It's it's unreal like you can teach yourself anything through
• 52:50
  Speaker 2: the internet, right, And so that's one of those edgy
• 52:53
  Speaker 2: things I guess that I just when I read that,
• 52:55
  Speaker 2: I absolutely despise hearing that, because number one, what is
• 52:59
  Speaker 2: that going to do? Okay, if if that's the reality
• 53:02
  Speaker 2: that we're in, all right, well yeah we need to
• 53:04
  Speaker 2: look at in the face. And you know, there's no
• 53:08
  Speaker 2: sense of sugarcoating it. Sure, I don't spend much time
• 53:12
  Speaker 2: thinking about it, because what the hell am I going
• 53:14
  Speaker 2: to do about that other than other than you know,
• 53:20
  Speaker 2: skilling up and learning more. And that's where I put
• 53:23
  Speaker 2: all my time and energy in. I you know, I
• 53:25
  Speaker 2: don't sit around that one. That one really gets me
• 53:28
  Speaker 2: is when I hear that one. But uh yeah, just
• 53:33
  Speaker 2: just teach yourself new skills, learn how to you know
• 53:36
  Speaker 2: when it comes to to being financially secure. And you know,
• 53:42
  Speaker 2: mindset's a huge, huge piece of that. I think it's
• 53:44
  Speaker 2: just natural to talk about on a mindset podcast, right
• 53:47
  Speaker 2: And don't look at your disadvantages, man, look at all
• 53:52
  Speaker 2: you look at your advantages and lean into that and like,
• 53:55
  Speaker 2: what is complaining about it? Going to do right? Absolutely nothing?
• 53:59
  Speaker 2: And I think we have I mean, I think these
• 54:03
  Speaker 2: are the best days to be alive, hands down. You know.
• 54:08
  Speaker 2: Another one, and you know this is a little philosophical,
• 54:11
  Speaker 2: I guess, and it's kind of you know, whatever you
• 54:14
  Speaker 2: call that. But the world, you know, I hear that
• 54:19
  Speaker 2: a lot, right man? What is this world coming to?
• 54:22
  Speaker 2: I don't know. I see a lot of good in
• 54:24
  Speaker 2: this world when I look around, when I make it
• 54:26
  Speaker 2: a point to pay attention to the good things, I
• 54:31
  Speaker 2: see a lot of that, right I. So I'm thirty five.
• 54:36
  Speaker 2: I mean, I'm still pretty young. I've been hearing what
• 54:38
  Speaker 2: has this world been coming to? Since I can remember?
• 54:43
  Speaker 2: I would guess one hundred years ago people were saying
• 54:46
  Speaker 2: the same thing. I would guess a thousand years ago
• 54:48
  Speaker 2: people were saying the same thing. There are a lot
• 54:51
  Speaker 2: of problems out there, for sure. Do I think it's
• 54:56
  Speaker 2: worse than it's ever been, Absolutely not. I think it
• 55:00
  Speaker 2: might be better, you know, as good as it's ever been,
• 55:03
  Speaker 2: quite frankly, And I don't know how many people would
• 55:07
  Speaker 2: agree with that, But you know, those are kind of
• 55:09
  Speaker 2: my outlooks on life, and that I think that speaks
• 55:12
  Speaker 2: directly to mindset, right. I mean I mentioned in the
• 55:14
  Speaker 2: beginning how attitude was kind of my big focus. Mindset's
• 55:18
  Speaker 2: been something I've become a lot more aware of just
• 55:21
  Speaker 2: these last few years. And the distinction between attitude and mindset.
• 55:24
  Speaker 2: I think your mindset's first, and then attitude and then action.
• 55:29
  Speaker 2: I don't know if that's how the saying goes, but anyway,
• 55:32
  Speaker 2: those two things, I think though, I think about that
• 55:34
  Speaker 2: a lot. And you know you're going to get what
• 55:38
  Speaker 2: you focus on. I mean, if you're out looking for problems,
• 55:41
  Speaker 2: you're going to find them, and if you're looking for opportunity,
• 55:45
  Speaker 2: you're going to find it.
• 55:47
  Speaker 1: Yeah, I couldn't have said it any better. I mean,
• 55:50
  Speaker 1: excuses is one of those things that it makes my
• 55:53
  Speaker 1: blood boil because the economy is so generic, you know,
• 55:58
  Speaker 1: claiming that inflation and interest rates, overall market uncertainty. There's
• 56:03
  Speaker 1: a war ten thousand miles from where we live in
• 56:06
  Speaker 1: our local you know, likes, you're making things impossible and
• 56:10
  Speaker 1: you're taking out the potential from what could be because
• 56:13
  Speaker 1: of some excuse that has less to do with your
• 56:17
  Speaker 1: success than most people think. And I'm not saying you,
• 56:20
  Speaker 1: but like people in general, I've heard, you know, the economy,
• 56:23
  Speaker 1: the market's too saturated, there's too many competitors, the pricing
• 56:27
  Speaker 1: is too high, there's not enough time. And that's the
• 56:30
  Speaker 1: one that gets me the worst, the timing. When I
• 56:33
  Speaker 1: hear people say they won't they won't commit to something
• 56:36
  Speaker 1: because of time. But there's other people that have already
• 56:39
  Speaker 1: been successful, way more successful than the people that won't
• 56:43
  Speaker 1: commit the time because the people that were successful committed
• 56:46
  Speaker 1: their time differently. That drives me crazy because it insinuates
• 56:50
  Speaker 1: that the people that are less successful. Whatever that means,
• 56:53
  Speaker 1: it could be financial, it could be healthy relationships, it
• 56:55
  Speaker 1: could be health. The people that are not doing as
• 56:58
  Speaker 1: well think that they're times more valuable than the people
• 57:00
  Speaker 1: that are doing it and committing the time and seeing
• 57:02
  Speaker 1: the success. That's the part that really drives me crazy
• 57:05
  Speaker 1: because it seems hypocritical and to think that your time
• 57:08
  Speaker 1: is more valuable than someone else when we have the
• 57:11
  Speaker 1: exact same amount of minutes in a day, hours in
• 57:14
  Speaker 1: a day, days and a month. Some people they don't
• 57:17
  Speaker 1: make excuses. They see tremendous success, but for some reason,
• 57:20
  Speaker 1: you can't, right, And that's that's the part that drives
• 57:23
  Speaker 1: me crazy. From salespeople you know, ran sales teams, real
• 57:28
  Speaker 1: estate agents, insurance agents, you name it, there's always going
• 57:33
  Speaker 1: to be the same excuses. And you want to find
• 57:35
  Speaker 1: people that they find a way to succeed, not a
• 57:39
  Speaker 1: reason to fail. And that's exactly what you know. I
• 57:41
  Speaker 1: think that's a great way to wrap up that point.
• 57:44
  Speaker 1: And those excuses come from a lot of different reasons.
• 57:47
  Speaker 1: You know, maybe they're not great at managing their finances
• 57:49
  Speaker 1: and they're not great at making decisions that are smart
• 57:52
  Speaker 1: long term. Maybe they don't know how to market, maybe
• 57:55
  Speaker 1: they don't know how to do sales. Maybe they don't
• 57:57
  Speaker 1: have accountability, maybe they don't even ride out their goals.
• 58:00
  Speaker 1: Maybe they had poor leadership and they were led the
• 58:03
  Speaker 1: wrong direction, so now they're just continuing a negative, bad tradition.
• 58:07
  Speaker 1: There's so many reasons. And one of the reasons I
• 58:10
  Speaker 1: decided to name this callus Mindset and to start this
• 58:14
  Speaker 1: podcast is because I've overcome I won't say weaknesses in
• 58:19
  Speaker 1: my own mindset, but it's a way to solidify a
• 58:24
  Speaker 1: path forward that no matter what, your mindset will grow
• 58:26
  Speaker 1: if you commit to it. And if you hear other
• 58:28
  Speaker 1: people on this podcast and you hear their stories, sometimes
• 58:32
  Speaker 1: we can resonate with that would say, Okay, I'm going
• 58:35
  Speaker 1: to do something different today because I heard from Matt
• 58:38
  Speaker 1: in a super successful business in Houston, Texas. You know
• 58:42
  Speaker 1: Texas most competitive markets there is. Texas is the capital
• 58:46
  Speaker 1: to most headquarters in the country, most multi billion dollar companies.
• 58:51
  Speaker 1: The population's like thirty one million, So you're competing against
• 58:54
  Speaker 1: more people to win in Texas, to win in Dallas,
• 58:58
  Speaker 1: to win in Houston showed me when I came to Denver,
• 59:02
  Speaker 1: when I came to Boise, that's significantly smaller. It feels
• 59:07
  Speaker 1: like the opportunity is closer to grasp because there's less
• 59:12
  Speaker 1: people that are making excuses. This is people doing stuff,
• 59:15
  Speaker 1: and so it's been a really exciting time. Mindset is,
• 59:20
  Speaker 1: like you said, the foundation of that, your attitude sits,
• 59:24
  Speaker 1: you know, based on your reactions each day, pretty much
• 59:27
  Speaker 1: like your mindset's long term attitude can be in the
• 59:29
  Speaker 1: moment and then the actions come from both of those combined.
• 59:33
  Speaker 1: And I one hundred percent agree. If you have the
• 59:35
  Speaker 1: mindset set you know, at first, it's easier to have
• 59:39
  Speaker 1: a good attitude, you choose it obviously, Then it's easier
• 59:43
  Speaker 1: to have better outcomes if you're showing up when you
• 59:46
  Speaker 1: don't want to. With a good attitude and the right mindset,
• 59:49
  Speaker 1: that's where potential becomes opportunity and it converts to reality.
• 59:53
  Speaker 1: Some of my biggest opportunities have happened on days that
• 59:56
  Speaker 1: I didn't want to go to work, I didn't want
• 59:59
  Speaker 1: to do that call, I didn't want to go to
• 1:00:01
  Speaker 1: that event, and then suddenly that call turns into something
• 1:00:04
  Speaker 1: so much bigger, or that event someone approaches me that
• 1:00:07
  Speaker 1: I would have never seen and now we have a
• 1:00:09
  Speaker 1: deal together. That's the that's the mindset that it's growth
• 1:00:15
  Speaker 1: it's focused on opening doors, you know, allowing opportunity and
• 1:00:19
  Speaker 1: potential to become something. And when you're negative, you're constantly
• 1:00:23
  Speaker 1: telling yourself the world's ending, everything sucks, the I can't
• 1:00:28
  Speaker 1: win in the stock market. You know, whatever it is,
• 1:00:31
  Speaker 1: you're closing those doors.
• 1:00:32
  Speaker 2: You only you lose when you quit, right, I mean
• 1:00:35
  Speaker 2: that's that's the only time anyone ever you're either losing
• 1:00:39
  Speaker 2: or you're learning. I mean that's the only way to
• 1:00:41
  Speaker 2: view it. And yeah, your point about showing up and
• 1:00:47
  Speaker 2: when the big wins happen on those days when you
• 1:00:50
  Speaker 2: didn't want to show up or you know, man, time
• 1:00:53
  Speaker 2: and time again, I've seen that happen too. And you know,
• 1:00:58
  Speaker 2: you go into things with a and maybe not the
• 1:01:01
  Speaker 2: best attitude or the best mindset, and then you know,
• 1:01:05
  Speaker 2: somebody comes along wanting to do business with you, and
• 1:01:07
  Speaker 2: it's you know it, you almost feel kind of guilty
• 1:01:10
  Speaker 2: of like, man, I should have been in a good
• 1:01:13
  Speaker 2: mindset before meeting with this person. Like you know that
• 1:01:17
  Speaker 2: influence that others can have on you. And man, especially
• 1:01:20
  Speaker 2: when you're winning in in sales or like whatever success
• 1:01:26
  Speaker 2: you're getting is you know that that'll that'll stop you
• 1:01:29
  Speaker 2: on a dime right there and just make you you know,
• 1:01:32
  Speaker 2: really reconsider right, And and that's tough. I mean it's
• 1:01:36
  Speaker 2: tough to do that day in and day out, and
• 1:01:38
  Speaker 2: people have serious problems in their life. And man, the
• 1:01:43
  Speaker 2: longer you live, it just seems like, you know, when
• 1:01:46
  Speaker 2: is it ever gonna stop? Right, There's things that just
• 1:01:48
  Speaker 2: come up time and time again. Every every day it's like, okay,
• 1:01:51
  Speaker 2: something new, unexpected happened, and uh man, some people really
• 1:01:56
  Speaker 2: like yeah, they get behind the eight ball or they
• 1:01:59
  Speaker 2: weren't dealt the best hand. And that's tough. I don't
• 1:02:04
  Speaker 2: blame anyone for you know, falling into that negativity. And
• 1:02:10
  Speaker 2: you know, but that is the default, right. It takes intention,
• 1:02:14
  Speaker 2: it takes takes thoughtfulness to to climb out of that.
• 1:02:19
  Speaker 2: And I think having rituals is probably you know, there's
• 1:02:24
  Speaker 2: that daily schedule that you have, right, having things those
• 1:02:30
  Speaker 2: non negotiables that you do every day, and you know,
• 1:02:34
  Speaker 2: keep it basic physic the physiology, I think, right, our
• 1:02:38
  Speaker 2: our mind follows our body. Right if if even if
• 1:02:42
  Speaker 2: all you're doing is going for a walk every day,
• 1:02:44
  Speaker 2: or you know, taking the stairs to go to the
• 1:02:48
  Speaker 2: second floor to use the restroom or something like I
• 1:02:51
  Speaker 2: use little, you know, little things to big things to
• 1:02:56
  Speaker 2: help keep my mindset, keep my body moving, because that
• 1:02:59
  Speaker 2: feeds the mindset, that feeds your attitude, and it makes
• 1:03:04
  Speaker 2: you want to keep showing up every single day and
• 1:03:08
  Speaker 2: tracking things too, right, making sure that you know the score.
• 1:03:11
  Speaker 2: I think that's something big that I do is know
• 1:03:16
  Speaker 2: exactly where we stand and tracking leading indicators right, And
• 1:03:21
  Speaker 2: that's more specific to the business the business side, but
• 1:03:25
  Speaker 2: we do a lot of that is we track our activity.
• 1:03:29
  Speaker 2: It's a lot easier to execute high level activity when,
• 1:03:32
  Speaker 2: like you said, you're not making excuses, but when you
• 1:03:36
  Speaker 2: have the right attitude and mindset about it and when
• 1:03:38
  Speaker 2: you know, like, hey, this is going to lead to
• 1:03:40
  Speaker 2: something eventually if I just don't stop, and if I
• 1:03:42
  Speaker 2: just keep doing this and you know I'm in sales.
• 1:03:46
  Speaker 2: I know that's been said. But if we're not winning
• 1:03:51
  Speaker 2: today or this week, all it should do is just
• 1:03:55
  Speaker 2: feed our appetite to keep keep those inputs going of
• 1:04:01
  Speaker 2: contacting more people, right, And you've got to look at
• 1:04:03
  Speaker 2: those numbers. You've got to have a scoreboard, and you
• 1:04:05
  Speaker 2: got to know that those leading indicators or what they are, right,
• 1:04:10
  Speaker 2: So you got to identify them because I think a
• 1:04:13
  Speaker 2: lot of people throw in the towel without even looking
• 1:04:15
  Speaker 2: at the metrics, without even looking at their performance or
• 1:04:19
  Speaker 2: their daily habits or whatever it may be, and saying, well, yeah,
• 1:04:23
  Speaker 2: I'm doing X, and it's leading to why, well, no shit,
• 1:04:26
  Speaker 2: Like you know, you gotta you got to know the
• 1:04:28
  Speaker 2: path and you know the process to get there and
• 1:04:33
  Speaker 2: then just execute it. That's where the mindset comes in,
• 1:04:35
  Speaker 2: because there are going to be obstacles.
• 1:04:39
  Speaker 1: You know.
• 1:04:40
  Speaker 2: The book that I'm reading right now is the Obstacle
• 1:04:43
  Speaker 2: is the way. I read it in January of this year,
• 1:04:49
  Speaker 2: and after I finished it, I read another book I
• 1:04:54
  Speaker 2: can't remember, but I went right back to this one
• 1:04:56
  Speaker 2: because I caught myself having a bad probably a bad
• 1:05:00
  Speaker 2: attitude and a bad mindset, and I'm like, man, I
• 1:05:03
  Speaker 2: just read this book and what did I do forget everything?
• 1:05:05
  Speaker 2: So I'm making myself go right back to reread it.
• 1:05:08
  Speaker 2: And I don't buy too many new books. At this point.
• 1:05:13
  Speaker 2: I have probably fifty if well, no, I probably have
• 1:05:17
  Speaker 2: closer to one hundred at the house. I don't buy
• 1:05:20
  Speaker 2: very many new ones because the theme is very common
• 1:05:23
  Speaker 2: in all of them, and so I go back and
• 1:05:26
  Speaker 2: reread them and occasionally I'll add new ones to the
• 1:05:29
  Speaker 2: roster when i've you know, read all the ones I have.
• 1:05:32
  Speaker 2: But yeah, just going back to the basics. And it's
• 1:05:36
  Speaker 2: amazing how we read. How you learn something and you
• 1:05:39
  Speaker 2: can forget it so easily the next day or the
• 1:05:41
  Speaker 2: next week. So you know, motivation is like showering, right,
• 1:05:46
  Speaker 2: it doesn't last. So that's why it's recommended daily.
• 1:05:50
  Speaker 1: That's a great way to put it. And something you
• 1:05:52
  Speaker 1: said kind of I have a phrase in my head
• 1:05:55
  Speaker 1: I thought about after you said, you know, the ritual
• 1:05:57
  Speaker 1: like creating good rituals, And to me, the thought that
• 1:06:01
  Speaker 1: came to me is that if you're not creating good
• 1:06:03
  Speaker 1: rituals and following and chasing those good rituals and choosing
• 1:06:07
  Speaker 1: those bad rituals will automatically be the default to choose you.
• 1:06:11
  Speaker 1: If you think about it, if we're not doing the
• 1:06:14
  Speaker 1: good things, we're doing nothing and nothing is getting left
• 1:06:17
  Speaker 1: behind because other people are doing the good things, you
• 1:06:20
  Speaker 1: know what I mean. It's like kind of like the
• 1:06:26
  Speaker 1: the opportunity cost of not doing something is sometimes more
• 1:06:30
  Speaker 1: expensive than actually the cost of doing it. And if
• 1:06:33
  Speaker 1: you're not doing these things, you're going the negative direction
• 1:06:36
  Speaker 1: and you're probably going default, which is news, social media,
• 1:06:39
  Speaker 1: and it's all negative. Almost every story that's out today
• 1:06:42
  Speaker 1: is just negative, negative, negative, polarizing. People hate the other gender,
• 1:06:46
  Speaker 1: hate the other sex, be afraid of people hate, you know,
• 1:06:50
  Speaker 1: like racist stuff. Like there's so much dividers that are
• 1:06:54
  Speaker 1: divisively being put into our media that we're consuming. But
• 1:06:58
  Speaker 1: if you're not putting good thoughts into your head, I'm
• 1:07:00
  Speaker 1: pretty sure bad thoughts are being put there without your consent.
• 1:07:04
  Speaker 2: Yeah, the vacuum doesn't exist. I mean if yeah, if
• 1:07:07
  Speaker 2: you're not intentional about the good stuff, the bad stuff's
• 1:07:10
  Speaker 2: inevitably going to creep in. That's uh, yeah, that's that's
• 1:07:13
  Speaker 2: beautifully put man Like, it's you gotta you gotta be
• 1:07:17
  Speaker 2: intentional and choose it. And man, that's that is such
• 1:07:20
  Speaker 2: an easy trap to fall into because I think naturally,
• 1:07:24
  Speaker 2: I guess biologically, we're geared to that is, we want
• 1:07:26
  Speaker 2: to we want to get somewhere safe, right, we want
• 1:07:29
  Speaker 2: to get some I mean, who hasn't dreamed of hitting
• 1:07:32
  Speaker 2: the lottery and then never having to worry about anything
• 1:07:34
  Speaker 2: in their life again? You know, I think we would
• 1:07:37
  Speaker 2: all be miserable if that happened. Now, I would like
• 1:07:41
  Speaker 2: to find out for myself if I'm if I'd be miserable,
• 1:07:43
  Speaker 2: I'd love that to happen. But you know, we need
• 1:07:46
  Speaker 2: that purpose and being intentional every day. It's that's one
• 1:07:52
  Speaker 2: of the quickest things to to forget about and get
• 1:07:56
  Speaker 2: complacent with. Whenever you know, you get to that place
• 1:07:59
  Speaker 2: that whether you're starting a new job or a new business,
• 1:08:01
  Speaker 2: I mean, there's always kind of an end goal to it.
• 1:08:04
  Speaker 2: You know, you want to you want to hit that
• 1:08:08
  Speaker 2: level of income that you're looking for and get to
• 1:08:10
  Speaker 2: a secure place. I think it's just hardwired into us.
• 1:08:15
  Speaker 2: But you got to look at those other things too.
• 1:08:17
  Speaker 2: You got to look at the the areas that we're
• 1:08:20
  Speaker 2: weak at too and know that if you know, if
• 1:08:24
  Speaker 2: you're complacent on those things, and you know what, sometimes
• 1:08:27
  Speaker 2: it takes getting I mean, we're stubborn creatures that I am, too, right,
• 1:08:32
  Speaker 2: And even though I know these things, I mean, there's
• 1:08:35
  Speaker 2: some days where I'm like, I don't care. I'm just
• 1:08:37
  Speaker 2: gonna let it happen and see what happens. And that's
• 1:08:40
  Speaker 2: not all bad, I mean for the most part. Yeah,
• 1:08:44
  Speaker 2: but you know, there is a point sometimes where I
• 1:08:48
  Speaker 2: do have to learn something for myself and see how
• 1:08:51
  Speaker 2: it plays out. But I think with those rituals and
• 1:08:56
  Speaker 2: those those daily habits, like you build some and fail
• 1:09:00
  Speaker 2: safes into it and sometimes you know, folks like you
• 1:09:06
  Speaker 2: and I, it's you got to let nature run its
• 1:09:09
  Speaker 2: course sometimes. I mean, I think we both have our
• 1:09:12
  Speaker 2: foot on the gas all the time, right. And so,
• 1:09:16
  Speaker 2: you know, a big part of what goes on in
• 1:09:20
  Speaker 2: my life too, is I have a chronic illness that
• 1:09:23
  Speaker 2: is a major obstacle. I don't know if you know,
• 1:09:26
  Speaker 2: God gave that to me to slow me down a
• 1:09:28
  Speaker 2: little bit, because otherwise I would never slow down, and
• 1:09:31
  Speaker 2: that forces me to sit back and evaluate. And that's
• 1:09:33
  Speaker 2: a little bit different. It's it's a major part of
• 1:09:37
  Speaker 2: my life. I don't like talking about it too much
• 1:09:39
  Speaker 2: because everyone's got their issues and their problems. But it's
• 1:09:42
  Speaker 2: a major obstacle that I've had to weave into or
• 1:09:46
  Speaker 2: that's woven into my day that I've really had to
• 1:09:48
  Speaker 2: come up with ways to manage that. And another saying
• 1:09:53
  Speaker 2: that floats in my head all the time is if
• 1:09:54
  Speaker 2: I get knocked down a thousand times, I'm going to
• 1:09:56
  Speaker 2: get up a thousand and one times. There's a common
• 1:10:00
  Speaker 2: theme to everything we're saying here, right, is just never
• 1:10:02
  Speaker 2: quitting and never giving up, but also too man. I'll
• 1:10:07
  Speaker 2: tell you another thing lately that's really helped me is
• 1:10:09
  Speaker 2: minimizing damage. So sometimes I think we're in seasons in
• 1:10:16
  Speaker 2: our life where man, you're just you're not growing or
• 1:10:19
  Speaker 2: you're not going to move forward, even if you know
• 1:10:21
  Speaker 2: you need to, you know what you need to do,
• 1:10:23
  Speaker 2: sometimes you're just not going to bring yourself to do it.
• 1:10:27
  Speaker 2: And guess what, I think that's okay. I think you
• 1:10:31
  Speaker 2: don't want to stay there too long. You got to
• 1:10:33
  Speaker 2: have faith that you're going to get out of that.
• 1:10:35
  Speaker 2: But when you're in those seasons, it may be something
• 1:10:39
  Speaker 2: greater telling you that you need to slow down and
• 1:10:41
  Speaker 2: reconsider something. When I get into one of those seasons, though,
• 1:10:45
  Speaker 2: it's all about minimizing the damage. It's you know, and
• 1:10:51
  Speaker 2: nothing too crazy, but just you know, if I'm spending
• 1:10:55
  Speaker 2: too much time on my phone, if I'm looking at
• 1:10:57
  Speaker 2: Instagram too much, or what like, you know, it can
• 1:11:01
  Speaker 2: you I abruptly cut those things off, right. I've built
• 1:11:04
  Speaker 2: that skill into my skill set of abruptly ending toxic
• 1:11:12
  Speaker 2: habits because if you beat yourself up for it time
• 1:11:17
  Speaker 2: and time again, like that's not good either, right, you
• 1:11:19
  Speaker 2: got to treat yourself good. You got to be your
• 1:11:21
  Speaker 2: own best friend. And so if you can use even
• 1:11:24
  Speaker 2: those weaknesses to your advantage. And so, yeah, when I
• 1:11:27
  Speaker 2: slip into some bad habits, I have this skill that
• 1:11:30
  Speaker 2: I can abruptly just stop. I mean, I'm a big
• 1:11:33
  Speaker 2: Astros fan, so I watch games a lot, of course,
• 1:11:38
  Speaker 2: but you know there's some evenings when I'm sitting there
• 1:11:41
  Speaker 2: watching the game and I'll abruptly just turn it off.
• 1:11:45
  Speaker 2: In the sixth inning with you know, Jordan Alvarez is
• 1:11:48
  Speaker 2: up to the plate. He's my favorite player in the
• 1:11:50
  Speaker 2: world and favorite Astro. Ever, I have this habit of
• 1:11:53
  Speaker 2: just stopping, and what I'll go do is maybe you know,
• 1:11:56
  Speaker 2: if this is assuming I'm not spending time with my son,
• 1:12:00
  Speaker 2: he's asleep already or whatever, but I'll just go do
• 1:12:02
  Speaker 2: something positive, even if it's for ten or fifteen minutes,
• 1:12:05
  Speaker 2: because what that's doing is sending a signal to my
• 1:12:07
  Speaker 2: brain that I'm still in the game. I still want
• 1:12:10
  Speaker 2: to be here. And so yeah, just kind of little
• 1:12:14
  Speaker 2: silly things like that. I think we all have those things.
• 1:12:17
  Speaker 2: And you know, I'm trying to be vulnerable with you know,
• 1:12:21
  Speaker 2: things that are specific to me and to help move
• 1:12:24
  Speaker 2: me forward.
• 1:12:24
  Speaker 1: But anyway, yeah, yeah, thanks for sharing that. What I'm
• 1:12:29
  Speaker 1: hearing is elite level discipline power. Most people can't do that, dude.
• 1:12:35
  Speaker 1: I know it seems like it's normal for you, but
• 1:12:37
  Speaker 1: it's not like it's it's not normal. So the fact
• 1:12:41
  Speaker 1: that you've already gotten to that level of self control,
• 1:12:45
  Speaker 1: self discipline where it could be your favorite player ever
• 1:12:50
  Speaker 1: on your favorite team, that you've watched your entire life
• 1:12:54
  Speaker 1: in a situation that's like high stakes. You know, Thai game,
• 1:12:57
  Speaker 1: he's at bat like something, and you can literally just say,
• 1:12:59
  Speaker 1: you know what, I can separate what's my reality hands
• 1:13:04
  Speaker 1: on in present versus what's in my mind kind of right,
• 1:13:07
  Speaker 1: because we are watching a screen, we're not there in person.
• 1:13:11
  Speaker 1: We're committing to make that decision to spend that time
• 1:13:14
  Speaker 1: watching a screen, and a lot of people get stuck
• 1:13:17
  Speaker 1: with this with reality TV, movies, fantasy books, you know,
• 1:13:21
  Speaker 1: you name it. You spend a ton of time. And
• 1:13:23
  Speaker 1: I'm not saying you shouldn't do that, but if your
• 1:13:26
  Speaker 1: ducks aren't in a row, or if you want to
• 1:13:28
  Speaker 1: keep growing and not hit a ceiling where you're limiting yourself,
• 1:13:32
  Speaker 1: that's what you just did is you just you escape
• 1:13:35
  Speaker 1: the ceiling. If you just sat there and watch the game,
• 1:13:38
  Speaker 1: you're not getting any better. You're just watching entertainment other
• 1:13:40
  Speaker 1: people perform. But if you take that ten fifteen, twenty
• 1:13:44
  Speaker 1: minutes and you go do something to grow yourself, you
• 1:13:46
  Speaker 1: are getting better. So I think you might actually be
• 1:13:49
  Speaker 1: addicted to getting better.
• 1:13:52
  Speaker 2: Maybe that's a good way to put it. Yeah, And
• 1:13:54
  Speaker 2: once again, I know it's a little silly, and you know,
• 1:13:57
  Speaker 2: nothing wrong with that, Like you said, man, I mean,
• 1:13:59
  Speaker 2: you know, we all just deserve to treat ourselves as
• 1:14:01
  Speaker 2: some things. And yeah, that specifically it it helps me
• 1:14:06
  Speaker 2: just keep telling myself and giving myself that signal of
• 1:14:11
  Speaker 2: I'm in this thing, right, and uh yeah, the best
• 1:14:14
  Speaker 2: ideally is I would I would go home, and you know,
• 1:14:18
  Speaker 2: not to be a workaholic or anything like that, but yeah,
• 1:14:21
  Speaker 2: maybe I'm addicted to getting better and I'm addicted to
• 1:14:24
  Speaker 2: getting one percent better every day, right. And sustainability is
• 1:14:29
  Speaker 2: a major word.
• 1:14:30
  Speaker 1: That I use as well.
• 1:14:31
  Speaker 2: You know, anything that I do that's growth oriented is
• 1:14:36
  Speaker 2: it takes effort, right, and if you go too hard,
• 1:14:41
  Speaker 2: it's not sustainable sometimes, And that's a that's a big
• 1:14:45
  Speaker 2: word I use now that you know, here I am
• 1:14:47
  Speaker 2: in my ninth year of business, and if I do something,
• 1:14:49
  Speaker 2: I want it to be sustainable. I'm not in it
• 1:14:52
  Speaker 2: for the short you know, being a flash in the pan.
• 1:14:55
  Speaker 2: And you know, I don't chase accolades or anything like that.
• 1:14:59
  Speaker 2: I mean, business wise, I chase profitability. And then in
• 1:15:02
  Speaker 2: my personal life, I chase good relationships and just being healthy.
• 1:15:05
  Speaker 2: And but yeah, that's just a little silly trick that
• 1:15:08
  Speaker 2: I have, and I think, yeah, everyone's got to be
• 1:15:11
  Speaker 2: individual with that. That may not work for everybody, but
• 1:15:15
  Speaker 2: just it's it's just one little trick that works for me.
• 1:15:17
  Speaker 2: And yeah, it's it's it's silly, but it helps. And
• 1:15:23
  Speaker 2: I you know, especially when I'm not putting in as
• 1:15:27
  Speaker 2: much work as I want to or growing as much
• 1:15:29
  Speaker 2: as I do. Right, if I do those little things
• 1:15:32
  Speaker 2: a day daily and I remind myself I'm still in
• 1:15:34
  Speaker 2: the game, there's a time, maybe three four months later,
• 1:15:38
  Speaker 2: where I look back and I can actually map out
• 1:15:41
  Speaker 2: and recognize where doing those little things daily helped helped
• 1:15:46
  Speaker 2: move me up right a little bit, a little bit
• 1:15:48
  Speaker 2: further to my goal. And I'm not trying to hit
• 1:15:52
  Speaker 2: a home run every day, but man if I can
• 1:15:55
  Speaker 2: just hit a single and get on base right, just
• 1:15:57
  Speaker 2: be a little close to the home plate, like, hey,
• 1:16:00
  Speaker 2: I'm going to do everything I can each day. And
• 1:16:03
  Speaker 2: life is a cycle, man. It's uh, you know, it's
• 1:16:07
  Speaker 2: got to be sustainable whatever you do. And yeah, yeah.
• 1:16:14
  Speaker 1: Well, I've only got a couple more questions before we
• 1:16:17
  Speaker 1: wrap up. But this one's kind of a trifold question
• 1:16:21
  Speaker 1: or a three part I'm excited as well right now
• 1:16:25
  Speaker 1: for where we are at and the information age, you know,
• 1:16:27
  Speaker 1: with AI and the communication and knowledge kind of age.
• 1:16:31
  Speaker 1: Where we're at. I do think we're in one of
• 1:16:34
  Speaker 1: the highest opportunity time frames, especially of our individual lives
• 1:16:40
  Speaker 1: right now. Some people would disagree with me and say, no,
• 1:16:45
  Speaker 1: go back to the sixties, and you know, the boomers
• 1:16:47
  Speaker 1: had the number one housing market, the strongest jobs market,
• 1:16:51
  Speaker 1: the cheapest education, the best stock market, they had pensions,
• 1:16:55
  Speaker 1: and then they raised the ladder after they built it.
• 1:16:58
  Speaker 1: That's another excuse to me. I kind of see where
• 1:17:02
  Speaker 1: people like, if you look at the numbers, they did
• 1:17:04
  Speaker 1: have better purchasing power. They'd have the opportunity to become
• 1:17:07
  Speaker 1: multimillionaires by saving five to ten percent of their incomes
• 1:17:09
  Speaker 1: that were significantly less, Like we're talking twenty K salaries
• 1:17:12
  Speaker 1: a year. They've turned it into multi multimillion dollar, but
• 1:17:17
  Speaker 1: we don't know if that's going to happen in our life.
• 1:17:19
  Speaker 1: So when you're doing the right things, like you mentioned
• 1:17:21
  Speaker 1: investing every day, I'm on a set it and forget
• 1:17:24
  Speaker 1: it type of mode right now where I'm investing to
• 1:17:27
  Speaker 1: specific stocks without even looking at it. It's all automated
• 1:17:31
  Speaker 1: every single day a certain number because I don't want
• 1:17:33
  Speaker 1: to get the emotions involved. I lose when I get
• 1:17:36
  Speaker 1: the emotions involved. I know that. And so what do
• 1:17:38
  Speaker 1: you think we can do? And what are you doing
• 1:17:40
  Speaker 1: right now? Because I truly think, like I mentioned, we
• 1:17:44
  Speaker 1: are in one of the best times to create businesses.
• 1:17:47
  Speaker 1: You look at you and me, where two generations separated
• 1:17:50
  Speaker 1: from boomers creating businesses from scratch. You've amassed wealth more
• 1:17:54
  Speaker 1: than most people. You know, You've got stock investments that
• 1:17:57
  Speaker 1: will lead to even more across time. What's next for you?
• 1:18:01
  Speaker 1: And what are you excited about?
• 1:18:03
  Speaker 2: Oh man, that's uh, that's a good question. Hopefully I
• 1:18:07
  Speaker 2: have a good answer for it. But yeah, I mean,
• 1:18:14
  Speaker 2: we're not going to stop it no matter what. Right
• 1:18:19
  Speaker 2: it's coming. Change is coming. There's gonna be something after
• 1:18:22
  Speaker 2: AI that that we're gonna have to get used to
• 1:18:25
  Speaker 2: as well. And that seems crazy, right, Like, it's hard
• 1:18:27
  Speaker 2: to imagine the next thing after AI, but it's gonna happen.
• 1:18:34
  Speaker 2: And whether it's in our lifetime or the next lifetime,
• 1:18:37
  Speaker 2: you know, a few generations down the line. You're not
• 1:18:41
  Speaker 2: stopping change. You're not going to stop you know, the
• 1:18:44
  Speaker 2: progression of technology. Yeah, I mean, I'm excited about the
• 1:18:49
  Speaker 2: efficiencies of it and I you know, especially like I
• 1:18:53
  Speaker 2: mentioned earlier, my the chronic illness that I deal with, right,
• 1:18:58
  Speaker 2: I using AI to find answers and to connect with communities,
• 1:19:04
  Speaker 2: like it saved me a lot of time that I'd
• 1:19:07
  Speaker 2: have to go to my doctor or things like that, right,
• 1:19:09
  Speaker 2: or researching stocks and investments. It's it's yeah, it's a
• 1:19:17
  Speaker 2: threat a little bit to my industry, and we'll see
• 1:19:21
  Speaker 2: what comes to that in the future. I'm not really
• 1:19:25
  Speaker 2: too concerned about it, but you know, I want to
• 1:19:32
  Speaker 2: be an early adopter for it, and I don't know
• 1:19:34
  Speaker 2: if that maybe that time is already passed, but yeah,
• 1:19:37
  Speaker 2: I want to just jump on the train with it, right,
• 1:19:39
  Speaker 2: see how it can because it's a tool that's there. Right.
• 1:19:43
  Speaker 2: If if you think it's bad, it's bad. If you
• 1:19:46
  Speaker 2: if you think it's good, then you'll find ways to
• 1:19:48
  Speaker 2: utilize it and and incorporate it into your success and
• 1:19:52
  Speaker 2: moving forward. So yeah, I'm I mean, I am excited
• 1:19:57
  Speaker 2: for it, but yeah, a little just unsure of what
• 1:20:01
  Speaker 2: it's going to look like a little a little nervous,
• 1:20:03
  Speaker 2: a little anxiety around it. But I think that's life.
• 1:20:06
  Speaker 2: I think everyone, I think every generation before us has
• 1:20:09
  Speaker 2: had that that thing in their lifetime that was scary
• 1:20:13
  Speaker 2: and it's bringing change that you're not going to recognize,
• 1:20:18
  Speaker 2: you know. And I guess my ultimate answer to that
• 1:20:20
  Speaker 2: question is I just take it day by day, try
• 1:20:22
  Speaker 2: to learn a little bit, a little bit more about
• 1:20:26
  Speaker 2: it each day, see how it's having impact. Try to
• 1:20:28
  Speaker 2: have that foresight into how is it going to change,
• 1:20:33
  Speaker 2: you know, my process, my approach to things in life,
• 1:20:36
  Speaker 2: and just jump on board with the good things and
• 1:20:41
  Speaker 2: try not to try not to get lost. And you
• 1:20:43
  Speaker 2: know that anxiety that can come with change.
• 1:20:46
  Speaker 1: So true. Yeah, it's a lot of unknowns and a
• 1:20:49
  Speaker 1: lot of things that we you don't know what you
• 1:20:52
  Speaker 1: don't know, right, Like there's there's different buckets, you know,
• 1:20:55
  Speaker 1: what you don't know which is feel safer because at
• 1:20:57
  Speaker 1: least you know you don't know it, But then there's
• 1:20:59
  Speaker 1: you don't know what you don't know, like completely a
• 1:21:02
  Speaker 1: blind spot. And I feel like that's kind of what
• 1:21:04
  Speaker 1: the future is looking like because this technology I can't Like.
• 1:21:08
  Speaker 1: I've followed AI, I followed machine learning, I've followed automation,
• 1:21:13
  Speaker 1: you know, software industry the last ten years. But this
• 1:21:16
  Speaker 1: is something different, and I don't know if it's going
• 1:21:18
  Speaker 1: to be like that general superintelligence where we have robot
• 1:21:23
  Speaker 1: humanoid robots now that are like our assistants, and that
• 1:21:26
  Speaker 1: will happen in our lifetime. I can almost guarantee it.
• 1:21:29
  Speaker 1: They're working on it right now. But they're saying it's
• 1:21:32
  Speaker 1: going to like remove a lot of the things that
• 1:21:35
  Speaker 1: humans are responsible for, including independent thought. And that's where
• 1:21:39
  Speaker 1: I get a little bit concerned, is that we're already
• 1:21:42
  Speaker 1: heavily propagandized, like marketing and advertising and messaging and communication
• 1:21:48
  Speaker 1: is like the number one spend for most multi billion
• 1:21:52
  Speaker 1: dollar organizations because they're trying to be thought leaders and
• 1:21:55
  Speaker 1: change the future thought to meet their agenda. It also
• 1:22:00
  Speaker 1: happened with AI. I've actually seen studies that say if
• 1:22:03
  Speaker 1: you're using chat GPT, which I have used heavily. They're
• 1:22:07
  Speaker 1: eliminating words from the vocabulary at a very fast pace.
• 1:22:10
  Speaker 1: So the answers you're getting are not going to have
• 1:22:12
  Speaker 1: the full aspect of words because it costs more to
• 1:22:15
  Speaker 1: do that. So they're going to dumb down our language
• 1:22:17
  Speaker 1: using automation. And I don't know what that actually is
• 1:22:22
  Speaker 1: going to become of. You know, I don't know if
• 1:22:23
  Speaker 1: that's true, but I've heard these thoughts and it does
• 1:22:26
  Speaker 1: make me a little anxious. But it doesn't change what
• 1:22:30
  Speaker 1: me and you were going to do. It doesn't change
• 1:22:32
  Speaker 1: the way we're going to approach life. We're still going
• 1:22:34
  Speaker 1: to be open minded, we're still going to adapt, and
• 1:22:36
  Speaker 1: we're still going to overcome a lot of people they
• 1:22:39
  Speaker 1: just talk about success, they talk about it from the sidelines,
• 1:22:43
  Speaker 1: but they've never actually risked or committed to the path
• 1:22:46
  Speaker 1: like you or I did. Really, what's led to our
• 1:22:50
  Speaker 1: success is being consistent that we will not take failure
• 1:22:53
  Speaker 1: or no for an answer, and if we do get
• 1:22:55
  Speaker 1: failure or a no, it's a failing forward experience. Learning
• 1:23:00
  Speaker 1: from our failures and regardless of how much those failures
• 1:23:03
  Speaker 1: cost us in time, money, emotional whatever it is, right,
• 1:23:07
  Speaker 1: we're still pushing forward. I know that our listeners are
• 1:23:10
  Speaker 1: going to be really impressed with your story and what
• 1:23:14
  Speaker 1: you've accomplished over the last nine years of starting your
• 1:23:17
  Speaker 1: own agency, and I wanted to see if there's any
• 1:23:19
  Speaker 1: final thoughts that you'd like to share with our listeners.
• 1:23:24
  Speaker 2: Man, Yeah, I mean, I think we kind of covered
• 1:23:26
  Speaker 2: most of it here, But yeah, I think I believe
• 1:23:30
  Speaker 2: in people, right, is kind of ties into what you
• 1:23:35
  Speaker 2: last said. There is, you know, especially with AI coming,
• 1:23:38
  Speaker 2: and I believe in in people and helping others and
• 1:23:45
  Speaker 2: extending that you know, that helping hand to bring up
• 1:23:48
  Speaker 2: the next person that's coming along because it costs nothing
• 1:23:52
  Speaker 2: and it's you know, helping someone else out just helps
• 1:23:56
  Speaker 2: yourself as well. But yeah, final thought, I mean, don't
• 1:24:02
  Speaker 2: take the little things for granted, you know, be diligent
• 1:24:06
  Speaker 2: every day, keep yourself moving forward, take those small steps.
• 1:24:10
  Speaker 2: The small things lead to the big things, right that'll
• 1:24:14
  Speaker 2: never change. Appreciate each day. I think every day has
• 1:24:19
  Speaker 2: something to teach us, and if we look for it,
• 1:24:22
  Speaker 2: it's not going to fall in our lap. I think
• 1:24:25
  Speaker 2: you have to be intentional and go out and look
• 1:24:28
  Speaker 2: for things that align with your vision, and you know,
• 1:24:34
  Speaker 2: I truly believe we're all going to end up in
• 1:24:36
  Speaker 2: the place where we're meant to be. And in order
• 1:24:39
  Speaker 2: to influence where we're meant to be, starts today. And
• 1:24:42
  Speaker 2: so take that first step forward, even as you're getting
• 1:24:46
  Speaker 2: knocked back, you can, if you can, in any way
• 1:24:52
  Speaker 2: minimize that damage and get your foot your feet firmly
• 1:24:57
  Speaker 2: set in the ground, and just move forward and slowly
• 1:24:59
  Speaker 2: take those those baby steps towards improvement. Rights that means,
• 1:25:06
  Speaker 2: that means everything for today. And so today is all
• 1:25:09
  Speaker 2: we have. This moment right here, it's all we got.
• 1:25:12
  Speaker 2: And I think if you stay diligent, you know, don't
• 1:25:15
  Speaker 2: take the little things for granted, man, you're going to
• 1:25:19
  Speaker 2: be impressed with yourself in a few years and see
• 1:25:21
  Speaker 2: how far you've made it.
• 1:25:24
  Speaker 1: I second that, well, I know life moves fast, Markets change, opportunities,
• 1:25:29
  Speaker 1: they come and go, Our plans change, but God's plan
• 1:25:33
  Speaker 1: doesn't change. And that's one thing I think we can
• 1:25:35
  Speaker 1: really find a lot of faith and trust in is
• 1:25:38
  Speaker 1: that there is a bigger plan for us. And if
• 1:25:41
  Speaker 1: you truly believe that and you're willing to take personal responsibility,
• 1:25:45
  Speaker 1: work hard, build strong relationships just like this one and
• 1:25:49
  Speaker 1: have a willingness to get off your butt and do
• 1:25:51
  Speaker 1: what you need to do. Betting on yourself is never
• 1:25:54
  Speaker 1: going to go out of style. From us here at
• 1:25:56
  Speaker 1: the Callous Mindset, thank you so much for tuning in y'all.
• 1:26:00
  Speaker 1: Stay safe, stay hungry, and keep the right mindset. It
• 1:26:03
  Speaker 1: will make a difference.