Latest / The Hannah Hammond Show / From Hustler to Visionary: Pace Morby’s Secret to Scaling Without Burnout

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From Hustler to Visionary: Pace Morby’s Secret to Scaling Without Burnout · The Hannah Hammond Show

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I just don't even think I've warmed up yet.
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Saying yes will get you out of Egypt and saying no will get you
0:07
to the promised land. And I want to be your OPS.
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I want to handle everything. I want to take everything off
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your plate. I want, I want you to be
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liberated to go do the thing that you need to do to bring
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more eyeballs to the product, to the service, to the thing.
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You're not far away from that like that.
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Overwhelm is a requirement. It is a it is a responsibility
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for you to do exactly what you were put on this earth to do,
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and every minute that you're not doing it is you're wasting your
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gift. All right, I am so excited to
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finally have Pace Morby sitting here across from me.
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I can't wait to ask you all the things.
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Thank you so much for coming on my show.
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Hannah, I heard so many great things about you.
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Jamil, Damji, a bunch of my other friends, Jeremy Minor,
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other people that you've been hanging out with, they all say
0:52
that you are the the new age. You are the new people taking
0:56
over, taking over the whole podcast world.
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So thanks for having. Me, Oh my gosh, thank you so
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much. I think I'm 8 weeks in and I am
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just so lucky to have you sit across from me and so many
1:06
amazing people and you know, I'm just growing and I want to be
1:11
inspired and learn from people like you who have done it all,
1:15
you know, doing all the things that I want to do and, and
1:17
aspire to do so. It's interesting when people say
1:19
stuff like that or when I get introduced on stage, people say
1:22
things and the bio goes on and on and on.
1:24
I'm like, are they talking about me?
1:27
Like, I, I just think achievers don't ever feel like they've
1:30
achieved anything. And I think it's weird when
1:32
people are like, oh, it's, you know, it's so great to meet you.
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I'm like, what have I ever done to ever deserve that statement?
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So thank, thank you. But it's weird.
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I feel like I haven't done anything yet.
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I know the feeling, it's relentless, you know, always
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being relentless to achieve more.
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And I think that's a common theme in entrepreneurs is we
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never feel like we've got there or made it.
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You know, I know you were on great Cardones podcast and I saw
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him being interviewed once and Sean Kelly was like, oh, you
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know, how did it feel like when did you realize you made it?
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And he's like, you think I've made it?
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Oh, yeah, You know, And I feel that way, too.
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It's like measuring versus measuring yourself up against
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where you want to go. And we're always moving the goal
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posts. Well, you're moving the goal
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posts because you get into different rooms where the goals
2:16
are much larger. And like today, I'll hang out
2:18
with Tommy Mello, who's become a good friend of mine.
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He sold this company for $250 million.
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And I always say it's when you hang out with the right people
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and you get into the right room, they give you permission to
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think differently. So I'd say like the first
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example of this was a good buddy of mine, Steve Trang, probably
2:35
like 8 or 9 years ago. We're at lunch.
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He says to me, oh, yeah, you know, and I blah, blah, blah,
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blah. I own a title company.
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I'm like, no, no, no. OK, so you, you refer files to a
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title company and they pay you an affiliate.
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That's what you mean by owning a title company.
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He's like, no, no, no, I own a title company.
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And I looked at him. I was like, we can do that.
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Like we're allowed to do that. He's like, bro, you need
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somebody to give you permission. I was like, apparently I, I
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guess I needed permission. And so I think the more we hang
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out with high level people, they give us permission to do things
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we didn't even know were possible.
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And so it's not so much that we're moving the goal post, it's
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that the game changes because we realize we're playing so small
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when we're hanging out with the wrong people for a long time.
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And I feel like in my life I've achieved what most people in
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their life would go. I, I could die happy with what
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pace has achieved. I mean half a billion in My
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Portfolio, tremendous team members, tremendous freedom.
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I can look at my calendar go, yeah, I'm not doing that today
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and it doesn't affect me whatsoever.
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We have loans we're funding today, we have deals we're
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buying today. We have RV parks that we're
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funding and buying and multi family distributions going out
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to our investors. And I'm not involved at all.
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And so I think a lot of people would look at and go, that is
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the achievement of a lifetime. And I'm like, I'm sitting there
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going. I just don't even think I've
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warmed up yet. I just don't think I've even
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warmed up. I feel like there's something
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much larger or maybe this has all been the warm up for
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something bigger than I can even imagine.
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And looking at people like Grant Cardone, you know, I'll have
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dinner with him or he's on our TV show, mine and Jamil's TV
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show. We'll hang out, we'll text,
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whatever. That guy at 66 years old is
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still grinding at such a high level worth $1.4 billion.
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Like I bet you right now your goal is not to be worth a
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billion dollars. It is.
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Oh, it is. OK, cool.
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For me, the longest time I that was like, that's not even
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feasible. It's not even possible for me.
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And when you hang out with these people, you don't just start
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thinking it's possible. You almost feel like it's the
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requirement. Like that is what we do.
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Just like when I was growing up. We go to church on Sundays,
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right? You hang out with these people.
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No, we become billionaires. That's what happens.
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It's interesting when you hang out with the right people, what
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happens to you? Everything changes.
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Yeah, I remember Tommy Mello is a a friend and he's in one of my
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100K group masterminds and listening to him.
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I'm actually halfway through his book right now, Elevate, which
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is really good. It's amazing actually.
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But yeah, it's, it's to it, it forces you to think so much
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bigger than what you ever could have thought before.
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Like you said, like my goal wasn't to be a billionaire last
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year, last year. My goal is very different.
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And I'm even, I'm struggling right now because it's so
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overwhelming to me because I know I'm going to get there, but
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I have to think so much differently if I'm going to get
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there. Because I could easily spend my
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whole life building a company or a system or a process or
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procedure and all the things to get to 100 million or 50 million
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or whatever you put in your head, right?
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And so you have to shift. You have to, I mean, they're
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just different levels of the game and what's going to what
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got you here isn't going to be what gets you there.
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Yeah, Dean Graziosi sent me a text a couple days ago and he
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said saying yes will get you out of Egypt and saying no will get
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you to the promised land, which, you know, when if you're
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biblical and you're into the Bible and all the stories about
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how they escaped Egypt and but then they wandered through the
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the wilderness for 40 years. It was because they had to
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start. They said yes to something for
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liberation. And then they got stuck in the
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desert for 40 years because they were saying yes to other things.
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You have to start saying no. And I'm in the phase of my life
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that's no, which is really hard because when you first start out
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and you get on this mission and it's attack, attack, attack.
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You say yes to everything. You say yes to every podcast,
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every stage, every business meeting, every like even this
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morning I text my team, like 6 people on my team and I go, why
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is this thing on my calendar? Who somebody needs to take that
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meeting? Not me.
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I don't know why that meeting's on my calendar.
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And they were like, Oh my gosh, I don't know why they invited
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you. Don't worry, I got it right.
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Like I look at my calendar now and I'm like, give me 5 reasons
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why I should be there. Whereas 789 years ago, it's
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like, please, dear God, give me an opportunity just so I can say
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yes, right? And so things will they do
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change and you're in that overwhelm moment or a year or
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maybe 2 years. And then you'll start attracting
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people that will want to help you in your mission.
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And you'll get some people underneath you that are like,
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hey, Hannah, I don't, it's, I don't even care about the money.
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I believe in you and I want to help you get to where you want
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to go, right? These entrepreneurs, you're an
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entrepreneur, you're going to attract an intrapreneur,
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somebody that is like, I want to help you build your business.
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Somebody that's like, I don't want to take the risk.
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I don't want to go out there and do the thing.
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I've got like 12 of those people that are like, thank you Pace
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for being this weirdo that will take on all the risk.
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We feel like we're running a business even though we don't
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have to deal with the risk. You're going to attract those
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people over the next 12 months and people are going to come to
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you just because of who you are and the people and the content
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you're providing and the value you're providing.
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People are going to get to know you and randomly somebody's
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going to call you or text you or e-mail you and go, Hannah, I
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need to work for you and I want to be your OPS.
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I want to handle everything. I want to take everything off
7:58
your plate. I want, I want you to be
7:59
liberated to go do the thing that you need to do to bring
8:02
more eyeballs to the product, to the service, to the thing.
8:04
You're not far away from that like that.
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Overwhelm is a requirement. Can you tell I'm overwhelmed?
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Yeah, I mean, I it's a requirement.
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People are like pace, I'm overwhelmed.
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I'm like, first shut your mouth and go to work. 2 The harder you
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work, the more you'll attract somebody really powerful and
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people will say, how did you, how did you find all these
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amazing people to help you run your business?
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I said I didn't find them. I changed who I was and I
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attracted them. And those people are attracted
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to the mission of what I was accomplishing and what I wanted
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to accomplish and how I wanted to change the industry in which
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I operate in. I mean, I've disrupt, I've
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disrupted my entire industry to the point where the old heads,
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the old guys that, you know, had the grapple hold on my industry
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before, hate me. And I am so grateful for their
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hate because it means I'm changing things dramatically and
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I'm inviting new people into my into the world and opening up
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this world that other people didn't have access to because
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these old heads were holding it hostage.
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And so you attract and you will attract some magical people.
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They'll maybe come from this podcast, I don't know.
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And they'll say, Hannah, how do I, how do I support you and what
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you're doing? How do I build what you're
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doing? And you're going to feel weird
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by it because you're going to go, well, why would you build my
9:15
thing? Why wouldn't you go build your
9:16
thing? You're going to attract that
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person. You're going to attract a
9:19
Lieutenant, You're going to attract somebody who's like
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second in command that is just as good as a business owner as
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you, but they just don't want the risk.
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And they'll help you take it to the next level.
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It's exactly where I'm at and what I'm looking for.
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Yeah, I've got in my in my life, I've got a Molly, a Jade, a
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Heidi, a Shelley, a Kelly, a Sarabi, a Melissa, a Melissa,
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Chloe, a Kimberly. I've got all these people that I
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can delegate Ashley. So shout out to all the all the
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girls on the team. And then I've got a a bow one
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guy. And then I've got a handful of
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partners that I own businesses with, but the people that I
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delegate things to that do a better job than me.
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Oh, and Heather, that shout out to Heather, new hire on the team
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for our lending business. They do a better job than I ever
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could have done. They believe in the mission and
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they're like, how what if we do this and what if we do this and
10:05
how do we take it to the next level?
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Oh my, I feel like I didn't deserve it.
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For the longest time. I really, I felt like that and I
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was a solopreneur for a very, very long time.
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And sadly, it comes down to personal development and
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attracting those people. And you're in that phase right
10:19
now. You're becoming that magnet.
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You'll find somebody and they'll take it to the whole next level.
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You'll feel guilty and you'll feel unworthy for a while.
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And then you wake up and you're like, Oh my gosh, this person is
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like, really built for this role.
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So OPS is what you need, huh? Mm Hmm.
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I'm textbook visionary. A lot of ideas.
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Yeah, yeah. And so, so I I'm so inspired by
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you and what you've built and you're clearly the same
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visionary through and through. And you're a creator and you're
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a connector. And and so take me back.
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Like what was your journey like from the beginning?
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I like, I like to go into what spurred this crazy drive to, you
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know, people don't just say, oh, I want to be a billionaire,
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right? Only a few, a few handful of
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select people in the world have that DNA switch or what did
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that? Like when did that switch take
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off for you? Where where you decided I'm
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going to be very successful. I'm going to build something
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great and I'm going to do this. And what was that journey?
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Great question. So I grew up in a family of 12
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kids. I'm #3 changed a lot of diapers,
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washed a lot of dishes, learned how to love work, right.
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My parents woke us up at 4 O clock in the morning.
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We read the Bible every morning. We sat around in a circle, read
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the Bible and you know, go around, everybody reads a verse
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and then shares what was their favorite verse, how we're going
11:41
to implement it through our day. So like, that was the house I
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grew up in. I grew up essentially with a
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cheat code, right? Parents that are still together
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to this day, religious, hard working.
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My mom trained me. She trained something into my
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head, something that drives my wife wild for a couple years
11:58
when we were first together is like, I never, I'm never
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shoeless. I always have shoes on.
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And it's something weird that my mom put in my brain when I was
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really small. She would train all of us in the
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household. Get your shoes on first thing
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you wake up, get your shoes on. I mean 4:00 in the morning, like
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you think we should walk around the house with no shoes Like
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that's what everybody's doing running around Saturdays hanging
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out on the couch with no shoes. Oh no, my mom is like, you never
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know who's going to call and need your help.
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You better have some freaking shoes on.
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Could be the neighbor. They need help with groceries.
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They need help mowing the lawn. They need help moving.
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They need help with something. Somebody's sick, let's go take
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him dinner. Like that's the household I grew
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up in. That was normal.
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That was like what I thought life was.
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And then when I became I'm an adult and 18 I decided to go on
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a mission for my church. I'm a Mormon dude and I went and
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lived in Korea and I sold Jesus door to door.
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I knocked 79,700 doors and spoke Korean for two straight years
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and nothing is harder than what I did there.
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Everything since age 1920 and 21 is a day off from that.
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Everything I slept on the floor, we slept on things called yo's.
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Like they roll their, their beds out on the floor.
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They roll them back up in the morning when you wake up.
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Like you don't sleep on on a mattress and there's no central
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heating and, and cooling. So you're sleeping on the floor
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and the floor has water running through it, right pipes that
13:19
heat it or cool it during the summertime.
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So the only way to stay warm in the winter time is to lay down
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on the floor. Like that's what I did from
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19/20/21 and it humbled me. It taught me hard work.
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It taught me to love having a partner because as a missionary,
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you only have, you are never allowed to be without a
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companion. OK.
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The only time I could be without my companion is if I'm in the
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shower. That's it.
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So I, we always have to be with an eyesight of each other.
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We always have to be protecting each other.
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And so for two years, think about that.
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Collaboration is so important to me.
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It's why my relationship with Jamil is so strong is because
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Jamil is my modern day companion.
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Like him and I are always together hanging out.
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He's the godfather of my children.
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You know, 8 years. I could cry just talking about
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how powerful that man has been in my life.
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But so 21, I come home and I didn't have options other than
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what I knew. And what I knew was what my dad
14:13
did. My dad was a contractor so he
14:15
taught me when I was young. I remember I needed 20 bucks for
14:20
a date or something and my dad would never give me money.
14:23
My dad say OK no problem come to the job site, paint the
14:26
baseboards, do the this haul the this do the I was basically I
14:30
just learned if I want something you.
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Work for it. It was instilled in me.
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My dad didn't teach me those lessons verbally.
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My dad was like, no, you want something, here it is.
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Here's the opportunity right there.
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And so for me, anything I want, I just go get it.
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I have a cheat code and everybody else is like, I'm, you
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know, a lot of the people I teach that are 5060.
14:49
I have people. My somebody in my community is
14:51
92 years old, got her first real estate deal just a couple weeks
14:55
ago. And she's like, nobody ever
14:57
taught me work ethic like you, like you've taught me work ethic
15:00
at 92, right? And so my, my parents taught me
15:04
consistency. They taught me how to love
15:06
people, how to serve people. And then so did my church.
15:10
And then I came home and I got into construction, and that the
15:13
reason I got into construction is because I understood how to
15:15
trade time for money. And I understood work, work,
15:19
work, work, work, work, work. And then I realized that a day,
15:24
I was probably 26, I called my dad and I would call my dad
15:27
frequently for advice on money. And I realized at 26 I had
15:31
outgrown my dad's advice when I was 16 and he was giving me bad
15:35
advice from 16 to 26. The advice I, I, I asked for
15:39
was, hey, dad, I, I need to make more money as a contractor.
15:43
And his answer was always work more, take on more jobs.
15:46
Like it's OK to sacrifice time away from the house and those
15:50
types of things. Then it was, well, maybe you
15:53
should sacrifice some Saturdays and work.
15:54
OK, cool, I'll do that too. Cool.
15:56
I do all that. And then one day I call him at
15:58
26 and he says, well, you know, sometimes you got to work half
16:00
day Sundays to try and catch up. And that's what I've done my
16:03
whole life. And I'm looking at my dad who's
16:05
60 at the time. And I'm like, there ain't no
16:07
way. There ain't no way I'm following
16:09
that advice. And so I went and hired A
16:12
mindset coach as a blue collar guy, that was the hardest thing
16:16
for me is to, to hire a coach. Now, are you kidding me?
16:19
I look at this year, I'll probably spend half $1,000,000
16:21
on my education, self development, half 1,000,000
16:24
bucks this year. But I I paid $500 a month to sit
16:28
down with this guy named John Boehm.
16:30
And he now is the head mindset coach of the Arizona Cardinals.
16:35
And we would meet in a Starbucks for an hour and I'd pay him 500
16:38
bucks, best $500 I ever spent in my life.
16:40
And he realigned me and told me you can't trade time for money.
16:44
You need to own your business. You need to become an owner, not
16:47
an operator. And I started scaling and I
16:50
scaled my construction company to doing $25 million a year.
16:54
And then I had this lady that came to me and she gave me an
16:59
opportunity to learn how to get into actual like ownership of
17:01
real estate. I still didn't understand at age
17:03
30, I did not know how to get like own real estate.
17:07
And it was just always a mentor along the way that would take my
17:12
work ethic that I was born with or my parents instilled in me.
17:15
And they would go, dude, you're, you're banging your head against
17:17
the wall. Let me redirect you.
17:18
And so it was always a coach that redirected me.
17:21
Still to this day, it's always a coach.
17:22
Somebody sends me, I get a 4 minute voice memo from Dean
17:25
Graziosi this morning. Like, hey, I've been watching
17:27
you and I wanted 4 minutes. He goes, don't reply to me, just
17:32
go. Go do the thing I just told you
17:33
to do, right? Like I'm very lucky and grateful
17:36
that I have these friends that will just tell me how to
17:39
redirect my work ethic. But to give you the answer, I
17:42
don't think I ever had to build it up like other people.
17:45
I'm sure that you've talked to her like, oh, I was lazy.
17:46
I was this dude. I I've never drank, I've never
17:49
smoked, I've never done a pill. I've never partied.
17:51
I've never I'm a one woman guy monogamy.
17:54
Like, Oh my gosh, I'm so freaking in love with my my
17:58
wife. My biggest goal this year is to
18:00
not sleep away from my house. Like again, Tony Robbins sends
18:03
me a text. Hey, you're going to be at
18:04
funnel hacking live this weekend.
18:05
Nope, If it requires me to spend any night away from my wife and
18:09
my kids ain't happening. So I don't think work ethic has
18:14
ever been my problem. I don't think drive has ever
18:17
been my problem, but directing it to a place that it will
18:21
provide the appropriate fruits so that I don't have to do it
18:24
for the rest of my life. And now, ironically, I'm at a
18:27
point where I don't have to work ever again.
18:29
And I'm working twice as hard as I ever have because now I have
18:32
the freedom to work on the things I want to work on.
18:35
And man, it's such, it's a weird world to be in this last, like
18:38
I'd say 24 months. I finally realized, holy crap, I
18:41
have people running my companies.
18:43
I have teams that are doing the thing.
18:44
I have great advisors. I can just go create.
18:48
This is crazy. And I have nothing holding me
18:52
back. Like, Oh my gosh, it's, it's a
18:55
new world I've never experienced before and I'm getting used to
18:57
it right now. That's gives me goosebumps to
19:00
hear all that. And I mean, I was going to ask
19:03
you that because I think I have a brick on my head of anything
19:09
great takes a sacrifice, like a great sacrifice to create an
19:13
incredible business or immense wealth.
19:15
It's going to take sacrificing my relationship, sacrificing my
19:18
health, sacrificing my, my sanity and all these things.
19:21
And I was talking to a billionaire mentor friend of
19:24
mine and he's like, that's a brick on your head.
19:26
He's he said, I'm wealthier than I've ever been and I have more
19:29
freedom, more health, more relationships than I ever have.
19:31
And So what, what has that like I talk about the price of
19:35
freedom, right? And what price have you paid for
19:39
that? And what did that journey look
19:41
like for you? Was was there a rock bottom in
19:43
your, your life? I mean cause.
19:45
Yeah, I've had multiple rock bottoms I had in 2000.
19:53
Let's see. 2000 I met my wife 15 years ago. 2010 OK, so 2007 My
20:03
brother hangs himself. My best friend, we shared a room
20:06
together our whole lives. My brother hung himself.
20:08
I was the only one that could identify the body because I was
20:09
the only one that was in his phone.
20:11
So the police call came to my house at 2:00 in the morning
20:13
knock on the door or you pace Morby you know I've had those
20:16
things six months later my wife and I divorced she we as a
20:20
mayor. I'm a Mormon guy.
20:21
So think about this. Mormons are people who will
20:26
grind their entire life just so they can have sex with one
20:30
woman. OK?
20:30
That's just how Mormons are. OK, So what will happen is we
20:33
save ourselves all the way to marriage.
20:35
So I saved myself for marriage to save myself for a woman I
20:37
want to go build a family with. And then four years into my
20:39
marriage, my wife says I don't want to have kids still.
20:44
She's now in a different marriage 17 years later.
20:46
She doesn't have kids. She truly wanted a different
20:48
journey. So I'm a Mormon dude that saved
20:50
himself her marriage to get married to a woman who
20:53
ultimately didn't want to have kids.
20:54
She didn't know. It's not her fault.
20:55
She we just got married young. So now I'm it's like I
20:58
squandered this whole life of saving myself for the one that
21:02
happened right after my brother killed himself.
21:05
And then my dad went to prison for two years and I had to take,
21:09
my dad went to prison for it's a, it was a payroll tax thing.
21:13
And So what ended up happening is I had to take care of my mom
21:16
and six children that my my parents still had in the house
21:18
all while the 2008 crash was happening.
21:21
Oh. My.
21:23
God still wasn't that wasn't anything compared to knocking
21:26
doors in Korea. So for me, like it was a it was
21:28
a walk in the park. I could handle it, but it was it
21:30
was a rock bottom moment of like, OK, I'm a guy that for the
21:34
rest of my life people are going to rely on me.
21:36
Everybody's always turned to me. I'm sure it's the same way with
21:39
you. Like you're the person that
21:40
people you don't ask people for money.
21:41
People ask you for money. You're not asking for advice.
21:44
Typically in your circle of influence, people are asking you
21:46
for advice, right? Like we are the people that
21:49
people turn to. And in that moment, in that rock
21:51
bottom moment, I said I'm a leader.
21:53
I was born to be a leader. This is why this is being given
21:55
to me as I'm I'm going through this stuff.
21:58
It didn't, it didn't happen to me.
22:00
It happened for me. And I realized that.
22:03
And then business. I've had people steal from me
22:06
millions of dollars. In 2018, my largest client owed
22:11
me $1.3 million and he filed bankruptcy.
22:14
I lost everything, had to sell all my rentals.
22:16
That was six years ago, seven, 6 1/2 years ago.
22:19
And in 6 1/2 years, I built a portfolio of half a billion
22:21
dollars using creative finance. Nothing can stop me.
22:26
Nothing. I I realized in those moments
22:32
that people fear me. And the reason people fear me is
22:35
because I am relentless. I am unreasonable.
22:38
I am scary to be around. In fact, Jamil, who's my best
22:42
friend is like, I can only hang you with you for like 2 days at
22:45
a time. Then I need a break because then
22:47
he's, he's like, I just feel like I'm running a marathon at
22:50
10 times the normal speed and you will never get off that,
22:54
that freaking thing. You just go and go and go and
22:57
he's like normal people will just quit.
22:59
Like here's a good example. Jamil and I season one of our TV
23:03
show airs, one of the coolest moments of our life, right?
23:06
Grant Cardone's there. He's in the show.
23:08
We've got that. We've got the Outlaws, who are
23:11
Tupac's band performing for us. Like it was just a moment,
23:15
right? And that party ends at one O
23:17
clock in the morning. And Jamil is like, I'm out for a
23:20
week TV premiere. We did it, dude.
23:23
We filmed ATV show. The premiere goes live.
23:25
A&E says it's hitting unbelievable ratings and he goes
23:29
and takes a week off. I am like, I'm going to do a 27
23:33
hour live on YouTube and I'm just going to talk.
23:35
I'm just going to get free games.
23:36
So I went from 2:00 in the morning until 4:00 in the
23:39
morning the next day and I just went hard.
23:42
And he's just like, what are you doing?
23:44
And I'm like, the more, the harder I work, the more I
23:48
realize I, I have so much fuel in me and I have barely touched
23:51
the gas. And so I've hit rock bottom.
23:55
But every time I've hit rock bottom, I realized there was a
23:58
big bag of lessons in it that was preparing me for my next
24:01
part of my journey, my next plateau.
24:04
And sometimes the rock bottom moments are coming.
24:06
Their gift from God, their gift from whoever it is that you
24:09
believe in. And he's just saying, Hey,
24:11
you're going to need the lessons in this bag of shit that I'm
24:14
going to feed you. You're going to need these
24:16
lessons because I'm preparing you for this next thing.
24:19
And I, I know that it's a recipe, it's an equation.
24:21
It's happening. So every time that happens to me
24:23
now, I welcome it. I'm like, OK, hell yeah.
24:25
What what's, what's the lesson I need to learn?
24:27
How can I grind through this? And I, I just think life has
24:32
become this really fun video game that nobody can beat me at
24:36
Now I have bricks on my head too, but like my big, my biggest
24:40
brick on my head for like to give you advice as a, as a new
24:43
friend of yours. The biggest thing was you don't
24:49
seem like you've come from somebody from poor families, but
24:52
I think that you came from a family that's not ultra rich.
24:54
Is that correct? We had no money.
24:56
OK, so here's the the recipe in the blueprint that you received
25:01
that hiring people is scary, spending money is scary,
25:04
investing money is scary, right? Hoard your money.
25:07
And so like in our minds as blue collar, what was your dad?
25:11
My dad still works at a pawn shop and my mom raised the kids.
25:14
OK, cool. So blue collar.
25:15
OK, so like work, work, work, right?
25:17
My dad's the same thing. Still to this day.
25:20
My dad is he sprays cabinets. He's still a contractor.
25:24
And my dad is at 6768. And I, I've just learned to stay
25:28
as far away from my father as I possibly can.
25:31
Love him. But every minute I spend with my
25:34
dad is a minute is just Oh my gosh.
25:36
It's a nightmare. But.
25:38
And I love them. Yeah, I love my mom so much, but
25:43
the brick I have on my head, or I had on my head that I think
25:45
you're currently going through is I got to do this on my own.
25:50
And I don't have enough money to go and invest and build a big
25:53
team. And I need to hurry, hurry,
25:56
hurry, make money here, then I'll bring that money in.
25:58
Then I'll take some of that money and I'll hire somebody.
26:01
Then everything will be OK. So that's where I was when I
26:06
hired John Boehm. I was 26 and John Boehm says to
26:10
me, you know, at the time, $500.00 an hour is a significant
26:13
investment. And even though I made
26:16
$1,000,000 that year, like take home $1,000,000 after taxes, I
26:20
still was afraid to hire somebody to help me run my
26:22
company. Like that's how crazy it was.
26:25
Like you're making money. Like you are make.
26:27
I don't know how much you're making, but you're making enough
26:29
money to do that hair. You know what I'm saying?
26:31
I'm. Yeah, I'm clearing over
26:33
1,000,000. OK, And you don't have an OPS
26:35
team. This is the craziest thing.
26:36
So this is this is this is how I look at it now, right?
26:39
So Jon Boehm says to me, he goes, you have a homework
26:44
assignment. This is the first time I meet
26:45
with him. I sit, I sit down at Starbucks
26:47
and he says he goes through dismantles my entire life, could
26:52
read me like a book, like a good coach.
26:55
And at the end he goes, all right, this is what we're going
26:57
to do. You're going to go home.
26:58
You're going to go hire somebody this month and do not come back
27:00
here until you've hired somebody.
27:02
If you and I are still meeting next month, that means that
27:05
you've hired somebody. If you haven't hired somebody,
27:08
you better postpone this meeting.
27:10
So I go back to the meeting. A month later, I walk into
27:13
Starbucks. He gets up immediately and he
27:16
says, get the F out of here. You're fired before I could even
27:20
like before the door closed behind me.
27:22
He's like, you're fired, get the hell out of here.
27:24
You're never You and I are never working together ever again.
27:27
I was like, what? What?
27:30
And he could tell by the way I was holding my composure, how my
27:34
shoulders were sagging. He knew that I did not do my
27:37
homework. He knew that I was still in that
27:39
fear of mindset. And so he's like, you need a
27:41
daddy to tell you what to do? Is that really what you need?
27:44
You need a daddy to tell you what to do, you little bitch.
27:48
I was like, apparently. So he tells me to get out my
27:51
phone. So I get out my phone.
27:52
We put an ad on Craigslist right there.
27:54
I begged him like, please, like I'll do it right now.
27:57
Let's do it right now. I'll pay.
27:57
He's like, let me just tell you something.
28:00
You're paying me to babysit you. You're in child.
28:06
I'm going to, you're going to pay me $500 to babysit you to do
28:08
the homework you should have done on your own.
28:11
And I needed that. I needed that.
28:13
I had, I've had a lot of people in my life that needed to like
28:15
shake me loose from this like old mindset that I had for that
28:18
was given to me by my parents. Now, again, I gave my parents a
28:21
lot of credence. I gave my parents a lot of
28:23
respect. They gave me a lot.
28:24
But there's a point where I outgrew my parents as as all of
28:27
us should. OK, so I put an ad in Craigslist
28:31
and I hired a girl next the next day, like literally it was
28:36
Saturday. I hired her on Sunday this girl
28:39
now Fast forward 1617 years later runs her own construction
28:43
company, etcetera, etcetera, but I didn't find out until 30 days
28:46
later I hire her. It was the first person that
28:50
responded to the ad that spoke Spanish.
28:51
So I need a Spanish speaker to just pick up the phone for me
28:53
and my construction company. OK, so she starts on Monday,
28:57
she's there Monday we're working out of my house is before I was
29:00
ballsy enough to get an office, you know it's.
29:02
Like, let me work out of my house because that's efficient,
29:04
you know, And there's some truth to that for to a certain degree.
29:09
Within a week, my business had tripled.
29:11
A week. Why?
29:13
Because there was not a phone call that was missed, an e-mail,
29:16
e-mail that was missed in construction, which is what I
29:18
was in. People want an estimate right
29:20
now. They don't want you to call them
29:21
back tomorrow. It's a bad look.
29:23
And so I was sitting there basically getting calls coming
29:26
in, hey, I got an, I got somebody told you you're a great
29:29
contractor. I'm getting referrals, which is
29:30
the greatest lead of all time. And I was picking up the phone
29:33
the next day. Doesn't seem like a big deal.
29:36
In fact, I thought it was this great posturing mechanism of
29:39
like, well, look how busy I am and I could then charge more
29:42
money because you see how busy I am.
29:44
It was the opposite. Like customers want the phone to
29:47
be picked up right away. They want to be treated.
29:49
They want you. In fact, it was better to have
29:51
an assistant picking up the phone instead of me right away
29:54
because they were like, OK, this person's going to be
29:56
professional. I'll be able to communicate with
29:58
them about the project, all that kind of stuff.
30:00
She'll I land a massive contract with a company called open door.
30:04
Open door was just starting. I was their first contractor and
30:08
the first phone call that came in was to my freaking phone that
30:11
Anna hot that Anna picked up. I would have missed the call and
30:16
I Anna calls me she goes, hey, I just want to let you know
30:18
there's a company called open door.
30:19
They want to meet with you. I just picked I just talked to
30:21
him. I was like OK I don't know who
30:22
open door is and I opened up three states for them and that
30:29
one hire changed my life. That one freaking hire changed
30:32
my life $3000. Then this lady changed my life
30:35
so much. She had no idea what she was
30:36
doing in construction. She only spoke Spanish and she
30:39
had a massive desire. I found out 30 days after I
30:44
hired her that she was running away from an abusive, physical
30:49
abusive relationship for her and her children.
30:51
She was fearful of her children getting killed by her ex, and
30:55
she was in California when she looked at my Arizona ad and she
30:59
said yes to the thing. Packed up her kids in her car,
31:01
drove there that night and slept in a hotel until she got her
31:04
check for me to go get a hotel. Not a hotel, but an apartment.
31:09
I bought this girl a house. I took care of this girl.
31:12
And one thing I've learned about my responsibility is I was not
31:16
put on this earth to pay freaking bills.
31:19
I was put on this earth to help other people pay their bills.
31:22
I'm a workhorse. I will die of a heart attack.
31:25
That is my duty, That is my job, that is my responsibility.
31:29
I care more about how many people feed off of my
31:32
organization every single month than I do care about my net
31:35
worth. Somebody told me my net worth
31:37
the other day. I was like OK cool, but how many
31:39
mouths did we feed today? So think about this. 600
31:42
employees. The average employee has four
31:44
people in their family. That's 2400 people that rely on
31:46
a paycheck from my organization. 2400 people eating three meals a
31:50
day. That's roughly 7500 meals are
31:54
fed everyday because my companies exist.
31:58
That is more important to me than my stupid freaking net
32:01
worth. And So what you're doing is
32:03
you're prohibiting yourself from blessing all these families and
32:06
these people that rely on your grit, your tenacity, etcetera.
32:10
So for me, I would go to you need an OPS person, right?
32:15
OK, I could find you the most incredible OPS person on the
32:18
planet in 14 seconds. OK, e-mail my OPS girl, her name
32:22
is Molly at pacemoreb.com. e-mail her.
32:24
Say, hey, Pace's friend, I need somebody who's want can be an
32:27
operator for me that is trained to do what you do for Pace.
32:31
Molly has her own little like training course.
32:33
She trains people how to work as an operator like she does inside
32:37
of my business. She's got like 400 women that
32:40
are sitting there waiting for somebody to hire them that are
32:43
like, I know exactly what to do. I know exactly how to go build
32:45
somebody else's business from the inside out.
32:47
It is that fast. And what will happen is, let's
32:51
say you go hire this person at $5000 a month, $6000 a month,
32:55
7000, whatever it is, OK? You will immediately get a 10X
32:59
return off of that almost immediately.
33:01
And if they're not a good fit, you'll know in two hours.
33:03
Say we're not a good fit. I need somebody else.
33:04
Boom, Find that next person. But I think you're me and you
33:08
both, when we have that brick on our head, we're robbing a family
33:11
of the gifts that we were brought on this earth to give
33:13
them. People weren't born the way you
33:15
were. They weren't born the way I was
33:17
born. I was born different.
33:18
I know that you were born different.
33:20
You know that. I meet a lot of people, they
33:23
weren't given the gifts that I was given and the gifts that you
33:25
were given. The gift of communication, the
33:27
gift of understanding, the gift of storytelling, the gift of
33:30
charisma, the gift, the gift of going out and, and having
33:32
you're, you're tenacious, you are relentless, You are
33:37
unreasonable. Not many people are built that
33:39
way. Less than 1% of people on the
33:41
planet, less than 1% of 1% are built that way.
33:44
There are people praying right now, literally like Anna was
33:47
praying for me. There's people praying like I
33:48
need an opportunity. I need a place that I can call
33:51
home, and you having that brick over your head is robbing that
33:54
person from getting their prayers answered.
33:56
Oh. My God.
34:00
So anyway, thank. You vase.
34:03
Yeah, you need it. You need, you need, you need
34:05
somebody to run and handle your business.
34:08
I mean, the reality is I'm at Tony Robbins House 3 summers ago
34:12
and I asked Tony a question. I said, hey, at what point did
34:17
you start saying it's not OK to have more ideas and more, you
34:22
know, visions and I'm a visionary.
34:24
I see things not just in color. I see things in four DI, see
34:28
things 70 years in the future. I see every little way that
34:32
things are implicated. I see relationships and how the
34:34
dominoes and I'm sure you see the same thing.
34:37
Our brains are symphonies, OK? Most people's brain can handle
34:41
one instrument, the flute or the cello or whatever.
34:43
You and I full on Symphony, OK, Full on Symphony in our brains.
34:48
So Tony says, did God put you on this planet to say no, or did he
34:53
put you on this planet to figure out how to say yes?
34:55
I was like, obviously the last one.
34:58
Yeah. And he's like, well, then you
34:59
need to figure out how to hire more people to handle your
35:02
dreams and your visions, as long as those dreams and visions are
35:04
not, you know, dragging down the current organization.
35:07
So for example, if I'm buying real estate, it would be a very
35:11
easy vertical to add. I'm going to lend money to other
35:14
people that are doing real estate.
35:15
So I'm gonna have a lending business.
35:16
OK, cool. Well, I have a dream to go do
35:19
that. Cool.
35:19
Then go get the people to do it. You don't need to be doing
35:22
literally any of that work, which is crazy like that.
35:26
I'm saying this now and I'm I'm proof of it because I was in a
35:29
moment where I was like, but what does that look like and how
35:31
does that feel? And Oh my gosh, payroll.
35:33
And what if they don't work out? They won't.
35:36
You will hire five people to get a superstar.
35:39
You will have to fire four people to get to that one
35:41
person. In fact, when you're really bad
35:43
at in the very beginning, you might have to hire 12 bad people
35:46
to get the one person that just figures it out.
35:49
And that's scary. So people don't do it just like
35:52
anything else. It's like everything worthwhile
35:54
in your life required you to do some shit you did not want to
35:57
do, like be on camera. Run a podcast, right?
36:01
But then you run a podcast. You get to meet incredible
36:03
people that have done cool things like you know how to do
36:06
hard things. So figure out how to do that
36:08
hard thing. Go hire somebody.
36:10
And what's crazy is they will figure out things for you.
36:12
You won't have to sit there and babysit.
36:13
That was a lie I told myself. Like, I don't have time to
36:16
babysit and I don't have time to do that.
36:17
Are you kidding me? Like this guy runs the whole
36:19
gosh damn company, right? This whole podcast studio, he
36:23
runs the whole entire thing. Where are the owners?
36:26
Joe Polish, Shout out to Joe Polish.
36:27
Where? Where are they?
36:29
They ain't here. He runs it better than they ever
36:32
could, right? So who who is that person?
36:34
They're sitting there waiting. They have a nine to five job.
36:36
There's somewhere out there right now in the world, maybe
36:39
Arizona, maybe not. And they're sitting there going,
36:41
why has Hannah not hired me? And they'll take your company,
36:46
whatever it is that you're doing, product, service, sells,
36:48
whatever they'll free up. Let's say if I could free up 10
36:51
hours of your week every week to go create something new, how
36:55
much more money could you make A.
36:57
Lot. A lot.
36:58
OK, so here's the next brick that was on my head.
37:00
OK, I was so reluctant to hire somebody, and after about a year
37:06
of therapy, I realized what my problem was.
37:10
OK, it's a very basic, very simple.
37:12
My problem was that I was fearful of the amount of work I
37:16
was going to have to do during the time I was saving.
37:20
OK, so here's a good example. January of last year, I hired
37:23
somebody to do something weird and they're on my, they're full
37:28
time on my team. I looked at my calendar, Molly,
37:31
my operator, her and I, every year at the end of December,
37:34
December, we look at my calendar backwards and we look at 100
37:37
things that I've done, literally 100 things she has to go through
37:39
and she has to count up 100 things.
37:41
She now has Ava do that, but she counts up 100 things waiting in
37:44
the airport, doing the such and such, talking to this person in
37:48
this meeting, blah blah blah. And she literally lists at 100
37:50
things that I do. And then before our meeting,
37:53
this is once a year, at the end of the year, she says my job is
37:57
to take eighty of those 100 things off your plate or find a
38:00
better way for those things to get done so you never have to do
38:02
them again. Imagine if somebody.
38:04
Did that just one time a year for you?
38:06
Imagine. OK, well here's the problem.
38:10
If you now save. 4. Hours a week or 4 hours a day of
38:13
mine. The biggest fear I had is.
38:15
What the F am I going to do during those four hours?
38:17
You just saved me. It was much easier just to do
38:20
the things I was used to doing and just keep grinding and
38:23
grinding and grinding and grinding and like lying to
38:25
myself, that was doing something.
38:27
But the reality is somebody could have done those four hours
38:29
worth of work way better than me.
38:30
So it was really hard. One of the things I hired for
38:34
this year, Molly's like, why are why did you go to Home Depot?
38:38
I was like. Well, because my wife thinks
38:39
it's hot that I hang the pictures and my wife thinks it's
38:41
great that it's this, that and the other and bubble blunt.
38:43
She's like, no, your wife thinks it's hot that you have built a
38:47
business that gives you freedom. OK, your wife knows you're a
38:51
contractor. She doesn't need to see you hang
38:53
a picture every gosh damn day or switch the light bulbs out.
38:56
We need to hire a full time handyman that just travels
38:59
around with you, drives you around, takes care of all the
39:01
things, fills the refrigerators with drinks.
39:03
Make sure everything's taken care of in the house.
39:05
Air filters are done. Literally a full time handyman.
39:08
I was like, OK, but I was hesitant to do it because I was
39:12
like, well, what am I going to do with that extra 20 hours?
39:13
A. Week and Molly says I don't
39:15
care, sit on your gosh damn couch and do nothing, but you
39:19
shouldn't be doing any of this other stupid shit.
39:21
You shouldn't be driving yourself places.
39:23
You shouldn't be doing this. You shouldn't be doing this and
39:25
sometimes you need that internal person to like really respect
39:27
your time. And so I hired a guy named
39:30
Nathan last year for five grand a month.
39:32
That guy saves me 20 hours a week for five grand a month, 20
39:37
hours a week. That's 80 hours now the the
39:41
brick I had was now I've got 80 hours a month.
39:44
What do I do with that and being really intentional about should
39:48
I spend 20 hours here, 20 hours here, 20 hours here, 20 hours
39:51
here, etcetera. That was a new world for me,
39:55
right? New level new devil.
39:57
The new devil is should I just do 80?
39:59
Hours more of work. Or am I OK to go out to my house
40:02
in Montana for a week and not even think about work?
40:05
Am I OK to put my phone down half the day?
40:07
What like that's the phase of life I'm currently in right now
40:10
is figuring out how to get to, how do I get through that next
40:13
level and live my life like somebody who's worthy of a
40:15
billion dollars? Because the person who's worthy
40:18
of a billion dollars is not thinking, how do I work every
40:20
minute of every day? That's not how they're thinking.
40:23
So, you know, I think the biggest reason why people are
40:26
afraid of delegating is because they're like, well, what am I
40:28
going to? What am I going to do?
40:30
So I would write down. This is what I wrote down.
40:33
OK, Molly and I do this too. OK, I we will open up this
40:36
notebook. I wish I brought this notebook.
40:38
This is this is such a fun notebook for me to show people.
40:41
I write down all the places that I uniquely me, only me spend my
40:46
time and money is made. Nobody else but me can do that
40:50
thing. OK, so what's what's a thing for
40:52
you in your life That's like only Hannah could do that thing.
40:55
Probably podcasting. OK, cool.
40:57
What else? The high level relationships I
41:00
manage. OK, what else?
41:02
The visions I create in my head. OK, what else?
41:07
Leading my Well, that's my brick.
41:09
I feel like I have to lead my team, but I want to find someone
41:12
who can lead my team. You need somebody to find you.
41:14
Yeah, You need somebody can do that better than you.
41:15
Yeah. Way better than you.
41:17
Yeah, but mostly just the, the content that you're like me, the
41:20
the things that are so unique to me is my, my communication, my
41:23
relationships with the people in my world producing content.
41:27
What if you could do that 20 hours extra per week?
41:29
What would that bring it? Would it bring me more money?
41:31
Yeah, I wish that's all I could do.
41:33
OK, so what's keeping you hiring an OPS person and going through
41:39
10 bad hires to get one good person?
41:41
That's what's stopping you, right?
41:43
And so that is the brick I had to go through last year of just
41:46
going through my calendar and being relentless about my
41:49
calendar and knowing more importantly, where do only I
41:54
operate in my zone of genius? And I have 26 things that are
41:57
like, nobody else should touch these 26 things but me and
42:02
conveying ideas to the team in the way that I articulate them
42:06
and the reasoning behind how this is connected to such and
42:08
such and why this is impactful for this thing.
42:11
Nobody can do that better than me.
42:13
So I go into the office once a week, once a week for two hours
42:16
and I just do we, we call it Paces Vision dump, where I
42:19
literally just dump my vision on the whole entire team.
42:22
And then my operators take that and go pace of this, this, this,
42:24
this and this, and then they make it happen.
42:26
That's insane. It's insane that's.
42:28
Amazing. I know and and.
42:30
I want that. For visionary to visionary, I'm
42:33
grateful for hanging out with other visionaries.
42:36
You know, I feel like I rarely have a bad idea.
42:42
I have bad ideas. They just don't come out of my
42:44
mouth, right. But by the time they come out of
42:46
my mouth, I know they're going to make money and I know they'll
42:48
impact these other verticals that we're already making money
42:50
on. Like for example, I'll give you
42:52
a good idea, I'll give you some like things that I do.
42:55
OK, so I've ran my community, 30,000 people in my community
43:01
and we did $20 billion in transactions last year.
43:05
It's insanity. That's insane.
43:07
In the slowest year in retail real estate in 35 years, my
43:11
community did more than most brokerages did.
43:13
And most people are not even licensed real estate agents.
43:16
Like we're I'm doing on off market real estate, all creative
43:19
finance, $20 billion in sub to seller finance, lease option
43:24
stuff. It's insanity, right?
43:26
So we've done that in five years.
43:28
So I launched that June of 2020 during COVID, I launched my
43:31
community and I wanted to do this like 5 year anniversary
43:35
where my wife and my kids get in my Airstream, my little like
43:39
silver Airstream and travel the whole country.
43:42
We do 50 states in 50 days. OK, who on my team can do that?
43:47
Nobody besides me I'm that means I'm gone away from the office
43:51
for 50 days. But what does that do?
43:53
How does that make my company money?
43:55
Well, what I was going to do is I was going to go 50 states, 50
43:58
days and I was going to look for the most creative deal that was
44:00
done in that state in the last five years since the inception
44:03
of the community. So I was like, I was going to
44:06
hold a massive meet up every single night in every single
44:09
city and just grind and essentially create the content
44:12
around 50 different meetups where a month before I show up
44:17
to every location, everybody in that location, 1000 plus people
44:21
all submit their most creative deal.
44:23
Then that location votes on the top three.
44:26
So by the time I get there with my family, I'm being presented
44:29
of the top three deals in that state.
44:31
And then I vote and I go, that's the one.
44:33
And that becomes the king of creative finance in that state
44:36
for the last five years. What does that do for me?
44:39
Well, it gives me the ability to get in front of my people, talk
44:43
about my lending company, talk about my title company, talk
44:46
about the things that I'm the other services that I have
44:48
available for them to make their lives easier.
44:51
Maybe I can do a book signing, I can do whatever, but getting out
44:54
the best algorithm on planet earth F TikTok, F Instagram, F
44:58
YouTube, F every single social media platform and their stupid
45:01
algorithm. The best algorithm on planet
45:04
Earth is the word of mouth. And so where does word of mouth
45:08
come is when I'm face to face with people, when people meet me
45:11
in person, they're like, hot damn, like you really show up.
45:14
I will literally talk to 700 people, shake their hand,
45:18
memorize their name. Next time I see them, I'll
45:20
remember their name, their kids name, their last deal.
45:23
They did, right? That's a superpower that I have.
45:25
Nobody can do that but me. And so when you want to build a
45:28
community, just cuz you have a paid environment doesn't mean
45:31
that's a community. A community is where you know
45:32
these people, you make money with them.
45:34
They have insane results and you, you actually meet them,
45:38
they've met you. That's a community of people.
45:40
And so for me, I'm like 50 states, 50 days.
45:44
That's where I should be. OK.
45:46
Can I be away from my business for 50 days?
45:49
The reality is I'm at a point where the answer is yes.
45:52
It's actually better that I'm not there for 50 days because
45:56
I've gotten to a point where my operators are better at.
45:59
Running the business than I am and when I come into the
46:02
business I mess stuff up. That's the weird, that was a
46:05
weird transition. You've got to fight through
46:08
that. You have to get through that.
46:09
And so does everybody else get This is why 92% of business
46:12
owners, 92% will never hit $1,000,000 a year or more in
46:16
revenue is because they can't get past that brick of I got to
46:20
hire an OPS team and I got to get, I got to get that person
46:23
that's better at running things, better at things than I am.
46:26
You should only be on the front end.
46:29
You should be Elon Musk right on every podcast imaginable.
46:32
You should be running doge. You should be doing all the
46:35
things, all the content on X all day long.
46:37
You should be writing books. You should be creating new ways
46:39
and new pathways of communicating to your audience
46:42
of how you can help them get the results they're looking for.
46:45
If you're sitting there coordinating everything and
46:48
communicating and doing all the things and whatever else, like I
46:52
wake up, I look at my calendar, I go, oh, cool, I'm doing a
46:53
podcast today with today with Hannah.
46:55
I didn't set any of this up, right.
46:58
You even need somebody doing that for you.
46:59
I mean, they do a good job, but you need somebody booking a
47:02
solid guest, taking, Oh my gosh, you need a lot of stuff.
47:06
I do. I do.
47:07
Yeah. And I see.
47:08
And what you just said, like being the Elon Musk is exactly
47:12
my vision. And that's my zone of genius.
47:14
And that's where I'm happy, you know, that's where I thrive.
47:16
And so it's I've to this date, I've hired always from the
47:20
bottom, you know, like, OK, I need an assistant.
47:22
I need somebody to answer the phone.
47:23
I need someone you know, but now I need to.
47:25
I feel like I need to hire from the top.
47:27
I need to. Hire, you need somebody that's
47:28
12 grand a month. You need somebody that you're,
47:31
you're scared to hire and spend that kind of money like when I
47:34
hired. So Molly on my team, I think
47:37
she's Molly. I pay her a couple $100,000 a
47:42
year, but then she also has equity in our companies and then
47:45
she gets profit share on my real estate, right?
47:48
So like for me, I look at Molly, I'm like, if you're not worth
47:51
$5,000,000 in 10 years, I failed you, right?
47:54
Like that quality of pay needs to go into that person.
47:58
So when you talk about sacrifice at the beginning of the podcast,
48:00
when you're like, well, what sacrifice did it take?
48:03
Well, let's think about this, OK, I, I've had good years.
48:07
I'm not taught me Melo. I don't, I, I haven't sold the
48:09
business for $250 million and I'm not Robert Kiyosaki, I'm not
48:12
a billionaire, but I've made, I've taken home 15,000,000 in a
48:16
year and paid no taxes on it. So like for me, that's like
48:20
somebody else on the Phoenix Suns earning a check for $32
48:22
million and walking home with 15,000,000 after taxes, I made
48:26
and took home $15 million. That did not impact my life
48:32
whatsoever versus making, let's say $2,000,000 in a year.
48:36
OK, at $2,000,000 a year, I'm living an optimal life.
48:39
I, I have a home in Montana. I fly whatever I want, whenever
48:43
I want. We eat what we want, we drive
48:45
what we want. We wear whatever clothes we
48:48
want, wear whatever watch we want, whatever the heck we want
48:52
at $2,000,000. Nothing else above that is ever
48:55
going to change your life. And the where I got that idea
48:58
from was Dave Chappelle when he walked away from the Chappelle
49:00
Show. But you're too young for this
49:02
probably to remember. This I remember the show but.
49:03
OK. So it was a prolific time,
49:06
right? And he walks away from the 50
49:09
million bucks and he made a comment.
49:10
He says, well, the reality is like $50 million versus like
49:12
what I'm currently worth did not change my life at all.
49:16
And I made a comment to one of my really good friends, Jerry
49:19
Norton the other day. We're up in our, he lives a mile
49:22
away from me in Montana. And he says to me, he says,
49:25
pace, I'm just honestly, if I could just tell you the truth,
49:27
I'm really jealous of what you're accomplishing and all
49:29
these people you going to meet. And I'm like, Jerry, you're a
49:33
millionaire in the bank and you're a billionaire in the
49:36
home. You've got 10 kids, all healthy,
49:38
all alive. Your wife is obsessed with you.
49:41
You are a billionaire in the home.
49:42
Like take inventory of all the things you have in your life.
49:47
Making an extra $5,000,000 a year is not going to change your
49:50
life. So the reason why I say all of
49:51
this is because what some people would look at it as sacrifice, I
49:56
look at as something that's so nominal, which is I'm giving
50:02
ownership of these companies to the people that operate them and
50:05
I'm turning them into partners instead of employees.
50:09
I never use the word employee. They're team members.
50:11
Molly is my partner and she runs the business and she'll even
50:15
text me and go, please don't ever do that again.
50:17
Please don't ever do that. You should never don't touch
50:19
that. Please stay out of that.
50:20
Da, da, da, da, da. That's what you need.
50:22
High level visionary needs somebody that is you're no
50:25
person and that person deserves a percentage of future ownership
50:29
of that company, whatever that looks like, right?
50:31
And it's not just 12 grand a month, it's 12 grand a month
50:35
plus 10% of the company. And if they stay with the
50:37
company 10 years, then it might be 20% of the company because
50:42
you will have the ability now to go create a new company, a new,
50:44
a new thing. You are what I call a golden
50:46
retriever. OK, I'm a golden retriever too.
50:49
What's our job? Our job is to retrieve the gold.
50:53
It's to get out of The Cave. It's to go like, you know, I see
50:57
all these, I see all these housewives that like criticize
51:01
their men. Oh, my husband works so hard.
51:04
You know, you've, you've probably even have some that are
51:07
your friends that you're just like, shut up, lady.
51:09
I can't. I can't either.
51:10
And what it is is they, these women want to drive Escalades
51:13
and drive the things and have the fancy things, but they also
51:16
I'm like, your husband cannot kill the deer.
51:19
If he's in The Cave. Tell your husband to leave The
51:23
Cave to go kill the deer. Like he can't go get the gold if
51:27
he's stuck in The Cave with you all day long.
51:28
If he works till 5:00 and then you have him locked in a cage
51:32
when he gets home at 5:00, then expect to drive a minivan, a
51:36
used minivan for the rest of your life because you need that
51:38
guy going out there grinding all day long.
51:40
He needs to retrieve the gold. You can't retrieve the gold if
51:43
you're sitting there organizing everything, managing the gold.
51:47
Your job is to go retrieve the gold.
51:49
There's a new business out there for you.
51:51
There's a new idea out there for you that you haven't had that
51:54
conversation yet, right? So for me, like I wanted to for
51:59
the longest time, start a title company that did create a
52:02
finance all over the country. Like I wanted to standardize sub
52:05
to seller finance, lease option. I wanted to standardize the
52:07
bullshit that everybody deals with in the real estate
52:09
industry. And it wasn't just the idea, it
52:14
was I had to go to a mastermind and spend time with somebody
52:17
else who was in that mastermind. It's $100,000 a year mastermind.
52:21
That was high enough level attorney that was like, I can do
52:23
that with you. I heard that was your dream.
52:26
How could I have ever made that happen without that guy?
52:29
And he now runs, he runs the company, not me.
52:32
What do I do? I promote the company because
52:36
that's my job. That's your job.
52:38
Your job is to get eyeballs on the product and the service and
52:41
get people excited about the mission that you're creating.
52:43
How can you do that when you're managing the products can't?
52:46
Can't. So you're working very hard to
52:48
not do your job right. And that was a hard thing for my
52:52
team too. My team, we have to have
52:56
meetings every six months or so of like.
52:57
What is Pace's job? Just like Grant Cardone.
53:01
What's his job? That oh, he's the golden
53:04
retriever and he's the promoter, right?
53:08
That man does not manage one thing.
53:10
I've been to his office a dozen times.
53:13
Jerry Glant shout out to Jared Glant and Sherry is his Molly.
53:17
That woman runs everything, everything.
53:22
She runs the culture, she runs the employees, she runs the
53:24
products, the services, she runs support.
53:27
She runs everything better than he ever could.
53:31
And he sits there and he's like, what do I do?
53:32
And and they go get out there and promote the company.
53:35
You get, leave the office and I was like, oh, so he's like
53:39
Ronald McDonald. Like his job is to make sure
53:43
people know that McDonald, that McDonald's has the Big Mac or
53:45
the Mcrib or whatever coming back.
53:47
Like his job is to get on the Billboard and say, come buy my
53:49
hamburgers. His job is to not make the, the
53:52
hamburgers at all. And when you hang out with
53:55
people, you are hanging out with high level people.
53:58
So you see it. They're not managing anything.
54:01
They're promoting everything. So I, I, I am jealous of you.
54:05
I'm jealous that you get to go through this really fun journey
54:07
over the next 12 months of like really breaking through what I
54:10
believe is the most important brick to get off your at your
54:12
head. It is the most important brick.
54:14
Everything else is nominal. You'll never feel, you'll never
54:19
feel more accomplished than this next brick that you're taking
54:22
off your head. You'll take a hundred other
54:24
bricks off your head over the next 10 years, and nothing will
54:27
be more impactful than this brick that you're currently
54:29
dealing with. Thank you.
54:31
Yeah, I really needed to hear all that today.
54:34
Yeah. Oh my gosh.
54:36
What keeps you going? Like what?
54:38
You know, I have this relentless drive in me too.
54:40
And people are like, why, right? Why?
54:42
If you have it all, you could just stop.
54:43
Whatever. I'm like, it has nothing to do
54:45
with the money. It's what keeps you going.
54:49
I was born with it all. I was born with like, take
54:52
everything from me, take all my money, take everything, take all
54:55
my assets. What I really have at the end of
54:57
the day is the ability to create.
55:01
OK, that's crazy when you start thinking my job is to create, I
55:05
create things. You are a creator, that's your
55:07
job, the asset I bought, the company I built, the thing I
55:11
bought, the blah blah, blah, blah blah.
55:12
Like Nope, that is not where I get my joy.
55:15
My joy is comes from creating things and solving solution or
55:18
creating solutions to problems other people couldn't solve.
55:22
Good example, June 10th, 2023 I get a call from a good friend of
55:27
mine, Dan Fleischman. Dan Fleischman goes, hey, I have
55:30
a guy that needs a loan. He's going to kill himself.
55:34
He's been going through something really, really bad.
55:36
He called me and said he's going to buy a gun today and blow his
55:38
brains out. Is there any way you can call
55:40
him and see if you can give him a loan?
55:41
I go sure for you anything. And why?
55:45
Why did Dan call me? Well, one, I'm in his
55:47
mastermind, right? He knows who I am.
55:49
So get yourself in the right gosh Dang room.
55:51
I was the person that refused to pay for anything.
55:54
And now I'm like quarter million in one mastermind, 100,000 in
55:57
another mastermind, 55,000 another one and 40,000 in
56:00
another one. Like the getting in these rooms
56:03
of high level people is obviously, you know that cheat
56:05
code. So I get on the phone with this
56:08
guy. His name's Matthew Lang and he
56:10
owns a company called the Plant Guy Insane company on HGTV.
56:15
He's on like Formula One uses him, Top Golf uses him,
56:20
everybody uses him. He does artificial plants that
56:22
look so effing real it's uncanny.
56:25
It's insanity. He has multiple patented
56:28
products, but he's a visionary. He's like you and he's like me.
56:32
He creates magical shit and he inspires people in social media.
56:36
You go look up the plant guy right now in his social media.
56:38
You're like, how did this guy two years ago this summer was so
56:43
close to just blowing his brains out?
56:45
How did this guy from the outside looks like everything's
56:47
figured out, right? How did this guy get to that
56:50
point? Well, he's not meant to manage
56:52
money. He's not meant to manage
56:53
employees. You're not meant to manage money
56:55
or employees. You know that you're inside of
56:57
you. You're like, Get Me Out of all
56:59
that shit. So I called Matt and I said,
57:03
Matt, what do you need? He tells me the story.
57:05
He hasn't paid sales tax in five years.
57:07
He's behind on payroll taxes, which means he hasn't even paid
57:10
his employees taxes to the IRS. Like that's federal.
57:13
That's like, you're going to prison for that shit, right?
57:16
He's like, I don't know when to take a paycheck.
57:17
I, I don't know money. I'm, I'm taking deposits from
57:20
people on projects today to pay for shit I took projects on a
57:25
year and a half ago. Like I'm in a bad situation and
57:29
I don't know how I'm going to cut recover.
57:31
Five years prior to this, a payday loan company calls him
57:35
and says hey, we'll give you a $50,000 loan.
57:38
Well this $50,000 loan cost him like I think it's like 200 grand
57:43
a month in interest. It's like insanity, $4000 a day
57:46
is what he's paying an interest on this $50,000 loan.
57:50
So I come in. And I create a really creative
57:52
solution. I said, oh, this is amazing.
57:54
I have a CFOI have a COOI have this.
57:56
Why don't we use my C-Suite to come in and run the back end of
58:00
your company? Give me 50% of your company.
58:02
I'll renegotiate your IRS debt. I'll renegotiate this.
58:05
I'll fix this. I'll solve that.
58:07
We'll get sales up with blah, blah, blah, blah, blah.
58:09
In 20, not even 20 months. In nine months, it's now coming
58:13
on 24 months. But in nine months, the company
58:15
had been completely turned around, went from losing
58:17
$120,000 a month to paying off all its debts.
58:21
And this guy sends me text messages every single week like
58:25
you changed my life. I am in my zone of creation.
58:29
I am creating all day long. I feel liberated, I feel
58:32
whatever. So really what keeps me going is
58:35
living my purpose, which is being a creator.
58:37
All right, God made us in his image, which means is God a
58:40
creator? Yes, we were meant to create.
58:43
So you were put on this earth to create solutions for people,
58:45
create opportunities for people, create new products, new
58:48
services, new ways of doing things.
58:49
So the way I keep going is I do what I, I wake up in the morning
58:52
and I'm compelled to do the one thing which is create and where
58:57
people get stuck. Like, you know, look at Jamil,
59:00
right? Addicted to opiates or addicted
59:02
to whatever. Jamil was not in his zone of
59:04
creation. He's a creator, he's a
59:05
visionary, right? He's meant to be in that zone.
59:09
So same thing with you. Like when you feel your happiest
59:11
is when you have an idea, you articulate that to somebody and
59:15
that somebody says, holy shit, Hannah, that would change my
59:18
life. And you're like, Oh my gosh, I
59:20
have something inside of me, right?
59:22
So when you get to exercise that muscle, that creation muscle,
59:24
that's the thing. I'm sure that keeps you going.
59:27
And then also as you create things as a divine creator,
59:30
somebody who is like, I create good things that change people's
59:32
lives. You, Hannah, I imagine, get what
59:36
I call a helper's high. You get high when you help
59:39
somebody change their life. It's like heroin.
59:41
I don't know what heroin feels like, but I imagine it feels
59:43
just like that when somebody says, Hannah, you changed my
59:46
life. You did the thing and you're
59:49
like, I just did what God told me to do, which is create.
59:52
And I'm not AII brought up God today in this podcast more and
59:55
I've brought him up in 10 years of my entire life combined.
1:00:00
Maybe it's something I drank this morning, I don't know, but
1:00:03
it is. It is, you know, as you as a
1:00:05
creator, as your responsibility to get everything off your
1:00:08
plate, to go create things. That is your responsibility is
1:00:10
not, hey, this is cool. It is a it is a responsibility
1:00:15
for you to do exactly what you were put on this earth to do.
1:00:17
And every minute that you're not doing it is you're wasting your
1:00:20
gift. And what's scary to me here, I
1:00:23
operate out of fear. People like, oh, I'm, I'm
1:00:25
motivated. I'm like, bitch, I am scared.
1:00:28
I, I operate at a pure fear all the time.
1:00:31
OK. And here's what I mean by that.
1:00:32
And I'm sure you do too to a certain degree.
1:00:34
I'm fearful of being anything like my parents, going to bed at
1:00:38
night, angry at each other, wondering, hey, don't touch the
1:00:41
thermostat 'cause that's going to cost $70.
1:00:44
F that life. You know what I'm saying?
1:00:46
Yeah. That was my life.
1:00:47
I want to have nothing to do with that shit.
1:00:49
I can't go to my parents' house because my parents are like,
1:00:53
it's summertime and their thermostat's at 80°.
1:00:56
What? I'm 40 years old, bitch.
1:00:58
I want to have. I want to live in 65°
1:01:01
temperature. Like I'm freezing myself out.
1:01:03
And if it cost me an extra $300.00 in my electric bill, so
1:01:06
be it, right? So it's like those things scare
1:01:09
me to death of watching somebody spend their entire life.
1:01:12
So the, I had this vision a while back and it was this
1:01:15
vision of I'm in a hospital bed. So imagine you in this hospital
1:01:21
bed. OK, you're laying in your
1:01:22
hospital bed. You're on your last breath,
1:01:24
you're dying. The, the monitor, you can hear
1:01:26
it beep, beep, beep. It's going slower, right?
1:01:30
You're about to die. Your heart's giving out.
1:01:33
And everybody that you've changed their life is in that
1:01:36
hospital. How many people are going to be
1:01:40
in the hospital? How big of a hospital hospital
1:01:43
do you need? I need a freaking stadium.
1:01:46
I know that. And I can be cocky about that.
1:01:48
I know I did what I was meant to do.
1:01:50
I know I did. I can confidently say that you
1:01:55
would have to knock down 50 freaking acres of the people's
1:01:58
lives that I've changed to get them to fit in one room if I'm
1:02:02
dying. So that's the first part of my
1:02:03
vision is like, who's in my who's in my hospital room
1:02:07
grabbing my hand right before I die?
1:02:09
Who are all those people and how many people are there?
1:02:12
They just want one second with like, you changed my life.
1:02:15
I've had people, Hannah. I'm sure you have people like
1:02:17
this too. People have come to me and said,
1:02:18
you've made me so much money that my wife and I decided to
1:02:21
have two more children and bring two more souls onto this planet.
1:02:24
That's cool shit. Oh, cool, you sold the company
1:02:28
for a billion dollars, dude. I'm making people have babies.
1:02:31
You know what I'm saying? Like I'm doing some cool shit.
1:02:33
So that's Part 1 of my vision. But the second part of my vision
1:02:35
is as I'm about to die, this ominous like faceless figure
1:02:39
comes in and has a hoodie or like a cloak.
1:02:42
And he walks in not demonic at all but like somewhat somewhat
1:02:46
angelic. And he comes and he says pace I
1:02:51
have this little vial of blue liquid.
1:02:54
And if you drink this vial of blue liquid, I will give you one
1:03:00
day of your life back. How much is this blue liquid
1:03:04
worth to you? How much What is it worth to
1:03:09
you? What is the answer?
1:03:10
Everything. Everything.
1:03:12
Everything is the answer. Everything is the answer to get
1:03:16
one day of your life back, Hannah is worth everything.
1:03:21
Everything you've accumulated your entire life just to get one
1:03:24
extra day back is worth everything for one day.
1:03:30
That is the right answer. Now as you obviously take the
1:03:34
choice. You say take all my money, take
1:03:36
all my stuff, take everything away from me.
1:03:39
I'm obviously dying. I just want one day back and you
1:03:42
take this vial of liquid, you start drinking it.
1:03:44
This Angel or whoever it is says oh, oh, oh, I'm so sorry.
1:03:48
I should have told you this before you drank it.
1:03:51
The day of your life you're getting back is going to be a
1:03:54
random day of your life. Revisit it.
1:03:57
You're not going to get another day.
1:03:59
You're going to have to go back to a random day.
1:04:01
Wake up at the same time, live in that body, but watch yourself
1:04:05
make the decisions you made that day.
1:04:06
Like a movie. You will not be able to make a
1:04:08
decision, change anything, alter anything.
1:04:11
But you'll be able to smell, taste, hear, speak everything
1:04:14
that you did that day. Are you?
1:04:17
Would you be happy if that day was a random day five years ago?
1:04:22
Would you be happy if it's a random day 10 years ago?
1:04:25
Would you be happy if it was today?
1:04:28
And so that's the way I live my life.
1:04:30
If I have to exchange my day, if I have to exchange today, right?
1:04:35
I date it. I date my daughters every day.
1:04:38
I love on my son every day. I do man shit with my son every
1:04:41
day. I make sure my wife knows how
1:04:43
much I love her every day. And it's 678 hours that if for
1:04:46
some weird reason I have to go in Groundhog Day that day over
1:04:50
and over and over, like I'm Bill Bill Murray and I watched that
1:04:54
thing go over and over and over. I would be grateful to have that
1:04:57
day every single day. And other people, they don't,
1:05:01
OK. What they do is they do the same
1:05:02
shit over and over like that. Like they don't understand their
1:05:04
mortality. They don't understand, dude,
1:05:06
you're going to freaking die, OK?
1:05:09
Just three weeks ago, one of my good friends from high school
1:05:12
driving down Val Vista and Southern, just right there in
1:05:14
Mesa. I'm a Mesa boy, Valvestin
1:05:17
Southern. He's driving his his two
1:05:19
daughters to school. OK.
1:05:22
And a guy who's driving he just stole a car from a a
1:05:27
construction site is peeling out going the opposite direction.
1:05:31
It's not even in in an intersection.
1:05:32
And this guy is trying to like evade police or whatever and
1:05:36
drives head on to my friend's Suburban kills him and his
1:05:40
daughter. This is literally a couple of
1:05:44
weeks ago. I have a friend of mine, his
1:05:48
name is Phillip. Shout out to Phillip just blew
1:05:50
his brains out couple weeks ago. OK, people are going through
1:05:54
shit. People.
1:05:54
If life is hard, life is challenging.
1:05:56
Life is all the things, right? And so I know you, you're in an
1:06:00
age now where you've had people die.
1:06:01
You've probably had some people kill themselves.
1:06:03
And we're the lucky ones. I think we we are the very, very
1:06:06
lucky ones. And so I think what is so fun
1:06:09
also is that I get a OK, here's the last part of that question
1:06:12
of like what keeps me going? I think also I realized that
1:06:17
every one of us has an opportunity switch on our back.
1:06:24
So think about like a light switch.
1:06:25
Is there a part of your back you can't touch?
1:06:28
OK, there's a part of my back I can't touch either.
1:06:30
So I'll tell my wife like, hey, we scratched this part of my
1:06:32
back, right? I can't scratch that part of my
1:06:34
back. Imagine there's a switch, OK?
1:06:38
And that switch is the IT turns on the best version of yourself,
1:06:42
right? So you turn that switch on.
1:06:44
Guess what happens every time you lay down at bed, in bed, you
1:06:47
lay down, the switch gets turned off.
1:06:49
The next day, somebody has to come and turn that switch back
1:06:52
on for you. Your wife, your husband, your
1:06:54
boyfriend, your whatever, your best friends, the people you're
1:06:57
hanging out with, your mentors. Somebody has to go behind you
1:06:59
and go, hey, I believe in you, I love you.
1:07:01
Let me turn your switch on today.
1:07:03
Let me tell you something that's going to keep you going because
1:07:05
I believe in what you're doing, whatever that is.
1:07:07
Somebody has to breathe life into you to turn that switch on,
1:07:09
right? That you can't reach yourself
1:07:11
and it's shown up in your life 1000 times, some of your best,
1:07:14
maybe something Tommy Mello said to you, Robert Kiyosaki and all
1:07:17
his lunacy probably said something to you that inspired
1:07:20
you, turned the switch on for you for that day.
1:07:23
And so for me, every single day I'm going around and tapping the
1:07:26
back of everybody I possibly can meet.
1:07:28
Let me turn your switch on. Let me turn your switch on.
1:07:29
Let me turn your switch on. And when people are around me, I
1:07:32
am a, an infectious disease. I make people believe in
1:07:36
themselves more than they ever thought they could believe in
1:07:38
themselves just by spending 13 minutes with me, 'cause I know
1:07:41
how to reach the back of people and turn their switch on.
1:07:44
And that watching somebody's face light up, watching a tear
1:07:47
come down their face, because now they can see a different
1:07:50
version of themselves. Because I was able to reach that
1:07:52
part of their back. Oh, there's nothing greater than
1:07:54
that to me. That's why I win.
1:07:57
Nobody will ever beat me because I care more than anybody else.
1:08:01
You know, I have like in my real estate industry, people like,
1:08:03
oh, I'm the best closer. I'm the best closer.
1:08:05
I'm the best closer. First and foremost,
1:08:07
congratulations, You'll never beat me because I simply care
1:08:11
about people more than anybody else.
1:08:14
That's all my, that's all I am. And magically it took a while
1:08:18
for that to compound in my life. But for me, for a long time, I'm
1:08:21
like, why did the nice guys lose in my 20s?
1:08:24
I got taken advantage of. I got stolen from people.
1:08:26
Like people, I'm sitting there trying to turn their switch on
1:08:28
and I'm giving money and I'm doing this and creating
1:08:31
alliances and all of these types of things.
1:08:32
I thought, man, nice guys finish last.
1:08:36
No, it just took a little bit of time for my cement to dry and
1:08:39
for my walls to be built, my empire to be built.
1:08:42
Just took a little while and now I have the strongest empire
1:08:45
because I care about people more than anybody else.
1:08:48
You ever meet somebody that's a Pace Morby fan, they'll say I've
1:08:51
met him, he's looked me in my eyes, he's giving me a hug.
1:08:54
He remembered my name. And I'm not talking 500 people,
1:08:58
I'm talking 50,100 thousand people I've met shook their
1:09:02
hand, met their kids, talked to their wife, thank them
1:09:06
personally, remember their name. And so there's just something
1:09:09
magical about being able to do all that.
1:09:12
You're magical. You are too.
1:09:14
Thank you, you are too. You're magical.
1:09:16
And and what's tough is that, you know, maybe you needed me to
1:09:20
turn your switch on today, but you are as as a friend, friend
1:09:26
to friend, visionary to visionary.
1:09:27
There's somebody out there waiting on you to like remove
1:09:30
this brick from your head that you have in the next brick in
1:09:32
the next brick in the next brick.
1:09:34
And what's tough, Hannah, is that a lot of the work that we
1:09:36
do is in the invisible right? And so like, as visionaries,
1:09:42
we're very used to being on camera.
1:09:43
Maybe you not so much because you've been hiding away from the
1:09:45
camera for a while, but I'm very used to being on the camera.
1:09:49
And so you could easily go, well, nobody's watching me.
1:09:53
I'm not doing the work in front of people.
1:09:56
And so I, I see a lot of visionaries that refuse to do
1:09:59
the work in the invisible that shows up and they get, you know,
1:10:01
what do they say? They say the, the, the quote is
1:10:03
what we do in private. We get rewarded in public.
1:10:07
There's a lot of crap you have to go through in private, and
1:10:10
one of these big private things that nobody's going to see how
1:10:13
much crap you're going to have to go through is finding an
1:10:15
operator that is like, I am Hannah's biggest fan and I'm
1:10:19
going to make sure that she gets to the top of the mountain.
1:10:21
I'm going to be her Sherpa. If you're a Mount Everest fan at
1:10:24
all, do you ever watch Mount Everest?
1:10:26
Oh go and want. Oh my, I'm.
1:10:27
So I'm obsessed with Mount Everest and so these Sherpas,
1:10:32
it's so interesting that these people go to climb Mount
1:10:35
Everest. They have these visions to be
1:10:36
the top and they can't do it without a Sherpa.
1:10:38
Do you know what a Sherpa is? OK, so there's a, a, a town in
1:10:42
Nepal or a part of Nepal where the Mount Everest says that
1:10:46
there's a group of people that have been are born and they live
1:10:50
at such a high altitude their whole life that their lungs are
1:10:53
used to that high altitude. And they can stay on Mount
1:10:57
Everest longer than any other human alive because they were
1:10:59
adapt. They adapted to that
1:11:01
environment, their whole upbringing, right?
1:11:02
It they're like, they have evolved, OK?
1:11:06
They're called Sherpas. And what happens is if you want
1:11:10
to go to the mount top of Mount Everest, you're not getting
1:11:12
there on your own. You have to have a Sherpa.
1:11:14
You have to. And not only that, you have to
1:11:17
have a company of people that are like have 1520 Sherpas.
1:11:21
And so here you are, Hannah going, I know I'm supposed to be
1:11:23
at the top of the mountain. I know that I'm supposed to be
1:11:26
this person putting a flag and, you know, doing something
1:11:29
triumphant and doing something magical with my life.
1:11:31
You're not going to do it without a Sherpa.
1:11:33
And everybody that's tried has died.
1:11:36
Go watch a Mount Everest documentary.
1:11:38
It will change your life because there's so many parallels in
1:11:40
regular life. So like I my event we have every
1:11:44
year squat up summit. This year I have the first woman
1:11:46
that summited Mount Everest ever.
1:11:49
Like the first woman that ever touched the top of Mount Everest
1:11:52
is coming to the thing. I'm more obsessed with that
1:11:54
person than I am with I've got Jordan Peterson coming and Dean
1:11:58
Graziosi and David Goggins. I'm like, those guys are cool.
1:12:01
She's the best and she's going to tell the story about how she
1:12:04
tried to do things without a Sherpa and how she failed over
1:12:07
and over and over. So you are my new Netflix
1:12:10
special, meaning I'm going to watch you.
1:12:12
I'm going to see where Hannah is in in a year and everybody else
1:12:16
is going to be watching you too. You shouldn't have 0 bricks on
1:12:20
your head. You just shouldn't have this
1:12:22
current brick on your head in 12 months.
1:12:23
In fact, you should be done with it in three to six months.
1:12:26
I will. You will.
1:12:28
It's funny because everything you just said resonates so much
1:12:31
about the helpers high and helping other people.
1:12:34
And I have, I'm such an empath, but also with insane drive.
1:12:38
But I know that I actually was on a plant medicine journey
1:12:41
because I've I was suicidal when I was 21.
1:12:43
I went through all this transformation.
1:12:45
I spent the last 12 months really just diving into my core
1:12:48
and healing and like, who am I? What am I?
1:12:50
Why am I all those things? And I went on a medicine journey
1:12:54
and, and I'm, I, my parents were like really Christian religious
1:12:58
people. So I hated religion.
1:12:59
I had a very complicated relationship with God for a long
1:13:02
time. Me too.
1:13:04
Really. Oh, yeah, I don't go to church.
1:13:06
Yeah. You wouldn't tell by the how
1:13:08
often I talk about God because I but I don't talk.
1:13:10
I'd never talk about God. I the church, the religion, it
1:13:14
turned the whole thing turned me off.
1:13:15
The people in the church turned me off.
1:13:16
Like all that kind of stuff. I under I understand maybe not
1:13:19
as much as what you went through, but I'm on the same
1:13:20
page. Yeah, yes, that was me.
1:13:22
Was just like, where is God? God never comes to help me and
1:13:25
my parents just gave God all the credit or you know, didn't see
1:13:29
my issues or problems or fears because it was just, I would
1:13:32
just pray to God and got you know, but then God never came.
1:13:34
So I had a very difficult relationship with God.
1:13:37
Then I was on this or no relationship, I would say.
1:13:41
Then I was on this medicine journey and I like God was there
1:13:46
and I felt God for the first time in my life.
1:13:49
And I felt, you know, I'm not a crier, but I felt like all the
1:13:54
pain that the little girl and me felt as a kid.
1:13:57
And I started crying like for her.
1:13:59
And then I started crying for the pain and suffering in my
1:14:02
brother who had caused me so much pain.
1:14:04
But then I for the first time saw what he was going through
1:14:07
and the pain that he was in. And then for my mom did.
1:14:12
You forgive him. Yeah, yeah, I know I forgave
1:14:14
everyone in my family after this.
1:14:16
But then it just kept expanding. And it then I felt the suffering
1:14:19
in my mom. Then I felt the suffering in my
1:14:21
dad, who wouldn't buy me an ice cream when I was 6.
1:14:24
And that's that was the first day I said I was going to be a
1:14:27
millionaire. And.
1:14:28
That's what did it was ice cream.
1:14:29
Yeah. That's amazing.
1:14:31
I love food. Yeah, it was ice cream.
1:14:33
And I said I'm going to be a millionaire so I could buy my
1:14:35
family ice cream. And and then the pain I just
1:14:40
like started weeping harder and harder and harder.
1:14:42
And my bed was just getting soaked into.
1:14:45
I didn't even know how much water I could cry out of my
1:14:48
face. And I started feeling the pain
1:14:50
in like every single human being in the entire world.
1:14:55
And like it was in me. I felt all of it.
1:14:58
And then I heard that it was my job to help all of the suffering
1:15:06
in every single person in the world, knowing that I never will
1:15:09
have the capacity to end it. Yeah.
1:15:11
And that was my mission on this earth.
1:15:14
That's powerful. Yeah, it was.
1:15:16
It was a lot. Yeah, I've had a similar
1:15:19
situation. I've I've never been into breath
1:15:22
work until about 3 years ago and I had somebody kind of forced me
1:15:25
into a room. Was it Jamil?
1:15:28
Because that's who did did me. No, it was Jamil was there, and
1:15:34
Jamil was definitely part of it. I was at a Mastermind I was part
1:15:36
of a couple of years ago. And the guy who ran the
1:15:39
Mastermind, Cody Sperber, he had his wife, Shannon Sperber at the
1:15:44
time. She did breath work.
1:15:46
And so she came in and they were like, peace, come in here.
1:15:50
It's like a bonus session. I was like, no, I'm good.
1:15:52
I'm going to catch up on some blah, blah, blah, blah, blah.
1:15:54
And they're like, dude, all that crap can wait.
1:15:56
Come in here and just try this. Like, please just try this.
1:15:58
And Jamil was there, but he knows, like, that's not my
1:16:00
thing. And so he didn't push me.
1:16:02
But Jamil was in the room I had the same similar experience of
1:16:05
like I felt every part of my body felt like God was in every
1:16:13
molecule. I was buzzing like I felt like
1:16:16
if you touched me, I told somebody after the session, I
1:16:18
was like, if you touch me, you're going to freaking die
1:16:21
because I am full of lightning. Like I, I just felt, you know,
1:16:24
the same thing you felt and then I encompassed all the pain and
1:16:27
suffering in the world is really interesting.
1:16:29
Similar experience, maybe not as powerful as what you went
1:16:31
through, but I shook for like 30 minutes and Shannon had to like
1:16:35
rub my back to get me back into like being normal.
1:16:38
And from that moment, I started having breath work sessions at
1:16:40
all of my masterminds because I realized how powerful it was to
1:16:44
get people to open up and like get past all the blocks that
1:16:47
they put in in front of themselves.
1:16:49
And so I can't handle it every day.
1:16:51
Jamil can do it every day, but like I can handle it once a
1:16:53
quarter. But it was so magnificent for me
1:16:56
that it like really got me in touch with the divine and got me
1:17:00
in touch with my purpose. I love what you said where
1:17:02
you're like, my job is to help people in the suffering.
1:17:05
Even though I know that I'll never be able to accomplish it,
1:17:08
it's still my job. That's freaking great.
1:17:12
That's freaking great. That's why I'll never quit.
1:17:16
Yeah, you'll never quit. And you know, it is tough
1:17:19
because you look at people like, let's say, look at Tony Robbins,
1:17:21
right? Worth billions of dollars has
1:17:24
saved. I don't even know hundreds of
1:17:28
millions of people from you know, he's directed them to
1:17:32
positive and helped them avoid negative hundreds of millions of
1:17:35
people, right that he's helped and here he is still at 6768
1:17:41
years old like he's got a he's on a new mission that he's all
1:17:46
ignited like to it's crazy. You know, you're similar.
1:17:48
You have the same exact thing in you.
1:17:50
You'll be doing the same exact thing.
1:17:52
But you know what? Tony has a team.
1:17:56
Yeah, he's got a great team. He's got a great team.
1:17:59
It will. I know, I know, I'm just teasing
1:18:01
you. Just it's, it seems it, it gets
1:18:04
overwhelming to see where you know you're going and what you
1:18:07
know you're meant for and all, all that you want to contribute
1:18:11
to the world. And, you know, I just want to
1:18:14
help as many like little Hannahs that I possibly can.
1:18:19
But yeah, it's a big gap, you know, from where you are right
1:18:22
now to like where you know, and the journey never ends.
1:18:26
But that's The thing is just finding the right people to put
1:18:28
in place that you can serve and that can serve you and serve the
1:18:31
mission and surviving while you do it.
1:18:36
Not running out of money. But you know what?
1:18:38
Even if you run out of money, just you learn you, you have
1:18:40
wisdom and you rebuild. If you, if I took all your
1:18:43
money, I broke all your revenue streams, I took everything away
1:18:47
from you today, could you build it back?
1:18:50
Yeah. So get rid of the fear.
1:18:52
Yeah, right. I told somebody the other day
1:18:53
what financial freedom is to me is that you can take everything
1:18:57
away from me and I have the ability to make money right now,
1:19:00
today, like take everything, take my cell phone, all my
1:19:02
connections, take everything away.
1:19:04
You could put me in a corn field in Iowa with only shoes on, no
1:19:09
cell phone, nothing. And I by the end of the day can
1:19:13
make 20 grand. That's financial freedom.
1:19:15
Knowing that I could go do that at the drop of a hat and I have
1:19:18
No Fear. Then that rolls into the next
1:19:21
conversation which people say if you could, if you knew you
1:19:24
couldn't you could never fail, what would you attempt?
1:19:27
Like what would you go and try and do if you knew you could
1:19:29
never fail? My I can't fail because even if
1:19:32
I have trip ups and things along the way I'll my bills will
1:19:35
always be paid. The problem is the way you and I
1:19:38
grew up. Like our family moved multiple
1:19:42
times because my dad couldn't afford the house right?
1:19:45
Like where we dirt poor. No we didn't sleep on dirt
1:19:48
floors. My dad did a good job.
1:19:49
We had clothes on our backs. You know, my mom was a great
1:19:54
cook and there was casserole every single night, noodle
1:19:56
casserole or whatever, tuna patties with ketchup, like, you
1:19:58
know, anything with ketchup to add some flair.
1:20:03
And in the back of your mind, the rest of your life, you will
1:20:07
have this trauma about like, what if I make a bad decision
1:20:11
and then I have to then do what my parents did to try and make
1:20:14
ends meet? It is crazy like the little
1:20:17
blueprints that our parents gave us that still show up in your
1:20:20
life every single day of like, well, I'm fearful of taking this
1:20:22
action because when I was young this thing happened and I don't
1:20:25
know why I feel that it really is.
1:20:27
It's a you got to go through some therapy, whether it's self
1:20:30
done or with somebody else. But it is crazy how many times I
1:20:34
have to stop and go, OK, hold on.
1:20:37
Is this really a fear of mine or is this a fear that my parents
1:20:42
gave me and I have to stop and the way I get through it is
1:20:45
right, Write it down, right? Like what if this, what if this,
1:20:49
what if this, what if this? I write it all down.
1:20:50
It's cathartic. It's like getting it out there.
1:20:52
I can feel it kinesthetically. I can feel it like the vibration
1:20:55
of the ball on the paper. And at the end of it, I'm like,
1:20:59
OK, that was a really silly fear.
1:21:01
It's a really silly fear. Just sometimes I just got to
1:21:03
write it all the way out, look at it, read it twice and go, am
1:21:06
I really afraid of that? OK, cool.
1:21:09
What's the best case scenario? What's the worst case scenario?
1:21:11
And I'm, it's crazy, your parents gave you so many good
1:21:14
things, but then your parents had these things that show up to
1:21:17
you in your life and there's this residual effect inside of
1:21:19
you right now that you're still battling.
1:21:21
Me too. I have the, I have them too,
1:21:22
still at 42 years old. And by the way, I take my
1:21:26
daughters for ice cream like 3-4 times a week.
1:21:29
And now I'm wondering like if I want my daughter to be a
1:21:31
millionaire, maybe, maybe I should reject them from getting
1:21:34
ice cream? Yeah, I I told my dad.
1:21:38
I called him one time. We don't talk, but I called him
1:21:41
one time and I told him that I wanted to tell him thank you
1:21:45
because the first time I had the idea of being a millionaire was
1:21:48
when he refused to buy me an ice cream and he took all the
1:21:52
credit. He sucked, you know, he soaked
1:21:54
it up and was like, you're welcome, like I'm the best dad
1:21:56
in the world. But truly.
1:21:58
And at first I was like, you piece of shit, you know, I hate
1:22:01
you. But then I was like, truly,
1:22:03
thank you. That has everything that's
1:22:06
happened in my life and especially in my childhood and
1:22:09
the the complications that I had mentally and just no worth, you
1:22:14
know, didn't love myself, didn't feel loved, didn't feel worthy,
1:22:17
didn't feel wanted, all those things, those were all my
1:22:19
greatest blessings. And I have so much empathy today
1:22:23
and I have such resilience today.
1:22:26
And I have such drive and desire to create and to give because of
1:22:30
that. And I don't know who I would.
1:22:32
And yeah, it could. Like my brother, you know, he
1:22:34
struggles with addiction and he never was able to get out of
1:22:39
that. Still old to this day.
1:22:41
Yeah. How old is he?
1:22:44
He's eight years older than me, so 30.
1:22:46
I'm 28, almost 29, so he's like 36.
1:22:51
But you know, it's like 2 people.
1:22:53
One's an alcoholic, one's a successful person.
1:22:54
They both say it's because their father.
1:22:56
And you know, it depends on how you look at it.
1:22:58
But for me, I'm truly grateful for it and I think.
1:23:06
Does your relationship with your parents make you not want to
1:23:09
have kids? Yeah.
1:23:10
Yeah. Or get married.
1:23:12
I haven't got over that one. Interesting.
1:23:15
I will tell you I have people on my team that are like, I'd never
1:23:19
want to have kids and I look at them, I'm like, you will never
1:23:23
understand true joy. I didn't have my first kid till
1:23:27
I was 35. So I I lived plenty of life,
1:23:29
traveled a plenty of places, ate at every best restaurant,
1:23:32
restaurant. I've done everything you could
1:23:35
imagine. And I can tell you not 1% of
1:23:41
like the joy I feel from being around my kids smelling my
1:23:44
daughter's hair. It's my child.
1:23:46
Because what's interesting is like my molecules were used with
1:23:50
somebody else's molecules to make new molecules.
1:23:54
So my molecules resonate with the my, my, your children's
1:23:57
molecule. They vibrate the same way.
1:24:00
And so what's interesting is you connect with them on a level
1:24:02
that you'll never be able to connect with anybody else on.
1:24:04
I will never be able to connect with my wife on the level that I
1:24:08
can connect with my children because they are my molecules.
1:24:12
It is the craziest feeling. And so people that are like, I
1:24:15
don't know that I want to have kids.
1:24:16
I'm like, get, hopefully you can get over that because there's no
1:24:19
greater joy. Even Elon Musk is like, you're
1:24:22
sad in life. Have kids.
1:24:24
What's tough? I mean, I'm a man.
1:24:26
So like, what do I know about having kids?
1:24:28
You know, greatest joy I've ever had.
1:24:31
But I I can see that like having that trauma and dealing with and
1:24:35
watching that blueprint of like what your parents gave you, them
1:24:38
fighting, them struggling, them doing whatever, your dad being a
1:24:41
butthole, whatever, your mom being whatever to you, not being
1:24:44
a friend to you and like watching out for you.
1:24:46
That's a tough thing too. Like when you're going through
1:24:49
what you're going through and your mom, who should be your
1:24:51
best friend on the planet as it as her daughter, your mom's not
1:24:54
stepping up to the plate. I imagine when you were younger
1:24:57
and just going hand, I'm your best friend, I'm here for you.
1:24:59
Let's go through all this stuff together.
1:25:00
It doesn't sound like that was happening either.
1:25:03
It's tough. I can understand that.
1:25:05
I can totally understand that. One of my best friends, Steve
1:25:07
Harwood. Do you know Steve Harwood yet?
1:25:10
I don't. Think.
1:25:11
So most connected man you'll ever meet in your life?
1:25:13
He's friends with everybody you can.
1:25:14
You ever want to be connected with somebody?
1:25:16
Get connected with Steve Harwood.
1:25:17
You're now connected with everybody.
1:25:19
Steve Harwood and I are in Dallas about a year ago and he's
1:25:23
came to see me speak at Aspire. My wife and kids came and
1:25:26
surprised me for my birthday. Oh, this is literally like a
1:25:29
week. Next week it'll be a year.
1:25:32
And my wife and my kids flew to Dallas without telling me and
1:25:36
showed up in the audience while I was speaking.
1:25:38
And Steve came and went to lunch afterwards.
1:25:42
And Steve starts telling me about this therapy he's going
1:25:44
through. He's like, I'm going through
1:25:45
therapy. I've got over this, this, this,
1:25:46
this. And I was like, amazing.
1:25:47
What are you working on next? Like, what's the next brick on
1:25:49
top of your head, Right? And he says I've got to learn
1:25:55
how to forgive my father for all the things that he's done and
1:25:58
how he has a better relationship with my other siblings than he
1:26:02
does with me. And how he loves my other
1:26:04
siblings kids more than he loves my kids.
1:26:05
And like the way my relationship shows up in my life with him,
1:26:10
shows up in my my, both my children, their lives.
1:26:15
And he's like, I just, it's, it's one of the worst things in
1:26:18
my life and I just don't know how to get over it.
1:26:20
And I said, OK. Now Steve runs a company that
1:26:24
probably does $200 million a year in revenue.
1:26:27
I go to his office in Utah probably 3-4 times a year.
1:26:30
His his customer. I'm sorry, his team handles my
1:26:34
clients work all their LLCS, all their estate planning and all
1:26:37
that kind of stuff. People that learn how to do real
1:26:39
estate for me go get their estate planning done at this
1:26:41
company. So I'm over here all the time
1:26:43
talking to his team members. I mean, these people are buying
1:26:46
houses, having children, investing, starting their own
1:26:48
businesses on the side because of what Steve is built.
1:26:52
So I'm sitting there at lunch with Steve and I go, Steve, can
1:26:54
you give me a like give me, I want to, I want you to do
1:26:56
homework for me. I'm just thinking about like
1:26:57
your whole dad situation. I want you to just shoot me a
1:27:02
text on the flight home. I want you to write down 15
1:27:04
things in your life that you would never want to get rid of.
1:27:08
OK, I don't know what that is for you, Hannah, but I imagine
1:27:10
you have something in your life that you're like, I could never
1:27:12
get rid of this thing. Is it who you are today?
1:27:15
Is it the opportunities you have?
1:27:16
Is it some of the relationships you currently have, your best
1:27:18
friend, the opportunities you have, the friendships you've
1:27:20
made? Are there things in your life
1:27:22
that somebody come along, go. I'll give you a billion dollars
1:27:25
to change your. Past so that you don't have the
1:27:27
life today and so I go Steve go through that and give me 15
1:27:31
things and of course he's like my relationship with my kids, my
1:27:34
relationship with my wife, my relationship with my team, the
1:27:37
companies I've built that have spurred on 300 other people the
1:27:40
17. People that went and built their
1:27:41
own companies. He sends me this big amazing
1:27:44
list and I said, OK, now what I want you to do is I want you to
1:27:48
text your dad that screenshot and say, dad, thank you for all
1:27:52
of these blessings you gave me. I love you so much.
1:27:55
I'm so grateful for everything. And I said stop trying to
1:27:59
forgive your dad. Just show him gratitude, which
1:28:00
is what you did. It's really powerful and big of
1:28:03
you because most people just blame their parents.
1:28:05
You recognize and you get, who cares?
1:28:07
Your dad took credit. He deserves it, right?
1:28:10
He went through, paid bills, did all the things, you know this,
1:28:12
which is why you called him and gave him that credit.
1:28:14
And Steve is like, dude, this chip I had on my shoulder is the
1:28:18
reason why I'm successful. This chip you had on your
1:28:21
shoulder is the reason you're successful.
1:28:23
So think about all these people, OK, whether you coach them or
1:28:25
you run into them or whatever, these people, their parents.
1:28:29
Coddled. Them, they didn't teach them
1:28:31
anything. There was no trauma to propel
1:28:33
them forward. Why is Elon Musk so bad ass?
1:28:37
He freaking hates his dad, you know that.
1:28:42
He despises his dad. He can't be around his dad.
1:28:45
He still talk shit about his dad.
1:28:47
And I'm like, bro, you're worth $400 billion because of the
1:28:51
spite. You literally went and built the
1:28:53
coolest companies on the planet to spite your father.
1:28:57
And I don't think that's the wrong way to do it.
1:29:00
I just say what an amazing blessing that is that they give
1:29:03
you. They gave you the TNT, they gave
1:29:05
you the explosion to go do the thing.
1:29:07
So even for my dad, like, you know, when my dad went to prison
1:29:10
and made bad decisions and I had to take care of his wife and hit
1:29:13
and his children, which are my siblings, I was like, what a
1:29:17
what an amazing blessing this is.
1:29:18
This is a big sack of lessons I get to learn from my father.
1:29:21
And so I have no disdain towards my father.
1:29:24
I don't try and talk to him frequently.
1:29:26
He still asks me for money all the time.
1:29:28
But I know that if I hung out with my dad, I'd get more
1:29:34
lessons. But I think I'm at a point in my
1:29:35
life where I'm like, I'm good. Yeah, I'm good without more
1:29:38
lessons. Dad, I've learned enough from
1:29:40
you, bro. Like, let's not hang out with
1:29:42
each other. So you're at that same place.
1:29:44
You'd rather learn lessons from people other than your dad.
1:29:48
Oh my God, I just wish I could talk to you for like 10 million
1:29:50
years, but I know we have to go. So your amazing face.
1:29:55
You're amazing you, you have big things to build.
1:29:58
There's people depending on you. You haven't met them yet, but
1:30:01
they're depending on you. And if I could give anybody
1:30:04
advice out there, you know, it's the same advice I would give to
1:30:07
somebody like you that's a creator, is that you are going
1:30:10
to change people's lives that you don't even know exist yet
1:30:12
because of the work you're doing in the invisible.
1:30:14
That nobody's going to see all the crap you have to go through,
1:30:17
all the self doubt, all the things like questioning, every
1:30:19
little decision you make, all of those little micro things, they
1:30:23
add up and they build the foundation of who you are.
1:30:25
And then you go build an empire that welcomes people into that
1:30:28
empire. And those people are going to
1:30:31
thank you. They already are.
1:30:32
You already have that, which is amazing.
1:30:34
You already have people. Thanking you from your content,
1:30:36
from whatever you're doing in your world, product services
1:30:38
that you're doing, but you have something so magic to give to
1:30:42
the world. And it is your responsibility to
1:30:46
get that brick off your head and let us know, let everybody in in
1:30:50
the other side of the camera, Let everybody know when you
1:30:52
overcome that brick, have me come back.
1:30:54
I want, I want to come back. And you tell me you're, I'll,
1:30:57
I'll, I'll interview you. I'd love to hear.
1:31:01
You know, Hey, Pace, this is what I've gone through.
1:31:03
This is what I found. This is what I'm currently at.
1:31:05
Now I have a new brick. And you know what's fun about
1:31:07
people like you is you don't mind problems, but you detest.
1:31:12
The same problem over and over and over and over.
1:31:14
So we crave problems. We crave like finding solutions,
1:31:17
those problems. So what's going to be fun is
1:31:19
like how you smash this brick and then what brick you find
1:31:22
yourself underneath next That's I want to know.
1:31:26
I want to know the next problem that Hannah has and watch how
1:31:29
you overcome all this. It's going to be fun.
1:31:30
It's. Going to be so fun.
1:31:31
Yeah, I'm so excited. Thank you.
1:31:34
You're welcome.