Latest / Partner & Profit Podcast / Dustin Runyon’s Proven Partnership Strategies for Real Estate Growth and Marketing Success

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Dustin Runyon’s Proven Partnership Strategies for Real Estate Growth and Marketing Success · Partner & Profit Podcast

• 0:00
  SPEAKER_02: Environment is the silent force behind all human behavior.
• 0:03
  SPEAKER_00: Real estate is it's a relationship-based industry.
• 0:06
  SPEAKER_00: Like it's it's all about who you know.
• 0:08
  SPEAKER_02: Is the biggest decision that you're gonna make in your life is who you're gonna become.
• 0:11
  SPEAKER_00: You have to start and you have to go through those experiences to learn.
• 0:15
  SPEAKER_02: A business is the greatest personal development course you'll ever take.
• 0:18
  SPEAKER_00: I think information without context is typically meaningless.
• 0:22
  SPEAKER_02: The quality of your brokers is a direct reflection of how many great people you have within it.
• 0:26
  SPEAKER_00: Relationships have taken me farther than anything I could ever point to in my entire life.
• 0:30
  SPEAKER_00: Like.
• 0:30
  SPEAKER_02: Remember this judgment's the enemy of influence.
• 0:33
  SPEAKER_00: What's up, everybody?
• 0:34
  SPEAKER_00: Grant Wise here.
• 0:34
  SPEAKER_00: Welcome back to the Partner in Profit Podcast.
• 0:37
  SPEAKER_00: I am pumped for my conversation today.
• 0:40
  SPEAKER_00: I'm gonna introduce you guys to Mr.
• 0:42
  SPEAKER_00: Dustin Runyon.
• 0:43
  SPEAKER_00: Dustin, thanks for being on the show today.
• 0:45
  SPEAKER_02: Thank you, man.
• 0:46
  SPEAKER_02: I appreciate you having me.
• 0:47
  SPEAKER_02: I told you before, I was like, there's five years where I couldn't open my phone and not see your face.
• 0:53
  SPEAKER_02: Like you're the marketing guru of all marketing gurus.
• 0:56
  SPEAKER_02: So uh we've hung out before in person, obviously, but it's good to hang out here and have a conversation with you.
• 1:01
  SPEAKER_02: Appreciate you having me.
• 1:02
  SPEAKER_00: Oh, and I'm I'm pumped.
• 1:03
  SPEAKER_00: And I've I've sat and I've I've listened to you speak, watched a lot of your social content, and um I've I've talked very highly of you privately.
• 1:09
  SPEAKER_00: Now I get to kind of give you give you some flowers to your face.
• 1:12
  SPEAKER_00: You seem to have such a eloquent grasp on human psychology and high performance and business and those types of things.
• 1:19
  SPEAKER_00: So I I'm really pumped for the conversation today.
• 1:21
  SPEAKER_02: Yeah, I appreciate you.
• 1:22
  SPEAKER_02: I am too.
• 1:23
  SPEAKER_00: For for those uh that maybe don't know who you are, just give us a little bit of the background, man.
• 1:26
  SPEAKER_00: How how'd you get to where you are today?
• 1:28
  SPEAKER_02: Yeah, uh I grew up in a small town.
• 1:30
  SPEAKER_02: I had a uh I graduated with a 1.6 GPA.
• 1:33
  SPEAKER_02: I was 333 out of 335 graduating class.
• 1:36
  SPEAKER_02: And I started real estate in 2008, and we started in the short sale game out in Phoenix, Arizona.
• 1:41
  SPEAKER_02: And uh we did about 250 short sales in, I don't know, about a three-year period.
• 1:46
  SPEAKER_02: And I ended up coming down to back to my hometown to run a Keller Williams.
• 1:50
  SPEAKER_02: Uh and the interesting thing that I figured out was I'd started at an independent brokerage.
• 1:55
  SPEAKER_02: So we had no training, no education, no anything.
• 1:58
  SPEAKER_02: It was fascinating because I was naive.
• 1:59
  SPEAKER_02: I was 25 years old.
• 2:00
  SPEAKER_02: I didn't know who I was, like I didn't know what I wanted, but I'd come back down to this Keller Williams where they had given all the training, all the education, everything you needed to succeed.
• 2:09
  SPEAKER_02: And there was still grown adults failing.
• 2:12
  SPEAKER_02: And it wasn't judgment, it was just observation on my part, right?
• 2:15
  SPEAKER_02: Where I was just like, How is this a thing?
• 2:17
  SPEAKER_02: And so that became my obsession with human psychology, which was just like, how are people given everything that they need to succeed and still fail?
• 2:24
  SPEAKER_02: From there, that became my obsession.
• 2:25
  SPEAKER_02: I got obsessed with business.
• 2:26
  SPEAKER_02: Business saved my life.
• 2:27
  SPEAKER_02: It's like, you know, a place where uh, you know, a degenerate who uh was, you know, didn't like authority could go and thrive, you know, was uh it's rewarded in business, right?
• 2:36
  SPEAKER_02: When you go against the grain.
• 2:38
  SPEAKER_02: And so um ran that Keller Williams as a team leader for uh uh five years.
• 2:42
  SPEAKER_02: Um we grew it, you know, over 500 plus percent and then started my own team.
• 2:47
  SPEAKER_02: Last year we did about 900 transactions, 250 of them commercial.
• 2:51
  SPEAKER_02: We partnered with a bunch of people in different states and developers in different states, and then we also uh launched a development company about six years ago with my partner Andrew Oxley.
• 2:59
  SPEAKER_02: Um and we have 1200 acres under development right now where we build subdivisions and we we do raw land to infrastructure to grading paving.
• 3:07
  SPEAKER_02: Uh we uh curbs all the way to vertical building homes.
• 3:10
  SPEAKER_02: And so um, yeah, man, that's where we're at today.
• 3:14
  SPEAKER_00: That is fascinating.
• 3:16
  SPEAKER_00: Now I have a couple of questions I want to dive into on partnerships, but before I do, you said something there that I I want to go back on.
• 3:22
  SPEAKER_00: You said you got very intrigued um trying to figure out why people that had the plan you know didn't didn't act on it or were failing.
• 3:30
  SPEAKER_00: What did you discover?
• 3:31
  SPEAKER_00: You know, you know, getting hyper-fixated on you know human psychology and performance.
• 3:36
  SPEAKER_00: I'm fascinated to know, you know, what have you found?
• 3:38
  SPEAKER_02: The very I I got given a book by like someone who had lived right next to me in a dorm, not a dorm, but it's a dorm setting in an apartment uh complex out in Tempe.
• 3:48
  SPEAKER_02: And he gave me this book called Um Never Eat Alone.
• 3:50
  SPEAKER_02: I had never read it, I just keep it as an orange book, and it basically was purposeful networking, like show up to events, show up to places, and and get in relationship with the right people.
• 3:59
  SPEAKER_02: Like if you're gonna go to a place, make sure the right people are gonna be there, be prepared to have the conversation, be prepared to ask the questions, be prepared.
• 4:05
  SPEAKER_02: And it ended up being a great book.
• 4:07
  SPEAKER_02: But um, during that time, I was going to a team leader boot camp, and this guy named Gene Frederick was throwing the team leader boot camp, and he's a real estate legend today.
• 4:16
  SPEAKER_02: And I showed up two hours early to converse with him.
• 4:20
  SPEAKER_02: And um I from that book, it took me like four years to read the book, but from that book, I showed up early.
• 4:25
  SPEAKER_02: When I showed up, um, he started talking to him, asking questions, right?
• 4:29
  SPEAKER_02: And he's like, I'm from AU, I went to ASU.
• 4:31
  SPEAKER_02: I'm like, oh shoot, you went to ASU.
• 4:32
  SPEAKER_02: I used to be in tempé and blah, blah, blah.
• 4:34
  SPEAKER_02: Had an hour-long conversation with the guy.
• 4:36
  SPEAKER_02: And at the beginning of the class, he's like, I'm gonna be giving away a lot of books today.
• 4:40
  SPEAKER_02: First question, what what school did I go to?
• 4:43
  SPEAKER_02: And I raised my hand and I go, ASU.
• 4:46
  SPEAKER_02: And he gave me a John Wooden book on leadership.
• 4:49
  SPEAKER_02: And it just talked about behavior inside of inside of it.
• 4:53
  SPEAKER_02: And so I got obsessed with books, and I was like, I can change my behavior.
• 4:56
  SPEAKER_02: Like I can change who I am.
• 4:58
  SPEAKER_02: And so I started reading uh a lot, I got into uh neurolinguistic um NLP.
• 5:04
  SPEAKER_02: I got into um reading just tons of books on human psychology, whether it was Carl Jung, Sigmund Freud, um, reading a lot of like biology of belief and how our our, you know, literally our cells have beliefs constructed inside of them and how it's actually, you know, it's it's it's psychological but also physical.
• 5:21
  SPEAKER_02: I studied that question forever, and it's and it's and it's not just a simple answer, but one of the things I found out was environment is the silent force behind all human behavior.
• 5:29
  SPEAKER_02: It's funny because we talk about this often, which is like who you decide to spend your time with.
• 5:34
  SPEAKER_02: But I I often use this as an example, which is, you know, say I'm coaching somebody and they can't get their, they're not doing the things they need to be doing.
• 5:41
  SPEAKER_02: I said, if I moved in with you for 30 days, would you do what you needed to do?
• 5:45
  SPEAKER_02: Yeah.
• 5:46
  SPEAKER_02: So number one is the biggest decision that you're gonna make in your life is who you're gonna become.
• 5:50
  SPEAKER_02: And so a lot of it is based on identity.
• 5:51
  SPEAKER_02: Identity is based on a few things.
• 5:53
  SPEAKER_02: Number one, what you want.
• 5:55
  SPEAKER_02: Number two, the values that you hold within yourself.
• 5:58
  SPEAKER_02: Number three, the pre principles that you decide to live by.
• 6:00
  SPEAKER_02: Most people live by emotion-based life instead of a principle-based life.
• 6:04
  SPEAKER_02: And that's the difference between a child and an adult.
• 6:07
  SPEAKER_02: A child lives based off emotions.
• 6:09
  SPEAKER_02: They're chasing feelings.
• 6:10
  SPEAKER_02: And chasing positive emotion in your life in itself is a negative experience.
• 6:14
  SPEAKER_02: Learning to grow through what people would call negative emotions in itself is a positive experience.
• 6:20
  SPEAKER_02: Like when you don't feel like getting up in the morning, but you get up.
• 6:23
  SPEAKER_02: You don't feel like making the call, but you make the call.
• 6:24
  SPEAKER_02: You don't feel like going to the gym, but you go to the gym.
• 6:26
  SPEAKER_02: And so these negative emotions, uh, oftentimes people wait for the right emotion to take action.
• 6:32
  SPEAKER_02: And so it's principle-based life is what I found winners really win.
• 6:36
  SPEAKER_02: It wasn't situation, circumstance, events, or feelings.
• 6:39
  SPEAKER_02: It was a decision, was what shaped their life.
• 6:42
  SPEAKER_02: And then uh third was uh action.
• 6:45
  SPEAKER_02: So action is what curates belief.
• 6:47
  SPEAKER_02: Action is what takes the principle and puts it into your blood, right?
• 6:50
  SPEAKER_02: If you see someone that teaches stuff but doesn't live it, they haven't put it into their blood.
• 6:55
  SPEAKER_02: It was funny, uh Frederick Nietzsche has this statement um on one of the books I read back in the day, which was he used to call teachers, in nothing against teachers, by the way, but he had this, he had this critical stance on teachers that they were bloodless, which means they didn't live out what they said they believed.
• 7:10
  SPEAKER_00: Okay, yeah.
• 7:11
  SPEAKER_02: You know, people that were elite, they knew exactly what they wanted, they knew their values, they knew the principles by getting mentorship or partnership or getting in with somebody who had done what it is they're looking to do.
• 7:20
  SPEAKER_02: They took action and then those actions became beliefs.
• 7:23
  SPEAKER_02: Because a belief, when you're not getting what you want, is a poor substitute for an experience.
• 7:27
  SPEAKER_02: So the way to shift your entire identity is to give your give yourself an experience that disinvalidates old beliefs that limited you.
• 7:34
  SPEAKER_02: And then the other thing was to get into environments that support what it is you want.
• 7:38
  SPEAKER_02: See, poor people are impulsive about big decisions and overthink little ones.
• 7:43
  SPEAKER_02: Rich people underthink little decisions and they they they think about big ones.
• 7:49
  SPEAKER_02: Like how many people just get into a marriage like that because of insecurity, right?
• 7:54
  SPEAKER_02: I would say the number one most important decision you'll make is who you're gonna be.
• 7:57
  SPEAKER_02: The second most important decision you're gonna make is who you're gonna spend your life with.
• 8:00
  SPEAKER_02: Because that's your environment.
• 8:01
  SPEAKER_01: Yeah.
• 8:02
  SPEAKER_02: Right?
• 8:02
  SPEAKER_02: That's who you're around the most.
• 8:04
  SPEAKER_02: And so you get a lot of people that get into relationships that with people they don't respect.
• 8:09
  SPEAKER_01: Yeah.
• 8:09
  SPEAKER_02: So they get in contempt.
• 8:10
  SPEAKER_02: It's the number one reason why of divorce today is contempt, right?
• 8:14
  SPEAKER_02: We grew apart or irreconcilable differences, which just means like I no longer respect this person.
• 8:20
  SPEAKER_02: So if you live with someone that you respect, you'll do things that you know you need to be do that you know you need to do when you don't feel like doing them because there's this implied accountability inside of the relationship.
• 8:30
  SPEAKER_01: Yeah, right.
• 8:31
  SPEAKER_02: And then third is is making sure that you're you're joining communities or getting in, you're you decide your friends and who you allow to influence you.
• 8:38
  SPEAKER_02: There's that old um, I believe it was like Jim Rohn, which is stand guard at the gates of your mind.
• 8:43
  SPEAKER_02: What you let in is incredibly important.
• 8:45
  SPEAKER_02: And so, you know, environment, who you decide to spend time with, and really being aligned with what it is that you want in your life, with your mission, your values, your principles, your actions, and your beliefs, which is what shifts your identity.
• 8:56
  SPEAKER_02: Because the strongest force in the human psychology is the need to stay aligned with what it believes it is, right?
• 9:02
  SPEAKER_02: So if you believe something's hard, you'll find a way to make it hard.
• 9:05
  SPEAKER_02: The brain is um a heat-seeking missile.
• 9:08
  SPEAKER_02: So it's a data collector.
• 9:09
  SPEAKER_02: So whatever you believe, you'll be right.
• 9:12
  SPEAKER_02: It's that old Henry Ford, right?
• 9:13
  SPEAKER_02: Whether you can or you can't, you know, it's this more simple take on it, you're right.
• 9:17
  SPEAKER_02: Teach people this.
• 9:18
  SPEAKER_02: I'm like, you ever been in a fight with your wife, an argument with your wife?
• 9:21
  SPEAKER_02: I go, yeah.
• 9:22
  SPEAKER_02: And I go, in that moment, can't you remember every little thing that they ever did wrong?
• 9:26
  SPEAKER_02: You know, right?
• 9:28
  SPEAKER_02: Because the brain wants to be right about her being wrong.
• 9:30
  SPEAKER_02: And so it will collect the data to justify and make that thing right.
• 9:34
  SPEAKER_02: And then it goes back into also like, you know, how you were raised and where you were raised, and people either model or react to what they saw as a child.
• 9:41
  SPEAKER_00: I would imagine a lot of what you're saying today has, and you you'll have to tell me, you know, if it has or hasn't, but it's almost made you just kind of like an expert at identifying people that you want to partner with or people you want to be in a relationship because real estate is it's a relationship-based industry, like it's it's all about who you know.
• 10:01
  SPEAKER_00: And um, I'm I'm fascinated by that.
• 10:03
  SPEAKER_00: Do you do you do you take what a what you've learned about human behavior and really apply that to who you choose to go into business with?
• 10:11
  SPEAKER_02: A thousand percent.
• 10:12
  SPEAKER_02: And what I try to create is models, because models allow for a system and a process as a way to kind of refine, because I want to duplicate results, right?
• 10:20
  SPEAKER_02: Even if you wing it and you get a result, if you look back consciously, you'll see that you had a strategy that worked.
• 10:27
  SPEAKER_02: And so 100%, whenever I look into partnerships, I have a system that I follow.
• 10:31
  SPEAKER_02: So I have like three things that I look for in partnering with somebody.
• 10:34
  SPEAKER_02: Um, but the number one thing that I look for, and it's not even close, is values.
• 10:39
  SPEAKER_00: Yeah.
• 10:39
  SPEAKER_02: Values is number one.
• 10:40
  SPEAKER_02: If you look at any relationship with a husband and wife that's lasted a long period of time, it's because they had similar andor aligned values, and or they had values that they respected in the other.
• 10:50
  SPEAKER_00: So is this something that you talk to somebody to discover, or is it something that you watch to see how they live?
• 10:56
  SPEAKER_02: So three things that I really look at uh when I'm looking to partner with somebody, okay?
• 11:00
  SPEAKER_02: And it was different back in the day.
• 11:02
  SPEAKER_02: Now that you know I'm where I am today, I'm able to be a little bit more selective.
• 11:05
  SPEAKER_02: So the number one thing I look at is how do they live their life?
• 11:09
  SPEAKER_02: What does their lifestyle look like?
• 11:11
  SPEAKER_02: What are they into?
• 11:12
  SPEAKER_02: That's the psychographics of a human being, you know.
• 11:16
  SPEAKER_02: Do you stay up late and party?
• 11:17
  SPEAKER_02: You know, are you one of those types of people?
• 11:19
  SPEAKER_02: Do you take care of your health and wellness?
• 11:21
  SPEAKER_02: You know, do you do you have integrity?
• 11:22
  SPEAKER_02: When I look at your lifestyle, um, you know, and who you spend your time with and who you decide to spend your time with, I always meet with the spouse.
• 11:29
  SPEAKER_02: So the spouse is huge.
• 11:31
  SPEAKER_02: Um, what they think of their husband, I ask their questions, what's really good is when I'm either partnering with a husband or wife, whoever it may be, um, you bring their spouse and start asking their spouse about the questions you ask them and you see if they're aligned, right?
• 11:43
  SPEAKER_02: Because this is what when you get pulled, if you ever get pulled over and you know, you and your accomplice, you know, if you're committing a crime, what the first thing that the police officers do is split you up.
• 11:52
  SPEAKER_00: Yeah.
• 11:52
  SPEAKER_02: And they ask you the exact same questions to see if they stay aligned.
• 11:56
  SPEAKER_02: Right.
• 11:57
  SPEAKER_02: You know, another way of doing that.
• 11:58
  SPEAKER_02: And so obviously we, you know, obviously, if I'm getting into business, we do background checks on on people that I'm actually coming into real business with.
• 12:04
  SPEAKER_02: But I look at their lifestyle, the second thing I look at is their values.
• 12:07
  SPEAKER_02: Um, what's important to them, you know.
• 12:10
  SPEAKER_02: I try to partner with wholesome people, you know, people that uh want to want to better their life, want to better their situation.
• 12:17
  SPEAKER_02: There's really three cores is number one's personal responsibility.
• 12:20
  SPEAKER_02: Number two is personal development.
• 12:22
  SPEAKER_02: Like you have to be in developing yourself.
• 12:24
  SPEAKER_02: Like I love it when someone's like, Oh, I'm not into that shit.
• 12:26
  SPEAKER_02: What are you into then?
• 12:27
  SPEAKER_00: Yeah.
• 12:29
  SPEAKER_02: Because all all development is, is building.
• 12:31
  SPEAKER_00: Yeah.
• 12:32
  SPEAKER_02: When we develop homes or develop a subdivision, we're creating and we're building.
• 12:36
  SPEAKER_02: So if you're not into self-development, you're not into building yourself up and building yourself to be to be who you were, you know, destined to become.
• 12:44
  SPEAKER_02: And so someone's like, you know, I'm working on my relationship.
• 12:47
  SPEAKER_02: I go, great, what book are you reading on it?
• 12:48
  SPEAKER_02: Who's your coach?
• 12:49
  SPEAKER_02: Who's your counselor?
• 12:50
  SPEAKER_02: Who's your who are you getting, you know?
• 12:51
  SPEAKER_02: And then third is contribution.
• 12:53
  SPEAKER_02: Because when you're around people that have that spirit of contribution, they really want everyone to win.
• 12:57
  SPEAKER_02: It's not this take, what's in it for me?
• 13:00
  SPEAKER_02: What's in it for me, you know?
• 13:01
  SPEAKER_02: Um, so those are the three core values that I look for when I partner with somebody.
• 13:05
  SPEAKER_02: And then thirdly, is do you have past results?
• 13:07
  SPEAKER_02: Like I'm not looking anymore for projects, I'm looking for players.
• 13:13
  SPEAKER_02: You know, I want to partner with somebody who's a player.
• 13:15
  SPEAKER_02: And I always tell people if you are a project, the way that you, the only way, it's the only way that you can impress a player is by outworking them.
• 13:24
  SPEAKER_00: Can you define those are those can you define that a little bit when you say, you know, I'm not looking for projects anymore, I'm looking for players.
• 13:29
  SPEAKER_00: Well, what's the difference in a project and what's the difference in a player?
• 13:31
  SPEAKER_02: I'm at a point in my life where you have lessons to learn in your life, but you're not going to learn them here.
• 13:36
  SPEAKER_02: So, you know what I mean?
• 13:38
  SPEAKER_02: I need you to be further along in your development.
• 13:40
  SPEAKER_00: Now, in my realistic in themselves, is not a project that needs to be worked on, so to speak, is what you're saying.
• 13:46
  SPEAKER_02: I just need them further along in their development.
• 13:48
  SPEAKER_02: We're all projects that we need to be worked on, right?
• 13:50
  SPEAKER_01: Right.
• 13:50
  SPEAKER_02: But but what defines a project in a player is results.
• 13:53
  SPEAKER_02: So do you have past results?
• 13:54
  SPEAKER_02: Like Grant Wise has past results.
• 13:57
  SPEAKER_02: Like you have done it.
• 13:58
  SPEAKER_02: You know what you're doing, you have past results, you have successes that you can, you know, you know, you can you can properly explain.
• 14:05
  SPEAKER_02: And even in my real estate team, I look for that.
• 14:07
  SPEAKER_02: Um, I I'll take on a little bit more projects there, but um, in my real estate team, when I bring somebody on, like I had a gal, she was the manager at Wells Fargo, she had left her town, she moved to New Mexico, she went to college, she then moved herself from New Mexico to San Diego, then she moved herself back to Arizona, all while moving up into in Wells Fargo, and her parents helped her with zero of it financially.
• 14:30
  SPEAKER_02: You know, that's success.
• 14:31
  SPEAKER_02: Like moving state to state to state while increasing your job role is impressive while supporting yourself financially by yourself as you know, a single woman, you know, you know, she now runs all of our developments.
• 14:44
  SPEAKER_02: Yeah, that was a story I had, you know, 10 years ago.
• 14:46
  SPEAKER_00: So is have you always had this because uh something that I've noticed is when I talk to high performance people or play people that are playing a game at a high level and have had a lot of success, they seem to have a system and a process for new relationships, new partnerships, new ventures, those types of things.
• 15:04
  SPEAKER_00: Is that something that you've always had, or is it just like you made enough mistakes along the way that you kind of like got good at trying to figure out you know what you needed?
• 15:12
  SPEAKER_02: All the mistakes in the world, brother.
• 15:14
  SPEAKER_02: Yeah like all the mistakes in the world.
• 15:16
  SPEAKER_02: Even right now, you know, at our development right now, uh they didn't grind out one of the floors, so the tile's a little flat, and we overtrusted.
• 15:24
  SPEAKER_02: So I would say like sometimes when when you get really busy in business, you got a lot going on.
• 15:28
  SPEAKER_02: One of the one of the defaults of the subconscious mind is to overtrust.
• 15:32
  SPEAKER_02: Because overtrusting takes it off your plate.
• 15:34
  SPEAKER_02: You get to delete it off your mind, right?
• 15:36
  SPEAKER_02: So you stop inspecting what you expect.
• 15:38
  SPEAKER_02: And so we have to go back and you know, and so um, no, I've made all the mistakes, like I've partnered with the wrong people.
• 15:44
  SPEAKER_02: Um, I brought in the wrong investors.
• 15:46
  SPEAKER_02: We raise a lot of private capital, we've raised 120 million dollars, and then we've we've said yes to the wrong money, you know, because our values weren't aligned.
• 15:54
  SPEAKER_02: So now when we come bring an investor in, we start them off with these little investments, we start them off with like basically like hard money, you know, deed, yeah, underwrite the loans and do that for them to where we can get them a check every month to see what it's like to work with them before we get them into a five-year, you know, development of 200 acres, and it's you know, five million dollars that they're in with us.
• 16:14
  SPEAKER_02: So um, no, it was through all the mistakes was the the the main key.
• 16:18
  SPEAKER_00: I think that's what a lot of people don't realize is like you've gotta you have to start and you have to go through those experiences to learn.
• 16:26
  SPEAKER_00: Like it's it's really like the tax on success.
• 16:30
  SPEAKER_00: You have to do it.
• 16:31
  SPEAKER_00: You're gonna pay in some way, you've got to have the relationship, or you've gotta have the thing, you've got to have the experience, you've got to, you know, try the marketing ploy, or you've got to do the sales tack.
• 16:40
  SPEAKER_00: Like you've got to do it.
• 16:41
  SPEAKER_00: You can't just escape past it.
• 16:43
  SPEAKER_00: I'm seeing so many people are trying to skip, and I think you know it's 2026.
• 16:48
  SPEAKER_00: I was saying the same thing in 2016, like so many people are trying to skip step D to get to step Z, and it's like Especially with AI, everybody's just like, oh great, I've got this thing that can just work for me.
• 16:59
  SPEAKER_02: Nah, yeah.
• 17:00
  SPEAKER_02: What happens when you get it quick is you don't build tenacity and you don't build habits.
• 17:05
  SPEAKER_02: And so it's like you go back to the lottery.
• 17:07
  SPEAKER_02: It's like the only people that's kept the money that that have won the lottery are people that were already rich.
• 17:12
  SPEAKER_02: So they already had the habits in in store.
• 17:15
  SPEAKER_02: And so what you're looking to do is the reason why you're doing like I always say a business is the greatest personal development course you'll ever take.
• 17:23
  SPEAKER_02: Um, it'll expose every ounce of your psychology, it'll expose every ounce of your beliefs, of your core construct on who you believe you are.
• 17:30
  SPEAKER_00: Spiritual experiences I've ever had in my life.
• 17:32
  SPEAKER_02: It's so true.
• 17:34
  SPEAKER_02: It's so true.
• 17:34
  SPEAKER_02: And if you're in business listening to this, you know what we're talking about.
• 17:38
  SPEAKER_02: And if you're if you're listening to this and you're just getting started, if the mistakes are what make you the the greatest lessons that that you'll learn in business is when you don't get what you want.
• 17:50
  SPEAKER_02: Because it's like I always say people are like, you know, a lot of people get in business.
• 17:53
  SPEAKER_02: I just don't feel challenged in my other career.
• 17:55
  SPEAKER_02: And I go, well, I got an experience for you.
• 17:58
  SPEAKER_02: And you have to stretch yourself and you have to push yourself beyond what your limits are.
• 18:02
  SPEAKER_02: And the only way to do that, the only lesson like, and you get to a point, Grant, and I'll we'll talk about this, I'm sure, where information no longer information's great, but information once you get to a certain level in business, no longer is like that's no longer the thing that allows you to make these, you know, these like giant leaps or these big leaps.
• 18:23
  SPEAKER_02: It's really just action, learn, pivot, action, learn, pivot, action, learn, pivot, action, learn, pivot.
• 18:29
  SPEAKER_02: And then it's relationships.
• 18:31
  SPEAKER_02: So like the way you take decades into days is getting getting with the right people and partnering with the right people.
• 18:37
  SPEAKER_02: Right.
• 18:38
  SPEAKER_02: I always say any more in my it's like informate information isn't really gonna change my life a whole lot through like just like reading things.
• 18:45
  SPEAKER_02: I still read and I still, you know, sharpen the mind.
• 18:48
  SPEAKER_02: Action's gonna teach me 20 times more than anything I'll ever read in a book.
• 18:51
  SPEAKER_00: I think information without context is typically meaningless.
• 18:54
  SPEAKER_00: Um but then still when you get the right piece of information, you have to go do the thing to learn yes, it worked, no, it didn't.
• 19:04
  SPEAKER_00: Okay, it works, but I have to do this thing.
• 19:06
  SPEAKER_00: I can't tell you in marketing, which is my thing, it's like it's non-stop failure.
• 19:12
  SPEAKER_00: Like 98% of the stuff doesn't work, but you don't know that until you test, you have to test and iterate and test and iterate.
• 19:19
  SPEAKER_00: My job is to make really complex ideas really easy to understand and desirable.
• 19:24
  SPEAKER_00: And it just doesn't happen.
• 19:26
  SPEAKER_00: Like, I as much as I want everything to work on the first try, it typically doesn't.
• 19:30
  SPEAKER_00: Like it's just not the way that it's not the way that it goes down.
• 19:33
  SPEAKER_00: So I I couldn't agree more.
• 19:34
  SPEAKER_00: I'm curious what for you, like how how have the right partnerships and right relationships helped you grow the business side of it?
• 19:42
  SPEAKER_00: Is it getting new customers?
• 19:43
  SPEAKER_00: Is it strategic partnerships to create leverage in the business?
• 19:46
  SPEAKER_00: Like, what what is the specific way that this has helped you guys grow and scale the businesses you've got?
• 19:51
  SPEAKER_02: Yeah, I'm not focused.
• 19:53
  SPEAKER_02: This is gonna sound awful, but I'm not overtly focused on the consumer.
• 19:56
  SPEAKER_02: I'm really focused on finding the right people and getting in business with the right people.
• 20:01
  SPEAKER_02: And if I treat them well and I lead them well and I share the vision well and I connect with them on a deeper level, not just this like surface level BS, um, the customer will get taken care of.
• 20:11
  SPEAKER_02: Um, it's a byproduct of having the right people inside your organization.
• 20:15
  SPEAKER_02: And so um, even early on when I started my team, um, you know, real even at a brokerage, it's like your brokerage, the quality of your brokerage is a direct reflection of how many great people you have within it.
• 20:27
  SPEAKER_02: Like the logo of the brokerage is great or whatever, but I'm with my brokerage because of the people that are in it, you know.
• 20:33
  SPEAKER_02: I know you talked to Kevin Kaufman I saw today, he's one of my best friends, you know.
• 20:37
  SPEAKER_02: Kevin has put me in rooms I didn't deserve to be on, stages I shouldn't have been speaking on.
• 20:42
  SPEAKER_02: He put me on before I believed in myself.
• 20:44
  SPEAKER_02: I always said this I wanted to be the person Kevin thought I was.
• 20:47
  SPEAKER_00: Yeah.
• 20:47
  SPEAKER_02: Before I had any of this, he believed in me.
• 20:50
  SPEAKER_02: And so partnering with him, and then my director of operations, he ran an ambulance company out in California where it was actually emergencies and actually regulations, like real things easy compared to that.
• 21:01
  SPEAKER_02: And then everybody I've I'm I'm I've worked with today from my investors.
• 21:04
  SPEAKER_02: I've you know, Mark Lindsay, he's a he's a billionaire, and I got I called him 47 times.
• 21:10
  SPEAKER_02: He's allowed for us to do a hundred years of work in five years, you know, and he's putting us in partnerships with people that I rooms I didn't even know, you know.
• 21:20
  SPEAKER_02: I'm waiting for a governor's signature today, and I wouldn't have had that without him.
• 21:24
  SPEAKER_02: I wouldn't know you without Kevin because I met John Chiplack through Kevin.
• 21:28
  SPEAKER_00: Yep.
• 21:29
  SPEAKER_02: And Kevin is my partner.
• 21:30
  SPEAKER_02: And if I didn't met John, I would never have met you because you're part of the Chepplack community.
• 21:34
  SPEAKER_02: And so, you know what I mean?
• 21:36
  SPEAKER_02: It's like I did none of this on my own.
• 21:38
  SPEAKER_00: Yeah.
• 21:39
  SPEAKER_02: You know, there's no such thing as self made.
• 21:41
  SPEAKER_00: I think that's a lot of people don't like if there is a hack, like it's it's people.
• 21:46
  SPEAKER_00: It's just like getting to know the right people.
• 21:48
  SPEAKER_00: Yeah.
• 21:49
  SPEAKER_00: Relationships have taken me farther than anything I could ever point to in my entire life.
• 21:53
  SPEAKER_00: Like, I you know, and I came up really strong on Facebook advertising and and other social advertising strategies.
• 21:59
  SPEAKER_00: I was able to.
• 22:00
  SPEAKER_00: to rocket to what I felt like was the top of the, you know, for me at least, in the specific niche that I served in the real estate industry.
• 22:08
  SPEAKER_00: But it got to a point where that like I'd hit a ceiling with it.
• 22:12
  SPEAKER_00: And it it's like, okay, no, it's no longer, you know, how many how much money can I spend on Facebook ads?
• 22:17
  SPEAKER_00: It's it's how many people can I get in relationship that are going to connect me to other people that are going to help grow.
• 22:22
  SPEAKER_00: And a lot of what we do at comarketing.com, it's it's a hundred percent relational.
• 22:27
  SPEAKER_00: That's the way that the business is designed to grow.
• 22:30
  SPEAKER_00: It and so it's fascinating.
• 22:32
  SPEAKER_00: What what do you what do you think makes a good partnership?
• 22:36
  SPEAKER_00: Because you know you can do a lot of work identifying the right people to get into relationship with but what makes or breaks a lot of really successful partnerships in business?
• 22:45
  SPEAKER_02: Contempt is the number one thing that breaks relationships and partnerships in business.
• 22:49
  SPEAKER_00: Contempt right contempt.
• 22:51
  SPEAKER_02: Contempt yeah you lose respect for the other person.
• 22:54
  SPEAKER_02: And so and you don't respect the qualities in them that you may not have so I used to try to make everybody like me when I was younger and I used to judge everybody who wasn't like me even my spouse in our second year.
• 23:07
  SPEAKER_02: I'm like gosh she just doesn't like I want to go a million miles an hour.
• 23:10
  SPEAKER_02: Let's go now now and she has this patience to herself and she's got this joy that's just natural like I have to work so hard to be happy you know like I got to read freaking 50 books a year.
• 23:23
  SPEAKER_02: I got to go all the development stuff I got to freaking you know gratitude every morning.
• 23:26
  SPEAKER_02: I got to do all the stuff to be happy you know and she's just naturally joyful.
• 23:30
  SPEAKER_02: She finds the good in everything and she's so patient and she goes with the flow.
• 23:34
  SPEAKER_02: And it's like I had to learn to love these things in her that I wasn't.
• 23:38
  SPEAKER_02: And through that we've became this like beautiful blend where I'm a million miles an hour and she's the wind under my wings like she's just so supportive and so loving and she has this blind trust.
• 23:49
  SPEAKER_02: She just finds the good in everything there's a really good song that I love um in that one of the lyrics is the the only bad she's ever done was to see the or the only bad she's ever done I forget exactly what it was but she the bad things in me she sees good you know and um so same thing in my partnerships like um that I have is I'm not detail oriented, right?
• 24:12
  SPEAKER_02: So everyone that surrounds me, I don't put one person around me that isn't not hyper focused on details, you know, performance anxiety uh they have to get every little spec right everything dialed in you know I'm surrounded by those analytical minds the engineer minds so that's that's huge.
• 24:31
  SPEAKER_02: But what makes it work is um you know a shared vision for for the mission.
• 24:35
  SPEAKER_02: You know we're crystal clear on the mission what it is and we share it and we believe in it wholly.
• 24:41
  SPEAKER_02: Second is our values we have similar values you know um do you value integrity over money?
• 24:46
  SPEAKER_02: Do you value contribution over taking when we mess up like we messed up on some of these houses like do we go back and do the right thing or do you justify it?
• 24:53
  SPEAKER_02: You know my partner's like we're gonna fix all this and we're gonna get it dialed in we're gonna do it right and we're gonna learn from this and we're not gonna overtrust we're gonna inspect what we expect and we're gonna create a system and process where it doesn't happen again moving forward.
• 25:04
  SPEAKER_02: So aligned in the vision and the mission aligned in the values and then mutual respect for each other's qual uh the traits and qualities and that was a big one that I even had in my business where people would always I I'd hire someone and or partner someone they're always like Dustin I need you to focus on this and they were trying to get me off of the things that I was the best at right trying to get me more detailed.
• 25:25
  SPEAKER_02: And then I'd be trying to get the detail people more vision based.
• 25:29
  SPEAKER_02: And so it's a good relationship is when there's that mutual respect, a shared vision and there's clear communication on what um the expectations of each other are and both of you are executing on those things.
• 25:42
  SPEAKER_02: Because another thing to understand in a partnership too is someone's always going to be leading.
• 25:48
  SPEAKER_02: Always right there's seasons in business and there's seasons in life.
• 25:53
  SPEAKER_02: Yeah and so you have to respect that too and you got to know when to let the other person lead and you have to know when you need to lead and you can't judge the other person.
• 26:01
  SPEAKER_02: Some someone's always going to be doing more than the other person.
• 26:04
  SPEAKER_01: Right.
• 26:04
  SPEAKER_02: Right there's seasons of that like in development in the beginning I'm doing a lot I'm raising all the capital with my partner the engineer's not doing very much you know in the middle of the project you know the engineer and the construction guys doing they're doing all of it.
• 26:17
  SPEAKER_02: And then at the end I'm doing all of it because I'm selling all of it.
• 26:20
  SPEAKER_02: Right.
• 26:21
  SPEAKER_02: And so you have to respect those seasons um with each other and learn that there is that flow to it to not operate out of judgment and to operate out of observation and then learn to communicate and turn hard conversations into normal conversations.
• 26:35
  SPEAKER_00: I think it's a lot that's something a lot of people try to shy away from is the the conflict the hard conversation.
• 26:41
  SPEAKER_02: Yep and that's why core value number one personal responsibility right I brought it up to to what my partner I go hey man with the slope on the back of these pavers it's it's puddling up.
• 26:51
  SPEAKER_02: He's like okay we we got to fix it.
• 26:54
  SPEAKER_02: See if he's like well gosh that's that's the other guy or this guy or that guy and he pushes it off it's like now we're into justification.
• 26:59
  SPEAKER_02: It's like let's just handle the problem move on like this is not about us.
• 27:02
  SPEAKER_02: This is bigger than this.
• 27:07
  SPEAKER_02: And the willingness to do so is important.
• 27:09
  SPEAKER_00: Yeah.
• 27:10
  SPEAKER_00: All right so first thing the lyrics Zach Bryan's song the only bad you've ever done was to see the good in me for everybody that's like what is that song?
• 27:19
  SPEAKER_02: I know it like that's what it is that's the song.
• 27:22
  SPEAKER_02: That's the song that's like when I think of my wife I'm like gosh that's the only bad you've done you're such a saint and I tried to change her for so long instead of loving her for who she is remember this judgment's the enemy of influence if you're listening you can't influence somebody you judge.
• 27:38
  SPEAKER_02: Think about how hard it is to change you.
• 27:40
  SPEAKER_02: You think you're gonna change somebody else the only way to do is to lead with love to lead with um acceptance to ask questions of accountability and curiosity and um to support people in that and so um and by the way if you try to change too many people in your life maybe they're not the right partner for you.
• 27:57
  SPEAKER_02: You know so um the best partners I've had I haven't had to change.
• 28:02
  SPEAKER_02: I've just given them a space to just shine in who they are.
• 28:05
  SPEAKER_00: It's it's really important to do because everybody is uniquely gifted at something.
• 28:08
  SPEAKER_00: It's just finding that thing in people and then letting them putting them in the environment to do it.
• 28:13
  SPEAKER_00: And it and it can create some magical things.
• 28:15
  SPEAKER_00: For people that are sitting here listening to this is like why would I want to pursue partnerships as a growth strategy you know in life or business what would you say to them?
• 28:24
  SPEAKER_02: Oh my gosh dude it's the it's I I don't believe in anything more it is the and I'm not saying that like I didn't honestly know we were going to talk about partnerships today truthfully so just being transparent but I would not be who I am today we would I wouldn't have one one hundredth of what I have going on today without partnerships without getting in with right people you know I look at this all the time I mean you can look at like any like top guy you know uh Jensen who's Nvidia he owns I don't know how many what percentage but it's like you know 13% Elon owns like 20 something percent 30 something percent of Tesla like even when it comes to like partnering with people in companies it's it's super it's just fast forward isolation is what they do to like criminals and I see people that just like want to isolate themselves and be this like lone soldier and do it all by themselves and I'm like and they wonder why they're in a funk all the time.
• 29:15
  SPEAKER_02: I'm like man I come to the office I partner with all these amazing people it fires me up it's energetic like it's amazing.
• 29:22
  SPEAKER_02: I think a lot of people don't want to partner because of to their avoidance of accountability because one of the great things of accountability of my partnerships is the accountability.
• 29:32
  SPEAKER_02: I no longer have a choice right whether I wake up and do what I need to do.
• 29:36
  SPEAKER_02: I've put myself in a situation that demanded it yeah it's not suggestive right and so um and then partnerships with just different companies that we've worked with and partnerships with subcontractors and partnerships with different companies in my real estate team whether that's vendors or um you know we've just got so many great people our title company or mortgage company whatever it may be.
• 29:57
  SPEAKER_02: It's just it's the best like I always said this like all of our partners come to our team meetings even if they're not we're not on paper partnered.
• 30:05
  SPEAKER_02: Yeah we bring them all into our culture.
• 30:07
  SPEAKER_02: Like you wouldn't know a difference of whether they were with a different company or not because of how important it is to me.
• 30:12
  SPEAKER_02: And I just I just believe in people a lot.
• 30:15
  SPEAKER_00: You can go fast alone but you can go far together.
• 30:17
  SPEAKER_00: So I uh I could not agree more.
• 30:19
  SPEAKER_00: Yeah I could not agree more.
• 30:21
  SPEAKER_00: And dude I could sit here and talk to you all day and I've I want to respect your time.
• 30:25
  SPEAKER_00: Same uh I'm I'm wondering how can we partner with you?
• 30:28
  SPEAKER_00: What what's important to you right now?
• 30:29
  SPEAKER_00: How could the the people who listen to this walk alongside you and support you.
• 30:33
  SPEAKER_02: You know man there's there's there's two types of people in the world and there's you're either a warning or you're an example.
• 30:39
  SPEAKER_02: And um I keep it that simple very simple very very much so of how you you know marketing is and this is what I found about the elite too like yourself grant which is they take these complex things and they make them very simple.
• 30:50
  SPEAKER_02: If you look at the SpaceX to uh the I think it's the Falcon Rocket if you look at the rocket their first iteration to their third or fourth iteration it's insane.
• 30:58
  SPEAKER_02: All they did was take how do we take this complex thing and just simplify it right and it's like you know the the idiot admires complexity the uh the genius admires simplicity and so with me it's like I just look for wholesome really good people who um have great values who take responsibility who want to get better every single day who want to contribute to the lives of other people and who are doing everything they can to win in their life for themselves and for others.
• 31:24
  SPEAKER_02: I believe we go out this especially if you have a family is like you get into business so you can create security and experiences for the people that you love that they otherwise wouldn't have without you and you have a business and you grow it so that you can create opportunities for other people so that they can create security and experiences for the people that they love that they otherwise wouldn't have without them.
• 31:44
  SPEAKER_02: I like to partner with people who just want to be a walking talking example where their words and their feet in fact I look for people where their feet their words could never do what their feet are doing.
• 31:55
  SPEAKER_02: What they're doing in their life and their business and with their family and their friends and the results that they're creating in their life they're bigger than words.
• 32:02
  SPEAKER_02: It supersedes any word you can use but I'm always always open I I I want people that uh that their words and their feet match.
• 32:10
  SPEAKER_00: That's awesome.
• 32:11
  SPEAKER_00: I love it.
• 32:11
  SPEAKER_00: All right if you guys are listening to this make sure I'm gonna link up Dustin the ways that everybody can connect connect with you and if they know people that would be you know great fits to to partner and walk alongside you.
• 32:21
  SPEAKER_00: If you know somebody uh or if you just want to connect with Dustin I I highly encourage you guys do it.
• 32:26
  SPEAKER_00: Follow him uh across social.
• 32:28
  SPEAKER_00: He is putting out just dime after dime on social media really quality content and uh man he'll just he'll show you how to do it.
• 32:35
  SPEAKER_00: And I know some people as well that he's personally coached that are just unbelievably successful.
• 32:40
  SPEAKER_00: So man I appreciate you uh this is let me ask you this before we go.
• 32:45
  SPEAKER_02: Yeah.
• 32:46
  SPEAKER_02: What are the top three things that you look for in people that you like to that you let into your life whether it's personally whether it's in your business or whether it is in um that that that you allow into your realm what are the three top three things you look for I love connecting with people that are working towards something.
• 33:05
  SPEAKER_00: So I love builders like people that are that are building something my whole life is entrepreneurship and so it's just you're you're always building something you're taking complex problems and you're solving them and so I love jamming with people that are working on something that are building something.
• 33:20
  SPEAKER_00: It's just the personality I think of a builder is so fascinating and I I can sit down and like I said I can sit here and talk to you all day I'm sure we probably could if we tried just and it wouldn't feel like it took all day because we're working on cool stuff and we want to talk about it.
• 33:33
  SPEAKER_00: And so I love working with people that are excited and are building something that's so fun to me.
• 33:37
  SPEAKER_00: And I love interacting with high integrity people like you said people's feet matches their mouth that they're out there working and they're doing it.
• 33:45
  SPEAKER_00: One of the things that I love in partnerships is when you know you're working with somebody that they said that they would do something you just know it's gonna get done.
• 33:53
  SPEAKER_00: And it's it's absolutely one of my favorite things in the whole world.
• 33:56
  SPEAKER_00: And I love working with people that are people of faith.
• 34:01
  SPEAKER_00: You know it it seems to me that people that have a very intense faith um they just hold themselves to a standard.
• 34:08
  SPEAKER_00: Like you talk about implied accountability and there's the standard that people hold themselves to when they believe in something bigger than themselves.
• 34:16
  SPEAKER_00: I probably could go on point after point like people that are that you know care more about serving other people than they do themselves.
• 34:21
  SPEAKER_00: Like there's there's a lot of really things really you know big things that stand out to me but those definitely are the top three traits I think that are are really important to me uh people that I have in my life that I hold near and dear they they definitely embody those that's awesome.
• 34:34
  SPEAKER_02: I love that yeah I love that appreciate you sharing that yeah no I appreciate you sharing that and you're so right about builders it's it's funny I I will uh my wife she was like you know I I golf as uh on the on the weekends uh and I try to go to the nicer courses yeah like I try to spend the extra you know if it's 500 bucks great and I and I try to only go with me and a buddy because we always get paired with somebody yep and at the more at those courses that you get paired with these people that are doing crazy things in your in their lives.
• 35:03
  SPEAKER_02: Yeah and it's so worth it you know like I met the attorney that represented Kobe in the crash and I met Ted Biggos who owns 15000 you know units apartment units.
• 35:15
  SPEAKER_02: So I'm I'm with you that it's so exciting to talk to people who are excited about what they're doing in life and uh 100% integrity and wholesomeness you know you believe in something bigger than you and yeah it's beautiful.
• 35:25
  SPEAKER_02: So respect to you man.
• 35:26
  SPEAKER_00: Yeah yeah no I I really appreciate it it's um it's fascinating people are fascinating I think when you open your mind and you you you connect I'm an introverted guy actually I'm one of those introverted extroverts you put me in a room with five people I'm probably not gonna say a word you put me on a stage with 5,000 I'm gonna crush so like I don't I can't explain that to anybody but I don't know why it's like that but when you get around the right people and you just know like it clicks.
• 35:50
  SPEAKER_00: Yeah.
• 35:50
  SPEAKER_00: All right man uh we'll make a we'll make sure that everybody can connect with you.
• 35:54
  SPEAKER_00: I I appreciate you so much for spending some time with me today.
• 35:56
  SPEAKER_00: This means a lot.
• 35:56
  SPEAKER_00: Thank you so much Grant appreciate you yeah yeah thank you all for continuing to listen to the Partner Profit podcast.
• 36:01
  SPEAKER_00: I know you got your money's worth today.
• 36:03
  SPEAKER_00: I'll see you all on the next episode.
• 36:04
  SPEAKER_00: Peace