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The Secret Every Great Entrepreneur Knows About Suffering · The Hannah Hammond Show

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Welcome back to the Hannah Hammond Show.
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I am not Hannah Hammond, but we have Hannah Hammond and we
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finally have an opportunity for you to hear her story, her
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upbringing and a lot of practical business and investing
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advice from one of the best that I know.
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So Hannah, welcome to your own show.
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Thanks, Josiah. You're the the man Well, and
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him, but you guys are the the, the men behind all this stuff.
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So it's super exciting. And a year and a half ago I was
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terrified of being on camera and now here I am.
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I feel like I'm on camera all the time.
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So that's crazy. You can just push yourself and
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do whatever you want to do in this life.
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Yeah, 100%. Why was it that you were so
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afraid of being on camera? Was it just like the stage
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fright kind of aspect of it? It's much more complicated than
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that. I really was a very deeply
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insecure person growing up. And, you know, we didn't have a
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lot of money and my parents worked really hard to to survive
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and to try to give us a good life.
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And my oldest brother struggled a lot just with addiction issues
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and anger issues. And he wasn't exactly the nicest
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person to me. And we didn't also have the best
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health growing up, just eating a lot of low income type food and,
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you know, box cereal and ramen or doughnuts or whatever it was
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we were eating. So I was always like a chubby
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kid growing up and he would always make fun of me and his
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friends would make fun of me for being chubby and throw me to the
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floor and say tip a cow and grab my, you know, my, my fat rolls
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and squeeze them and my cheeks to squeeze them.
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So I always thought I was just like a really ugly, unworthy fat
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kid. And I was very insecure about
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being on camera. And I always thought like my
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nose was too big and I had a sleepy eye and my hair was bad
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and my teeth were buck teeth because that's what they would
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tell me too. And so I just thought I was
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hideous. And any photo I would just break
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down because they, you know, he would use the photos to make fun
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of me and be like, look at you in this photo and whatever.
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So I was terrified of ever being being on stage, ever being on
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camera. I mean, for the most, the
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majority of my life, there's not a single photo of me anywhere.
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And if there was, I burned it. That's crazy.
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It's so crazy how your environment as you grow up, it
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really shapes who you are. But you broke from the mold.
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I think most people, they kind of get trapped in that identity
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that the people around them, their circle of influence,
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family, which is horrible, or friends, which aren't really
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friends can, can turn you into so way to like break out of
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that. Like look where you are now.
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I think people need to remember though, that people like that,
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you know, we love them still, but at the end of the day, like
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they're deeply insecure themselves because misery loves
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company. And it's really hard for someone
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to want to pull you down if they're above you.
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So it's always the people beneath you that are trying to
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pull you down South way to break free from that identity and
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continuing to just build this life despite the adversity.
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I'm sure though, that all of that kind of like created this
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fire within you to like want to do what you're doing, right.
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Can you talk a little bit about like how that affected you and
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your drive that you have right now?
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Yeah, I just, I was in so much pain for so long and had so many
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internal battles that I was struggling with and so much self
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loathing and self hate and misery.
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You know, I lived in in misery inside of myself and inside my
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own brain and inside my own body.
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And I wanted to escape all of it to the point that I would
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fantasize about killing myself and how I would do it.
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And I would, you know, drown myself in or overdose on pills
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or like all these things. And I was so I was a people
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pleaser. I wanted to have love from
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everybody else. And so I was always trying to
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prove that I was nice and kind and smart and worthy, like make
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my dad would say, make yourself useful, like make yourself
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useful. And so I was always trying to
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make myself useful and, and be that kind of person.
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But through all that pain, when I made the decision like, okay,
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I'm, I'm doing this, I'm going to get better, I'm going to
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grow, I'm going to heal, I'm going to learn.
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I'm going to become the person that I want to be because the
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person I was wasn't who I wanted to be.
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And I was going to do whatever it took to get there.
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And I was so relentless in that pursuit of, of who I wanted to
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be in the life that I wanted to live.
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And when I was able to go through that healing journey and
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really transform my life, which was a lifelong process, you
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know, And I'm finally at a point over these past couple years
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where I feel so happy and so fulfilled and so good for the
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first time in my life and have been able to actually sustain
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that and feel very grounded and connected and who I am.
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But that's where the passion for me came from.
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Oh my gosh, like when I was in that dark tunnel for so long, I
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believed there was a way out because I had to because I kept
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going. But I couldn't conceptualize
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that being a reality because I had never known that.
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I had never known real happiness or joy or connection or purpose
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or service or love. Like I didn't know any of that.
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So I just had to hold on to the hope that it was real because I
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had, I thought I had seen glimpses of it in other people's
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lives and other people's marriages.
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You know, I'd walk around and be like, oh, I really like the way
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this couple's relationship is, or I really love the way this
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person's businesses or I really love the way this person looks
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or I love the way this person dresses.
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I love the vacations this person takes.
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I love the car this person drives.
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I love the groundedness of this person.
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And so I just grabbed these little glimpses that I found in
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people and I never found someone that had all of them, right?
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But I just saw these little things.
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I'm like, I can get there, like I can create that.
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And having wealth was a huge piece of that because the
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scarcity was so deep rooted in there's never enough.
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How am I going to survive? I'm going to die.
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Nobody's going to take care of me.
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Nobody's is going to love me like if I don't make money, I'm
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going to be homeless. And these are all the fears that
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were originally driving me. But once I did get on the other
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side and I had enough wealth to start to rewire my brain and
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start to understand like abundance is real and I can
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create and I can you know, money literally is printed like we
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there's infinite amount of it out there and we are now in a
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world where we it's an even playing field.
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Like now, especially with AI, we were talking about that we can
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anybody in the world, somebody, you know, with a phone, anybody
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with a phone can create full SAS companies from a $20.
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You know, Riplet is the the app anyway.
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So that journey and getting to the other side really instilled
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a passion and purpose in me to help other people do the same
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because there's so much suffering in the world.
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I am living proof that you don't have to come from anything.
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You don't have to come from a great background.
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You don't have to not have your own challenges like you can have
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any amount of pain and suffering and issues and you can get
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through it and get to another side and you really can have
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whatever you want in this world. And it starts inside of of you,
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inside of your brain and being able to remove the bricks.
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My mentor, Garnett Morris, he says we all are walking around
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with bricks on her head. You know, these limiting beliefs
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and these stories that have been programmed in us from our
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parents, from our friends, from society, from social media, from
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all these various things. And it is possible to rewire
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those that, you know, rewire that programming and shift the
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way you see the world. And when you shift the way you
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see the world, you can create whatever you want.
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Yeah, 100%. That's so powerful.
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It's like, it reminds me of the hero's story.
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Like the example that I heard was like, you have the superhero
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and you have the supervillain. They both went through extreme
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adversity and suffering and pain, except the hero chose to
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use that pain to help other people, not experience that
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pain. Whereas the villain said, I'm
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going to use this pain to make other people experience why I
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felt this pain. And so they use the pain for
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evil, whereas the good person uses the pain to help people.
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And you used it to help people. So starting in the midst of all
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of this craziness and like the suffering that you went through,
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it's, it's so inspiring to see that you like pulled yourself
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out of that pit. But a lot of people will be
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wondering like, where did you start?
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Like what did you do first? Did you seek like a mentor?
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Was it I had to go and like change my environment or I had
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to just start like working and ignoring the feelings.
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I had to ignore my pastor. I had to take on my past head on
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like, what was that thing for you?
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And maybe if it's like learning from what you did, you're like,
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I went and did this first, but that didn't help.
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What was ultimately that first step that you did do that made
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the biggest difference in pulling you out of that?
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Yeah, it was awareness. Awareness.
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It was awareness that I wasn't free and awareness that I was in
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pain and awareness that I had a lot of self sabotaging beliefs
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and programming that were going to keep me stuck in misery for
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the rest of my life. And if I wanted to truly get out
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of it and not just numb my pain with addictive behavior like
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work addiction, you know, which has been my biggest addiction.
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But it was realizing that just setting another goal and numbing
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myself out into trying to achieve that goal for that
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dopamine hit that I would get once I achieved it and then
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immediately followed by more pain and then more.
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Well, let me just set a bigger goal and let me numb just pain
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more and give myself something to stay busy on and stay
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disconnected from my body. And yeah, so first it was the
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awareness I had to really understand, OK, I'm seeing
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patterns here. And Tony Robbins talks about
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this is like the greatest people in life are the ones that are
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able to recognize patterns and then be able to act on those
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patterns and then ultimately be able to create new patterns.
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And so for me, when I hit about 25 is when I stopped and I said,
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OK, I see all the patterns. I see exactly I'm the common
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denominator in my life from all these outcomes.
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I could blame anybody and everybody if I want to, but
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that's not going to change my pattern.
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So I know I'm the common denominator here.
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I see a pattern that I'm addicted to work and
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accomplishment and that's the only place I have self worth.
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I truly self loathing. I hate myself.
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I'm very mean to my body. I, I'm self harming, I was
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addicted to toxic personal relationships and that the, the
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highs of, you know, certain types of people, certain types
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of like power and these things that I was attracting into my
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life. And I had to get real honest
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with myself and be like, OK, the people I'm choosing are the
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people that are bringing me pain.
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And so I am giving off an energy and I'm making these decisions
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to continue a cycle of, of pain in my life and the work that I'm
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doing and the money, you know, the, the goals that I'm setting.
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When I hit these goals, the high wears off real quick.
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I mean, it feels good for a second when you get that
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dopamine, but it wears off. And then it's like, now what do
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I do? Now?
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I got to set a bigger goal. Now I have more responsibility.
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Now I got to go do this. And it, the energy behind it all
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and the intention behind it all, all was all coming from the
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wrong place. And so I was going to keep
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getting bad outcomes if I didn't change my energy, my intention
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and the way I was showing up in my own life and in other
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people's lives. So yeah, that was step number
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one is awareness instead of avoidance.
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And most people, they just shove it down.
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They shove it down. They don't want to face it.
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They don't even think they have a problem.
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Most people, they're like, I'm fine, I'm happy, I'm great.
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Da, da, da, da. Yeah.
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And that was the first one. That's so good.
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I like what I'm not sure if you know who John Asroff is, but he
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talks about like brain science and he's like really big on
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neuroscience because understanding the brain and
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psychologically how we operate helps us to free ourselves from
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these prisons using awareness. And what he defines awareness as
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is awareness is to observe your own thoughts without judgement,
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to observe your own thoughts without judgement.
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And the reason that's powerful is because we can oftentimes
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observe our thoughts, but then we judge our thoughts, we judge
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ourselves. And then as soon as judgement
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enters the mix, we're no longer actually like stepping outside
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of ourselves with awareness and saying, where am I at and where
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do I want to go? And it paints this picture of
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like the map at the mall or your GPS.
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It's like you can't get to where you want to go if you think
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you're somewhere else. Like if I'm trying to set AGPS
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destination from a point that I'm not at, I'm never going to
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get there. I'm going to be lost.
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I'm going to be taking the wrong turns.
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And that's why you're so powerful when you say your
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awareness because it allows you to take control when otherwise
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people are kind of in prison in their mind and they don't
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realize it. Yeah.
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Like, for example, you went to Hawaii and you're like, I'm
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going to sell everything and I'm going to get out of here.
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And this is going to be where I find my happiness and
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fulfillment because it's Hawaii. Why not?
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But you ended up having a a new awakening and realizing that
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wasn't where you were going to find happiness.
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Can you talk to us about what that experience taught you and
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why you did it in the first place?
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My mom told me when I called her crying in Hawaii saying this
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didn't solve my problems, you know, and she said, oh, honey,
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I'm so sorry. She goes wherever you go, you go
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with you. And I was like, I didn't think
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about that one. I'm like, yeah, and I'm here,
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you know, me and all my my misery.
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So if that's it, I think we all think we all look for the the
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thing outside of us to solve the thing inside of us.
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You know, we look to fill our internal holes with external
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filling and it's just not possible.
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It's not. And I learned that.
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And so that was the same thing. I was like, I'm going to fix me,
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but or, or I didn't even know it was me.
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I was like, it's my environment, you know, an environment plays a
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huge role. 100%. All my pain and all my misery
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just went with me to that island and it didn't solve anything
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other than getting out of the direct, you know, environment
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that I was in. But from an emotional
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standpoint, I wasn't any more emotionally free once I was out
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of it. And that's when I realized that
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I have to do the work like I have to turn inward and I got to
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fix me. And the answers are inside of
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me. And there's nothing outside.
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There's no man, there's no money, there's no state or place
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or vacation or anything that's going to fix it.
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I got to go inside and and look for the answers inside of
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myself. Wow, wow.
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Like rewind, everybody just watch that like at least one
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more time. When it came to all of these
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habits you developed since that time, I'm sure you've been able
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to see the patterns just like Tony Robbins talks about.
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You've been able to see the patterns of success.
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So based on those patterns that you've seen, you've obviously
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been in business with a lot of successful people, just been
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friends with them. What would you say are the most
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common habits of a rich person versus the habits of a poor
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person? Maybe you can touch on like rich
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person habits just versus those poor habits.
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Well, I think there's there's a study that shows I saw Cody
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Sanchez talking about this a couple days ago and I forget who
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did the study, but some Harvard professor or some super smart
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person. But she said the single most
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important indicator of success is simply one's ability to
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handle pain. And the people who have an
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ability to handle a massive amount of pain are the people
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that are going to be most successful in life.
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And the people who aren't able to handle a massive amount of
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pain will break and they will be addict addicts.
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Or they will have really bad habits and tendencies and self
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sabotaging behaviors that are going to continuously cause them
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to end up in the same spot or a worse spot than they currently
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are because they just can't handle the pain.
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And that is something all humans have is pain.
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And there's going to be more pain and there's going to be
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more storms. And the further we push
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ourselves in life, the further we push ourselves to grow, the
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further we choose to scale our business, the more employees we
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take on, the more overhead we take on, the more we push
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ourselves in health and fitness and, you know, meditation and
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silence and experiences and breath work and all these
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things, the more storms are actually going to present
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themselves. It's not the opposite.
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And when I was growing up, I thought that the only way out of
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the storm was to be rich. But then when I realized, oh,
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well, I'm sitting in here in this mastermind with all these
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very successful people. And by this time I was already a
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multi millionaire, so I had some level of wealth.
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Now my ideas of wealth are totally different because my
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perspective change because now I'm around people that have, you
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know, hundreds of times the wealth that I have.
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But what I realized is their storms were bigger than my
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storms and they were going to continue to get bigger.
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The more wealth I made or the more I put myself out there, the
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more videos and the social media and the thought leadership and
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sharing my story and the vulnerabilities is like you
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become a bigger and bigger target for bigger and bigger
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storms. And so it becomes like the real
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winners are those who are truly able to navigate the wind of the
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storms and learning to really embrace them and, and not resist
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them. Because when you resist it and
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you fight it and you're constantly like, why is this
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happening? Like you asked me like, well,
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what storms are going on in your life right now?
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And I'm like, I honestly embrace them.
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Like, yeah, everyday there's storms.
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And I know some things are much greater than others.
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Like if you have a bankruptcy or you have a death or you have a
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severe sickness, like there are definitely certain times in our
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lives where we're going to have bigger storms, some people.
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And I was talking to my friend who has a private equity firm
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and he, he lost out an opportunity on a deal that would
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have made, you know, a couple 1,000,000 bucks or whatever.
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And I'm like the winners, they're like, I don't care.
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It's part of the game. Like, who cares?
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It's like, we're not doing this just for money.
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We're doing this to serve. We're doing this to grow.
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We're doing this to learn. We're doing this to create.
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We're doing this to reach our highest potential and help
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others do the same. And it's just part of playing
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the game. And if we resist those things
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from happening, we're never going to make it through.
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But if we're just like, yeah, whatever.
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I learned what I learned. How do I grow?
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How do I get better? How could I have I done this
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differently? But just be kind to yourself and
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not be so attached to the outcome and just understand the
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storms are always going to keep rolling in no matter what.
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Like every single person is either entering a storm in the
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middle of a storm or just got out of one.
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Every single person in the world and it'll always be like that.
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So just start to welcome them and start to embrace them
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because your ability to grow and do so with much more ease is
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going to exponentially increase when you truly are like, OK,
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come on, let's do it like I'm excited.
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What I'm I want to learn out of this one, and I'm not attached
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to the outcome or what I lose or how much time I spend or
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whatever because we inflict most of the pain of the storm on
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ourselves instead of just learning how to navigate the
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wind better and becoming a better sailor. 100%, That's so
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good. What?
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What's that quote? It says smooth seas never made
18:59
good sailors. Yeah.
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You know, And it's funny because when you think about it, like
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every storm is preparing you for that next storm because there's
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like every time I go through like a shoot show, there's
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always something in that storm that I learned that prepared me
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for the next storm and then do. You say a shoot show.
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Yeah, I don't go with this. I try not to.
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I love that. I don't judge anybody that does,
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no. It's funny when I say fudge
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instead of the other one, you know?
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You make people laugh like I just did, you know?
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Yeah. It's funny.
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Be better about that because I cause so much.
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Not intentionally, but yeah. For me it's just another form of
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discipline. Like I don't judge anybody that
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does, but I'm like if I can control my words, then it's
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another act of discipline which can train other areas as well
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with awareness. You know, it's like another form
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of training your awareness. And I think you there's levels
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to it. But yeah, it's always like
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preparing you for a bigger season.
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Like you think about like even the Bible, like David and
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Goliath, everybody's heard that story.
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But what people don't know is David fought a lion before he
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fought Goliath. So there's like bigger and
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bigger giants in your life that are preparing you for that next
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thing. And if I was to have today's
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struggles, five years ago, I probably would have quit because
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I wasn't as prepared as I am today with all of the mistakes
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that I've made, you know, so like kind of transitioning to
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like businesses they say about, I think. 9095% of businesses
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fail. Why do you think that is?
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Do you think it's just that they weren't able to endure the pain?
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You think they gave up too fast? Do you think they just have a
20:27
negative mindset which caused them to quit faster?
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Like what? What's your perspective on why
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you think most fail? Yeah, I think 1 is they're not
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able to endure the pain. Most planes crash during takeoff
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and once you are in the air and flying, your likelihood of
20:43
crashing is much less. And so with a business, it's the
20:45
same thing. It's really hard to get a
20:48
business off the ground and into the air and most people crash
20:51
during takeoff. And so that's why they say, you
20:53
know, within the first five years or whatever, 95% of
20:57
businesses fail. And I've had a lot of those
20:59
businesses. And so the second piece that I'm
21:02
going to add on to that from my personal experience is the
21:05
entrepreneur is starting the business from the wrong
21:09
intention. They're just chasing something,
21:12
you know, they're trying to fill these holes inside of them.
21:15
They're just trying to chase money.
21:17
They just are doing something that they saw worked for someone
21:20
else. And they're not starting with
21:24
the intention of real, like, passion and love and abundance
21:29
and joy and purpose and mission and service and all these
21:32
things. And I think if you are not truly
21:36
passionate about what you're doing, then you're never going
21:39
to be able to stay in the pain that you're going to have to go
21:41
through because it's a lot of pain.
21:43
Yeah. And like people ask, what are
21:45
you truly passionate about real estate?
21:47
I am truly passionate about real estate, not just because of, oh,
21:51
I, you know, I like commercial buildings, They're nice to look
21:54
at, but I'm passionate about the life that real estate has
21:58
provided to me and the life that real estate helps provide to my
22:02
clients and the freedom that it brings and the amount of
22:08
abundance and that it brings to my life and my clients lives and
22:11
communities. You know, like it provides
22:14
housing to people, It provides experiences for people where
22:17
people can come and enjoy their friends and their family and eat
22:20
and drink and play and live and work and all these things.
22:23
And so that's what I love about real estate, the actual deal
22:27
itself and the survey and the reports and the analysis and all
22:29
these things. Like, yeah, it's, it's, it is
22:31
part of it. But so passion, I think is in
22:35
different ways, but it's are you doing the thing on the daily
22:39
basis that is your unique gift and ability that you truly love
22:43
to do. Now, when we're starting as
22:45
entrepreneurs, we have to wear a lot of hats and we're not going
22:48
to be the best at all those hats and we're not going to love all
22:51
those hats. And we have to understand like
22:52
that's part of if you're a founder, that's part of being a
22:55
founder when you don't have the resources to go out and hire
22:58
ACOOO and a CEO and a CFO and a CMO and a CTO and all these
23:02
things as you grow. But you, if you have the
23:05
awareness of, OK, my intention behind, behind this business is
23:09
whole. Like it's coming from a place of
23:11
connection and wholeness and service and love and passion and
23:14
all those woo woo things that I'm sure people will tell me
23:16
right now. But if it truly comes from those
23:18
places and you know what your gift is and what your mission
23:23
is, that is far beyond just the money that the business could
23:25
provide. Of course, that's a big aspect.
23:27
You want to get into business where there's a market to
23:29
actually be profitable and make money, but then you will be able
23:32
to sustain and weather the storms that you're going to have
23:34
to face to get it off the ground, get it in the sky, and
23:38
then start to hire the who's to help you with the how's of the
23:41
day-to-day operations of the business.
23:43
And now it's an amazing time to be alive because we have AI,
23:47
like the capacity for anybody to be able to start and scale a
23:54
business now with very limited resources is going to be so much
23:58
more of an equal playing field. And you, I mean, you could have
24:01
thousands of people working for you for very cheap, like AI
24:04
people, you know, AI agents. AI agents.
24:06
And it's, it's amazing. Now, there's going to be a lot
24:08
of disruptions because of that with, you know, a lot of jobs
24:12
aren't really going to be needed in the near future, but more
24:15
jobs will be created in other ways, 100%.
24:17
That's how it always is. Was it with the Internet?
24:19
With social media. Yeah, yeah.
24:21
Equipment, industrial resolution, cars, automate, it's
24:23
been everything so but yeah, I think those two things is just
24:27
really knowing why you're doing what you're doing and really
24:30
having the passion behind it. So you have the ability to
24:33
weather the storms that it's going to take to get it really
24:35
off the ground. A. 100% And I think there's so
24:38
many areas where it's like, well, I don't know what to do
24:40
here and I'm stuck on this step. And what's crazy is you're
24:43
right. Like we have AI, like you can
24:44
ask Chad GBT, give it clear explanation of where you're at
24:48
and where you're trying to go. And like you can just give so
24:50
much inspiration. I get stuck so often.
24:52
And then Chad, he's like, oh, why didn't I think of that?
24:54
That's so simple. I'm like, give me 10 alternative
24:56
routes I can take on this on this venture.
24:59
So it's so powerful. What a great time to be alive
25:03
for you personally. How did you like get into what
25:06
you're doing? So I know it's kind of evolved
25:08
your real estate, you know, capital raising, but like
25:11
you're, you're generally in the same industry.
25:14
But what got you there? Was it because most people get
25:17
out of college or they don't go to college or they just have no
25:19
idea what the heck they want to do?
25:20
And I think that's one of the hardest things in life is when
25:23
you just don't know where you want to plant your flag.
25:26
So how did you find this little place where you did plant your
25:30
flag in real estate and started to work on these types of
25:33
developments and capital raising?
25:35
Was it somebody that you knew? Was it just like, oh, I know
25:37
real estate is very lucrative. Like what kind of started you on
25:40
that journey? Rich Dad, Poor Dad by Robert
25:43
Kiyosaki when I was 13 years. Old the OG.
25:46
Yeah, the goat and and, you know, most people that watch my
25:50
stuff know that he's very close, dear personal friend of mine
25:52
now, which I never could have imagined when I was 13 years old
25:56
reading his book. They they call it taking the
25:58
purple pill. The, you know, his book's
26:00
purple. So I took the purple pill when I
26:02
was 13 and I was like, you know, Robert has a skill like I have
26:07
seen nobody else in history have, which is the ability to,
26:12
to break down such complex financial topics into third
26:17
grade and dollar ideas that billions and billions of people
26:23
can understand. You know, he, I mean, he sold
26:25
like I think 50 + 1,000,000 copies and he's spoken on
26:29
massive stages all over the world and still does.
26:31
He's still traveling to every country all over the world,
26:34
teaching the cash flow game and making a difference.
26:36
And anybody can understand it in any language, you know, and it's
26:40
so simple. And that was the same for me as
26:41
like I was 13 years old and I understood it.
26:43
I was like, oh, assets, put money in your pocket.
26:46
Liabilities take money out of my pocket.
26:48
My goal is to build assets so I don't have to be a slave and
26:50
work for money and I can make money in my sleep and I can have
26:54
financial freedom and I can live a life that I want to live.
26:56
I was like, I don't really need any more information than that.
26:58
I'm going to do that. That sounds really good.
27:00
And then, you know, the entrepreneurship piece, which is
27:02
mind your own business. Like you want control over your
27:06
life and your business and your to produce and Robert teaches me
27:09
that the and everyone. The three most important skills
27:13
that his rich dad taught him were capital raising, public
27:18
speaking and sales. And if you have those three
27:22
skills, you can really create anything in life because it
27:27
ultimately comes down to one of those three skills that is
27:29
missing to to prevent you from being able to continue to grow.
27:33
And so reading that book, I decided I'm going to be a real
27:36
estate agent or a real estate investor.
27:38
I'm going to get my license at 18 so I can have the tools to
27:41
learn real estate, to search for real estate, to underwrite real
27:45
estate, comp real estate. And I'm going to, in my head, I
27:51
was going to be a real estate investor.
27:52
I was going to be in the business of real estate.
27:55
And of course I still had fear because I didn't know what I was
27:58
doing and I didn't know the likelihood of that happening.
28:00
And I didn't have a savings account or a trust fund or
28:02
anything like that. So I still worked really hard in
28:04
school to get a full ride scholarship and chose
28:08
engineering because it they said it would pay me the least amount
28:11
of money or the most amount of money in the least amount of
28:14
time. And I knew I didn't want to go
28:15
into debt or go into Med school or go do any of that.
28:18
So I was like, perfect, I'll have that to fall back on if I
28:21
it'll be a good thing on my resume if I do want to work in
28:24
corporate America or you know, maybe I do want to become a CEO
28:27
for a big company. Like at least I'll have that
28:29
ability and I could try it out, which I did.
28:32
And in parallel, I got my license at 18, started selling
28:36
real estate as a broker. My first deal was a commercial
28:38
sale. My second deal was a luxury
28:41
sale. Bought my first property at 18,
28:43
lived in it, renovated it, bought another one with my real
28:46
estate commissions, rented the other one out as an Airbnb.
28:50
And I that's just how I kind of got rolling.
28:52
And then I was doing that while I was an engineer for corporate
28:56
America, for, you know, billion dollar company.
28:58
And that was a great experience and I absolutely loved it and
29:01
learned how to like how a corporation is run from the
29:04
inside out. And but I also learned from that
29:08
job is I have 0 control over my income.
29:10
I have 0 control over taxes, I'm working like a slave nonstop and
29:18
I didn't really see a path to freedom through corporate
29:21
America even as a high paid engineer that that was young at
29:26
21. It just wasn't a path that
29:28
resonated with with my goals and freedom has been the the
29:32
foundation of every decision I ever make in my life.
29:36
That's so good with so like you went into real estate, but it's
29:41
funny, like I read rich dad, poor dad and I was like, oh, I
29:44
got to get into real estate when I was like, I don't know, I
29:47
don't know where to start. So you still like took action
29:49
and you did a lot to like make it happen.
29:51
So but what you also said is you had engineering as like
29:55
something to fall back on, but most people you know who who've
29:58
made really big success would say never have a Plan B.
30:02
Did it feel like that was a Plan B?
30:04
And if so, like do you recommend people having a Plan B or like
30:07
based on your experience now, would you say like go all in on
30:10
what that thing is, you know, have something for security at
30:12
first maybe like what what would you recommend or say about
30:17
having a Plan B? So some people will tell you we
30:20
got to burn the boats, you know, you got to burn the boats and
30:24
and not have a Plan B because you have to go all in and to be
30:27
successful, you have to go all in and give it all you you have.
30:30
And I believe in that for sure. I also hedge on the side of risk
30:37
aversion or risk mitigation. I do take big risks and I've
30:41
taken massive risks and I've made wrong calls on a lot of
30:44
things and lost a lot of money and a lot of time in a lot of
30:47
direction. But I always that and that may
30:51
be a different thing in, you know, male versus female.
30:54
I think females generally speaking, are a little bit more
30:58
on the risk aversion side because they are usually looking
31:01
a bit more for safety than ego or status.
31:04
And men generally historically are looking more for ego and
31:07
status. I actually, this is way too, too
31:10
much TMI, but I actually have always suffered from like no
31:13
estrogen and high testosterone. So I kind of side on the, the
31:18
side of like the men's side, like less, less safety and more,
31:22
you know, status driven, ego driven like I want to build and
31:25
go create. But I always did have some sort
31:29
of Plan B and that's the engineering degree came in on,
31:32
not necessarily of like a Plan B, but this is an experience
31:37
that I'm only going to do now. If I don't go to college, I'm
31:40
never going to go back. Like my merit scholarship
31:42
doesn't just stay forever. I either take it or I leave it.
31:45
And I wanted to experience working in corporate America
31:49
because I wanted to have that knowledge and experience.
31:51
And so yes, if I would have just gone all in on real estate, I
31:54
would be way further. I 100% would be way further.
31:58
Like my best friend. She dropped out to college two
32:01
weeks in, had a mentor in real estate, taught her everything
32:05
and she's making a lot of money and she's 23 years old and she
32:09
just skipped that. You know, she got a four year or
32:11
five year advantage. And that would have been the
32:14
same for me if I would have done it.
32:15
However, I don't regret it because it did give me that,
32:18
that experience, and it gave me the Peace of Mind that I would
32:21
never go back wondering like, what if I should have gone that
32:25
row, you know, and now it's too late.
32:27
Like now this is all I have. So I don't know.
32:30
I think you can go both ways. I think don't plan on a Plan B
32:35
necessarily, like decide what you want to go all in on and go
32:38
all in on it. And I've always been that type
32:41
of mindset and mentality, but also make sure you have safety
32:44
or protection, like whether it's your family or savings or some
32:47
other skill set. I know a lot of people say be a
32:50
specialist. I believe in being a generalist.
32:53
And I believe now that with AI, being a generalist is much more
32:57
important because you can create these AI specialists.
33:00
And a lot of specialists are going to be out of work because
33:02
they, you know, like, for instance, an anesthesiologist or
33:06
some sort of surgeon that could potentially be replaced at some
33:09
point With AI, they studied for 30 years or 20 years or 15 years
33:13
or whatever to, to have that ability to do that.
33:16
And if they're replaced, they're so specialized, they may not be
33:18
willing to pivot. And so now more than ever, the
33:21
ability to create and pivot and shift and use technology to make
33:28
your ideas come to life is where the most value is going to be
33:32
over these like specialist, you know, skill sets.
33:35
So one. 100%, yeah, especially with, you know, AI agents
33:40
because AI agents essentially can run a task for you 24/7
33:44
without you needing to oversee it because it's just like,
33:47
here's what to do now do it on repeat.
33:50
So super powerful. What was that one quote?
33:53
It's like the quote you're talking about on your other
33:54
podcast. The Jack of all trades is the
33:56
master of none. But then there was an extension
33:58
to it where it was like but. But yeah, but a Jack of all
34:01
trades is usually better than a master of one.
34:05
Yeah, something like that. Yeah.
34:07
So it like basically contradicts the first part.
34:09
And they're like, that's why you don't cut out part of the quote.
34:12
So it's super, super interesting, especially with how
34:15
you can train AI models to think as a specialist, like using
34:19
custom GBTS and AI agents. Where do you think AI is going
34:24
to take real estate? Do you think it's going to
34:26
create more jobs or reduce jobs? Or you think it's just going to
34:29
increase the output of what people are doing?
34:31
Like they say, AI won't replace you, but somebody using AI will
34:35
replace you. So.
34:36
Yeah. And for some people like AI will
34:39
replace you, there will still be the creators, the managers, the
34:43
people that have to feed AI data, the people that need to
34:48
quality assure the outputs of AI.
34:50
Like those types of things are always going to be, in my
34:52
opinion, very important to have that level of, of human touch
34:57
and, and oversight to it. But I was actually just watching
35:00
the Diary of CEO's podcast with, you know, Stephen Bartlett and
35:05
he had the the grandfather of AI on his show who basically
35:08
created AI, like he's been his whole life has been building AI.
35:13
And one of the guys that was behind, you know, what became
35:17
ChatGPT in the beginning and all this stuff became so afraid of
35:21
the security risks to humanity. Like he's afraid human humanity
35:26
will be killed in the near future because of AI, like, you
35:29
know, 50 years from now or something like that.
35:31
But the guy was so afraid of the risks of AI, he left open AI and
35:38
created AAI security company because he was so afraid of
35:41
that. But yeah, this guy was sharing
35:42
how he's afraid that AI will be able to hack banks, sell
35:46
everybody's money or units or all these things and, you know,
35:50
create viruses that could wipe out humanity pretty easily.
35:55
Some crazy severe risks. But I tend to sit on the side of
36:01
optimism. I do believe in people and I do
36:05
believe in people desire to continue to exist.
36:09
And I think just as much as AI could be used for evil, like
36:14
everything that's ever been created, it's also going to be
36:17
used for good. And there's going to be things
36:19
and people that create businesses to combat combat the
36:23
potential evil uses of it. So I think it's going to shift a
36:26
lot. But I, I'm someone that adapts
36:29
like I'm all in on AII have I am, I have and am currently as
36:34
AI is increasing and growing and all these things, I am actively
36:38
every single day. That's actually the next hire I
36:40
want to make is a specialist for AI research only.
36:44
And that's all they do is research.
36:45
What are the new changes in AI that we can implement in our
36:48
business to get more clients, keep more clients and provide a
36:52
better service and solution? And so like a couple of things
36:54
that we're doing in our business with AI is our whole team is
36:57
trained on it now and they're using it to help with write ups.
37:00
So we can send out to all of our lender database for like selling
37:04
a really good package on this loan opportunity with all the
37:07
details and all the criteria, you know, helping underwrite
37:10
deal packages, look for inconsistencies that might flag
37:13
lenders to be like, oh, is this, was this right?
37:15
Is this wrong? Because now AI can do that so
37:16
quick handle objections. You know, we've had lenders come
37:20
back and be like, now we're we don't want to lend on this deal
37:22
because this, this, this, this, we can plug the entire e-mail
37:26
thread and the entire deal into our company AI that's, you know,
37:29
privacy protected and tell it act as a top objection handler
37:34
in the commercial finance industry.
37:36
And how would you handle this objection for this lender to see
37:38
through these issues that they initially had?
37:41
And we've sent that back and the lenders done the deal.
37:44
So like, yeah, so we're doing that.
37:46
We also have an AI software that has all of our 7000 plus lenders
37:50
in it, you know, both on the lending, the debt side and the
37:53
equity side. And it knows all their
37:55
underwriting criteria. It has all the activity of what
37:57
loans that they're currently closing and it's constantly
37:59
updating everything because their criteria shifts and
38:02
changes. And it allows us to create a
38:06
beautiful offering memorandum for the loan opportunity, a full
38:10
deal room. And then it'll put, it'll
38:12
analyze the deal. It'll look through all 7000
38:16
lenders and tell us exactly which 125 or 500 are the best
38:20
fit for that deal. And then it'll send out the
38:23
package and the e-mail to all those lenders that are the best
38:26
fit for the deal and then follow up with them like daily until
38:31
they hear back. And then it'll track if they
38:33
pass on it, if they have questions on it or if they want
38:35
to move forward with it. And then it'll create quote
38:37
sheets for our clients to have side by side comparisons of
38:40
every single opportunity they have.
38:42
So they know they're for sure getting the best rate in terms
38:44
for that project. So like total total game
38:48
changers. Total Mako business makeover
38:50
using AI and you're right like there is going to be a new
38:53
position in all companies like what what we've started rolling
38:55
out with our AI Academy is having a top tier service where
38:59
you can have Acao come in, which is a chief AAI officer where
39:03
they come in and they keep you up to date on all the trends and
39:06
then they fully integrate it in your business.
39:08
And I think that's going to be a great opportunity for people is
39:10
to just like be the CEO of AI that can enter a company, ask
39:15
the right qualifying questions to see where AI is being used in
39:18
that business and figure out which tools would best fit for
39:21
that business model. And if you stay in the same
39:23
industry, like that's extremely scalable.
39:26
So I think you're so smart, you're implementing so much of
39:28
it. And then if anything, maybe in
39:30
the future, that could be an additional service you provide.
39:32
You're like, here's how we plugged in AI into our business.
39:35
And if you have a similar, you know, competitor rather than
39:38
competing with them, you know, it could be like, hey, there's
39:40
no shortage on success. Just like you said, there's an
39:42
infinite amount of wealth and being able to share with your
39:45
competition would be another. There's so many different things
39:47
you can do with it. Yeah, and being small and nimble
39:51
really helps because, you know, my competition is CBRE and JLL
39:57
and N Morgan Walker and Dunlap like these massive conglomerate,
40:00
multi, multi, you know, billion multi billion dollar companies.
40:04
And they're so political and so corporate, it's a little bit
40:07
tougher for them to implement these drastic changes.
40:10
And I learned that in corporate America when I was there.
40:13
I'm like, just to make a tiny little change in the process is
40:16
a massive undertaking. And.
40:19
Like 10 levels of authority you have to go.
40:21
Through Yeah, and it's kind of, I was talking about this with my
40:24
friend yesterday, is democracy is inefficient.
40:27
And like in America, we love our freedom and our democracy and it
40:31
is the heartbeat of America and I love it more than anything in
40:34
the world. But it is very inefficient
40:36
because to put up a building in Paradise Valley, you have to
40:39
know this political party and this person and this zoning
40:42
official. And you have to be some sort of
40:44
power over here and you have to get all the neighbors to
40:46
approve. And the lady with the cat
40:48
doesn't want to do it. And this doesn't want to.
40:50
Versus in a, you know, Marxist or communist society, they want
40:55
to build. They build.
40:55
Dubai wants to build. I'm not saying Dubai is
40:57
communist, but just an example of Dubai.
40:59
They want to build the biggest tower in the world.
41:01
They build the biggest tower in the world.
41:02
Like they probably, I don't think they care what the
41:05
neighbors think or he right, like they're just they just
41:07
build or in China, like they're going to produce, they're going
41:10
to produce. They're they don't care what
41:11
Susie next door has to say about the building.
41:14
And so did we see that in America, because it is a
41:18
democracy, which is amazing and beautiful, but it allows you to
41:22
be a little bit quicker and and have an edge, even if you're
41:25
smaller and have less resources, because you can implement these
41:28
things faster. And that's what it comes down to
41:30
is ultimately everybody's going to get there, but who can get
41:34
there first? Like who's the leader and how
41:37
are you? Yeah, yeah.
41:39
And that's The thing is like when, because I was thinking
41:41
about that yesterday, I'm like, OK, well, if I have an AI agent
41:45
that is going through LinkedIn Sales Navigator and is looking
41:47
for all the people with these roles and the investors like
41:50
this, and it's helping me reach out to them and communicating
41:53
with them and, and booking meetings and scheduling calls
41:56
with them and all this stuff, that's a huge edge.
41:59
But at some point, everybody's going to be doing it.
42:02
Everybody's going to be reaching out to everybody.
42:04
Either that or the regulation will shut it down and nobody
42:06
will. But let's say everybody's doing
42:08
it eventually. So how can I capitalize on
42:11
getting there first in, be ahead of the curve and build those
42:15
relationships and capitalize on those tools before the whole
42:19
market is already doing it? And then everybody's like, OK, I
42:21
get 10 billion messages a day. And you again, we're in this
42:24
position of how do we set ourselves apart and how do we
42:27
stand out and how do we have an edge?
42:28
And so I'm always just like, what is the edge here?
42:31
And how do I stay ahead of it? Because most people, they wait
42:35
until it is massively adopted before they feel confident in
42:39
doing it. And by that point it's not too
42:42
late. But your benefits aren't going
42:43
to be 1000 X like they could be if you have the edge.
42:46
Like if you invested in Bitcoin when it was $2.00 before it was
42:50
adopted, and now you invest in it, it's still good, but you're
42:53
not going to have the same return as if you were an early
42:55
adopter. Exactly.
42:56
And that's what people forget. They they see this AI boom and
42:59
they're like, oh, it's too late. But it's like that's what all of
43:02
your competition is saying. They're all saying it's too late
43:04
or they're like, yeah, no, I'm ahead on the trend.
43:06
I use ChatGPT. Then there's like 1000 other
43:08
tools. And I think that's what people
43:10
are missing is they, they make assumptions based before like
43:14
saying, you know, let's do some research first before I make
43:18
assumptions like you, you know, other people are using it, but
43:20
you're like, I can still be the first.
43:22
And I, and like Mr. Beast talks about that.
43:24
He said the reason like I'm dominating this space on YouTube
43:27
is because I was the first one to come up with this idea.
43:29
And when you're the first to like, he wasn't the first one to
43:32
make a YouTube channel, but he was the first one to make a
43:35
YouTube channel like his. And so everybody became
43:38
copycats, but the copycats can never catch the original.
43:41
And that's why as you're leading this way, you're able to
43:44
innovate, you're learning the mistakes 1st and you get a lot
43:47
more ahead, whereas people who are just dabbling and it will
43:49
never be able to catch up with you.
43:51
So I guess that kind of like transits me to one of the last
43:54
questions I want to like start asking you is how important is
43:58
speed to implementation for being successful?
44:00
Some people just say, oh, you know, I'm learning a lot.
44:03
You know, I'm, I'm learning faster than anybody.
44:05
And then there's the people who are like, I'm implementing
44:07
faster than everybody else. Like what do you have to say
44:09
about speed to implementation? Speed to implementation is, I
44:15
want to say everything. It's a lot.
44:17
It is, right? Yeah, it's not everything, but
44:20
it's very, very, very important. And that has been, you know, as
44:24
I reflect on my own wins and my own losses and different
44:30
journeys I've navigated, speed has been something that I have
44:34
always done. I have always been the fastest
44:37
exam taker. I was always first in, first
44:41
out, like as far as I mean, I'd get there right on time.
44:44
I'd be the first one to finish my exam.
44:45
And I would always set the curve, like speed, you know,
44:48
speed. Actually, one time I ended up
44:51
having to rewrite, rewrite an entire essay because I finished
44:54
my essay before anybody else had started.
44:57
And she decided to change it because it was too difficult and
45:00
everybody was pissed off about it.
45:02
And so I, because of my speed, I actually had to rewrite the
45:04
whole essay. That was in high school.
45:06
But yeah, just everything I have just gone all in.
45:09
Like, let me get, get the, the information that I need to at
45:13
least have enough knowledge to decide that this is something
45:15
that I, that I want to do. And I probably have failed on
45:18
that because I've jumped into things so fast that I didn't
45:21
have all the information and I was so impatient.
45:23
I just pushed for it. And then I was like, oh shit,
45:26
like, oh shoot, I should have. I, I, I wish I would have known
45:30
these things, But ultimately the best way to learn is just to do
45:33
it. And I have been so fast to drop
45:35
things when I realize they're not working anymore, not to say
45:38
like, I'm just going to quit, but when I, you know, OK, this
45:41
isn't right. This isn't really what I thought
45:42
I was going to be. This isn't the business model I
45:44
really like. This isn't really where my
45:45
passion lies. And a lot of that has come from
45:48
throughout my personal development.
45:50
And as I grow, I kind of outgrow the environments that I created
45:54
for myself when I was, you know, at a different level.
45:58
And so speed is so critical, like, you know, fast to
46:02
implement and fast to pivot and fast to let go if it's not
46:06
working. Like, cut the losers.
46:07
I was never afraid to cut the losers.
46:09
People employ boys, partners, businesses like systems.
46:17
Cut them out. If they're not working, cut them
46:19
out. Find something new, try
46:20
something new. If that doesn't work, learn from
46:21
it. Try something new.
46:22
Find something new. A. 100% and it takes real
46:25
discernment and like a good awareness of experience to be
46:28
able to make those cuts to like we had someone on three months,
46:31
like should have been fired three months ago.
46:33
But you know, you have compassion for people and
46:34
sometimes you stick with it and they're good people and you're
46:36
like, they fit the culture. But you know, like we even lost
46:39
a client because like we didn't get rid to the person.
46:41
But you know, sometimes it it takes making those mistakes to
46:45
learn these lessons. And that's also why speed to
46:47
implementation is so important because you're making mistakes
46:49
faster than everybody else. I think that's also partially
46:52
why probably you and also myself are, are very open to sharing
46:56
like all the stuff that has helped us because we're not
46:59
afraid of scarcity and not having enough.
47:03
Like what I've learned is like, I can give you my whole business
47:05
model and you still have to go and make the same mistakes I did
47:08
unless I'm able to point every single one out, which is almost
47:11
impossible because I don't know what mistakes you're going to
47:13
make. And so speed implementation
47:15
allows you to make those faster. And as long as you don't give up
47:18
and you just make the pivots, like you said, fast to pivot,
47:20
then like I think that's how you get the competitive edge over
47:23
everybody. Just act, act and make the
47:28
mistakes. It's OK.
47:29
Lose the money, lose it. It's fine.
47:32
Like don't be irrational, you know, gather research, get
47:36
information it research is free now, infinite amount that you
47:40
can have at Ivy League levels and beyond and just try it, try
47:45
it, implement it. If it doesn't work, cut it out.
47:47
If you lost money, great, learn and go.
47:50
And so it was something I never really got so attached to was
47:54
like looking at the money that I lost.
47:56
I'm like, I don't really care. Yeah, it sucks.
47:59
But I learned experience, I gained knowledge and I grew my
48:02
confidence because now I'm not afraid of taking something like
48:06
that on because I've done it and I learned from it and I grew
48:08
from it. And so but the, the risks just
48:11
get bigger and so the setbacks can get bigger.
48:14
But speed is so important. And especially when you are
48:17
younger, you you can afford to take on bigger risks.
48:22
And if you do lose, like you still have time now when you're
48:26
in your fourth quarter of life, you may shift that in the fourth
48:30
quarter, right? Yeah, you may shift that.
48:32
And so that may change a little bit and you may be a little bit
48:37
more cautious on the decisions you're making and a little bit
48:40
slower and a little bit more analysis paralysis.
48:43
But the analysis paralysis, it holds so many people back.
48:46
And Joe Rogan was talking about that is like, if you don't go
48:50
all in and you don't take the risk to take the shot and put
48:53
your life on the line for for what you want and for your
48:57
dreams, the cost of not doing that is so great.
49:02
It's everything. Yeah, like, I think we think of
49:06
the worst case scenario instead of the best case scenario.
49:09
Like we're like, programmed to fear failure.
49:12
And like your buddy Robert Kiyosaki says, it's because
49:14
we've been conditioned this way. Like, I'm scared to get an F in
49:17
class rather than, oh, you know, I learned from my failures, you
49:20
know, But when it comes to life, you can only fail if you give up
49:26
because you can always make a pivot.
49:27
You can always adapt. And that's one of the most
49:29
valuable skills even Tony Robbins talks about is the
49:31
ability to adapt. I think a lot of people will
49:34
make the same mistake over and over again.
49:36
But what is Albert Einstein says?
49:38
He says insanity is doing the same thing over and over and
49:41
expecting a different result. So I think it's important to
49:43
make mistakes. But like Alex Mosey says, don't
49:45
make the same mistake twice, right?
49:47
So all super powerful stuff, Hannah.
49:49
And that's where the awareness, you know, full circle back to
49:52
awareness is of you have awareness of the mistake and the
49:55
lesson that you learn from it so you don't make that same mistake
49:58
again. 100% so just tell leave viewers with one more little
50:02
nugget before we go. What's the one thing that you
50:05
think all people should avoid as a mistake when it comes to going
50:10
into the business world? Like just a more common thing
50:12
that people do, whether it's like going into business with
50:15
the wrong person, or maybe it's like, I'm going to figure this
50:18
all out on my own or I'm only use YouTube Academy because it's
50:22
free or what? What is that thing that you see
50:25
a lot of people do as a mistake that maybe causes them to quit
50:29
early or just not be successful at all?
50:32
Yeah, for entrepreneurs, it's so many things, but really just
50:36
trying to do everything on their own.
50:38
If you try to do everything on your own, you can't scale, you
50:42
can't grow. And that goes back to Doctor Ben
50:45
Hardy, one of my friends, his book Who Not How and with
50:50
whatever you want to create, there are the people out there
50:53
to help you do it where that specific thing is their gift.
50:56
And so just being willing to let go of the reins, invest in
51:00
yourself and your growth in your network and your education and
51:03
invest in finding the right players, the right a players on
51:07
your team to be able to find The Who to get through the how that
51:12
you're looking to accomplish. So true.
51:14
There's that quote that says would you rather make 100% of
51:17
100K or 50% of 1,000,000? And it gets you to start
51:21
thinking, I need to start using money to get because that's what
51:24
Robert Kiyosaki talks about, use money to buy your time back.
51:27
I think that's the first place I ever learned that.
51:29
So yeah, buy back your time. So good, Hannah.
51:31
Well, I'm so glad that we finally got to learn a little
51:34
bit more about you and your story.
51:35
And they'll be more of these to come if the audience likes it.
51:38
So hit that subscribe button. Remember, if you want more
51:41
content like this, you just got to ask.
51:42
Thanks so much. Hannah, thanks, Josiah.