Latest / None of Your Business Podcast / Delegating Like a Boss: Ira Zlotowitz's Secret Sauce

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Delegating Like a Boss: Ira Zlotowitz's Secret Sauce · None of Your Business Podcast

• 0:00
  So about four years ago in our company, we had a very pivotal,
• 0:03
  a pivotal, a pivotal moment. Steph, you have to edit that
• 0:08
  out. Please don't have.
• 0:09
  I just had like a total. No, no, no.
• 0:11
  It's OK. None of your business.
• 0:17
  Oshi, none of your business, Michael.
• 0:19
  It's the None of Your Business podcast hosted by Michael
• 0:22
  Anoshi. Welcome back everybody to the
• 0:27
  None of Your Business Podcast. Ushi, We had a great week this
• 0:31
  week because we didn't really see much of each other, so we
• 0:33
  independently accomplished a lot.
• 0:35
  You're short selling it. We haven't seen each other for
• 0:37
  like 3 weeks. OK, OK.
• 0:38
  So we had a great. Three weeks, then, yes.
• 0:41
  And today I'm excited because we're joined by none other than
• 0:45
  Mr. Ira Zlotowitz. Ira, you and I have been
• 0:48
  LinkedIn friends for quite some time.
• 0:50
  We've commented on each other back and forth and we've
• 0:54
  messaged each other and it's an honor to have you here.
• 0:56
  I'm really privileged and I feel like you have so much to share.
• 1:00
  I've heard your other podcasts that you've spoken and already
• 1:04
  have been enlightened and already have seen so much of
• 1:06
  your growth throughout all the years.
• 1:09
  But she when you went for your mortgage, right?
• 1:11
  You, you got a mortgage on your house.
• 1:13
  Everything was about the rates, right?
• 1:15
  Everyone was like fighting for the rates and fighting for the
• 1:17
  rates. I want to get right into that
• 1:18
  because I know that you started this and you embarked on a
• 1:22
  journey that you had an idea and of course you went with it
• 1:25
  because that's your style and you don't let that vision just
• 1:28
  sit. G parency.
• 1:30
  Did I say that correctly? G parency.
• 1:33
  All right, It it's a, it's a best way to start this
• 1:36
  conversation because this podcast happened to be
• 1:38
  sponsored, at least so far, by prime source.
• 1:41
  Prime Source, our company that we built over the past two
• 1:44
  decades is all about T parency transparency.
• 1:49
  That is exactly who we are as an organization.
• 1:51
  And that's one of the reasons why I was so excited to have you
• 1:53
  come here to tell us about what happened that you started
• 1:57
  revolutionizing the industry. Was the timing correct?
• 1:59
  Is the technology there is the data there.
• 2:01
  So I'd love to learn about that. So much to talk about in terms
• 2:05
  of what you've done throughout the years and, you know, talk to
• 2:08
  us about LinkedIn and about how you've grown from there and all
• 2:11
  the different secrets of the trade.
• 2:13
  And, but also I'd like to learn about your life.
• 2:15
  You know, you know, we said earlier, you know, we were
• 2:18
  kibitzing before we went live about, you know, waking up
• 2:20
  early. What time do you wake up in the
• 2:22
  morning? How do you get everything
• 2:23
  accomplished? What do you do to, to, to figure
• 2:25
  everything out throughout your, you're a pretty busy guy.
• 2:27
  So what is that? What is that secret sauce?
• 2:32
  All on one leg Wow. Should I stand up or Yeah.
• 2:36
  Well, you don't need any introduction, so you know, we
• 2:38
  might as well get right into it. I think that thank you very much
• 2:42
  for having me and I hope they don't have the same sentiments
• 2:45
  that I hope we talk more often, not that we celebrate.
• 2:47
  They haven't spoken in three weeks.
• 2:48
  Love it. So I think that as far as that,
• 2:52
  that one of the biggest, like everyone's strength, biggest
• 2:55
  strength is the weakness. So my biggest strength is
• 2:58
  delegation. So my, the key, my key thing is
• 3:01
  delegation. And I think of the king of
• 3:04
  delegation and it's going to only take the risks sometimes
• 3:08
  backfired many times. And I don't focus on the losses.
• 3:12
  I focus on the net. Bottom line.
• 3:14
  Am I better off because of it or am I not better off because of
• 3:16
  it? So I could sit here and do a
• 3:17
  podcast now and be able to be here because the set things up
• 3:23
  that officially someone else has those questions, those answers.
• 3:26
  And I find that you have a whole, you know, when I, when I
• 3:29
  train people to delegate, the concepts about it is that I tell
• 3:33
  people that no one's perfect. And at the end of the day, if
• 3:37
  you find somebody, look at it, look at it, you're saving your
• 3:40
  time. So when I walked into someone
• 3:41
  who's like a control freak, they can't delegate, they can't do
• 3:44
  anything. I tell the person, if you had
• 3:46
  half your day available, how much more money would you make?
• 3:49
  So it's a number depending where, what position you're in,
• 3:51
  right? He says, I don't know.
• 3:52
  I make 200,000 more a year, $300,000 more a year.
• 3:55
  Tell a person, go out tomorrow morning and hire someone for
• 3:57
  $200,000 to be right in. Don't make the mistake.
• 4:00
  I'm gonna hire someone straight out of school.
• 4:01
  Of course, you're not going to trust that person.
• 4:02
  Start with person $200,000, whatever the highest, the most
• 4:06
  competent person, you know, stuff from the top down, right?
• 4:08
  The key thing is don't look at their time and their money.
• 4:11
  Look at yours. So the number one reason why
• 4:13
  someone doesn't want to delegate, and this flows into
• 4:15
  why it was easier for me to adapt to AI.
• 4:17
  Some people have an issue when they view the whole AI world is
• 4:20
  that I say take a person that's sitting to the right of you.
• 4:24
  You would do this project. How long is it going to take
• 4:26
  you? An hour, you say, But if I
• 4:28
  delegate out to the person on my right to assist me, I'm not
• 4:30
  talking about you take out the person on the right, they're not
• 4:32
  going to do it as good as me. It's true.
• 4:33
  They will never do it as good as you.
• 4:34
  No one will ever do it as good as you.
• 4:35
  But how long would it take you to explain them what to do?
• 4:38
  They say it doesn't make sense. Take me 25 minutes to explain
• 4:41
  it. When I get it back, I have to
• 4:42
  edit these mistakes. There's another 25/20/20 minutes
• 4:45
  and then that person spending two hours.
• 4:47
  So 2 hours and 45 minutes. I'll just do myself for an hour.
• 4:49
  I said no, you make a mistake because you don't care about
• 4:51
  their time. Care about your time.
• 4:53
  You just went from an hour to 45 minutes and the project's
• 4:56
  perfect, right? You edit it, you started it,
• 4:58
  right? I guess it was could, could you
• 4:59
  assist to make a mistake you can't fix?
• 5:01
  You know, it's like they know they asked the spiritual
• 5:03
  questions, like hypothetical question, can God create a rock
• 5:06
  so heavy he can't pick up right? You know, you could fix any
• 5:09
  problem. So.
• 5:10
  But again, if the person's really competent, not the
• 5:12
  $50,000 employee, you might get that in a person 50,000.
• 5:15
  We'll talk about that again. Where AI changes the competency
• 5:17
  of a person is what's gonna happen the next time you file.
• 5:22
  Take you 44 minutes and 43 and before you know it, they're
• 5:25
  going to tell, oh, should we do the same thing the last few
• 5:26
  times? Before you know it, you're not
• 5:27
  involved in projects anymore and that's how you're going to grow.
• 5:30
  But most people really scared to get replaced.
• 5:32
  They're scared of this person to do what do you need for?
• 5:35
  And that's really the problem. But so I started delegation.
• 5:37
  I got burned because of it. But the greatest moves ever
• 5:39
  become because of it. When you find that right person
• 5:41
  clicks, you could grow your business, your department, you
• 5:44
  know, and go crazy at that point.
• 5:46
  And then some people in there hope they know everything they
• 5:47
  could leave me, you know, so there's a plenty of lines online
• 5:49
  about, you know, if you don't train them, what are they worth?
• 5:51
  And, you know, I look at it that if somebody's good enough to go
• 5:54
  on their own, probably I'll figure out how to make a lot
• 5:57
  more money by staying together. So I used to take a lot of
• 5:59
  pride, thank God, until I got into my head the clarity that
• 6:03
  the world is going to change in my mind.
• 6:05
  I could have been wrong at that time.
• 6:06
  People wanted to write me off at times like, whoa, He's like
• 6:08
  losing his mind a little bit. But once I made-up my mind that
• 6:12
  the future of my business is changing and I can't stay here.
• 6:15
  And my father used to use this this thing all the time.
• 6:17
  And soon a rocket ship to the moon, right?
• 6:20
  Unfortunately, I was sitting here while there's unfortunate
• 6:22
  going on in Israel. So, so they, they, they don't
• 6:25
  just shoot for the moon as they're straight up, the earth
• 6:28
  rotates, the world moves. So after getting an angle that
• 6:31
  by the time it gets there, it's going to go hit.
• 6:33
  So it's the same thing. It's like if we're making a
• 6:35
  decision, where do I think the world and my business is going
• 6:37
  to change Until I made that the exception of two people, one
• 6:40
  that had to let go and one that got like a baseball contract,
• 6:43
  like a $12 million signing bonus by a competitor.
• 6:46
  No, no broker, no successful broker ever left.
• 6:49
  Like the people who say they left didn't make it or they left
• 6:52
  on the way successful broke until that point.
• 6:54
  And then I had a, it's a cultural division.
• 6:57
  I think the marked world's going this way.
• 6:58
  If you think it's going this way, ride the way with me.
• 7:00
  You think it's going that way. Some people said I, I think it's
• 7:02
  going this way also, but I could squeeze out another 2-3 years
• 7:04
  all the way. So you know what I mean?
• 7:05
  That type of how's it going? That's it.
• 7:06
  Now on the other side, I thank God and I always thank God
• 7:10
  everything you know, and I say now going to this market as it
• 7:12
  opens up, you know, everyone had tough years and everyone's the
• 7:16
  moon ever talking, you know, rent to the next level.
• 7:18
  I I dominate now that the moon have been talking.
• 7:21
  I gained the last couple of years, I should stay with it for
• 7:23
  the rest of the night. You know what I mean?
• 7:24
  Like, don't fall into that. I mean I.
• 7:26
  Mean something that Iris said really hit a mark with me.
• 7:30
  So about four years ago in our company, we had a very pivotal,
• 7:34
  a pivotal, a pivotal moment. Steph, you have to edit that
• 7:38
  out. Please don't have I just had
• 7:40
  like a total no. No, no, it's OK.
• 7:42
  See that you should put them that makes.
• 7:43
  That's not right. Yeah, a pivotal moment in our
• 7:45
  company. So a couple of partners, we had
• 7:49
  an argument. We have a Rockstar sales Rep in
• 7:53
  the company, really, really good sales Rep, like qualified
• 7:56
  experience and just, you know, give them more time and they
• 8:00
  just bring more deals to the table and they close, they're
• 8:02
  closes as well. Like they're just rock solid.
• 8:06
  And we invested a lot of effort and a lot, you know, into that
• 8:09
  individual. And ultimately we were thinking
• 8:13
  at that, at that point, should we sort of take this person and
• 8:17
  put them into a managerial role and have them manage other reps
• 8:21
  because they're so good? But then again, if we're taking
• 8:23
  them out of the field, we're losing out on what they could be
• 8:26
  doing on their own, which is magnificent.
• 8:28
  They're bringing in very large deals, big sales, and taking
• 8:32
  them off. Taking them off the record is
• 8:35
  like every minute there's money lost.
• 8:36
  It really is. But then again, we want to see
• 8:39
  if we can have this person teach other people to potentially get
• 8:42
  to where they are and then we can replicate that and duplicate
• 8:44
  that and it would be amazing. There was a very big quandary
• 8:47
  that we had as a company and one of the partners said something
• 8:50
  then at that meeting and it was very profound and it really
• 8:53
  changed the nature of, you know, how we do our our sales now is
• 8:57
  he said, look, let's say this person brings in $1,000,000 in
• 9:01
  revenue every single month, there being a $12 million in
• 9:03
  revenue a year. So I mean, it's a big number.
• 9:06
  As good as this person is, the next person who's half as good
• 9:10
  or it'll be 1/4 as good, we'll bring in let's say $3,000,000 a
• 9:13
  year. At a certain point, no matter
• 9:16
  how good this guy is, the guy's $12 million a year, $30 million,
• 9:19
  whatever that number is, there is a ceiling.
• 9:21
  He's a human being. There's only so much he can do.
• 9:24
  Eventually, the more people you bring under immune, you have to
• 9:27
  have more people, 50 people, they'll outsell that person at
• 9:30
  some point. At some point, there's a certain
• 9:32
  number of when they will outsell him.
• 9:34
  The volume, You mean the volume? They will outsell this one
• 9:36
  person. So let's take him, reel him
• 9:40
  back, let's dial him back and let's put him into that
• 9:42
  position. He's gonna train others and we
• 9:44
  get it for a year or two, whatever it is, we're not gonna
• 9:47
  have as many sales in the company.
• 9:48
  But for the long run, keeping your eyes on the pins when
• 9:52
  you're bowling, don't look at the floor what's right in front
• 9:54
  of you. Look at the floor, don't focus
• 9:56
  on the pins. Meaning keeping your eye on the
• 9:58
  floor. That's what you meant to knock
• 9:59
  down the pins. They keep your eye on the floor.
• 10:01
  Exactly yes. And you know.
• 10:03
  Focus. Exactly.
• 10:04
  The most important thing, you know, getting to the to the
• 10:06
  landing spot you want to get to. And we did that and we, we
• 10:09
  actually did it. And it was, it was hard.
• 10:10
  It was it was not easy in the beginning.
• 10:12
  At the end of the movie, now in the middle of the movie still.
• 10:13
  We're still in the middle, but we're in a very good trajectory,
• 10:15
  so we're in the. Middle seeing the positive
• 10:17
  results there. So today we have 13 sales reps
• 10:20
  and all of them were pretty much fresh out of college.
• 10:23
  You know, we, we trained and we invested a lot of time, a lot of
• 10:25
  effort into each of them talking about months and months of
• 10:28
  training and then no productivity for the first year,
• 10:30
  like they weren't closing any deals because it's a tough
• 10:32
  business to learn. We're in the consulting
• 10:33
  business. You have to really know, you
• 10:35
  have to know yourself before you can really be productive.
• 10:38
  And we're starting to now see the dividends from it.
• 10:41
  We're starting to now see that the little bit that everybody's
• 10:43
  doing is slowly it's adding up. It's adding up and it's making a
• 10:46
  difference. So we still have this individual
• 10:48
  in the field and he's starting to, you know, get back and doing
• 10:50
  his own sales. But I, I do think there's a lot
• 10:53
  of merit in what you're saying is that it's delegating is, is
• 10:56
  very important because you're not just having more people
• 10:59
  around you, you also freeing up your own time.
• 11:02
  And it's, it's kind of looking at it backwards.
• 11:05
  If you think I can delegate because then I got to do, I'm
• 11:07
  the only person that's going to do it.
• 11:09
  Well, you're holding yourself back.
• 11:10
  So if I just give an added tweak to what how you how you want
• 11:13
  about it, this is what what you did with him is my whole career,
• 11:16
  I hired great brokers how to groom them to do the best they
• 11:18
  can and move them up. Everybody has a weakness instead
• 11:22
  of first of all, there's a big risk pulling out a player
• 11:24
  manager to the breeds of people, right?
• 11:26
  Some people just like I don't have to teach it what they're
• 11:28
  doing. That's why I got many people say
• 11:30
  I'm not hiring that coach. If he's so good, why can't he
• 11:32
  sell? Because he doesn't know like,
• 11:34
  you know, I, I did the band surgery, I weighed £100 more
• 11:37
  about that's a whole other story.
• 11:39
  So when I was, I went out to, I was nervous about, you know,
• 11:41
  they wanted to make sure that the, to lose the weight and,
• 11:44
  and, and not have like they scared how your body's going to
• 11:47
  fall, you know, So I started exercising every day and one of
• 11:49
  the things I did, I took up tennis because what sport, I'm
• 11:51
  not athletic, but what sport can you go, you know, so.
• 11:55
  Today it's pickleball, by the way.
• 11:56
  Yeah, so. But I'm very offended by this.
• 11:58
  You're saying that if you're not the greatest athlete and you
• 12:00
  need to pick up a sport, you should pick up tennis.
• 12:02
  Is that? What you're saying now tennis is
• 12:04
  the only sport you can play? The 80s and 90s know the sport.
• 12:07
  Can you play that late? You mean you could dial it back
• 12:09
  to when they used to how they used to play the game and play?
• 12:11
  No, no, no. You could be older and play.
• 12:12
  You could. Be not in the 1980s.
• 12:14
  You could. You could play golf, you could
• 12:15
  play basketball, you could play other sports.
• 12:17
  You've seen 90 year olds playing basketball, no?
• 12:19
  Well, they don't. They don't have a bunch of other
• 12:21
  90 year olds to play with. Maybe the tennis was the person.
• 12:24
  Pause. But that's the point.
• 12:26
  Let's say it's not true. They can't play with a 60 year
• 12:27
  old and a 50 year old. He'll knock them out, right.
• 12:30
  So that's that's as far as that because I actually saw a major
• 12:33
  athlete who told me that he's taking on tennis now because I
• 12:37
  never the sport for good or bad, they could blame other people.
• 12:40
  It's like a baseball team over here.
• 12:42
  If you mess up, it's like it's only him.
• 12:43
  It's all on. You, you got all the credit and
• 12:45
  all the blame. So when I took up tennis, so I
• 12:47
  was there and you know, I live in Lakewood and there's a
• 12:50
  there's a Manasquan, there's a tennis place and they have like
• 12:56
  greatest tennis players in the world to come when they would
• 12:58
  trip U.S. Open.
• 12:59
  So one day that thing, I remember her name, like she was
• 13:01
  number like 4 in the world then. And there's someone serving
• 13:03
  there and the guy points out to me, he's a person serving for
• 13:07
  her. He's number whatever in the
• 13:08
  world. He's the greatest server on the
• 13:10
  planet, but he doesn't have a hitting back.
• 13:12
  He can't compete. He can't.
• 13:13
  Volley. He can't volley good so but he's
• 13:16
  the great so she literally could tell him exactly what and he
• 13:18
  could like serve it exactly. That's my point.
• 13:20
  Doesn't mean he's not a good player.
• 13:22
  He this one knows how to serve. It's not the present great
• 13:24
  volley can't serve for the life of them.
• 13:26
  When you get an expert in the field to coach you in that one
• 13:28
  item, look at where the person could coach.
• 13:30
  So bring it back back over here. This person is this great sales
• 13:34
  person. Is that a jumping them to
• 13:35
  manager is in the same delegation.
• 13:38
  Ask this person what's slowing them down like do more sales.
• 13:41
  And the way I actually trained the other people staff, I
• 13:43
  trained mortgage brokers is that I bring in a new broker and I
• 13:47
  just let them, I break down the steps of the process, but
• 13:49
  they're just going to be a telemarketer, so to speak, for
• 13:51
  that senior broker to close. So they're going to cold call
• 13:54
  all day and they every lead then, then they don't have to
• 13:57
  know the business, the pressures off of them.
• 13:58
  They get on the phone call and say, Hey, I'm calling from
• 13:59
  whoever his name's office is. I'm calling him his office.
• 14:02
  Like I set up an appointment. The great, the same person who
• 14:04
  believe will one day be him when they're when they're a
• 14:07
  telemarketer, let them start. And then as they move up the
• 14:09
  ranks this way, you're not risking him.
• 14:11
  He's even better because he's closing better leads.
• 14:13
  At the same time, they're watching how we close those
• 14:15
  leads. So you don't it's the same.
• 14:16
  You get the end result without less risk along the way, but
• 14:19
  also that next grooming. Now you take by the way, that
• 14:21
  who of the 13 people you hired at 10 people you hired, who's
• 14:24
  the best at that group and ask that person, what do you do
• 14:26
  better? That person would be better
• 14:28
  creating levels. It's not levels where it's like
• 14:31
  a pyramid levels. It's levels where that's you
• 14:32
  train them and then however you do overrides what you do in the
• 14:35
  process. You kind of mixing and matching
• 14:36
  everybody's strengths and you're pulling it all together.
• 14:39
  Slowly but surely the best rise to the top and become their own
• 14:42
  and everyone else along the way. You start giving them salaries.
• 14:44
  Really. This person is really great at
• 14:45
  main calls. They get a little bit of a base
• 14:47
  extra there and you balance out their egos and the motivation
• 14:50
  and the cash to make that system work.
• 14:51
  And before you know it, you start producing those top
• 14:54
  brokers without the same risks, the same idea, without any of
• 14:57
  the risk processes. If you go into the next
• 14:58
  generation that's you get this this this working.
• 15:01
  I like it. I like it a lot. 1 of the things
• 15:03
  we're considering is now giving an added layer to each of those
• 15:07
  reps an assistant, not like a real assistant, but like a sales
• 15:11
  support concept where they don't have to do a lot of the, you
• 15:14
  know, the, the LED work. They're just, you know, on the
• 15:16
  phone talking to people if you send.
• 15:18
  The same thing but ask this what I realize you have to ask them
• 15:21
  because different strokes for different folks.
• 15:23
  There's one famous achieve in Israel that split off in the two
• 15:27
  Shiva split, one big Shiva split that approximately had 150
• 15:31
  bucks. From there after they split,
• 15:33
  they both had 175 and they're both thriving like crazy.
• 15:35
  OK, So what what it's America's in terrorist high right when my
• 15:41
  my analysis of it and not on the rookiness think a level is that
• 15:44
  the core what was happening every single day is that they
• 15:47
  are going into the same bucker but has a little student has a
• 15:50
  little bit should go a little bit this way little this way to
• 15:52
  make decisions. They go on trips more elaborate
• 15:54
  less elaborate, so you could should have much learning to
• 15:55
  have on the trips and how much they do It's a little So what
• 15:57
  happened could imagine the six rabbits at the top sit down at a
• 16:00
  board meeting amongst them. Can we go on a trip tomorrow?
• 16:02
  What should we do? I think they have to learn 3
• 16:05
  hours they no, on this trip, no learning.
• 16:07
  They went back and forth and they had to settle everything to
• 16:09
  make everybody happy. So they had a, a yeshiva where
• 16:12
  to a certain extent that the core is amazing.
• 16:14
  There's no negatives to its side.
• 16:15
  I don't want to take any negative kind of, it's only a
• 16:16
  positive, but that's what happened.
• 16:18
  And then they realized that, you know, someone, they split the
• 16:21
  ones and what now the tourist crime opened with 100% the
• 16:25
  culture, the, the belief, this is the business.
• 16:27
  And the same thing went to America's.
• 16:29
  So now that kid comes there and he goes, he's going to thrive.
• 16:32
  He goes, he's going to thrive way better than ever before.
• 16:35
  So how do you bring it's not from there to here invite back
• 16:37
  and forth is that you have that group the the F6 salespeople by
• 16:42
  me and one end up we know people that then that broke or left my
• 16:44
  left my company got the offer $12 million contract.
• 16:46
  People thought wow, your business are going to close down
• 16:48
  you're on the issues. That's when we doubled the
• 16:50
  business. Is that a real number?
• 16:51
  Yeah, Yeah, that was a joke. He got he got a $2,000,000
• 16:54
  minimum pay and a 22 and a quarter million dollar five year
• 16:56
  like a baseball contract because the.
• 16:58
  Other those are guaranteed contracts.
• 17:00
  Yeah, the company who hired him thought that he was like he was
• 17:04
  all the big deals. The company was his name on it
• 17:06
  and the concept. The junior guy came in, you have
• 17:07
  a big deal. It appeared like he was doing
• 17:10
  1/3 of all the business in the company he was involved in.
• 17:12
  OK, the minute he left the next year, our business doubled.
• 17:16
  Why did it double? Derek Hatheven the natural
• 17:18
  course. God is everything.
• 17:20
  But here's what I learned when I analyzed all the stories in it.
• 17:23
  There was such a vacuum of attention that was given to that
• 17:26
  one person. Now when he's out, that vacuum
• 17:29
  went to the next nine people to get those next time people up
• 17:32
  whatever percent more they able to shine and pop big level and
• 17:34
  some people will be able to produce like he was even pass or
• 17:37
  pass them. But here's the big thing I
• 17:38
  learned. I I'll never forget the story.
• 17:41
  We went out to lunch with the top brokers and I said, the
• 17:45
  company said we're willing to invest.
• 17:46
  You have the same crossroad. We're willing to invest
• 17:48
  $300,000. What would you like to help you
• 17:51
  grow your business? Some people have the thought
• 17:53
  just give me a basic secretary who will deal with all my
• 17:57
  stupidities so I could just focus on business.
• 18:01
  He wanted no, I want to grow in business.
• 18:03
  I want you to hire one $300,000 freaking amazing underwriter
• 18:06
  process whatever you want to call that person.
• 18:08
  But the person at the bottom couldn't care.
• 18:09
  I don't need that person. I don't I do simple deals and
• 18:12
  it's easier and back and forth what they do.
• 18:14
  So they settled to 150,000 people.
• 18:18
  Disaster didn't work for the big guy and everyone else is like
• 18:21
  150 thousand other guys not picking up your cleaners.
• 18:23
  Use that example. Not like you know, you're not
• 18:25
  going to ask them to like photocopy something, you know
• 18:27
  what I mean? So what happened the day he
• 18:30
  left, we went took the same budget and the budget gave
• 18:34
  everyone exactly wanted. So that's why I say don't decide
• 18:37
  for people. The biggest game change in my
• 18:39
  business life was EOS. When I took an EOS entrepreneur
• 18:41
  operating system, greatest ever. And when I learned from that
• 18:45
  experience is one of the things that tells you it's called GWC.
• 18:48
  It's for businesses. Everything get it, want it
• 18:50
  capable. That's what stands.
• 18:51
  For get it want it. And capable.
• 18:53
  So you want to hire somebody? I used somebody just going IRA.
• 18:56
  I have a great person. I'll hire him tomorrow, no more.
• 18:59
  I asked the person. Number one is the person.
• 19:01
  Get the the the definition means do you get it?
• 19:03
  Do you understand what the job is about?
• 19:04
  Do you understand what the business is about?
• 19:06
  You get it. Do you want it?
• 19:07
  You. Passionate about it?
• 19:08
  Do you, but you want it and are you capable to get it done?
• 19:11
  So going back to my tennis story, the guy tells me in
• 19:14
  tennis the instructor tells me do you know why America doesn't
• 19:17
  have any? He sees what he's showing me on
• 19:19
  other courts. See that kid sitting on the
• 19:20
  floor that kids comes comes from a poor house.
• 19:22
  The parents don't have a path to piss.
• 19:23
  And he tells me but the kid wants to play tennis driven but
• 19:27
  he can't afford tutors. You know this kid does.
• 19:29
  He watches all day and every time the rich kid goes on his
• 19:32
  phone to take a break he goes can I practice the middle?
• 19:34
  He gets up in the middle when the guy comes late he takes the
• 19:36
  1st 7 minutes of his he goes Can you imagine if they mix and
• 19:39
  match the rich parents with the with the kids at the passion
• 19:42
  America will be amazing. The great genius thought he said
• 19:44
  it. Really would be.
• 19:45
  Can you imagine that? So that's but that's perfection.
• 19:48
  That's a perfect science. So get it.
• 19:50
  So he has get it wanted. So when I meet.
• 19:52
  So at the end of the day, if you if you, if you want your kid to
• 19:55
  play the violin and they don't want it, nothing can happen.
• 19:58
  A kid doesn't know how to play the violin, but he wants and he
• 20:01
  gets it. He'll figure out how to get it
• 20:03
  done. If you look at so I learned all
• 20:04
  my high turnover when things didn't work out, when I hired
• 20:07
  people, it always boiled down to 95% of it.
• 20:10
  Listen, it was about get it and want it.
• 20:12
  Does the person want it? So now like someone calls me up
• 20:13
  and I say, what do you want to do?
• 20:15
  Someone's called me to tell me the other day, I would love my
• 20:17
  son-in-law, my daughter law man would want.
• 20:19
  I wanted, I said, what do they want?
• 20:22
  OK, Betty, what would they tell someone that they want not to
• 20:25
  you because they know what you want to hear from them.
• 20:27
  What do they really want? So once you get the passion,
• 20:29
  what they want, that's the whole key.
• 20:31
  So there's people working by you, what did they want?
• 20:34
  What did they want do the job. The fact that I needed that most
• 20:37
  people make the mistake to hire people similar to themselves.
• 20:39
  It's the worst thing you could do.
• 20:40
  Another person that could talk very fast, another person that
• 20:43
  is not good at details, another person that's not good at sports
• 20:45
  and like no, find some of the opposite.
• 20:47
  I made sure it always hide the opposite.
• 20:48
  So when I walked into a meeting, I had a broad audience now,
• 20:51
  because if the person spoke about, listen, you offered me
• 20:53
  wine, I don't drink. But if I was here with someone
• 20:55
  that on my team that drank, he could talk to you about the
• 20:57
  wine. When it comes to a different
• 20:59
  topic, I could talk. And that's the that's the whole,
• 21:01
  the whole things go back and forth.
• 21:02
  Sounds like us, by the way. There's a lot of team effort
• 21:05
  here, but what he's saying, I think is a really important
• 21:08
  concept is find your strengths, stick to it, know where your
• 21:11
  weaknesses are, bring in the appropriate people to compliment
• 21:14
  you. So now you have the Really.
• 21:18
  That's the whole thing in Jewish marriage is your wife and
• 21:20
  husband is the opposite in every area and that together, we're on
• 21:24
  that same page together. But I want an interesting thing
• 21:27
  because the people say like, how do you get shown by us and
• 21:29
  fighting? I met this Italian, three
• 21:32
  brothers, real Italian. The father was whatever you
• 21:38
  think about Italians isn't a big real estate.
• 21:41
  No fighting said. Come on guys.
• 21:44
  I was like to ask questions like how the hell you don't fight?
• 21:46
  Nope, very simple. Because I'm in charge of buying
• 21:49
  and selling, He's in charge of leasing, he's in charge of
• 21:50
  financing. We will have to talk, but at the
• 21:53
  end of the day, once the decision is about one of these
• 21:55
  three topics, we make the final answer and it's done.
• 21:59
  That's really if you look at the greatest businesses, the
• 22:01
  greatest marriage is what is everything.
• 22:02
  They don't give the 5050 pond or 80209910.
• 22:05
  There's certain areas that they're everyone's 100% of
• 22:07
  certain areas when it comes to the house, when it comes to they
• 22:12
  listen, but it's not that. Oh, we make decisions together.
• 22:15
  Nothing in this world ever happened together.
• 22:17
  It happened where one person makes the they respect that this
• 22:21
  area better. I'll tell you my opinion.
• 22:22
  You're the call and so on and so forth to make decisions, but
• 22:25
  trust that person in the office don't just decide you're going
• 22:27
  to hire them an assistant to do the miscellaneous things.
• 22:29
  No. Maybe this person wants, oh, you
• 22:32
  give me money for something? I'd rather have a headset.
• 22:35
  I'd rather have a more comfortable chair.
• 22:36
  I don't have an auto dialer. You give me that.
• 22:38
  That's what I care. About you're not even serving
• 22:39
  them if you think you're just giving them you want think they
• 22:41
  need how many people work in your company?
• 22:43
  How many people are part of the is it called G your parents?
• 22:47
  You know how many people? Just to get the name GP, your
• 22:49
  parents actually got the name from LinkedIn.
• 22:51
  I ran anything on LinkedIn. I said I need a name for a
• 22:53
  company because when I opened up we would venture back.
• 22:55
  There was a different name we were thinking and someone said
• 22:57
  you'd get another name and I describe it.
• 22:59
  I want to accomplish full transparency for the GP.
• 23:03
  So real estate owner is called the general Ponder.
• 23:05
  You know, you have to syndicate different words, but the
• 23:07
  general. So it's really GP and
• 23:08
  transparency coming together. That's what the what the name
• 23:10
  is. You know the big topic of names
• 23:12
  like people said, it sounds like G parents, your grandfather,
• 23:14
  like raising kids, like what's the name?
• 23:17
  If you look at any name you really know of no name sounds
• 23:19
  null in the beginning. It's after all what you're born
• 23:21
  into, right? Do you think Kleenex made sense
• 23:23
  when it's Kleenex like ketchup or?
• 23:25
  You don't question once they become successful.
• 23:26
  So once you your brand is your, how you view that name of you
• 23:30
  know you take it from that point.
• 23:32
  So, so your parents right now is approximately support staff and
• 23:40
  banking team people that are not doing origination roughly 2025.
• 23:45
  We use crazy AI and crazy technology.
• 23:47
  We spent the first year that's what we're really built to allow
• 23:49
  us to go to scale. And now we have 100 mortgage
• 23:53
  brokers spread throughout the country.
• 23:55
  And the full time with your parents it's.
• 23:58
  It's there. Everyone is 1099.
• 24:00
  So I can't, you know, they can't, you know, I can't demand,
• 24:04
  you know, as far as like. Hours.
• 24:05
  Well, you don't check their hours, but you know.
• 24:07
  But I think there's a more than half are full time or less than
• 24:10
  half are part time because have a whole, there's a bunch that
• 24:13
  have called affiliates. A lot of people who are in the
• 24:15
  industry and come across real estate.
• 24:17
  I was one of the first business and be able to make money from
• 24:19
  it. So I call affiliates.
• 24:20
  I don't really count that number because if they bring me, you
• 24:23
  know, it's like, you know. Someone's allowed to bring you
• 24:25
  one deal. Yeah.
• 24:26
  And then yeah. And then we have and every week
• 24:32
  this is the where I was able to take my again, I took your
• 24:36
  parents and I took I said I you know the first two years ago.
• 24:39
  This is over 30 year now. The first TSI was open.
• 24:41
  We tested all the aspects of the market, what we're good at, what
• 24:44
  we what's up, what makes it special.
• 24:46
  And the one of the things that makes it makes it special that
• 24:49
  we have is like a Moat that no one else has.
• 24:52
  We're the only farm system, commercial real estate we are
• 24:55
  bringing. We're interviewing every week.
• 24:57
  Over 1000 people apply for the job and we bring on a little
• 25:00
  over 12 every single week to start the training really to
• 25:02
  join on a weekly basis. Every week, every week, 12 new
• 25:05
  people. This past week was a big week
• 25:07
  actually. I don't know what happened.
• 25:08
  So maybe they could start saying ads are actually closing deals
• 25:10
  and moving. So we had 30 people start on
• 25:12
  Monday, but a very, very high turnover.
• 25:15
  Who does the training? So that's that was the key.
• 25:18
  That's the key. We have it between AI, between
• 25:23
  pre videos, what we have to train them.
• 25:25
  But really we're, you know, and every single day of God pops
• 25:28
  these ideas into my head how to execute and keep watching the
• 25:30
  analytics is that we figured out God's help.
• 25:36
  The 80% of the people that don't make it are out within the 1st
• 25:41
  10 days. We figured out how someone could
• 25:43
  start and we could tell you within 10 days.
• 25:45
  When I someone comes on board, I get to listen here.
• 25:46
  I can tell you now if you want to ask your, they take a risk
• 25:49
  because they work on Commission. That's a big difference now in
• 25:51
  the business. Someone wants to work here now
• 25:53
  they can make 150,000 for the first year in this market now
• 25:57
  and they can stop making money right away.
• 25:59
  It's not like a mortgage business 06 months you don't
• 26:01
  make money, but we figured out do you want to take the risk?
• 26:04
  How long enough to take 30 days. I can tell you to make it
• 26:07
  because I learned to reverse engineer right.
• 26:10
  Whoever doesn't start making phone calls within three days
• 26:13
  statistically won't make it. Zero chance you don't stop by
• 26:16
  first Friday. As amazing as it is, it's still
• 26:19
  one to the world. 50% of the people who start don't end up
• 26:24
  making the first day of phone calls.
• 26:26
  It's like they quit. I try make calls, not for me.
• 26:28
  I mean, what the hell did he come this way?
• 26:30
  So even on my videos, when you apply, something goes through.
• 26:33
  We have a, my pre screen is like G parents.com/hiring.
• 26:38
  I have a video there and you apply, show you all the
• 26:39
  negatives and what exactly the business is about.
• 26:42
  And if you watch and you still want to move forward, like So
• 26:45
  what are you still moving forward from?
• 26:46
  You know, you're going to have to call, you know, but
• 26:48
  inevitably, yeah, I do exit polls.
• 26:49
  I just, I don't know, I just wanted to come in and then I
• 26:52
  realized, Oh my gosh, I looked at the phone.
• 26:53
  I just got scared. Like so like why did you think
• 26:56
  to start but 50%? I have to tell you that I don't
• 26:59
  think people realize how many cold calls and how many you
• 27:03
  know, how much you have to pound the phone.
• 27:05
  Great. So make a day of calls and say
• 27:07
  it's not. They didn't even.
• 27:07
  Start Yeah, because they see the $150,000 in front of.
• 27:10
  Them here's the greatest thing ever had a thing called
• 27:12
  collective wisdom. Someone told this to me about a
• 27:13
  year ago. Collective wisdom.
• 27:16
  Where's the stock market going tomorrow?
• 27:18
  You don't know. You don't know.
• 27:19
  I don't know. You know something.
• 27:20
  If you took 1000 people and asked them where it's going
• 27:22
  tomorrow and you took the average, it's never been wrong.
• 27:24
  It's called collective wisdom. We've never been wrong with
• 27:26
  them. 3% always going to do collective wisdom.
• 27:28
  So on one call, I do a kick off call, one Monday, turn to the
• 27:32
  groups. I'm just curious.
• 27:33
  We used to have only 20% make calls.
• 27:35
  We're up to 50. OK, Because we learnt how to pre
• 27:37
  screen them better. I said let me ask you a question
• 27:40
  while you were here. Right.
• 27:41
  You're all ready to make calls. Yeah.
• 27:43
  Bottom line is how many of this group do you think is going to
• 27:45
  make calls? You know what the collective
• 27:46
  wisdom was? 41%.
• 27:48
  So apparently it's only me and my brain thinking that they 100%
• 27:52
  should do it. So it's a crazy.
• 27:54
  Phenomenon, how many cold calls do you think on average one
• 27:57
  person could should be doing a day?
• 27:59
  Now, again, it's different, different industries because you
• 28:02
  know, a cold call can constitute someone having to speak for 10
• 28:05
  minutes or 5 minutes a minute, whatever it is.
• 28:07
  You're also selling different products.
• 28:08
  It's easier to sell certain products or they talk about his
• 28:11
  industry, but in general, what do you what is a normal like if
• 28:14
  they did less than this, they didn't work that day.
• 28:16
  You're like, you know what? You were sleeping.
• 28:18
  Today I'm going to answer your question a little different
• 28:20
  variety if I was paying some of the salary.
• 28:24
  They're getting a salary. They're getting a salary and I
• 28:26
  could demand them with the calls.
• 28:27
  Yeah, if they don't make 150 calls a day, I will not let.
• 28:31
  Wow, 50 calls. Bare minimum.
• 28:33
  One second, what do you consider a cold?
• 28:35
  Are they cold even if they didn't pick up?
• 28:36
  It's cold, a cold. Every dials 150.
• 28:38
  Dials. Oh, a dial.
• 28:39
  OK, OK, that makes sense. OK, OK speaking. 150 it's not
• 28:42
  possible. Right, that's why it works.
• 28:43
  That's why I I just want to open up your eyes to understand the
• 28:46
  math. There isn't a company in
• 28:48
  Brooklyn called ROI Telemarketing.
• 28:49
  Old school still dial no index cards and they scan it
• 28:54
  afterward. How many dials they make an hour
• 28:57
  dials. An hour, 60 something 120,
• 29:00
  because here's the map. Because you're not really
• 29:02
  thinking through thinking through.
• 29:03
  Now forget about what AI comes in and automatic dialers and
• 29:06
  they go. Leave that all aside.
• 29:07
  Simple, but Simply put, how long does it take you to dial A
• 29:10
  number and for it to rank? It's not more than 30 seconds.
• 29:14
  Well, a lot less. 10 seconds, yeah, the person answers.
• 29:16
  The person's out there, It's a voicemail.
• 29:18
  The whole operation is like 45 seconds.
• 29:20
  Let's call it a minute. Do you know that in history, if
• 29:23
  you go back to your phone system, I'm willing to bet
• 29:25
  that's with your calls that are longer and your average talk
• 29:28
  time on your calls is one minute and 10 seconds.
• 29:31
  So they should really make 60 dials an hour because how many
• 29:34
  people do they speak to? I don't care how big they are
• 29:36
  good client they speak to in an hour.
• 29:37
  If they're lucky in the day, they speak to 10 people.
• 29:39
  So 10 people an average of 6 minutes each because what are
• 29:41
  you talking about each even the longer, so big deal, that's 10,
• 29:44
  that's one hour. What are you doing the other 7
• 29:45
  hours? So if they really hold on just
• 29:47
  dialing so they be doing 3. Ever saw the movie Pursuit of
• 29:50
  Happiness? You know that movie I.
• 29:51
  Don't it's I don't watch movies. It's a really good movie with a
• 29:54
  good muscle house, so you should watch that movie.
• 29:56
  But in any case, one of Will Smith's best performances I
• 30:00
  think ever that movie's is just the acting in it is phenomenal.
• 30:03
  That one scene when he comes out of the.
• 30:05
  I don't watch Will Smith movies anymore.
• 30:07
  I. Heard I went through this
• 30:09
  already. Anyway, he got the job that he
• 30:10
  was working for for a long time and he comes out and just like
• 30:13
  the the, the acting that he does of showing how happy he is that
• 30:16
  he got that job that he's been vying for so long, put so much
• 30:18
  effort in is paramount. It's really amazing.
• 30:21
  But in any case, he portrays this guy.
• 30:24
  I think his name was Brett Gardner.
• 30:27
  Somebody was a big stockbroker, a very famous guy that, you
• 30:29
  know, started from the bottom and worked his way to the top
• 30:31
  and became very successful. That's what he portrays in the
• 30:34
  movie. So what he says is there is that
• 30:36
  he learned how to out cold call a lot of the people that were in
• 30:40
  the same room as him is that he figured out ways how we can
• 30:43
  shave off a second here, a second there.
• 30:46
  And one of the ways he did it was that he would never take his
• 30:48
  phone and put it back down the receiver and then pick it up
• 30:51
  again to dial. He realized that if he keeps the
• 30:53
  phone by his ear all day and he just uses his other finger to
• 30:58
  just hang up and keep dialing, he realized that he's saving
• 31:02
  like total of like 8 minutes a day, and that 8 minutes allowed
• 31:05
  him to make three or four more phone calls.
• 31:08
  Yeah, and take it more. 2 phones, take it more.
• 31:11
  I only put my notes. I dial right away.
• 31:13
  While it's ringing, I put the notes in the list calling.
• 31:17
  It's it's very extreme. It never ends.
• 31:19
  That reminds me of boiler room. You don't want to get burned.
• 31:22
  You don't want to go. So why is that?
• 31:25
  Why is it never end so now go differently.
• 31:28
  If you really get it down to the science, then why instead of
• 31:31
  hiring somebody for if you want to perfect the calling and
• 31:34
  someone does get burned out after a couple of hours of calls
• 31:35
  because I learned that no one can make more than 150 calls.
• 31:38
  They start getting if you could deal with that, you're not a
• 31:40
  call and you're not doing business, you're not thinking at
• 31:42
  all right, some money. Just instead hire someone 4
• 31:44
  hours a day. They'll make the same 150.
• 31:47
  So start hiring part time people who will become a lead Gen. for
• 31:50
  better. So my business, these people,
• 31:52
  everyone's telling me, why don't you get better leads?
• 31:54
  What do you think of better lead is, you know, better lead is
• 31:56
  another round of filtering. So if you would take your, your
• 31:59
  leads, you buy 100,000 role leads and you hire someone to
• 32:02
  make calls, doesn't know what they're doing just by the fact
• 32:04
  that calling the number worked. It didn't work.
• 32:06
  That's a filter, that's a better lead.
• 32:08
  So now the next it's just it's just the more quality, just me.
• 32:12
  It's not really more quality. It's just that you got rid of
• 32:14
  all the wrong numbers are gone. So now when you give someone 100
• 32:16
  calls, they're not 30 at wrong numbers 100.
• 32:19
  Now if they actually call this Joe in Oh yeah, put on home,
• 32:22
  they hung up. I had some, I had times, I had
• 32:23
  people do that. Hey, Joe in they hung up at
• 32:25
  least the news a confirmed correct number.
• 32:27
  So now they gave it to the you're good sales person at that
• 32:29
  level time management. This person making $15.00 an
• 32:32
  hour. You're good salesman making $30
• 32:34
  whatever price per hour any calls they're making, they're
• 32:36
  not burned down. They're not part of the burn is
• 32:38
  because you Oh my gosh, then the guy is going to sell.
• 32:40
  So you talk about we're using AI.
• 32:42
  This would use AI and we're going to use AI when it comes to
• 32:45
  calling. We have a system is almost ready
• 32:47
  that someone built for us. We I want to just go back to
• 32:52
  understand where I think AI goes and I you know, and and it will
• 32:57
  give up just a plug in the concept that and that, you know,
• 33:00
  like we were speaking before the kind of tea for a moment knows I
• 33:03
  don't mix in when I'm, you know, I was telling you before my dad
• 33:05
  used to say that when someone calls you up and says I have two
• 33:07
  things to tell you, he's only calling about the second thing.
• 33:11
  It's like go right over two things.
• 33:11
  Just tell me the second. Thing, you know, that's great.
• 33:14
  So just to go this such a you know, people say what was an
• 33:18
  opportunity today? Someone's going into business
• 33:20
  was an opportunity to do something buying in businesses
• 33:23
  every I believe half a job is a gun half at least half now, but
• 33:29
  I don't believe for the same reason other people believe it
• 33:31
  not that AI is replacing anybody.
• 33:33
  I'm not being replaced. You're not being replaced and
• 33:35
  you're not being replaced. What AI is doing is allowing you
• 33:40
  to supercharge what you do. OK, so my son came up with a
• 33:43
  consulting business called Schwe supercharged with AI.
• 33:45
  Someone say I want to get my business to get it.
• 33:47
  Where do I start? He'll give you the guidance.
• 33:50
  What's what exists even off the shelf, don't get ripped off off
• 33:52
  the shelf. There's a bunch of things to do.
• 33:53
  So what did he work on with me? What got it?
• 33:55
  Clarity. In this system, everybody has
• 33:58
  knowledge base. All your sales people ask
• 34:00
  questions. What do you ask questions to?
• 34:03
  To me. Same question over and over
• 34:05
  here. If I told you hiring 10 new
• 34:07
  people a week, Oh my gosh, same question every week.
• 34:09
  Why don't you train for $100 a month, you can get what's called
• 34:13
  a connector, the AI and all your documents and all your all your
• 34:18
  recordings. You can sit one day and just
• 34:19
  talk about how you train people. Record all your answers with
• 34:21
  people and your communications. Dump it in.
• 34:23
  They keep dumping it in and then when they have a question they
• 34:25
  ask an internal bot we call read real estate education.
• 34:29
  They ask a question, how do I send the CRM?
• 34:31
  How do I use the CRM? How do I send this out?
• 34:32
  I have a problem with the same issues everyone has just
• 34:34
  repeating itself. And all you're doing as a
• 34:36
  manager is you watch the ticker, answer's correct, answer's
• 34:39
  correct, wrong, and you change it what it should be or wrong.
• 34:42
  Where the hell did you get that from?
• 34:43
  Now it says Ira did a video 3 weeks ago at a minute 10 and 14
• 34:47
  seconds. He said ABC bring a link right
• 34:49
  there, go into there, change the B to AD and that's the correct
• 34:52
  answer. Wow.
• 34:53
  So now when I'm hiring new people 24/7 have access to this
• 34:56
  read and the manager just checks.
• 34:58
  I had a few managers quit, no one has no questions anymore.
• 35:01
  So we bring on 12 people a week how they get in training,
• 35:04
  there's videos. I think it has questions.
• 35:05
  Questions. You're automating a lot of this.
• 35:07
  So is it really? Is it?
• 35:08
  That's what AI really is. Automation, you know, on
• 35:11
  steroids, so to speak. That's what Apple got it right?
• 35:12
  Automation, intelligence. That's really what AI really is.
• 35:16
  So the first thing you just go and take your knowledge base.
• 35:18
  Every confidence planet has a website has ACRM.
• 35:21
  Your internal knowledge base should be in one centralized
• 35:23
  place. They don't have to ask it to
• 35:24
  you. Think about yourself.
• 35:25
  Why are you answering those questions?
• 35:26
  You should be able to help a person close or other things in
• 35:28
  your company to do it. Plus what happens if you're not
• 35:31
  in today? That's it known as questions
• 35:32
  answers. So this way everyone good in
• 35:34
  every department and you could have certain other bots at a
• 35:37
  higher level, the most secured in it.
• 35:38
  Like which vendor do we use for this?
• 35:40
  So where do we keep our passwords or what?
• 35:41
  The same type of idea in all different areas.
• 35:44
  So these things, if you're not using it, there's something
• 35:46
  wrong with it. So we use that for an internal
• 35:47
  knowledge base chatbot. Basically the next name we
• 35:51
  built, we built, we call it Andre.
• 35:53
  We, I asked to actually ChatGPT, what name should I give an AI
• 35:57
  mortgage broker? I want the word R letters RE in
• 35:59
  it came back and said, hey, if you also want to be gender
• 36:02
  neutral, Andre is a boy's name and a girl's name.
• 36:04
  It starts with a A for AI and RE for real estate and we go with
• 36:07
  the name Andre. So even even when people say we
• 36:10
  get Andrea, it doesn't sound like a great name.
• 36:12
  I said I think Andrea is a great name.
• 36:13
  Once I by the way, once I say chat to you.
• 36:15
  Oh, it's great. I thought it was great for the I
• 36:17
  like Andrea. I think it's a very cute name.
• 36:19
  So we have it, we have the Andrea is the name and what we
• 36:21
  do, we take our banking information and that's the other
• 36:24
  thing we have proprietary from anybody else is because the
• 36:26
  volume of deals we work on, we have the greatest banking data.
• 36:29
  And that banking data, you can't get banking data online.
• 36:33
  There's no Bloomberg Terminal for banking data.
• 36:34
  There's no, let me go to Rocket mortgage here.
• 36:36
  The rates that should be today. There's no like go to this
• 36:39
  website for flights and get an answer.
• 36:41
  You can't get it anywhere. So we have now gave it out to
• 36:44
  the public. So it would be a lead Gen. for
• 36:45
  us. We can start talking to it.
• 36:47
  So now it's just, I call it a bot and beta training.
• 36:49
  But as time goes on, we're going to start adding tools to it.
• 36:52
  We tell a client, OK, would you like to pay a small fee and I'll
• 36:56
  work with you to send out your deal.
• 36:57
  Or would you rather go to your parents core product, They'll
• 36:59
  work a human for $4500. Pick a choice.
• 37:02
  But now we're using those two points.
• 37:03
  Now let me blow your mind with what exists today.
• 37:07
  Is this today what I'm telling you right now off the shelf,
• 37:09
  there's someone who thinks has a better system, who helped me
• 37:11
  build Andre. I said, Ira, I want you to work.
• 37:13
  He's building me an order dollar for my staff.
• 37:16
  All my staff has access to an order dollar the auto dialer
• 37:19
  takes away the numbness and the stupidity of the call.
• 37:21
  I will never let the auto dial there's like, you know, someone
• 37:23
  calls in as a pause. No, it has to be the person
• 37:26
  calling. But instead, why make them type
• 37:29
  the number every time just automatically as soon as the
• 37:31
  call hangs up goes to next call. That's what we do now that's
• 37:34
  that's every system has that every if you have a serum in
• 37:36
  your office, there are definitely hookups to it.
• 37:38
  There's there's definitely companies that do that.
• 37:41
  So what happens is, is that, you know, in the family technology,
• 37:45
  this, that's my brother's thing. He knows they get CRMS off the
• 37:47
  shelf. So he found this, the great
• 37:49
  systems. But here's the cool part.
• 37:50
  They don't leave voicemail messages even what happens, you
• 37:54
  sit down in the morning, you're leaving the same messages today
• 37:57
  to everybody with the same 3 messages, hey, great day or the
• 38:00
  elections next week. What do you think about the
• 38:01
  thing last night, right? The same message every time.
• 38:03
  She said in the morning, record the message, 3 different
• 38:05
  messages. As soon as the voicemail picks
• 38:07
  up, you just press which one you want and it automatically starts
• 38:10
  on the next call. It does it without you.
• 38:11
  You don't have to be on the call anymore, so you save even more.
• 38:14
  A lot of time you save in that point and it goes through.
• 38:17
  So where's the AI world meet together?
• 38:20
  The AI world meets together. Is that now when my person's on
• 38:23
  the phone and you ask me a question now the new version of
• 38:26
  Chatshuchi came out, you could talk to it.
• 38:27
  That's scary, crazy stuff. Is that when you ask me a
• 38:29
  question, so I'm just typing it in, I'm answering the client.
• 38:32
  It's going to be live on the screen.
• 38:34
  So when you ask me a question along the side it will give me
• 38:37
  tips what I should answer the client.
• 38:38
  All the rebuttals are right there.
• 38:39
  Same rebuttals. He asked the question number
• 38:41
  one. So therefore therefore what
• 38:43
  happens that's not just the cool part they have off the shelf
• 38:46
  systems that could also rate the conversation you're talking too
• 38:49
  much talk slower and on the side it's nothing to do with your
• 38:53
  business generic things. So these are just add insurance
• 38:55
  that cost $50 a. Month Is everyone wired up like
• 38:58
  your blood pressure's too high, your heart rate's too high?
• 38:59
  That's why I love the name My son went Shui.
• 39:02
  My thing is supercharged with AI is at the end of the day, you're
• 39:07
  not being replaced by a by AI. But if everyone in your company,
• 39:12
  I spoke to them and I said, how many people work for you guys?
• 39:14
  100 people. I said, visualize your five top
• 39:17
  workers. Can you imagine if every one of
• 39:19
  your staff was as efficient as those top five?
• 39:22
  How many people would you need? 80, I said, now imagine if they
• 39:26
  were double as good as them. But that's what's going to
• 39:28
  happen. It's everyone can pick up the
• 39:30
  slack. Then someone calls and says, I
• 39:32
  ran this outsource company like 1000 employees.
• 39:35
  He goes, you know what? Why?
• 39:36
  My competitive advantages? I could do 12:50.
• 39:38
  Now those mundane tasks, we automated them.
• 39:41
  So when a company pays me $1500 a month or 1600, what are the
• 39:43
  prices per employee? Thinking like 10, XI said.
• 39:46
  I wanna break it to you. I think you'll be out of
• 39:48
  business soon. So why I'll pick up so much of
• 39:50
  business? He says no when I wanna
• 39:52
  outsource, let's say, and I need 30 positions, I don't want them,
• 39:56
  but you're telling me that the technology already automation
• 39:58
  exists that three could do work at 30.
• 40:00
  I'd rather 30 in my office like help with other things that go
• 40:02
  so the whole that's why how many people I feel about people that
• 40:05
  do writing people do graphics. It's like it's so easy for
• 40:09
  someone to just do it themselves, but people aren't
• 40:10
  using ChatGPT properly. So they even even simple as an
• 40:13
  owner, people ask how to use ChatGPT.
• 40:15
  I use ChatGPT as my assistant as and I'm my assistant as.
• 40:18
  I got an opportunity to speak to the smartest mind ever.
• 40:22
  And I tell it the story. I said, here's the story.
• 40:25
  I just came on this podcast. He's great guys.
• 40:29
  And I want to really write them a thank you, but I want to get a
• 40:32
  message that I was a little bothered about something, but I
• 40:34
  don't insult them. I want them still to be happy.
• 40:36
  And and that's when I so I want to draft it like this.
• 40:38
  What would you say? And then, but the same I talked
• 40:41
  to an expert. If I had an expert, what I call
• 40:43
  my consultant, say don't talk like a computer, talk to like
• 40:46
  that consultant. And then when I get the response
• 40:49
  back, I read it and I tell it the second paragraph,
• 40:52
  something's missing. How do we, I don't just change
• 40:54
  it, but it's so it's me. I wrote the initial draft.
• 40:58
  I tell it to keep in my style. I tell it what I'm trying to,
• 41:02
  what I'm nervous about and not nervous about.
• 41:03
  Plus it on it's own tells you things you didn't think about.
• 41:06
  So that's if everyone is using it much clearer and smarter.
• 41:09
  Start asking advice to it like you have a question.
• 41:11
  How should I do this? Like it's like a no brainer.
• 41:13
  So that's what AI, so we use AI embedded to train the next level
• 41:18
  of that AI is that to client facing tools.
• 41:22
  And then different, we'll keep using it to different steps of
• 41:25
  the process. When a deal comes in, different
• 41:26
  steps we cut out like writing up a deal, you don't have to write
• 41:29
  up a whole neighborhood about. It's like, so we saved 85% of
• 41:33
  the time it takes to do that write up.
• 41:34
  But yeah, I think we go into a world that everyone knows
• 41:37
  everything. I personally love what you're
• 41:39
  saying. Our COO came to us around a year
• 41:41
  ago and told us to download ChatGPT and we did it.
• 41:45
  And it's my personal nutritionist.
• 41:47
  Forget about everything else, it's my therapist.
• 41:49
  Sometimes I'm going to the city with four couples.
• 41:53
  What can I do that's age appropriate, entertaining and
• 41:57
  live right now? It'll tell me about festivals,
• 41:59
  it'll tell me about music. It'll tell me about, you know,
• 42:01
  what restaurants are new in the kosher world.
• 42:03
  Literally. Now one second, yeah.
• 42:06
  Now the scary part is few months from now, six months from now,
• 42:11
  you can ask the same question, but because you answered the
• 42:13
  last time after you leave place on your way home and say, by the
• 42:16
  way, what do you think about that?
• 42:17
  Did you like it? It's going to start recommending
• 42:19
  based on what you did in the past.
• 42:21
  You going that's a Apple somewhere they can relate to
• 42:24
  where Apple's, you know, people want to understand like the
• 42:27
  Apple and Android. They make fun of Apple.
• 42:28
  It's so slow behind the Android. Android has all the new
• 42:31
  features. Is it really?
• 42:32
  Yeah, totally. And because what's the reason
• 42:35
  does the whole thing from from how you're supposed to have
• 42:38
  nobody has all the features the Android has everything faster
• 42:40
  has newer features. They come in quicker.
• 42:42
  Why here's the root of it. Every business like the whole
• 42:45
  thing what, why and when what when right you supposed to put
• 42:47
  the why first when you get the why 1st and everything's
• 42:50
  amazing. Apple's why is very simple.
• 42:52
  That's why they took off. Their philosophy is, don't you
• 42:55
  think there should be technology that's easy to use and
• 42:58
  beautiful, sleek as what? It just works and people say
• 43:01
  yes, whatever you say, Apple. I agree also.
• 43:05
  That's good. So that's our Apple.
• 43:07
  Android says no, I want to be in control and I want to see things
• 43:10
  soon as they come out. If it doesn't work, I won't use
• 43:12
  that feature until it comes up better 2 two different thoughts.
• 43:16
  So the people who attack it don't understand the vision.
• 43:18
  That's why Apple got charged with the charge.
• 43:19
  They have a world guard and they have everything amazing.
• 43:22
  They're not kind of there right away when they come out with it.
• 43:24
  It's going to work the way you expect it.
• 43:25
  You know the first features are going to work.
• 43:27
  This is how crazy it is If you're sitting right here and
• 43:31
  your spouse calls and says, hey, when are you picking up our son
• 43:33
  from the airport? What are you going to do to
• 43:34
  stop? You're going to check his
• 43:35
  flight. When is it landing?
• 43:36
  You're going to check the traffic and you can make a
• 43:38
  decision when are you going to leave?
• 43:39
  That took like 3 minutes, 4 minutes, always the e-mail.
• 43:42
  Can you give me a SEC? Hey Siri, when do I have to
• 43:46
  leave to pick up my son from the airport?
• 43:48
  It has your emails there to reading it if you think about it
• 43:51
  giving you some. That it knows too much.
• 43:55
  There it is, exactly. It's already listening.
• 43:57
  I want to tell you something. I'm a fan and I've argued this
• 43:59
  with people in the past. I'm a fan.
• 44:00
  Please listen to everything I'm saying.
• 44:03
  Please know who I am. Please advertise to me things
• 44:06
  that I'm interested in. Don't waste my time with
• 44:08
  garbage. I like that my phone is
• 44:09
  listening to me. So now on a spiritual level
• 44:12
  story, they say, why is technology coming out so fast?
• 44:16
  So it's kind of a darest getting smaller.
• 44:18
  So it used to be very simple. I believe there's a God.
• 44:21
  I've got a question. Could God really keep
• 44:22
  calculation of everything going on?
• 44:24
  Along comes the computer. Wow.
• 44:26
  OK, Could you hear? Do you know the one technology?
• 44:28
  It's free is is GPS, 3 satellites in the sky guarding
• 44:33
  billions of people. You step at it, guard you back
• 44:36
  on your right path and everything.
• 44:37
  You guys have a video and I'm going to watch a video.
• 44:41
  A video edit. Everything we do, it's just like
• 44:44
  whatever delts. Yeah.
• 44:45
  It's like my locker you're going to have.
• 44:46
  We're all going to have the kinds of my locker house.
• 44:48
  We're going to have robots. You have a robot that does a
• 44:50
  cleaning, a robot that's cooking.
• 44:52
  That's what's gonna happen. You have to think this thing is
• 44:54
  like, just tell me. That so we're literally living
• 44:57
  now starting at least to live in the the the end of days because
• 45:01
  we're getting very close to the God like things that 100 years
• 45:05
  ago, thousand years ago people would be like, Oh my God, the
• 45:08
  the world ended this is what it looks like there that's.
• 45:10
  How is everyone gonna know when mashiach how's?
• 45:12
  How's how's it gonna be able to talk to?
• 45:14
  By the way, by the way, I wanna say something.
• 45:17
  What? What's my end movie?
• 45:18
  Fiji Barnsi I was venture backed, I'll tell the story's
• 45:21
  own and my goal is take it public and what am I going to
• 45:25
  do? My 80% of them want to donate my
• 45:28
  time and energy to the claw. What do I want to build my
• 45:31
  father? Build art, scroll the written
• 45:33
  words forever, was his mantra. When when your father built my.
• 45:35
  Father started art scroll. When?
• 45:37
  When he started it? Please.
• 45:38
  Read the notes. He wrote the 1st.
• 45:40
  Please read the. Notes I saw it in there.
• 45:42
  I wonder what because he started it like.
• 45:44
  Actually, the answer to that question is yes.
• 45:46
  He wants to know, he wants to know the details of how it
• 45:48
  happened. So it's a great question.
• 45:50
  How did he start? What do you mean?
• 45:51
  He started. The details that happened is
• 45:52
  that so he my father's a graphic artist by trade and he's he's
• 46:00
  actual artwork and he used to make Subas and he.
• 46:04
  Had a contracts for marriage. Contracts for marriage.
• 46:07
  And, you know, just take pride of that.
• 46:08
  No, no one he ever wrote a marriage contract with ever got
• 46:11
  divorced, really. So he he the name of his company
• 46:16
  was art scroll. That was what you know now is
• 46:18
  art scrolls really Missouri publications.
• 46:20
  It's really art scroll, art and scroll.
• 46:24
  So when he was in camp, he was an artist camp monk and he was
• 46:29
  in camp monk and it used to be him against every other artist
• 46:33
  in camp. He's still one.
• 46:35
  His talent was through the roof. And here's people say the story
• 46:39
  is that he came stuttered as a kid.
• 46:42
  He overcome stuttering himself. He was overweight, but in camp
• 46:45
  monk he took out. That's why he's big into going
• 46:47
  to the summer camp, because in camp he took out his talent in
• 46:51
  in art. They ought to blossom there.
• 46:53
  So he had a business. He was the head of the curve in
• 46:55
  technology. He had the first fax machine,
• 46:57
  but the other side didn't have a descendant descendant anybody
• 47:01
  so. And then when he was about 30
• 47:03
  years old, his closest friend died.
• 47:05
  It was about 30 days before perm 45 days and he translated Miguel
• 47:12
  Zezner. He thought come out pamphlet to
• 47:14
  come out with it. Print didn't come out and it
• 47:16
  sold out like crazy. It was the first time there was
• 47:17
  beautiful graphics and book and the English as we know it today
• 47:22
  and it took off. And then he was a Tommy.
• 47:24
  He had Smith of emotion and emotion told me to the next one
• 47:27
  and then he brought it up a Sherman and then this you know
• 47:30
  that's that's from theirs. Whatever you know today is
• 47:33
  history. Is he still alive, you fella?
• 47:35
  Passed away seven years ago. Seven years ago.
• 47:37
  So he got to see what it has become.
• 47:40
  I mean, that must have made him feel like a million.
• 47:41
  Dollars I'll tell you an interesting thought that just
• 47:44
  cheers. I, I was very, very close to
• 47:46
  them. A lot of similarities, just like
• 47:47
  couldn't learn, like he was able to learn.
• 47:48
  That was my, you know, I, I taught the real estate business
• 47:50
  to people. I couldn't fit, you know, So
• 47:52
  like my joke is said, when he took one look at me when I was
• 47:55
  born, he said, Oh my gosh, the next generation let me start
• 47:58
  Oscar. And then six months later the
• 47:59
  Oscar started. So he, he was a very big
• 48:03
  visionary, obviously. And so yes, he did get to see it
• 48:09
  start taking off worldwide. He could see that part of it.
• 48:12
  But like, I remember when he was like, he got sick of the end.
• 48:14
  And you know, I remember talking in the hospital, like, you know,
• 48:18
  if you come off with the art school app through the head of
• 48:21
  the technology in the future, there's the Gemara.
• 48:25
  Everything, you know, today is, was there.
• 48:27
  I was like he was having a very difficult time even raising
• 48:30
  money for the for the Yoshamis. My father's believed that was
• 48:34
  me, the pro Everyone could learn Gamar of the life, but you're
• 48:36
  showing me it was like hidden and but he's having a tougher
• 48:40
  time. But it was like saying he was
• 48:41
  like he was he was in the he was 73 same amount of volumes as the
• 48:44
  Oscar. My mother when he died, said
• 48:46
  they couldn't have more volumes. You know that type of really
• 48:48
  that's what you also say. That's really cool.
• 48:50
  Mayor Baloness started and it's like good to block this thing
• 48:55
  out. Senior moments here.
• 48:57
  We started. I can't believe I'm losing this
• 48:59
  moment here now, but I have a thing called NRS called name
• 49:02
  Rico syndrome. So it happens at every level.
• 49:05
  Yeah. Mesh Bureau, right.
• 49:07
  He started the family. He lived.
• 49:09
  He was he passed away at 47. So 4773 is 120 together.
• 49:14
  That was everyone made that connection or whatever.
• 49:16
  So anyway, he I was asking what are you going to what are you
• 49:20
  fighting for? Like you can't, you're getting
• 49:22
  older. The next generation dedicated
• 49:24
  the next generation. What are you fighting for?
• 49:26
  He didn't like what are you? He didn't really have like if I,
• 49:29
  I felt in a in a in, I asked for Sean as I'm more emotional, but
• 49:32
  I felt I was talking to him. My gut was telling me he wasn't
• 49:35
  recovering because what was he coming out for?
• 49:37
  Like he he can't top, you know, that what, what he built.
• 49:42
  And now my brother took over and yeah, my brother's taking to the
• 49:45
  next level, but also because the next generation, you know, when,
• 49:48
  if it passed and as we able to as a whole family roll around,
• 49:51
  my brother and the next generation supported him and
• 49:54
  then more things. But it's never it's it's all of
• 49:56
  the foundation of what was built and taking it to the next.
• 49:59
  One what a source it is like what type of legacy left behind.
• 50:03
  It's unbelievable. You can say you're affiliated
• 50:05
  with something like our forget about founding it, just being a
• 50:08
  part of it. Even having a small morsel,
• 50:11
  small piece is unbelievable. And this is somebody who
• 50:15
  pioneered it. You know, he had a big part of
• 50:17
  actually creating it. How many people today,
• 50:19
  thousands, hundreds of thousands of people that are benefiting
• 50:22
  from us that would never learn a word without it, that would
• 50:25
  never even have the good fortune of understanding anything about
• 50:28
  a religion because they don't have something like this access
• 50:30
  to it. This is this is monumental.
• 50:32
  You want to know an interesting legacy in this?
• 50:35
  Like he brought us all up with telling us one thing and who his
• 50:38
  role model was. And I think it's you know,
• 50:39
  people say, you know, I told you for this podcast, don't let you
• 50:42
  know the next podcast person to come.
• 50:43
  You know, people ask if you go to lunch with anyone who you
• 50:45
  want to go with, right. So I want to tell you the first
• 50:47
  time my father is always to say, just tell all the kids.
• 50:50
  Just remember that. It's that about the story of the
• 50:55
  spreading of Torres in the family.
• 50:57
  We could lose like this. God could decide one day you
• 50:59
  guys messed up. It's going to another family.
• 51:00
  Don't think that this is. Don't they ever granted.
• 51:03
  So my father's role model, if he could go back and try and meet
• 51:06
  someone. It's tough time.
• 51:08
  So he said over the story says he's saying over all the time.
• 51:12
  What the couple time his son heard him talking to God
• 51:15
  happening praying and he said God, let's make a deal.
• 51:18
  Let's make a a hushman. Let's make a calculation.
• 51:20
  What did I do for you? What did you do for me?
• 51:23
  Let's start with what you did for me.
• 51:24
  You let me write the mission to Bruin and listen, all this is
• 51:26
  firm. He let me write.
• 51:27
  What did I do for you? Nothing.
• 51:28
  Let me do something today. We live in a world and people
• 51:31
  say let's make a dip. God, I gave this to duck.
• 51:33
  I gave all these things like what are you doing for me?
• 51:34
  Give me something. They start first.
• 51:36
  It's the opposite. Yeah, you only did have God's.
• 51:38
  My father lived that whole persona, their whole life that
• 51:40
  way, until you know to take it. See, these are angelic people
• 51:44
  though. See, these are people that I
• 51:45
  just, you know, can't I? I just I can't process it.
• 51:48
  Like the comes time story. You just said she starts with
• 51:50
  God. You did this for me.
• 51:51
  This what did I do for you? I did nothing to feel it.
• 51:54
  And your father was the same mentality.
• 51:56
  But this? This but I want I want to.
• 51:57
  Regular day common people I'm sorry when I.
• 52:00
  Bought my father's book and a change of life more because I'll
• 52:03
  tell you he's a regular person. He didn't come from any
• 52:06
  greatness. He started was overweight as a
• 52:08
  kid. He got divorced, art school
• 52:11
  started and it's after second marriage to my mother.
• 52:13
  Wow. So people look at like, oh, my
• 52:14
  life's over. No, it's like when he people
• 52:17
  look at stories like they can relate to that, you know?
• 52:21
  He had his challenges, too, and he's still over.
• 52:23
  He's telling everybody, Rose above.
• 52:24
  You know, one time he's always people say so generous, he's so
• 52:27
  thoughtful employees. I probably say he's like sitting
• 52:30
  in shoe wands before young people told me to mind the wise
• 52:32
  and he's like, I don't money for groceries.
• 52:34
  And I'm like, so for you and Tofino.
• 52:37
  Yeah, yeah. So he tells me.
• 52:38
  He tells the line to him because I just have a good.
• 52:39
  He's so generous. He goes, no, no, no, I just have
• 52:41
  a good memory. He says I remember and had no
• 52:45
  money. So when I had zero money, he he
• 52:47
  didn't he never had money, right.
• 52:49
  We lived in the same house growing up.
• 52:51
  When I was born, he lived in the same house.
• 52:53
  When we were cleaning up the house, my father, his vacation
• 52:56
  every year was he went away for pays off.
• 52:57
  His only vacation took the family to pays off.
• 52:59
  That was it. Where would you go?
• 53:01
  No, to whatever. Then it was he started Zuckers
• 53:03
  and went to like a program. Yeah, program, you know, and
• 53:06
  that was it. No flying these fancy programs,
• 53:07
  you know, that was that was his vacation, his kids around the
• 53:10
  same table. That was.
• 53:11
  So when we clean up the house, it was the same house.
• 53:15
  It was the only Jewish house on this planet that had 50 years or
• 53:18
  whatever the number of years the house was there.
• 53:21
  No pay stock cleaning because he used to leave the night before
• 53:24
  it. He was that it's like, you know,
• 53:26
  he didn't have a luxury that was that.
• 53:28
  You know, I remember when I started making money at the
• 53:31
  beginning and I know he always had a thing.
• 53:32
  His dream was to drive a Lexus, but he wouldn't he wouldn't
• 53:35
  never buy it a beginner. I remember getting him a Lexus
• 53:37
  and then he goes I'm taking over the payments after the further,
• 53:39
  but that was it. He wasn't he and but he was also
• 53:41
  struggling, you know, and I was sitting here today, today's
• 53:44
  someone passed away, a fellow Joel Fleishman passed away and
• 53:50
  art school was art school couldn't be a business.
• 53:53
  The sales of Art Scroll don't cover what it cost to produce
• 53:56
  those books. They're losing money.
• 53:58
  Yeah, that's the foundation. So to explain, if I want to say
• 54:01
  one day this guy comes in, he is Joe Fleischman.
• 54:04
  He's on the Duke University. I think I'm again, I remember
• 54:06
  that. I mean, I can remember the right
• 54:07
  colleges. What I'm not.
• 54:09
  He walks into art Scroll, knocks on the door and he says, by the
• 54:12
  way, there's no way you can be able to survive.
• 54:15
  You can't never sell enough books.
• 54:18
  The profit could justify and you have to sacrifice on the
• 54:20
  quality. You can't do this.
• 54:22
  Look at look at Harvard and all these college have foundations.
• 54:24
  Why are they why are they getting foundations for the
• 54:25
  college? Don't make money.
• 54:26
  So basically the way you have to have you have to have a non for
• 54:29
  profit that is going to right now if a book you want to come
• 54:33
  out of the book, right. So let's say a book sells for
• 54:35
  20. I'm using a round Number sells
• 54:37
  for $20 and you know, to produce the book and print it as 10.
• 54:40
  So that's, and there's $10 in gross profit to deal with all
• 54:44
  the your general overhead to write the Gemara or any of these
• 54:47
  books cost an added fortune. Plus the quality of the binding
• 54:50
  has to be better. Who's going to pay for those
• 54:52
  extra costs to write it? It doesn't work.
• 54:54
  That's what the money comes out for.
• 54:56
  So that in the simplest form is that a foundation we think about
• 54:59
  it is what's really going on is a cola of the greatest minds in
• 55:04
  the Jewish world all over the world.
• 55:06
  It's a cola. It's remote cola all over the
• 55:07
  world because you have to have someone who knows how to learn,
• 55:10
  knows English could bring it down to explain it.
• 55:13
  That person has. To make it particular, I mean,
• 55:14
  this is, it's what art school, the way they describe it, it's
• 55:17
  like, so you have this is this AI and this is around for a
• 55:19
  couple. Of years already.
• 55:20
  So you have to have somebody who's able to earn a real.
• 55:23
  There are other choices. They have to make a living.
• 55:25
  So it costs millions and millions of dollars of that.
• 55:29
  The business doesn't make that kind of money ever.
• 55:31
  So with the what ends up happening is people that are
• 55:33
  giving dedications are giving dedications to cover the Kolo.
• 55:37
  And the fact that Kolo is turning to Artoin saying they
• 55:39
  say we're going to deliver this to you without the R&D, just a
• 55:43
  normal cost to deliver. And in exchange you're going to
• 55:46
  donate, you're going to what do they have to do with have to
• 55:48
  give a copy? What do they do to keep
• 55:49
  spreading it? And that's that level.
• 55:51
  But on that board, it's not like it's not like on the executive,
• 55:54
  you look at the list of who's there, you're talking about the
• 55:56
  greatest minds. This guy, it was his, he was
• 55:59
  passed away today. He's his the funerals, I think
• 56:02
  passed away yesterday. He was the one who if he didn't
• 56:04
  have this couldn't exist. Some people over the years was
• 56:07
  growing up. I'll be giving charities your
• 56:08
  father could there was never like if they they merged.
• 56:12
  We'll close down tomorrow morning.
• 56:13
  That was that wouldn't exist. So like I give some of the
• 56:15
  examples. We talked about camp before.
• 56:17
  If I came to you today and I said, hey, I think this kid got
• 56:19
  to go to camp. It's crazy.
• 56:20
  Let's raise money, you pay for it.
• 56:22
  Yes, I would have preserve it. Oh, you were saying?
• 56:25
  That Now what happens if I realize you know something I'm
• 56:27
  sending 200 kids to camp. Why don't I just open up my own
• 56:30
  camp? It just might sound a little
• 56:32
  off, but you have no problem giving me to charity to pay the
• 56:34
  camp director of that camp. But if I was the same thing, it
• 56:37
  might But if it's truly 2 separate things, that's what it
• 56:40
  was Arts was a regular trying to be a for profit.
• 56:43
  How many people buy a book? You know, people think like wow,
• 56:45
  like I remember a few years ago, you know the rather a friend I
• 56:48
  got that came out from pay sock and pay sock is a time when
• 56:50
  people give out gifts to non to not religious and I said like
• 56:54
  they came out I got that a year it was the number one seller.
• 56:56
  How many copies do you think they sold I.
• 56:58
  Don't know 10,000. +7 like it feels like what Like.
• 57:03
  That's a lot, but I'm saying. If you think about it's a lot.
• 57:05
  So they have to keep coming out of all these books only sell a
• 57:07
  few 1000 copies. So the the the the foundation
• 57:10
  makes a decision. What is the next thing that the
• 57:12
  Collie Serle needs translated And that reason why when when
• 57:16
  the arts go Gamora was finished. That's my father's quandary.
• 57:18
  Like he should have stopped. He goes, no, we assembled the
• 57:21
  greatest machine in history, greatest rabbis and
• 57:23
  philanthropist want to give money.
• 57:25
  I should stop it now, but he had a tough time.
• 57:28
  But then continuity of it. Now obviously when I went to the
• 57:31
  next generation and social media, it took off as a little,
• 57:33
  you know. Now it's all digital, it's
• 57:35
  online as. Well, it's online though, but
• 57:36
  it's a lot of it. Online, but this, I mean ours,
• 57:38
  brother, art school is not cheap.
• 57:39
  You walk into a certain firm store and you buy art school.
• 57:41
  The big one, it's like 50 bucks. It's each one.
• 57:44
  It's not cheap, but I understand that they're not monitors.
• 57:46
  Do you think it No. No, you guys are probably not.
• 57:47
  No, no, no, no, no, no, no. When you walk into this this
• 57:50
  firm store and you buy that, yeah, that's.
• 57:53
  No, that's the. That's the for profit side of
• 57:55
  article running it and not do it the non profit.
• 57:57
  If, if you would, if this, if they would have to have covered
• 57:59
  everything, it would be 150 two $100.
• 58:01
  The 50 is what does it take to print the book that that that
• 58:04
  quality, the actual is printing and binding.
• 58:06
  How much would it cost to get it?
• 58:07
  You have to store it to get it delivered and what profit margin
• 58:10
  to run a business that's that's in the $50.00.
• 58:13
  The store didn't pay 50 right. So you have to look at it.
• 58:15
  So that's and how many copies they're selling a year.
• 58:18
  And don't forget you say it's like they're selling, you know,
• 58:20
  and at one point they think, wow, if they can a sitter, but
• 58:23
  before they know it's like a small all different sizes and
• 58:26
  keeping inventory. The whole world changed.
• 58:27
  If it was one volume like, you know it's a.
• 58:30
  So your family has a very big legacy.
• 58:32
  I'm quite jealous and being involved in aren't scroll in
• 58:35
  such a big way being godfather. Well, your father, it's amazing.
• 58:38
  What would you say is one of your big accomplishments that
• 58:41
  you have under your? Belt when you want to compare it
• 58:42
  to us. I don't know about your business
• 58:44
  for a second. I don't want to talk about, you
• 58:46
  know, do do do parents or or your I've never been.
• 58:49
  Let's go. To the next question.
• 58:51
  Next question. I actually like this question.
• 58:53
  I. Feel like he's hiding something
• 58:54
  from us. It's not a matter of hiding.
• 58:56
  It's just it's, it's hard to talk about yourself, You know,
• 58:58
  it's, it just is, especially when there's so much to talk
• 59:01
  about. I, I wanna, I wanna actually ask
• 59:05
  the question a little differently.
• 59:07
  If you don't mind, What do you think that you have done over
• 59:11
  the years outside of business? We're trying to get more to the
• 59:15
  raw, you know, crux of it. Like, you know, there's so much,
• 59:18
  especially when you're born. I think that's what, oh, she's
• 59:19
  asking as well, is when you're born in such a family.
• 59:23
  It's almost like a responsibility.
• 59:24
  Like it's almost like, oh, wow, there's so much I can do.
• 59:27
  And there's, you know, people who are born into families, for
• 59:30
  example, that send their kids to school where they have lab and
• 59:32
  they're playing polo and they're having tennis.
• 59:34
  They have more of a chance of learning how to be, you know,
• 59:37
  how to excel in tennis or be a scientist or so on.
• 59:41
  But in yeshiva, you don't have those opportunities.
• 59:43
  So growing up in a world where you're, the entire premise of
• 59:48
  what you said earlier is what can we do for God, right?
• 59:51
  What can we do? And that's living in that
• 59:53
  environment. So just to learn from that, to
• 59:55
  learn from your history, maybe you can recall something that
• 59:59
  you've done that is an accomplishment that helped
• 1:00:02
  others, like something that like.
• 1:00:04
  So I'll, I'll tell you where. By the way, before you answer,
• 1:00:07
  very well done, Michael. Thank you.
• 1:00:09
  Wow, wow. I mean you very diplomatic.
• 1:00:12
  I mean the way you the way you built.
• 1:00:14
  It and my brother's the politician.
• 1:00:15
  Yeah, that. Was it?
• 1:00:16
  Sounds like AIAI told me to ask it.
• 1:00:18
  That was amazing. I always want to ask by.
• 1:00:20
  The way by the. Way.
• 1:00:22
  By the way, I just want to tell you something going back to AI
• 1:00:24
  that would have been a good example.
• 1:00:25
  I want to ask a person this question and I want to give you
• 1:00:27
  an answer. That's how AI.
• 1:00:29
  But you have to realize if he started using it and he wouldn't
• 1:00:32
  need you one day, says you. You could take off tomorrow.
• 1:00:35
  For the record, this is all AI and I'd love to read it to you.
• 1:00:39
  Like yeah, but. I think I think it's more the
• 1:00:44
  the foundation how we built up. You have to realize as much as
• 1:00:47
  we were born into it depending on the age of the family, right?
• 1:00:49
  The Gemara came out when I was in 9th grade and I just came out
• 1:00:52
  and born up where he had one side of the whole world is like
• 1:00:56
  saying that that it's so you're it's evil to come out the Gemara
• 1:00:59
  and that hold those years right. So it wasn't until you're
• 1:01:02
  getting older, Mike Mike, my youngest brother was born a
• 1:01:04
  little bit more into the fame of arts go on the positive side or
• 1:01:08
  you know you get you know, innocent.
• 1:01:09
  I went my father to Israel at times and you told me that he
• 1:01:12
  went to the biggest Adelem that they came out of their house to
• 1:01:15
  greet him like this next level they walk.
• 1:01:17
  They stood up like because for them it's like an so obviously I
• 1:01:20
  saw that in the tail end. I wasn't brought up that way,
• 1:01:22
  but what what what my father always did bring us up and my
• 1:01:25
  mother's saying they're very nurturing both and and embedded
• 1:01:27
  into both of all the kids the same.
• 1:01:30
  Is that for the nothing stronger family?
• 1:01:32
  It's like people say what there's eight of us, two
• 1:01:34
  different marriages, same father, right, The divorce.
• 1:01:37
  You can't tell that we're different.
• 1:01:40
  We were all as one. There's no, you can't tell the
• 1:01:43
  peace in the family if that there was no that that was like
• 1:01:45
  embedded into the the family is everything in first and all
• 1:01:48
  that. So the big thing that that for
• 1:01:51
  my father's end of it is that whatever talent you got, you got
• 1:01:54
  to get back. So to a large extent, that's
• 1:01:57
  what got me comfortable going on to somebody's social media
• 1:01:59
  point. Yeah, I know that someone's
• 1:02:01
  gonna make comments if every time I put up a post and people
• 1:02:03
  are going to laugh and people can make fun and people and say,
• 1:02:05
  wow, you changed my life. So you always have the
• 1:02:07
  naysayers. And my father's confidence is
• 1:02:09
  you just keep doing your thing. People love you, people hate
• 1:02:12
  you, and you'd be comfortable in your zone.
• 1:02:14
  And then you end up focusing on the people you could provide
• 1:02:16
  value to. But as you start realizing it
• 1:02:18
  and you get that muscle memory and say, hey, you know
• 1:02:20
  something? When I was a kid and I did a
• 1:02:22
  carnival and I did it for Tadaka, then I feel made fun.
• 1:02:24
  I do the next thing and I keep growing in it.
• 1:02:26
  If the wall that becomes the brand and becomes much easier
• 1:02:28
  for you, like you, you know, it's as oshi.
• 1:02:31
  Oh, that's oshi. What did they say?
• 1:02:33
  That's oshi. Are you happy when they say
• 1:02:34
  that? That's oshi.
• 1:02:35
  Really at the core, you still bothered because if it's a pinch
• 1:02:37
  to making funny that moment, but is that something you're really
• 1:02:39
  proud of? Because if you're someone who
• 1:02:40
  comes to shoe and you're the one picking up all the garbage at
• 1:02:42
  the davening or if there's someone tired and you're picking
• 1:02:44
  it up, Oh, that's Oshi, they're making fun of you.
• 1:02:47
  But you go home and say, if that's you know what I mean,
• 1:02:49
  that type of thing. So it was always you have
• 1:02:51
  talents. Get back with talents.
• 1:02:52
  That's why when someone asks me, come on to a podcast, I want to
• 1:02:55
  what is the goal of the podcast? Is the goal to inspire it?
• 1:02:57
  What can I try to give out to people?
• 1:02:59
  And it's more I found a lot of inspiration to people is that
• 1:03:02
  people think that they can't aspire to anything because it's
• 1:03:04
  someone up to this magical. No, they're not magical at the
• 1:03:07
  top. It's all magical.
• 1:03:08
  So when I go out and meet billionaire clients and bankers
• 1:03:11
  and and through people from watching growing up in a house
• 1:03:14
  and watching my father as a regular person, right, you know,
• 1:03:16
  we had the my father's closest friend and his Rebbe was with
• 1:03:20
  David Feinstein. So emotion Feinstein's son.
• 1:03:22
  They went on vacation, right, They said to buy vacation David
• 1:03:26
  Feinstein to go on vacation once a year, like for two days.
• 1:03:28
  They went like he wanted to see Gala Sabori.
• 1:03:30
  He wanted to go see the Grand Canyon.
• 1:03:31
  Like that's what they want these types of things.
• 1:03:33
  So you get to see their regular people when they're not, you
• 1:03:37
  know, you get to see that. That's the part unfortunately,
• 1:03:40
  today, forget about the added of today with what you see
• 1:03:42
  celebrities and they go through is like when they're at that,
• 1:03:45
  after that moment, they're like, there's nothing there.
• 1:03:47
  These are regular people. And then there's greatness, like
• 1:03:50
  greatness mixed in. Just regular people.
• 1:03:52
  But it's 'cause they just took that leap and it could have
• 1:03:54
  worked. It didn't work.
• 1:03:54
  And you know what, What are you doing?
• 1:03:56
  Sometimes you luck out that the thing you do gets worldwide
• 1:03:59
  attention, and sometimes the things you do only in your local
• 1:04:01
  shul or your house do you know it.
• 1:04:03
  And that's why in in showing to people as a human, give back
• 1:04:06
  what you can. It's up to God how, how, how
• 1:04:08
  what you're doing is. Going to what person are you in
• 1:04:10
  shul, by the way? Are you Gabby or are you the?
• 1:04:12
  Are you the front, you're on the side, or you're the?
• 1:04:14
  Do you clean the tables? Do you even go to shul?
• 1:04:17
  Thank you. Bye.
• 1:04:18
  Bye. I really I appreciate religion
• 1:04:19
  is a private matter. Exactly.
• 1:04:21
  Say none of your. Business now.
• 1:04:22
  Now you're the diplomat. My father in the summer had a
• 1:04:26
  place and we own it till today. Still in Kent.
• 1:04:29
  Morris Hamblin It's like people asking, I'm like, why do you go
• 1:04:33
  there? This is the whole day and the
• 1:04:34
  whole year. I have to make decisions.
• 1:04:36
  I don't want to go. I used to go to Bangalore when
• 1:04:38
  you were growing up, there was a fight in the Bangalore, right?
• 1:04:41
  When something comes up, there's the whole decision because I
• 1:04:43
  love coming here. There's I don't, may not agree
• 1:04:46
  with everything or not, no one agrees with everything, but
• 1:04:48
  there's one person who makes a decision and that's it.
• 1:04:50
  Like the sentence. I was like, I want to go to a
• 1:04:52
  play so I don't have to make any decisions.
• 1:04:53
  You know, like that's the like I tell you, I I took it openly in
• 1:04:57
  my I don't put on my clothes in the morning.
• 1:04:58
  My wife gets my clothes. I mean, puts it out and people's
• 1:05:01
  like, yeah, totally as simple as if if people look at me and say,
• 1:05:03
  where are you dressed? Like someone came into well, oh,
• 1:05:06
  come on, you couldn't tell. I said message my wife.
• 1:05:08
  I don't put on my clothes in the morning.
• 1:05:09
  I tell I'm going to an event today.
• 1:05:10
  You put it on yourself, but she put it on yourself.
• 1:05:13
  Yeah, I mean. Hope I don't, I hope I don't
• 1:05:15
  come to that point that, but. That's amazing.
• 1:05:17
  She actually meant it, by the way.
• 1:05:18
  I actually saw that something. I'm a little bit upset right
• 1:05:20
  now. Now.
• 1:05:21
  Now wait, what's now? I'm thinking about let.
• 1:05:23
  Me tell you something. Trust the style for everything
• 1:05:26
  she buys. I don't know, but it might make
• 1:05:27
  that sacrifice. That's for the fact of handling.
• 1:05:29
  So how nice is it? You wake up?
• 1:05:30
  I don't have to go to God like it's.
• 1:05:32
  Old your wife would not be able to do that.
• 1:05:34
  This is what you're. Sorry, but but on the other
• 1:05:36
  hand, in every relationship, there are other things that
• 1:05:39
  you're going to say is that that you deal with, you know, like my
• 1:05:42
  fault. The joke in my family with me is
• 1:05:43
  that when I went out with my wife, I I told her on the third
• 1:05:48
  date, I give coaching advice while I'm on dating very good.
• 1:05:51
  Had to get people on dating very good.
• 1:05:54
  So kind of same thing. How do you make sure you don't
• 1:05:56
  go on 15 dates if you're not, If you're going to get engaged, you
• 1:05:58
  should be able to get engaged about a six to seven.
• 1:06:00
  If you're not know by then. Whoever took on 15 days,
• 1:06:02
  something's wrong and I asked him right, something's off I
• 1:06:04
  don't have. On the 3rd day I said I have two
• 1:06:06
  choices in life. I could get a job with my
• 1:06:08
  father. If I need $50,000 to live, I'll
• 1:06:10
  probably make 51,000 but working every day or I could take the
• 1:06:14
  risk. I'm not work.
• 1:06:16
  I work day and night. You have to work much tougher in
• 1:06:18
  the beginning because I'm not around it might not work, but if
• 1:06:20
  it does work, you know, if you have to buy an item like you
• 1:06:23
  know, it's just I need a pair. You want a shade though, I need
• 1:06:25
  a pair of pants the same you need it.
• 1:06:27
  It's like that's OP that work, but you know what the joke in
• 1:06:30
  the family is that my father used to call me the only bucker
• 1:06:32
  that's married. I'm like, no house they're going
• 1:06:35
  to Friday take my kids out. Now, as a grandfather, I take my
• 1:06:37
  kids out, my grandkids out Friday.
• 1:06:38
  But and to a certain extent, there's certain parts of that
• 1:06:41
  part my wife liked, but then she didn't like in the middle.
• 1:06:43
  Don't come in the middle and just thought either you're, you
• 1:06:45
  know, stay in your lane. That's.
• 1:06:46
  What I was telling him earlier, if your wife prepared your
• 1:06:48
  clothes every day. I don't like this.
• 1:06:50
  I don't like that, no. What do you mean don't like it?
• 1:06:52
  I don't go to the I'm not. He doesn't even go shopping
• 1:06:54
  right when she's bringing back things to me, he's like, I'm
• 1:06:56
  trying it on if it fits. So when you say this joke, when
• 1:07:01
  I used to go, when my father's alive now and and I have to go,
• 1:07:05
  my father, somebody goes, OK, He used to call my wife and say
• 1:07:07
  please make sure tomorrow you don't dress him in a blue shirt
• 1:07:09
  of this because they're going understand.
• 1:07:11
  It wasn't me. So if she didn't like this
• 1:07:12
  thing, he didn't come into me. Like.
• 1:07:15
  I love it. Once in a while he goes like.
• 1:07:16
  I'm embarrassed at your third date when you're having this
• 1:07:18
  conversation. You knew what career you wanted
• 1:07:19
  to get into at that. Point No, no, it's not the
• 1:07:21
  career, it's that so I want to be entrepreneurial and take a
• 1:07:24
  risk. Sure, sure.
• 1:07:24
  Yeah, I knew I want to do business and things like.
• 1:07:26
  That I know, but I'm curious how you got into it then.
• 1:07:27
  How did you jump into the world of YEAH?
• 1:07:29
  So, so here's the I I wrote a business plan and everyone who
• 1:07:36
  knows me knows that, you know, you have your parents who can
• 1:07:38
  open up this business. One one part of the business
• 1:07:40
  doesn't exist anymore, but we can do it anyway.
• 1:07:43
  When I was in high school, I wrote a business plan.
• 1:07:45
  There's only three things in our life still exist today that you
• 1:07:48
  drop off and pick up. You don't.
• 1:07:50
  You don't. You don't.
• 1:07:52
  You don't buy new, you drop off and pick up again.
• 1:07:55
  Three things in life that you drop off and pick up.
• 1:07:57
  Cleaners. Shoe repair and it.
• 1:08:00
  Isn't this repair anymore? No, you can still.
• 1:08:01
  No, Yeah, it's still if you don't No, you don't have to
• 1:08:04
  throw it out. But I mean, if you wanted to fix
• 1:08:05
  your shoes, it's a night, right? OK, You go to you also buy new
• 1:08:08
  clothes also, but the maintenance of it.
• 1:08:10
  You go to Shoemaker your car and film developing, film
• 1:08:12
  developing. But film developing doesn't
• 1:08:13
  really exist anymore. No, but it is still.
• 1:08:15
  You still go to Target. They still that they still.
• 1:08:17
  That's actually a very fun time when you have to go pick up your
• 1:08:20
  waiting. You waited like 3-4 days and you
• 1:08:22
  quickly scrolling through it. You know the part.
• 1:08:24
  And you blink. And you blink.
• 1:08:25
  The best does were tonight you're in Israel and he took
• 1:08:28
  like 12 rolls of film and you use them all and you had to wait
• 1:08:31
  the entire. Year to see your pictures
• 1:08:33
  because I. Didn't want to develop them in
• 1:08:35
  Israel. It was expensive, expensive.
• 1:08:36
  It was very expensive. By the way.
• 1:08:38
  I had a terrible story that happened to me that I had
• 1:08:41
  developed pictures of me and my friends.
• 1:08:43
  We went to the beach in Natania and we were having a good time.
• 1:08:47
  We were teenagers and we did some inappropriate things in in
• 1:08:49
  the water and we took pictures for ourselves.
• 1:08:51
  It was fun. So when I went to develop the
• 1:08:54
  pictures, the girl that gave it back to me, she sort of like
• 1:08:56
  winked at me. She's like, here's your
• 1:08:58
  pictures. I'm like, you looked at my
• 1:09:01
  pictures, didn't you? Because they look at it.
• 1:09:02
  Of course they look. They look.
• 1:09:03
  At everybody's picture but. First of all, they're looking
• 1:09:05
  because that's how they did it if it.
• 1:09:06
  Happened. Yeah, it had no choice but go
• 1:09:09
  back to your business plan. I like this.
• 1:09:10
  So you're you're creating that. Business plan and I'm actually
• 1:09:14
  when I went to Israel, I was perfecting it, the Vidka
• 1:09:16
  cleaners. I became best one of the owners
• 1:09:18
  because I used to understand my vision was have one central.
• 1:09:21
  There's nothing about before Uber have 1 centralized place
• 1:09:24
  that does the work. OK, let's say Floyd Benefield,
• 1:09:26
  we're thinking about 1 centralized place.
• 1:09:28
  Did it work and a bunch of drop stops, drop offs, pickups all
• 1:09:30
  over, but with total convenience.
• 1:09:32
  You could like leave it on your front porch and I'll drop it off
• 1:09:34
  in your office. You'll be pick up in your office
• 1:09:35
  parking lot. I'll bring up the mounds in the
• 1:09:36
  summer, like any mix and match and have drop centers called and
• 1:09:40
  the name of the company, another acronym Cleesham cleaners shoes
• 1:09:43
  film. It's the only by the way, the
• 1:09:46
  other. It's the only part of The thing
• 1:09:47
  is because it's if you think that was another thing about
• 1:09:49
  cleaners. If you interview 100 people in
• 1:09:51
  your neighborhood, where do you go to cleaners?
• 1:09:52
  80 different answers. What do you go grocery shopping?
• 1:09:54
  There's just the 11 main place to go to.
• 1:09:57
  There's no loyalty. It's like there's no loyalty to
• 1:09:58
  it. It's like you look at who you're
• 1:10:00
  walking. I might have thought serve
• 1:10:02
  coffee in the front have like a whole system.
• 1:10:05
  You drop like the way the way Enterprise has the car rentals.
• 1:10:07
  You walk into a good experience. Like imagine drop stops all over
• 1:10:10
  the place. That was a business plan to
• 1:10:12
  really build it on as an Israel, I want to understand the
• 1:10:14
  cleaning business. So how I got into real estate
• 1:10:16
  was that I wanted in the summer, one summer to go ahead and test
• 1:10:21
  some of it to go while to drop off in camps.
• 1:10:26
  My father says you're not drinking laundry back and forth,
• 1:10:28
  boys games, girls games. It's not happening.
• 1:10:30
  I have a friend of mine go meet him.
• 1:10:32
  He's in real estate. OK, I went, I wasn't married to
• 1:10:34
  the real estate thing. You know, that's the but that's
• 1:10:37
  how I got into real estate. But I I got married at I knew I
• 1:10:40
  couldn't stay in this year. I had a quandary because I'm
• 1:10:44
  supposed to go back, you know, 20 years is that everyone gets
• 1:10:47
  stereotypes. So if I want it, on one hand, I
• 1:10:50
  want the same religious upbringing and household that I
• 1:10:54
  had, but on the same on the other hand, they couldn't sit
• 1:10:57
  and learn. So if I went to work first,
• 1:10:59
  you're a working guy, boys doesn't work.
• 1:11:02
  So how do I fit that? And I wasn't waiting till 2122.
• 1:11:06
  So also I went to I ended up getting married at 20.
• 1:11:11
  I went to work a year later, but at least I got married at 20 and
• 1:11:14
  I was able to hold, you know, I think my, my, my father knows a
• 1:11:18
  rabbi and you know, all his kids learning day and night this then
• 1:11:24
  as as the old, you know, the old boys that you know, that married
• 1:11:26
  all, you know, all the sisters married.
• 1:11:28
  And I came in and, you know, he almost wanted to stop the shit
• 1:11:31
  off because I was only willing to commit to six months.
• 1:11:34
  Ended up being 11 months after work.
• 1:11:37
  Where'd you live the first year? I lived in Brooklyn, Brooklyn,
• 1:11:41
  and my parents in Brooklyn. She's in Brooklyn, yeah.
• 1:11:44
  Are you an Israel guy in general like I?
• 1:11:46
  Went to Israel for I went to Live of Rome.
• 1:11:48
  OK, I was. The first one, Winefeld.
• 1:11:50
  Yep, the first one to enroll. Wow.
• 1:11:52
  And cuz I, I dabbed by his brother.
• 1:11:54
  So we grew up and it's his brother opened the shoe around
• 1:11:56
  the corner. Winefeld was called.
• 1:11:58
  Yeah, he's in Torres climbing, but I think it's got his line,
• 1:12:01
  but it's Winefeld and that's where he dabbed.
• 1:12:02
  And then when he said his brother was opening, I was the
• 1:12:04
  first one to, you know, enroll. He didn't want to tell everybody
• 1:12:08
  right away because I wasn't like that star.
• 1:12:10
  He don't like built his brand around there.
• 1:12:12
  Like I have 1 great story, you know, from Riverdale's nifter.
• 1:12:15
  So he was the only person. This is why I have real respect
• 1:12:19
  for him because my brother's was there.
• 1:12:22
  My older brother's there when she first basically started.
• 1:12:24
  He's still every Sunday learns of them used to go all not
• 1:12:27
  anymore, but he used to go back every Sunday.
• 1:12:30
  And when I came to 9th grade, you know, my father wanted to
• 1:12:33
  send me there. Now they didn't really fit them
• 1:12:35
  old to go from to Riverdale. I didn't I wasn't that you know,
• 1:12:37
  I was selling Donuts in yeshiva in 8th grade, you know, so he
• 1:12:40
  actually told my father it's not for him.
• 1:12:41
  And then my father like like how you telling him no, like like it
• 1:12:45
  would have been the big pressure for him, like like had he saying
• 1:12:47
  no protects you like and he said, listen, at the end of the
• 1:12:49
  day, it's this is yeshiva. It's not for him.
• 1:12:52
  So it's my father pushing. He's not my father to make you a
• 1:12:53
  deal. If he wants to come just for L,
• 1:12:56
  he'll come. I'll give him a 10 at the end of
• 1:12:58
  L if he's once it and worthy and but that was the bet and the
• 1:13:04
  fact that he stood his ground like that is a whole big respect
• 1:13:06
  because they haven't falls into something you know it's.
• 1:13:08
  So interesting he used that rule back then.
• 1:13:10
  Whether you want. One user would want it, he's
• 1:13:12
  just. Basically, but that's really
• 1:13:13
  what it was. But if you look.
• 1:13:14
  Back, If you look back at all your success and that's what it
• 1:13:16
  boils down to, you convinced the person to want that new role or
• 1:13:19
  they want it. If they wanted it, it worked.
• 1:13:21
  If they didn't, I had best shot to work.
• 1:13:22
  If it didn't, then you waste your time on.
• 1:13:23
  It How did you get into dating coaching By the way, I I.
• 1:13:25
  It's not about getting into dating coaching.
• 1:13:27
  At the end of the day, it's the same if you bring it down to the
• 1:13:29
  same fundamental All things boil down to some people build
• 1:13:32
  businesses around things. I build things business around
• 1:13:35
  people. Sure, relationships, those.
• 1:13:36
  Relationship people, some understanding people, so I was.
• 1:13:38
  Going to say I, I talk to people about relationship building all
• 1:13:40
  the time, but when you when you deal with dating, it's a little
• 1:13:43
  bit different. So I'll tell you where, I'll
• 1:13:44
  tell you where the correlation, you know, there's only one
• 1:13:47
  somebody's everyone can have all different talents that actually
• 1:13:50
  gives them. And there's one thing that I'm
• 1:13:52
  better than and I'll brag about only one thing.
• 1:13:54
  There you go. OK, what's the one thing?
• 1:13:56
  Because in order for you to do it, you have to do it's only
• 1:13:59
  because of my business nature. I only made money.
• 1:14:01
  I was forced into it. It's not the talent you also
• 1:14:04
  have the talent is that I only made money when I closed my
• 1:14:08
  whole career. So I have to go into I have to
• 1:14:10
  realize is this deal going to close and it's not don't take it
• 1:14:12
  on. Is this person end up closing
• 1:14:13
  making money. OK, one out of six people make
• 1:14:15
  it OK. So let me hire if I I have to
• 1:14:18
  make sure the ratios all go good because I have no offices.
• 1:14:20
  So my whole career is only on the close an attorney.
• 1:14:23
  The opposite is only based on the hour.
• 1:14:24
  I don't know if I could tell you want to do some research.
• 1:14:26
  I charge $500.00 an hour, 200 spectrum.
• 1:14:29
  So I'm trained in the art of one thing, how to not waste time.
• 1:14:32
  It's the only thing anyone could do that.
• 1:14:34
  But there's nothing like when you're forced like you want to
• 1:14:36
  learn real estate. I can start teaching it to you.
• 1:14:37
  You can hear it. I could train you to play
• 1:14:39
  basketball or not. I mean with the concept dribble,
• 1:14:41
  get into the game. You have it.
• 1:14:42
  You don't when you have a deal on the table doesn't work.
• 1:14:45
  Also, you know what did you say that service coverage meant
• 1:14:47
  again? Now you listen to me.
• 1:14:49
  What did you say? This each thing item works
• 1:14:51
  because now you're for that's all I have.
• 1:14:53
  So in every area of life, I realize, like, how do you cut to
• 1:14:56
  the chase? Like, why are you wasting time?
• 1:14:58
  Like why are you, why are you going on?
• 1:15:00
  And it's not, it's not something new there.
• 1:15:02
  It's about people. But here's some questions.
• 1:15:04
  Sometimes people just want to ask the blunt questions to the
• 1:15:06
  thing. So the end of the day, when you
• 1:15:08
  you know, because when I realized if you interview
• 1:15:10
  everybody that gets married, right when it's all said and
• 1:15:12
  done. So obviously, you know, I spend
• 1:15:14
  a lot of time asking questions. Also, it's like I want I have a
• 1:15:16
  shit of hat in my mind to come out with because my my end of
• 1:15:19
  the movie is I want to sell it to your parents.
• 1:15:20
  So you take it public and that's why what what we're going in
• 1:15:24
  now. You know, when I came to raising
• 1:15:25
  money in the beginning, so it was OK.
• 1:15:26
  It was a hype. Was there the business to go up?
• 1:15:28
  People like questions. Now it's the end of the movie.
• 1:15:30
  They're seeing the business take off and they say, wow, this is a
• 1:15:32
  good time to invest. Yeah.
• 1:15:33
  You come at the end of the movie.
• 1:15:34
  You can come in. But I plan on taking it public.
• 1:15:36
  That's the goal. If you blow up.
• 1:15:37
  Also, what am I doing with the money?
• 1:15:39
  I want to build the one Jewish app for Klausra.
• 1:15:42
  How come there's not one app from Cradle to grief?
• 1:15:45
  So I did go dive in. A memory of my father tracked
• 1:15:48
  down the doctor, built it. We did go dive in.
• 1:15:50
  I want to come with the shuttle app.
• 1:15:51
  If you think about it, why these all these campaigns?
• 1:15:53
  I don't want to name a company that sends you out things for
• 1:15:56
  your kids to Shiva. They raise money.
• 1:15:58
  Why isn't why is that a business shouldn't to be an organization
• 1:16:01
  that has that built and gives it everyone for free?
• 1:16:03
  Doesn't make sense to think about it.
• 1:16:05
  Why are the things like these these these foundations, these
• 1:16:08
  donor fund type places that should be a a Jewish.
• 1:16:11
  It should be part of a non like the next generation of 1B
• 1:16:14
  Coholem. Why isn't that 1F every B
• 1:16:16
  Cohollum? Why isn't one epic havarum
• 1:16:18
  throughout the whole world? I said if someone got opened up
• 1:16:20
  an Uber for they should have. All these different things
• 1:16:22
  should exist on the one. That's my vision.
• 1:16:24
  My father's word has written words forever and I want to go
• 1:16:27
  eternity technologies for eternity that that's that's
• 1:16:30
  really the vision to go. I want it with the passion is
• 1:16:32
  but it doesn't make any sense. We should have one place that's.
• 1:16:34
  Beautiful. I I want to tell you I'm part of
• 1:16:36
  a chat called CUSA 24/7. It's around the world.
• 1:16:39
  It's fascinating by over 100 people, leaders from all over
• 1:16:42
  the world. That definitely helps.
• 1:16:44
  Someone over there organized a spreadsheet of every CUSA
• 1:16:46
  organization, but to put that into a system would be amazing.
• 1:16:50
  But now think about AI. But again, of course, no one's.
• 1:16:52
  The issue is that these systems only work if everyone's on it.
• 1:16:56
  Of course, but. If, if, if there's one real
• 1:17:00
  umbrella putting it together, then you're going to come on
• 1:17:03
  because you care about this thing is important.
• 1:17:05
  You need it now. You'd say you needed this once
• 1:17:07
  you're on it, you're saying, and now you can imagine AI, you
• 1:17:10
  wanted to listen, Hey, only send me the things that are really
• 1:17:12
  relevant to me. You know you're getting into
• 1:17:14
  your car now if you would let it share with you Uber, you know
• 1:17:17
  you're getting into the car now and you're going from here to
• 1:17:18
  there and somebody needs a ride deal notification.
• 1:17:21
  So like don't bother me unless I can actually help the person and
• 1:17:24
  it knows your preferences. I'm not going to say I'm saying
• 1:17:26
  no. Are you saying no because you're
• 1:17:27
  busy saying if the more you train it, the more know about
• 1:17:29
  each person. So some of these things you
• 1:17:30
  couldn't have fathomed years ago and now you can able to fathom
• 1:17:33
  it where you, where you, where. You, first of all, I want to
• 1:17:34
  give you a blessing, Bracha, that you should go public as
• 1:17:37
  soon as possible, at the right time, but as soon as possible so
• 1:17:40
  that you can work on all these visionary things that make it
• 1:17:42
  happen. Go daven.
• 1:17:43
  I mean, the things that you've done already.
• 1:17:45
  It's amazing and it's life changing.
• 1:17:47
  It helps everyone, a lot of people.
• 1:17:48
  When they talk about the end of the movie and they talk about
• 1:17:51
  retirement coming up, I want to go golfing more.
• 1:17:55
  I want to spend more time on vacation.
• 1:17:57
  Maybe this guy is like, well, I want to start this organization
• 1:18:01
  that's going to bring all the organizations together.
• 1:18:04
  He just like he was when are you going to take some time for
• 1:18:06
  yourself? Like when is it just about you
• 1:18:09
  and nobody else? You know they say death is one.
• 1:18:12
  Sleep is 160th of death. Imagine how good schmuck death
• 1:18:14
  is, right? So we we we have no problems
• 1:18:18
  about death in the. Well, I will tell you I, I can
• 1:18:20
  go on for because I, I love talking to you.
• 1:18:23
  I think that, you know, for me personally, and everyone knows
• 1:18:26
  this about me, I, some people have called me disgustingly
• 1:18:30
  transparent and I take it as a compliment.
• 1:18:32
  And this company was built on the foundation of transparency.
• 1:18:35
  And my life is very transparent. And that's why it was so easy to
• 1:18:38
  start a podcast because one of the most difficult things that
• 1:18:41
  everyone was telling me was you're going to have to be
• 1:18:43
  vulnerable. You're going to have to just say
• 1:18:45
  what's on your mind and you're not going to be able.
• 1:18:47
  There's only so much that Stefan can edit, you know.
• 1:18:50
  So I really enjoyed this conversation and I welcome you
• 1:18:52
  to come back, you know, after you go public and to continue
• 1:18:56
  the conversation also. Have to be certain to go public
• 1:18:58
  to be like, you know. Listen, just just come back
• 1:19:01
  because there's so much we didn't even touch upon, you
• 1:19:03
  know, we spoke a little bit about your dad and, and the
• 1:19:07
  impact that it had to you on the world.
• 1:19:08
  And it's impacting me just hearing this and hearing the raw
• 1:19:12
  emotion of of all the growth that has happened.
• 1:19:15
  Our goal for our podcast is growth, both personally and
• 1:19:19
  professionally. And I think we got a lot of that
• 1:19:21
  out of this discussion. And I really appreciate you
• 1:19:24
  coming. I just want to finish off by
• 1:19:26
  again thanking Prime Source for sponsoring and telling everyone
• 1:19:30
  that we are enjoying your feedback and please like,
• 1:19:33
  comment, subscribe, get involved.
• 1:19:35
  Really important for us that we each share with each other our
• 1:19:39
  thoughts and the things that inspire us and the things that
• 1:19:41
  help us grow. When you first came, I was
• 1:19:44
  telling you that we have a thing that we like to do.
• 1:19:47
  I'm going to try it on you. You can say no.
• 1:19:49
  The question that I originally had asked you is who do you
• 1:19:52
  think now that you've been here on the podcast and it was, you
• 1:19:55
  know, first of all, how do you feel it went?
• 1:19:57
  And who do you think would be a good guess that you would know
• 1:20:00
  that you can recommend potentially to be as a chain
• 1:20:02
  reaction to who you? Are on the OS, they ask you
• 1:20:04
  after a meeting, you rate it, but they have a level 10
• 1:20:06
  meeting. It's a very cool concept.
• 1:20:08
  And after the meeting was called level 10 'cause they ask
• 1:20:10
  everyone in the room to rate the meeting on a scale of one to 10.
• 1:20:13
  If you rate it less than 8 or below, just give a reason why so
• 1:20:16
  everyone in the group could know this meeting wasn't good because
• 1:20:18
  people told you. Go for it.
• 1:20:20
  We're ready. So now I'm gonna give you a 10.
• 1:20:24
  Thank you. I just I just but but it's only
• 1:20:26
  on condition that when you when you couldn't get that word down
• 1:20:29
  pat, you keep. It that'll do that.
• 1:20:31
  Yeah, see, because natural, just be natural what gave it?
• 1:20:33
  Because you realize, by the way, that's what's going to happen.
• 1:20:35
  People are going to watch it. They say people think they have
• 1:20:37
  to be perfect. And that's part of the that's
• 1:20:39
  part of the issue. And no, I'm going to I know
• 1:20:43
  something to make fun of me that couldn't remember, remember
• 1:20:44
  Shapiro, What? They didn't get the name.
• 1:20:46
  And so life goes on. That's the humor.
• 1:20:49
  I. Appreciate that so much.
• 1:20:51
  I really do. Just if you had to like throw a
• 1:20:54
  name out, who would be that person that you would
• 1:20:56
  potentially recommend? As I told you one question.
• 1:20:59
  That's OK, You don't have to answer it, but I was just like,
• 1:21:00
  if it comes to mind, if it doesn't come to mind, it's OK.
• 1:21:02
  If it came to mind, they would have it prepared because.
• 1:21:04
  No, no, no. I don't want it to be prepared.
• 1:21:06
  I want it to be after you're sitting here, you know what it's
• 1:21:08
  like our style, what we're doing.
• 1:21:09
  I'll tell you the reason we're I think that it was came out as a
• 1:21:12
  from mind that I think came as a 10 is that two things.
• 1:21:16
  Number one, you never looked at you have to look at your papers.
• 1:21:19
  What the next conversation fee should be #1 and #2 you know, we
• 1:21:23
  never, and this is, we never had ended up focusing on the
• 1:21:27
  business itself, right? So we said, OK, we'll come in to
• 1:21:30
  talk about your parents, see. And by the time everything was
• 1:21:32
  all said and done. That's none of your business.
• 1:21:34
  That's right. That's right.
• 1:21:35
  None of your business. So even though it's like a solid
• 1:21:37
  start there, what about the business?
• 1:21:38
  I want to walk there. It's a great part of it.
• 1:21:40
  But again, you know, now there's no plug there.
• 1:21:42
  I appreciate that. Very much, I wish your family a
• 1:21:44
  lot about Slough on everything that they're doing, all the
• 1:21:46
  different businesses that you're putting together.
• 1:21:48
  I think it's wonderful to have a dad that's guiding them,
• 1:21:50
  especially someone that can, you know, I, I see a lot of times a
• 1:21:54
  challenge and you know, it's just the final thought of mine
• 1:21:56
  from this discussion is that Javere members, Hatzala members,
• 1:22:00
  people involved in organizations, some of them, I'm
• 1:22:03
  not saying all of them, majority of them are amazing, but some of
• 1:22:05
  them tend to forget that family comes first.
• 1:22:07
  You know, like they'll run out to help somebody, but they might
• 1:22:09
  tend to sometimes forget one second.
• 1:22:11
  Let me just think about what's happening in my family first.
• 1:22:13
  Prioritize. I think that you're doing that
• 1:22:15
  really, really well. You mentioned your children, you
• 1:22:17
  mentioned your father, you. See, no, that's just me
• 1:22:18
  mentioned you got to ask them. It's really true.
• 1:22:20
  I'm. Going to take it from what it's
• 1:22:22
  worth and, and, and I, I, I'm, I'm again, like I said, I'm
• 1:22:26
  honored that you're here today and I really appreciate it and
• 1:22:28
  just want to wish you well and everything that you're doing and
• 1:22:31
  continue to be that source of energy to everyone around you.
• 1:22:33
  It's amazing. Thank you very much.
• 1:22:34
  Thank. You.