Latest / The Hannah Hammond Show / $1.5 BILLION Blueprint | Austin Zaback on Why You MUST Fail to Scale

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$1.5 BILLION Blueprint | Austin Zaback on Why You MUST Fail to Scale · The Hannah Hammond Show

0:00
No matter how great your mentors are, no matter how many people
0:02
you have in your corner, you're going to fail.
0:04
And you're going to fail a. Lot, how would you recommend
0:06
that other people start to scale their business if they're doing
0:09
good to become a large enterprise like you are?
0:11
Now a lot of people think that they want to scale because other
0:14
people are doing it, you know, and it's the worst way to to
0:17
actually decide if you want to embark on that journey.
0:21
I've started, I think, 13 or 14 different companies, but seven
0:24
that are actually making really good money, which means half of
0:26
the companies that I've started have failed.
0:28
And people don't see that, you know, people don't see the
0:30
millions of dollars that I've lost, the unbelievable amount
0:35
of, of stress and anxiety. I've, you know, there's years of
0:38
my life. I didn't do anything.
0:39
I just grinded. And not everybody actually wants
0:42
that. They think they do because
0:44
they've seen the highlight reel of, of, you know, the other guy
0:47
or girl driving the Lamborghini or whatever the case might be.
0:50
And they don't understand what is actually going to be required
0:53
to achieve that, right? So I think you have to fail a
0:56
lot, right? And and that's not what people
0:57
want to hear, by the way, it's not the sex, the answer, right?
1:01
Like people just want to the magic pill.
1:03
But the reality of it is you're going to fail.
1:05
You're you're going to mess it up.
1:07
You know, like every day I make decisions that backfire at some
1:12
point, right? And then you have to like
1:14
recalibrate and figure out, you know, what am I going to do
1:17
different? I'm here today with Austin
1:18
Zavak, who's actually really cool because we're both the same
1:21
age and we're both from Arizona and we're both just workaholic
1:24
hustlers, loving, loving real estate.
1:26
But he's amazing. He has the number one real
1:29
estate team in Arizona called Space.
1:30
They have three locations here in Arizona.
1:33
He also is the Co founder and founder of two other real estate
1:36
companies, TPZK. KPZ actually turned into space.
1:40
OK. So that was the rebrand and then
1:42
I am one roof. One roof.
1:43
Yeah, one roof. So they do 2500 real estate
1:46
transactions a year, both on the wholesale side and the retail
1:50
side. And he's done over a billion and
1:52
a half in real estate sales. So really excited to learn from
1:55
you today, sit with you and really grateful to have just met
1:58
you through this business and this crazy journey.
2:00
So thank you. Yeah, thank you for having me.
2:02
I know you were on my podcast and that one went did really
2:05
well and I'm excited to be here on yours.
2:08
Yeah, that actually went viral. That a few clips.
2:10
Get a couple of good clips, yeah?
2:12
Yeah, yeah. So I think still my highest
2:13
viewed clip is your maybe? We can beat it today.
2:17
Yeah, that'd. Be great.
2:19
And then today we're in his studio.
2:20
He just opened Zabak Media and has this awesome media setup
2:24
here in North Scottsdale. So yeah, just super proud of
2:27
you. You're.
2:27
Doing. I appreciate that.
2:28
Yeah, well, the feeling's mutual.
2:29
Thank you. So excited to be here and
2:31
provide a bunch of value. Hopefully people watching stay
2:33
at the very end. Yeah, me too.
2:36
But yeah. So first I want to dive into
2:38
your story. I know we talked about mine last
2:40
time when you interviewed me, but want to hear what drove you
2:43
to be so successful at such a young age as well?
2:46
Because most people don't start to like, get that bug, I guess,
2:49
or really figure things out until like, I don't know, their
2:52
40s. Yeah, but we were just 18 years
2:55
old, real estate license and have a very similar path.
2:58
I went more into commercial. You went more into wholesale and
3:00
retail. But yeah, what what was your
3:02
journey to get you to where you are?
3:04
Phenomenal question. You know, I mean, growing up, I
3:06
grew up in a garage, right? I grew up with my grandpa and
3:08
grandma and Gilbert, native to Arizona.
3:10
And I think, you know, when you grow up and you come from
3:12
nothing, I mean, you, and I'm sure you've seen, right?
3:15
You've interviewed a lot of people like me, The majority of
3:17
people that achieve massive things in life typically come
3:21
from nothing, right? I mean, I would say 9 times out
3:23
of 10, you know, and I think there's something
3:25
psychologically when you grow up and you don't have much that
3:29
makes you want to have a lot when you get older to give to
3:33
your kids, to change your family name, whatever that might be,
3:35
right? I just think there's a, an
3:37
unconscious thing that actually happens in your brain when you
3:41
come from nothing, right? And when people tell you can't
3:43
do something or whatever the the case might be.
3:44
So I just remember being a kid and I wanted to make a lot of
3:48
money. I mean, like, if you'd have
3:49
asked me when I was 10 years old, what do you want to do when
3:52
you grow up, I would just said, you know, I want to be a
3:53
billionaire, right? Like, I just want to make a lot
3:55
of money. And I think that came from me
3:57
just wanting to prove the world wrong, Right.
4:00
And yeah, you know, to your point, I got into real estate
4:03
literally the day I turned 18. And, you know, I got into
4:06
wholesaling. And the only reason I got into
4:08
wholesaling is because I saw an ad, Cody Sperber, who eventually
4:13
became my partner, No longer my partner anymore, good buddies of
4:16
mine. But, you know, he was standing
4:18
in front of the bank driving a Lamborghini, which I eventually
4:20
bought that same Lamborghini from him.
4:23
And he was talking about making money in real estate with no
4:26
money down, no license, no nothing, you know, and I'm like,
4:30
I could do that, you know, and I paid him 10 grand or whatever I
4:34
paid him to, to mentor me at the time.
4:36
And that was, that was that, you know, I got into wholesale and
4:39
then wholesale eventually led to me becoming an agent.
4:42
And then me becoming an agent led to me starting A-Team.
4:44
And then, you know, eventually I, you know, got to kind of
4:48
where I am today. And now we're, we're the, you
4:51
know, Jamil. Jamil might not like me for
4:54
saying it, but I think I think we might be #1 in the nation.
4:58
But I love Jamil and, you know, and they obviously went the
5:01
franchise route, right? So I'm not comparing to the 180
5:04
franchises or however many franchises they have, but their
5:08
corporate store compared to what you would consider maybe my
5:11
corporate store. I think, I think we might be
5:13
beating him. But anyways, we'll save that for
5:15
another day. That's awesome.
5:17
And just yeah, two different parallels, both, both Ballers,
5:19
both doing. Amazing things.
5:21
Me too. Amazing human.
5:22
Being I love him so much. Well, that's freaking awesome.
5:25
And So what would you say is like the biggest mistake that
5:32
people make when they're getting into the real estate business or
5:34
really any sales business for that matter?
5:37
You know, people make a lot of them.
5:38
I think though, that the biggest mistake that I see people make.
5:41
Well, when there, I guess there's a couple, right?
5:43
So one of them is that I see people who get into the real
5:47
estate industry as a whole and they're on an island, right?
5:50
Like they're, they don't actually get around people that
5:52
have what they want. You know, so take an agent for
5:56
an example, right? You know, an agent will go and
5:58
they'll get their license and they'll go through school, which
6:00
is like 90 hours in Arizona. It's nothing, right?
6:03
I mean, correct me if I'm wrong, it takes 5000 hours if you want
6:06
to cut some body's hair, if you want to become a a hair stylist
6:10
and 90 hours then you can sell $100 million piece of real
6:14
estate, right? So you go through school and you
6:17
don't really learn how to sell real estate, right?
6:19
You learn a bunch of stuff not to do pretty much like you learn
6:24
kind of like a bunch of this stuff that you know 99% of it
6:27
you're never going to use. And so all of a sudden here you
6:30
are, you're licensed agent and you go to like a broker fair and
6:35
you like pick a random brokerage, you know, and, and
6:38
you join Keller Williams or Russell and Sotheby's or
6:41
wherever you go and, and nobody's actually helping you.
6:45
Like you don't know what to do. You have 0 idea what to do,
6:48
right? And you know the statistics, I
6:50
mean, 87% of Realtors fail, right?
6:54
I'm sure it's the same with wholesalers.
6:55
Commercial real estate might even be higher.
6:58
And, and it's just like you have to get around people that have
7:01
what you want. You need a mentor.
7:03
You need to join a good team or a good brokerage or go hire a
7:06
mentor. Join a mastermind.
7:07
I mean, you're huge in this mastermind world.
7:10
I'm actually jealous of that. I need to get involved in more
7:12
mastermind. But you know, it's like if
7:15
you're not around people that have what you want, that are
7:17
helping you get to where they got, how are you gonna get there
7:20
right? Like you need a road map.
7:21
And I think people make that mistake in a big way.
7:23
The only other mistake I think is people just don't stick it
7:26
out. You look at the industry that
7:28
we're in, Hannah, and like it takes time, right?
7:32
Like we're in this industry we're not in.
7:33
We don't trade stocks, although I do a little bit of that on the
7:36
side. It's not what I do, right?
7:39
We don't trade Bitcoin. I own Bitcoin.
7:41
But like there's these things in life that I think you can do
7:44
quicker. And real estate is not a quick
7:46
game. You know, like commercial's even
7:48
a longer game. I mean, I, you know, I haven't
7:50
done very much commercial. I've seen you do it.
7:52
I've seen a lot of other people do it from what I, from what
7:55
I've heard and what I can tell, you know, commercial, I mean,
7:57
one deal could take two years to get to the finish line, you
8:00
know, So if you don't have the patience and, and the ability
8:03
and the stamina to delay that gratification, then you're not
8:08
going to make it, you know? Yeah, I agree.
8:11
Relentless, being relentless and just having that drive and it
8:14
is, it is really tough and it is one thing.
8:17
One of my biggest regrets is not investing in mentors or that
8:21
type of that higher ticket education sooner because I was
8:24
an island and it took me longer to get that momentum and it
8:27
wasn't as it just wasn't fun. It was super stressful.
8:30
I I had no guidance. I was at you know, kW with no
8:33
training like the trainer hasn't sold real estate in 50 years,
8:36
you know type thing. Not nothing wrong with them, but
8:38
just that that's normal. Most brokerages is pretty
8:41
independent, but I wish I would have done like the high, you
8:45
know, $10,000 to Cody Sperber and really learned that business
8:47
or gone under the wing of a commercial broker and I was
8:50
always getting started. I had I didn't have $10,000 and
8:53
when I did make my first enough money, my first sale was 36,000.
8:58
I used that immediately to invest into real estate, which
9:01
awesome. I don't know if that was good or
9:02
bad or but. I think it worked out well for
9:05
you. Yeah, but I mean, now I spend so
9:08
much money on masterminds and and conferences and seminars,
9:11
but it's absolutely amazing and it's definitely fun having
9:14
dinner with, you know, for. Sure.
9:16
And look at your network, you know, I mean, the people that
9:18
you get to be around, you know, obviously I follow you and have
9:21
watched your journey and, and, and you're involved in more
9:23
masterminds even than it than I am.
9:25
I mean, I, I'm in a lot of the rooms and stuff, but you know,
9:28
the last couple years have been a grind, you know, I mean, I've
9:30
just been head down going 1,000,000 miles an hour.
9:34
Like I, I barely come up for air, you know, and I think
9:37
there's a, a time and a place obviously for that, but I'd love
9:40
to get involved in, you know, whether it be collective genius
9:43
or genius network or, or I know you were hanging out with Joe
9:46
Polish, I think the other day. He's a really, you know, good
9:49
dude, from what I can tell. I've read his book.
9:51
I I think I think he has a couple books, but I read the
9:53
most recent one that he what's in it for them?
9:55
Yep. Phenomenal book.
9:57
Yeah. And but no, I agree.
9:59
You know, you have to get out there and we're in, you know,
10:03
we're in an industry where it, it isn't about what you know,
10:06
rather who you know, right. And it's most industries, but
10:10
real estate in particular, I think, I mean, you know, if
10:12
you're not around the right people, you're just not going to
10:15
make it. You know, we even look at.
10:16
I know I'm sure in a little while we'll talk about Donald
10:18
Trump. But, you know, way before he was
10:21
ever in the political game, I admired Donald Trump just from a
10:24
real estate standpoint, right? Like what he had built in the
10:27
game of real estate and one of the most difficult markets in
10:30
the country, New York City of all markets to do some of the
10:34
things that he did. And you read the stories of the
10:36
skating rink and, and all these different things that other
10:39
people couldn't figure out how to do.
10:40
You know, the, the, the, the government, the city of New York
10:43
couldn't figure this stuff out. And Donald Trump comes in and
10:46
and builds up a skyscraper or builds the ice skating rink or
10:49
whatever it might be. And it's just admirable.
10:51
But again, you know, I look at it and I think to myself, who
10:54
was he getting his advice from? I guarantee you he had people in
10:57
his phone book. He might not talk about it that,
10:59
you know, they all collaborated on different ideas and stuff
11:02
like that, you know, for. Sure, Yeah, it it takes a team.
11:06
And even if even as we say, like we're self-made, meaning we
11:10
didn't have parents or college funds or true, you know, mentors
11:13
or guidance, we really had to grind some more.
11:14
It's never self-made. Like it takes a whole team and
11:17
you learn everything from every, every lesson you do, every
11:19
person you interact with with every client you have.
11:23
And it really is a collective hole for everything And and
11:26
success is just a relationship business in general.
11:29
So it is. So how did you go from getting
11:33
your real estate license at 18 to starting building and scaling
11:39
operations to now be doing 2500 deals a year?
11:42
Like that's some serious volume. And you have multiple office
11:45
locations. I know your overhead isn't
11:47
chief. You've got how many employees?
11:49
Well, between all the different companies we have over 300.
11:52
Yeah, yeah. So like, and you're 28 years
11:54
old. I'm 2929, yeah.
11:57
When's your birthday? May.
11:58
OK, I'm April. OK, yeah, I'll be.
12:00
I'm a Gemini, so you know what they say about people like me.
12:03
I. Guess I'm married, so I've like
12:05
1 notch down from your craziness, but OK, so 29 and
12:10
yeah, So what? What did that process look like
12:13
for you? Because I know, but in
12:15
entrepreneurship, especially in sales, it's so easy to be that
12:18
solopreneur where you're wearing every hat, right?
12:20
Especially getting started. It's like your operations, your
12:22
sales, your marketing, your everything and what it like.
12:26
I guess what was that process for you And how would you
12:29
recommend that other people start to scale their business?
12:32
If they're doing good, maybe they're making hundred 200,000 a
12:35
year, whatever, but they're ready to like start building a
12:37
team and scaling to become a large enterprise like you are
12:39
now. Yeah, first thing I'd say is,
12:42
you know, make sure you actually want to scale, right.
12:45
I mean, like, I think a lot of people think that they want to
12:47
scale because other people are doing it, you know, and it's the
12:50
worst way to to actually decide if you want to embark on that
12:55
journey. It is the most difficult journey
12:57
that you could possibly ever embark on.
12:58
I really believe that there's nothing more difficult than
13:02
scaling companies to to you know where and and I'm a nobody in
13:06
the in the world that we live in at the end of the day.
13:08
I mean, I, you know, obviously there's levels to the game,
13:11
right, But I think a lot of people think that they want to
13:14
scale. You know, there's, there's been
13:15
times in my life where I've thought to myself, man, life
13:18
would really be simple. I could just go make a half
13:20
million bucks a year, have no overhead, no employees, no
13:23
nothing. I could just hang out on the
13:25
beach, you know, and, and live my life, right?
13:27
And instead, you know, I've chose a different path, right,
13:30
which requires an entirely different, you know, set of
13:35
problems that come with that, right.
13:37
And so there's a lot of stress, a lot of anxiety, a lot of
13:41
sleepless. I mean, it's all I think about.
13:42
It's all I do, you know, almost all the time, right?
13:46
I mean, and not everybody actually wants that.
13:49
They think they do because they've seen the highlight reel
13:52
of of, you know, the other guy or girl driving the Lamborghini
13:55
or whatever the case might be. And they don't understand what
13:58
is actually going to be required to achieve that, right?
14:01
So once you've decided that you do want to do that, then you'll
14:05
embark on it. And no matter how great your
14:08
mentors are, no matter how many people you have in your corner,
14:10
you're going to fail and you're going to fail a lot.
14:12
You know, I mean, I've failed, I've started, I think 13 or 14
14:15
different companies. I currently own really 7, I
14:18
mean, 9 technically, but seven that are actually making really
14:21
good money, which means half of the companies that I've started
14:24
have failed, right? And people don't see that, you
14:27
know, people don't see the millions of dollars that I've
14:30
lost, the unbelievable amount of, of stress and anxiety.
14:34
I've, you know, there was years of my life, I didn't go to the
14:37
gym, I didn't work out. I didn't, I, I blocked my
14:39
family's phone numbers. I didn't talk to my family.
14:41
I didn't, I didn't go to birthday parties.
14:44
I didn't do anything. I just grinded, you know, so I
14:47
think you have to fail a lot, right?
14:49
And, and that's not what people want to hear, by the way.
14:50
It's not the sexy answer, right? Like people just want to the
14:54
magic pill. But the reality of it is you're
14:57
going to fail, you're going to mess it up.
14:59
You know, like every day I make decisions that backfire at some
15:04
point, right? And then you have to like
15:06
recalibrate and figure out, you know, what am I going to do
15:09
different, you know, or whatever.
15:10
And so, but you know, the last thing I'll say is people, right?
15:14
Like if you can't figure out how to delegate as an entrepreneur,
15:17
you're never going to make it. You know, like I see
15:19
entrepreneurs every day that can't figure out how to
15:23
delegate. It's like this mental block that
15:25
they have where they think that they're better at everything.
15:28
And the reality of it is they're right, but they can't do
15:30
everything. So it doesn't matter if you're
15:33
better at everything, you can't do everything and get huge,
15:37
right? And so I got really good at
15:39
delegating early on to a point where probably even to a fault,
15:43
where I'll put the ball in somebody else's court and I
15:46
won't even follow up with them like for a week, two weeks, 3
15:49
weeks, right? And then I'll let them go, make
15:52
the mistake, all that I could watch somebody that I gave
15:55
something to screwed up right in front of me.
15:58
And I won't say anything like I'm not going to micromanage
16:00
them. Like they can mess it up.
16:02
And then we can sit down and we can talk about how they can get
16:04
better, right? But I want to empower people to
16:08
embark on their own journey within the different companies
16:11
that I'm building, you know, and now we're at a point where, you
16:15
know, we just took space to California, Texas and Florida.
16:18
So we're going to be the first team ever to scale completely
16:22
nationwide, right? We're not going to become a
16:24
brokerage, which has never been done.
16:25
I mean, you know, any team leader tries to scale
16:28
nationwide, one or two things happens, they they fail or they
16:30
become a brokerage and they say we, we're not going to run a
16:32
team, we're going to run a brokerage, right?
16:34
So we're doing that, you know, and, and in order to do that, I
16:37
mean, I would argue that out of 100 things that happen on a
16:40
daily basis, 99 I'm not even aware of.
16:43
Like I'm not even involved anymore in the decisions of 99
16:47
out of 100 problems that come up, right?
16:49
Like it's just getting handled while we're in here.
16:52
I'm sure there's 15 fires that that are going on right now.
16:55
And I'm don't come to me, you know, figure it out.
16:59
I can't solve every problem, right?
17:01
And you have to get to that point where you delegate and you
17:03
delegate and you delegate. And of course you have to have
17:05
great people to delegate to, you know, And I think the last thing
17:09
I'll say is just when it comes to great people, it isn't about
17:13
the resume. I used to tell people, don't
17:15
hire based off of somebody'd resume.
17:17
A lot of times people come in, they'll apply for a high level
17:20
job. One of my companies, I throw the
17:21
resume in the garbage can. I could care less.
17:24
I don't care where they came from or what they did.
17:25
Where's your heart? What type of person are you?
17:28
What do you do on the weekend? What do you do for fun?
17:30
What's your family life like? Are you in Old Town every
17:33
weekend or are you at church? Right.
17:35
I can take somebody with a good heart and good intentions,
17:38
somebody that really is a good human being and teach them the
17:42
actual skill itself way easier than I can take somebody who has
17:47
the skill but they're a terrible culture fit.
17:50
Yeah, yeah. It's like everybody is hired for
17:54
hard skills, the technical stuff, and they're fired for
17:56
what? Soft skills?
17:58
And I do the same thing. It's all about the reverse.
18:00
It's like I want to hire for soft skills.
18:02
Who are you as a person? How's your emotional
18:04
intelligence? How is your connection to
18:06
yourself and to other people? How are your relationships?
18:09
What's your integrity like? What are you doing on the
18:11
weekends and for fun? And that is what those are,
18:14
What's hard to find. Technical skills are cheap, you
18:18
know, diamond dozen, yeah, diamond dozen.
18:19
But good, genuine, loyal people who are not out to, you know,
18:24
it's difficult. It's difficult because you hire
18:26
too much of entrepreneur spirit. Then they just take, they just
18:29
learn your stuff and, and move on, which is fine with me.
18:32
I like to, I like to breed entrepreneurs and I'm happy to,
18:35
I'm an abundance mindset and I'm happy to like, I had an agent
18:38
come over and they wanted to start their own brokerage and I
18:40
helped them start their own brokerage.
18:42
Like I, there's that doesn't bother me.
18:43
And then versus when I left my old brokers, they sent me a
18:46
cease and desist letter telling me not to never hire one of
18:48
their agents. I'm like, OK, not someone I
18:50
would hire, you know, But no, I think that's all really great.
18:53
And what, what are some of the tactical steps to scaling when
18:58
let's say you maybe are just a team of one or three, Maybe it's
19:02
you and an assistant or you have a couple small employees, but
19:05
how do you really like, did you take on partners?
19:08
Did you just save up a bunch of capital and then start hiring
19:13
from the top down? Did you start hiring from the
19:15
bottom up like assistant and then put, you know, each role as
19:18
you go up and start delegating your your roles, your personal
19:21
responsibilities or what did that look like for you and would
19:23
you do anything different? Yeah, great, phenomenal
19:25
question. So on the retail side of of
19:28
things, you know, we're like you said, we're the number one
19:30
retail team in the state. Soon I think we'll be the number
19:33
one in the nation. I don't think I know we're going
19:35
to do it. You know, when on the retail
19:39
side, I mean, it really comes down.
19:41
The only reason that an agent would join a team is really only
19:45
a couple reasons, right? Like they're either coming to
19:47
your team because they want leads, OK?
19:49
They want Zillow, they want Veterans United, they want
19:51
whatever, right? And they can't get it on their
19:53
own, OK? So therefore they have to join a
19:55
team, right? And so that's probably the main
19:59
reason an agent will join a team, right?
20:00
So imagine if you're a team, you have 3 agents on your team,
20:03
you're trying to scale to 30 or 300, and you don't provide
20:06
leads. Right.
20:08
Well, it's going to be really hard to recruit, you know, and I
20:10
see a lot of teams that try to do that, right?
20:12
They're like, yeah, but we have a transaction coordinator and we
20:15
have an office and we have great culture and training.
20:18
It's like, it's not enough. It's just not enough, right?
20:21
A lot of people provide provide that, you know?
20:23
So I think Leeds is the number one thing.
20:26
Like if you're a team leader in America right now and you want
20:30
to scale your team, go create lead generation opportunities
20:36
for potential agents that are doing your team because it makes
20:38
recruiting 1000 times easier, right?
20:42
Because I can, I mean literally like I'll give you an example.
20:45
I'm launching in Texas right now, OK?
20:47
And we're launching in Houston, Dallas and a little city called
20:51
Beaumont. And we are the maybe #1 or #2
20:57
team in the state of Arizona on Zillow, OK?
21:00
It's like George Lawton, you got Jason Mitchell and you've asked,
21:03
and we're all three kind of neck and neck, right?
21:07
Well, we have such a good relationship with Zillow that
21:10
they're like, hey, if you start a team in in Houston and Dallas
21:13
that, you know, we'll turn on Zillow out there just like
21:16
really big deal because Zillow's a total monopoly and you know,
21:20
very few people can just get on Zillow.
21:22
I mean, it's like you're either on it or you're not on it,
21:23
right? And to even have that
21:26
opportunity is huge. So for me, it's literally as
21:28
simple as making a post and saying, hey, do you want Zillow
21:31
in Texas? And then I've got 100 people
21:34
that are like, give it to me, give it to me, give it to me,
21:36
right? So recruiting's easy, you know,
21:38
like I don't actually really have to do that much right now.
21:41
Obviously we have great systems and processes and we have
21:44
transaction coordination and we have all of that.
21:47
And that's all icing on the cake, you know?
21:49
But so to answer your question, when you're scaling a retail
21:52
team, you got to get lead generation dialed in, right?
21:57
You could do everything else 1st and you're going to, you know,
22:01
really struggle in my opinion, right?
22:03
So start with lead generation, in my opinion.
22:05
You could have bad TC department, you could have bad
22:08
marketing, you could have bad everything.
22:10
If you're giving your agents actual leads, they'll join your
22:14
team and they'll stay on your team by the way too, because
22:17
that's another huge problem in the retail game is people join
22:19
and they leave. They join, leave, right?
22:20
The attrition is terrible, you know, So I think I would do
22:24
that. And then on top of that, I mean,
22:26
yeah, you know, you, you do need to build the other stuff, right?
22:30
So get a good TC department, you know, get the thing, make a list
22:34
of the things that the best teams in the game have and and
22:37
are offering, and then just go match it.
22:39
I mean, you really don't have to reinvent the wheel, right?
22:42
It's like, how do you, you just got to be like 1% better than
22:46
that guy over there, right? And then you can build a massive
22:49
team, you know? Yeah, and thank you.
22:52
I think that's that's great advice.
22:54
It's like Alex Harmozi says, that irresistible offer is way
22:57
better than a logical argument or whatever.
23:01
But so I know we just passed the election and I know you and I
23:05
were both at the Trump rally and I was with Robert Kennedy, Bobby
23:10
Kennedy Junior and Tucker Carlson and Kelly Means and all
23:14
those guys last week at Through Genius Network and the 100K
23:17
group. But a lot of my clients for the
23:20
past 6 to 12 months were like, I'm on the sidelines.
23:23
I'm going to the election, I'm going to the election.
23:25
There's been a lot of uncertainty in the market, both
23:27
on the commercial and residential side.
23:28
And I think economically as a whole, I know none of us have a
23:32
crystal ball, but how do you think the outcome of this
23:36
election may or may not impact the real estate market and the
23:39
economy at whole? Yeah, really great question.
23:42
You know, and, and, and I'm not an economist, but what I will
23:44
say is let's just take a look at the market's reaction to Donald
23:49
Trump winning, OK? You know, within a week, right,
23:53
Bitcoin hit 93,000 per Bitcoin, OK, unprecedented levels.
23:59
And I think it's going to go way higher than that in 20/25. 1:50
24:02
to 200 is my prediction on Bitcoin.
24:04
This cycle could be more, right? I think it's honestly a
24:06
conservative prediction. A lot of people think it'll hit
24:08
400 grand this cycle. I don't think it'll do that
24:10
much. But so I mean, Trump wins,
24:13
Bitcoin skyrockets the stock market, the NASDAQ, you know,
24:17
everything, right? So, you know, the whole world
24:21
wants World Peace in a matter of a week.
24:23
I mean, you know, China saying we want peaceful coexistence.
24:26
You have, you know, Putin saying, hey, let's figure out
24:30
how to end the war. You have, you know, so the
24:33
market reacted in a very positive way to Donald Trump
24:37
winning the election. Now, doesn't matter what you
24:39
like, doesn't matter how you feel, anybody who might be
24:42
watching. What matters is that if if we're
24:45
just talking about, you know, the economy, well, clearly the
24:50
economy is better off under a Donald Trump administration.
24:53
I mean, there's no arguing that. I mean, you know, at the end of
24:56
the day, Kamalas campaign, as I'm sure you've seen, spent a
24:59
billion dollars in in the, you know, election, right and
25:03
running and in like 100 days, by the way, which is unbelievable.
25:07
And she came out 20 million in debt.
25:09
She's 20 or $30 million in debt. Donald Trump spent, you know,
25:12
400 million and had 30 million leftover or something like that.
25:16
Don't quote me on that. You know, so it the typical
25:18
Democrat versus the typical Republican.
25:20
You know, look, I think we, we needed a Republican, you know,
25:25
Canada, obviously Donald Trump to come in to fix the economy,
25:29
right, letting in all of the the migrants and all of these things
25:33
were going to lead to probably, I mean, Elon Musk would say a
25:40
Great Depression style market collapse.
25:43
I mean, we weren't heading in a good direction right now.
25:46
I think that it'll be really good.
25:49
I, you know, it's interesting too, right, Because a lot it,
25:52
we'll have to see how like the tariffs all play out and
25:55
everything all plays out and interest rates and everything
25:57
like that. I don't necessarily think that
26:00
the real estate market in particular is going to do what
26:03
it did during COVID, right? I think that we're just going
26:07
to, it's just going to be a healthy market.
26:09
It's just kind of my prediction. I don't think that we're going
26:11
to have any major pullback. I don't think that we're going
26:13
to have any major market crash in the next, you know, three to
26:16
five years. And I also don't think that
26:19
we're going to have, you know, 40% appreciation a year like we
26:24
did during COVID or whatever we had.
26:25
You know, I think it'll be somewhere in the middle, right?
26:27
I think that we'll have, you know, your standard, you know,
26:30
5% a year or whatever it might be.
26:33
And I think the market will be really good.
26:35
And I think that, you know, buyers are going to continue to
26:38
buy. Now that the election's over,
26:40
people are going to settle down. Anybody like to your point that
26:42
was sitting on the sideline, I think now they're looking at
26:45
their at their significant other and they're saying, OK, let's go
26:48
ahead and buy, right? And I think anybody who is
26:50
sitting on the sideline in terms of selling, they're about ready
26:54
to sell because interest rates are coming down a little bit to
26:58
the point where they're going to be able to rebuy back into the
27:01
market. Because that's why nobody was
27:02
selling. Because all these people had,
27:04
you know, 300 four, $100,000 with equity and they didn't want
27:08
to sell at a 3% interest rate to go buy at a 7% rate.
27:13
So it was a weird market. We just came out of, you know,
27:16
unlike anything I think we've ever seen.
27:18
But but hopefully that answers your question.
27:20
I just, I think it'll be a good market And you know, I think
27:24
that the, the only thing I'll add is we'll have to really see
27:28
how the NAR thing plays out. I'd love to really kind of see
27:33
how that goes. I'll tell you that we have quite
27:36
a bit of data because we do run the number one team in Arizona.
27:39
So we do a lot of deals. When the NAR finally rolled out
27:42
the Commission buyer broker stuff, our average Commission on
27:47
our team went up. So you know, we went from I
27:50
think our average is like 2.33 and our average went to like
27:54
2.43 nice within like 90 days, so.
27:57
Yeah, I think everything in life is just, it's just an
27:59
adjustment, right? There's always an overreaction.
28:02
And then everything kind of settles back somewhere close to
28:04
normal. But you don't want those massive
28:06
swings because it's never good. You don't want anything to
28:08
charge up or charge down because there's always a big slingshot,
28:11
you know, slingshot back to that.
28:13
But awesome. Well, I know we're running out
28:15
of time here, but last question, What advice would you give to
28:19
your younger self if you had to go back and do it all over
28:22
again? Great question.
28:25
You know, I think I would probably tell myself at this
28:28
point to enjoy the journey a little bit.
28:31
You know, I think a lot of times I have a tendency to not enjoy
28:37
the journey at all, you know, like I'll achieve something and
28:41
within a minute and 1/2 I'm I'm like over it, you know, like,
28:46
and, and it's a blessing and a curse, right?
28:48
It's what keeps you going. You know, of course, it's
28:51
probably the reason that I am where I am.
28:53
But at the same time, if you don't enjoy the journey, I mean,
28:55
look at the end of the day, like we could just be gone tomorrow,
28:57
like I could just not wake up tomorrow, right?
29:00
And, and if that were to happen, you know, did I really enjoy
29:04
every moment or was I just always focused on the next
29:08
achievement, right. And so I think I'm trying as I
29:12
get a little bit older to enjoy the journey a little bit more,
29:14
slow down, take it all in and just like be in the moment more,
29:19
you know, like I, you have a tendency, I think entrepreneurs
29:22
in general, I'm sure you're, you're similar where we live in
29:25
the future, right? Like so much so that you don't
29:29
even sometimes acknowledge that you're even here and now, right?
29:33
It's like you've already lived. It's, it's like this weird thing
29:37
where I've already been here, I've already done this.
29:39
I'm living 10 years from now, right?
29:42
But I don't think it's actually beneficial long term.
29:44
You know, I think that the people that do that regret that
29:48
I, you know, I've talked to a lot of people that are way older
29:51
than us. I'm sure you have to.
29:53
And I think that, you know, when you look at these older wealthy
29:56
people, a lot of men and women that get old and they're
30:01
wealthy, you know, all old wealthy people want is to go
30:04
back in time. Like no old wealthy person says,
30:08
I want to make more money. I mean, like, you get to a
30:10
certain point when you're 80 years old and you're lying on
30:13
your deathbed, you could be worth billions of dollars.
30:16
They don't want another billion. They want to be 25 again, right?
30:20
And why is that? Because I think they want to go
30:23
back and enjoy and cherish the moments that they had when they
30:27
were 25, right? Being able to do things that
30:30
only people our age can do, right?
30:31
I mean, at the end of the day, you know, the older that we get,
30:33
the more, you know, burdens that we have and and things that we
30:37
have to deal with that the less we're able to enjoy life and
30:40
have fun. So I think that would probably
30:43
be be it, you know, work hard, grind hard, but live everyday,
30:48
legacy last. That and that's so true.
30:49
And I've been on this this healing journey, right, because
30:52
that was happening to me and I have you read the book
30:53
Relentless? I have.
30:54
Yeah, phenomenal book. So good, Tim Grover and I
30:58
remember reading that book at 18 years old and I, that was the
31:01
first time I felt like anybody understood me or that I was like
31:04
anybody else. And it was basically the concept
31:06
of super overachievers and just the best and mastery and
31:10
whatever they're doing in their life.
31:12
As soon as they accomplish something, they get this little
31:15
high and they usually celebrate it on their own.
31:17
Like I was in my car when I got that first check.
31:19
And and then it's that dopamine is pretty quickly followed by
31:24
anxiety, fear, like compulsiveness, Like what do I
31:28
have to do next? Now I have to do bigger.
31:30
Now I have to hire more. Now I have to make more.
31:31
Now I have to prove myself more. And then a lot of us end up just
31:35
living in a state of disconnection and being addicted
31:39
almost to that little hit of dopamine that we get from a very
31:42
difficult journey to, to even hit that success.
31:45
And I realized after doing that so many times, I'm like, this is
31:48
a miserable way to live. And I love, don't get me wrong,
31:52
I love making money. I love the freedom that it
31:54
brings. But the whole point is to bring
31:56
freedom. And if you're not in freedom,
31:58
and if you're a slave to your business or your mind and you're
32:03
just disconnected and in the state of fight or flight all the
32:06
time, then really, what is the point of it?
32:08
And then you die never having lived.
32:10
And so. Yeah, yeah.
32:12
So that's what I've been working on is like, you know what, just
32:16
don't worry so much about the outcome.
32:18
We're in a world where everything's measured, what gets
32:20
measured, what gets improved, you know, metric this, metric
32:23
that system this, like everything is so macros, meal
32:28
prep, this, that. And it's so structured and
32:30
rigid, rigid. And we're always just gone.
32:35
We're disconnected and we're not here.
32:36
And it's. Yeah.
32:38
And what I've, it's actually caused me to have disorders like
32:41
eating disorders and anxiety disorders and depression and a
32:44
lot of these disorders. And my coach, I'm starting to
32:47
unravel all that and reconnect and work through a lot of that.
32:49
Like what is the the real intention behind my actions and
32:52
my desires? And honestly, having less
32:57
structure, especially like for me around food and not being so
33:00
like this is my goal in business and being so because when we set
33:03
a goal, we obsess over that goal, right?
33:06
And so just being like, you know what, I'm going to live with
33:09
intention and integrity and with joy and in a state of flow.
33:12
And when I get knocked out of a state of flow, I'm going to put
33:15
myself back in my body. I'm going to reset.
33:17
I'm going to meditate. I'm going to slow down and get
33:20
myself back in a state of flow where I'm actually enjoying my
33:22
life and I'm here and I'm present and not so focused on
33:26
the obsessive compulsive goal that's only going to give you a
33:29
quick hit and then you're going to want to make a bigger goal.
33:31
It's the truth, Yeah. You know, I mean, at the end of
33:33
the day, I went to Joe Dispenza. I did the advanced retreat.
33:37
I did the Hoffman process. Yes, you know, I've I've put
33:40
myself through a ton of therapy. I've been to a ton of seminars
33:43
I've been to I've been to date with destiny.
33:45
I've been, you know, it just to try to figure out what you just
33:48
said, right, Like try to figure out how do I live present in the
33:52
moment, you know, and why am I the way that I am?
33:55
You know, and like, why do I do the things that I do?
33:59
You know, and it's, I think everybody has to go on that self
34:02
exploration of like, who the hell even am I and why the hell
34:06
am I even here? And what am I doing here?
34:09
And what is it all for, you know, because you know, you can
34:13
make a lot of money. I did that at a very young age.
34:16
I mean, I, I bought my first Lamborghini when I was 21 years
34:19
old, you know, and I, I lived in the cityscape penthouse, I lived
34:23
in the W 6th penthouse, I lived in Optima Sonoran Village, I've
34:26
lived in Optima Keeland. I've, you know, like and and
34:29
then you get to this point. I've traveled the world, I've
34:31
bought, I've done the cool crap and you're kind of empty.
34:35
You're like, what the hell am I doing?
34:37
You know, like I've been, I went and partied an Old Town and had
34:39
a table three nights a week. I mean, I've done that, you
34:42
know, and then you get to this point where you're like, but
34:44
wait a minute, like what the hell are we doing here?
34:47
You know, and that's where you go on that kind of self
34:50
exploration of like figuring it out.
34:52
And then it where it led me. It was like, OK, I'm here for
34:55
other people. I'm actually not here for me at
34:57
all, you know, but how do I, how do I show up for other people?
35:00
Well, I got to take care of me. OK then.
35:03
Then you start peeling, peeling it back, right?
35:05
Yeah. And what has been the biggest, I
35:09
guess what's been the most beneficial for you to reconnect
35:12
yourself and slow down and like truly enjoy the present moment?
35:15
Have you kind of started to master that or at least the
35:18
practice of recognizing and pulling yourself back?
35:21
Or are you still struggling a lot with that anxiety and kind
35:23
of that next, next, next, next mentality?
35:26
I, I totally still struggle with it, right?
35:28
I'd be a liar if I said that I didn't, you know, I have to
35:32
disconnect from all electronics. So like for me, it might be
35:36
sitting in the sauna, right? I love the sauna.
35:38
It's like my number one thing that I love to do.
35:41
I do it almost every day. And you know, when I go in
35:44
there, I'm not going in there with a phone.
35:46
I'm not going in there with anything, right?
35:48
I'm just going in there. It's just me, 200°F and for me a
35:53
great view because I'm on the 13th floor of the Optima, you
35:56
know, so, but I love that, you know, and I love the cold plunge
36:00
and, and, and these different things that I do help me take a
36:04
step back, right? For me, you know, when I like
36:07
when I wake up in the morning, I don't look at my phone, you
36:09
know, I'm not looking at my e-mail, I'm not looking at my
36:10
phone. You know, I just, I wake up, I
36:13
might read a little bit, I might just hang out.
36:15
I might just sit there and do nothing.
36:17
Like if you looked at me, you'd be like, what are you doing?
36:18
It's like nothing at all. I'm just sitting, I'm just
36:20
hanging out, right? I'm just like thinking I'm in my
36:23
thoughts, you know, whatever that might be, right.
36:25
So, you know, I, I'm still trying to figure it out myself.
36:29
You know, I've tried meditating a lot.
36:31
Meditation will work for me. Sometimes it doesn't always
36:34
work. Sometimes I try to meditate and
36:36
I can't freaking do it, you know, other times I meditate and
36:39
I feel like I it was a it went good, you know, but again, it
36:43
goes back to like it's hard, you know, when you're wired this
36:47
way, where like even when I meditate, I'm like rating myself
36:50
on like how I did. It's like it was not a
36:53
successful meditation, right? But then you go to Joe Dispenza
36:56
and he's like, doesn't that's not even a real thing.
36:59
He's like, what do you mean? He's like, you just meditated.
37:02
It doesn't matter how it went, like you did it, like you sat
37:05
there and you freaking did it right.
37:07
And you have I'm trying to get better at that, you know, not
37:10
holding myself to such a high standard because like somebody
37:14
said this to me one time. They're like, Austin, if you
37:17
held other people to the standard that you held yourself
37:21
to, they would all hate you. Like you wouldn't, you wouldn't
37:25
have any loved ones or any friends or any anybody, right?
37:28
He's like, that is how bad it is.
37:29
Like you hold yourself to such a high standard that like you
37:33
would never hold anybody else to that standard ever in a million
37:36
years. Like you wouldn't even consider
37:37
it. So why do you do it to yourself?
37:40
If you wouldn't do it to somebody else, why do you do it
37:42
to you? You know, and that really got me
37:43
thinking a while back. And so, but I'm still navigating
37:47
it, you know, at the end of the day.
37:49
Yeah. Yeah, I do now.
37:51
Just a short guided meditation right when I wake up, when your
37:54
subconscious is the most pliable and it's just like 5 to 10
37:59
minutes and it's guided. So she's like inhale 234 and
38:02
then relax your toes and relax. And so but yeah, some days my
38:06
brains off a million times. But I think it's just that
38:09
observance of being able to start to see your thoughts and
38:12
be an observer of your thoughts and bring yourself back to your
38:15
breath. And it's always a challenge.
38:17
And I sometimes like out now I've been doing cold plunges in
38:19
my pool and I'll be meditating in my pool while I do that and
38:23
kill two birds with one stone. But I I asked ChatGPT based.
38:30
This was from a mastermind. They're like, based on
38:32
everything that you know about me, what are some of my
38:35
weaknesses or things that I need to work on?
38:37
It's pretty cool. What did it tell you?
38:39
Yeah, well, for this person, it knows that I'm on this whole
38:42
journey of personal development. And it told me that sometimes
38:45
you take on your personal growth and development as another task
38:50
to achieve. And it's just like a check box
38:53
for you. Like, you just want to check it,
38:55
like meditate check, you know, cold punch check, therapy check.
38:59
And you're not actually absorbing it or integrating it
39:02
or sitting with those experiences and really allowing
39:06
it to sit in and grow because it's just a task list for you
39:09
and it's a cheat. It's an achievement box and I'm
39:11
like, oh, that's a pretty good. I'm gonna have to ask.
39:13
Yeah. Man, I wonder how that even
39:16
works. I guess it watches all of our
39:18
content and everything, huh? So it knows us.
39:20
Yeah, well, and I talk to ChatGPT, it's like my best
39:23
friend. I talk to it all day long so it
39:26
knows and. You give it a lot of
39:27
information. Yeah.
39:28
And yeah, it's crazy. Now you can.
39:32
Delphi AI is a friend from Genius Network, owns that
39:36
company. But you can make a whole clone
39:37
of yourself, like talk it, talks you into your voice.
39:40
It looks like you. So people can call it, text it,
39:43
video chat it. And you can upload every book
39:46
you've ever done, every video you've ever done, every
39:48
interview you've ever done, any books that you've read that you
39:51
believe in, that you've studied, and it'll quote them for you.
39:54
And people can call in and have full access to you 24 hours a
39:58
day. Holy cow.
39:59
Yeah. There.
39:59
You should look at Joe Polish's. I will.
40:01
Yeah, I have to look at that. It's amazing.
40:03
That's pretty cool. And it's like cheap and people
40:06
can subscribe to your clone and you can make it a big business
40:10
model too to because that's the thing.
40:12
It's like, I feel guilty because people are like, oh, I want to
40:15
train with you one-on-one. And I'm like, well, it's $10,000
40:17
an hour because I don't have any time.
40:18
And I know that's not realistic for people.
40:20
Most, you know, most people to pay, but I don't have time.
40:23
And as much as I want to, I don't want to, I don't want to
40:25
charge people. But something like that can give
40:28
people a more affordable way to access you and access all of
40:31
your knowledge in a very reasonable, affordable way.
40:35
Yeah. That's really cool.
40:36
It's exciting. I got to look into that.
40:38
It's good. Yeah, that could be.
40:39
I feel like that's like, definitely the future.
40:41
Yeah, like, no question. Oh yeah, and you can even have
40:43
it be a lifetime 1. You can pay for a lifetime
40:46
membership, so even when you die, it'll be there forever for
40:49
your day. Yeah, that is super cool.
40:51
Yeah, OK, I got it. You got to like send me the link
40:53
or something. Yeah, I will.
40:55
Delphi dot AI at Delphi, but OK, so I know I I cut us off there
41:03
because I thought we were ending but what do you think are some
41:07
like actions or habits that people should have in order to
41:12
become very successful and not just financially.
41:15
I think that's always our initial drive, right?
41:18
Because we can't be happy and fulfilled and spiritual if we
41:21
can't even make ends meet and we're working 100 hours a week
41:23
at McDonald's. But for someone to truly be
41:26
successful in all areas of their life, what are the key actions
41:29
or habits that they should build, or at least that's worked
41:32
for you? Yeah, I don't think that so.
41:35
OK. So I think that everybody's got
41:38
their own opinion. I've interviewed Andy Elliott 2
41:40
times on my podcast. He has a very interesting take
41:42
on the same question. You know, I think that there's
41:45
like 5 main pillars of life, right?
41:46
I think you have, you know, financially, spiritually,
41:49
emotionally, physically, relationally, OK.
41:51
And I don't think you can be, let's say that each one was
41:55
ranked on a scale of one to 10 at any given time.
41:57
So like right now, if we were to pull out a whiteboard and I was
42:00
were to say, Hannah, you know, we're going to list these out
42:03
financially, spiritually, emotionally, physically,
42:05
relationally, right? Where are you at financially?
42:08
You know, how much money do you have in comparison to, you know,
42:10
whatever your goal is or whatever, are you a 10 out of
42:12
10? Where are you at financially?
42:14
Where are you at relationally? You know, how do your
42:15
relationships look? You know, your friends, your
42:18
family, your significant other, right?
42:20
Whatever that might look like, Where are you at on a scale of
42:22
one to 10? And then we go down the line.
42:24
I don't think it's actually possible to be a 10 in all areas
42:28
at the same time. I just don't think it's
42:30
possible, right? I think that there will be
42:33
seasons of life where you're at 9 or an 8 and financially and
42:36
relationally you're 3, right? Spiritually, you're 5, you know,
42:41
whatever, right? And so I think that there's got
42:47
to be some give and take, right? And I think it's OK.
42:50
You know, Ed Mylet actually talks about this too, quite a
42:53
bit. And I like Ed a lot.
42:56
You know, I think that you just have to constantly re evaluate
42:59
and ask yourself, OK, And maybe it's like a quarterly thing that
43:02
people do, right? Where they sit down and they
43:05
look at each kind of area of their life and they say, OK,
43:07
where do I rank right now? Like, how am I doing?
43:10
You know, like you kind of do an audit, right?
43:12
And you ask yourself like, am I OK with that?
43:15
You know, like if let's say you have your relationships aren't
43:18
thinking, you haven't called any of your friends in a year, you
43:20
know, you haven't your significant other is not happy
43:23
with you, your family doesn't isn't happy with you right now.
43:27
It's like, OK, maybe in this next kind of chapter, this next
43:31
quarter or year or whatever, I put a little bit more energy
43:35
towards that, OK. But that is there's gonna be an
43:38
opportunity cost. Where will that take from?
43:41
And am I OK with that, right? And I think you always have to
43:44
be reevaluating and looking at that.
43:46
So I think that people have to do that and understand that.
43:50
And I think for me, for a very long time, I, so I was just, I
43:56
gave all my energy into the financial bucket, right?
43:59
It was like, I just want to make a lot of money.
44:02
Like it's all I cared about for a long time, you know, And then
44:05
eventually I got into like spiritual in a big way, right?
44:08
I, I went to multiple mission trips and I started to go to
44:14
like Nicaragua and you know, different places and like build
44:17
houses for people and like do that whole thing.
44:19
And so there's always a give and a take, right?
44:21
When I'm doing that, I'm not going to the gym, for example, I
44:23
guess it's an easy one to kind of look at right?
44:26
When I'm in the middle of tippy talk, tippy top Managua,
44:29
Nicaragua. You know, you're not, you're not
44:31
going to lifetime, right? You're, you know, you're on
44:33
your, you might be able to do some push ups if you're lucky,
44:35
right? So you know, if you were there
44:38
for a long time, you come back, you're probably going to look at
44:40
yourself in the mirror and be like, gosh Dang, I gotta get
44:41
back in the gym, right? But your spiritual is not a 10
44:43
out of 10 when you're on your airplane back, right?
44:46
And your fitness is like a three out of 10, you know, at that
44:49
point in time, I'm saying you reevaluating you, you kind of
44:52
move it, move it all around. So I think you just got to do
44:56
the best that you can. I don't think you can do any
44:59
better than that. You know, like, how do I fit it
45:01
all in to the best of my ability and what do I care about in this
45:06
season of life? Now, the last thing I'll say is
45:08
I actually don't think that it's a bad thing for young people to
45:13
put financial, the financial bucket on a pedestal, right?
45:17
Because I think that young people have the ability to
45:21
sacrifice a lot of the other areas of their life to get to
45:25
that point, right. And I actually think that
45:27
everybody's going to go through a season.
45:29
If you're really a dedicated entrepreneur and you really want
45:32
to be a high level entrepreneur, you're going to have to go
45:35
through a season at some point where you're going to sacrifice
45:38
a lot of the other things. Unfortunately, I've never seen
45:41
it. Even Andy Elliott, you know, we
45:43
got it. We I've interviewed Andy twice.
45:45
They probably got, I don't know, somewhere in the neighborhood of
45:50
50 to 100 million views. OK.
45:52
It both times that I interviewed Andy between all of the content,
45:55
right? And Andy's whole thing is you
45:57
can have it all, right? And he's like very like
45:59
aggressive, right. And then, But then I'll ask him,
46:03
I'll say, but did you have it all in 2020?
46:06
Because you tell the story where you came home and your wife
46:10
hated you. Not hated you, but your wife
46:12
said, Andy, you know, me and the kids have learned to live
46:15
without you. So you didn't have it all in
46:18
2020. You were clearly grinding and
46:21
your family, literally your wife said to you, we've learned to
46:26
live without you, right. So now you're saying you can
46:30
have it all now that you've made the money, you can have it all.
46:34
So that's what I'm hearing, right?
46:35
And so I, I just think that people have to take a good hard
46:38
look at, at, at the world and, and really ask themselves, can
46:42
you have it all from start to finish?
46:45
I don't think you can. I think somewhere along the way
46:47
something has to give and then you can have it all.
46:50
Sure, you can have it all. If you went and you made 10
46:53
million or 20 million or 50 million or even a million and
46:56
you invest it the right way. Let's say you're Zach keeps and
47:00
you go and you make a bunch of money.
47:02
You buy a big portfolio, real estate, right?
47:04
And you own 80% of the portfolio in cash.
47:07
Zach can do whatever the hell he wants.
47:09
He's still doing another deal. Which he's crazy for that.
47:12
He he manages his whole portfolio on his own, which I
47:15
think he's wild as hell for doing that, but he loves it.
47:18
Whatever, right? But if he wanted to, he could
47:20
hire property manager tomorrow and he could go have every area
47:24
of his life. He could have it all.
47:25
He could go to the gym and be healthy as hell.
47:28
He could get involved in church if he really wanted to.
47:30
Then, and maybe he already is, I'm just talking out loud here.
47:33
And he could have his spiritual be a 10 out of 10.
47:36
He could get in the best relationship in the world
47:38
because he could give almost all of his time to that, right?
47:40
And so he could have all the areas because he got his
47:43
finances in order, but I guarantee you when he was
47:47
building that portfolio, he wasn't A10 in the other areas.
47:51
So I forget your initial question, but hopefully.
47:54
That's the Yeah. Well, yeah.
47:56
What what habits or actions do people need to be to be
47:59
successful in all areas of life? Yeah.
48:01
And I, I agree 100%. I believe you can have it all,
48:05
too. And I have this conversation
48:06
with Robert Kiyosaki because he actually sent me a video.
48:09
He's like, this is, this is what where women get it wrong is they
48:12
think they can have it all. And I said, I, I, I think I can
48:15
have it all. I think we can't have it all,
48:16
but not all at once. And not from the very beginning,
48:20
right? Like you can eventually have it
48:22
all right? That's what I think people
48:24
should say. Yeah, you can.
48:25
Yeah. But it's a sacrifice.
48:27
And I spent many years in depression and anxiety and
48:31
isolation and loneliness and poor physical health, poor
48:35
mental health, had no money. I was grinding my ass off, but I
48:38
didn't have any money. I didn't have any friendships,
48:41
mentors, guidance, hope really, I mean, I must add some hope
48:44
because I'm still here. But and then, you know, as you
48:47
start to make more money, I think, I think it's a natural
48:49
progression, right? It's first.
48:50
It's like survival. I need more money.
48:52
I need more money. Any more money.
48:53
And then eventually you get to this point where all right,
48:56
great, I have money. I bought the things.
48:57
I did the did the things, bought the things can have the things.
49:00
I could date who I want or hook up with who I want.
49:02
I could travel where I want. I can buy whatever house I want,
49:05
whatever, right? But then you still feel that
49:08
emptiness and you're like, oh shit, well, my wheel is out of
49:10
balance. Like in EO, we did this balance
49:13
of life wheel and it was, you know, physical, spiritual,
49:16
mental, relational, financial and personal or whatever.
49:21
And it's like, okay, well, I'm 100% on the financial, like you
49:25
said, but I have nothing else. And then you start to all right,
49:28
well, let me bump up my, my relational, my spiritual, my
49:31
physical, start going to the gym.
49:33
You start to free up that time, put the systems in place.
49:35
But you have to be intentional about doing that because some
49:38
people sick just get more and more and more and more and they
49:43
stay out of balanced their whole life and they don't prioritize
49:46
those others. So maybe you're a 10 here, but
49:48
you're a one everywhere else where you could at that point,
49:51
once you have financial free, once you have enough money, you
49:53
can put it into an interest bearing account and make
49:55
millions of dollars a year like you're fine, you know, and
49:57
there's no risk in that. You don't have to do that
49:59
anymore if you don't want to, but that's where you really
50:03
start to figure out like, what am I passionate about and how do
50:06
I be well balanced? Because it isn't fun doing it
50:08
alone. Like it's nice to have good
50:10
friends and a good partner and it's nice to look in the mirror
50:12
and be proud of your body and not be insecure.
50:14
And it's nice to feel a spiritual connection with a
50:17
higher power, which I never had until recently when I started
50:21
doing like psychedelic type therapies and things like that.
50:25
But yeah, it's definitely an interesting journey.
50:28
But I think it's a it's a process.
50:29
Like you can't, you can't just be this Gandhi from day one when
50:34
you have $0.00 in your bank account.
50:35
You can't at the end of the day, like we, if you live in America,
50:40
it's a capitalist economy, cost money to live.
50:42
I mean, you could go be a Section 8 tenant, I guess or
50:45
whatever. You still got to make money.
50:46
I mean like cost money to live, right?
50:48
So you got it. My biggest thing is just if
50:51
you're young, go all in on the financial right now.
50:54
Like your body can handle it. You can, you can.
50:56
I mean, as long as you don't do it forever, right, like you
50:58
could, you can ultimately push your body a decade.
51:02
Like I did it. A lot of people do it like I
51:04
very rarely slept. I did all, I mean, look, I used
51:07
to go to old tennis stuff all the time.
51:08
I put my body through hell, right?
51:10
And I'm fine and I'll be fine and I'm sure as long as I spend
51:14
the next 10 years taking care of my body, right.
51:17
So I just think if people are young, you probably should go
51:21
all in on the financial right now because you have your whole
51:23
life to get your relational crap figured out, to get your health
51:27
stuff figured out, right. And if you can get the financial
51:30
right, like you said, I mean, if you go make 10 million bucks and
51:32
you put it in something that'll give you 10% a year, you're
51:35
making a million a year for the rest of your life.
51:38
I mean, you don't need any more money than that.
51:39
Yeah, I mean, you might want more money than that, but you
51:41
don't. Nobody needs to make more money
51:43
than a million a year. I mean a million a year, you can
51:45
pretty much do whatever you want whenever you want with whoever
51:47
you want in my opinion. The only thing that changes
51:50
really is like a private jet. Sure, like that's it.
51:52
You go from flying Emirates to flying a Gulf Stream, right?
51:55
Right. Who cares?
51:56
Who cares? Honestly, I like flying first
51:58
class Emirates. I'm not gonna.
51:59
Lie I like being around people I like too is I don't know it's a
52:03
good I haven't flown Emirates. OK, you said.
52:04
How was that first? Amazing.
52:06
Yeah, unlimited caviar, dumb pee, lay down beds, shower at
52:10
30,000 feet. Yeah.
52:12
Pretty cool. Well I hate caviar and dog pee
52:13
but I know I went on it's. The problem though is then you
52:17
don't want to fly any other way. No, it's a terrible thing,
52:20
actually. Yeah.
52:21
I always tell people don't ever do that until you can do it more
52:25
than one time, because once you do it one time, you're screwed.
52:28
You know, you really are. It'll mess you up in the head
52:30
for sure. I, I literally went on a trip.
52:33
We went Dubai, Thailand, Maldives and we have like 9
52:37
airplanes, all Emirates, all freaking just unbelievable,
52:40
right? And then I forgot to book the
52:43
last leg like so when we were flying back from the Maldives,
52:47
we, we're on this like month long trip, right?
52:49
And we fly Maldives back to now think we just went on this trip.
52:53
We flew Emirates the whole time first class, I mean
52:55
unbelievable. And then my, our flight back
53:00
home was like Maldives to like Houston or something like that,
53:03
right? And obviously I need to get back
53:04
to Phoenix. Well, I forgot to book that
53:06
flight. So the only flight I could book
53:09
was Frontier. So I go from this crazy trip
53:13
right to getting on Frontier. I thought I was going to die.
53:15
I mean, I, I hated my life. You know, I thought the airplane
53:18
was going to crash. I'm like, the seats don't like
53:21
go back. Like they don't rec like, you
53:23
know, I've never flown Frontier before, right?
53:25
And I remember getting off that damn plane.
53:27
I said I will never ever, ever fly that airline ever again.
53:32
That's awesome. Well, at least it wasn't
53:33
spirits. One step up.
53:35
Step up from that or Allegiant ever bad things.
53:38
Ohh, I did. I did Allegiant there, the only
53:39
direct flight to Wisconsin where my best friends parents live.
53:43
And yeah, I know that was that was terrible.
53:44
Yeah, 50% chance you're gonna make it there.
53:46
Yeah, yeah, yeah. So I want to go back a little
53:51
bit real quick to real estate. So a lot of people want to
53:53
become a millionaire in real estate or multi millionaire.
53:57
What do you think sets somebody apart from selling millions in
54:01
real estate to selling billions in real estate?
54:04
Time. So I think the only difference,
54:06
you know, I literally think anybody can do it.
54:09
I mean, look, I grew up in my grandpa and grandma's garage.
54:12
I have a lisp. I barely went.
54:14
I did terrible in high school. I didn't go to college, you
54:18
know, but I never quit, you know, is the only difference.
54:21
The only thing that I did differently is I just showed up
54:25
for 11 years, every single day of my life, seven days a week.
54:29
And it didn't matter how much money I lost, didn't matter how
54:31
many people stole from me, lied to me, cheated on me, didn't
54:34
matter how many people quit on me, how many people walked out
54:36
on me. It didn't matter how many bad
54:39
things happen to me. I just never gave up.
54:41
And I think that if you never give up, you'll make it.
54:44
You'll, you'll go from selling millions to billions, but you
54:46
don't go from selling nothing to billions.
54:49
You got to go from nothing to millions to billions.
54:52
And it doesn't work in any other order, right?
54:54
Like there is no elevator to success.
54:57
Like you have to take the stairs.
54:58
And it is one flight at a time, right?
55:02
And at every ceiling is a new floor.
55:04
And you just keep on keeping on, you know, and you'll eventually
55:09
get there. And now, you know, we'll sell at
55:12
least a billion a year in real estate.
55:14
You know, I think very soon we'll sell multiple billions a
55:18
year in real estate, right? And and I think it's just time,
55:23
that's all. I think.
55:24
Yeah, I think anybody can do it. I really believe that.
55:26
Relentless. Yeah.
55:27
Awesome. Well, thank you so much.
55:29
It's been so great to spend this time with you and I'm excited to
55:32
see what the future holds for you.
55:33
Thank you very much. I appreciate you having me on.