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What Most Real Estate Gurus Won’t Tell You About Building True Wealth · The Hannah Hammond Show

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  Midday call, he's like, hey, do you have a minute?
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  And I said yes, but hurry up cuz I'm paying my guys.
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  It was, I just want to let you know I got diagnosed with
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  cancer. I just realized I'm such a piece
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  of shit. Like one thing that I regret was
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  I remember my dad passed away two months ago.
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  He my best friend, my, you know, confidant, you name it.
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  The smartest guy I've ever met. And the first time he got
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  diagnosed with cancer, I always remember that, you know, so
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  passionate about deals. In a vulnerable moment.
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  I, I was sitting in front of a house on the West side.
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  And here's my dad calling me, who knows how long he has.
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  And I tell him to hurry up to tell me something like what an
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  asshole. So, you know, I have two phones
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  at the time, 'cause I didn't want to miss deals.
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  God forbidden was clogged up. Like I was so anal.
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  And I drove to one of my vacant houses, sat down and had like a
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  reality check, just cried by myself.
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  Then another buddy, Richard from the title company came over.
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  He's like, what's wrong? I explained, I'm just a piece of
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  shit son. And whatever he was, no, you
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  just, you're selfish in that moment.
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  So it's so important if people know me and they know that like
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  I'm a FaceTime guy because now I care so much about connection
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  for people that I truly care about that energetic exchange
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  and being fully present versus like rushing a conversation.
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  And so I would say to people like, when you're out there,
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  like, just be fully present, especially to your family.
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  Like stop worrying about the deals in these moments and be
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  respectful of the time and the energy and, you know, give it
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  your all because we only have one family, one opportunity, one
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  life, some that that stays with me forever.
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  I literally was sitting in this house crying my eyes out because
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  I realize I'm a selfish asshole. So today I'm here with my good
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  friend and one of my favorite people ever.
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  Honestly, Zach keeps and he has built a massive real estate
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  portfolio of the past 22 years. He's one of the largest, If not,
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  are you the largest single family?
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  Well, the largest single family real estate investor holder in
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  the state of Arizona. He has almost 300 single family
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  rentals and the valuation on those is I was trying to do the
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  math. It's like over 100 million,
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  isn't it? I don't.
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  Know I don't see. The math, it's over 100 million.
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  I've done the math. Anyway, he's amazing and he's
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  just built some something that is something that's super
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  amazing about Zach that I definitely need to learn from is
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  that you have just stayed in your lane.
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  You've continued to do what works for you and just one house
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  at a time, one relationship at a time.
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  He's built a real estate empire. So thanks so much for being here
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  today. Thanks for I think you just
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  summed up the whole thing. Am I good to go?
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  Now I'm made to go buy a house. That was a really warm
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  introduction. The feeling is mutual.
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  We met through as a growth house or mutual friends or what was
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  it? How did we meet originally?
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  Lori Roberts originally at that. That's right in a mastermind, in
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  a mastermind that we run and then, yeah, then we connected.
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  And then you're one of the most vulnerable, transparent people
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  I've ever, which I love. So many people are all about,
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  you know, the BS and they keep, you know, deflecting stuff.
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  But you're all about just full transparency, embracing
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  vulnerability and connection. So the feeling is mutual.
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  When you call me said, hey, you want to be on there.
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  I said I would do anything for you because you're a great,
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  great person. Thank you.
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  Thanks for having me. Thanks for being here.
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  Yeah, thanks for sending me the wrong address by the.
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  Way that was. Cardinal Ventures, he knows a
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  little bit that we're shooting with Grant today and you, but
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  better just with you. So we're good.
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  That'll be the next one. I'll make sure he's here on the
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  next one. I'm happy to see you and I.
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  So let's get into this. This is nice.
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  Great setup. So I've got so much I want to
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  ask you to talk to you about, but first is kind of tell us
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  like a little bit about your origin story.
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  How did you even get into real estate and what even LED you
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  down that path? Like from, I guess from
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  childhood until So what point you started real estate 22 years
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  ago? Great.
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  Question So I grew up in an entrepreneurial family.
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  My dad had a law firm, my grandparents had scrap
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  businesses and different businesses.
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  And I just that's all I knew. That's all I knew growing up is
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  you got to work for yourself. And I didn't know what Ave.
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  I was going to pursue. But I think through serendipity
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  and luck, I was introduced to real estate through my
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  grandfather who did some real estate development and some
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  other stuff. And then I had some cousins in
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  Saint Louis that we're doing real estate and had the
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  opportunity to join venture with them in 2002.
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  When I worked on Wall Street, I looked at a lot of different
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  avenues, maybe doing financial advising, potential insurance
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  and a lot of B to BE commerce startup companies in the early
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  2000s. Obviously I'm dating myself
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  here, but when you look at all those different things, the only
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  thing we could really control, obviously institutions move
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  equities, right, not us as individuals.
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  And, and you look at all the other businesses out there,
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  there's so many different moving parts and things that we can't
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  control. I'm a control freak to the
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  benefit and to the, you know, detriment of, of the business.
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  And so that's why I fell in love with real estate is the control
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  aspect, the ability to manipulate it favorably with
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  leverage and with banks and relationships and tennis.
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  There's so many things that we can control.
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  And that's what I think I fell in love with.
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  So 2002, I got asked to joint venture with some cousins out
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  here in Arizona, be the human capital.
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  They provided the money. I went out to source the deals
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  and the relationships. And that's how it all kind of
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  started in in 2002. And we were just advertising and
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  flipping houses and things were going really good until
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  everything imploded in 2007. So tell us about that.
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  What happened what, where were you in 2007?
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  How many assets did you have and then what did you lose?
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  Sure, Great. I like you just get right into
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  it, just pulls out the gun and shoots 2007.
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  The benefit was we weren't holding a lot of stuff and we
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  didn't have bank leverage. And so we were good in the sense
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  that when the market came down, we would just sell into the
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  market. So we didn't have huge exposure,
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  which is a good learning lesson. I own my personal house and
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  maybe one or two rentals at that time.
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  So I didn't really even start building My Portfolio folio
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  heavy until 2009, about 1314 years ago.
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  Yeah, 15 years ago. So it's interesting how fast you
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  can build when you move at a rapid pace.
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  So at that point, market implodes.
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  I invested all the money we'd made millions of dollars and
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  reinvested all that money with the cousins and some other
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  seller finance and some other opportunities in the Midwest.
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  And you said today, hey, can we ask any questions or get down to
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  some really difficult stuff? And I said you can ask me
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  anything like you. I'm, you know, I'm an open book
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  and that's when I realized I stopped getting the dividend
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  checks from that. And I said something's really
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  wrong here because these guys have huge net worth.
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  I gave them seven figures for reinvestments and I stopped
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  getting, you know, my 10% yield. So I flew out there.
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  I'm a face to face guy when when the fire is built, you know, I'm
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  not the guy that runs away from, I'm the guy that douses it and,
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  you know, takes care of business.
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  Look in the eye. Hey, what's going on?
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  They were over lever. They were building spec homes in
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  Florida and they had huge net worth and it imploded.
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  And that's when I realized I'd lost every penny that I had made
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  from 2002 to 2007, 2008, literally pretty much everything
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  down to 0. So what do you do in that
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  situation, right? That's a difficult situation.
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  You know, you're like, shit, you just put your head down and be
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  depressed and, you know, forget about life.
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  Or do you just take everything that you've learned and turn a
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  negative into a positive? I always say when one door
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  closes, two or three doors open. And karma and positivity and
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  optimism are very favorable things.
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  We also need the people around you to ensure that you're moving
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  in the right direction. That's why you know, I know you
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  go deep into your stuff and praying and meditation and
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  alternative medicines and all that stuff.
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  I'm blessed that I have a very small good circle of good
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  friends. And I remember the time I get
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  friend Isaac and Ron. They said, dude, you're amazing
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  at what you do. The market sucks, but you can
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  rebuild faster than anybody. You move like lightning speed.
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  So those times you think, what am I going to do, you know, sell
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  some drugs? I mean, how am I going to recoup
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  all this money so quickly? Of course, I wasn't going to
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  sell drugs. But you question in times of
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  turbulence and volatility and hardship, you question live.
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  You question, what's, what are you going to do?
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  And so thankfully to have good friends and good people behind
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  me, you make the decision to jump right back into what you do
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  and do it well. And at that point, instead of
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  utilizing their money because it's funny, I went out and
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  raised distressed funds from, Yeah, not distressed.
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  I raised out capital to buy distressed assets from other
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  people and talked about the vulnerability of how I lost the
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  money and how I'd protect their money, which is a very favorable
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  thing to do when you can be open and honest and say, I was on
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  your side before. I was 7 figures.
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  And now I'm going to utilize this money.
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  Here's the protectionary measures I'm putting in place so
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  that we can grow and prosper and have a good time together.
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  And what happened to me would never happen to you based on
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  these, you know, mitigations of risk.
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  I love that and just being able to relate to the investors that
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  way because you knew what it was like to lose everything and you
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  they knew and trusted that you were going to protect what they
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  had because it was something that meant a lot to you and that
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  you're passionate about and that you understood.
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  And that's your reputation. Like money comes and goes, but
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  your reputation, it always flows.
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  Yeah. And so when, like, what was the
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  first step you took when you lost everything in 2007?
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  I, I hunkered down, I wasn't too proud.
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  I remember I, I sold, you know, I bought a Mercedes as a kid
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  thinking, oh, I'm the man. Yeah, that's why I talk about
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  people in their. I know you like the fancy stuff
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  and I think you realize now you're like doesn't really bring
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  happiness. Probably your horse gives you a
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  lot more happiness than your G wagon or, you know, Ferraris.
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  I sold literally whatever I could sell to salvage some
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  capital, sold the Mercedes. I rented my house that I built
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  in DC ranch to a hockey player. I literally moved into my
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  parents second home in their in their third bedroom and just
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  hunkered down and was like, I don't have to like expose that,
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  you know, that I have all this money or, you know, I never
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  really cared about that anyway. So I immediately hunker down to
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  pivot and adapt to my market conditions, to our market
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  conditions, because I don't really care what people.
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  I mean, I care what people think, but I don't really care.
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  You perceive me whatever. I was all honest.
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  I'd go on dates and be like, hop in the Prius.
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  We're going to my parents second house and they're like, what?
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  I'm like, hey, you don't like it?
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  Yeah, I can open the door. You know, have a nice day.
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  Let's go to Pita jungle. So it's about the relationship,
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  it's about connectivity. Like I don't have to impress.
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  And even today I don't care. I really don't.
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  So hunker down and then just start in the build period,
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  right? If you can only be, you can only
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  go so far if you're at the bottom, I'm ain't going to go
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  any worse. So at this point, I'm like, how
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  am I going to build again? How am I going to build the
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  first story and the second story and the third story?
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  And it's just about getting out there being, you know,
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  consistent movement, positivity and one relationship at a time.
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  And through, you know, patience and delayed gratification, you
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  rebuild. It does happen.
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  Yeah. And were you like from the
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  business perspective, what steps did you take to do that?
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  Did you start flipping houses? Did you start knocking on doors?
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  Did you start reaching out to real estate agents and saying
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  you wanted to buy deals? Like what?
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  What did that process look like? I was never out of motion.
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  I think I've always been in perpetual motion.
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  There's when I say like, oh, the market plummeted, the market
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  plummeted and you're not really buying in a market that goes
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  from 400,000 to 50,000, right? But what you're recognized.
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  I still maintain relationships. I was in perpetual motion
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  waiting to pounce when I felt like no one can really time the
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  bottom. But when prices were 50,060
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  thousand 4030 and 20, I was buying a lot then and then
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  utilizing the same crews, the same relationships that I built
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  before and said, hey, I'm still here.
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  I'm not going anywhere. I'm going to be here for the
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  long term and so are you sell me these deals.
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  It's the same thing, but the prices were just much cheaper.
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  So continue to engage people. And then at the same time, I was
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  proactive in raising capital to be prepared to, you know, pounce
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  on the market to start buying. When people, Warren Buffett says
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  when people are fearful, be greedy.
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  When people are greedy, be fearful.
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  And everyone was fearful. But I was sitting there with
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  people that believed in me and I believed in them.
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  And together, collectively, we were going to take one house at
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  a time and flip it. And then as the market started
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  to rebound and the hedge funds came in, we were sitting on some
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  pretty significant inventory. When they called me, the hedge
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  funds and banks said, hey, Are you ready for leverage?
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  Hey, Are you ready to sell part of this portfolio that we, you
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  know, we're acquiring? And I, I said name the price,
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  let's evaluate. And then as I sold off these
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  mini portfolios that I had built to these hedge funds that
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  enabled the investors to make a lot of money.
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  I made a lot of money. And through that, I could start
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  building my individual portfolio through that profitability.
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  Okay. And what was your strategy for
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  raising capital? Originally I, I did a distress
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  asset fund, a $25 million fund and I went around and, and flew
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  to Canada, New York, Detroit, Chicago, any high net worth
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  person I met or referred, I sat down and one-on-one
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  consultatively spoke to them about here's my history of
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  success. This is what I built.
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  This is what happened to me. This is how your money is going
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  to be protected. And then I said you want to get
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  in the fund minimum. I think it was like 100,000
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  accredited investors. But then what I realized by
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  doing that is nobody wanted to have, you know, A1 25th or, you
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  know, a 250th or whatever the numbers were in terms of their
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  incremental investments of a fund.
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  People want to have a full piece of something they don't want.
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  Oh, I own 1% of something. So if we were to sell $100,000
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  home and they had 1% of it and they made $1000 or whatever it
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  was, that's not exciting. So I, I blew the fund out and I
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  just did one off investors, which was very successful
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  because then they can say their money's not commingled into a
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  fund, the K ones and the accounting was a nightmare.
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  So I realized to build a couple strong, I say a couple 5 five to
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  10 or 15 solid independent relationships with people that
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  know and trust you want to be part of your team for for the
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  single family business was far better than a fund and it works
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  much better because it's faster, right.
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  Hey, Han, I got this deal. You mentioned you're interested.
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  You have 200,000. Here's the deal, here's the
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  projections. What are your funds to title?
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  We got our own private LLC. You're protected, I'm protected.
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  And this is the game plan versus, hey, let's call the
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  Board of advisors. Let's go to all through the
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  monotony and the the red flags and the paperwork.
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  It was a headache. It's much easier to make one
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  phone call, have the paperwork ready and just dive in and go.
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  Speed is so important in this business, as we know.
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  Yeah. And that's the difference
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  between syndicating versus having a fund and it definitely
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  will have their pros and cons. And I'm, you know, start, I
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  decided to go with the fund right now, but I could still
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  syndicate individual notes also. It just kind of depends.
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  You need investors with more capital to do that approach
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  because they need to take the whole pie.
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  But if they build that relationship, they love to do
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  those types of deals. So that's, that's really awesome
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  that you do that. How much money did you end up
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  raising over what was your raise period?
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  Or I guess you, you transitioned out of the fund and you just
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  started syndicating from then on?
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  I pretty much had commitments to fill the whole 20 + 1,000,000
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  dollars, but what I realized was these homes were only 60 and
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  100. When you start thinking like I
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  raised actually verbal commitments and people had
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  earnest money checks ready to go way more than I needed, I was
• 14:16
  so. Oh yeah, Because think about it,
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  how much would it take? These $100,000 homes?
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  You have $20 million, you're not buying 200 homes at once, right?
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  There was no like packages of distressed deals on the buy
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  side. These were all bank Oreos and
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  short sales. So they were coming
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  incrementally. I couldn't even deploy that much
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  money at once. That's why transitioning to the
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  one off capital proved to be so much better.
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  So someone didn't need, oh, I'm putting in $3,000,000 or five
• 14:40
  million. Shit, at that time if you had
• 14:42
  500,000, it was a good amount of money to continue to work and
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  sell, aggregate, remodel, sell and and turn those same dollars
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  multiple times. So those early adopters, if you
• 14:52
  will, that invested in me got paid multiple times with their
• 14:56
  money compounding in multiple projects.
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  So those people that invested did very, very well.
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  OK. And what was your, so let's say
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  I'm an investor, you have a distressed asset, it's $300,000.
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  How long approximately would you hold the money and what would
• 15:10
  their return be or or how was that syndication?
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  Structure it wasn't a syndication, it was just a one
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  off, you know, operating. But the the agreement, the
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  equity play for me was I made it samples of 5050 model so I
• 15:21
  didn't take any upfront funds. I didn't get any realtor fees no
• 15:24
  management. I was fully vested in the deal
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  on the upside as well as the potential downside.
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  I've never lost anybody 1 penny. I could say they're very proudly
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  and transparently, which is great.
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  So I've only made money for everybody.
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  I would feel horrible if I lost money and probably just give
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  them the money regard, especially at this stage early
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  on when I didn't have money, you know, you're taking on the risk.
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  And I wanted to let them know if we did lose money, which
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  anything could happen on a deal because nothing's perfect.
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  I'm in for 50%. So they knew that by me not
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  taking commissions, management fees, nothing until the asset
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  was stabilized, sold and they were paid back because when I
• 15:55
  got paid my 50%. So based on that, people were
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  making, you know, if you talk about annualized returns, we
• 16:01
  were in and out of deals because the market was getting hot and
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  you know, 30 to 60 days, typically 60 because by the time
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  you stabilize and then we sold and that's was a hedge fund and
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  they're paying cash. These were 10 day closes and
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  pretty fast stuff. So some of it was 45, but on
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  average it's about 6075 days and they're making 2030% all day
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  long. And if you factor that multiple
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  times per year, the returns annualized projected were, you
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  know 80 to 100% cash on cash returns.
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  And and then were they 1030 wanting and just keep?
• 16:31
  We couldn't 1031 were active. Traders and wasn't.
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  Stabilized, so we just took that money said, would you like to
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  reinvest? And they said yes.
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  And then one of the greatest things that I've done was, and
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  this is an important story and lesson for people watching is
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  always ask the question, who do you know that wants to invest in
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  real estate? Or at the time I, I was doing
• 16:48
  some seller finance notes that I had.
• 16:50
  And you can't really pledge notes to bank, right?
• 16:53
  They're going to give you, if they would take them, probably a
• 16:55
  small return, I mean a small LTV.
• 17:00
  So I was doing a cross sell for a buddy.
• 17:03
  I was using my license as well as ancillary income.
• 17:05
  And I asked the agent, who do you know any high net worth
• 17:07
  investors? I figured she did because she
• 17:09
  lived in Silver Leaf. So she's connected to good
• 17:10
  people. Said I'm looking to sell some
• 17:12
  notes. Who do you know?
• 17:13
  She goes, I'm not sure really what you're talking about.
• 17:14
  That's my area. It's not my area of expertise,
• 17:16
  but I have this gentleman that probably would be interested and
• 17:19
  I'll connect. I said, oh, thank you so much.
• 17:20
  Literally doing a cross sell standing in the kitchen at the
• 17:22
  safari. And I said, who do you know?
• 17:24
  And she's like, yeah, makes a call.
• 17:26
  Turns out the gentleman's from Michigan.
• 17:27
  He calls me the next day. He says, talking about these
• 17:29
  notes they're performing, what's the yield I tell them all about.
• 17:31
  He goes, all right, I'll fly out and see you.
• 17:33
  I'm like, OK, but they're just notes.
• 17:35
  You don't have to fly out. Like I could just send you.
• 17:37
  The portfolio goes, I want to meet you.
• 17:39
  So OK, you know, think too much about it.
• 17:41
  So he says, I'm booked for, you know, 48 hours from now.
• 17:44
  Oh, that's pretty fast. OK, So I go to the airport.
• 17:46
  I'm in my Ford Explorer Sport, probably that I've owned for 15
• 17:49
  years, if anyone knows me. And then I got water bottles in
• 17:52
  the floor. I wear the same stuff.
• 17:53
  I don't wear ties and suits. Even when I was doing those
• 17:55
  meetings, I didn't dress up. I was always authentically
• 17:58
  myself, right? I'm not trying to pitch somebody
• 18:00
  or be this Wall Street guy. This is who I am.
• 18:03
  Like it or not, you know, this is what you're going to get in
• 18:05
  return. Like just full transparency,
• 18:07
  authenticity, pick the guy up. I'm like, hey, sorry for the
• 18:09
  mess. I've been busy.
• 18:10
  Magic crews doing what I did. He goes, no, don't worry about
• 18:13
  it. We drive around for two hours.
• 18:14
  I show him the operation. He's a really nice guy.
• 18:17
  Don't know much about the guy. Tried to Google him. 0
• 18:19
  footprint. So he says hey, listen, I will
• 18:21
  buy all these notes. It was north of $1,000,000 on
• 18:24
  one condition. I said sure, what's that goes?
• 18:25
  As long as I have an opportunity to invest in your company.
• 18:28
  So what kind of investment he goes, well, we can get there,
• 18:30
  but let me do some more research on you said, OK, give me your
• 18:33
  attorney's number. I'll have my attorney get in
• 18:34
  touch with your attorney and then $25,000 later of, you know,
• 18:38
  a joint venture operating agreement.
• 18:40
  The guy was getting my DNA, sperm samples, you know, you
• 18:43
  name it, not really sperm samples or DNA, but the guy
• 18:46
  delved deep to make sure that he's investing in somebody that
• 18:48
  doesn't have some skeletons in the closet and he's fully
• 18:51
  protected. So we finally came to terms
• 18:53
  exactly on the terms we spoke about 5050.
• 18:56
  Little did I know the guy's very, very wealthy and he said
• 19:00
  the reason why I invested in it is because you're also from
• 19:02
  Detroit, you're transparent, you drive a beat up car, not some
• 19:05
  fancy car you didn't clean and pretend like you're some, you
• 19:08
  know, professional investor and all this stuff.
• 19:11
  I saw the way you treated your crews, the way you run the
• 19:13
  operation, that your hands on that your skin's in the game and
• 19:16
  that's what I liked about you. So I knew this would be
• 19:17
  successful. So then he says, OK, so how much
• 19:20
  you want to invest? Let's start with 250.
• 19:22
  So the two fifty goes in 30 days and we make like 100 grand and
• 19:25
  then he goes, all right, go to 500, then a million, then 2
• 19:27
  million, then 5. And we literally, you know, made
• 19:30
  millions of dollars together through an investment through a
• 19:33
  third party agent that referred, you know this no buyer.
• 19:37
  So the point is you never know who you're talking to.
• 19:39
  Always ask in any opportunity explain what you're doing.
• 19:42
  And through karma and serendipity and optimism, good
• 19:45
  things are going to happen. That's so awesome, and how long
• 19:47
  did he invest with yours? He still investing with the.
• 19:49
  He passed away unfortunately, but his family still.
• 19:52
  I give them opportunities. I have the highest respect for
• 19:54
  them. They own some big, big
• 19:56
  businesses in the Midwest. Just a beautiful family.
• 19:58
  So grateful for them always. You know, it's never people
• 20:01
  always just assume you're the point person.
• 20:02
  It's all you. It's never all you.
• 20:04
  It's my cruise, it's my designers, it's my bookkeepers,
• 20:08
  it's, you know, the, the capital investors, it's all A-Team
• 20:11
  effort. Even though I'm a solopreneur.
• 20:13
  We create these opportunities collectively and without the
• 20:16
  capital, without the. You know, the crews and and
• 20:20
  everybody else involved, this wouldn't be possible.
• 20:22
  I couldn't, I can't do construction.
• 20:23
  I'm terrible at it, right? I'm good with people.
• 20:25
  I'm good with relationships and management and capital
• 20:28
  investing. Stick to your strong suit.
• 20:30
  So. So you've talked a lot about
• 20:32
  buying and flipping houses and paying the investors out 50% of
• 20:36
  the profit. But when did you start and how
• 20:38
  did you start actually keeping these properties to build your
• 20:41
  rental portfolio? Great question.
• 20:42
  So every time we sold these houses and we were doing very,
• 20:45
  very well, as you heard, making significant returns, I would
• 20:48
  take my 50% and then buy my own independent single family homes
• 20:52
  to start building My Portfolio. And I wasn't selling those.
• 20:54
  I was keeping them, renting them out and that was my game plan.
• 20:58
  So through those I started to have a bunch of unencumbered
• 21:01
  single family homes. You know, prices were pretty
• 21:03
  inexpensive, 2530 forty 50,000. You're throwing 20,000 into
• 21:07
  them, renting them for 1012 hundred.
• 21:09
  At the time, the cash and cash returns were like 20 caps,
• 21:12
  right? It was crazy.
• 21:13
  But then the market started continued to appreciate and then
• 21:16
  finally you could get bank leverage.
• 21:17
  I owned all those free and clear.
• 21:19
  Wasn't like I had millions of dollars if you took you know, 10
• 21:22
  homes at 60,000, it was $600,000 of single family homes.
• 21:26
  Those homes today by just sitting there and delayed
• 21:28
  gratification are worth 350, four, $100,000.
• 21:31
  But before they've appreciated all that way.
• 21:33
  What I had was able to do is get leverage on them, cross
• 21:36
  collateralize my first mini portfolio with the Bill Moore
• 21:38
  Bank and they gave me a line of credit and I took that line of
• 21:41
  credit continue to buy more and more and every time I would sell
• 21:44
  an investor deal after tax money, I would continue just to
• 21:47
  go all in. It was the domino effect of
• 21:50
  utilizing those funds in the profitability on those deals to
• 21:53
  then dollar cost average into the market and buy my own assets
• 21:57
  and through that all the time I believe stagnant money doesn't
• 22:00
  make money. So I'm in perpetual motion
• 22:01
  working the capital to build the portfolio, OK.
• 22:05
  And what has been your primary way to get deals throughout the
• 22:10
  years? Belly to belly relationship,
• 22:13
  showing up to the AZ Rios, to the masterminds, to walking in
• 22:18
  title companies to being funny and being memorable to being
• 22:21
  what I call top of mind mentality like leave a lasting
• 22:24
  mark. Like this business people take
• 22:26
  everything so serious in life and like you don't take
• 22:28
  everything. So you always have a good time.
• 22:30
  You laugh, you all you have great stories and these
• 22:32
  different very memorable. And by the way, someone was
• 22:35
  saying I was talking to Chandra, my designer today and I think
• 22:38
  she was you were trying to get her to join your brokerage or
• 22:40
  something. She's why I was meeting.
• 22:41
  Maybe you remember her not she's just got her license and I think
• 22:44
  you were recruiting her and she goes, oh, you're doing this
• 22:47
  pocket cast with Hannah. I I know where she's recruiting.
• 22:49
  I said, let me tell you something about Hannah.
• 22:51
  She goes what I said, that girl shows up in every event.
• 22:55
  Am I not wrong? You're everywhere like every
• 22:57
  week and you like even to like book a dinner with you.
• 22:59
  You're like, I'm three weeks out.
• 23:01
  I'll be in LA and then I'm going to fly here and then I'm in the
• 23:04
  Bahamas and I'm in Greece and I'm here and you're
• 23:06
  masterminding and you're at this, you know, speaking
• 23:09
  engagements. You're everywhere.
• 23:11
  And so that's my same mentality. You can't money's not made
• 23:14
  sitting behind a desk. Money is made being around life
• 23:17
  like minded people to create mutually beneficial
• 23:20
  opportunities. And once I realized that early
• 23:23
  on, I was never in the field. I was in my Prius showing up
• 23:26
  outdoors, looking at assets, meeting contractors, meeting
• 23:29
  other investors, meeting wholesalers, telling them I will
• 23:32
  be your best buyer. Give me one opportunity, let me
• 23:34
  prove it. One home, one relationship at a
• 23:36
  time. And that's how I built this
• 23:38
  business, you know, so that's the mentality today.
• 23:41
  No complacency. It's not like if you get all
• 23:43
  your spring water from one place and it goes out, you don't have
• 23:46
  any water. My philosophy is all these
• 23:48
  newcomers, guys and girls. And I think this is a great
• 23:51
  opportunity for a lot of women in this business, by the way
• 23:53
  that they do this business better, they're better
• 23:55
  listeners, they're more understanding.
• 23:56
  They're about delayed gratification, most of them,
• 23:58
  some not. You're about fast gratification
• 24:00
  or were maybe changed, but continuing to expand and build
• 24:05
  those relationships is critical 24/7.
• 24:08
  You never know who you're going to talk to.
• 24:09
  You never know where that opportunity comes.
• 24:11
  But also really taking care of the people that are in your
• 24:15
  control, like my tenant base or other agents I've done business
• 24:18
  with. There's a great opportunities to
• 24:20
  give them that five star service.
• 24:22
  I talk about. My sister works for Yale.
• 24:24
  You're always striving to do that Five star engagement,
• 24:27
  right? It's not just about the product,
• 24:28
  it's about the service, communication, the way you make
• 24:31
  them feel, listening to them, the respect.
• 24:33
  So many different factors that come into play in terms of these
• 24:36
  relationships that I work on on the daily so that I'm top of
• 24:40
  mind. My tenant says to their friend,
• 24:41
  oh, you need a place. You have to call my landlord.
• 24:44
  He's like family. That's what I strive for and
• 24:46
  that builds the business naturally and organically.
• 24:49
  But it takes work, right? It's slowing it down.
• 24:51
  It's not just treating them like an annuity.
• 24:53
  It's truly treating everybody like family, taking care of them
• 24:57
  any which way possible and being there for it for them
• 25:00
  emotionally, you know, physically, monetarily, whatever
• 25:03
  that looks like. And what do you look for in
• 25:08
  distressed assets like how do you underwrite a deal and, and
• 25:11
  how quick is that process? And I know you make quick
• 25:13
  decisions right away, like if you see a deal, you know right
• 25:15
  away. So what do you look for?
• 25:17
  So contrary to a lot of investors out there, I only
• 25:20
  invest locally, which enables me to be an expert in a specific
• 25:23
  area. So if I was buying nationwide,
• 25:25
  it would be very difficult to make the speedy decisions that I
• 25:28
  make. Like literally a guy called me
• 25:29
  this morning since I got this deal on the street and I know
• 25:31
  the street and I have assets around the corner.
• 25:33
  So what are you asking? He wanted 240 and I said based
• 25:36
  on the market right now, I'm at 232 1/2 and he goes, can I get
• 25:39
  back to you? I said absolutely like I don't,
• 25:41
  that's the beauty, right? Do whatever you want.
• 25:43
  Here's my number, but don't like take a week.
• 25:44
  Like my offer is good for a day, but if you can get more, I
• 25:47
  respect that because I want them to do as well as possible.
• 25:49
  But here's where I'm at and I justified why.
• 25:52
  So for me, early on, of course, you're learning the market.
• 25:55
  You, you have to understand what is the retail value?
• 25:58
  How much is it going to cost to stabilize that asset?
• 26:00
  What I really look for is equity in a deal.
• 26:02
  So I won't buy a deal unless there's equity in it, which is
• 26:05
  common sense. So a general rule of thumb is if
• 26:07
  you say you're going to acquire something, what transpires to
• 26:10
  your net worth as soon as you acquire that deal, does your net
• 26:12
  worth go up? Does it break even or do you
• 26:14
  potentially lose money? Obviously, if you break even or
• 26:17
  lose money, why would you buy it unless maybe you're getting, you
• 26:19
  know, amazing financing at 0% and some, you know, sub to deal
• 26:23
  or something, which would make sense.
• 26:24
  There's delayed gratification there.
• 26:26
  It's going to take a while, but you're paying down principal
• 26:28
  immediately and that's your building equity.
• 26:31
  But right now in today's market, after stabilization, if I can
• 26:34
  get 15 to 20% equity, I can get an 8 to 10% cash and cash
• 26:39
  return. By stabilizing it, I can buy it
• 26:42
  less than replacement costs. And it's a legacy property.
• 26:45
  Meaning like these are my 4 pillars, by the way, meaning
• 26:48
  that I'm happy to own this long term.
• 26:50
  So if I don't flip it, I can put it in there.
• 26:52
  My dogs can own it in 20 years. God willing, they're still
• 26:54
  alive, or my nieces and nephews or five future kids or whatever
• 26:57
  that looks like. Do I want to own this asset for
• 26:59
  the long term? So that's really number one.
• 27:01
  Is it something I want to own and retain?
• 27:03
  Can I stabilize it and have 15 to 20% equity so I can
• 27:06
  essentially pledge it to the bank to recycle those original
• 27:09
  dollars? Do I get the cash and cash
• 27:11
  return and can I build this cheaper?
• 27:13
  If I can build it cheaper, why would I buy it?
• 27:15
  So obviously if I'm buying it cheaper than it would cost to
• 27:17
  build, there is that intrinsic value in that deal.
• 27:21
  So that's what I look at. If it hits those four pillars,
• 27:24
  there's no emotion to it, you know, that's it.
• 27:27
  Now I will say there's the intangible is driving that
• 27:29
  neighborhood to say, is this the legacy property?
• 27:32
  Am I feeling comfortable to be in here?
• 27:33
  I'm not going to take an asset that I can make 15% on, but I'm
• 27:36
  going to go out there and potentially get shot in some
• 27:38
  hood, you know, and say at this point in my career, I don't need
• 27:41
  to take on that risk, nor do I feel there's going to be great
• 27:44
  appreciation right now because of what's going on in the
• 27:46
  neighborhood. So it has to conform to a safety
• 27:48
  standard. But other than that, and pretty
• 27:50
  much most of Arizona does do that for me.
• 27:53
  I mean, other people probably won't buy where I buy, but I
• 27:55
  feel comfortable. And are you, do you go get your
• 27:58
  eyes on every property? Do you get your contractors out
• 28:01
  there or do you just see the address and you know and you
• 28:03
  make a decision? I see the address at this point
• 28:05
  and no one make a decision, especially from a lot of the
• 28:07
  people I've vetted that have sold me deals because of
• 28:09
  reputation. Now I tell everybody it's very
• 28:11
  important to have boots on the ground, right?
• 28:13
  We're making quarter million, half million, $1,000,000
• 28:15
  decisions. Of course I want to walk it when
• 28:17
  it's feasible. If I can't walk and have good
• 28:19
  enough pictures and videos and tell me if there's an issue or
• 28:22
  something that's overlooked, they're going to take care of
• 28:24
  it. These are the relationships that
• 28:25
  I have. Then I will buy from specific
• 28:27
  individuals without physically walking in because I know just
• 28:30
  like I would stand behind something, they would stand
• 28:32
  behind. If I get in and there's
• 28:33
  something that wasn't disclosed where they miss from quick
• 28:35
  pictures, they're going to give a concession and take care of it
• 28:38
  monetarily as long as it's fixable.
• 28:40
  But ideally, yes, I'm all, I'm not a lazy guy.
• 28:43
  I'm far from it. So I'm the guy that literally
• 28:46
  drives it even from an exterior looking at the neighbor, making
• 28:48
  sure that there's nothing weird or there's some soil issue in
• 28:51
  the neighborhood or some houses are because there's certain
• 28:54
  areas that are notorious for, you know, weak soils and expand
• 28:58
  pensions, a Chandler and some Iwatuki stuff and whatever.
• 29:01
  But I like as often as possible getting in the asset, seeing,
• 29:06
  feeling, touching on these properties.
• 29:08
  A lot of money is on the table no matter what.
• 29:11
  Why wouldn't I go take a look for 10 minutes?
• 29:13
  And I don't need to bring my contractors because I plan for
• 29:15
  the worst case scenario. So if you plan for the worst and
• 29:18
  hope for the best, you're going to do good.
• 29:21
  So no matter if I don't get in the attic, I just assume there's
• 29:24
  probably mold and busted pipes. Line item 10,000, you know, And
• 29:28
  so if I don't have to do it, that's icing on the cake.
• 29:30
  You know, if you're always that contingency person and you're
• 29:33
  thinking about the worst case scenario, I'm the guy that says
• 29:36
  on a rainy day to the beach, let's go bring an umbrella,
• 29:39
  let's bring, you know, extra water, let's you know when
• 29:41
  you're going hike. Sunny day.
• 29:43
  Sorry, on a sunny day to the beach, I'm the guy that brings
• 29:46
  the umbrella. Also on a rainy day, I think
• 29:48
  it's important to bring the umbrella too.
• 29:49
  Yeah, I'm just making sure you're listening.
• 29:51
  I'm listening. And so are you still doing
• 29:55
  individual deals with individual investors and then using those
• 29:57
  profits to keep buying real estate?
• 29:59
  No, you know, at this stage I'm, I'm blessed that I have a really
• 30:02
  good bank that I bank with First Fidelity and and JP Morgan that
• 30:08
  enables me to get just my independent leverage.
• 30:10
  But I do have that original machine investor and their
• 30:13
  family. And let me think that's pretty
• 30:16
  much it. I think at this point that I
• 30:18
  still give opportunities to because again, you know, there's
• 30:21
  an abundance of opportunities. You never know when some huge
• 30:24
  opportunity comes. So I always plug them in where I
• 30:26
  can just to keep them engaged. And I'm grateful for the
• 30:29
  opportunities. So I don't need to do that.
• 30:31
  I want to do that. It's still mutually beneficial.
• 30:34
  And again, greed kills. So I'm not a greedy person.
• 30:37
  I'm happy to, you know, celebrate and and and continue
• 30:42
  these mutually beneficial relationships.
• 30:45
  And how did you stay so focused 'cause I know I severely
• 30:48
  struggle with shiny, you know, red red woman in the red dress
• 30:51
  syndrome you. Do.
• 30:53
  Yeah, yeah, I know. Yeah, I know.
• 30:54
  You know, I'm changing, but it's still difficult because one, I
• 30:59
  genuinely love the game, I love business and I'm a visionary at
• 31:02
  heart. So like I'm not a COO operator
• 31:05
  type person, I'm not an implementer integrator.
• 31:08
  I'm just like creating a new ideas all the time.
• 31:11
  And so it's really hard for me to stay focused.
• 31:12
  And especially as you become more successful, as you build
• 31:15
  better relationships, more opportunities come.
• 31:17
  So I know you've had a billion opportunities to get it.
• 31:19
  How about multifamily? How about private equity in or
• 31:23
  or venture capitalist? Or how about private debt or
• 31:25
  whatever, right. So how have you just stayed in
• 31:28
  your lane and just continued to build your empire, never getting
• 31:32
  distracted? This this is like a daily Zach,
• 31:35
  check out this multi family. Zach, let's do some hard money
• 31:38
  funds. Zach, let's get in this cannabis
• 31:40
  business. Let's do this, let's say that.
• 31:42
  And so for me, every time I've invested outside of my own
• 31:46
  organization, it's been terrible.
• 31:49
  I got to tell you. So it wasn't like that.
• 31:50
  I haven't done I've done it. I've dabbled in that.
• 31:53
  You know, I still have an equity portfolio.
• 31:55
  The performance is shit. I would say this to how often is
• 31:58
  your your wealth advisor call you to check in right?
• 32:02
  Tell me I'm. Only when?
• 32:03
  You lose money. Not even I haven't heard from my
• 32:06
  guy it Merrill Lynch for a fucking who knows two years like
• 32:11
  and I have pretty significant money there.
• 32:13
  They don't care about you. Nobody cares more about your
• 32:15
  money and you being the captain of your domain than you.
• 32:18
  So I've invested in cannabis now fairness, I could have sold it
• 32:21
  when the market went by, you know, company invested and went
• 32:23
  public. I was greedy.
• 32:25
  I didn't sell when the thing went up, you know, multiple, you
• 32:28
  know, times. And so I'm thinking, oh, it's
• 32:30
  going to go up more and you know, you're never going to go
• 32:33
  broke taking a profit and shame on me and I own not selling.
• 32:36
  But even to this day now, it's still long term and I've lost
• 32:38
  compared to that. So every time I've invested some
• 32:40
  private equity stuff, I've lost. So I've learned if I don't
• 32:44
  understand it, I'm not a controlling majority investor.
• 32:48
  And then I'm just going to stick to what works.
• 32:50
  It's worked for me for two decades.
• 32:52
  It will continue to work for me. So I don't need to have this
• 32:56
  high level of diversification because what I'm doing works.
• 32:59
  I believe in at 1000%. Yeah.
• 33:01
  And what like, well, my first, I have a couple.
• 33:06
  My first question is what advice do you have for investors who
• 33:10
  are looking to either get started and doing something like
• 33:12
  you're doing doing flips or some sort of real estate business to
• 33:16
  earn money to start building their rental portfolio or even,
• 33:18
  you know, commercial real estate or anything like that?
• 33:21
  Yeah. What advice would you give to
• 33:22
  them getting started and growing?
• 33:24
  So to get and start and growing, I would find somebody in your
• 33:27
  space that you look up to or that you've seen that's open to,
• 33:31
  you know, showing you what they do.
• 33:33
  There's a lot of people like for me, my legacy is not how much
• 33:37
  money, I mean, no one cares how much money you made doesn't
• 33:40
  matter. But what they care is what you
• 33:41
  taught them or how you can change the trajectory of their
• 33:44
  lives and their families life. So people reach out to me all
• 33:46
  the time and they ask me advice and I tell them, hey, this is
• 33:48
  what I do. This is what you should do.
• 33:50
  There's an abundance of opportunities.
• 33:51
  It's not going to cannibalize my business.
• 33:52
  It's not going to cannibalize your business.
• 33:54
  Show them what you've done. People who are open and willing
• 33:57
  to put in the work, go put in work.
• 33:59
  Here's the road map. I've given my road map million.
• 34:00
  There's no like secret sauce to this business, but it's just
• 34:03
  opening up your books to show them this is what's possible.
• 34:06
  This is what you should do. I would tell people to focus on
• 34:09
  the low income stuff first, right?
• 34:10
  And as you're getting started, don't take on some crazy rehab
• 34:13
  projects or some new build construction that's outside your
• 34:16
  your competence level. Start small, get a feel for it,
• 34:19
  get a flow going and that's what you can afford to invest.
• 34:22
  Don't get over levered one home, one relationship at a time.
• 34:26
  But first, maybe simulate the process for somebody like myself
• 34:29
  or yourself or someone in that business to learn.
• 34:31
  It's like I tell people, when you go to the casino and you go
• 34:33
  to the whole high rollers room, you don't just sit down at the
• 34:36
  table and you start betting $100 a hand.
• 34:37
  You don't understand the game of blackjack.
• 34:39
  You've heard about blackjack. You're intrigued.
• 34:41
  Stand behind the table, watch, maybe ask them, hey, can I ask
• 34:44
  you why you did this strategy? Why did you split, you know, 10s
• 34:47
  versus A6? And they're going to say,
• 34:49
  because they're stupid, you should never split 10s versus 6.
• 34:52
  But The thing is this, be a nice person, ask politely and you'll
• 34:56
  find a mentor, somebody that will open their books and show
• 35:00
  you to simulate the process of it as if it was your own money.
• 35:03
  And understand each micro decision of why are you changing
• 35:07
  out windows? What are you doing with the
• 35:08
  floors? Why did you make decision?
• 35:10
  What are you flipping it for? What did you buy it for?
• 35:12
  And really just delve in and start asking a lot of questions.
• 35:15
  Be a sponge. I'm learning everyday as well.
• 35:17
  I don't claim to know everything, right?
• 35:18
  Nobody knows everything. I learned from everybody.
• 35:21
  Somebody that's going to ask me questions is probably better on
• 35:23
  social media that can help me with editing a video where
• 35:26
  everyone can bring unique value. So figure out what your value
• 35:29
  is, whatever that may look like, what you can bring to a
• 35:32
  potential mentor or somebody that can show you the ropes.
• 35:34
  Lead with value and try and reciprocate.
• 35:37
  You know, tit for tat if you can.
• 35:38
  Nothing's really, it's not like if you're just a Leech.
• 35:41
  No one wants to be around that Leech mentality, right?
• 35:43
  Like how are you giving oxygen to somebody else as well in
• 35:47
  lifeblood? Yeah, that's really good advice.
• 35:51
  And then what have been. Yeah.
• 35:55
  I guess I want to like hear about your struggles in life.
• 35:57
  I know you have a lot of wins and you're you've mastered the
• 36:00
  financial game for sure, but like, what do you do you have
• 36:03
  personal struggles? Do you have mental struggles?
• 36:06
  Do you suffer from any sort of, I don't know, relationship
• 36:09
  issues or self relationship to self issues?
• 36:11
  This is really should just be the start of this podcast
• 36:13
  because no one else cares about the other stuff.
• 36:15
  I think we're all fucked up right At the end of the day, if
• 36:18
  you want to be candid, Of course, I think that my selfish
• 36:22
  behavior in terms of I've been through multiple relationships
• 36:25
  and mid to long term, you know, girlfriends that live with me
• 36:28
  and they want to get married and I'm just I've been a selfish
• 36:31
  person solely focusing I'm I'm building my financial wealth and
• 36:36
  that's not really what life's about because I'm the happiest
• 36:38
  person because of that. No, I recognize that I'm
• 36:40
  selfish. Probably, you know, could I give
• 36:42
  an up 50 or 100 homes or 200, whatever, doesn't matter to have
• 36:46
  a healthy relationship. If I found the right person, I
• 36:49
  would say, yeah, I would probably have done that.
• 36:51
  You know, so vulnerably. Yeah, I probably fucked up by,
• 36:55
  you know, not being present in a lot of situations because I'm
• 36:58
  hyper focused on missing a real estate dealer financial
• 37:02
  opportunity to make an extra 20 or 30 or $50,000.
• 37:05
  One of the scheme of things that doesn't matter.
• 37:06
  I think, you know, if I could go back in time, I would delegate
• 37:10
  more time to the relationships and be a more giving person into
• 37:14
  those relationships to see where that probably would have went if
• 37:17
  I was, you know, hyper focused and not having ADD with, you
• 37:24
  know, potential deal FOMO, right, if you're missing out on
• 37:28
  opportunities in business. So, yeah, I mean, that's that's
• 37:31
  always been a thing. I think I've been a selfish
• 37:33
  person in that respect. And I was doing a lot of Iron
• 37:36
  Man training and all this stuff is really just kind of that solo
• 37:38
  mentality, that singles mentality where I'm not, you
• 37:41
  know, playing well with others not really been my thing.
• 37:44
  And I recognize that's probably a big shortfall of my own.
• 37:48
  Do you think that your drive to keep going, 'cause I always, you
• 37:53
  know me pretty well and I'm going through this whole
• 37:55
  identity thing right now, but do you think that drive to keep
• 37:58
  going and just keep getting more successful and chasing the next
• 38:01
  deal and chasing, you know, the next million or whatever is that
• 38:04
  coming from? Like where is that coming from?
• 38:06
  Where do you think that's coming from inside of you?
• 38:09
  It is coming from some sort of DNA that I can't explain.
• 38:13
  Like it is a drug. Like I say to myself sometimes
• 38:15
  like I'm walking my dogs, I'm like, why do I keep doing this
• 38:18
  to myself? Like it's not like it gets
• 38:20
  better because you buy more deals.
• 38:22
  In essence, it almost kind of gets worse because there's more
• 38:25
  responsibility and more headaches.
• 38:26
  And right now, like I have probably 25 vacant homes this
• 38:30
  given 2nd, right? So then I say, why do I keep
• 38:32
  needing to add to this vacancy or these problems and all the
• 38:34
  stuff. One thing is this I do love my
• 38:36
  crews and care for them immensely, so I always want to
• 38:40
  make sure there's work for them and there's plenty of work for
• 38:42
  them. But I do struggle and ask myself
• 38:45
  like, why do I keep building? But there's something about the
• 38:48
  art of the deal look like it's hard to say, Like if you're
• 38:51
  addicted to cocaine or whatever it is and there's cocaine on the
• 38:54
  table and you just had a hit, you know, last night, are you
• 38:56
  not going to sniff it again right now?
• 38:57
  It's like, it's my cocaine. Like there's a deal, there's the
• 39:00
  equity spread, there's the legacy property, there's the,
• 39:03
  you know, everything that meets my 4 pillars.
• 39:06
  I get my cash and cash return. I have to buy the deal if it's
• 39:09
  these numbers. But what about like, you know,
• 39:11
  the energy expend or the tossing and turning?
• 39:14
  I don't toss and turn over deals and I will over relationships.
• 39:16
  But I've never really lost sleep over financial stuff, not
• 39:20
  really. You know, maybe at the downtime,
• 39:22
  you know, when I when everything imploded, of course, I probably
• 39:24
  lost some sleep. But during this journey, once I
• 39:27
  make it this definitive decision on a deal, I never like second
• 39:31
  guess anything financially. Like when I make a decision like
• 39:34
  should I bought it? Should I not like, no, I'm
• 39:36
  already moving on to the next deal.
• 39:38
  But there's something in the DNA that like when you wake up.
• 39:40
  I just love the art of stabilizing a deal.
• 39:42
  I like watching the flow and the evolution of the remodel process
• 39:49
  of the selling. I like the engaging in
• 39:51
  negotiations with agents and buyers.
• 39:53
  I just love all of it. I don't know how or why, I just
• 39:58
  do. I'm addicted to deals.
• 39:59
  Yeah, Do you? Is it just the deal, it has
• 40:02
  nothing to do with the success? Or does that play a factor in
• 40:04
  it? Now, I'd say early on the
• 40:06
  success was the capital. No longer it's, I don't want to
• 40:09
  say meaningless, but it doesn't have an impact.
• 40:11
  It's not like that's one downside of being a solopreneur
• 40:14
  and not having partners. It's like, OK, you could have an
• 40:16
  amazing day. You make 6 figures or whatever
• 40:18
  it is. It's very possible in this
• 40:19
  business. My money's in the bank.
• 40:22
  It's not like, oh, I'm at Ocean Club by myself drinking a
• 40:24
  martini, like cheering myself. Nothing happens.
• 40:28
  And that's kind of like we anticipate like, Oh my God, this
• 40:30
  deal solved. Like let's go party.
• 40:32
  Let's go party with you. Nobody cares.
• 40:34
  So in essence, it's kind of sad. You're like, what the fuck?
• 40:37
  Now that's the beauty. If you did have when we spoke
• 40:39
  about in the beginning, like these Equity Partners, that's
• 40:41
  really fun for me. So that part of it is why I
• 40:44
  continue to do that a little bit where it's like, OK, hey, we
• 40:47
  just sold this deal. Hannah, come by.
• 40:48
  I wired your funds. Now let's go celebrate the six
• 40:51
  together. There's something about that
• 40:53
  relationship that's really motivating, like you're doing
• 40:56
  something really good for somebody else.
• 40:57
  It's not like unilaterally you did it because collectively you
• 41:00
  did. You put up your capital.
• 41:02
  I put up my sweat equity. We culminated this deal.
• 41:04
  Now let's celebrate it together. There's something like very
• 41:07
  special and unique about that, but as a solar preneur, all it
• 41:11
  is is another zero in your bank account.
• 41:13
  So like those people that are just chasing dollars, I promise
• 41:15
  you, I've been there. Nothing changes.
• 41:17
  Like enough's enough. Like maybe focus on other things
• 41:20
  that you know, can give you that same gratification.
• 41:24
  I don't know. I feel great when I work out and
• 41:25
  simple things. Actually, I think we spoke about
• 41:27
  this other day, the most simple things in the world.
• 41:30
  Remember when we talked about, you know, describing who you are
• 41:33
  without your business? I'm a very simple guy, like I
• 41:35
  don't yearn for yachts or planes or fancy watches, none of that.
• 41:40
  I don't care. I like the freedom of making my
• 41:42
  own decisions. No one tell me what to do,
• 41:44
  having a good workout, eating a healthy meal.
• 41:47
  You know, I'm a very simple guy, so nothing really changes.
• 41:51
  Yeah, I, I, I'm a simple person too.
• 41:53
  I do like nice things, but I think a lot of that stems from
• 41:55
  because I couldn't have them growing up.
• 41:57
  And so it's just nice. And I get I get that dopamine
• 42:00
  hit from driving in a nice fast car.
• 42:03
  You get that hit, but how long does that last for once you have
• 42:05
  it? Oh, I mean every time I get in
• 42:07
  my G bag. Every time, yeah.
• 42:09
  Every time I get in. There.
• 42:11
  Oh good. Oh, it always brightens my mood.
• 42:13
  That's good, yeah. And that's really.
• 42:14
  Every time I look at my watch I get that hit.
• 42:16
  Let me see that watch. By the way, is that rose gold
• 42:18
  Rolex? It's yellow gold.
• 42:19
  Yeah. Presidential.
• 42:20
  Beautiful. Thank you.
• 42:21
  My. Brother-in-law want to get
• 42:22
  something for my sister. I was like, don't get that from
• 42:26
  my sister, she doesn't need. That she she she should get a.
• 42:29
  Shot. I'm that guy.
• 42:30
  Don't do that. He's like, you're an asshole.
• 42:31
  I said OK. Yeah, but you know what?
• 42:34
  It's this thing of like money doesn't buy happiness, money
• 42:38
  does not buy your internal happiness because happiness has
• 42:41
  to come from within. And that's what I've learned as
• 42:43
  I've always chased happiness and and wanted it more than
• 42:46
  anything. Happiness and peace ultimately.
• 42:49
  And you do get that hit, like I do get that hit from the next
• 42:52
  deal or the next money or the next ego hit or the next watch
• 42:55
  or car or trip or whatever. Right.
• 42:59
  But ultimately, if you're unfulfilled inside and you're
• 43:03
  disconnected from yourself and you have these holes inside of
• 43:06
  you, those external things aren't ever going to fill them.
• 43:09
  They can help with those hits of dopamine and they can help make
• 43:13
  things easier and better. Because I sure as hell have
• 43:15
  always been a lot happier with money than I ever was or could
• 43:19
  have been without money. Because if you're in survival
• 43:21
  mode all day trying to survive, you can't be happy.
• 43:24
  It's impossible. So I think money is a big part
• 43:26
  to the journey of happiness, but it is not the answer to
• 43:30
  happiness. And that's why I'm so passionate
• 43:32
  about helping other people make money.
• 43:34
  Just to have the freedom to really be able to do the things
• 43:38
  that do fulfill them. Like going on a walk on the
• 43:40
  beach or having a really good relationship or spending time at
• 43:44
  the gym, 'cause if you're working 150 hours a week at
• 43:47
  McDonald's trying to pay your bills, you don't have time to go
• 43:50
  do those types of things or ride your horse or have a horse, you
• 43:54
  know. So those money is a big factor
• 43:56
  in that, but it definitely isn't and everything, but it can lead
• 44:02
  to a lot of emptiness and loneliness, especially if you
• 44:06
  become, which I'm speaking for myself, become so obsessed with
• 44:10
  it that it is your whole identity and you don't have
• 44:14
  connect like true connections with anybody that aren't trying
• 44:17
  to get something from you right or or you're not trying to get
• 44:20
  something from right. And so it's just trying to to
• 44:25
  find that balance in, you know, I don't know, being fulfilled,
• 44:30
  being happy, being successful, but not letting it consume you
• 44:34
  at the same time, because when is enough, enough, right for.
• 44:38
  Sure. Yeah, it's a question we ask all
• 44:39
  the time. Yeah, do you?
• 44:41
  This is personal, but do you have like, hey, did you have any
• 44:47
  bad relationships with women in your childhood or in your past?
• 44:50
  Like do you think that there's some?
• 44:52
  Because I've been figuring this out in myself.
• 44:54
  I struggle with relationships with men.
• 44:56
  And it's like every relationship I get in is the same
• 44:59
  relationship. It just repeats over and over.
• 45:01
  Because you're going out for the wrong guys.
• 45:03
  Or is something internal on you? Well, I'm the common
• 45:06
  denominator. Yeah.
• 45:07
  So I, I always am pointing the finger at myself.
• 45:10
  I'm never to point the finger. I like to like, analyze the
• 45:12
  events that are happening in my life and then figure, like, what
• 45:15
  am I doing to create this outcome?
• 45:18
  And so I definitely don't blame anybody other than myself.
• 45:23
  It's not even blame. It's just learning and growing
• 45:24
  and, and experiencing life. But it's yeah, I I go after the
• 45:29
  same type of person, you know, all, all the time, like very
• 45:35
  double alpha type man who who really ultimately don't treat me
• 45:39
  well. They manipulate me, they control
• 45:41
  me. They try to clip my wings.
• 45:42
  They try, they give me AII don't know.
• 45:44
  It's like they give me a problem to try to solve or something to
• 45:47
  try to fix or I don't really know.
• 45:49
  But I had a really difficult relationship with my dad, who
• 45:53
  was poor, who didn't show me love or attention, who pretty
• 45:56
  much abandoned his family and who still has never made an
• 46:00
  effort to be really in anybody's life or contribute anything or,
• 46:04
  or even make a dollar above the pawn shop, which is why I am
• 46:08
  very passionate about freedom and entrepreneurship.
• 46:10
  And I kind of had to, I had, I kind of had to become the man in
• 46:13
  that situation. And I think and then being, you
• 46:16
  know, kind of not treated good by my brother, that created AII
• 46:23
  think maybe like a subconscious resentment towards men, even
• 46:28
  though I love them so much and everyone in my life is male.
• 46:31
  Like I don't build strong female relationships.
• 46:33
  So it's like. You have your friends.
• 46:34
  You travel with your two girls. My 2 girls, yeah.
• 46:37
  I know, but those are important. Like yeah, it's not like you
• 46:39
  don't have relations with women cuz I know that you do.
• 46:41
  Yeah, right. Yeah.
• 46:43
  But your circle's tight. Yeah.
• 46:44
  And those are new, newer relationships, both of those.
• 46:47
  Yeah, both of those relationships have developed
• 46:49
  since I've been doing the work on myself over the past year.
• 46:51
  Before that I had no one. That's so interesting.
• 46:54
  So I'm gonna so I have a question for you and then I will
• 46:56
  answer your question 100%. Did you talk to your dad today
• 46:59
  or no? I was going to say how cool it
• 47:01
  be is to have you bring your dad on this podcast and ask him
• 47:04
  these questions. Oh, I would.
• 47:06
  I mean, I have his number. Yeah, yeah, I could bring him
• 47:08
  in. But wouldn't that be like, don't
• 47:10
  you feel good like in a powerful position now?
• 47:12
  Not like you want to leverage your dad, but just be like, I
• 47:14
  just want to show you what I've evolved into, like the I'm your
• 47:16
  daughter. But like, why did you do these
• 47:19
  things? Or I mean, it's probably more of
• 47:20
  a private thing, but that would be a deep session that you know.
• 47:23
  Yeah, yeah, I am work of my therapist so that like you need
• 47:26
  to sit your dad down and talk to him and because.
• 47:29
  That way just clears all the animosity or whatever is going
• 47:31
  on, and you guys work it out. Family's the most important
• 47:34
  thing. Yeah, that's one thing.
• 47:35
  And so I'll say all that, you know, you always want to be
• 47:39
  present. One thing that I regret was I
• 47:41
  remember my dad passed away two months ago.
• 47:44
  He my best friend, my, you know, confidant, you name it.
• 47:47
  The smartest guy I've ever met. And the first time he got
• 47:49
  diagnosed with cancer, I always remember that, you know, so
• 47:51
  passionate about deals and a vulnerable moment.
• 47:54
  I was sitting in front of a house on the West side and he
• 47:57
  calls me. Normally he wouldn't call me
• 47:58
  midday, morning because he didn't want to distract me, or
• 48:01
  evening midday call. He's like, hey, do you have a
• 48:03
  minute? And I said yes, but hurry up
• 48:04
  because I'm paying my guys. He's why I just want to let you
• 48:07
  know I got diagnosed with cancer and I was like, I'm such an
• 48:10
  asshole. I had to tell my dad to hurry up
• 48:12
  to tell me that he has cancer because I'm paying literally
• 48:15
  he's paying a roofer. I remember the whole situation
• 48:18
  and I just realized I'm such a piece of shit.
• 48:21
  Like here's my dad calling me who knows how long he has and I
• 48:24
  tell him to hurry up to tell me something like what an asshole.
• 48:27
  So you know, I have two phones at the time.
• 48:30
  So I didn't want to miss deals God forbidden was clogged up
• 48:32
  like I was so anal and I drove to one of my vacant houses, sat
• 48:35
  down and had like a reality check just cried by myself and
• 48:39
  another buddy Richard from the title company came over.
• 48:41
  He's like, what's wrong? I explained I'm just a piece of
• 48:44
  shit son and whatever he goes, no, he just, you're selfish in
• 48:46
  that moment and whatever. So it's so important if people
• 48:49
  know me and they know that like I'm a FaceTime guy because now I
• 48:52
  care so much about connection for people that I truly care
• 48:54
  about that energetic exchange and being fully present versus
• 48:57
  like rushing a conversation. And so I would say to people
• 49:01
  like, when you're out there, like just be fully present,
• 49:04
  especially to your family, like stop worrying about the deals in
• 49:06
  these moments and be respectful of the time and the energy and,
• 49:11
  you know, give it your all because we only have one family,
• 49:13
  one opportunity, one life, you know, so hopefully you guys can
• 49:16
  reconcile. But like, it was like my dad
• 49:18
  never said I hurt his feelings or anything, but I know I'm sure
• 49:20
  that I did at the time. And so some that it that stays
• 49:23
  with me forever. I literally was sitting in this
• 49:25
  house crying my eyes out because I realize I'm a selfish asshole.
• 49:29
  I'm. Sorry.
• 49:32
  No, it's so. I mean, I own it like I own my
• 49:34
  stuff. But going back to my
• 49:35
  relationships with women, I've never had any real toxic
• 49:38
  relationships. Now, like my mom's actually
• 49:40
  visiting town right now for my sister's birthday.
• 49:42
  She's staying with me. Value that time immensely.
• 49:46
  Great mom, great socialization. All my relationships with women,
• 49:49
  I'd say we're pretty favorable, but they didn't end well when I
• 49:52
  wouldn't make the commitment because it's like, are we
• 49:54
  getting married? Are we not?
• 49:55
  And I'm indecisive, like I'm very decisive about everything
• 49:58
  in my life, but relationships have always been a tough thing
• 50:00
  for me. I don't know why, like one
• 50:03
  person for the rest of your life.
• 50:04
  I don't know, maybe that scares the shit out of me, you know,
• 50:06
  But I own that. But I do struggle with that, you
• 50:10
  know, I don't know why, but I've always remained like very good
• 50:13
  friends with all my relationship, like whatever the
• 50:15
  situations, I still talk to pretty much anyone in my life,
• 50:18
  you know, that we've dated him because you've shared this
• 50:21
  intimate time with them. Like I care about them.
• 50:23
  I actually am a sensitive, big heart kind of guy and I truly
• 50:26
  want the best for everybody, you know, whether it's with me or
• 50:29
  somebody else. What's that?
• 50:30
  A Virgo, right? I'm a Virgo, yeah.
• 50:33
  Yeah. So it's just, it's interesting.
• 50:35
  Yeah. I don't know, certain things you
• 50:36
  can't explain. There's something about
• 50:38
  business, the tangibility of relationships.
• 50:40
  It's not, it's totally different.
• 50:42
  There's so many variables you can't control feelings,
• 50:45
  emotions, chemistry. Like there's so many moving
• 50:48
  parts and some by no means my relationship expert.
• 50:51
  I'm learning everyday. I have a relationship, you know,
• 50:53
  counselor, if you will, that we talk about, you know, what's
• 50:57
  wrong with you, Zach? And maybe she says there's
• 50:59
  nothing wrong with you. It's societal pressures on.
• 51:01
  You believe you have to be married and have kids and this
• 51:04
  is norm. But maybe that's not in your
• 51:05
  card, Zach. Or maybe it is or you haven't
• 51:07
  found the right person or you have found the right person, but
• 51:10
  you're not being present. I mean, yeah, I could go on and
• 51:11
  on about that. But just like you, I put in the
• 51:14
  work, try and put in the work and you know, own my shit.
• 51:18
  Yeah. Do you have a desire to get
• 51:20
  married and have kids? I mean, I struggle with that.
• 51:23
  Yeah. I mean, I think an ideal world,
• 51:25
  you know, like, I see, you know, when my dad, you know, the last
• 51:27
  couple years, how important it was to have family surrounding
• 51:30
  him and things like that. I think it's important because
• 51:31
  otherwise, who do you have in your life that truly cares about
• 51:34
  you? I mean, I think it's about a
• 51:35
  significant other. I think it'd be great legacy to
• 51:38
  have kids. I think I'd be a decent dad.
• 51:40
  But you want to find that perfect partner, you know, and
• 51:42
  make sure that's where my parents are married 53 years, I
• 51:45
  believe it was so like I aspire to have, you know, A1 and done
• 51:48
  relationship. And that's the person.
• 51:50
  I shouldn't have to question, is this the person?
• 51:52
  Is it not the person? I don't know.
• 51:54
  Everyone thinks I have this movie perspective of like this
• 51:57
  marriage and how it has to be amazing with the the sex and the
• 52:00
  chemistry and the compatibility and all this stuff.
• 52:03
  And maybe my expectations and the reality would never
• 52:06
  intersect. I have that expectation too,
• 52:09
  that's probably why I just get out of relationships.
• 52:11
  With those I don't know, you know, I I can't explain it, but
• 52:15
  just say it like it is. Yeah, well, I just don't.
• 52:17
  What's the point if it's not great because it's great on my
• 52:20
  own. Like I'm happy.
• 52:22
  I'm I, I know that there's like that piece missing because I
• 52:25
  love connection and I love building with somebody.
• 52:28
  But when it gets to a point where my day is less happy with
• 52:31
  you than it is a long. That's a problem.
• 52:34
  That's a great point. So I'm looking for not, I'm
• 52:37
  looking for a Co captain. I'm not better than anyone.
• 52:39
  I want my person to come in and it's not about money or success
• 52:42
  or anything else. It's just about elevating each
• 52:44
  other and and moving in the same direction and having that same
• 52:47
  trajectory. And I can enhance their life and
• 52:49
  they can enhance mine. We're better collectively than
• 52:52
  independently. Yeah, yeah, same page.
• 52:55
  Yeah, I hopefully, hopefully there's I'm, I'm writing a book
• 52:59
  on my difficulties with really just about my life.
• 53:02
  But I realized the theme in my life is a lot of difficulties
• 53:05
  with relationships, and it's. This is separate from your real
• 53:11
  estate book or same book with Kiyosaki or what?
• 53:15
  Yeah, I'm not writing a real estate book.
• 53:16
  The book Kiyosaki is helping me with is this book I I went to
• 53:19
  when I met Kiyosaki, I thought I was going to be writing a book
• 53:22
  on like business. And he's like, tell me your
• 53:26
  story and all and and we'll we'll find what the theme is.
• 53:29
  We'll see if it's about business.
• 53:31
  And I told him my whole story and he's like, you're not
• 53:33
  writing a book on business, at least not this first one is not
• 53:36
  about business. It's a very different message.
• 53:39
  But yeah, I I think it's the, it's called ugly duckling.
• 53:45
  And it's pretty much talking about just my story and the
• 53:50
  challenges that I faced in my life and my desire to, because
• 53:54
  of my deep rooted insecurity, my desire for beauty and money and
• 53:58
  power and freedom and all of those things.
• 54:00
  And the price that I've had to pay as I've gotten those things.
• 54:06
  And the just the, the crazy experiences that I've gone
• 54:09
  through in the relationships from being ugly and fat and
• 54:13
  broke and broken and suicidal to being what society would
• 54:16
  consider, you know, beautiful and successful and cool like
• 54:21
  them, the cool girlfriend that lets them get away with
• 54:23
  whatever, like, right, all of those things.
• 54:24
  And it's like, how much better can I get?
• 54:27
  You know, it's like I can't get any better.
• 54:29
  And at this point I'm like, I can't get any younger.
• 54:31
  I can't, you know, I'm going to start shelf life.
• 54:33
  All the all the guys tell me like women have a shelf life.
• 54:35
  I'm like, OK, well, I'm going to be 29 soon.
• 54:38
  Like I'm tipping over my shelf life, but it's.
• 54:42
  Only 28. Yeah.
• 54:43
  God damn, You've done a lot, right?
• 54:45
  I can't believe. I mean, you're very precocious.
• 54:47
  I mean, you look like you're, you know, 22.
• 54:49
  But. Awful thanks but the way you're.
• 54:51
  You're so loquacious that I didn't know that.
• 54:53
  You know, you're. Wow, that's impressive.
• 54:55
  Thanks. Give yourself a break, you know,
• 54:57
  I think people are put a lot of pressure on yourself.
• 55:00
  Yeah, yeah. But yeah, it's, it's, it's
• 55:04
  different. It's difficult because I want a
• 55:05
  good, good man. But I'm like I don't know if.
• 55:08
  You should want a great man. That's a good man.
• 55:10
  No, I do. I want an amazing man.
• 55:11
  You deserve. Yeah.
• 55:12
  I just don't. Don't quite know if you got.
• 55:15
  A lot of time and you, you don't want kids.
• 55:18
  I remember right. No, I don't think so.
• 55:21
  I don't. I don't trust anybody enough.
• 55:22
  No. Maybe you haven't found the
• 55:24
  right partner to trust and then it evolves.
• 55:27
  Yeah, yeah, with. Your DNA.
• 55:28
  You should have kids. I there doesn't need to be
• 55:31
  another one of me, definitely. One and done, one only.
• 55:34
  Hannah Hammond Beach squared. The Queen.
• 55:36
  What's your middle name? Yes.
• 55:37
  Anna Bethham, an HBH. Yep, sounds like ATV show or
• 55:41
  like a movie or say HBH or something.
• 55:44
  Or a bank HB. I'm heading over to HBH.
• 55:46
  Make a deposit. Well, HB Capital is my company.
• 55:48
  There you go. Makes sense.
• 55:49
  Sounds good. Sophisticated.
• 55:51
  Well, thank you. Yeah, hopefully we'll just keep
• 55:54
  doing our thing and find some good It's not.
• 56:00
  Yeah, I don't like like you say, like I'm blessed, I'm happy in
• 56:02
  my life. It's not that I'm unhappy.
• 56:04
  But could you know, we're not in complacent people.
• 56:07
  So the question is how can we make our lives better?
• 56:09
  Is that with another significant person?
• 56:11
  Is that through better health? Is it through other
• 56:13
  opportunities or deals or you know, legacy like you say
• 56:17
  you're, you're providing educational opportunities for
• 56:20
  people. Is that for a raising cap?
• 56:21
  How are you teaching people to do what you do?
• 56:23
  Or how are you changing impacting people's lives through
• 56:25
  your business? Yeah, So I've found that the
• 56:27
  only true fulfilment I I get is through helping other people.
• 56:33
  And and that's, I like to say that that's a selfless thing,
• 56:37
  but really it's selfish because it makes me feel good.
• 56:39
  It makes me feel so good. And probably like I'm a people
• 56:42
  pleaser and I have insecurity problems, so I get my ego fed
• 56:46
  from helping other people. And so naturally it's just a
• 56:50
  good outlet. But I, I truly love it so much
• 56:51
  and I love that connection. And so my dream, this is kind of
• 56:55
  the kid thing is like people say I could do both.
• 56:58
  But my dream is to have a foundation to teach, to provide
• 57:00
  a community for children, especially underprivileged
• 57:03
  children, to teach them financial education,
• 57:05
  entrepreneurship skills, soft skills, provide them mentorship
• 57:08
  from like good leaders and help them with trauma and abuse and
• 57:14
  neglect. Like it's a really big thing.
• 57:16
  But I'm really passionate about doing that because I felt really
• 57:19
  alone as a kid and I felt very lost.
• 57:22
  And I would have been really great to have that kind of
• 57:25
  program or mentorship or guidance.
• 57:27
  And then I would even like to have real entrepreneur mentors
• 57:31
  in there that could possibly provide seed money or provide
• 57:34
  real guidance and like help these people as they go into
• 57:37
  young adulthood, get their businesses launched and just
• 57:39
  become full whole adults. Because I think if if I can help
• 57:43
  people become more connected to themselves, then they will
• 57:46
  produce children who will be more connected to themselves.
• 57:48
  And it starts to end that generational trauma which
• 57:51
  causes, you know, I think the world, if you look at the world
• 57:54
  like there's a lot of problems in the world.
• 57:56
  Yeah. And it's getting worse.
• 57:58
  And so I'd like to to help that. But, yeah.
• 58:01
  But right now, it's just through the podcast.
• 58:03
  I love learning from people, connecting with people, helping
• 58:06
  other people learn because that stuff wasn't around when I was
• 58:08
  growing up. Even I couldn't go on a podcast
• 58:10
  and look up how to flip houses or build an empire or anything.
• 58:12
  There's nothing, there was no Youtubes.
• 58:14
  There was nothing like when I first started, it was showing up
• 58:16
  like if these in person, you know, as Rias and little mini
• 58:21
  events and title comes just talking to random people.
• 58:24
  Now it's been consolidated, you know, crazy.
• 58:27
  And the problem too is with the consolidation and now social
• 58:29
  media, there's unfortunately a lot of people out there.
• 58:31
  There is these gurus that don't actually do the, they talk about
• 58:35
  the business, they don't really do with the business.
• 58:37
  So there's a lot of misinformation, unfortunately,
• 58:39
  with these people or this posturing.
• 58:41
  They, they think there's these greatest people and in reality,
• 58:44
  they're just like a hot air balloon, right?
• 58:45
  You pop it, there's nothing on the inside but just a bunch of
• 58:48
  helium, and that's a big problem.
• 58:50
  Yep, Yeah, that's so true. And it's that that's the thing.
• 58:53
  Like you said, there's just so much information.
• 58:54
  You have to really know who. That's the people, and I tell
• 58:58
  people that's a great point. It's all the listeners out there
• 59:00
  that want to get in this business.
• 59:02
  Don't just go on and Google who's the greatest mentor,
• 59:04
  whatever in the world. Like go out and do your
• 59:06
  research. Maybe ask for tax returns or you
• 59:08
  know, ask someone else that has learned from that person or go
• 59:11
  out and see their real projects if they're really doing
• 59:13
  something before you get any financial invite from somebody
• 59:16
  that's just trying to ask for money.
• 59:17
  A true person wants to help you, is never going to ask you for
• 59:19
  anything. They're just going to help you
• 59:21
  without anything really in return.
• 59:23
  So keep that in mind. If you're like, I'll help you.
• 59:25
  It's going to cost you 10 grand. Maybe you want to think about
• 59:28
  going the other way. Yeah.
• 59:31
  I mean, I, I see that all the time when these guys and people
• 59:33
  ask them about these people. I've never even heard of them.
• 59:35
  They're like, well, they invest in the Arizona market.
• 59:37
  I go, I don't think that they do, but ask them what their
• 59:39
  entity is, pull them up in the tax records.
• 59:41
  Tax records don't lie. Tax returns don't lie.
• 59:43
  That's OK. You can ask for that stuff.
• 59:45
  I'm over the mentality. You show me yours, I'll show you
• 59:47
  mine. You know you want me to drop
• 59:49
  first. Fine.
• 59:52
  Yeah, I'm not going to comment on that one, but all right.
• 59:55
  Well, thanks. Thanks, Zach.
• 59:56
  You're amazing. I'm so glad that that's.
• 59:59
  It there's no amazing bomb at the end here.
• 1:00:02
  Come on now. No.
• 1:00:02
  OK. Drop it, we got to come with
• 1:00:05
  something good and let's finish. What should I ask?
• 1:00:07
  Anything you want. By the way, are you an introvert
• 1:00:09
  or an extrovert? Both hybrid.
• 1:00:11
  Yeah, I was going to. Say, yeah, I get, I get socially
• 1:00:14
  anxious sometimes, a lot of times.
• 1:00:17
  I used to. Well, I used to have such bad
• 1:00:19
  anxiety I didn't leave the house for years.
• 1:00:21
  Yeah. And I was completely isolated.
• 1:00:22
  But if I feel good I'm 100% extrovert, I love people in
• 1:00:28
  connection. But if I start to feel bad about
• 1:00:30
  myself or insecure or imposter or whatever, then I start to
• 1:00:34
  revert in in whole way. OK, so I'll say this, this is
• 1:00:38
  what I love about you. This is why it's so cool.
• 1:00:39
  And I'm glad to be in your presence and call you a friend,
• 1:00:42
  a good friend. You're such a vulnerable person,
• 1:00:45
  right? Most people are fearful to
• 1:00:46
  expose, like you talk about anxiety or your poor or father
• 1:00:49
  relationship, your socialization, all these little
• 1:00:52
  things. Some people hide all this stuff.
• 1:00:53
  They just talk about their successes.
• 1:00:55
  I think today we both talked about things that people
• 1:00:58
  probably never knew about us and they feel closer to you.
• 1:01:00
  So it's an amazing how through vulnerability brings the highest
• 1:01:04
  level of connection. And I appreciate you for just
• 1:01:07
  exposing all that stuff, asking the good questions, delving
• 1:01:10
  deep, not not pushing stuff under the rug.
• 1:01:12
  Because it's important to realize at the end of the day,
• 1:01:15
  we're all the same people. We bleed the same way, we go to
• 1:01:17
  the bathroom the same way, eat the same way.
• 1:01:19
  It's like no one's better than anyone else.
• 1:01:21
  Everyone has amazing opportunities.
• 1:01:23
  Anyone can do this business. Just a matter of getting out
• 1:01:25
  there, rolling up your sleeves, putting on your shoes, having a
• 1:01:28
  positive attitude and showing up what you do all the time and
• 1:01:32
  crushing it. That's it.
• 1:01:33
  Mic Drop. Have a great day.
• 1:01:35
  Thanks for watching the Hannah Hanneman podcast.
• 1:01:38
  Relentless. Relentless.
• 1:01:40
  Is that the name of it? I love You're relentless.
• 1:01:42
  So no matter what, all these hardships that you've been
• 1:01:44
  dirty, you've been relentless. You know, to go with your
• 1:01:46
  perception of an ugly duckling, which I've never seen.
• 1:01:48
  But of course that's your own perception.
• 1:01:50
  It's an amazing, prosperous, intelligent, beautiful woman
• 1:01:52
  inside and out. I congratulate you on your
• 1:01:55
  relentless behavior and execution and all your
• 1:01:58
  successes. Thanks for.
• 1:01:59
  Having me. Thank you, Zach.