Latest / Reborn w/ Antonio Boutros / Remember Why You Started | Reborn Podcast EP.08 ft. Steve Trang

Transcript

Remember Why You Started | Reborn Podcast EP.08 ft. Steve Trang · Reborn w/ Antonio Boutros

0:07
SPEAKER_02: I am willing to put myself out there.
0:09
SPEAKER_02: I am willing to take chances.
0:10
SPEAKER_02: I don't care if I get hurt along the way because I know I'll figure out the next uh next step forward.
0:16
SPEAKER_02: I am better than AI.
0:18
SPEAKER_02: You are the limitation to what AI can do.
0:20
SPEAKER_02: AI is not the limitation.
0:22
SPEAKER_02: You're the limitation.
0:23
SPEAKER_02: I think what are you doing it because you want to, or are you doing it because your ego is pushing you to?
0:28
SPEAKER_02: I'm exactly where I belong, not where I want to be.
0:31
SPEAKER_00: Hey everyone, welcome back to the Reborn Podcast, where faith meets real estate and we talk about the people, the strategies, and the tools that are shaping the future of our industry.
0:40
SPEAKER_00: Today I'm excited to bring on a very special guest, someone who needs little introduction in the real estate world, Steve Trang.
0:47
SPEAKER_00: Steve is not only one of the top thought leaders in today's real estate, uh, he's also the founder of the Real Estate Disruptors movement and hosted a real estate disruptors podcast, which reaches over a hundred thousand downloads every month.
1:01
SPEAKER_00: Uh he's helped, and I'm sure it's actually a bigger number than that right now.
1:06
SPEAKER_00: Yes.
1:06
SPEAKER_00: Is that what's what are you at now?
1:09
SPEAKER_02: Uh downloads?
1:10
SPEAKER_02: Yeah.
1:11
SPEAKER_02: Uh I mean uh per month.
1:13
SPEAKER_02: I mean, that's probably still somewhat accurate, but I would say like over the years, like I think three million plus on YouTube and three million plus on iTunes and Spotify, so like listens and so and consumed is a lot of people.
1:27
SPEAKER_02: That's awesome.
1:28
SPEAKER_02: That's super helpful.
1:30
SPEAKER_00: Um he's helped over a thousand families buy and sell homes, built multiple businesses, including a brokerage, a financial company, uh, even a bank.
1:39
SPEAKER_00: And he is on a mission to create a hundred millionaires through education and leadership.
1:44
SPEAKER_00: Uh, but what I'm most excited about is Steve, uh or is how Steve is leaning into the future of real estate with AI.
1:51
SPEAKER_00: Uh, AI is revolutionizing the industry.
1:54
SPEAKER_00: Uh, he has recently launched powerful tools like the AI Lee Manager, uh, the sales performance reviewer.
2:00
SPEAKER_00: I don't know if you have a name for the sales performance reviewer.
2:02
SPEAKER_00: I can tell you it's been super beneficial for our company, uh especially as we continue to grow our sales team.
2:08
SPEAKER_00: Is there is there a name for it?
2:10
SPEAKER_02: Or is it we we put it all under objection-proof AI?
2:13
SPEAKER_02: So it's just you're we're building objection-proof organizations through AI.
2:17
SPEAKER_00: Got it.
2:17
SPEAKER_00: Got it.
2:18
SPEAKER_00: Okay.
2:19
SPEAKER_00: Um yeah, so that, and then you also have the AI uh sellers where you know you don't have to spend money on marketing and burn through dollars uh when you're hiring someone new.
2:30
SPEAKER_00: You can just have them call uh you know an AI seller that sounds like a real seller and will give real objections um so that your your sales team becomes objection-proof.
2:40
SPEAKER_00: Exactly.
2:41
SPEAKER_00: So I've already invested in them for our business uh because I believe and have experience now firsthand that they are game changers.
2:51
SPEAKER_00: Uh in this episode, we are going to talk about Steve's journey from being a top agent when he first started to uh entrepreneurship and how AI is transforming the way we handle leads and sales and what the future looks like for investors and agents who are willing to adapt.
3:07
SPEAKER_00: We'll also get into the bigger picture, uh the principles that drive Steve's success and how we can apply them in our own businesses and lives.
3:15
SPEAKER_00: Uh, this is this is definitely one that you are gonna want to take notes on.
3:19
SPEAKER_00: So, Steve, um, welcome to the show.
3:21
SPEAKER_00: I appreciate you being here.
3:23
SPEAKER_00: Thank you for having me.
3:24
SPEAKER_00: I'm honored.
3:25
SPEAKER_00: Yeah, absolutely.
3:26
SPEAKER_00: So, for those who may not know you, um, which is probably far and few between, especially in the real estate industry nowadays.
3:33
SPEAKER_00: Uh you've built quite the brand for yourself, as we were just talking about your numbers.
3:37
SPEAKER_00: Can you share a bit about your journey from agent to entrepreneur?
3:41
SPEAKER_02: Yeah, I will say that it goes a little bit back before uh becoming a realtor, you know.
3:45
SPEAKER_02: Uh, I mean, you can go way, way back.
3:47
SPEAKER_02: Like even when I was like in eighth grade, you know, I used to sell candy at school, right?
3:51
SPEAKER_02: Like buy some candy packets for a nickel, sell them for a quarter.
3:55
SPEAKER_02: Um I always had a little bit of a hustle spirit in myself, but you know, I got the good grades, got the uh uh got the good job, worked at you know, a solid W-2, working Intel, but I knew that wasn't for me for a couple different reasons.
4:08
SPEAKER_02: A, you know, I wanted to make more money faster, but B, also I was not entirely manageable.
4:12
SPEAKER_02: So I got into real estate, uh, became a realtor, did that.
4:16
SPEAKER_02: That was rough in the very beginning, but through adversity, we eventually found a way, started a brokerage.
4:22
SPEAKER_02: After starting a brokerage, we started a title company because you want to monetize the brokerage, and then we did a joint venture in mortgages, and then uh all the while I'm wholesaling and flipping on the side, started podcasts.
4:35
SPEAKER_02: Um, we were top 40 multiple years, uh, you know, being top real in in the valley, and then at our absolute peak, our brokerage had one percent of market share, meaning out of every 100 transactions that was done in the Phoenix market, one of them went through our brokerage.
4:50
SPEAKER_02: Like that was a uh uh when we peaked.
4:53
SPEAKER_02: Yeah.
4:53
SPEAKER_02: But uh yeah, like once I got into wholesaling, it was pretty hard to do any traditional real estate.
5:00
SPEAKER_02: It was just really hard because the the velocity of money and capital is so fast and the and the margin is significantly larger.
5:07
SPEAKER_02: It was really hard to do traditional real estate, right?
5:10
SPEAKER_00: I mean, we we we do both as a company and we make 10 times more, four times faster nowadays, six times faster because of the market.
5:18
SPEAKER_00: That that is something I'm curious about because you started in 07, correct?
5:22
SPEAKER_00: Right before the crash.
5:24
SPEAKER_02: Yeah, yep.
5:24
SPEAKER_02: Went right through it, yes.
5:26
SPEAKER_00: How do you feel about that market versus today?
5:29
SPEAKER_00: Do you do you see similarities?
5:32
SPEAKER_02: Uh there's a lot of similar feelings.
5:34
SPEAKER_02: There are a lot of like, you know, bad days here feel a lot like the bad days there.
5:39
SPEAKER_02: Okay.
5:40
SPEAKER_02: But I wouldn't say it's we're there yet.
5:44
SPEAKER_02: Um there are some similar signs, some similar symptoms.
5:47
SPEAKER_02: Uh, there are a lot of people hurting on the real estate market.
5:50
SPEAKER_02: Right.
5:51
SPEAKER_02: But properties are still selling.
5:53
SPEAKER_02: This is a slow market, but it's closer to a normal market than it than it was the the crash.
6:00
SPEAKER_02: Like, I think people are still unfamiliar with what a normal market feels like.
6:05
SPEAKER_02: So uh we haven't had a normal market uh in 10 years, right?
6:09
SPEAKER_02: I think 2014, 2015 was the last time we actually had a normal market.
6:12
SPEAKER_02: And so it was a seller's market for so long.
6:15
SPEAKER_02: Right.
6:15
SPEAKER_02: I don't think people know what a normal market feels like.
6:18
SPEAKER_00: Yeah, it's it's it's been awesome.
6:20
SPEAKER_00: You've been in the industry almost 20 years now.
6:22
SPEAKER_00: I've been in the industry going on what, two?
6:26
SPEAKER_00: So, you know, I I I miss where people were saying, oh, hedge funds were buying$50,000 above asking price.
6:32
SPEAKER_00: I missed all that.
6:33
SPEAKER_00: And then when I came in, you know, it's it's been uh it's been it's been a ride, and especially now we have I I don't know about I don't know if it's Indianapolis specifically, but you know, we're we're definitely uh not going as fast as we were we were planning to.
6:49
SPEAKER_00: But you know having AI tools slow down.
6:52
SPEAKER_02: It's a slow down, but yeah, I mean with AI tools though, like you you can do more with less effort and less cost.
6:58
SPEAKER_02: And I think that is one of the areas that some of not some a lot of people are still overlooking.
7:03
SPEAKER_02: I'm shocked at how many people are still overlooking that.
7:06
SPEAKER_00: Yeah, yeah.
7:07
SPEAKER_00: I mean we, for instance, had a lead come in at 5 30 in the morning this morning, and we had our AI lead manager call it.
7:17
SPEAKER_00: Um, you know, didn't get a hold of it, but at least it was not myself or one of our team members at 5 30 in the morning calling that lead.
7:27
SPEAKER_00: You know, we have that lead that is now moved into our pipeline, which we actually got a hold of the lead earlier today with one of our with one of our team members.
7:37
SPEAKER_00: But yeah, just I mean, just a matter of you can have more freedom with AI.
7:42
SPEAKER_00: Right because of how it frees up your time, um, even the how it reviews the the the actual calls to.
7:52
SPEAKER_00: You're gonna move not ten times fast, you're gonna move a thousand times faster using AI, using that leverage.
7:59
SPEAKER_00: Um, so yeah, I'm I'm definitely definitely grateful for for for what you've built.
8:05
SPEAKER_00: Um thank you.
8:07
SPEAKER_00: Yeah.
8:08
SPEAKER_00: Talk to me about uh the real estate disruptors podcast.
8:11
SPEAKER_00: What inspired you to start um and what what's been the biggest impact of building that platform for education and leadership?
8:20
SPEAKER_02: Uh so what inspired me was I was actually in event.
8:22
SPEAKER_02: So Victor Heredia, it's another player in the Phoenix market, it's been in the podcast a couple of times.
8:26
SPEAKER_02: Um, he uh this is at a time where he and I were not that big in the wholesaling space.
8:32
SPEAKER_02: Like we're wholesaling, but we're not that big.
8:34
SPEAKER_02: And so he has this extra ticket for the Steam Grats UOC event, uh, The Edge.
8:38
SPEAKER_02: And while he was uh while we were there, there's a guy, Brandon Brechard, speaking on stage, talking about like, hey, like people want to hear your story, right?
8:44
SPEAKER_02: And this is all in 2018.
8:46
SPEAKER_02: Like, people want to hear your story, so you gotta start a blog, uh, you gotta write a book, uh, you gotta start a podcast, like do one of these three things to get out there, right?
8:54
SPEAKER_02: And at the time I already had a blog, it wasn't that very good.
8:56
SPEAKER_02: Uh, I had written a book, right?
8:58
SPEAKER_02: It's an Amazon, but it was really more of a marketing piece than it was like you know, a story.
9:03
SPEAKER_02: Didn't really get much traction there, but uh you know, I it's like, well, if people want to hear my story, I'll start a podcast.
9:09
SPEAKER_02: So I did.
9:10
SPEAKER_02: So I started a podcast, and like I think from when he said it to like we were up and running on live on Facebook was like 10 days, right?
9:16
SPEAKER_02: Uh, but really it was just he said started podcast that all right, well, I'll try it.
9:20
SPEAKER_02: And if it doesn't work, like no big deal.
9:22
SPEAKER_02: Uh so we started a podcast, and the biggest thing that I didn't know that would come from it.
9:36
SPEAKER_01: If you are in Phoenix, you didn't know who it was.
9:38
SPEAKER_02: And if you're a wholesaler in Phoenix, you didn't really know who I was, right?
9:41
SPEAKER_02: Like the only wholesaler who knew I was at the time was Jamil MG, right?
9:44
SPEAKER_02: Like that was it.
9:45
SPEAKER_02: Right.
9:46
SPEAKER_01: Uh outside of that, because he was moving my deals.
9:48
SPEAKER_01: Outside of that, you know.
9:55
SPEAKER_01: I'll when I joined Collective Genius, everyone knew who I was.
9:59
SPEAKER_02: Like, that's like the top-tier uh wholesaling real estate, uh wholesaling real estate mastermind.
10:04
SPEAKER_02: I walk in, I have instant authority.
10:06
SPEAKER_02: I joined Boardroom, instant authority.
10:08
SPEAKER_02: I just joined another program, uh Coaching Inc., right?
10:11
SPEAKER_02: Like when I join, you know, the founder is like, hey, everyone, Steve's in our program.
10:17
SPEAKER_02: Yeah.
10:17
SPEAKER_02: Like the authority I have when I walk in the door, it's um it's it's an intangible.
10:25
SPEAKER_02: It gives me such a a leg up, you know.
10:28
SPEAKER_02: When my sales team has a conversation with somebody, they're like, it's Steve Trang's program.
10:32
SPEAKER_02: It's not like this cool traffic, like he never heard of us.
10:35
SPEAKER_02: So, oh yeah, if this is Steve's program, it's it's something that I'll consider because of the integrity, the back, the track record, the background.
10:43
SPEAKER_02: Um, you know, like we've always operated with integrity, and I think that's really helped and really built a really strong brand for us.
10:51
SPEAKER_00: So, would you say that authority that you've built through the podcast has opened more doors, more opportunities?
10:56
SPEAKER_00: Absolutely.
10:57
SPEAKER_02: Uh opportunities, uh partnerships.
11:00
SPEAKER_02: Um, I mean, I think uh our uh Ian Ross, uh who you know, right?
11:06
SPEAKER_02: Yeah, um, he came along my journey because you know, as I was growing my brand, I was on Jordan Belford's podcast, right?
11:13
SPEAKER_02: And when I was on Jordan Belfort's podcast, that's where Ian first heard about me.
11:18
SPEAKER_02: And then we connected it and eventually uh we worked together.
11:21
SPEAKER_02: So like it's just the the spiderwebs of of uh of impact is again immeasurable, wouldn't be where I'm at today.
11:30
SPEAKER_00: Right.
11:31
SPEAKER_00: So it sounds like your whole life from starting the podcast has been transformed because of that authority, because of the doors that's opened to opportunities of people to relationships.
11:41
SPEAKER_02: Yeah, I went from probably like a linear growth to an exponential growth.
11:45
SPEAKER_02: Like it was a massive hinge in my career.
11:49
SPEAKER_00: Got it, got it.
11:51
SPEAKER_00: And you said when you started, it was just Dean Graziosi had recommended starting ten days later, you had you had launched your first episode.
11:58
SPEAKER_00: Absolutely.
11:59
SPEAKER_00: Yep.
11:59
SPEAKER_00: It wasn't that long.
12:01
SPEAKER_00: That's super cool.
12:02
SPEAKER_00: That that's that's ultimately what I mean.
12:04
SPEAKER_00: I obviously now we do have the AI and stuff like that, but what differentiates the 1% from the rest is that ability to take action that quickly.
12:14
SPEAKER_00: You know, not not thinking about it for several months, 10 days later, not not deciding 10 days later, you had an episode live 10 days later.
12:22
SPEAKER_02: Right.
12:23
SPEAKER_00: Yeah.
12:24
SPEAKER_00: There's not many people that do that.
12:25
SPEAKER_02: Yeah, it's uh you know, the whole mindset of like being willing to build a plane on the way down, uh, not being concerned with judgment from others, uh, permission to say I deserve success.
12:37
SPEAKER_02: Like there's a lot of like psychological things there, like better or for worse.
12:41
SPEAKER_02: Like I'll probably be the first one killed in war, right?
12:44
SPEAKER_02: Because of the insane confidence, right?
12:46
SPEAKER_02: But is that like I am willing to put myself out there, I am willing to take chances, I don't care if I get hurt along the way because I know I'll figure out the next uh next step forward.
12:56
SPEAKER_00: Right.
12:56
SPEAKER_00: And that's that's a great mindset to have.
12:59
SPEAKER_00: Yeah.
13:00
SPEAKER_00: Um, I think you were with with with the AI, you are one of, if not the first, to put out a very high-quality product.
13:09
SPEAKER_00: And obviously, you've as we've mentioned, you've you've launched the tools like the AI Lee Manager, um, just the objection-proof AI overall.
13:17
SPEAKER_00: What problems that you see in the market that you were trying to solve and are continuously trying to solve?
13:23
SPEAKER_00: Because I know you and the team are continuously fixing and improving thing after thing, even with the AI after it's already out.
13:32
SPEAKER_02: Yeah, uh, I would say the challenges that we were presented with was uh roleplay bots, and that's courtesy of Stephanie Betters and Brad Chandler, and then automatic car reviews, and that's courtesy of Casey Ryan.
13:43
SPEAKER_02: Uh, these are all uh colleagues inside of Collective Genius.
13:46
SPEAKER_02: Um, they were the ones that like I was aware this problem existed.
13:52
SPEAKER_02: I wasn't aware that the demand was strong enough that people were willing to open their wallet.
13:58
SPEAKER_02: And so, like, that's kind of like where like opportunity meets demand.
14:01
SPEAKER_02: And so uh the I was aware that it was a problem, but I wasn't aware that the demand was enough that people are like, hey, I have this problem, like fix it for me, right?
14:12
SPEAKER_02: And so, like, that's kind of where I was, and I think it's just these conversations, right?
14:16
SPEAKER_02: People are talking like, hey, wouldn't be cool if AI could do this, wouldn't be cool if AI could do that.
14:20
SPEAKER_02: Well, that conversation was happening enough where now, like, hey, you're the sales guy, like just make it for us, right?
14:26
SPEAKER_02: So I think that was a big thing, and then I think the the things that have surprised me was that um a uh how quickly it could be done.
14:36
SPEAKER_02: Because at the time we're like, it'd be cool, but we don't know if it's feasible.
14:40
SPEAKER_02: So A, how quickly it could be executed, uh, but then B also like because of how quickly we were able to execute it, we see other people coming along trying to do the same thing.
14:49
SPEAKER_02: Uh and uh I am how do I put it without sounding arrogant?
14:54
SPEAKER_02: I'm not as concerned about them because the the development, the ability to execute it, um is challenging in two respects.
15:05
SPEAKER_02: One, we got you know a sell savant and Ian Ross, and he's been programming AI, his bot, for two plus years now.
15:12
SPEAKER_02: So like he's been building the bot for the last two years, and then there's another component of like taking that AI brain, right, and then connecting it with the real world, connecting it with Salesforce, with smartphone, uh, having it be able to call you on your phone, all these aspects that's more of a technical deal.
15:36
SPEAKER_02: And the the advantage advantage we have is that I was an engineer.
15:41
SPEAKER_02: So, like there have been countless times where AI was able to get me like nine-tenths of the way there, but to bridge that final gap required some engineering capacity.
15:54
SPEAKER_02: And thankfully, um, I've been able to do it most of the times.
15:58
SPEAKER_02: And the there's been three different times where I couldn't solve the problem.
16:01
SPEAKER_02: And at that point, I've got five younger brothers that are software developers, so I just call one of them and say, here's where I'm stuck, look at this, and they fix it.
16:09
SPEAKER_02: So, like, that's not a luxury that other people have that are trying to do, like to have the sales component and the engineer component uh marry each other.
16:18
SPEAKER_00: Right.
16:19
SPEAKER_00: And that's that's not very common in sales to have a great salesperson who's also a great technical person.
16:26
SPEAKER_00: I personally am a people person, I'd get bored to tears with any technical stuff.
16:31
SPEAKER_00: Like I'd be able to guy who does anything.
16:33
SPEAKER_02: Yeah, most people do.
16:34
SPEAKER_02: I mean, I feel bad because we do our Friday onboarding calls, and this is where like I always apologize, like, hey, like I'm gonna we're gonna nerd out on this call because this is the technical call.
16:42
SPEAKER_02: And I see the business owners on there, and they're like, What am I looking at?
16:47
SPEAKER_02: Yeah, so it's like, hey, like put your tech guy on the Friday calls.
16:50
SPEAKER_02: Like, you show up on the Tuesday calls where we talk about the fun stuff, put your tech people on the Friday calls because that's where we talk about actual troubleshooting.
16:57
SPEAKER_00: Got it.
16:58
SPEAKER_00: I I didn't know that actually.
17:00
SPEAKER_00: Um I will keep that in mind.
17:02
SPEAKER_00: I'll have our tech guy join Friday tomorrow.
17:05
SPEAKER_00: Yeah, um, I just have been in my career blessed with the mindset of value over cost.
17:17
SPEAKER_00: And I think if you look at because you're charging$15,000, right, for now for the AI tool.
17:22
SPEAKER_00: So you're charging$15,000.
17:24
SPEAKER_00: If you look at one piece of what you're providing, if you look at just the lead manager, let's say you're providing you're you're you're uh you're hiring a VA, not even not even an in-person uh in-house person, you're probably paying them$1,200 a month, something like that, or more.
17:42
SPEAKER_00: Typical.
17:43
SPEAKER_00: So, you know, that's probably what, what is that,$18,000 a year, something like that?
17:47
SPEAKER_00: $15,000.
17:48
SPEAKER_00: You know, so that's that in a uh in and of itself is paying for itself.
17:51
SPEAKER_00: And then you look at the uh the the review, right?
17:55
SPEAKER_00: The the sales manager where it's like reviewing your calls, you hire a sales manager, you're probably paying I don't know three fifty grand plus or eighty thousand.
18:04
SPEAKER_00: I've not I'm not hiring a sales manager, so I I don't even know what that you know what that uh is worth in the market.
18:08
SPEAKER_00: Um you know, so it it just and and and and the sales manager is not going to get that intricate detail, especially not that fast, within seconds.
18:19
SPEAKER_00: Right.
18:19
SPEAKER_00: And and then you have the AI sellers that you can call too, that you're not burning hundreds or thousands or tens of thousands or hundreds of thousands of dollars on leads.
18:29
SPEAKER_02: Right.
18:30
SPEAKER_02: And you also get coaching with that offer makes me think of Hermosy, right?
18:40
SPEAKER_00: $100 million offers.
18:41
SPEAKER_00: That's that's a hundred million dollar offer.
18:42
SPEAKER_00: There's nothing that you know, there's no there's there should be, I'm sure there is that you know that comes uh people having in doubt, probably more so in themselves than in a product.
18:53
SPEAKER_00: This is not gonna work for me, right?
18:55
SPEAKER_00: But that should be an objection-proof product without even having to really sell it.
19:00
SPEAKER_02: Absolutely.
19:00
SPEAKER_02: Yeah, I mean the people that uh that see the value in it are like instantly on board.
19:06
SPEAKER_02: The people that we have been unable to bring on board are people that we probably shouldn't bring on board.
19:11
SPEAKER_02: And what I mean by that is they've never done a deal before.
19:16
SPEAKER_02: Like, I don't feel good uh taking 15,000 from you if you've never done a deal before.
19:22
SPEAKER_02: And it's not that we can't help you, it's just the stats support you've got a lot of internal dialogue uh that is it is sabotaging you from being successful.
19:36
SPEAKER_02: So like we see it all the time.
19:39
SPEAKER_02: I could take anyone to go from one to a hundred.
19:42
SPEAKER_02: It's actually much easier to take someone to go from one to a hundred than to go from zero to one.
19:47
SPEAKER_02: Because the guy that's done a deal knows what it's like to get a deal.
19:50
SPEAKER_02: He doesn't have like belief issues, he believes in wholesaling, he believes in himself, right?
19:56
SPEAKER_02: So we just got to put the tools in place to get him to 100.
19:59
SPEAKER_02: But the guy that's never done a deal, like you know, he's got questions like is this a scam?
20:04
SPEAKER_02: Should I hire people?
20:06
SPEAKER_02: Should I spend money in marketing?
20:08
SPEAKER_02: Right, like those are the kinds of people that are like maybe we shouldn't take their money.
20:12
SPEAKER_02: So, like, um I'm not upset at all with the team when we don't get those sales, like we probably should have qualified at least a little bit better before we get them on the phone.
20:22
SPEAKER_00: That's I totally agree.
20:24
SPEAKER_00: I I mean I think if if someone if I I'm just thinking about myself, before I started, if I got a tool like that, I wouldn't know how to use it.
20:33
SPEAKER_00: I would probably have objections in my mind because I don't know what the process looks like.
20:38
SPEAKER_00: At its current stage, one, what how do you how do you see AI changing the way teams and investors operate, but also with objection-proof AI, who would benefit the most from it?
20:52
SPEAKER_00: What you know, who who is your ideal client?
20:55
SPEAKER_02: Uh the ideal client is anyone who's actually spending money on marketing and has leads.
20:59
SPEAKER_02: I mean, I think that's the biggest thing, right?
21:00
SPEAKER_02: Like because the for the sales training, you have to be having conversations.
21:03
SPEAKER_02: If you don't have conversations, like sales training isn't gonna help you, right?
21:06
SPEAKER_02: Like you could be uh the best salesperson on the planet, but if you're not talking to people, like it doesn't matter.
21:11
SPEAKER_02: So we have to have a marketing engine on.
21:14
SPEAKER_02: Uh so that's the first one, right?
21:16
SPEAKER_02: And that marketing engine being on means that we can have the AI lead manager actually engage the prospect the moment they register, and then we can have the AI call review, right?
21:24
SPEAKER_02: The AI sales manager actually review the sales call with the salesperson on your team or yourself if you're a solopreneur.
21:30
SPEAKER_02: So I think those are the avatars, but the biggest thing is you have to have a marketing budget.
21:34
SPEAKER_02: Um then just going back real quick when I was saying, like, you know, the zero to one people, I put myself in that category because when I first got into real estate in 2007, I thought coaches were gurus and scammers.
21:47
SPEAKER_02: Yeah, right.
21:48
SPEAKER_02: That was my belief system when I started in real estate.
21:51
SPEAKER_02: Yeah, right.
21:52
SPEAKER_02: Like, why would I pay this guy$25,000?
21:54
SPEAKER_02: That is ridiculous, right?
21:56
SPEAKER_02: Now I pay a lot more than that for my consultants.
21:59
SPEAKER_02: Um But that's who I was.
22:01
SPEAKER_02: So, like when I'm talking about, you know, zero to one, like as I'm not judging other people.
22:05
SPEAKER_02: It's just this is kind of how it goes.
22:08
SPEAKER_02: And I was that same person.
22:09
SPEAKER_02: And I've coached hundreds and hundreds.
22:12
SPEAKER_02: I don't, I don't think I've hit a thousand yet, but I've coached many, many hundreds of people.
22:17
SPEAKER_02: And man, people that haven't done a deal before.
22:19
SPEAKER_02: Uh, and I'm including realtors, right?
22:21
SPEAKER_02: When I had my brokerage, because I had hundreds of realtors that go went through my brokerage.
22:25
SPEAKER_02: Guys that have never done guys and gals have never done a deal before.
22:27
SPEAKER_02: There is so much like, should I call like even like should I call this person?
22:31
SPEAKER_02: Is it too early to call this person?
22:32
SPEAKER_02: Is it too late to call this person?
22:33
SPEAKER_02: Right.
22:34
SPEAKER_02: You know, how many times should I call this person?
22:36
SPEAKER_02: Like, there is just so much negative self-talk.
22:38
SPEAKER_00: Yeah.
22:41
SPEAKER_00: At the end of the day, I think it just uh it's a conversation.
22:44
SPEAKER_00: And in the beginning, you know, especially if you if you have people that are agents or salespeople that are just commissioned, they've never done a sale before, they can't have that commission breath, which is I how how would I mean obviously because AI can't necessarily do anything about that.
22:59
SPEAKER_00: How do you go around commission breath?
23:03
SPEAKER_02: Uh, so you have to look at we're actually helping people.
23:06
SPEAKER_02: Uh, you actually have to see that this is a truly a win-win.
23:10
SPEAKER_02: Uh, if you don't believe this truly a win-win, then this is where commission breath kicks in, right?
23:15
SPEAKER_02: Because now you care about yourself more than you care about the other person.
23:17
SPEAKER_02: So you have to have there's two different things that have to happen.
23:20
SPEAKER_02: A, you have to genuinely uh want to help people, and B, you have to genuinely believe you're helping people, which is one of the things we have to work on uh with newer acquisition managers in wholesale.
23:30
SPEAKER_02: Because a lot of acquisition managers, again, talking about the internal dialogue, when they first start, I was like, man, I am stealing equity from this old lady if I'm paying 65% of market value, right?
23:39
SPEAKER_02: Like that is the internal dialogue.
23:41
SPEAKER_02: Uh, and so if you don't genuinely believe you're actually helping her, this will be kind of hard to actually call her and have a conversation for her with her and actually try to get the sale.
23:51
SPEAKER_02: So we got to fix that, and we have to understand, like, we're actually helping her where no one else can, right?
23:56
SPEAKER_02: Like, she can't listen to realtor in this condition, right?
23:59
SPEAKER_02: The door doesn't even open.
24:00
SPEAKER_02: There's a there's a there's a hoarder home, door doesn't even open, right?
24:04
SPEAKER_02: Uh, there are you know bad things going on inside the house that we won't describe on on the show.
24:10
SPEAKER_02: So I think there's a there's a lot of that, and going back to what you were saying earlier, you're asking earlier about like you know the AI in the future.
24:17
SPEAKER_02: Um, I think we're gonna get to a world, uh, let's see, is August of 2025?
24:21
SPEAKER_02: I'm predicting probably July, August of 2026, that if you're not face to face, you're gonna have a hard time competing against AI.
24:31
SPEAKER_02: I think that's where we're gonna be 12 months from now.
24:33
SPEAKER_02: And the reason why I say that is the limitation of what we can do with our AI right now is purely limited by the ability of AI.
24:43
SPEAKER_02: And AI is growing so fast.
24:45
SPEAKER_02: Like I'm talking about computational power, right?
24:49
SPEAKER_02: That if you talked to me three months ago, four months ago, I was like, there's no way AI can compete against a salesperson.
24:57
SPEAKER_02: But we're seeing with you know Grok 3 to do Grok 4, uh GPT-4, the GPT-5.
25:04
SPEAKER_02: Now, GPT-5's kind of you know crapped the bed a little bit.
25:07
SPEAKER_02: But how fast things are growing, uh, the capacity, the capability, uh, I think the context windows, processing speed and latency, and all the other stuff, I think that if you're not face-to-face in a year from now, you're gonna have you're gonna have a hard time competing against someone that's doing it entirely virtually that's doing it with AI.
25:31
SPEAKER_00: So for a company that is virtual or well, no, is using AI, would you still recommend pair AI with in-person appointments?
25:42
SPEAKER_00: So use objection proof for the follow-up setting, and then you know, go as for the actual appointment.
25:49
SPEAKER_02: I think I think you're gonna win just because you're in person.
25:52
SPEAKER_02: I think there's gonna be an aspect of that in the future.
25:55
SPEAKER_02: Um, so and I and I I'm not doing this to eliminate people, but the reality is there are people whose positions will be eliminated.
26:04
SPEAKER_02: Like that's just the reality of the way technology is moving.
26:07
SPEAKER_02: And so then what you have to do is you have to be the very best, and part of being very best is getting augmented by AI, right?
26:13
SPEAKER_02: Like uh, I have a media team who used to be seven people strong.
26:17
SPEAKER_02: I used to have seven people on payroll on my media team.
26:20
SPEAKER_02: I now have two, and they output the same exact amount as when I had seven because they're using AI, right?
26:28
SPEAKER_02: Everyone in a company is using AI to augment their ability to get more done in the same window of time, right?
26:36
SPEAKER_02: Uh your ability is not, uh, let's see, how do I put it?
26:42
SPEAKER_02: As a business, right, my job is to be as profitable as possible, so or at least drive as much revenue as possible so that I can afford to hit payroll, pay for marketing, uh, pay for all the other overhead, right?
26:55
SPEAKER_02: I gotta be able to be as profitable as I can because that's what keeps us safe.
27:00
SPEAKER_02: Right.
27:01
SPEAKER_02: If you're not using AI, what we're gonna see is that you won't be able to compete with a company that is augmented by AI because the person that's a company that's augmented by AI's costs are lower.
27:12
SPEAKER_02: We just mentioned the AI lead manager, right?
27:14
SPEAKER_02: What you're paying for a VA for a fixed number of hours who doesn't have 24-hour coverage, I'm paying less for an AI bot that can do the job of three or four VAs.
27:26
SPEAKER_02: That also sounds like an American.
27:28
SPEAKER_02: That sounds like an American, right?
27:30
SPEAKER_02: Right.
27:30
SPEAKER_02: So then how are you gonna compete with me if your costs are higher?
27:33
SPEAKER_02: That means I can spend more on marketing, right?
27:37
SPEAKER_02: Um the uh you know Stephanie Betters with Leftmate REI, she has deal signals.
27:43
SPEAKER_02: She's using AI to turn your CRM into a living organism, whereas like, oh hey, this person should be called now.
27:50
SPEAKER_02: So before we had cadences, hey, I'm gonna call this person every two months, every three months, and so on.
27:55
SPEAKER_02: Like, no, like, hey, something happened from what we could see in public records, call this person now.
28:01
SPEAKER_02: And now you got a living CRM, and you're more effective and more efficient with your follow-up.
28:06
SPEAKER_02: So there's a lot that could be done in being more effective and more efficient in the same time that we all have because time is the great equalizer.
28:16
SPEAKER_02: Well, what can you do in that window of time?
28:19
SPEAKER_02: Everyone in our company is augmented with AI, and if you're not, you're just gonna have a hard time competing because your marketing dollar is not gonna go as far.
28:28
SPEAKER_02: You're eventually uh run out of steam.
28:31
SPEAKER_02: Um, Dan Kennedy uh has this great saying, he was, you know, one of the best marketing minds.
28:37
SPEAKER_02: Uh, he says that whoever can spend the most amount of money get to get a customer wins, right?
28:41
SPEAKER_02: Yeah, I think it's a fairly reasonable concept.
28:43
SPEAKER_02: Uh Dean Graziosi, his thing is marketing stamina.
28:47
SPEAKER_02: Who can market longer?
28:49
SPEAKER_02: Well, the person with the least lowest overhead and highest profit margins is gonna win.
28:55
SPEAKER_02: And whoever has the highest profit margins by the end of the year, whoever is engaged in AI.
29:00
SPEAKER_02: That's just the reality.
29:03
SPEAKER_02: Right.
29:05
SPEAKER_00: Will AI replace people?
29:08
SPEAKER_00: I think it's a big question.
29:10
SPEAKER_00: I think absolutely will be a couple of things.
29:12
SPEAKER_02: Yeah, I mean, the so I do a lead manager call, right?
29:15
SPEAKER_02: So I do uh acquisition training, uh disposition training, uh lead management training, and uh sales management training.
29:23
SPEAKER_02: So these are four calls I run every single week.
29:25
SPEAKER_02: Uh the lead manager call is an uncomfortable call now because I've created an AI lead manager.
29:29
SPEAKER_02: So I'm coaching these people to be lead managers, um, while I'm also creating a product that A competes against them, but B also trains them, right?
29:38
SPEAKER_02: That comes back to the augmentation deal.
29:39
SPEAKER_02: Yeah.
29:40
SPEAKER_02: And what I said to them on the calls was like, guys and gals, uh, more gals than guys on that call, is I've created a product that is designed to compete against you.
29:52
SPEAKER_02: So you have a responsibility to ask yourself, how can I become irreplaceable every single day?
29:58
SPEAKER_02: Right.
29:58
SPEAKER_02: So it's not like, hey, it's coming for your jobs, like, what can I do to be better?
30:01
SPEAKER_02: And also, you know, applaud them for being on the calls because if they're on the calls, they are getting better.
30:05
SPEAKER_02: Yeah, but how can you become irreplaceable?
30:07
SPEAKER_02: Because it could just be like maybe you don't work at this company anymore, maybe you work in another company.
30:11
SPEAKER_02: Like, but if you're like a top-tier lead manager, you'll always have a job.
30:15
SPEAKER_02: You'll always have a job.
30:16
SPEAKER_02: Because we can't replace a top-tier lead manager, but we can 100% replace an average lead manager with AI.
30:25
SPEAKER_00: So AI will not get to the level of being as good as the top, top guys, the top lead managers.
30:34
SPEAKER_02: Yeah, top, top person.
30:35
SPEAKER_02: So, like, because we had a I had a conversation with someone a couple weeks ago, right?
30:39
SPEAKER_02: And they're like, Steve, you're better than an AI closer, right?
30:42
SPEAKER_02: It's like, yeah, that's true.
30:43
SPEAKER_02: I am better than AI.
30:45
SPEAKER_02: One-on-one, I am better in AI.
30:47
SPEAKER_02: But here's where I'm not better than AI, right?
30:50
SPEAKER_02: So let's say on a lead Lee comes in, right?
30:52
SPEAKER_02: So I got 1034 my time.
30:53
SPEAKER_02: So Lee comes in at 1034, another comes at 1035, another comes at 1036, another one comes at 1037.
30:59
SPEAKER_02: My AI tool can call every single one from the same phone number and have a high quality conversation that's consistent uh and and uh reliable on all four of those people.
31:11
SPEAKER_02: Doesn't matter how good I am, I can't talk to four people at the same time.
31:15
SPEAKER_02: That is impossible, right?
31:16
SPEAKER_02: So one on one, so one on one, I'm better, but one against four, one against ten, there's no way I can win that battle, right?
31:26
SPEAKER_02: So what we're gonna see is in the future that the ones that AI couldn't convert, now your best guy, best gal has the opportunity to convert, and that's where they provide value.
31:37
SPEAKER_02: So you look at a hybrid model, right?
31:39
SPEAKER_02: So it's gonna be mostly AI, and then the best closer, the best lead manager, is gonna be like the surgeon, right?
31:46
SPEAKER_02: Like you can have the person that does the anesthesia, you can have the person that oper uh that um opens the patient up, you can have the person that breaks the ribcage, right?
31:57
SPEAKER_02: Right.
31:57
SPEAKER_02: And then the heart surgeon comes in and does their work.
32:00
SPEAKER_02: That's where you're gonna be.
32:01
SPEAKER_02: If you're top tier, you can be the surgeon that does like, you know, the top work, but AI is gonna do the anesthesia, it's gonna do the opening, it's gonna break the ribcage, right?
32:12
SPEAKER_02: But the person that actually has to do the surgical strikes, that's surgical strikes, uh the surgical precision operation, that's gonna be your top tier people in your organization.
32:23
SPEAKER_00: Got it, got it.
32:26
SPEAKER_00: And you'll be able to run a much leaner operation because they really can just take the inbound calls, the calls that are actually set for them.
32:33
SPEAKER_00: They don't even have to necessarily prospect if they'd if you're set up like that.
32:37
SPEAKER_00: Exactly, exactly.
32:39
SPEAKER_00: Got it.
32:40
SPEAKER_00: So right now it's the AI lead manager.
32:42
SPEAKER_00: Will AI Closer and AI dispo manager be coming either with objection proof or another?
32:51
SPEAKER_02: Yeah, so AI closer, AI closer.
32:54
SPEAKER_02: I mean, we would love to get it done by the end of the year.
32:55
SPEAKER_02: I don't think it's realistic, but I would love to get that done by the by the end of the year.
32:59
SPEAKER_02: A dispo manager is gonna be different.
33:02
SPEAKER_02: Uh, and so you talk about what we do our training calls.
33:05
SPEAKER_02: I've told the dispo managers like you guys are actually the safest because you sit in the relationship position.
33:13
SPEAKER_02: You sit the hey Tony, let's go get coffee.
33:15
SPEAKER_02: Hey Tony, hey, you know, I sent you that deal.
33:17
SPEAKER_02: Did you get a look at it?
33:18
SPEAKER_02: Hey Tony, I got this deal.
33:20
SPEAKER_02: You're my first call.
33:21
SPEAKER_02: What do you think about this property?
33:22
SPEAKER_02: Right?
33:22
SPEAKER_02: That's a relationship person.
33:24
SPEAKER_02: That person is gonna be the hardest to replace, right?
33:27
SPEAKER_02: AI is not buying you coffee.
33:29
SPEAKER_02: It's gonna be weird to have coffee with AI, right?
33:32
SPEAKER_02: Uh, so I think that part, but also uh when uh if you look at this book, they have two responsibilities.
33:39
SPEAKER_02: One is to find buyers and one is to sell deals, right?
33:42
SPEAKER_02: The finding buyers part that's a bit of a grind too, because you're dealing with like high, high uh dominant personalities, right?
33:52
SPEAKER_02: People like you, people like me who don't have time for BS.
33:55
SPEAKER_02: You call me, you better have my attention in the first three seconds, or I'm hanging up the call.
34:01
SPEAKER_02: Right?
34:02
SPEAKER_02: Right.
34:02
SPEAKER_02: I imagine you're probably not that different.
34:05
SPEAKER_02: And so if AI calls you, you got like a dog on the other side.
34:11
SPEAKER_02: That are you gonna be able to overcome their resistance to having a conversation, right?
34:16
SPEAKER_02: Because like the moment you talk to a dominant person, they know it's AI, they're gonna hit the just they're just gonna hit the red button.
34:24
SPEAKER_02: The conversation's over, right?
34:26
SPEAKER_02: Right?
34:27
SPEAKER_02: Like it's not there's no relationship there.
34:29
SPEAKER_02: So the dispo side, I've had a lot of people request it.
34:33
SPEAKER_02: Just understanding human psychology, understanding behavioral traits, I just don't see that as something that's gonna be happening in the next 12 months.
34:41
SPEAKER_02: Um you're gonna have being, or they want to deal with a computer, right?
34:46
SPEAKER_02: But they're not gonna want to talk to AI.
34:51
SPEAKER_00: Do you feel like it would be possible almost to have a lead manager who's because one thing we've looked at in our company is having a cold caller on the dispo side, and then they pass it to the disco manager who's then managing that relationship.
35:06
SPEAKER_00: Yeah, would something like that be possible?
35:08
SPEAKER_02: I think a cold caller is fine uh because there's so if you look at like um let's talk about like education, right?
35:18
SPEAKER_02: What you're willing to pay for a book, about$27.
35:23
SPEAKER_02: What you're willing to pay for a course, about$1,500,$2,000.
35:27
SPEAKER_02: What you're willing to pay for coaching, somewhere between$10,000 and$30,000, right?
35:32
SPEAKER_02: What is the difference between all those?
35:33
SPEAKER_02: It's all the same information.
35:35
SPEAKER_02: It's the delivery, it's the format in which it's delivered, right?
35:39
SPEAKER_02: I look at AI, it's probably gonna be like the book.
35:42
SPEAKER_02: They're like, it's not it's not valuable, right?
35:45
SPEAKER_02: But I'm willing to listen to someone, a human being.
35:48
SPEAKER_02: So or another thing, right?
35:50
SPEAKER_02: Like you look at these live streams.
35:52
SPEAKER_02: Um, if you if uh on a coaching call, a coaching call live feels more valuable than watching the replay.
36:00
SPEAKER_02: It's the same information, same exact information, presented the same exact way, the same tonality, same lighting, everything's the same.
36:08
SPEAKER_02: But when you watch a replay, you just don't feel as in as part of it as you do when you're watching it live.
36:16
SPEAKER_02: And that's where I can see it is the difference, right?
36:18
SPEAKER_02: An AI caller, but yeah, like whatever.
36:21
SPEAKER_02: But like a human being, even if they're in the Philippines, even if they're getting paid like$3.20 an hour, I'll talk to them a little bit more because like I feel like there was a more effort put into it.
36:31
SPEAKER_02: Right.
36:31
SPEAKER_02: So that's kind of where I see the future here.
36:34
SPEAKER_00: Okay.
36:36
SPEAKER_00: What skills for people will matter most for success in the AI era?
36:41
SPEAKER_00: I mean, with AI replacing jobs, what what actually becomes important for humans to be able to do?
36:48
SPEAKER_02: Uh the same thing that's been true uh my entire career, which is emotional intelligence.
36:53
unknown: Okay.
36:54
SPEAKER_02: Uh the ability to be aware of where the other person's at, right?
36:58
SPEAKER_02: The ability to connect.
37:00
SPEAKER_02: If I feel like this is going raw off the rails, I need to be able to adjust and pivot and get this conversation back on the rails.
37:08
SPEAKER_02: Now, can AI do that?
37:10
SPEAKER_02: Yes, right.
37:11
SPEAKER_02: Uh, but not to the same degree.
37:14
SPEAKER_02: Uh so I think the emotional intelligence, the the human connection, I think that separates you from everybody else.
37:22
SPEAKER_02: Like, because if you're like, let's say, you know, I was an engineer, I didn't fit in in the world, but I wasn't an engineer.
37:29
SPEAKER_02: A lot of my engineering colleagues, right, they're not gonna do so well on in a sales organization, right, in talking to other people.
37:38
SPEAKER_02: They're gonna be doing well in other things, but like the actual connection, like they're not gonna make it in that world.
37:44
SPEAKER_02: So I think the ability to connect with another human being, the ability to demonstrate empathy, be curious, uh, and then convey warmth.
37:54
SPEAKER_02: I think all those things you just can't do with AI.
37:57
SPEAKER_02: You can try it, but we are not there, not today.
38:02
SPEAKER_00: Got it.
38:03
SPEAKER_00: Got it.
38:04
SPEAKER_00: Okay, so relationship building, emotional intelligence, got it.
38:08
SPEAKER_00: And that's why I say dispo is gonna be the hardest to replace.
38:12
SPEAKER_00: That makes sense.
38:12
SPEAKER_00: Yeah, you d you're not gonna have AI sitting belly to belly.
38:16
SPEAKER_00: Yeah.
38:17
SPEAKER_00: With buyers taking them to coffee.
38:20
SPEAKER_02: And especially maybe three or five years when we get robots, but not or even then, uh yeah.
38:27
SPEAKER_00: That'd be crazy to see.
38:28
SPEAKER_00: You do you think that's gonna be uh uh I mean you're gonna have people going out with robots?
38:34
SPEAKER_00: I mean, go not going out.
38:37
SPEAKER_02: I don't know.
38:37
SPEAKER_02: I mean you see movies about this now.
38:39
SPEAKER_02: Um yeah, not coffee, but you know, more more sinister things.
38:44
SPEAKER_00: I wonder if they can have um I wonder if they're gonna have robots that can drink coffee.
38:50
SPEAKER_00: Yeah.
38:50
SPEAKER_02: Don't even know it's a robot.
38:52
SPEAKER_02: Yeah.
38:53
SPEAKER_02: I mean, like I look at Terminator 2 as a documentary.
38:56
SPEAKER_02: I think it's gonna be a documentary in the future.
39:00
SPEAKER_00: Well, we only got we only got so long, it's gonna be interesting to see.
39:05
SPEAKER_00: Yeah.
39:05
SPEAKER_00: That's gonna be super interesting.
39:07
SPEAKER_00: Okay.
39:08
SPEAKER_00: Um you've had several different businesses, I've spoken as we've spoken about, and obviously you've coached a lot of businesses, you've coached a lot of business owners across all your ventures that you've personally had and those that you've coached.
39:24
SPEAKER_00: What is what is one principle that's always held true?
39:30
SPEAKER_02: Oh man, one principle that's always held true.
39:32
SPEAKER_02: Uh um because there's a lot of them.
39:37
SPEAKER_02: So if I say that there is one, um you can give me a list too.
39:42
SPEAKER_02: Uh yeah, I would say uh the ability to focus is a big one.
39:46
SPEAKER_02: Um, and then I would say uh the other one is accepting reality as it is.
39:54
SPEAKER_02: Um I think that you know one of the things that happens quite a bit is as as business owners as visionaries, uh, we could be overly optimistic and not being realistic as to the risk to the company, which I've done that, right, in 2022.
40:11
SPEAKER_02: I my overhead got super bloated because I was so overly optimistic about what we could do.
40:18
SPEAKER_02: Right.
40:18
SPEAKER_02: Uh, but then also like uh there are some that uh I don't know, give up too easily.
40:25
SPEAKER_02: So I would say the other the other part too is the the grit and the ability to figure things out.
40:31
SPEAKER_02: Um I think that uh everyone everyone's business is pretty much where they should be at.
40:41
SPEAKER_02: And what I mean by that is like if you look at the difference between us two and let's say Elon Musk, right?
40:50
SPEAKER_02: Elon Musk is able to build these businesses to these stupid crazy levels, right?
40:55
SPEAKER_02: Because he's got the skill set to solve the problems to get to that level.
41:00
SPEAKER_02: If you look at, let's say, you know, Phil Green is one of the best operators in in our wholesaling space, he has solved all the problems to be at the level he's at, and the reason why he's not further isn't be able to solve the problems to get him to the next level.
41:13
SPEAKER_02: Um, where I'm at today is based off the skill set that I have.
41:18
SPEAKER_02: So I'm exactly where I belong, not where I want to be, but exactly where I deserve to be, because I haven't solved the problems to get me to the next level.
41:26
SPEAKER_02: But I've solved all the problems that have prevented someone from getting here, right?
41:32
SPEAKER_02: The hiring, the leadership, um, the finances, the sales and marketing, like all the skills I have has gotten me to this level.
41:41
SPEAKER_02: And the reason why I haven't gotten to the next level is I'm missing skill sets to get to that level, right?
41:45
SPEAKER_02: Like the skills I'm looking to acquire right now is is getting good at raising uh private equity capital.
41:51
SPEAKER_02: Right?
41:52
SPEAKER_02: I don't have the skills yet in that department.
41:54
SPEAKER_02: And once I've solved those skills, now I'm at the next level and I'm gonna find my next ceiling.
41:59
SPEAKER_02: So I think if you look at again, accepting reality as it is, we are exactly where we deserve to be because we haven't solved the problems to get us in the next level yet.
42:14
SPEAKER_00: I'm I'm I'm curious your thoughts on this.
42:16
SPEAKER_00: There is a you, for instance, probably have more skills than is showing in your current outcome because you have a certain time delay of I have these skills, now I'm going to go implement them into the real world, and the real world takes time to react with those.
42:37
SPEAKER_00: Okay, that's accurate.
42:39
SPEAKER_02: Yeah, I mean there's time will catch up and you know things will even themselves out, but still, you know, I haven't uh let's say the skill I'm missing right now, and it's again time will will um help with this, is getting people to believe in their future of AI.
42:58
SPEAKER_02: There are still people that believe that AI is a fad.
43:03
SPEAKER_02: I can't believe it, but there are people that believe that, right?
43:06
SPEAKER_02: Yeah, so we haven't done a good enough job of educating our um audience, like, no, this is here to stay.
43:13
unknown: Right.
43:14
SPEAKER_02: So that's a skill, right?
43:15
SPEAKER_02: So then how do we convey this message to our audience?
43:17
SPEAKER_02: So that's what we're working on, and that's what we have our level 10 meetings, we just have our quarterly, we just had our quarterly strategic meeting this week about that, right?
43:24
SPEAKER_02: Right.
43:24
SPEAKER_02: So like these are all the things that again, yes, time will even things out, we'll get to some sort of equilibrium.
43:33
SPEAKER_02: But if I can get better at this particular um what's the word I'm looking for, not skill, but if I can solve this particular problem, we can compress the time to get where we want to be faster.
43:47
SPEAKER_00: Got it.
43:49
SPEAKER_00: For someone who is curious or doubtful even of AI, of the power of AI, of AI being a long term change.
43:59
SPEAKER_00: I mean Arguably as powerful or more powerful than the internet.
44:06
SPEAKER_00: Where should I start?
44:07
SPEAKER_00: How can they dive into learning more and and using AI to improve their life, their business?
44:16
SPEAKER_02: Um, I think the best way is uh is actually just jumping on Chat GPT and just having a conversation with it.
44:23
SPEAKER_02: Because I think the the reason why people think it's a fad is because they haven't experienced it yet.
44:29
SPEAKER_02: Uh it's the reason why we have our free lead magnets, right?
44:31
SPEAKER_02: The reason why we have the free call reviews, the free role play with our bots, uh, and then you know, just talk to our AI lead manager.
44:37
SPEAKER_02: Like the reason why I have these things for free is to is to uh solve that reliability, uh the believability challenge.
44:44
SPEAKER_02: Uh but for anyone that's listened to that doesn't believe in it, I think you just go to Chat GPT and you just start talking to it, and then you just start asking it questions, and you'll find that you'll get to what you're looking for faster than Google, and then the ability, the comp the quality of the solution that ChatGPT gives you is entirely dictated by the quality of your questions.
45:12
SPEAKER_02: And so, like, you are the limitation to what AI can do.
45:15
SPEAKER_02: AI is not the limitation, you're the limitation.
45:18
SPEAKER_02: I think once you get in there and once you start playing with it and you start grasping this reality, it's nuts.
45:23
SPEAKER_02: Now, the only challenge, the only challenge today with AI is that it always speaks with absolute confidence, and so it could be completely wrong, but be completely confident.
45:33
SPEAKER_02: So you have to like, you know, still check it.
45:35
SPEAKER_02: Uh some people use multiple AIs to like test it against each other, but that's that's the one downside of it.
45:40
SPEAKER_02: But man, like I've been able to build this tool.
45:43
SPEAKER_02: Like I said, 99% of the code was written by Grok.
45:47
SPEAKER_02: Got it.
45:48
SPEAKER_02: I just had the 1% to debug and fix it.
45:52
SPEAKER_00: And that's a code side, but then you also trained your tools on the years of coaching that both you and Ian have done.
45:59
SPEAKER_02: Oh, yeah.
45:59
SPEAKER_02: Yeah, the sales management component.
46:01
SPEAKER_02: Yeah, that's like having trained uh organizations and how to manage your salespeople, like that's all built in into your AI and how to manage your salespeople.
46:09
SPEAKER_02: Like that's all right, it's all in there.
46:13
SPEAKER_00: Got it, got it.
46:15
SPEAKER_00: For an investor or for an agent listening right now, what's the one step they should take to grow their business?
46:23
SPEAKER_02: Oh, the one step they should do to grow their business.
46:25
SPEAKER_02: Um, I mean, it really depends on where they're at.
46:28
SPEAKER_02: Uh, but I think I think probably the biggest thing is, and this might be too cerebral, but like understand why you're doing what you're doing.
46:38
SPEAKER_02: And because if you're clear on what you want, big picture, then it's easier to take the steps in the right direction.
46:44
SPEAKER_02: Uh, there are a lot of people that take missteps and go the wrong direction really fast and the wrong way.
46:50
SPEAKER_02: I I've done that many times because I've forgotten why I was trying to do what I what I want to do.
46:55
SPEAKER_02: So, for example, right, like I got into real estate because I wanted financial freedom, time freedom.
46:59
SPEAKER_02: But then I became a realtor, which is the exact opposite of financial freedom and time freedom.
47:03
SPEAKER_02: Yeah.
47:04
SPEAKER_02: Right?
47:04
SPEAKER_02: I I went from like being unmanageable with one boss to now having 50 bosses, right?
47:09
SPEAKER_02: Because every person that wanted to buy a house and every person that wanted to sell the house all became my bosses.
47:14
SPEAKER_02: So, like, I went in there with one purpose, but once I got in there, I forgot my purpose and I got lost.
47:19
SPEAKER_02: I call it the lost decade because nine years I was a realtor.
47:23
SPEAKER_02: But then you look back, it's like, why the hell did I do that?
47:27
SPEAKER_02: Because I lost sight of why I started.
47:30
SPEAKER_02: So I think being really clear on what your goals are, what you actually want to accomplish.
47:34
SPEAKER_02: And once you're really clear on that, now you can make every decision.
47:37
SPEAKER_02: Do I want to go in this direction?
47:38
SPEAKER_02: Do I want to wholesale?
47:38
SPEAKER_02: Do I want to be a flipper?
47:39
SPEAKER_02: Do I want to be a hard money lender?
47:40
SPEAKER_02: Do I want to actually be a realtor?
47:42
SPEAKER_02: Or do I want to just buy Bitcoin and just sit back and do nothing at all?
47:45
SPEAKER_02: Like the answer to those questions is whole is wholly dependent on what you're trying to do.
47:54
SPEAKER_00: How do you stay close to your why?
47:55
SPEAKER_00: How do you yeah, how do you stay close to your why?
47:58
SPEAKER_00: How do you be intentional with that without just moving, moving, moving for with no intentionality?
48:04
SPEAKER_02: Uh I think introspection is one of the most underrated things.
48:06
SPEAKER_02: So, you know, people talk about meditations.
48:08
SPEAKER_02: Uh we have our like we have our quarterly strategic meetings, which is really helpful.
48:13
SPEAKER_02: Like right now, I'm really, really clear on what I want to do, but there were times where I weren't, where I wasn't.
48:17
SPEAKER_02: Right.
48:17
SPEAKER_02: Right.
48:18
SPEAKER_02: So uh I think having regular uh thinking time, whether it's daily, weekly, monthly, or quarterly, like for sure as an organization is quarterly.
48:26
SPEAKER_02: Uh really to get the most out of it is to do it daily.
48:29
SPEAKER_02: I don't do it daily.
48:30
SPEAKER_02: Uh, but really just introspection, time to just sit in silence and think about what you actually want.
48:39
SPEAKER_00: Got it.
48:40
SPEAKER_00: That makes sense.
48:42
SPEAKER_00: Like, not not what other people are telling you you should want.
48:47
SPEAKER_00: What do I, Tony, or I, Steve, want for myself, for my family, for my future.
48:54
SPEAKER_02: Right.
48:54
SPEAKER_02: Yeah, because like we get inundated, right, with Instagram, with Facebook.
48:58
SPEAKER_02: This person's doing this, this person's got that.
49:00
SPEAKER_02: I bought this NFT over here, right?
49:02
SPEAKER_02: It's like I have a canvas.
49:04
SPEAKER_02: $142,000.
49:05
SPEAKER_02: I bought it because Ryan Pineda has his NFT that he bought for like$200,000.
49:09
SPEAKER_02: Like, all right, well, he bought it, I'll buy it.
49:11
SPEAKER_02: Right.
49:11
SPEAKER_02: Not a good idea, right?
49:13
SPEAKER_02: So it's it worth now.
49:16
SPEAKER_02: Eight to ten thousand.
49:18
SPEAKER_02: Wow.
49:19
SPEAKER_02: Okay.
49:19
SPEAKER_02: Yeah.
49:20
SPEAKER_02: Yeah.
49:20
SPEAKER_02: Um, yeah.
49:22
SPEAKER_02: So we we we compare, so we buy things.
49:25
SPEAKER_02: So that was a moment where I wasn't clear on what I wanted.
49:28
SPEAKER_02: Right.
49:28
SPEAKER_02: Right.
49:28
SPEAKER_02: I was buying something because someone else wanted it.
49:30
SPEAKER_02: Uh so you buy maybe a car you didn't want, you get you uh you go to a mastermind and that guy's do this, that guy's doing this, that guy's doing this.
49:36
SPEAKER_02: So I want to go do these things.
49:38
SPEAKER_02: Like, do you want to do those things, or do you have something inside of you make you compare yourself to them, making yourself feel inadequate, and now you have to like compete against them?
49:48
SPEAKER_02: Are you doing it because you want to, or are you doing because your ego is pushing you to?
49:53
SPEAKER_02: Yeah, that's huge.
49:55
SPEAKER_00: That's huge.
49:56
SPEAKER_00: You you you gotta go flip that NFT to uh to Ryan Panada for 150 or something.
50:02
SPEAKER_02: Yeah, well, I mean, the good thing is ETH is coming back, so that'll soften the blow a bit.
50:08
SPEAKER_02: So once you know, as Ethereum gets back to if it goes to 6,000, like they say, that will soften the blow a little bit.
50:14
SPEAKER_02: And it looks like Alex Becker is now paying attention to it again, is from what it appears.
50:19
SPEAKER_02: That will help.
50:20
SPEAKER_02: We'll see.
50:21
SPEAKER_02: We'll see what happens.
50:22
SPEAKER_00: Do you do you uh stay in touch with AI?
50:25
SPEAKER_00: Or not AI, sorry.
50:27
SPEAKER_00: My mind's on AI.
50:28
SPEAKER_00: Uh on on uh yeah, blockchain and on crypto.
50:32
SPEAKER_02: Uh not so much.
50:33
SPEAKER_02: Uh just whatever shows up on my on my Twitter feed, my X feed.
50:36
SPEAKER_02: Right.
50:36
SPEAKER_02: Got it.
50:37
SPEAKER_02: Um still uh Alex Becker is the only uh uh blockchain NFT person I follow.
50:45
SPEAKER_02: Yeah, I invested a lot of money in him.
50:47
SPEAKER_02: Uh he's the only one I follow.
50:49
SPEAKER_02: And because of that, you know, Twitter will show me some stuff here about Bitcoin, Ethereum, but no, for the most part, I don't really pay a lot of attention to it.
50:56
SPEAKER_00: Got it, got it.
50:57
SPEAKER_00: Yeah, I've been I'd I I found out a few months ago that uh Bitcoin is what like 120 right now, something like that.
51:03
SPEAKER_00: Something like that, yeah.
51:05
SPEAKER_00: I did not know that.
51:06
SPEAKER_00: I last time I'd seen it was like 30, 40 or 20 something.
51:09
SPEAKER_00: Went up a hundred grand.
51:11
SPEAKER_00: I'd I'd yeah, I'd I had a little bit of money in there, not not much.
51:14
SPEAKER_00: It was like a few hundred dollars, so nothing, nothing really.
51:17
SPEAKER_00: But yeah.
51:18
SPEAKER_02: Yeah, my brother's been telling me about it back when I was 500.
51:20
SPEAKER_02: It's like, oh man.
51:22
SPEAKER_00: Yeah.
51:23
SPEAKER_00: That's insane.
51:25
SPEAKER_00: Um man, this is a this has been awesome.
51:27
SPEAKER_00: Where where can people connect with you?
51:29
SPEAKER_00: Uh, where can people learn more about your work?
51:32
SPEAKER_02: Uh you can connect with me at Instagram at steve.trang, uh, and then we'll put a link uh in the description uh that they can click on.
51:39
SPEAKER_02: Uh and they can check out our tool uh for free.
51:41
SPEAKER_02: And uh and then we have the disruptors podcast on iTunes, Spotify, and YouTube.
51:47
SPEAKER_00: Awesome, awesome.
51:48
SPEAKER_00: And what what is f one final encouragement you would you would like to leave with our listeners today?
51:55
SPEAKER_02: Uh I would say that right now, the way I feel is that there is more of a level playing field today than there has been in years.
52:04
SPEAKER_02: Because in the last four or five years, you've had to compete against, you know, Eric Brewer, Phil Green, Frank Kava.
52:12
SPEAKER_02: Like these are all friends of mine that I look up to who run incredible businesses.
52:16
SPEAKER_02: But it's really hard to compete against them because they've got great sales, great marketing, and great operations, uh, CRMs, all this, right?
52:24
SPEAKER_02: But right now, for the first time in a long time, the leveling the the playing field has been leveled.
52:31
SPEAKER_02: And the reason why I say that is because of AI.
52:34
SPEAKER_02: You can get more done with a lot less overhead uh than you could before, because before you had to have you had to spend a lot of money to compete against these guys.
52:44
SPEAKER_02: Now you don't have to spend nearly as much money to compete against these guys.
52:47
SPEAKER_02: And while you are running leaner in this short window of time, six months, eight months, ten months, you can make up ground right now.
52:59
SPEAKER_02: But that window of time to make up ground is not very long.
53:04
SPEAKER_02: It's they're gonna catch up, right?
53:06
SPEAKER_02: These big organizations will catch up.
53:09
SPEAKER_02: I mean, like two of those three are actual clients, and then the third one's gonna be a client soon.
53:13
SPEAKER_02: So like this window of time is not very big, but if you want to catch, you want to create opportunity, now is the time to leverage AI to create that window of time, create that uh competitive advantage because it's not gonna be very long.
53:27
SPEAKER_00: Got it, got it.
53:28
SPEAKER_00: Yeah, so I'll put the link into the description of this episode.
53:33
SPEAKER_00: Um, yeah, this would this was amazing.
53:35
SPEAKER_00: I appreciate you being on.
53:36
SPEAKER_01: Yeah, thanks for having me.
53:37
SPEAKER_00: Appreciate it.
53:38
SPEAKER_00: Thank you.