Latest / Harder Than Life / She Left a 16-Year Banking Career to Build Her Own Business | Rachel Garcia

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She Left a 16-Year Banking Career to Build Her Own Business | Rachel Garcia · Harder Than Life

0:00
16 years inside the banks.
0:01
What would you say to the version of you at the bank desk on our last day?
0:05
On our last day?
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Mm-hmm.
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Buckle up.
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Buckle up.
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You're in for a good ride.
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I was a vice president about to be an executive director at J.P. Morgan in their middle market space.
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And I'm like, what is stopping me from building my own business, building my own company, my own brokerage?
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What's stopping you?
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Me!
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In the banking world, you have
0:29
Your A paper clients and that's it.
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If you don't fit that small credit box, it's an automatic decline.
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And this is where the software came into play.
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I wanted to help everybody, not just your A paper clients that had great credit, great liquidity and a great asset.
0:44
That entire process of building it built me.
0:48
It was a lot of trial and error.
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It was a lot of hard, hard times.
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That's what discipline does.
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These last two, three years, I've really just been tunnel vision.
0:59
I haven't dated.
1:00
I haven't gone out.
1:01
I don't drink.
1:02
Whatever you do, just don't quit.
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And as long as you don't quit, you're going to get to the result.
1:07
Is it worth it?
1:08
Oh, so worth it.
1:09
I would do it over again and again and again.
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Absolutely.
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My guest today spent 16 years inside the banks, in the seat where deals get approved.
1:18
And she walked out of it, built three businesses, and closed over $100 million in commercial real estate financing from the other side of the table.
1:26
Founder of CRE Capital Investments and CRE Capital Finders, Rachel Garcia.
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If you're sitting in a safe seat right now, this one is going to make you uncomfortable.
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Stay anyway.
1:37
Welcome, my friend.
1:40
16 years inside the banks.
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This is a real career.
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I want to start with the bill.
1:44
What did you have to give up to walk away from 16 years of security?
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Not the salary, the real thing that you gave up.
1:51
Wow.
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A lot.
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I gave up so much.
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My security blanket, right?
1:56
You have that security blanket.
1:58
You know that you're going to get a paycheck, right?
2:02
You know you're comfortable, right?
2:05
You know what you're doing.
2:06
You know what...
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It's just...
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You're just so comfortable in that space.
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And because that was my entire space for so many years, right, that's when I was like, you know what?
2:16
I'm starting to hit a ceiling.
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I was a vice president about to be an executive director at J.P. Morgan in their middle market space.
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And I'm like, I'm going to go from this to what?
2:26
Right.
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Like I'm already starting to see a ceiling.
2:29
If we back up, you know, 16 years, I was always an entrepreneur and I always had that entrepreneur mindset.
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So I actually, when I was young, I started working at a bridal shop.
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And I became a manager.
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I was like 17, 18.
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I became a manager.
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And I've always been into fashion.
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I loved fashion.
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And so people would always ask me, where did you get your outfit?
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Oh, my gosh.
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You know, I love your style.
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So I was always handing out business cards to the boutique that I would shop at.
3:01
One of the bridal stores was going out of business and the owner was like, hey, why don't you open up your own boutique?
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You've been saving up.
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You know, I know you've always wanted to be an entrepreneur.
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You can buy all my inventory half off all my, you know, showcases, mannequins, all of it.
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I was like.
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Okay.
3:21
Hello.
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And I literally took the risk and I did it.
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So I became a business owner by 20 years old.
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By 21, I got bought out and that's when I went into banking.
3:32
So you've done this actually twice.
3:33
Yeah.
3:34
It's not even a leap.
3:36
Yeah.
3:37
Yeah.
3:38
I'm thinking back when I did this.
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I had a job.
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I was making six figures, number one salesman.
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And I just one day walked in and just said, I quit.
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And you know what?
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I would never do it.
3:51
I did it at the right time.
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Yeah.
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I didn't even, truth be told, I didn't know what I was doing.
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I started with a credit card and dream.
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I didn't have a savings.
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See?
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I just said, I'm going to, this just feels right.
4:01
That's exactly what I did.
4:02
I took that leap of faith.
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And believe me when I tell you, everybody was against it.
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My parents, my family, everybody, they were like, what are you doing?
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You should be going to college.
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Like, why are you, you know, why are you opening up a boutique?
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And I didn't realize...
4:17
what it came with becoming a business owner.
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It taught me so much at such a young age, right?
4:22
It taught me discipline.
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I had to literally be there all day, every day, because I couldn't afford at the time, you know, to have other people help me run the boutique.
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And, you know, inventory, have different inventory for people to come and buy.
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It was just a lot.
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And then on top of all of that, it was the importance of, you know, having a business checking account, a business line of credit, a merchant services, payroll, all this stuff that I didn't know about because all I knew how to do was put outfits together, look good and sell them.
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That's all I knew how to do.
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So that's when I decided, you know what, I'm going to get into business banking to help business owners and educate them on how to grow their business and essentially help them with what is needed to become a business owner, right?
5:12
Besides the sales.
5:13
Yeah.
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And that's what I did.
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I worked my way up the corporate ladders.
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I worked for all three top banks.
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And then I also worked for a big brokerage before I started my own.
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So 16 years in the commercial finance space between the banking and my brokerage as well.
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So once I left the security blanket, once I took that leap of faith and I decided, you know what, I'm going to just start my own brokerage.
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I'm going to do my own.
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Everything just completely changed for me.
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Like everything just completely changed for me.
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It took me a while to ramp up and to, you know, start from scratch because essentially I couldn't take any of my clients with me.
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But truthfully, what made me take that leap of faith was, number one, I always knew I wanted more for myself.
5:59
And again, I was already starting to hit that ceiling.
6:03
Most importantly, I wanted to be a resource for all of my clients because in the banking world, you have your A paper clients and that's it.
6:12
Right.
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And so if you don't fit that small credit box, it's it's an automatic decline.
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And that's the problem that.
6:20
Yes, absolutely.
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And that's why I decided to start my brokerage, because I felt like I needed to be a resource for everybody, even the business owners that, you know, didn't do good one year or that, you know, don't meet that cash flow.
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I was still able to help them and find them a resource.
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And that's why I decided to start the brokerage because I wanted to help everybody, not just your eight paper clients that had great credit, great liquidity, and a great asset.
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If the asset's not stabilized, you're not.
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Banks are going to, that's an automatically like, no, we're not doing that.
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We're not touching it.
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I want to really get into the mindset of those two leaps because our audience are a lot of business owners, but there's a lot of young people and a lot of people going through the motions and people say you only live once.
7:08
No, no, no.
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You only die once.
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You live every day.
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But some people aren't even alive.
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They're not free to do whatever they want and they just go and they do their nine to five.
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And I want to really hammer that because I did it.
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It was scary.
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And you talked about how your family said no.
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And what that is, is they're afraid.
7:26
Exactly.
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Because they never did it.
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And it's holding up a mirror of something they never did.
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Exactly.
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So there is nothing, guys, Heart of the Life Nation, there is nothing in this world that all of a sudden starts flowing to push you.
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You're going to see all kinds of...
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of roadblocks and it's going to feel like God is against you.
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So take everything.
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What was the moment?
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Now I want to go to the bank.
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What was the moment you knew you were not going back?
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Where exactly were you?
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What was on the desk and who said what?
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Oh, my gosh.
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There was a lot of times, honestly, where I just wanted to pull the trigger.
8:03
I mean, for starters, like I said, we would bring in the entire banking relationship, the deposits, the merchant services, all this stuff.
8:14
And then at the end, oh, I'm sorry, we have your entire relationship, all your deposits, but we don't like your real estate.
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Oh, you know what's funny?
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And I'm going to call him out.
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Chase.
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I have that going on right now.
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We had a line of credit open for years.
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My old controller closed it.
8:32
Yeah.
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And I never used it, but I just keep it for safety.
8:35
Yeah.
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I call to reopen it.
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We've had a relationship with them for years.
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Nope, we can't do it.
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So what you're saying is absolutely right.
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And I was constantly going through that, constantly.
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And I was like, this is crazy.
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And then on top of all of that, you're dealing with, I mean, let's be real here.
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My industry is very male-dominated.
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So all it was was male, you know, male figures trying to compete or trying to belittle or trying to.
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It was just, it was a shit show.
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Did you experience a lot of that?
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A lot of it through my entire career.
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So I feel like I had to outperform everybody because it's like I had to prove myself in a sense.
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And it was a lot of that.
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It was micromanaging at some of, you know, at some institutions.
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Like it was just a lot.
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And I was like, done.
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I was like, this is crazy.
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I'm done.
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And when I took that leap of faith, I left and I went to a big brokerage, which I won't mention the name.
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Yeah.
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Horrible.
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I call out Jason.
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And guess what?
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It was more of that.
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It was more of the micromanaging, more of the like making my life miserable.
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It was just the worst.
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So I was like, you know what?
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I'm I'm literally what what is stopping me from building my own business, you know, building my own company, my own brokerage?
9:59
Like what's stopping me?
10:01
What was stopping you?
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Me.
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Fear?
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Literally me.
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It was a fear, yes.
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Because I didn't...
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I'm the type of person that before I make a move, I need to know everything.
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Like, how am I going to do it?
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Who's... Just yesterday, I put a post up of like, I need to...
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literally know every step of the way, like what's going to happen.
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What's going to, you know, like, I just always need to know.
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And it's a thing of control, right?
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Having control.
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And I think that's what stopped me for, for a while, because I could have taken that leap of faith a really long time ago.
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I think everything happens for a reason, right?
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And it's all in divine timing.
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So I'm grateful now that I did it when I did it, right?
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Because it's taken me to where I am today and built me the, and
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I guess I am the woman that I am today because of all that, that I went through.
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Right.
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And that was just, that was just a start of it.
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Well, we're going to get into it.
10:55
Rachel, that, this literally is the harder than life that you're explaining harder than life.
10:59
And you're very young to have started and doing this.
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So you alluded to this and you'll see it all over social media.
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People say, sit in your feelings, sit in your uncomfortability, sit in your unfamiliar.
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But you alluded to one more that we never talk about.
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Sit in the unknown.
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In the unknown.
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Think about that for a second.
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I want everybody to think about that because you just said, I need to know.
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And what happens to the mind?
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The mind starts playing mind games and start trying to control things.
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The longer that you sit in the unknown.
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Yeah.
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Now, I get the unfamiliar.
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I get the uncomfortable.
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But sit in unknown and know that you're going to be okay.
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And you mentioned divine.
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You'll let go, let God.
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Let go, let God.
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Yeah.
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And all of a sudden, good things happen.
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And if you just can hold on long enough without, oh my God, what am I going to do?
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Let me go do this.
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Let me go do that.
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Yeah.
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And that's what Tony Robbins calls being in the tunnel, by the way.
12:00
Yeah.
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And then things get really hard and you think that you're...
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So go into that.
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What was next?
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Oh my gosh.
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What?
12:07
I want to go what's next, but wait, I want to highlight back to you talked about family because those closest to us say all kinds of crazy things.
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But who surprised you the most when you took that leap?
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I mean, my family, like I mentioned, they were super against me leaving, especially because they knew I had the big title, the big paycheck.
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I had the security.
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So when I told them that I was leaving, they were like, wait, what?
12:35
Like, what are you doing?
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So my parents, I mean, I come from a Hispanic household, so they didn't fully understand it.
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But the one thing that I will say is that they they've always been very supportive, like just hang in there, pray.
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You know, I come from a very religious family, very Catholic.
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And so my pillars have become my sister, my best friend and my mom.
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And I can't.
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expressing of how important that is.
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And then obviously God, right?
13:00
God at the center of it all, because without that, I don't think I would have made it.
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It's been, it's been a very crazy roller coaster.
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And again, it doesn't stop.
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And especially because I keep building things.
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So the challenges don't stop.
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And I don't think they ever do.
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It's just a matter of what do you do within those challenges, right?
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What do you do when it gets hard?
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Do you give up?
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Do you, like, what is it that you do?
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For me, like, this is why discipline became so important to me.
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I wake up every single morning.
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I open up my Bible.
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I pray and I write in my journal, my gratitude.
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And then from there, I head to the gym.
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Those are my non-negotiables.
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If I don't do that, I feel super imbalanced.
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My day goes to shit.
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I feel like I'm not myself.
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And I'm just angry.
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And you can tell Rachel either didn't work out or she didn't, you know, read the Bible or journal.
13:58
Like it just and you can just tell.
14:00
But that's what discipline does.
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I really like these last two, three years.
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I've really just been tunnel vision.
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I haven't dated.
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I haven't gone out.
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I don't drink.
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I stopped drinking.
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Like I'm just literally in on my goals, like literally in on my goals where I just, I have this tunnel vision and I feel like my purpose in life is that much greater.
14:23
So I need to show up for those people that need me.
14:26
Right.
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And this is where, you know, the software came into play.
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We're going to get into the software, but I want to dig deeper on that.
14:33
What's the hardest part of this that nobody sees?
14:35
You alluded about five things.
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Give me one.
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What's the hardest part?
14:39
The hardest part is believing in myself when I don't see the results.
14:44
Believing in invisible progress.
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You get a master class right now.
14:48
Yeah.
14:49
Let's talk about.
14:49
Sleepless nights, crying myself to sleep, the depression, the sadness.
14:55
It's just been so much.
14:56
What's the voice in your head saying when you can't sleep?
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Is it you can't do this?
15:01
Just replaying things, replaying things in my head.
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Like, is this even going to happen?
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Like, I'm an overthinker.
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right and so it's always you know things would always replay in my mind and this all goes back to trusting you have to learn to trust the process trust god have the faith because if you don't have the faith guess what you're just gonna give up and and that's it that's where it ends
15:28
I'd like to add one to that.
15:30
It's trust yourself.
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Trust yourself is huge.
15:32
Trust yourself that you're going to keep your discipline and you're going to keep going forward.
15:37
Yeah.
15:38
And that one is what people most give up quick.
15:41
They give up on themselves before they give up on anybody else.
15:43
And where that comes from, I find out, is your support system.
15:46
You said you have your sister, your best friend, and your mom.
15:49
Tell me about your best friend a little bit because the reason why I'm setting this up is
15:53
is I'm seeing a lot of people right now that have people around them, their support system, that are not supporting them.
16:00
And they're not doing it maliciously.
16:01
They're doing it out of fear, like you said.
16:04
They haven't leveled up.
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I'm assuming that your best friend...
16:08
is leveled up and is right there with you on the climb.
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So believe it or not, she's in a different season.
16:17
She's a mom.
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She's a wife.
16:19
She's all those things, which is the complete opposite of me, right?
16:24
But she has been there for every single season of my life, right?
16:28
Every single challenge of my life.
16:30
Every time I'm going through something, she picks up the phone.
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And I told her, she's like my soulmate.
16:35
She's like God sent.
16:36
because she always knows what to say to help me keep going.
16:39
And again, it's just, it's not just her.
16:41
It's, it's my sister.
16:43
It's, you know, my mom, it's, it's God overall.
16:46
Those, those conversations that I have with God.
16:48
I mean, I don't know.
16:50
I had never had that before.
16:52
Again, I grew up forced to go to a Catholic church.
16:55
I was forced to go to church.
16:57
So I never had that relationship with God until about two, three years ago.
17:02
That's when my life completely changed.
17:03
Yeah.
17:04
I went to a retreat and, you know, Pastor Paige, she prayed over me.
17:09
And that's when I felt the love, the presence and my life just completely transformed from there.
17:15
And that's what has honestly kept me alive all these years and kept me going.
17:21
And so, again, yes, those pillars are great, but it's also like.
17:28
it's it's it's god really that's what it is everybody wants to quit once once in a while yesterday i think i wanted to quit like five five times i i literally was thinking about jumping off the building yeah i know i i you were going through it you want to laugh i'm sorry you just said something that i giggled because i had to catch an early morning flight yeah and i missed my workout oh my gosh and it set my day off
17:52
It literally is.
17:53
If I don't start my routine, I had to bounce out of bed and right to the airport.
17:58
And I was taking a phone call because I was dealing with an AI engineer on the other side of the world.
18:04
Yeah.
18:04
So that the only time you can talk to him was early in the morning.
18:06
And it wasn't until I stopped midday and said, I'm going to the gym because everything was going bad.
18:11
When you want to quit, what do you do to keep going?
18:17
And I'm going to tell you what happened, what I do and what happens to me.
18:20
I don't want to say it because you might say the same thing.
18:22
I want to see how similar.
18:23
So when you want to quit, it happens.
18:25
All the time.
18:26
What do you do?
18:27
All the time.
18:28
I literally just, for me, I get into prayer, I work out, and I just focus on my purpose.
18:35
What's my greater purpose, right?
18:36
Who am I doing this for?
18:38
I go back to the basics.
18:39
Like, why am I doing this?
18:40
And who am I doing this for?
18:42
And how many people are going to benefit from this, right?
18:45
Like, how many people am I going to be able to help?
18:47
And that's truly what takes me, you know, what keeps me going, really.
18:53
I've been bringing it back to me.
18:55
Uh-huh.
18:55
And saying, and there's a voice in my head.
18:58
I'm assuming it's God, but I don't know.
19:00
But there's a loud voice that basically goes, yeah, you're not quitting.
19:06
You just keep going.
19:07
Yeah.
19:08
This is all a part of the plan.
19:10
It's all a part of the process.
19:12
You're being groomed.
19:13
You're being ready.
19:14
That's God.
19:15
And then I keep it internal right now.
19:17
Right.
19:18
I used to be focused on, take it external, and I bring it back to me.
19:21
And boy, yesterday I had to do it like 40 times.
19:24
And then it was one thing after another, after another went bad.
19:28
When you disrupt something, it sends shockwaves through the universe.
19:32
So it happens.
19:34
And so the moral of the story is what I want the listeners to understand is you're going to feel like quitting.
19:40
All the time.
19:41
And you got to proceed anyways.
19:43
But bring yourself internal.
19:45
Breathe.
19:46
Go in nature.
19:48
Go to the gym.
19:49
The gym seems to be a very common thing for people these days.
19:54
I just go work out and I feel better.
19:56
I've never left the gym angry.
19:58
Yeah, exactly.
19:59
Now I go to the gym angry.
20:00
And then I take it out of the way.
20:02
The other day I almost broke a machine.
20:03
I was so angry.
20:04
And you got to think about it.
20:07
Everything is perspectives.
20:09
What are we so upset about?
20:11
Exactly.
20:12
Exactly.
20:14
And so when you're having a bad day, have your moment.
20:18
Rest.
20:18
You know, if you need to take the day, if you need to take a few hours, have your moment.
20:23
But don't quit.
20:24
Whatever you do, don't quit.
20:26
Keep going.
20:27
What's going to continue to move the needle?
20:29
What's going to continue to get you to keep going?
20:32
Right.
20:33
Whatever you do, just don't quit.
20:35
And as long as you don't quit, you're going to get to your end goal.
20:38
You're going to get to the results.
20:40
For me, I'm just very impatient.
20:43
I have zero patience for anything, for anything.
20:47
I'm very like, everybody tells me I'm strict.
20:49
When I would date, people would be like, oh my gosh, you're so strict.
20:52
Because I would be like, are we doing this or not?
20:54
I don't have time for this shit.
20:55
Like I got, I got stuff to do, you know, because I was always like focused on business.
21:00
And now I take it, I took it back and now I'm like, okay, like, all right, you have to learn to, you know, trust the process.
21:09
Right.
21:09
And to really take it, you know, step by step.
21:13
Yeah.
21:13
How to eat an elephant one bite at a time.
21:16
I say it every week.
21:17
Winning is boring and discipline compounds.
21:20
Yeah.
21:20
And literally winning is more fun than fun is fun.
21:22
I love that one.
21:23
I steal that from Ed Milad all the time.
21:25
Anyone can be disciplined in a week, in a month, but when the money is coming in, but when things start getting hard like they are for me right now.
21:34
Yeah.
21:34
What does discipline look like on a month when nothing is closing?
21:38
What do you still do at six in the morning?
21:42
It's literally happened to me for the last year and a half, two years that I've, um, so I believe I told you I launched a software that took me about two years to develop this software that I developed.
21:54
It's to help people, uh, underwrite commercial real estate deals and then help some place capital.
22:00
Yeah.
22:01
So there's a lot of really cool stuff that the software does.
22:04
But this software took me two years to develop because it's something that I knew the market needed and brokers, you know, essentially needed to help them place capital.
22:13
Right.
22:14
And so I created this software.
22:16
But what what I didn't realize is that it would literally break me.
22:21
How did it break me?
22:22
I stopped producing like I was.
22:24
So therefore, when I started doing my software, it wasn't about me anymore.
22:29
Before it was like, I'm making money.
22:31
I'm successful.
22:32
Me, me, me, me, me.
22:33
I'm traveling the world, buying my next Chanel bag, buying my next car, buying this, all these things.
22:39
But when you're doing all these things, it's not fulfilling.
22:42
Like, yes, it's fulfilling, but then you want the next best thing.
22:46
And what does that tell you?
22:47
That you're not internally fulfilled.
22:49
What fulfills you internally?
22:51
For me, it was helping others, being a resource to others, finding that purpose, right?
22:56
Which is literally every time that I would help somebody close a deal, it would fulfill me.
23:01
Like it would really make me happy.
23:03
Flying my parents out to, you know, wherever they wanted to go, that fulfilled me, helping people.
23:09
And so when I built this app...
23:11
It was taking up all my time because I was on, you know, Zoom calls with my developers night and day.
23:18
I was with them literally night and day, every single day trying to make this, you know, trying to create this incredible, you know, product.
23:26
And so again, it's, it, it caused me a lot, a lot.
23:31
And so to answer your question, the one thing that I never stopped doing was number one, believing in myself.
23:37
And number two, continuing to do what I was doing every single day, my praying, my meditation, my meditation.
23:45
journaling gratitude and the gym right working out because those things are super super important no matter what whether money's coming in or not it's still you're still that same person you're still you know doing it you're still you know keeping that routine and
24:03
It's been three months, actually, three months that I launched it.
24:06
It's been incredible.
24:07
We have over 70, 80 users, which is amazing.
24:10
We have over 200 million in loan volume, which is incredible.
24:14
And I'm super excited for what's to come.
24:17
But that now...
24:20
fulfills me, right?
24:21
Because now I know that people are benefiting from the software because it's making their life so much easier.
24:27
What's what usually takes, you know, two to three days to two to three weeks is now within seconds.
24:33
You literally upload your deal, your commercial deal, and it tells you step by step exactly what needs to be done.
24:40
It literally tells you what documents need to be uploaded for the deal that you're submitting.
24:45
Then it underwrites it for you.
24:47
It gives you an underwriting analysis of the risks involved, the probabilities of lenders financing it, the borrower's strengths, the weaknesses, how to make the deal better.
24:59
And all of this is what helps you close the deal and get it to the finish line.
25:05
So once it underwrites it for you, it gives you the analysis and then it matches you to the lenders that are the best fit for that scenario.
25:13
And we have over 15,000 lenders inside of our database.
25:16
So then it just pushes it right to the lender and they can see it.
25:18
It pushes it right to the lender.
25:20
And not just that, but I also built in a CRM tool with workflows and automations.
25:25
So let's just say that somebody's, you know, busy producing something else or they're in insurance or they're in residential loans or they're a commercial realtor, like,
25:34
the pipeline keeps moving because of the workflows and automations that are doing the work for you.
25:39
Pretty much everything that needs to move is in that software.
25:43
And that's why I built it, because I know that it was needed within my market.
25:48
But again, that entire process of building it built me.
25:54
Because the entire time I was asking myself, God, why?
25:57
Like, why?
25:58
You wanted me to do all of this, but then my revenue dropped.
26:01
All these things started happening.
26:03
Like, why me?
26:04
Like, why did you?
26:04
Like, I don't, I couldn't understand it.
26:07
And now I'm like, oh my gosh, it all makes sense.
26:10
God was like, I was building you within the process.
26:12
It wasn't the end goal.
26:14
The end goal, you're going to get there.
26:15
I just launched it three months ago.
26:17
And now that it's launched, I have all these people coming up to me, investors like, hey, I want to invest in your company.
26:23
I'm like, where the fuck were you when I was building this a sleepless nights when I was crying myself to sleep?
26:28
Like, where were you?
26:30
I don't need the capital.
26:31
I don't need anything anymore.
26:32
Thankfully, I'm blessed that I'm in a good spot now.
26:35
But it was it was a lot of trial and error.
26:39
It was a lot of hard, hard times.
26:42
There's so much to unpack in there.
26:44
Yeah.
26:45
I'm going to go back.
26:46
I did the software.
26:47
I got the perseverance.
26:48
I got the test.
26:49
I got the, I don't know what we call it, but whenever you make a leap of faith and you did, you're going to be tested and it isn't right away.
26:57
It is right away, but then the major test comes.
27:01
I would say within six months to a year after.
27:04
Yeah.
27:05
So when it took me, when I quit my corporate America job and started my company, it took me three years to get back to even.
27:14
Yeah.
27:14
And I didn't really make any money for five years.
27:18
Yeah.
27:18
Yeah.
27:19
Most people quit.
27:20
Yes.
27:20
We're three and a half years into this podcast and we're just now starting to hit our thing.
27:25
Most people quit.
27:26
Everything takes time.
27:28
And it is exactly what you just said.
27:30
God is forging me.
27:32
The universe is forging me into being...
27:35
Patient, by the way, you said earlier, I'm impatient.
27:37
If I could give you one piece of advice, you don't have to take it because I'm just an amateur at this time, is to work on that patience.
27:43
Because it's God's timing, the universe's timing, not yours.
27:48
I agree.
27:49
And I'm saying that for me as well as you because I'm 50 and I'm still impatient.
27:55
I want it yesterday.
27:57
My question originally was going to be, why build a software system
28:03
in an industry that runs on relationships, what does that machine do that the relationships can't?
28:08
And I just realized it's, you've made like a matchmaking.
28:13
Yeah.
28:14
And you're filling right now.
28:16
You're filling a gap that wasn't being filled because what did you term the, the, the, a, a, what'd you call it?
28:24
A credit.
28:25
The A paper clients.
28:26
A paper clients.
28:27
So the B, the C, the D, all the other people who are still... Everybody needs capital.
28:32
Because if you... Let's just say, for example, you just said you were in business all these years, right?
28:37
And you didn't really start to see the fruits of your labor till afterwards, right?
28:43
As you're going, you're growing.
28:44
You're going to need a line of credit.
28:46
You're going to need things to start.
28:47
I used credit cards, by the way.
28:48
So there you go.
28:49
Well, that's horrible.
28:50
It was horrible.
28:50
That's so bad.
28:51
I don't know who your business banker is, but that's horrible.
28:53
Yeah.
28:54
I told you, Chase.
28:57
That's why I don't work there anymore.
28:59
I wish you would have, something like you would have been there.
29:01
Because it could.
29:03
But then again, to prove your point.
29:05
Yeah.
29:06
I had to go through the hardship.
29:08
Exactly.
29:09
Because now when something happens, like we had an error happen yesterday in our software that collects our money.
29:15
Yeah.
29:15
And a little error is a big six-figure error.
29:18
Of course.
29:19
And I'm like, and you know what?
29:20
Since I'd gone through it.
29:23
25 years ago, I was like, it's all good.
29:26
It's all good.
29:26
And that's what people miss.
29:28
Yeah.
29:29
So I'm with you.
29:30
And I love that.
29:32
But you're going to tap into one part.
29:34
You're only three months into this.
29:35
You're going to tap into that, the A paper players, because people want it faster.
29:41
People want it faster.
29:42
People love speed.
29:44
And here's the thing.
29:45
If you're still doing stuff manually and you're not using AI, people are going to surpass you.
29:50
People are going to go with whoever can get it done faster with better terms.
29:53
If you have an AI tool that's doing it for you and really getting it done quick, why would I go through you when you're still old school doing it manually?
30:03
Why is Big Bank still waiting?
30:06
I applied and I think it was two weeks later.
30:08
There you go.
30:09
And then you know what they asked me for?
30:10
This is embarrassing.
30:11
We're really exposed in the industry.
30:14
They start asking me for finances.
30:15
I was like, why don't you just look in your bank?
30:17
Yeah.
30:19
Like, what do you need from us that you don't already have?
30:22
You could see.
30:23
I've been with you for 30 years.
30:26
Trust me, I know.
30:27
It's so the left.
30:28
And this was a constant conversation that I would have with business owners.
30:32
It was extremely frustrating for me.
30:34
So...
30:35
With that being said, the tool that I developed, it's for all loan programs on the commercial side from hard money loans, bridge loans, fix and flips.
30:46
If you're doing, you know, agency debt, SBA loans, life insurance companies, there's literally everything inside of that software.
30:54
So if you can't find a lender for your commercial real estate loan, that's a you problem.
31:00
We're deviating, but I want to ask a question.
31:03
Who is this for?
31:04
I know it's for lenders, but can it be just for the brokers too?
31:08
No, it's for brokers.
31:09
It's not for lenders.
31:10
It's for brokers.
31:11
The lenders are in the platform, but it's for brokers.
31:14
So let's just say if you're a residential lender and you have a commercial deal and you need help placing it, you go through my software.
31:22
If you're a commercial realtor and you have a client needing financing for their purchase, you use my software and it helps you place it.
31:29
It's,
31:29
It's not replacing anybody, essentially.
31:31
It's just helping you with speed, right?
31:33
So instead of, so what would typically take you two to three weeks, like you just said, for a bank to tell you yes or no, right?
31:41
My software does it within seconds.
31:44
And so when it sends the deal to the lender, it's already underwritten with the entire deal summary.
31:50
documents attached, everything.
31:52
So we already know the client, right?
31:54
What's their credit score, their background?
31:56
Do they have any bankruptcies?
31:58
What's the client's profile?
31:59
What's the deal, right?
32:01
What's the financials for the deal?
32:02
What's the strength of the deal?
32:04
We're pre-flighting it.
32:05
So it's already pretty much approved by the time it gets to the bank.
32:08
So we're doing all the work prior to it getting to the bank.
32:12
Let's not use me, but walk me through a deal that you watched collapse that should have closed.
32:16
Oh, my gosh.
32:17
Which one?
32:17
And then what actually went wrong, and at what point was it already dead?
32:21
Yeah.
32:21
So there was this client that had a, he has a gas station till this day.
32:27
He still calls me all the time.
32:29
I was working on that deal for an entire year.
32:32
It was an 8 million refinance on a gas station.
32:36
I helped him purchase the gas station, but at the time I got him a really high loan to value.
32:43
And so I,
32:45
Obviously the value went down, everything dropped.
32:48
And so he was pretty much upside down.
32:51
And I told him, don't refi, just hold off, just wait.
32:54
And he was like, no, I want to pull some cash out.
32:57
Literally, I was working with him for an entire year.
33:00
And I got him an approval.
33:01
And then he decides to not move forward.
33:04
And I was like, oh, my gosh.
33:06
And then it turns out that he had some type of lawsuit with a big bank.
33:12
I won't mention the name, but that's why he decided to stall.
33:16
Because he also had like a check cashing place.
33:19
They did some check fraud.
33:21
They did all kinds of stuff, but I didn't find out till afterwards.
33:24
So I was so pissed that the entire year I was working on it.
33:28
And I got him an approval and then he decides to not do it.
33:32
And then it's like all this stuff just starts to unfold.
33:37
And I was like, now I understand why, you know, why all this happened.
33:40
But this is why the software allows you to do that.
33:43
You're able to put on there, you know, if there's any bankruptcies, lawsuits, pending lawsuits, if that, you know, whatever their credit is, you're inputting all of that into the software.
33:52
So it's matching you to the lenders that are okay with that.
33:56
Because there are lenders that are okay with that.
33:58
Your rate's not going to be nice, right?
34:00
Your fees are not going to be nice either.
34:01
But we can still get it done.
34:04
Yeah, it would have been done 10, 12 months or 11 months earlier.
34:09
Right.
34:09
Exactly.
34:10
So yeah.
34:10
Success loves speed, man.
34:12
Success loves speed, yeah.
34:13
Have you ever read the book Too Big to Fail?
34:15
No.
34:16
Is it in a movie too?
34:17
It's a movie too.
34:18
I don't know.
34:18
Have you seen the movie?
34:19
No.
34:19
You should watch it.
34:20
Basically what it does is it breaks down how the government had to fund the banks, the crashes of the banks.
34:27
And it talks about how...
34:28
The no interest loans.
34:30
Now this is, I know your commercial, this is residential.
34:33
They were writing all those bad loans and these, and you should read it because actually I was thinking an unintended benefit of your software.
34:41
By the way, which one of your businesses' names is the software?
34:44
CRE Capital Finders.
34:46
C-R-E Capital Finders.
34:48
Yeah.
34:48
And what's commercial real estate?
34:50
I was like, what's CRE stand for?
34:51
Commercial real estate.
34:52
Commercial real estate, yeah.
34:54
Capital Finders.
34:55
That's brilliant.
34:55
You're just in the right place to run up.
34:57
So the unintended benefit is that it will...
35:01
It'll fund those correctly and know that nothing gets through that's BS.
35:06
I think that's a new world we live in anyways with AI.
35:10
You're going to spot things.
35:11
I was just joking and I uploaded some tax returns and it said, hey, something wants to slip through because this shouldn't be on.
35:18
I was like, oh, wow, that's fast.
35:21
Yeah.
35:22
Yeah.
35:22
When a deal starts going sideways, what's the first move you make nowadays?
35:26
Not the feeling, the move.
35:28
When a deal goes sideways.
35:30
Yeah.
35:30
I mean, through the software.
35:31
It just doesn't?
35:32
Yeah, no, because you just get different options, right?
35:36
Depending on what you're looking at.
35:37
I want to get into a woman running three different businesses.
35:41
I know it's three businesses that feed each other.
35:43
So it's two companies and then it's two, three separate businesses.
35:47
So it's the commercial loan brokerage, which is CRE investments.
35:51
And then it's a CRE capital finders, which is the software.
35:55
And then I also have an educational program.
35:58
So the educational program came from the software.
36:01
So again, this software has really tried me.
36:06
It has tried to break me many, many times.
36:09
So when I first started the software, I decided to go the quick route.
36:15
So I found some guys from India and they were like, yeah, we can do it.
36:20
We can get it done.
36:21
Blah, blah, blah.
36:22
They wasted my time and my money for many for six months.
36:27
For six months.
36:29
And that's when I was like, you know what?
36:30
I give up.
36:31
Like, I have a vision.
36:32
I know what's needed, but I give up.
36:34
This is crazy.
36:36
And so I was I was really discouraged.
36:39
So then that's where the program came about.
36:41
I created a program to help, you know, brokers or anybody looking to learn how to debt broker commercial.
36:48
How to do it step by step.
36:50
So I have an entire program with over 50 something modules, lessons, step by steps, tools, resources, everything that they need.
36:58
And again, that all came from the software becoming a failure in the beginning.
37:03
And so then I built this because I, again, the market needed it.
37:06
People were constantly reaching out to me like, Rachel, what do I collect?
37:10
Rachel, how do I underwrite this deal?
37:12
Rachel, what lender do I take it to?
37:14
And I was constantly repeating myself.
37:16
And I was giving my time away for free.
37:18
And people take advantage of free stuff, right?
37:21
But once you start charging for it, that's when they start to pay attention.
37:25
So then that's when I created the program.
37:27
And so, you know, people were inside of the program and they were getting a lot of great benefits.
37:32
And that was just while I, you know, I finished the software.
37:38
But now I have both.
37:39
I have the software and I have the program.
37:41
So out of failure, it spawned a learning area.
37:45
So failure is feedback and failure is necessary.
37:49
I always say there's two constant death taxes, but then I had a third and it's failure.
37:54
You're not failing.
37:54
You're not trying.
37:56
Exactly.
37:56
And you got to keep going.
37:57
So the AI, I feel like...
38:01
In this AI world, we got a lot of jokers, a lot of joker vendors.
38:05
Yeah.
38:05
If somebody takes a leap of faith and they get involved with some joker vendors that are going to help them, what would you have told yourself looking back on the six months that it wasted?
38:14
What advice would you give somebody that's saying, I'm going to take Rachel's advice.
38:18
I'm going to go start my own business.
38:20
What would you, could you have noticed faster or what could you have done better to reclaim some of those six months?
38:27
Yeah, I mean, that's that's a tough question, because, again, I feel like within that process is what truly like, you know, you can't just become successful, you know, day one.
38:35
Right.
38:36
It takes it takes that failure.
38:37
Right.
38:38
It takes that failure.
38:39
And I feel like within those six months is what's preparing you and what's building you.
38:43
My advice, I ask that because I was trying to think of it in my head.
38:47
My advice is to outline ahead of time what checkpoints, what non-negotiables.
38:54
And if they don't hit them, you have to fire them.
38:58
Yeah.
38:59
And you put an end time.
39:00
It's at month one, we're going to be here.
39:02
At month two, we're going to be here.
39:03
And if at month three, you're not even close...
39:07
People think, oh, it's a failure.
39:08
No, no, no, no.
39:09
You learned exactly what you won't accept.
39:12
And then you chose yourself, trusted yourself, and parted ways with someone who's not going to get you going forward.
39:18
Exactly.
39:19
And it's scary.
39:20
And I always feel like, I once sat across from a friend of mine, he's like, you just keep churning through people.
39:26
Yeah.
39:27
And I was like, I took it as a slight.
39:29
And I'm like, wait.
39:30
And then years later, I look back and I'm like, no, no, no, no.
39:32
That was me choosing me.
39:34
Exactly.
39:34
They weren't meeting my standard.
39:36
1,000%.
39:38
And not just that, but you have to go through that in order to find the right people.
39:44
And I'll give you an example.
39:46
Just on the way up, I was talking about marketing, right?
39:49
Marketing has been huge for me.
39:51
I have gone through, gosh, I don't even know how many marketing companies at this point, just this year.
39:57
And it's like they stay with me three months and then I'm on to a new company because I felt like they couldn't perform.
40:04
But guess what?
40:05
That all taught me that I need to have my own in-house marketing, not third-party companies.
40:12
Because nobody knows the business like I do.
40:14
And if I can truly train them.
40:16
Right.
40:17
How I need the business to be and what I need.
40:20
It's going to be a game changer.
40:21
And a friend taught me that recently.
40:23
They were like, why do you keep hiring third party companies?
40:26
Why are you not starting your own marketing company agency?
40:30
And I was like.
40:31
Wow, that's so true.
40:33
Like, why am I not doing that?
40:34
So now that's what I did.
40:37
And honestly, it's been a game changer.
40:40
Not only do they understand the business, they understand me and they're here for me.
40:45
So it's amazing.
40:46
It works out.
40:47
Sometimes the answer is right in front of our face.
40:51
It is.
40:51
Like, duh, hello.
40:52
It is.
40:53
Rachel, I'm going to put you on the spot, and I'm going to switch gears, and I apologize, but I'm going to warn you.
40:58
You've got this whole business thing figured out somewhat.
41:01
To a T. To an extent, yeah.
41:03
Why haven't you done this in your love life?
41:10
That's a great question.
41:11
I, huh.
41:16
You did put me on the spot.
41:17
So... Because you've got to figure this, the same blueprint.
41:20
Yeah, yeah.
41:21
So most of my 20s, I was in a relationship, two big, two long-term relationships.
41:27
I've been single for 10 years.
41:30
Yeah, I know.
41:31
The last relationship 10 years ago was about five years, four or five years.
41:36
And it really taught me a lot, especially about myself.
41:40
And so I really had to work on myself.
41:43
So all these years I started working on myself and I'm talking about every aspect, mentally, physically, financially, emotionally.
41:52
Like I wanted to become the best version of myself for my husband and for my kids.
41:58
So the entire 10 years, I decided, you know what, I'm going to focus on myself and I'm going to focus on business and, you know, working on what I'm wanting to do.
42:08
And if somebody comes along, great.
42:11
And so I have dated.
42:12
I dated a lot throughout the entire, you know, 10 years, six months, three months, but nothing that I can say that was a relationship, right?
42:20
Or the boyfriend and girlfriend title, so to speak, because the more that I, that I became, you know, that I was by myself, the more I realized my value, my worth.
42:33
And I'm like, this is not worth my time.
42:36
It's not worth most importantly, my peace.
42:38
Yeah.
42:39
And I don't know if you've dated or gone out of this world, but there's not, there's great quality people.
42:45
Don't get me wrong.
42:46
There are some great quality people, but they just haven't been aligned.
42:50
I need somebody that compliments me, right?
42:53
Somebody that we can essentially build together.
42:55
That's on the same path as me, because if they're not, they're just going to bring you down.
43:01
And it's like all those 10 years that I've worked on myself.
43:04
It's like, it's just going to pull me down.
43:06
So I need to be very, very careful on who I, you know, give my time and attention to and, you know, and who I essentially date.
43:16
And so it's not that I don't want to, it's not that my heart is closed off.
43:20
I'm a big, you know, I'm a big lover.
43:22
I have a big heart.
43:23
So I've been told.
43:25
And so it's just been that it hasn't been the right person or it hasn't been the right, you know, time.
43:31
Sometimes timing is not the best.
43:33
Like right now, the last two years, I was just solely focused on, you know, developing this software.
43:38
And I honestly didn't I didn't have time.
43:42
Like I want to say maybe a.
43:44
The beginning of this year, I went on dates and I was like, oh my gosh.
43:49
In my head, I was like, I was on the date and I was thinking in my head, did I send that email out?
43:53
Did I do this?
43:54
Shoot, I forgot to send this to the developers.
43:56
And that's when I realized, oh my gosh.
43:59
I was like, I'm going to apologize, but I feel like I'm not in the mental capacity right now to date.
44:05
Like I need to, if I'm in a date, I'm going to be fully present and give my time and attention to that person because it's a, it's an entire, it's a whole nother job, you know?
44:16
And I want at the end of the day.
44:19
to date with intention.
44:20
Now I'm great.
44:21
Now I'm good.
44:21
Now I'm in a good space.
44:22
So now I, I do plan to, right.
44:25
But these last years, it just hasn't happened.
44:28
And I feel like God really took me by the hand and was like, Nope, like you're going to focus on me and your purpose.
44:33
And this is what I want you to do.
44:35
And boom, boom, boom.
44:36
He had the whole
44:37
blueprint for me.
44:38
Right.
44:38
So, you know, and again, it was just me also becoming that best version of myself.
44:45
We never stopped working on ourselves.
44:47
Right.
44:47
I don't want to say I'm not perfect.
44:49
I don't think, you know, no, none of us are perfect.
44:53
But I do want to be that person for my husband.
44:56
I want to be the present wife.
44:58
I want to be the the wife that, you know, is not you know, that has all the qualities that that he's looking for.
45:06
And if I'm looking for something, I need to make sure that we're aligned.
45:10
Right.
45:10
I can't request for my husband to be a multimillionaire and I'm not a multimillionaire.
45:16
That's not even financially, honestly, not even financially, but I'm just saying in general, I can't I can't expect my husband to be, you know, emotionally available and I'm not emotionally available.
45:27
We need to be aligned.
45:29
And that's what I feel like is super important.
45:33
And so, again, I mean, I know that it's going to happen.
45:36
I just don't know when.
45:37
And now I'm very open to it, of course.
45:39
Yeah.
45:40
A lot of people sit across from me on this table and are very successful financially.
45:45
And I'm holding up a mirror.
45:48
I said, if I just build the company, I will be worthy of love.
45:53
I will be worthy of a relationship and all that.
45:57
And then we push it, push it, push it, and we don't work on ourselves.
46:00
It sounds like that's not what you're doing.
46:02
It sounds like you're working on both.
46:03
I say to people, the ceiling of your life and business is the amount of healing you're willing to do.
46:10
It sounds like you're doing that.
46:11
So I just want to make sure that the audience knows that.
46:13
And I've got an idea for you.
46:15
Since you have the developers, make CRE dating.
46:21
That'll be my next project.
46:22
I'm telling you, I've dated real estate.
46:25
People in real estate are a different breed.
46:28
Yeah.
46:28
Like it is, they work 24 seven.
46:31
And I would tell you, if you're listening to this and you're in the real estate business, figure out boundaries because it's out of control.
46:38
It is.
46:39
I've dated.
46:40
And, and you know, what sucks is that now I, again, I'm making time for it.
46:44
And now I'm becoming, making myself available.
46:46
Right.
46:47
I'm making time and space for that.
46:49
Right.
46:49
Now that I'm in a good spot, especially with a business and, um,
46:54
I've dated men that are super successful and that are just working nonstop.
47:00
And I'm just like, shit, like, do I have to sacrifice my happiness for, you know, like, is this how it is?
47:07
Right?
47:07
Where it's like, if I want a successful man, it's like, I have, I get no attention.
47:12
But then, no, there are some men that are like, you know what?
47:14
I see the value.
47:15
I want to put in the work and I want to make this awesome.
47:18
I want to figure this out, you know, so it all depends.
47:21
But for me, I feel like I'm at a good spot now where it's like, all right, I'm finally ready.
47:26
And I've worked on myself all these years.
47:30
And now I feel like I can pour into the relationship and pour into my husband and not just be like 90 percent business and 10 percent relationship because that's not going to work.
47:40
Right.
47:40
There has to be a fine balance.
47:42
So Heart of the Life Nation, because we talk about this a lot.
47:46
This is the literally everything is, is the equanimity and working on yourself.
47:50
So if you want to date Rachel.
47:56
We need a form.
47:59
Put a form below.
48:00
Keep in mind, it's balance.
48:02
I'm joking.
48:02
It's equanimity.
48:05
It's working on yourself.
48:06
And I'm going to tell you this much.
48:07
Yeah.
48:08
The more that you work on your personal development, the more money you're going to make.
48:11
It's not the other way around.
48:12
Money doesn't make you happiness.
48:14
Yeah.
48:14
Happy.
48:15
But happiness will make you money.
48:17
Yeah.
48:17
I've said that over and over and over again.
48:19
So fellas, I've tried it.
48:21
I tried to...
48:23
outwork my unworthiness.
48:25
My, I thought, if I just got one, you can't.
48:28
You have to work on yourself.
48:29
You have to work on that.
48:30
That's super important.
48:31
What you have to unbecome.
48:33
Yes.
48:34
To get to the person you want today.
48:35
Yes, of course.
48:36
Absolutely.
48:37
You can't attach.
48:38
What did you have to, what, what, what are the, some of the things that you did at 26, um,
48:43
that you would never do at 36.
48:46
Date the wrong people.
48:49
That's one.
48:49
I think that's why I've been single for such a long time is because I'm so quick to cut people off.
48:55
If I know that it's not going somewhere, if I know they have some of my non-negotiables, I'm out.
49:00
Like, I don't want to waste my time, let alone your time.
49:03
You know, and I'm very transparent about it.
49:04
Like, listen...
49:05
you're a great person, but I don't feel like we're aligned.
49:08
And here's why.
49:09
Right.
49:10
Like, I don't just ghost.
49:11
I don't just like, no, like I'm very, it's again, my time is very important.
49:17
And so is your time.
49:19
And if I can tell you like, hey, you know what?
49:21
I think you're a great person.
49:23
We had a great time.
49:24
We, you know, everything was great, but there are some things that I feel like are non-negotiables for me that it's not going to, you know, it's not work.
49:32
It's not going to work out.
49:33
Right.
49:34
And that,
49:35
Helps you become a better person, right?
49:37
Maybe it's something that you're okay with and you're like, well, F her, I'm not going to work on that.
49:41
Like I'm good.
49:42
Then that's okay.
49:43
Right.
49:44
But a lot of, believe it or not, a lot of people that I've dated have told me like you have left me so much better.
49:51
than when I, than how I was before I've, you know, some have gotten closer to God, worked on their businesses.
49:57
And sometimes obviously they do it for the wrong reasons.
49:59
They think by doing that, they can get me, but it's, it's, I kid you not, I kid you not like seriously, true story.
50:09
Um, but at the end of the day, it's really like becoming a good person.
50:14
Like for me, I feel like I have such a big heart and I used to hate that about me because I used to lead with my heart.
50:21
And it's, I don't know, I don't know the in between.
50:25
So it's like, here's my heart.
50:27
And it's like, if it lands in the wrong hands and I'm screwed, like it just, you know.
50:31
But we started off with you trust yourself.
50:32
So that's what you're doing.
50:34
We talked about making a list of non-negotiables for vendors, but I always tell people to make that list for your date.
50:41
Oh, 1,000%.
50:42
What's that list for you?
50:43
So all right, guys, listen, listen to this.
50:45
I keep looking over here.
50:47
Why are you putting me on the spot?
50:49
I'm just messing with you.
50:50
I'm having fun.
50:51
So, no, I want...
50:52
I do, though.
50:52
I do have some, you know, some... We have a lot of men.
50:56
Of course.
50:57
And I want them to hear from a successful woman, because you are what everybody would want to date.
51:04
So what does it take to date Rachel?
51:07
What's the list?
51:08
I get that all the time.
51:09
They're like, as a high-valued woman, what do you want from a man?
51:13
I hate that high-value stuff.
51:15
I get it all the time.
51:17
I don't know.
51:18
You tell me, I have no idea.
51:19
I get it all the time.
51:21
But for me, it's, it's having the core, the core values, right?
51:25
For me, it's like, you know, again, having a, having a, you know, having a good heart, being genuine, being humble.
51:33
Being a man of God, which is super important to me, that's like number one, right?
51:39
And then just, you know, everything else that falls into place.
51:42
Like, are you a good person?
51:44
What's your core?
51:45
Well, what is your core values?
51:46
And by the way, Stephen is married, so you can't have it.
51:50
You've explained it.
51:51
See, the high producer right now.
51:52
Oh, my gosh.
51:54
It's very genuine, very humble.
51:56
And that's how it's – What are your core values?
51:59
I mean, all of that.
52:00
All of it.
52:01
Okay.
52:01
All of my core values.
52:02
I mean, I feel like I want somebody that's aligned with me, right, in that sense.
52:08
Like, again, a man of God, a man that's a businessman, just like myself, right?
52:15
That's a hard worker.
52:16
So faith, success.
52:17
Faith, success.
52:18
But success in a business.
52:20
I think you kind of got to have a business owner.
52:22
I think, I don't know.
52:23
Yeah.
52:24
I'm trying to figure this darn thing out.
52:26
I'm 14 years older.
52:27
I still like, yeah, I think, you know, I think everything happens at the right time.
52:34
And, um, and I feel like, believe it or not, through all these experiences, um,
52:39
I have become the woman that I am today because had you, had I been in this interview five years ago, I would not be who I am today.
52:47
Like it was, I was just a whole completely different person.
52:51
I don't want to say, yeah, I don't want to say I was soulless, but I was just not, I was just not who I am today.
52:57
That's, that's for sure.
52:59
We just got, we just got soulless.
53:02
Our final question is what would you say to the version of you sitting sitting,
53:07
At the bank desk on her last day.
53:10
On her last day.
53:11
Mm-hmm.
53:15
Oh, buckle up.
53:18
Buckle up.
53:20
You're in for a good ride.
53:22
Yeah.
53:23
Is it worth it?
53:24
Oh, so worth it.
53:25
Oh, my gosh.
53:26
I would do it over again and again and again.
53:28
It is so worth it.
53:30
Absolutely.
53:31
For me, and you tell me if this is true for you, the bad days are so much better than even the best days of before.
53:41
Yeah.
53:42
The floor is so much higher now.
53:46
And that's why do the work.
53:48
Listen to the podcast.
53:49
Do the work.
53:50
Let's switch over to rapid fire because we're coming up against it.
53:55
One word, one sentence.
53:56
Don't overthink it.
53:57
What was the best deal you ever closed?
53:59
It can be even in the software.
54:00
I would actually prefer to hear about the software.
54:02
What's the best deal?
54:04
I mean, for the software, it's more so helping them place capital.
54:09
So we don't make commissions out of it because it's a subscription-based model.
54:14
Oh, it's a subscription-based model.
54:15
It's a subscription-based model, yeah.
54:17
But what I will say is for the software, some of the largest brokerages that are hopefully going to be coming on board, that's going to change their lives because now they're adding revenue to their business.
54:29
So, yeah, doubling if not tripling their revenue.
54:32
Cash flow or appreciation?
54:34
Hmm.
54:37
Depends.
54:38
Yeah.
54:40
It depends both if you can.
54:42
Yeah.
54:44
The first number you look at on any deal.
54:47
It depends.
54:48
I mean, you want to look at that.
54:50
It's the asset, right?
54:51
For example, if it's a multifamily deal, what's a net operating income, right?
54:55
What's it operating at?
54:57
Like, what's the stability?
54:58
Like, you know, it just, it just depends.
55:01
What's the biggest myth in commercial real estate?
55:03
that it's hard and that it's not for everyone.
55:07
The teacher, book, or mentor who changed how you think about money?
55:11
I would say several things have changed my mind.
55:14
I guess you can say not changed my mind, but changed my perspective, like my goals and my way of thinking.
55:20
I want to say one of my close friends, her and her husband had a billion-dollar exit, and she's like one of my really, really close friends here in Fort Lauderdale.
55:29
And...
55:31
you know, just listening to her story, seeing the way she is, the way she moves and how she operates.
55:37
It's like, so for me, it's like, number one, anybody can do it, which is incredible.
55:42
And number two is like, you know, you can have all the money in the world, but
55:47
But it's about being a good person, being humble, being genuine.
55:50
And that's literally how she leads.
55:52
And she leads by example.
55:54
And that's what I absolutely love.
55:56
And so before it was like, oh, I want, you know, 100 million exit.
56:00
Now it's like, oh, I'm going for the billion dollar exit if I can, you know, on this software.
56:05
And it's again, it's a matter of.
56:07
of having that mindset.
56:08
It's who you surround yourself with, who you associate, you know, like what you listen to.
56:14
And yeah, it's honestly, sky's the limit.
56:16
You just, by believing in yourself, you're already there.
56:20
One lesson every new broker should learn first before they spend a dollar.
56:25
Understand if, you know, commercial is for them, right?
56:29
Because sometimes it's not for everybody.
56:31
So, you know, understand if that's going to be for you or not, because some people will try it and then give up.
56:38
But it's like, why are you giving up?
56:41
Is it that it's actually not...
56:43
Is it not for you?
56:44
Is it you?
56:45
Like, what is it?
56:46
Right.
56:47
Because a lot of the times I have brokers come in either, you know, the program, for example, and it's like, oh, well, you know, I don't think this is for me.
56:56
I look and they haven't done any of the trainings, like literally haven't even opened the program.
57:00
So it's like.
57:01
How bad do you want it?
57:02
Right.
57:03
This has been a master class on perseverance.
57:05
This literally has been harder than life.
57:07
I want you guys to name the one thing that you've been calling safe for more than a year, and you already know what it is.
57:14
You know, before I finish the sentence, what you need to do.
57:16
Put a date on it, not 90 days out, and tell one person that date.
57:21
One thing, 90 days, one person.
57:23
A decision nobody knows about is a wish.
57:26
It's not a decision.
57:28
So make a decision to stop playing safe 90 days.
57:31
Tell your friend and let's go.
57:33
Rachel, where do people find you and what's the first thing they should do when they get there?
57:37
They can follow me on Instagram, CRE underscore capital.
57:41
Hit a follow, comment, like, share, subscribe.
57:46
LinkedIn as well.
57:47
I have, you know, YouTube.
57:49
I have TikTok, which I never go on.
57:53
But all the social media platforms, Rachel Garcia or CRE underscore capital.
57:59
Oh, and then the software as well.
58:00
As you said, there's a website, right?
58:01
The software is appapp.crecapitalfinders.com.
58:06
Yeah, we'll put that in the show notes.
58:08
So if this show hits you guys, send it to one person you thought about while she was talking, especially if that person is still playing it safe.
58:19
Face your fears, live your dreams, be harder than life.
58:21
Please rate and share this podcast.
58:23
I'm active on all social platforms and love to hear from my Segal supporters.
58:27
Each and every episode is sponsored by my company, National Technology Management, the easiest and best IT company to do business with, delivering peace of mind with technology every day, even simplifying cybersecurity.
58:38
Visit TrustNTM.com for more info.
58:41
Until next week, be harder than life.