Make More Marbles Podcast with Brad Hart & Chris Chandler-Yates - Starting a NEW business

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What's everybody, I'm Brad Hart. This is Make More Marvels. Check us outta makemoremarbles.com you can check out my books. I got the 8 minute mastermind how to add 100k to your business in 5, 10 hours a month. And that's at 8minutemastermind.com we've got an event coming up here in October that is October 5th through 8th. It is entirely live and virtual called Mastermind a million. So if you're looking to kickstart your progress with one client who made $350,000 in his first three weeks after the event, and very exciting stuff, you can go to mastermind2millions live and grab your tickets there. And then finally, we just launched a new course on investing. So in a hundred minutes you can get your investing set up on autopilot, take all your time back and you're ready to rock. And that is @moneymastermind live three buckets. That's moneymastermind live three buckets. Chris, welcome to the show. What's up, my man?

Not much, man. How you going? How you going?

Going really well. Today's topic is we're starting a new business.

I know, I heard you are.

I heard you are starting a new business. So if y' all haven't known what I've been doing or if you're just joining me for the first time, by the way, hashtag live, hashtag replay. My name is Brad Hart. I've been an investor for many years, since I was 16 years old. I've been in business since I was in my early 20s. I have failed a lot. I probably launched a hundred things. I've had maybe 10 or 12 of them succeed really well. Right. And that's great. It's a numbers game. It's an averages. I'm trying to up my average each time and I'm learning new things each time, but I haven't really started a new business in quite a while. And now I'm actually starting what, three businesses technically, I mean, in different orders of priority. But it's like there's a lot happening behind the scenes right now. And I just, I gave one of my clients the advice of like, hey, share your journey of what you're going through behind the scenes so that people can relate and also learn and draw inspiration and all this stuff so that by the time you launch this thing, it's like, you know, they're not just hearing about it for the first time and you're not like swept up in whatever is going on that day.

Like the actors, you're warming them up.

You'Re talking to them, you're engaging, and they're, they're getting value just by hearing the story. And maybe they're trying to do something that's scary and hard for them too. And going back to that, like a lot of times on social media, you only get the highlight, really. You only get the finished product. You only get the, the prim, proper thing. But in reality, like, this has been really hard. This is really testing my capabilities. A leader, a team builder, an investor. You know, all these things that are, are my identity, they're, they're being called into question because I'm doing something that's hard and new for me and I've learned a lot of mistakes and lessons that I think would be valuable. So. And you've also joined. You know, you've been a client for five years. You're starting to help me with some of this stuff. You're seeing how kind of some of the crazy stuff happened behind the scenes. There's a lot to it. So I'd love to hear first from your perspective, what you believe the business was before you started. Then after spending some time with me and joining in the business, what it's been like now, and then I'll load the new stuff on you. We could ask some questions and go.

Back and forth, I guess. Like, for me, when I first started, I kind of. Let's take Build a Mastermind, for example, because that's where I've been, you know, most of, most of the time. When I first started, I was like, I don't even know what a mastermind is. So. Okay, cool. First educate me on what this thing is. So it's that, it's that education on that side of stuff. And then it was just really systems like, you do this, then you do this, then you do that, and then you do that and you get a.

Result.

And then you win. And, you know, and you repeat it and you repeat it and, you know, I've stuck around because it works. I've stuck around also because I watch you and you do it the same thing in every single system. Like everything that you've done that I've watched you do, I mean, we've become friends. We've, you know, we've done crazy, you know, motorcycle masterminds and slept in tents together and everything you do, you go, okay, cool. Do this equals this equals this. And then we win. And so it's, it's pretty cool. It's pretty cool to watch. And then the Other thing that. And actually, Kristen and I talked about this the other day. She's like, oh, yeah, Brad's gonna do this new thing. Oh, okay. Yeah. Now he'll win at it. Well, it's. It's this. And I remember being. I remember in the very beginning when I first joined up with you, and I had this thing of, oh, you know, I'm just a cop. Why would some people pay me to come, you know, help them become cops? And you're like, chris, take some of my confidence. I have enough of it. I was like, I've used that one because of my clients. They. They need confidence to actually build the fitness and mindset to become a cop.

You know, it's possible. You've seen.

I know it's possible. Yeah, exactly.

You've seen it happen for people who are way worse off than them, who ended up way better off than they are. So, you know, it's possible. So you just, like, you're not being egotistical. It's like, no, I've seen this happen a bunch of times. You haven't.

Take.

My confidence would come from my reference points and my experience and use it to take.

But Kristen and I were talking about this the other day where, like, I was like. I was like, oh, Brad's doing this new. This new. This new business and that has this new idea, would build a mastermind. And then also now the real estate stuff. And she goes, oh, yeah, it'll happen. It'll work. Because Brad just knows it'll work. And if it doesn't work, it'll shift. He'll pivot and something. It'll work in a different way. Yeah. And. Yeah, it's. It's just that when you have the systems in place, you can do it. It's. You know, you just follow the process and you have the system.

And one of the most telling things for me was when you were hanging out at the house and we were just playing video games. Like, I love Modern Warfare. This is one thing people don't know about me is I love video games. There's probably like three or four days per quarter where I just. All I do is play Skyrim or Grand Theft Auto or whatever it is, right? And I just go. Go down this crazy rabbit hole. And you're like, wait, you play video games? I'm like, yeah. He's like, when the hell do you have time to play video games? Because you just assume I work all the time, right?

Well, it's. You have this image. You have this image because I see you A lot with work. And then I'll either see you with work or we'll be full play. And that's where we. That's where we've known each other up until I was in the US earlier this year. And then I came and stayed at your house for, you know, twice, for 10 days at a time. And it was like, oh, wait a second. Brad is human. He's not a robot.

But this is so important to recognize. Like, everybody you may look up to or is in another phase or you're trying to learn from is. Is a person with. With very real fears, very real desires, very real conundrums and. And different parts of their personality. And, like, you may not see all that again because we get a very narrow lens through social media, but I'm the kind of person who, you know, I have trouble sleeping sometimes. I'm the kind of person who I. If I don't work out, I don't feel good. I'm the kind of person who I get anxious a lot, and I used to drink, and I don't drink anymore. It's like, I like video games and I like ice cream and I like pasta, and I like these things that I probably shouldn't eat that much of because I, you know, I look at it and I. That. But you know how it is, right? So we. We make presumptions like, this person is different than me, and therefore they have a different level of success, which may or may not be true, but it's not that they're different or they're better or they're worse. It's more of a function of they have different habits that produce different results.

Yeah. And it was. It was. It was awesome to see and actually implement in some of those habits that, you know that. That you do and see kind of what happened. But also, like, watching you go into building, like watching you go into mastermind of millions. Because I was there just before that, like, the first time, and you're like, had that going on. You had the crypto stuff going on. You had a million different things going on. And watching you and going, oh, Brad gets stressed out too. Okay, cool. But watching you, watching how you deal with that, you know, you actually were like, okay, cool. No, at this time, I'm done. Phone goes away, Goes like, you and Jasmine, your phones are on do not disturb. And when I was there trying to get a hold of you guys, it became such a nightmare because I was like, oh, my. It's on. Do not disturb all the time. You're not Hearing like, I'm messaging you, like, but I'm like, oh, wait a second. No, that's a really good idea. Did you know. So here's a little story for list for. For guys that are watching. Brad does not have his phone on. It doesn't ding at all. And I'm at Brad's house and I'm on his couch and my phone is. I'm getting text messages from, from like my, from my support staff and my. In my mastermind. And it's dinging as dingy. And Brad's like, can you turn that off? How about this? We're going to create a policy. No more dinging in the house. I haven't turned my phone off of silence since I got home.

Yeah, there you go. And it's crazy how much more of just. Just energy you have, Right? Because you're not at the whim of whatever somebody else's agenda is for your time.

Yeah.

You get to respond to things when it's appropriate and convenient for you versus reacting to everything that shows up at whatever time it shows up.

And it just reduces that. Just getting rid of that noise. I mean, it still comes through on my watch, but it just reduces the noise and so in turn reduces the stress. It's like, oh, wait a second. Yeah, it's there. Okay, cool. I'm carrying on. Whatever.

And here's the crazy thing, gang. You're going to be like, hey, I'm a cop. Hey, I'm a first responder. Hey, I'm a parent. Hey, I'm a whatever. Right. I have some need. Why I have to have my phone on. It's all a story, right? You're not the President of the United States. Nobody needs to get a hold of you at 2am unless it's an emergency. And you could set your phone to allow only calls from certain people or only texts from certain people at certain times or set. Do not stir hours between. Like, there's a way to hack this, gang. So I would just think about. Or go into your notification. Do it right now while you're listening to us. Right. No, no time like the present. You go into settings. Let's say you have an iPhone. If not, please get one because they're better. Yeah. And your friends who I tell all.

Of my clients, I tell all of my family, I tell everybody at 10 o', clock, my phone goes on, do not disturb.

That's it. And just let them know.

And it goes on, do not disturb until I wake up in the morning, whenever my alarm goes off, whatever time that is, if you need to get a hold of me, if it's important, call me twice, because it will come through.

That's right. And so you go, I've got, I don't know, 100 plus apps on here. And I'm just scrolling through right now. Most of them have all of it off. The ones that are like, not off are like, okay, banners on doordash. So, like, if I order doordash, I want to get notifications for that. Okay, cool. But if they start sending me ads and crap like that, they're done. I'm out. Right. The hidden app where it's like, okay, if I lose my phone, I should be able to find that. That's something. I might need something for my alarm at my house that's important. I'm going to keep that one on. Right. There's a few that I'm going to keep on. And the rest, I got five that I get notifications from, and the rest are not getting notifications. And on my phone it's like, do not disturb from, you know, whatever, whatever time. And I've just gotten better at not being on this thing and leaving it outside of my. My purview. And, like, I get back to people. I'm not, like, never responding, but I do it in batches. I do it in one chunk. So I don't take a minute here, a minute there, five minutes here, five minutes there. I take an hour a day and I just respond to everybody and I'm good. And then I've got 23 hours of my day to do other things. And then, you know, if it's something I really need a quick answer on, I'll just communicate with that one person and set up that one person to communicate and give them a way to communicate with me.

But that's boundaries. It's, you know, I help people not burn out. And the number one thing is people don't put boundaries in. They make. Like you said, they make all these reasons and excuses. I got my phone on because. Because, you know, people at work need to be able to get a hold of me and all that. I was like, if they can't get a hold of you, guess what? They'll get ahold of somebody else if it's that important. Or they'll call you a million times and then you will hear it. If it's that important, they will get a hold of you.

One of my favorite phrases is, your failure to plan does not constitute an emergency on my part. There are very few things that are actually emergencies.

You know, it's, it's, it's, it's funny. I have.

And even if somebody is hurt or dead, like, what is you knowing about it this minute versus in an hour from now going to really change? Are you ems, people that are going to show up on the scene and defibrillate them? No, it's like, yeah, I mean, I.

Talked to, I talked to cops that are in welfare positions and this is the one thing that tell me, oh, I need to have my phone all the time because if, you know, they need to hold of me in that. I was like, first off, you should tell the everybody my phone is on do not disturb. If you need. If it is an emergency, call me twice. It will come through. Because a lot of times somebody will call once and really they don't need you, right? If they're calling you twice, they definitely need you. And that is why Do Not Disturb has it set up where if they call twice back to back, it means that they need you. It's urgent, it should come through. So it's a perfect setup.

I like this a lot and I don't want to get too down this rabbit hole, but that's the first thing, gang is just create the space to actually do something. If you're going to create a business, you're going to do something like that's a new habit that's going to require a lot of emotional and mental and physical bandwidth, at least in the beginning, until you get good at it, right? Just like anything, any new task, you need to create that time and that space and then you need to feel into the emotions of it. Because the very first thing that's going to come up is this feeling of unworthiness, this feeling of lack, this feeling of fear, this feeling of suffering, this feeling of whatever. And this is all new learning for me. So I don't know everything about this. I'm not a master at this. But this is something I've been really diving into is the sense of like, am I doing this from a place of compulsion, addiction? Am I doing this from a place of not feeling worthy of something outside myself? That's, that's an illusion that, that you know, because money doesn't solve that. More money, more stuff to do. It doesn't solve any. That more feeling of it doesn't solve any. That if you can't feel successful, whole loved, complete, worthy inside yourself first, you're never going to get it from any external source source, you just won't. So you need to feel through those feelings and not judge or explain them or logic them. You just need to love them. You need to be able to ask yourself, can I send love to the part of me that's feeling X or y or z? Can I send love to this thing? Not I need to or I suck if I don't. Can I send love to the part of me that's feeling small, to the part of me that's feeling like an imposter, to the part of me that's feeling shame, to the part of me that's feeling fear, to the part of me that's feeling guilt and just really feel that love for that party. All that part of you wants is to be heard and seen and felt. Just like you as a whole, as a conscious being want to feel heard and seen and felt by the people you care about and who you love you. And if you can't love yourself, it's an inside job. You can't love anybody else as much as they really deserve to be loved. If your cup isn't full, how can you help anybody else? And the act of being in business is an act of serving people either through your creativity and creating a product or service or actually doing the work, whatever it is, that's where you start. So I felt a lot of resistance coming out to something that I've done a lot of times in my life, which is cold calling, which is reaching out to people who are complete strangers and asking them, hey, do you want to sell? This is a for the real estate business now. I'm just being very specific.

Don't we all get this though? Brad person who's in sales for any kind of time has done a ton of gold car and some days right now, and it's same thing.

Some days it's better, some days it's worse. So the first thing before I do anything is what's coming up for me. Let's put a name on that emotion and can I send love to the part of me that's feeling that emotion? Right? And you just do that for a little while and hopefully it creates some space where it's like, okay, whatever you got to do to get it out of your body and, you know, just allow it to be right, then I'm just going to go do the thing. I'm going to put my blinders on. I'm going to go do the thing. I'm going to do it with the expectation that I'm going to fail at it. So that anytime I don't fail, anytime that I don't win or Sorry. Anytime that I get a good result, which is most of the time, by the way, it feels great, right? Because I had no expectation of winning. I was actually expecting going and just learn something and be okay with that. It's not failure in the sense of like most people learn that failure is a thing to be avoided. I'm looking to fail because I want to limit the number of things I don't know that I don't know. I want to find the edges of all that Venn diagram and find the possibility of what are the things I don't know, I don't know. And if it's a complex business, I want to do that in a small venue first. Right? So with real estate, the essential funnel is I've got to find houses that look like they need love where the seller might be interested in selling. That's thing A. And we need enough of those to make it worthwhile. Several hundred, several thousand, whatever it is, right? Then I need a system by which to reach out to those people and ping them with a couple of texts, right? So we're going to ping them in a couple of texts. Then I need to field the incoming fuck yous and get over that. And then I need to field the ones that are, okay, I'll talk and talk to them for five minutes. And then here's the important part. I'm not trying to make the deal myself yet. I don't feel competent enough to do that yet. Even though I've done real estate in New York, even though I've done an investor, even though I've done all this stuff, I just know there's people out there that are willing to partner with me who have way more experience on that because I just want to do deals for them. And I can assign that deal to somebody else and get paid to do it while I learn from them and looking over their shoulder, I will do that as long as it takes to a stack some cash in this new entity. Because I'm using a clean llc. And to learn the various different ways we can be a Swiss army knife to close deals and acquire properties, ideally with as little to no cash of our own as possible. That's the Holy Grail. Because my belief up until now and recently, until I started looking at guys like Pace Morby and Jerry Norton and some of the other guys, was that I need a big pile of money and that I could go buy real estate. The reality is it's irrelevant where the money comes from. You gotta find the right deals. And I knew this, but I hadn't put it into practice. You have to find the right deals and the money and the people will show up for the right deal deals. And if I can build an engine that just produces real estate deals, well, at first I can just stack some cash, and then when I get confident, I got some cash and I can go and buy my own stuff, or I can leverage relationships. There's somebody out there that wants that property. So if I just have a consistent lead supply of deals that's just showing up again and again and again, we're in really good shape. And I'm going to do every part of this process. I'm going to drive down the streets virtually and in person and look for these houses and figure out what to look for. I'm going to build that sop, going to do the outreach and the cold calling. I'm going to build the list. I'm going to send out the text, I'm going to respond to the text, I'm going to field the text, and then I'm going to insert people like VAs and setters into those roles. As I get comfortable enough to know what don't I know that I don't know. Because when they come to me and they say, hey, do this or that, I'm going to be able to say, oh, do this instead. Because I will have done it, and I can consider either way. So first, it's creating the emotional space, loving on the parts that need love. It's doing yourself to the point where you're like, okay, I got this. I've seen enough. I feel like I could do it. I've gotten some results now. It's handing it off to competent people to take it from there and building that entire engine in such a way that it's a profitable engine. So that's what I'm currently going through on that side of the business. Any questions about that? Anything you want to dig into deeper? Rocket surgery. And I'm handing these deals off to somebody who got way more experience than me because it's valuable to them. They need deals just like everybody else. And it's valuable to me because I get to look over the shoulder and not mess up perfectly good deals because I don't know what I don't know. So what.

What I'm hearing is you're getting extremely good at finding and creating leads that are valuable.

That's it. Period. That's the only thing I want to master right now. And however long that takes is what I'm going to do. And I'M going to get paid in the meantime, so that's cool. You know, we're talking a little bit of money for leads, a little bit of money for skip traces, a little bit of money for tax, and a little bit of elbow grease. And some of my team, once I get it down, that's it. But if I can create a little engine, that's. That's a valuable business, right? And it's not that complex. There's four or five steps tops, right? If there were 10, 15 steps, it'd be too much. I'd be overwhelmed. I would probably want to quit. I would never start because I want to perfect the whole thing. I used to do that shit and it drove me crazy and it made me waste time and money. Now it's like, okay, what's the smallest chunk I can bite off right now that I can master and then move on to the next piece so that when that's working, now I got the other pieces I can figure out. And it'll take time for me to learn those other pieces, but it's built into the process. On the other side, completely separate from this business, we also have a funded startup. We're building a Web3 software, which is another thing that I've dabbled in but haven't gone full in on, that is it's essentially a dashboard for managing assets. And it's going to start as a Web three thing with crypto wallets. If you got a lot of wallets, it's hard to track all that, manage all that, and then eventually become a dashboard. One dashboard, rule them all for all types of assets. And where we're at with that is we spent a year developing it. It's ready to go. We built a funnel now, and we're about to start running traffic to that funnel, too. We had some setbacks, like we were wanting to use Telegram, and they're, they're very expensive. They want you to put down a million dollars to start. I was like, I mean, flaunt it if you got it, but million dollars to test shit like not, not probably where I want to be, especially when I don't know what I'm doing yet. So I'm looking for alternatives right now, but, like, I'm making progress. I'm chipping away at it. We got the product like that. That was the first big thing is like, we got something that is worth buying. Now it's going to figure out how to sell it and then taking that feedback, that money, and developing it better and better and better and what's been great about that is in the interim between when we had this idea and now where we're at is we've seen other competitors enter the space that have actually had success and now we can just borrow their playbook so we don't need to start from scratch. So sometimes it's better to allow the market to saturate a little bit. There's no one company is going to address the entire market. It's just not possible. But if you allow the market to saturate a little bit, it gives you confidence in your idea, it gives you a playbook to execute and you know what to do. Same thing with real estate. I'm not figuring this out from scratch. I'm putting my own spin on it based on my needs and what I'm trying to create. But I've studied a lot of other mentors to be like, oh, I like this part of this business, I like this software over that software. I like this strategy over this strategy to be a Swiss army knife, to have a lot of different ways to do deals. Because most gurus or most people are successful, they teach you their one way. But when you take a little bit from everybody, you get to create something that's never been created before. Like what I do with bam. I mean, market research wasn't a new thing. I learned it from, you know, some amazing mentors. And, and sales wasn't a new thing. I learned it from some amazing mentors. But when you put it all together and the way I put it together, it's essentially the scientific formula, the scientific method applied to masterminds with data to drive it and strategies that work, which.

Is very, it's like step by step. And this is, and this is why.

This is what you do. And, and you know what to do next. Whether it works or not.

The very first iPhone, they, they did the, they did. That's where they did it. And I think with a watch as well, but with the iPhone, they launched, they, they held back launching until Samsung launched it, saw what people didn't like about it, modified the iPhone and then launched it.

Yeah, and, and that's a, a strategy that I think can work no matter what. And if you're just starting out, it kind of doesn't matter. You're not going to make as big a wave as Apple. It really doesn't matter what Samsung's doing. Like, just get in the game and learn. Right? Do something that's valuable, make some money, do something. But if you're at a place where you can kind of bide your time and you got money in the bank and you like know what you're doing and you got investors or whatever it is, like you owe it to them to take to measure twice and cut once, not just wing it and waste a bunch of time and money. And if somebody else is already out in the market spending a lot of time and money to figure out what works, and showing, you know, success leaves clues showing progress, and you could just copy what they're doing or put your own little spin on it. Even if you're half as successful as they were, you don't have the risk of being the first mover and potentially falling flat on your face.

Yep.

So, so there's the, the, the piecemeal version where you're learning from a lot of mentors. There's the competitor version where you're taking what's working from a lot of competitors. There's making it uniquely your own, and there's not biting off more than you can chew at any given time. You gotta be able to master the first thing before you go to the second thing and the third thing. And maybe there's five things, maybe it's a really complex business. But be in a place where you can see the end and the finish line and you kind of have a general sense of what that is. Because if you're not able to get there and before you run out of Runway, that's a problem. And if it's too complex, you're going to hit too many problems along the way, and that's tough. Right. With real estate, I like, I want to buy a house. I don't want to buy 100 unit apartment complex. I'm pretty sure I can buy a house. I bought houses before. I've sold houses. I'm pretty sure I can do that. I just want to learn to do it in a new, creative way. And I want to focus on the aspects that I feel comfortable with first that add value to others that we can partner on. And the same thing with, with the software piece is like, I don't code, but I know great coders and I've got this team of coders that built it. And I got somebody on my team that's internal that can check their code. Right. I leverage the strengths of other people in order to get the results. So this is a long way of saying, like, hey, you're not going to succeed every time. But if you think of this as like a formula of do X, do Y, do Z, do 1, do 2, do 3, and you follow the formula, like, okay, what's the. The end result? What's the hypothesis? What's the, you know, working theory? How do I emotionally get ready for it? How do I go and take the action and get the results? Not forever, just long enough to, you know, to learn what you need them to learn so you can hand it off to somebody competent. Then you're. You have a really fair shot at. At success and scale, right? And anytime I find myself in a place where I'm like, I hate doing this, because that happens a lot, I just remind myself, hey, it's not forever. It's just to figure out how to do it or how can I get more leverage? Like, I don't wanna figure this out from scratch. How can I go and get a cheap program where it's gonna have, like, scripts and stuff that I could at least start with, you know, Like, I don't need to figure all this out from scratch. People have been doing this for a long time. You know, what's the next thing pay to go faster?

That's what mentors are for.

That's it. That's what mentors are for. And there's people who, no matter what you're trying to do, they've been there, done that, wrote the book on it, created all the SOPs. Like, it's all out there. You just gotta be smart about finding it. And it's those belief structures too. Like, I can't stress this enough, guys. Like, for the longest time, when I was younger, I wanted to be a real estate investor, and I got into real estate to be a real estate investor. But as an agent, I kind of missed the memo on being an investor and acquiring assets. Maybe that's what I originally set out to do, but I got kind of lost in the idea of being an agent. And I'm a different guy now than I was back then. And then later I played a lot of cash flow and I was like, oh, I'm going to acquire all these properties. But it didn't really teach me the interpersonal relationships, like, who's the person I have to speak to in order to get that real estate right? I just. It's not like you buy it off a machine. It's a person that owns it. And they have problems and they have fears and desires and wants and different conflicting interests, like, every person. So I got to learn how to navigate that. And now it's like, okay, well, there's the team aspect and this aspect and that aspect. So, like, and the advertising, the lead gen and the cold Calling like all these things I've had to go through in cycles that now allow me to plug in exactly where I need to be. So now I can go much faster than had I do it. Like, I've been doing this two days a week for four weeks, weeks with the help of my va and I've already spun up. At least one deal is in the pipeline now, and I got a bunch more coming. I've been at it like it didn't take me a lot of time or effort. It just took me deciding, mapping it out, and now filling in the gaps. And that's the difference between 20 years ago and now is like 20 years ago I would have spent 45 grand, took six months and failed, fell flat on my face. And that's exactly what happened when I first started in business. Nowadays it's like I've spent 1200 bucks, maybe 1500 bucks, which is insignificant in the grand scheme of things. And I've gotten way more traction in four weeks working part time while running another business and having a life. So that's the value is like the more times you do something, the better you get at it because you know what to look for and you know how to manage yourself and others. Nothing, nothing we do here is rocket surgery, gang. It's just using the tools. That's it.

Yeah, it is. Definitely. That's all it is. It's just implementing in the tools, learning from others that have made a lot of mistakes and that's it. Figuring out what they did and so you don't have to do it yourself.

Yeah. And don't get me wrong, I love my business. I'm not shutting it down. I just, I want to do other things that are new challenges, new excitement, new opportunities. And this is, this is a way to stretch myself and grow in other ways. But I still can take those lessons and move them forward into this new thing. So, you know, for Chris, what I would love to hear your example of how you went to police departments from working with individual police officers or wannabe police officers. So give your example.

It was the same exact thing. You know, I've gone from, which I'm now doing again. I'm back to, you know, building this, helping officers get in to law enforcement. And so I'm doing cold calling again. It's literally getting people's details and figuring out what, what rooms they're in or where they' ad or, you know, I, I like to spend a little bit of money and I get run ads and then I get their details and it's on there. Hey, I'm going to give you a call. And so I give them a call, I give them a text, I'm cold calling. And you know, so I used to do that and then I went into, okay, cool, I want to reach out to departments and I want to try, you know, work on getting program into departments to help prevent and eliminate burnout. So I literally went on to LinkedIn and did the same exact thing instead of calling them because I'm on the other side of the world. I just sent out LinkedIn messages, hundreds and hundreds of LinkedIn messages of, you know, hey, I've got this idea and I'd love to, I'd love to talk to you about it. I'd also love to have you on my podcast so you can tell your story and you can, you know, advertise your department. Because right now, you know, departments are hurting to get officers. And so, you know, people will look at social media, see what they're doing or look at podcasts. And so that I did that and then came back to the US and ran trainings for departments and learned a whole hell of a lot from that. That I need to go back to the drawing board and re jig things around because the program is not quite right for the market. And so now that's what I'm working.

On in the back end. You went.

I went and did it.

You went and did it. You offered, you did some test and trial runs, you put it in front of people. You didn't quite make the huge sale you wanted, but you learned a hell of a lot.

I learned a lot. I learned that I need to actually get more of a team. So like now I'm actually putting together a list of people that I want to bring on board that are ex officers of 20, 30 years to actually create an advisory group so that I can go, okay, cool. I know I don't know everything. I know I don't work and I haven't worked in this market. You guys have cool. Here's my progress, here's my program. Now what do we do to make it bigger? What do we do to make it better? Because it's not about me, it's about who we're serving.

That's right. And now you can bring that to an investor and have a half cocked solution. Be like, hey, like, this is the team I've assembled. Here's the problem we're trying to solve. We see this opportunity, there's this many departments, we can even grab 1% of them. This is the revenue. Right. And that's, you know, and see Brad.

That'S why I'm in the room with you because I, you know, I was like, oh yeah, maybe, you know, I couldn't possibly do that. But then you just broke it down to like simple terms. It's like, oh, wait a second, that's actually quite easy.

Yeah. And, and here it is. It's 18, 000 apartments in the United States. 180 departments is 1% at. What do you want to charge? 60,000 a year?

Yeah, about 60, 70,000 a year, you know, for bigger departments.

And that's a reasonable anywhere from fifth.

Anywhere from 50 to 100k is kind.

Of call it 60 grand just for the sake of argument. Times 180 departments, that's 10,800,000 revenue. So okay, can you raise 100 grand to get that sorted and get some people moving and get some sales happening? Maybe you can find somebody that already sells things to departments and just have them be your salesperson. Maybe they're selling Axon body cams, maybe they're selling whatever. Right. Some sort of cool tech gear for the SWAT teams and they can get you in with the, the police chief or the commander and be like, hey, this is something else that you guys want to look at. They've already got a budget for this type of stuff.

Yep.

You know, just LA, I believe, has like a billion and a half dollar budget for their police. Freaking 60 grands. A rounding error. That's less than one officer salary. And if that can save them just money and downstream liability because they got better trained.

Yep.

So this one cop, this one time doesn't lash out because he took Chris's program.

Yeah, exactly.

Versus a $6 million lawsuit.

Or, or, or there's also the fact of, you know, they don't burn out and so you don't have to retrain a brand new officer who's costing them 150k. Just go through academy, you keep him.

In the job for the 20 years they anticipated, not six or seven. Like what happened to Chris, he burned out and he lost 14 out of his 20 available years that could have been sent to the. And thank God. Right. Because you wouldn't be doing what you're doing now. We would have never went down this journey. Uh, so obviously it's a, it's, it worked out in the grand scheme of things, but at the time that was a, that was a loss. Right. And now it feels like a win, but it's only because you reinvented yourself so you get to tell that story in a powerful way of like, hey, what if you got 14 more years out of each one of your guys or 10 years more out of each one of your guys? What's that worth it to you? Right? If you're not having to. To. To rely on newbies to train newbies, you have real experienced officers that have been there for a couple decades that can actually pass on the lessons, and you're looking to minimize the single point of failure and save yourself downstream liability of 100x what you're paying. Yeah, that's where a pitch starts to make sense, where it's like, oh, yeah, okay, I'll spend five grand a month to save 500,000. You know?

Exactly. Exactly. Yeah. That's how I did it. Again. It all comes down to. To be honest with any kind of business stuff, especially in the beginning, it comes down to being comfortable getting. Getting comfortable being uncomfortable. Cold calling.

Yeah. And again of some sort. You're gonna feel emotions. Can I send love to the part of me that's feeling x emotion? So what were some of the emotions that came up when you started calling police chiefs?

Oh, I'm not good. I'm not good enough. I'm just a petty. You know, I was just a petty cop. I'm a cop from New Zealand.

Imposter syndrome.

Imposter syndrome. Running these. Running these. I mean, one of the trainings that I ran was there wasn't one cop that was in the room that hadn't done under. That had done under 20 years. Every single. There. I. I did two dozen. Two dozen officers in one day. Not one of them had less than 20 years of service. I did seven. Burned out and hit rock bottom. It's like, so, yeah, all that. All those emotions come up. Am I good enough? Is this gonna work? You know, it's really the am I good enough? One comes up all the time.

Can I send love to the part of me that feels like it's. He's not good enough. Can I send love to the part of me that feels like, who the hell am I? And, you know, why would these people listen to me? Can I send love to the part of me that feels like I have no business telling these guys who've been on the job for two decades, you know, and. Or you flip around, you'd be like, hey, what can I learn from these dudes that have all been in this for 20 years? Like, what are their strategies to cope with this? Because they've.

Which is why I run the podcast, so I can learn I can learn from the other. When I first started reaching out to people who could be on the podcast, especially cops and chiefs, and that it wasn't even for this program initially. It was like, I want to learn from these guys. Departments are struggling to hire people because nobody wants to go in. But I'm like, let's get that information out there. Let's talk to these officers you know are seeing the insides.

That's it. So again, this is a long winded way to say, what's the plan? Create the space, chunk it down, only bite off so much that you can chew at the moment, master it yourself, and then start to get some leverage and delegate as you go. And. And again, proof of concept is everything. If you can get from 0 to 1, 1 to 10 is a lot easier. 10 to 100 is a lot easier. 0 to 1 is the hardest. So you gotta keep the faith. You gotta create the space to go from zero to one, you gotta take the action. If you can find people to mentor, if you can find competitors to model, make friends with your competitors, that's another thing people overlook. If somebody's out there crushing it, doing what you're trying to do, just be like, reach out to them. Be like, hey, I really love what you're trying to do. We're trying to do something similar. Can we chat? Can we maybe support each other? Because you're not going to capture the whole market and I'm not going to capture the whole market. And if they're not into it, they're a loss. But if you're serving the same mission, why wouldn't you talk to those people?

It's all about the mission. It's not about the.

Maybe they'll hire you. You can learn their business inside out and then go start your own, you know, like that. There's no downside to that conversation. You know what you're up against, or you get some crazy benefit you would have never expected. But all of us, all of us hear me now. All of us have scarcity. All of us have stuff show up in our, in our mind. That is not true. But we believe it long enough not to take action. What if we suspended our disbelief just long enough to take the action, to see what actually would happen?

Okay, cool. Let's use that same ego to now drive through that and actually get it done.

That's it. Because we're all here once, gang. All this illusory fear crap that we deal with, everybody deals with, is that's part of life, right? And it's you can like it. You could label it as a negative, or you could label it as, this is a part of me that I need to show love to. Just like I love the best parts of me. Right. And the, the faster and sooner you can do this again. This is advice I need to hear, which is why I'm kind of peppering it in my own brain stem right now. Because I'll do stuff for a while in the work and I'll forget. I'll go right back to drifting.

Yep.

So this is me getting leverage and accountability on myself to be like, hey, where am I at right now? What am I feeling? How can I create more space for the task at hand and actually not take anything personally? Because if somebody says, hey, fuck you, lose my number, that says nothing about you and everything about them. And that's not somebody you wouldn't want to work with anyway. It's not like you got to convince that person. They're convinced.

Just yesterday, cold calling them called one up. It went straight to voicemail and guess what? The voicemail was. Fuck off. I was like, okay, cool. That is definitely not somebody I want to work with. It.

I have a phone, if that's your message. I was like.

I was like. I was like, oh, this is awesome. I was like, this, this just like concrete.

If that's really who you are and you really don't want to be involved with people, great. Don't have a phone, period. You don't have to be contacted.

Exactly. I was like. I was like, that is. That is. Yeah, perfect.

You know, it saves 60 bucks a month by switching to no phone. Exactly. We just saw this. We're switching from active campaign to go high level, which is two different email services. And I was just looking past the five years that we've been on activecampaign, we sent like 14 million emails.

Wow.

Like 1.8 million of them have been opened and like 60,000 of them were clicked on. But if I was like looking at everyone scrutinizing, why didn't they read it? Why didn't they open it? Why didn't they click? I wouldn't have had 60,000 people click something in some email. And I'm sure it was some of the same ones multiple times. But the point is, like, we made millions of dollars in aggregate not because of any one thing that happened, but because of all those things that happened. And if we didn't have the, the consistency of being able to send 500 plus campaigns and 14 million emails over five years, and we're not the Biggest in the world. But, like, we would have never. You can't have the result without putting the inputs.

Oh.

So when in doubt, get the inputs down and the outputs will tend to normalize. And then you can focus on optimizing. But you have to have something moving in order to optimize. Right. You got to do something. So even if that's you picking up the phone for the first few times, get some momentum, you know, and if.

You'Re not comfortable picking up the phone and talking to somebody else, there's also other ways. Text messages send Facebook messages. And, you know, because you don't have that, you don't get that, you know, there's a little bit of a disconnect there. Then build that confidence up to, okay, cool, I've got their phone number. I've text them now I'm going to ring them. I mean, there's those days where I'm like, I just don't feel like peopling today. I'm not going to call people. I'm just going to send them a text message. Those that respond, guess what? They're really actually quite warm if they're responding to a text. Cool, perfect. Now you're organizing a time to actually call them. And now you're not just cold calling them, you're actually warm calling them.

That's right. Because they agreed to be called. Yeah. At a certain time. Yeah. And be real with people. That's the other thing I've noticed is, like, if you say it's going to be five minutes, it's five fucking minutes. That's how long you got. At the end of that five minutes, be like, thanks for your five minutes. We'll follow up.

Yeah.

Oh, no, no. I want to talk. Okay, cool. Well, it's on them now. Like, but if you said five minutes, don't. Just don't. Don't break trust with people you haven't even met before. Because everybody's looking for a reason not to trust you. Give them a reason, every reason to trust you.

Yeah, I mean, I've had that on sales calls. I say they're going to be 45 minutes to an hour. And if they get approaching an hour, I'm like, hey, look, it looks like this call is going to go over. We can cut it short here and, you know, we can throw, you know, I can tell you exactly about the program, or we can continue on and really make sure that this is right for you. I have not had one person that goes, no, no, I'm done. I want out. If they're saying, no, I'm done. Like I've got to be done at the hour.

I would have said that by what.

They would have said, they would have come up with some excuse and they wouldn't have signed up anyways.

That's right. So, so again, just if you say you're going to do something, do it. Pay attention to what you say because that's what they hear even if you aren't. Get fully present to what you're saying, become present to it. Keep your promises. So that's, that's another thing like especially with strangers, they have every reason not to trust you and you might have the best intentions in the world but everybody needs and wants something. So just own that, you know, like I've just been reaching out to people saying hey, I'm Brad, I'm a local property investor. Would it be a ridiculous idea to consider an offer on your property? Right. And if they say something. No. Yes. Great, thanks for your time or you know, have a blessed day, whatever. Like I'm never mean to people. It's just, you know, cool. It's next one, next one, next one. You know, if I hit up 200, I got exact numbers here. If I hit up 200, I got 30 responses. 13 that were positive, however many were negative. One appointment so far and I still got follow ups to do. So it's like, you know, we're just, it's a numbers game somewhat. Some people want to sell their house, some people don't. Some people are reasonable about their expectations, some people aren't. Some people, you know, one system is going to work for them, another won't. Right. There's just, you don't have any control over that. All you have control over is your inputs and how you show up. Yep, the outputs will take care of themselves. So again we're building a, either through paid or organic or both. We're building an audience to which we can then launch lifetime deal for, for block dash. You can check it out@blockdash.com and you can get our free course and all that cool stuff. You go to blockdash.com free-course is a really valuable course there that you could check out for free. We're also doing, you know, the real estate stuff and we're just focused hyper local on a few zip codes here in, in Phoenix to start. But we could literally take this anywhere because it's working here. So that, that's cool. And we'll continue to refine that again like I expect by the end of the summer. We're gonna have some really cool stuff happening. So if any of this is valuable for you, we'd love to have you involved again. If you're interested in masterminds, you got the Mastermind book, the mastermind event, that's 8minutemastermind.com or mastermindmillions live. And then, you know, if you're looking for help on the, on the, the burnout side or you want to do a motorcycle mastermind, you go to motorcyclemastermind.com for Chris or what other URLs and links you have there. Chris?

Yeah, so you can go to Create from y dot com. That's Create from why dot com. And you can see everything that I do. So we've got, we got fitness stuff. If you're looking to join the police force and you want to, you know, set yourself up right, both to pass fitness test and also mentally wise. Motorcyclemastermind.com you can see what we did earlier. This. We are currently planning the next one. It's looking like it's going to do Zion Bryce, Arches national park kind of areas, all putting it together at the moment. So that'll be fun for next year. And so, yeah, once that's up, we'll update the website. But yeah, it's, it's all a bunch of fun.

Love it. All right, everybody, have a beautiful day, Stay blessed, and I'll talk to you on the next one.