You Can Always Do Bigger: Finding and Scaling Business Opportunities Hiding in Plain Sight - Ep. 91

Welcome to the Next Level Income show where we help you raise your income, your investments and your life to the Next level. I'm your host Chris Larsen. You can get a free copy of our book@nextlevelincome.com just click on the book link. Also, if you'd like to learn more about our institutional quality investments, check out our Invest link on today's show. You do not want to miss Gary Wilson's story. Gary bought his first property at 22, sold it, doubled his money and then didn't do anything for almost 15 years. At 35, he made his first real estate investment and by 40 was financially independent. Today he's going to share what he's up to today, all of his seven books that he's written and how he helps investors get the most out of their investing strategy. Today's show is sponsored by Money Insights and their investment Optimizer strategy. In my book, I share how I use the same strategy starting over a decade ago and to invest my money in two places at one time. This strategy has been used by the wealthiest for generations for estate planning, minimizing taxes, preserving wealth and increasing stability for their investments. Now you can do the same thing. In addition, you can build a plan to build an emergency fund, pay for college, fund a business plan for retirement, and ultimately optimize your total financial picture. To find out more information, check us out at the Banking link at Next Level Income on today's show we have Gary Wilson. Gary bought his first property in his early 20s, turned it around after two years and made a tremendous profit but then didn't do anything for almost 15 years. At the age of 35, he decided he had to exit corporate America. Less than five years later at age 40, he was able to retire from corporate America and today he's done thousands of real estate transactions and he shifted from doing fix and flips to nine figure commercial deals. Gary's a self made multimillionaire building real estate enterprise including brokerage, rental management, investment services, settlement services and appraisal services. He is the author of seven real estate investment books. He's the founder, trainer and coach of the Path to Profit system and today he joins us to share his story.

Welcome to the Next Level Income show where it's our goal to raise your income, investments and life to the Next level with your host Chris Larson. Get your free copy of his book@nextlevelincome.com book. Also, if you're an accredited investor, check out the Invest link to learn how to gain access to institutional quality real Estate opportunities.

Gary, welcome to the show.

Thank you very much. I appreciate it.

Yeah, no, I had a great time on your podcast, which I shared with the audience here, man. You got some awesome projects that you're working on. I can't wait to dig into that. But I also, as I mentioned a little bit in the intro, with your background, I'd love to tell you, you know, have you tell the audience kind of how you went from, you know, computer scientist to, you know, some of these projects you're doing now.

Yeah, well, really, it all started actually in college. We were to the orientation the summer before freshman year to take all the placement exams. What English you're going to be in, what math you're going to be in all the court classes. Freshman, sophomore, and met a guy named Socrates. And we had to become, we became very good friends, in fact best friends. And we became roommates. And in fact, in a student union center when we finished our exams, came up, coming back to wrap up the two day event and head home, our parents were sitting there talking to each other like, how cool is this? Because we wanted to be roommates. So we called the student, whatever they call them, human resources, and we said, we want to be roommates. Can we switch a roommates? They said, absolutely. So, you know, when we graduated college, I'll bypass all the beer, four years of beer. And how somehow we got degrees and all that. But we were gonna go out and rent a house down on the beach, you know, because we're both making good money. We're like, why not? We're 22, 23 years old. And his dad said, oh no, he says, you're not gonna rent, you're gonna buy and you're gonna, you're gonna buy a house. So you're gonna make you some money. Of course, by now Socrates comes from that background. His dad was a big investor. Nobody in my family was an investor. So my mom was afraid, deathly afraid of buying a house, let alone me buying a house right out of college. So he helped us buy this four bedroom, two bathroom rancher. And we rented out the other two bedrooms to two other guys whose combined rent pretty much paid all of our costs. I mean, we had, you know, I mean, as far as it goes, we had a first, we had three mortgages on the property. It was creative financing to the nth degree. We assumed a mortgage, refinanced another one, gave a private note for a third. And I get married two years later and Socrates bought me out. I had a total of maybe 3,000 into it and I pulled 8,000 out in two years and live essentially for free. I'm thinking this is pretty cool stuff. The thing that I did, though, as a typical kid, I didn't listen. Mr. Demet, when we closed, we went to beach houses at the Otter Banks from North Carolina. We're standing on the top deck and he's pounding his chest saying, if you boys do what I tell you to do, you won't have to work for anybody. You're 35 years old. Of course we didn't listen. We bought cars and boats and all kinds of fun stuff. Any case, 10 years later, I'm waking up in the corporate world and doing well. I was being promoted regularly and moving up. I was reporting directly to the executives and I didn't buy a single property other than my own home since then. And I remember thinking, what if I listened to him? Because I felt like Chris, I was literally dying on the vine in the corporate world. I was doing well, but was not happy. So I started investing aggressively and by the time I was 40, I was able to retire. When it came to that degree in computer science got me 18 years of corporate experience, management experience, a lot of experience dealing with politics, and really had a put your head to work hard and, you know, position yourself so that you're promoted to the next level. See, here's what I found out. People don't other people because of what they did, they promote them because what they believe they can do, right? So if you're, if you're just a 9 to 5 guy, but you're a good worker, don't expect to be promoted. Just get your raises and that's all you're going to get. You want to be promoted, you got to get in earlier than the nine to the nine to fivers.

Act as if, right?

Yep. And you got to take on projects, you got to say yes to opportunity, right. Ask for it, and that's how you get promoted. So that world was not for me though. I just a lot of valuable skills and I got into investing, started buying little duplexes and fourplexes and flipping and, you know, single family homes and things like that. And that was my life for a couple of years. I built up a little portfolio, 40, 45 units. I was able to leave the corporate world. And then I had this strange sensation of feeling guilty because I am 40 years old. Every day I go down on my deck with a cup of coffee and the paper in my bathrobe, watching my neighbors drive off to work. And it just took a year for me to get used to, give myself permission to say, you know, what I earned. I literally bought my own freedom and actually worked harder as a result. I really went busters on the investing Chris. And I started really learning and connecting with people that were twice my age who've done 10 times more than I had and take them to lunch and go visit their properties and help out. I would go help them for free. So I wanted to. That was the beginning phase, or I would start. Call that phase one, you know, so, yeah, so I love it.

I love. I mean, I love your story. And I just. I was kind of amazed when, you know, we first spoke, just some of the similarities and like, we're talking about before the show, like, I feel like you're. You're a little bit ahead of me. But our paths have been so mirrored, you know, the ages. We bought our first properties, you know, spending 18 years in corporate America. But there's a couple of things you said in there that are just. Just solid gold, in my opinion, for those. A lot of people I talked to, Gary, they're listening like, well, I didn't start when I was 21 or I didn't start when I was 22, but like you, I spent 15 years doing the wrong stuff. How old were you when you got back into it again?

I was 30. I had gotten married, had children. I'm like, 35. Yeah, yeah.

So 35. So again, if you're listening, Gary, he started in his early 20s, but he really didn't start until he was 35. And that's what it took me, I think I was 30, almost. I was 33, almost 35. When I was like, oh, there's a way better way to do this. But then he said something else. You said, don't expect to get promoted for doing your job. You need to act as if you're doing your boss's job to get promoted. I think that's such great advice. I grew up in a family. My mother was an assistant teacher. My stepfather was a contractor. And they would talk about how, oh, we don't, you know, I don't get paid enough to work that hard. And I just remember thinking and shaking my head and thinking like, you're never, you know, you're not going to get anywhere doing that. So again, if you're listening and heard that from Gary, I want to underscore that if you want to go to the next level of your career, the best thing you can do is look at your boss, think like your boss, and start acting like that. Find a way to do that. All right, so Gary, you started with the single family homes. It took you only five years to go from basically zero to retired. Then you said you shifted into high gear. What does that mean? How have you transformed from those small fix and flips to what? And start talking about some of the projects you're doing today. I can't wait.

Yep. So, so what happened? There was a couple things going on at this point. Number one, as you might imagine, I had, I had a, my own crew, you know, like, like managing those 44 units, you know, I definitely did not want to be the person, go clean them out when somebody left and show all the vacancies I did in the beginning. I did everything, even cleaning on the first couple ones. I did everything. So what I started doing was find people that I thought, you know, they got the work ethic. They seem like good, straight, reliable people. I'll give them one role to do like on a part time basis because most, some of them are actually tenants and they had regular jobs. And I'll give, I'll give an example. One time I was in a pitch and I had to have one of my units be shown, but I couldn't be there. I just physically be there. So I called one of my tenants two doors down and I said, hey, you know, hey, would you mind going to show this unit? I'll tell you where you can find a spare key. Just show them the. All I want you to do, you don't have to do anything else and I'll knock off 50 bucks off your rent. So get back at the end of the day. I called her and say, how'd that go? She said, well, I got a lease, so what are you talking about? She said, well, I kept blank copies of what you gave me when I run it from you. And I went over there with a 8 and a half 11 notepad and a pen and asked them all the questions you asked me and showed them around and asked them, you know, did he, did he want to commit to the. And he wrote a check in your name for the security deposit. And I've got the security deposit form already filled out. And I was like, holy crap. I said, would you like to do more of that? She said, yes, Mr. Wilson, I would love to. I was trying to feed my daughter and my day job was okay, but I want more than that out of life. And I said, you're my gal. Yep. Leaders that are managing my property management business. I built a business from scratch. It all started with that one move. So what happened is fast forward. I was invited a radio program one Saturday morning. One of the guys that taught real estate investing, we call them the late night gurus, you know. And I knew who he was and I said it was a Sunday morning business program. I knew the program because I listened to it myself. And I said really? I said yeah, I'd be excited to do that. So I get up at 5 in the morning anyway, so drove down there. He called me Monday and he said I just want to tell you I sold more training programs over the weekend because of your interview before. He said would you come to one of my classes and just go and have lunch with the guy so they can see you're a real person, you're a regular guy.

Yeah.

You drive a truck, which I did at the time. And you learn everything on your own. I said absolutely. So that turned into becoming one I think a half a every month just to do like a cameo appearance and teach one subject.

Cameo, I love that. Gary.

Yep. Didn't get anything from it. They'd got nothing out of that other than the. It was. I enjoyed is these people were hungry for information. Well they found out I had my. I got my realtors license because I was frustrated by the fact that most realtors really know how to help me as an investor. Now I'm not saying commercial agents, I'm strictly speaking residential wonderful people, really good at helping you and I buy our own home. That they were not trained to work with investors. That's one of the big misses on residential real estate which includes anything up to four units. It's like mind boggling. They don't address. So any case I used to tell them no, I don't do that. I don't, I don't use my license to do work with others and answer about 100 times. I realized maybe God should tell me something. So I went in with an I said okay, look, the average class of 25 people. I said I can take two of you. I got enough for my schedule. I can call on two of you. And I learned my first marketing lesson. What happens when you tell a group of 25 people only two of them can do the thing they all want to do. So okay, I'm going to make a business out of this too. And I did. Built a brokerage company out of it. We were the fastest growing broker three years running. And then those people wanted me to manage their properties. And again I used to say no, I don't. My team's, my team want to get into management. It's, it's horrible. It's, it's, you know, nobody is a thankless job. And I renamed God's trying to give me a hint after about 100 says. So I took the top, my top favorite clients, about eight of them. And I, they, it was a total of 40 units I took under my belt thinking this is actually pretty good because I systematize it. What I did Chris is I took my, my systems experience from banking and apply it to real estate which was a big deal because back then real estate was really like the wild wild west. I mean there was no organization, no structure, the corporate structure, but not out of the sales side of things. It was just pretty much the wild wild west. So I structured that and they loved it. And that thing grew to units in three years. So now I got this other business going on and by the way I started a brokerage, my own brokerage at the same time. So I had brokerage for sales and management for and they both fed each other business of course. And next thing you know I'm making more on the businesses than I'm making on the, on the properties. And they go wow, that's pretty awesome. And by the way, great lesson. I met Robert Kiyosaki, I took all his training years ago and paid to meet him for a weekend at a lake. And I said I just want to run some buy here. I know that I'm cash flow quadrant, you know, on the left side you get employees and self employed on the right side where you want to be an investor. And I said Robert, I just want to tell you I'm glad I have all my investments. It was basically the foundation upon which I launched these other businesses and actually made more money. He said, he said that's exactly the way you do it. He said a lot of people misunderstand the whole thing. They think investing is the end game. It's only part of it. Owning businesses is the other part. And that's everybody listening. I would write that one down guys. One of the biggest lessons I ever learned, you want to have property and you want to have businesses. Now my opinion is make them all related the same business sector. Because if you own a pizza shop and own an auto garage, there's no way you're going to be able to to leverage one off the other. And commingle systems and operations make sure.

Cook your pizzas on the engines somehow. I don't know.

Chris. That was really the beginning of phase two and that was a huge happens. Check this out. It's not like you double your net worth and your income. It's usually exponential the growth. It's like a factor of 10, you know?

Yeah. And it's. I love how we're breaking this up into phases because it gives us a chance to kind of walk through some of the lessons here, Gary. So I think what you said there, I mean, I'll never forget, I ran into a gentleman, a bookstore in maybe 2000, who handed me Richard Porta. And so you need to read this, because we were in the finance section and I was in my kind of learning period, and I've experienced the same thing. This is what I go through with my coaching clients, is you need that base of investments to give you the income so you can walk away from your job, so then you can focus on what you want. And the thing that I've noticed, I'd love to hear your feedback on this, what I was striving for. And it sounds like you kind of hit the same point. You hit that point of financial independence. You're sitting there in your robe, chilling in the morning, drinking your coffee, and you're like, all right, there's got to be more than this. And that's when I said, oh, there's this opportunity to grow, and that's where you enter that business quadrant. And that's what I've been explaining to my coaching clients is, look, you're going. Once you get to that point, you're going to realize that there's a whole nother level that you now have access to. Oh, yeah. Because of the time and the freedom. And the other piece that I found, Gary, is that when you do have that time and freedom, you don't do what somebody else wants you to do. You do what you want to do.

Yep.

So I love that. So again, use the. Use the I quadrant from rich dad, poor dad to drive your ability to get into the B quadrant. And that's where true exponential wealth is made. I love that. So let's talk about that, that jump in wealth going into phase three. We were talking about some of your projects you have now, Gary, what. What does that kind of encompass as you push. Push through into these next levels?

Yeah, it really. Phase three, I would really say it's like a. It's. It's a. The same steps as phase two. It's just much bigger. So, for example, I built these companies. I even had a title company, an appraisal company. And another really good lesson in businesses, if you've already got a captive audience of client base you're serving, chances are they need more than just one thing. Like in banking, think about it, you get a checking account, a savings account, a cd, an ira, all kinds of things, right? Even insurance now and other investments. So in real estate, I realized every client I had obviously needed property manager already had that. But every time they bought a property, they needed title insurance. So I said, okay, let's do that. And every time they buy a property, they need to have an appraisal. This was before the Congress changed all the rules for that back in like 2010, I think it was. Yeah, so we didn't have to market anymore to get the clients. We just served the same clients multiple times. But any case, when I was talking to Mr. Kentucky, he said, I got asked him that question. I said, well, now what do you do if you build these businesses then? Is that it? And he said, no, you funnel all that back into your real estate. But he said, now you're going into the bigger arena of commercial. And boy, did I do that in a big way. I went out and bought a unit apartment complex. And that was a big, big deal for me at the time. But you know what, man, it was awesome. We took that place we used to wrench, I could have lived off that one complex. You know, it was that, that profitable. So that got me into the commercial arena. And fast forward, it got me into the business end of the commercial arena. Right. So in other words, Gary Wilson first learned I bought that big apartment complex, right. And then later on I recognized, I built this, I have this national team now. We have agents in 27 states. So I've got a national presence. And because of that national presence and the experience we have on the investing side, we started attracting other investors who do not do anything related to brokerage. They just are simply investors. So we have one project right now. Can tell you about it. It's in Pittsburgh and there's an area called Mount Washington that overlooks the Three Rivers. The famous three Rivers, right? Pittsburgh, Three Rivers, the point and the football stadium, casino, baseball stadium. So I know the owners of the tabletop property. We call that Tabletop, meaning it's flat and it's on the top and it's acres. And we have a few people who are down to the wire now. One guy's actually flying in, a couple from Chicago. They build retirement, high end retirement homes or housing. Excuse me. So they like the idea of we have areas up to 26 stories and it's two acres. You figure do the math on that. You're looking at 2 million plus buildable feet. Okay. Now, even if they did half of that, the cost to build, depending on what you're building, you know, could be 200 to 500 a foot. You know, this is going to be somewhere around a 300 range, but we believe it's going to be 400 by the time. And so because costs keep going up.

It'S like you had amenities and all those sorts of things, you know.

Oh, yeah, yeah.

Over 300 square foot is not, not unreasonable.

Yep. But the aggregate, the projected aggregate sale value at the end is over $800 million. And guys, I know some of you listeners are saying, well, that's way out of my league. It was for me too. I did my wolf's way. I mean, my. Believe me, when I was a kid, I was on the school lunch program. I wore Goodwill clothes, okay. When I bought that house with Socrates, my mom was literally trying to talk me out of it. That's like too big of a move for our family. We were renters. So for this to happen, it's not like I was always like this. It's not an overnight success. That may look like it, but it's after 36 years of plugging away, even taking 10 years from the beginning. So any case, you know, filling a little suggestion I have for anybody out there who's an agent, okay. If you're a real estate agent or a broker, whenever you get into a development project, okay. Land development, where builders come in and build after developer, the pipes and the cable and the roads and all that, always ask for the brokerage rights on a minimum sales I'm doing on sales and management. Okay? So any case, always think of the possibilities. How can you, how can you further serve this person and ask for it? Because if you don't ask, you are definitely not going to get it. Yeah, I'm not saying you're going to get every single thing you ask for. I mean, the fact is, just like in baseball, baseball players swing at every pitch. Nope. But you've got to be in the game to receive the pitches. You got to analyze properties, you got to ask questions. And even going to hit everyone you swing at once, you've got to swing to get a hit. You might get a first base, second base, third base, maybe you get a home run. Maybe every now and then you're going to get a grand slam home run. But this is, and I'm telling you, if you really knew more of my background, I am the least likely person to be doing this. I was computer science for Crying out loud. My head was buried in a computer. I was not talking to other human beings. Okay? So this is way outside natural comfort zone. But when you get a taste of it, I'm telling you, listening here, you know, you got to tell yourself, give yourself permission to believe that you're capable doing it too. Because I know if I can do it, you can do it, right? And, and you've gotta, you've gotta ask and you gotta swing the bat. I mean, that's the key. We got other projects going on. We're working on. We just landed a resort in India, five star resort in India. We've got a land development dealer again, on one of the cloverleafs when you have a big. An interchange, right?

Yeah, yeah.

I5 on the west coast is like the i95 on the east coast. We got a land deal there where they got the approval for a mall, you know, high density housing, low density housing, you know, restaurant, movie theaters, all kinds of stuff. And we're the listing broker on that. Another one in 267 acres in Florida on i5. I'm like, holy smoke. There's other projects too. But the thing is these, all the bigger ones have come about as a result of me and the team putting ourselves in that position. We say yes to opportunities. I'm telling you, if big opportunity comes your way and you think it's way better than where you are now, that's probably true. But if you're going to ever work on those kind of projects, you have to. Yes. And then you have to think at that level and act at that level. Just like we talked about earlier, when you want to be promoted, you can't keep thinking and acting at the level you're at. You can act at the level you want to be at.

That's right.

And then, and then you'll figure it out, I promise. Richard Branson said it perfectly. When opportunity comes your way, what's your secret to success? You said, when opportunity comes my way, I say yes. And then I figure it out. Okay.

I love it. I love it. Again, so many, so many great tips in there. Gary. One of my, one of my favorite quotes from a movie, it's a goofy movie called Employee of the Month. It's like not. There's like a. There's like a reason a good employee of the month. Then there's this goofy movie employee of the Month, where it's about a guy that he like, I think, comes back into the bank and like robs the bank, but he's got a great Line. He's like a nobody, right? And he said, you got to decide who you want to be and then start being that person. And I'm like, what a great line. And it's just the same thing as. Act as if. And what I would call this, Gary, in which you have, and I talk about so much when I'm on other podcasts, is the abundance mentality. You have to believe, you have to go out, you have to learn. And what I've, you know, I wanted to have you on so much because of your story. You talk, you live it, you talk about it. You talk about how you started out, you learned, you walked the walk, you went out, you, you talked to people, you figure out how to do it. Then you scaled, you maintain that, that mentality that you could, you could do bigger. You look for opportunities and ways. You continue to learn. Talking to people like Robert Kiyosaki with his course. And then once you had the knowledge you had the relationships, you had the team built around you, now you took it to that exponential level. And to hear you doing nine figure deals, I just, man, I love it. I just love it. And, and again, I want to underscore this. If you've been listening to this since the beginning. Gary started at 35. So I know if you're listening, I know a lot of people are like, oh, I'm getting, getting late in the game. You know, a lot of people think 35 is late in the game. You got tons of time. So, Gary, the other thing I'd really love for you to do is share. So who do you work with now? You've written seven books, or is it eight now? How many books have you written?

Seven books. We have actually three more in the works. The next one is going to be another one I call a Husband Father, Brother, Son. It's about the role of the man in the current world and her family. And then a business, um, and then, and there's a, there's a, there's a couple others we, you know, we're, we're kind of visualizing on. But those, those two right there, the first one will probably be out this year. The second one, it's a tough because it's, it's my personal life and what happens, I get, I go down nostalgia lane. Sometimes I get choked up because some of the. I started that book in 2007. That's, that's 15 years ago. And as you can imagine, 15 years. So. But I want to share that with people. It just, you know, it doesn't matter how the world. The point is that the world's going to change. Politics will change, you know, society will change, cultures will change, everything will change. But the fact is, you know, you're, you still play a role of father if you have children, of son. If you're alive, you're a son, right? Brother, if you got things and, and you know, coarse husband if you're, if you're married. And you know, nowadays husband can mean a couple different. You're married to a woman or maybe you're married and I don't know what your, what your, your preference is, but you know, for me, I'm, you know, prefer a woman. I'm not. Please don't think that I'm not knocking, but else, you know, my son, good man. Yeah, it's all good. But the fact is, even if you listen, say you are married to another, a man married a man or woman married a woman, still have that role, you know, and in business, you know, it doesn't mean that you're, you're a caveman or you're a gorilla. What it means is, you know, people will look to you for leadership. They will look to women too, in fact. Okay, but in times of crisis, typically, you know, you're going to, you're going to be asked to step up to the plate and if not the lead role, support the person who is, you know, and if you're a support role, play that role to the best ability. It doesn't matter if you're supporting a man or a woman, you know, you, you, you be a man about it. You know, I really sincerely hope this doesn't offend anybody, but, but the bottom line is, you know, we're, you know, genetically wired certain ways and that, and you've got to honor that. There's a role to play in this world no matter how the world changes. And I suggest you find it, you know, pursue it and give it everything out and be the best at it. You know, compromise on principle.

That's right, step up, be the best, do your best. And that's why, that's why I teach my boys every day, look, your job, win or lose your jobs to do your best, do your absolute best. And that's what I expect. So, Gary, if people want to get, get your books, they want to learn how to work with you, with your coaching program, maybe they're an agent or a broker and they want to learn about how to become part of your network. What's the best way to get in touch with you?

Sure. Well, I do I, you know, over the years I built six training programs all related to investing and of course the seven books. But if you're an investor, go, go to real estate with Gary Wilson dot com, okay? And on the page you'll see five little leader books are basically five pages each. I'm sorry there's six of them now. But really what I would suggest is click on the members area. I know you're, if you're, you're probably not a member if you don't know this, but click on that one because on the left hand side if you are a member, you log in and get everything there. If you're not a member, go to the right hand side and go in and get in there. You get it for 30, 30 days for free. Grab all the books. You can get all seven books, 300 some odd different recordings on anything related to real estate, marketing campaigns, website, resources. I mean treat it like it's Christmas. But I will tell you this, in addition to that, go to globalinvestoragent.com globalinvestoragent.com find yourself one of our investors. We're all over the place. We're in 27 states, national team. Every one of them is trained by me. So I focus my energy now, Chris, on training those agents and those brokers how to serve the investor. Identify, analyze, negotiate on and off market deals. We have access, I purchased the access to every county base for property records, court records, people records, we know everything about everybody. Okay. In addition to that you can see the profiles, you can search by name, you can search by state. So if you're listening and you're an agent and you realize you don't have a complete model because if all you're doing is showing open house and driving buyers all the way around 50 houses in the evening when your kids are at home, you should check this out because when you work with investors during the day, we don't work all nights and weekends, we work during the day.

That's right.

And guess how many transactions we get on average per client? We get four. That's a dramatic difference. I know some, yeah, yeah. But the thing is if you, if you're trying to be a residential working with investors, you're going to get frustrated and so are the investors. Get the training because it's a different mindset, it's a different motivation, it's a different set of skills and talents and method processes. And if you're still trying to point out the pretty carpet and the chandeliers to them, you're Going to lose them. But if you can point out the potential we call upside, potential, downside risk, we have formulas for that that you learn. So that's what's going to impress them. We don't ever have to have buyers agency agreement sign with our investor because they love the stuff that we have. Yeah. So I wouldn't just go, you can, you can, you can get a meeting with me. By the way, there's a section on there. You can click talk to Gary, whatever and I'll interview you. I'm not saying it's for everybody. It's not for everybody. But if you got the ambition and the drive and you want to invest yourself, that's of our team culture. We don't just teach you how to earn commissions, we teach you how to invest it. Okay, so it's a different model and man, is it. It's growing pretty fast. Actually, we're the fastest growing team in the country right now. In fact, we're continually ranked 1, 2 or 3 nationally. And you know, we have a philosophy that is we want you to participate, participate in the same product that you're helping other people buy and sell. Get a piece of that American dream. Get your piece of pie for you and your family. Leave a legacy for your children. You can do that when you own real estate. Okay. Love it.

I love it. Gary, that's awesome. It's an awesome message. And look, I want to leave with the quote that you have on your website. You say your level of success will not exceed your level of personal development. So I hope you're motivated by Gary's story today. He's got a ton of resources out there as we do@nextlevelincome.com check out Gary's website. We're going to have all of the website that he listed in the show notes. Gary, thank you so much for sharing your story, your resources with our listeners today.

You're very welcome. Just remember, guys, education, information plus action equals results. That's the formula. So, Chris, thanks again for having me. It's been a pleasure. I enjoyed interviewing you on mine and returning the favor. This is how what makes the world go around. Abundance minded people, you know.

I love it. Gary, thanks again.

Okay, take care.

Hey Chris, here again. I hope you found this episode valuable. Now I have one more thing to gift you. We have a page for my coaching clients where you can get a free copy of my book as well as much more from previous guests on the show. Just check out nextlevelincome.com coaching to get a free copy of my book, audiobook and much more. I'll send you a copy of my book and cover all the shipping costs as a thank you for listening to the podcast. Also, please like share and take just 90 seconds to give us a rating on Apple Podcasts.