Mindset First: The Secret to Real Estate Success

Okay, 5 steps to this guaranteed formula I said I'd give you to kind of tie into your 9 traits. Surprise, surprise. These, these 5 things for a guaranteed success formula are not necessarily real estate related. Uh, 1, be honest and clear where you are leaving here. It's like an inventory. You ever go into a mall or any big place and there's a big X on the board that says, you are here?

Yeah.

Okay. So where are you now? You're just going to take an image. I would like, be honest. My bank account, my mental state, my, my, my, my life. Number one, be honest where you, where you, and clear where you are now. 2, because we held this at the beginning of the week, I'm going to say decide this week, in my opinion, where you want to go. Are you guys at day 1.5 a little more clear than when you came in relative to what we're doing here?

Yes. I would say yes.

Yes? No?

Yeah.

Yeah, I think so.

Okay. Alan thinks so.

All right.

So decide this week where you want to go. If you're a little more clear, let's wrap that up. Anyway, Dana said she wants to be a little more clear and a little more specific. 3. I put an asterisk next to it. If we know where we are, honestly, and we know where we want to go, and you didn't hold back because of a belief issue, you would say, here's where ideally I'd like to go. Identify, let's list the core issues blocking your path. If you know a few now, great, but I would work on this exercise. Does anyone have a knee-jerk on that? Like maybe one item that you think's blocking your path?

Wait. Yeah.

I actually got it solved. I, I mean, Rick answered my question. It was about the funding.

Okay.

So I'll look at that in the, the home assignment, you know.

That's a video block. Yep.

Yeah.

Uh, by the way, I should have said this. Uh, all those funding sources, there's no credit ding. The soft pull. Oh, I want you to know.

That's good to know too.

So, so if you don't like what they, what they're presenting or you don't qualify, then okay, fine. Big deal.

So yeah, Chris, I think mine's, um, the biggest hangup is just the financial part of looking at how to get started, like the VA, uh, some of the systems that, uh, I see that's in, that you kind of guys that offer, meaning that y'all are associated with, you know, that you can help with your business, like the, um, Where you can call, they provide you the leads and things like that. So I think it's just the initial of trying to structure all of that payment. I mean, getting that set up for my business. Yep. Yep. And then also when I was asking you earlier today about when a seller do say, hey, I want money upfront. So just trying to put both of those together, that has been the biggest block for me to get— try to navigate that and get started. Good.

So if your credit's decent, if not, I'm talking to everybody, not just Debbie, borrow a partner's credit. And 7 figures in Fund and Grow, you get 0% cards for 12 months. That's cheap money. Okay. That's what I would say. And treat it as a— in your brain, treat it as a bridge loan because your goal is to do deals. We'll talk about how many later. But if your goal is to do deals and treat it as a bridge loan with 7 figures and with Fund&Grow, with Ease, frankly, same thing. Ease is only approved to fund our associate programs, but it's a bridge loan. It's not a long-term loan. That'd be crazy. Nick went— my son Nick went and joined a private coach for speaking. Uh, back, I don't know, over a year now. It was $75,000. It's a lot of money. He joined, um, he did it through ease, right? It was $75 grand. Yeah. So he didn't say, I'm going to take out $70,000 alone and take $70,000 of it out. He says it's a bridge loan and I'm going to get rid of it. So when you guys, you get rid of it with what?

Deals.

Deals.

Okay.

Chris, do you know if, uh, the Funding Grow, cause I've heard of them before. Um, they usually had a program like you didn't have to go in by yourself. I know it's $5,000 to just set up with their program, but if you had a partner, then y'all can split it and they could still do that. Do you know if that option is available if we go in with your group?

You can, you can do anything. You can bring your partner anytime. But here's what I did, you guys. I didn't have the money at the time I looked at Fund&Grow. It was way back when I started. It was $3,500. I didn't have the money. They have another option. The other option is, hey, as we get you approved and we get you a line, we'll take our fee out of that. Now it's more expensive, but I was like, I don't have the cash flow, so get me some lines and take the fee out of that. That's exactly what I did. And that's how we paid for that lead job and other things we ran into the very beginning and some of our overhead. Yeah, you can do that. You can get creative. You can get resourceful in all this, guys.

Yeah.

I know I tell this story all the time, but if I said right now, here it is, I got an underdog bill. I've done it at these events. Yeah. If whoever can come up with a $100 bill in the next 2 hours, I'll, I'll give you this $100. You double your money. Sounds silly, but you'd all go find a $100 bill, wouldn't you? Because you know you're going to get an extra $100. I think the same way about this stuff, but it's all belief. You felt that strong and you could go, how can I get it? I'll just get this done and get the deals done like I did when I, when I joined with Ron. Okay. Anyone else have one core issue that you think I can help you on quickly? Like what's a block?

Anyone?

You open to coaching?

No?

Nobody has any blocks? Uh, well, mine, I think, I think it was Tabitha that mentioned this, uh, was I have no background in sales or anything or talking to customers. So for me, it's the telephone calls. Yep.

Phone calls.

So like the experience yesterday with, uh, Zach calling, hearing him, how he communicates and all that really helped. Yeah, I know there's recordings, all that. Yeah, you're not alone. That's frankly most people that would be stated as their biggest block falling for sure. Like Rick shared yesterday. So immersing yourself in everything you just said, yes, I would grab the big seller call thing and just eat that up. Yeah, I would probably agree with that. You know, I guess even though I have made calls before, You know, the script being different and new, right? I think my first few calls, I found myself kind of trying to engage with the person on the phone and lost track of where I was in my script. So, all this is normal. Yeah, all this is normal. Good.

Let's just say when I, for the longest time, I mean a long time, it would take me a lot of nerve just to get on the phone. But once I got through 5 calls, that was a magic number. Once I got through 5 calls, the rest of them were a piece of cake. Right. So it's just getting there and doing it. And then once the more you do it, the more confidence you get. And like Chris said, I listened to seller calls, live seller calls over and over and over again. So I knew Chris's response when I saw that.

So, okay. Yeah. And you guys are newer. Just remember what I did with Tabitha. Like, I hope Tabitha goes out now and does what? Just get on, just get the first person on the phone and say, awesome, I'm just gathering some info. I'm going to have my partner give you a call. My senior partner give me a call. Uh, that's the beauty of it. And then we'll record it for her and then we'll post it for her. And then she gets more and more of those under her belt. Then it becomes second nature. Promise you it does. It's like anything else. You know how long, we all know how long it takes. Back up. Have you ever watched a good movie and they either have you pissed off, crying, or happy? That's their job, right? How do you think they get to that, the actors?

Work.

Talk, book, cook, learn. Study the script over and over and over.

Repetition.

How to move you, right?

Yeah.

There's books on it.

Yeah.

There's books on how to be a better emotional actor for your goals. This stuff is important, but no one takes the time to do it. So I joined real estate and I go, I can get these 3 paydays because they're $100 grand. And then I don't get one in the next month and I'm pissed off. It takes time. To take— you guys insert in the box. At this point in my life, I am blank years old. It took me blank years to get here. Some people— how long did you work in your job?

Almost 40 years.

40 years. People go, Rick, it took you 15 months to get your first deal? 40 years he threw out. I don't want to bump you out, by the way. But so did he care that it took him 15 months to get his first deal? 15 months is fast in his case, right? 40 years. He dwarfed his income with that. So different ways to look at it, but be okay with it and just get better at it. We can help you. The system, the competencies are set up to help. Okay? So I'm just giving you examples, guys, but there's a, I know there's a bucket of blocks and our role is not to show you how to do a deal skillset-wise. I wish it were that easy. If it was that easy, you'd go to You go to YouTube, look at all our deals, and you're off. You're all set. It's all this other stuff that you call about when you go, okay, let me help you with it. Rusty will call me with a problem and go, I know, I know, I know. You probably went through it. So here's what it is. Always. And if I can't, I'll find someone from my coaches that can help you. Make sense? That's what we always do. If I, like, I've hooked him up with Peter Taunton 2 or 3 times and whatever it takes, I'm going to put you with someone if I can't help you. Okay. Did I miss someone on Zoom? Did I talk over you?

No.

Go ahead, Carolina.

Um, I guess what had me stopped being— doing real estate for 25 years now, it's the fear of, um, mixing the 2 things, the real estate, since I'm a licensed real estate and doing creative financing.

Yeah, Dana brought that up yesterday. Carolina on the Hollywood Squares Zoom screen, she's right above you. Dana, she's an agent as well, so we helped her through some of that yesterday. Message Shayna on the Apprentice Slack channel that you'd like to see the replay from day one. And then I said, okay. Secondly, just know there's a bunch of agents in the community, and I used to be an agent. And a broker-owner. So I get it and I can help you. You could turn it into a major plus.

Awesome.

All right. So as long as, yeah, I can combine the two of them for now, then I'm like really set to go. Okay.

Thank you. Yeah. The best example you'll hear me give, among other things, is all the deals that you cannot complete now as an agent. You're going to be able to complete. Expireds, people who can't afford you, people that don't want to do a short sale, anything that doesn't fit in your box, I'll show you how to do. So much.

Yeah.

Thank you.

Thank you. You bet. Okay. So back to the formula, guys. We only have 2 more. 1, be honest and get clear where you are now. 2, decide this week where you want to go. 3, identify the core issues blocking your path so we can rip those apart. You got to kind of get obsessed over like either getting them out of your life or Bettering them if they're a block like scripts. 4, and doing that massive action plan. So this is kind of a little bit of Tony Robbins here, but massive action plan to overcome the blocks. So what do I mean by that? Let's just take one thing. Let's take scripts, right? And that's going to be scripts and confidence, right? What does massive action plan mean when we bring one item out of that block bucket and say, how can we do it? Massive action plan, MAP. You go like this. We do it as a company. Um, Zach said to me yesterday, hey, our 2 new guys in our strategy and sales department have a ton of ideas for us. So let's bring them in and let's whiteboard it. What he means is we're going to do this with them. So scripts, Donald, you go, you free flow it. How could I get better?

You can team up with another, you can team up with another Role play.

Role play.

Um, role play.

So let's go fast with no blocks. One is role play. No block is not, oh, how can I just— what maybe if you had no blocks, what could you do to get better? Massive action on the script issue. What else? Role play. What else? Time blocking. What else? Practice before you get on the phone. Uh, practice. So read. Nick used to chant scripts over and over and over and over and over and over and over again. So that's one way of doing it. You gotta keep immersing yourself in that so it's embedded. What else? Record yourself. Record and get critique.

Yeah.

You guys want to get even better faster?

What?

Listen to the calls. Yep. Record, critique, listen to them before you give them to your coach. If you're in the associate level, there's a channel just for starters, just for I section just for immersion where you're going to load yours before you do it. Listen to yourself. You go through the pain first, then load it for your coach. No, guys, all kidding aside, we, we, it takes a crapload of time. We're trying to get AI involved in this and we are going to do it to train it to help us. It's a lot of time, but yet we keep screaming at you guys to do it. Why? Because I know that's going to lead to deals. Trust me, we don't love it.

And don't listen to it and say, oh, I don't want coach to listen.

Yeah, we get that a lot too. What else? No blocks. What else can we do to get rid of this block of scripts and dialogues and, uh, confidence? What else can we do? Just dial.

Yeah.

Dial more times at bat. Dial.

Yeah.

If you throw up on the phone, you say the wrong thing, can you call them back next week?

Sure.

You lose them until they sell. No harm done. What else? So listen, listen to other calls. Um, on the script channel, I post mine. Coach posts like— let me post good ones that are on there. I posted Avi's a week ago because he said, wow, you get way better. I'm gonna post it on the script channel. So I posted on there. Listen to other people going through it. What else? 1, 2, 3, 4, 5, 6. So see, to get that exercise though, take one block at a time. You should try to go for 25 things is what Tony Robbins teaches. But, uh, we came up with 6 in 2 seconds there, right? So that's when you write a massive action plan, MAP. Okay? So that's number 4. And the last one is with a coach, practice ACCA. Zach mentioned ACCA yesterday. Is anyone not familiar with ACCA?

A-C-A-A.

Anyone not familiar? Everybody's familiar. Okay, Nick, were you gonna say something? I got on a roll. Ah, buddies.

Ah, buddies.

He's funding. No, I just heard you talking about that, so that's why. Yeah, if you guys have questions, you can hit Nick. I mean, I, I've since paid that off.

I, I paid that off in three years.

That's from speaking. You didn't go out and do deals. Right? By the way, other ways of funding we should talk about that I've seen in the community: 401s, IRAs, ELACs. I won't mention names, but one of the people that came into Presence Club said, my IRA is doing like nothing. So if I take the penalty and I go do 5 deals and plow it into it, do self-directed, I'm going to probably be better off.

Yep.

She took the penalty and she Okay, go, Walter. Yeah, you were just talking about, uh, because I've heard about fundandgrow.com.

Uh, what was that you mentioned? Uh, you said it really fast about, uh, that they'll give you like the 12, uh—

Instead of coming up with the upfront fee, they'll get you lines. And as they get the line, let's say they get you a $10,000 line, they take the fee out of that on a percentage basis. It's going to cost you more over time because they get you a bunch of lines. I mean, cost you more upfront, but they immediately put it on the line they just got you, which is likely 0%.

But is that true that the— I also heard from other investors that do they give you like a credit card where they have the money if you qualify and you're approved that way? And if you use some of it, you can always put it back.

Yeah, it's like a card. It's like a card.

Oh, okay, good. Yeah.

So it was in 7 figures, but 7 figures And Fund and Grow has a component to build business credit and your, and your regular.

Okay.

Those 2 are kind of interchangeable. You guys do your own due diligence and pick. I only picked Fund and Grow because back then I didn't know 7 figures and I needed to get something set up. And then Ease is just for programs. It took us like 4 years to get approved by them. That's just for education. Yeah. I found that out the hard way. I don't know why it was, it's all on me. I read the page and Module 2, but I chose to call ETH thinking I wanted to fund my, you know, get line of credit going basically. So that's the other 2. Yeah, yeah, yeah. But, and you say it clearly in the sheet. That's all right. Yeah.

So one of the things that I had a challenge with, and this was Chris Chan, my mindset on it was I had a spend versus invest mindset. So After 4 deals, I'm doing my bookkeeping between Excel and QuickBooks, and it was taking a lot of my time. And Chris said, first off, you need to get a bookkeeper and a CPA because you got 4 deals, it's starting to get messy. And it's time to hire an EA or executive assistant. I said, I've got to be responsible for a salary.

Yeah.

And oh, it's $800 a month for bookkeeping and CPA.

Yeah.

And he said, right, you got a HELOC, right? I said, yeah, just use it. It'll pay you back many times over. And I have no regrets. Yeah.

Not sure where to get started? Go to smartrealestatecoach.com/getgoing for free books, strategy calls, and a whole bunch more. We're going to help you get going the wicked smart way. We've been after this for over a decade doing exactly that. Again, belief. So when we don't, we go, I might not do a deal. No, you'll do a deal. If you're committed to doing a deal, you do a deal. I called Rick when he was on— I didn't know he was on vacation, but I called Rick. He was on vacation when he was an immersion member. And I said, look, I'm going to bring in— because we try to bring in X amount of high 6s, the high levels are limited. And I said, I want to bring in 5 new people. I want to crank it up myself personally. He said, okay. Now, he hadn't done a deal yet. Talk about belief. Because I just do a deal and then I'll, then I'll get going. He hadn't even done a deal yet and he just blind faith went. So The rest is history. You know, it's like, um, Judy's coming on soon, we'll do her deal. Um, Rick, we usually do your video tomorrow morning. I just noticed in my notes, but we might fit it in tonight. It might be nice to leave on that. Okay.

Okay.

What's that, uh, Chris, you say?

Which one?

6, is that like, uh, it's another level within the apprentice program or, uh, associate?

No, it's, it's, it's, it's, I'll do it later. It's all, it's in the associate program.

Okay.

It's the highest level. It's not the highest level. It's second to the highest level. I don't know. You guys have, do you know people, let me ask you this way, who you've ever looked at and said, oh, they're in the right time, the right place, or they're lucky, just opportunity ever?

You know what? Yeah.

Yeah. It's like opportunities like water, right? The example I gave last bootcamp was we had a leak in our new house here and there was coming, there was water coming in the slider, but we couldn't find it. So my contractor's like, yeah, probably came in. Water finds a path, right? Well, opportunity finds a path too. It's no different. So it's— and I don't want to be crude with how I say this, but like, we keep running, we keep putting people on the plane. I wouldn't love everybody to be on it, but I'm not tied to it. Just understand that you're going to get there if you decide to get on with us. Opportunity just finds someone else. Opportunity is like water. Oh, Al doesn't want to? Okay, we'll go to Rick. Everyone just want to? Okay, we'll go to— it's just, it's okay.