How to Master Rapid Execution in Your Business

Your best business ideas are absolutely worthless unless you execute quickly. So the gap that you have, you know, with that brilliant idea that you thought of, you know, on a walk, on a drive, late at night or whatever, that idea that feels so good, but the gap between that idea and the time that you take action is the single biggest predictor of entrepreneurial success. And most people don't take that quick action. They just kind of let it marinate and then it just dissipates, momentum's gone and poof, doesn't happen. Have you had that happen before? I know I have many times. Doesn't feel good. So today I brought in serial entrepreneur Brian Lubin, how he has figured out how he's built multiple seven figure businesses by mastering this rapid implementation strategy. He's going to share how he does that, how he went from this corporate life of dreaming about entrepreneurship to transitioning to running multiple seven figure businesses in real estate and all these other aspects. And he breaks everything down here and how he's having fun in the process too. So enjoy this one with Brian and me. Before you get in there, hit pause, go open up your browser in your phone or in your computer, wherever you're at, type in hustleandflowchart.com clone C L O N E. This is where you can use a totally free AI version of this podcast and me. It basically has 600 plus episodes built into its knowledge base and you can chat with it, you can talk with it on the phone, do text, even video. @hustleandflowchart.com clone ask questions about this episode or any other episodes that we've done, and talk about your business. It gets to know you. It's really cool. So check it out. Hustleandflowchart.com clone now enjoy the episode.

Hey, do you ever find yourself at a party or a gathering and you're asked, you know, tell me about your business, what you do, or as a marketer, and you don't really want to go through the whole laundry list of like generating leads, following up with leads, creating content, putting content everywhere on all platforms, gathering data, analyzing it, managing a team ad spend, whatever it might be. You realize you're probably spread way too thin and there's got to be a better way, a better way to describe what you do too. HubSpot has a better way and they have a whole bunch of AI tools they just released in a platform called Breeze. It has features like content remixing. It's like repurposing one piece of content into a whole bunch. Pinpointing prospects so you can identify and follow up along with a whole bunch of analytics and KPI tracking. So visit HubSpot.com marketers to learn more. You can try it out yourself. It's really cool. HubSpot.com marketers Brian, it's so cool to have you here on the show, dude. And took a little while, you know, like made it all happen and did. You're a busy guy on the podcast. Anyway, you're doing dailies, which is like something that I've wanted to do, never did. I did like two times a week episode drops, and those were pretty brutal. But I mean, I love it. Been doing it for a long time. But how long you been having, you know. So Action Academy. That's your brand. Badass brand. That's the podcast I'm talking about. How long you been doing that?

The pod just crossed three years. So it's been. Been a wild ride, man. Yeah, Three years. Yeah, I'm a freaking maniac. So if you guys enjoy listening to me and Joe today, I talking to him like daily, baby. Yeah, man. It's literally. I wish I had some deep, intricate way and reason for why we do Monday through Friday. But what happened was I did two interviews a week with millionaires. So my show started because I was working a corporate job, which we'll get into, and I was buying a little bit of real estate myself, and I was just like, how the hell are these people, like, pulling off six figures in cash flow? Like, dude, I can't figure this out. Like, what I'm doing myself is just not cutting it with this whole entrepreneur thing. So I was just like, why don't I just start a podcast where I say I interview millionaires and maybe millionaires will want to talk to me. Plot twist. It worked. And I've interviewed over 500 multimillionaires. I became a multimillionaire myself. I've run multimillion dollar companies now, and that's over a span of the last three years. And so Action Academy was born from that. Did two interviews a week. Then I did one solo show a week because a mentor of mine said, hey man, it's really important for you to document your journey on the show while also showcasing guests. I said, okay, that makes sense. Now I had Monday, Tuesday and Thursday, and I saw this dip in downloads on Wednesdays and Fridays. And I was like, well, dude, I can make a 10 or 15 minute show on Wednesday on Wednesdays and Fridays just to fill those gaps. And then I just never stopped. Because the way That I thought about it was like, that's 30 minutes extra. And at the minimum, you know, people don't listen to every single episode every single week. Some people do, but. But at the most, people listen, you know, at least three of them, and now they have their choice at the end of each week and every day. I'm at the top of the podcast player. So, yeah, there you go.

You're top of mind. That's what I was going to say is like the fact that you're daily just keep showing up and they're just like, okay, it's just a matter of time. Something's going to snag them. If it's.

Want to hear a crazy. Want to hear a crazy buzz line?

Please.

Yeah, this. This is cool. This is some good copy here. I made a million dollars cash from my podcast before we hit a million downloads.

Ah, downloads don't matter, man. I've said it so many times.

Yeah, it's a million dollars cash in the bank account from my podcast from the businesses that we built off the back of my podcast before we hit a million downloads. We just hit a million downloads over the summer. So we're at like 1.3 million now. Download.

Natural question how, like, yeah, give me the framework, man. Like, down.

Yeah, So, I mean, I'm an entrepreneur at heart. I'm a good investor. I'm a. I'm a really good entrepreneur. Like, that's kind of how I view myself. And that's why scale works. So on our show, we teach people how to buy commercial real estate and small businesses. So we're like, how to buy businesses, Scale businesses, exit businesses, and commercial real estate. And so, you know, when we started the show, it took a while for it to find its identity, right? And so in the very beginning, you know, as I was kind of going through my journey, we can get in that into that in a little bit. But long story short, corporate job, quarter million bucks a year was working B2B sales. Was able to replace that in March of 2022. Left that what to travel full time around the world, which is the obvious next thing that everybody would do. And it was a blast. I traveled for eight months. Now three years later, I still travel probably four to six months out of my year. I go around all around the world. It's super fun. And I run my show while I do it. And as I was doing that, from the very beginning, it was all about the riches are in the niches. And that applies to business, that applies to investing, that applies to life. So Much. And I was just. I knew who I was speaking to, which was me before. And so I have a lot of accredited investors, a lot of people that listen to the show that are just, you know, they've got firepower. And that's just who I spoke to, you know, and same audience that listens to this show. And so what happened from that was, you know, my first offer that I made on the show was I started talking about coaches and masterminds that I was hiring for 10,000 bucks and talk about how it impacted my life. And then, lo and behold, people started signing up for them. I was like, oh, well. They were like, we can give you a percentage. It's called an affiliate. I was like, that's sick. That turned into $15,000 a month when I was making not even 15,000 downloads on the podcast. A month. Yeah, I was like, cool, Fast forward. I did that while I was traveling with my real estate over the next year. That was in 2022. At the end of 2022, I shut it all down. And what I did was I put a free offer on my show. And I said, you know what? I need to. I want to build my own business, but I'm not going to flail around and try to figure this thing out myself. I'm going to talk to you guys. What business do you guys want me to build? And So I did 100 free coaching calls for 15 minutes in July and August of 2020, 200 of them directly from my show and would ask them all the same thing. Where are you at? Where are you trying to get to? What are the roadblocks in between? How can I help? No offer. I just took notes on what they were all trying to do. All corporate people trying to replace $10,000 a month in cash flow. I was like, so they could travel. So, all right, cool. Let me build something for that. And my first offers and everything were, okay, I'm gonna go make a course, which turned into a community. And then that community launched in January of 2023. Officially, we do $2 million annually in recurring re that community. And now I buy businesses with those profits and my different community members. So we just bought a kitchen hood cleaning company, which is non sexy, but I'll pause there. We can go whatever direction you want.

Well, the fact is that you, you started the podcast kind of like what I did. I had a partner at the time. We started the podcast because we were the dumb guys in the room. We just wanted to learn from the best, you know, I think it's the best reason to even start a pod. But the fact that you did coaching calls, so you're, You're. You're bringing people in and. But you're just like, I want to be useful. You have. You didn't really have an agenda. Obviously, you want to help. That's your agenda. But you knew if you're helping the right people. Riches in the niches, money always flows that way to those who are useful. And the fact then. Then you start compiling everybody into a community, I think that's also a biggie right there. What do you charge in? Obviously, some dollar amount to be a part of that community, but essentially, what an online mastermind. Right. Like, it's kind of like the first layer.

So it started as a course, and I was like, I'm going to be a course guy.

Yeah.

And because that's what people do, like, that's where the money is. And it actually all originated from. I was traveling around, and what a lot of people that listen to the show need to do is they think about clarity the wrong way. I want to have something actionable for the audience really quickly before we get into the rest of my story.

People think about clarity the wrong way. So everybody thinks about clarity from, like, how, how do I do something? Then how fast, then why slash where? So it's called tactical sequential, then directional clarity. What I recommend doing is you start with the where, then the how, fast, then the how. So I call it directional sequential tactical clarity. And so I had done that. I establish where the hell am I going? What do I want first? And that's where I painted this vision of I want to travel around the world in three years. When I was working my corporate job. This is where I want to go. This is what I want to do in three years. That was the direction and that was the sequential. Then I was able to build the tactical into it. So once you accomplish that, then you're just kind of wondering about. And for me, I realized I was like, this is not fulfilling because everybody is listening to the show because they want to build businesses, scale businesses, become financially free and just piss off on an island somewhere. That doesn't work. No. Once you're able to financially retire, you are unable to emotionally and mentally retire because you have become an entrepreneur and you are meant to build things, grow things, and scale things.

That's right.

So that's where that came from. And then the course I did for all of three months until I asked my people, I sent an email out, by the way, to get that course I said, I emailed the 100 people about two months later and I said, hey, I've got this thing for you. 1500 bucks. I was like, I fixed it. Like, I think this is going to be ready in two weeks. Do you want it? I made $100,000 in 24 hours living in Brazil. Then we shut. Ended up shutting that down because I asked them, I said, what do you want? What's your best parts of this course? Like, what parts need to be improved? And they said, the course is cool, but we really just like all the people we're meeting in the Facebook group. You dumped us in say, wrong business. So customer feedback. I talked to my customer. Which people should. If you. If you're a business owner, you listen to this podcast. If you just go and talk to your Customer, you'll solve 99% of your problems.

Bingo. Yep.

And I realized we're building the wrong business early. So we shifted the business from this paid course with a free community to I'm like, no, let's go all in on community. Ignore the course thing. I've never even finished an online course. So now Action Academy launched. We started at two grand a year, then it went up to four grand, then it went up to six grand. Now it's at eight grand a year. We're about to up it to ten grand a year. We have an entire roster of coaches and staff and mentors. We have about staff of 12 to 20 now that are extended on the team.

Cool.

And we did 276 million bucks acquisition last year, so.

So that's all. Obviously you started ugly Facebook group, like you said. Is it still like, have you kept it kind of ugly? Obviously you got trainers in there. But like, did you have to complicate it much to scale?

Kind of curious of that simple skills, fancy fails.

That's right.

So it looks prettier, but do we add additional complexities? No. What we did was we just got better and better and better and iterating and asking our customers, what do you want? What do you need more support on? And building systems and processes around that support.

Got it.

So everything from I, what are the four core problems that people had coming into our company? Right. So they had a lack of confidence. They're like, who am I to do a big deal with commas and zeros that a lack of capital? I don't have the money and I don't know how to raise capital. They had lack of community. They were like, I'm not around other people that are doing this stuff. And they had a lack of clarity. They're like, I don't even know where I'm going, let alone what I want to do. So I was like, let's solve for each of these with our business models. And then as we were able to prove more success and more success and more success and stair step that up, then that value was able to have that discrepancy so high that we could raise the price along with the value. So I always recommend to people, start low, charge something, start low, just have an astronomical price to value discrepancy, and then slowly raise your prices as you raise your value. I think it would have been suicide for us to come out the gate at eight grand.

Oh, yeah, I think so too. And you had people that already trusted you from the pod and all these other things you were doing. So it's just an ask, right? You gotta have something teed up for em for the next step of commitment. So I like what you did. You broke down with clarity too. Your definition of clarity. Because it seems like, I mean, that's a pretty common thing on this show. You know, there's every entrepreneur, it's like we're builders. He said it's in our DNA. Once we get that taste in our mouth, it's like blood, you know, like a dog or a wolf. It's like you can't really turn it off. You know what it's like? And like, we're builders and we're creators and we create value and we solve problems, but that also leads. And like a thing I bring up all the time is like, what's enough? Like, most people don't know what their enough is or if the enough is, yeah, I just want to travel forever and piss off on the beach and drink my ties or whatever. Like, you're gonna hate life after probably a couple weeks of doing that and want. Want more. So, like, how do you define enough? And like, is this clarity thing, like one of the most common problems that you hear?

Yeah. So I think if you're clear, if you go ask 100 people on the street, what do you want? 99, 0.7% of them can't answer. And even the one that will answer, they'll give an attempt at it, but they've never put thought into it because so many people are just in survival mode, just making sure that they could pay the bills. So once you get past that point, it's like, let's get everyone rich so they can see it's not the answer to happiness. Right. So clarity is where you begin. I think enough is a fallacy. I think enough never really goes away.

Let me rephrase that to let me think about how that makes sense, because this is an interesting thought experiment because I like to break things down into frameworks. So when you begin, enough is normally $10,000 a month take home, right? That's what you hear a lot, especially in real estate. And then it maybe will grow up to 20,000. Like if I were really. I actually did an exercise on paper in an Excel sheet I created where I said, what is my dream life? I called it like the dream life designer. I was like, if I had the house on Lake Austin, the $5 million house that I wanted, if I had a, like the boat that I wanted, if I had the guest house, I've had the lake house that I wanted, if I had the other house in the mountains that I wanted, what will this all cost me? Plus traveling, plus having kids because I'm single right now, I was like $50,000 a month take home. I could do anything I wanted. And I realized and over talking to a lot of people, once you hit that 50,000 take home from your business and dividends and distributions, nothing after that really makes a material impact. So you need to go from me to we. And so my favorite was from a mentor of mine named Ben Kenny and he issued this game and this is the game that I choose to play. That really helps because I'm going to build things for the rest of my life just in different, varying degrees of participation. But right now it's level one of the game of entrepreneurship is how do I make a million dollars? Like just revenue. Top line, game number two. Level two of the game is how do I net a million dollars? So this like last year when you made a million dollars, this next year I'll net take home free and clear a million dollars. Next level of the game is how do you pay your top five people a million dollars to where now it's like, oh, now it's bigger than me. Like how are we paying them a million dollars? And then the next level of the game is how do I make so much that I can comfortably give away a million dollars a year personally? Not out of the business as the tax write off, but like me, that's cool from my checking account. And I was just like, what an awesome game to play because that's just infinite and scalable. So for me I, I don't have them. I don't have an enough number because we're doing well over a hundred Thousand dollars a month now. And, like, I've been living the same lifestyle that I've been living at $20,000 a month.

And it's true, man. That's the thing. I've had multiple people I know I can. I can attest for. Like, you just get to a point where you kind of just like, I'm good. Like, I got everything I need. I have. It's a time thing that happens. And me with a couple kids and a wife, it's like, that is more than ever the thing. But I used to travel a lot more before.

But I have to also add that asterisk that you have to recognize that you also are talking out of your ass to a degree. Because right now, I plan for that. And I recognize that their day will come where, you know what happens when I get married. And maybe the wife's like, we got triplets. Surprise. What?

Yeah.

You know, and then you're like, okay, what does that look like in our monthly expenses? So that's why I keep my expenses so low today. But I raise my income so I can just stockpile away and I can forecast from my friends, like, what do your expenses look like? So I go ahead and bake them in today. So I'm expecting them to a degree later on. So. Because that's why I do all of this was to be a present father in the future because I didn't have itching.

That's so cool. And the fact that most people never acknowledge that. And I'll be honest, before kids, like, I wasn't thinking about it. You know, I just like the hustle mode. Like, let's get after it.

Give me some ramen and a toothbrush and a mattress. And that's like, this is masculinity. This is performance. Yeah.

This is what we're made to do. Give me a fire. When I want to hit some stuff. It's like, dude, like, priorities change. Like that your wife wants to decorate the house.

And she's like, it's going to be $40,000.

You're like, cool.

So you gotta be good. Yeah. Get ready for it. So the fact that you bring it up. Thank you. Because a lot of people just, like, gloss over that fact. And it's like, okay, reality shake.

Yeah, dude, I'm about to be 30. I understand that. I don't know what I don't know. And I'll say, I think the biggest cheat code in life is positioning yourself perpetually as the enthusiastic beginner instead of the grizzled veteran. I think if you position yourself as the expert. You only have way, one way to go and that's down. But if you're always a beginner and you're always curious, it's like doors are wide open.

I'm going to pause this really fast to shout out another podcast to put on your radar. This one's called OG Mentors. It's hosted by Julie Mayer and Jimmy Edgerton and it's brought to you on the HubSpot Podcast Network, audio destination for business professionals. And this show is perfect for anybody in the mentorship or mentoring space and leadership development. So if that's your realm, these two.

Are the ones to follow.

Over at Augment 3D, they have great guests that keep it funny and they get into details that actually help you get further faster. So go listen to Augmentors wherever you get your podcasts. Have you ever thought about cloning yourself and not the physical form of your you, but using AI to clone you and the expertise that you have. The stuff that you already publish online can now be enhanced and making you accessible infinitely at all times.

24.

7. That's what I've done with my brand and the Joe Fear clone that you probably used. I shouted it out at the top of the episode. It has 600 plus episodes, podcast episodes inside of there, YouTube videos, blog posts and all that stuff. And people can now interact with it. People can, you know, I could generate new leads that way. I use it for customer service and I book calls for consultations. And there's so many ways to monetize and scale what I'm already doing, but via my clone. It's really, really cool. You could do the same. You can clone yourself and scale your expertise infinitely right now. So if you use the code hustle at checkout, you can actually get 50% off your first month of deli. That's the platform that I use is Deli AI. But the URL to go to to go capture this deal is hustleandflowchart.com Delphi D E L P H I And make sure you're using the code hustle at checkout to get that 50% off. And I just wanted to shout it out there as well is my team and I build a lot of these clones for our clients, our partners and they're. It's interesting. It's really cool. We've done like 50 plus clones or so. So if you want us to actually just handle it for you because some people don't want to do the setup, the testing and the integration to launch fast you can just head over. There's a little quick form that we made if you want to fill that out. We can still hook you up on the sweet deal, but it's@hustleandflowchart.com Delphi Maker. That's D E L P H I M A K E R. And if you go there, it's a quick form and once you fill it out, basically lets us know about your business. I can let you know about the cool deals that we have and how we work to get your clone up and live really fast. So either way, go check out Delphi again. The 50% off code is hustle and flowchart.com/Delphi. Use the code Hustle. And if you want us to do the help, it's hustle and flowchart.com Delphi Maker. All right, let's get back to the episode. Well, the fact that like I wrote down your levels and you know, you mentioned participation right before that in my notes, I have community. It's like I'm seeing a theme here. You know, you're not all about you. Like, as obviously you got to serve yourself first initially. But let's be honest, you can get past that, Humphrey, at least on the dollar side of things very fast.

A year or two, but boom.

And then, yeah, and you're taking care of your people first, the ones that are supporting you and letting you scale. I mean, through all of this, you're obviously taking care of your community, you know, customers, audience and all that. But like, I love how that. And then the giveaway is kind of that exponential thing that will just keep. Sure it'll keep growing after that one.

Year, it comes back to you so much. And right at the end of the day, I just have been in the world that everybody wants to be in. Like this last summer, I was able to go do 10 days in the south of France and travel in Spain and freaking Ibiza and Greece and everything again this year. And it's like I've been on the yachts and I've been with these people. I know them now, and I've been on the private jets. And what a miserable, effed up, lonely place it would be for you to be on a private jet and you have no one around you to come on it with. And now all of a sudden, what are you doing? You're just filling it up with women and yes, men. So it's just like at the end of the day, if you can look at that, like you have this, you have this massive yacht. No One's on it. But you, who cares? So you realize money is just energy and what really is the value is people.

Have you always had this. Cause, you know, you started off doing the sales thing, you crushed it, you know, in the corporate world and then you made that move over. But like, what was the pivot for you when you saw, oh, it's people. Like, what was the. Before you, you know, prior to getting that, getting that kind of switch?

Normal. I was normal, dude. I. The only reason I am the way I am today is because I've been able to just be in the world. Like, I'm able to borrow experience from other people because I've just had this podcast and I've been able to build really deep relationships with. Most of my friends are in their 40s, 50s, and 60s, and they have grown kids and they're able to give me like, hey, if I could go back, I would do it different. And like, they're worth a hundred million dollars and they're like, this is what I would do. Like do this, this and this. I'm like, yes, sir, I'm gonna do that. Before I was very normal. I was very self serving, very just in it for me, you know, I'm gonna make my buck, I'm gonna go disappear. And like, I'm good. And I didn't want to post anything online. And now it's just like, everything just changes. Like, Zig Ziglar's got a wonderful quote. The best way to get any life is helping enough other people get what they want. And so when it comes to your offering, it's like the more expensive problem that you solve, the more you get back, the more like hairy of a problem that you solve. And so, dude, my entire business is getting people financially free. And it is a freaking blast because not only do we go travel together, we go do all these events together. We just did tulum. We spent $300,000 on the weekend. It was freaking sick. Sick. And now when I buy businesses, my goal is to buy a business per quarter and my community. I have a lead flow of talent and I have a lead flow of deals. So I have lead flow for talent flow and deal flow from my people because I have the best operators from coming from corporate. These guys are VPs of sales engineers, like at Boeing. Like, they're really highfalutin smart people. And now they, they are like, hey, I've got a deal. I need capital and I want you as like the growth partner. So I'm able to come in and be the Passive partner on these deals, and then I write a check and I get them out of their jobs and I get equity to new company. So it's just like, I'm on cloud nine.

Dude, you're the bridge. You're literally connecting everybody. The fact is, the podcast started it for you. And you just opened the mic up, you opened the floor, right? And you started asking questions, and it's. That's everyone start. Damn podcast. Not too late. Promise you.

Seriously. But I mean, I would. I would add with the asterisk of. With no expectation of anything.

Bingo. Yes. Yes, yes.

Yeah, it just started it to be curious, man. And I never lost it.

And that's. You can't. And that's a. That's like what I said. I wanted to learn from the best. And like, for me, I've always had a pretty good, damn good network, even before the podcast. But it's because I would hit up all the local meetups, the masterminds, conferences. I would fly across the country, wouldn't even pay for most of them. I didn't have money. I'm like, I'm going to hang out at the bar, meet some people. And it always net positive, every single one of them. So I was like, well, podcast just does that on steroids. I don't have to leave my house. Great.

Oh, and it's so. And it's so sexy, man. It's like now we're about to just mash the gas to the next level. Once you get a few people on your show and then you're able to leverage their networks and then move on to the. Oh, dude. It's like we're. We're to a point now where it's just like three years deep. We finally have the reps in to where we can go, and, like, we're getting closer and closer to be able to send an email and get Tony Robbins or someone like that. So it's.

You're right there, man. You got the people. Yeah, yeah. And everyone's just like a step or two away, and you just get to ask for the referrals. And we were already talking about, you know, a buddy of mine and, you know, well, we'll hook you up, but I want to go back to, like, buying businesses. We didn't even get into your whole, like, backstory. We kind of been, like, brushing on it and all that stuff. Like, whole sales thing. You made the move over, I guess give me, like, again, the fast progression. Because you did sales, you did that move to. Was it real estate? That kind of got you really moving, right?

So what got me out of my job originally was so I was just buying a house a year. So I did things like the slowest, least sexy way possible because I just didn't know what I didn't know. And I was like, okay, cool, I'm gonna save up my money for my paychecks. And I heard about real estate investing and I'm gonna buy a house. I'm gonna live in one part, 3% down, and I'm gonna just live in a bedroom and rent the other bedrooms out. And then so that was about $4,000 a month that was coming into me net free after everything. And then the podcast affiliate business was the other 15,000 on top of that. So then those two together ended up hitting the 20. And then I was just like, okay, so there's three different ways for me to scale into this commercial real estate world. In this business world that I'm learning about, I either need to. And this is a framework that I've been working on. It's like, you need to either make money in your W2, make more money. You need to learn how to build a business to. From scratch to where you can have money. You need to learn how to buy businesses from scratch or buy businesses that are existing and make money for cash flow, or you need to be the sweat equity, the hustle, the grind. You need to be the one that finds the deals, negotiates the deals, negotiates the offers, and then take those deals to private capital partners that have money, raise capital through syndication strategy. Then that's how you yield the assets. So those are the only four ways for you to scale into commercial real estate and business. And I said, out of those four ways, I want to build my business. And so that's where it started with the affiliate business. I was like, oh, this is fun. Like, I can make cash flow from this and redistribute this back into real estate. And then it turned into the community. I was like, oh, this is even more fun because, like next year our goal is 5 million top line and 2 million EBITDA. That's a decent business, you know, and especially in two freaking two years, like, that's a decent business.

Yeah.

And so I'm like, if I just focus on this, then I could take those profits and redeploy and be the passive partner. So that was my. That was my journey. I went all in on a business building and then now it's just back to the season where it's one thing at a time and this phrase that I learned from the same millionaire mentor, those $100 million guy says, plant trees, manage orchards. So how you do it with wealth building is Nobody that's worth $10 million plus did it by starting like 30 things. They started one thing, scaled it, redeployed the profits off of that into passive assets or alternative assets. That's how they did it. And so he said when you're doing a business, when you're doing an investment, you plant the seed into the ground, you make sure the soil is fertile. Then as the, the seed sprouts into a sapling, you got to shield it from the rain and the weather and the conditions and the animals that are going to try to dig it up, make sure it grows into a strong fruit bearing tree on its own. And once it's bearing fruit without you, then you move on to the next thing. So that's the position that we're at now with the business two years deep where the tree is now bearing fruit and I've got a full team without me. So now I can go back into acquisition mode. And now like the goal is to buy a small business that's between 1 and $2 million, top line purchase price between 200 to 500,000 SDE per quarter. So my goal is to buy four or five of those next year. And then so I think that we can do that alongside scaling our current company.

That makes sense because you have the operators already in your current company. So it, yeah, they can manage the orchard essentially, you know, with that coming around. That's awesome.

Exactly.

Yeah, yeah.

And I can do that while having fun building up a big old balance sheet. And then, you know, then I just put my head down over the next two years, pick my head up two years later and I've got this big old sexy business that I built myself. Plus the skill sets of building a holdco of another like 10 small businesses that are brick and mortar super boring. Like my business that just bought cleans kitchen hoods.

They ain't going anywhere, right? It doesn't matter. Yeah, I'm looking at a roofing takeover. Yeah, roofing. Another one, plumbing or whatever.

We got a roofing company under contract for 2 million and it's got $400,000 of take home profit. So we're buying it at about a 5x multiple and right now we're in negotiations and diligence with them and if it works then I'm put $200,000 down and I'm going to be the capital partner. Somebody else is going to Run it.

There you go. What's like, was there a big aha moment on the acquisition side of things? So it's like on your first deal, like what, what, what was like the barriers, maybe the things that were preventing you from taking that action and then like how to get through it and maybe some common things you would tell others, like seeing the same thing.

I've got a massive aha moment for you.

Okay, good.

So we teach on, we teach on commercial real estate and business acquisition in action Academy. So it's mobile home parks, land, self storage, multifamily, all these different assets that you hear about, plus small businesses. All right. And for the longest time I was beating myself up. I'm like, why do I not want to buy, go buy these storage facilities? Why don't I want to go buy these multifamily properties? And I realized I just hated it. I didn't want to.

Yeah, what, like you couldn't see yourself living in a place like that or dealing?

Yeah, no, I just don't get fired up by it.

Yeah.

I have done 500 hours of real estate interviews and man, we have people that are fired up by real estate in our group. That's a huge chunk of our group is real estate. And I've got coaches in there. The dude, if you put a freaking triple net lease, industrial center, strip mall in front of them, dude, they are going to tingle, they're going to feel some type of way. That's how I feel about businesses. So like my big aha was the same process that a lot of our folks go through, which this, they join and they're like, what asset class is the right one for me? And I said, go get. It's like going to a food court at a mall. Go try out the different free samples. Buy a four unit, buy a laundromat, buy a storage facility, figure out what you like the most and then you can go all in on whatever, sit down, have a full meal at whatever place you'd like the free sample at. So that was my aha was I was like, dude, I just, not only do I not want to do it, I also don't want to fund them. But like I, one of our guys brought me a 45 unit multifamily, 5 year hold, $100,000 buy in syndicate. And I'm just like, yeah, I'd make 12% a year. I'd have a 2.37x equity equity multiple on the tail end. So I turned that into 237,000, make 11% on it each year for five years, I'm like that.

I don't.

Still don't want to do it. Give me a business. Like, give me that roofing company. That sounds fun.

What do you mean, sexy? Because I'm with you on that. I mean, I am in some real estate, but at the same time, I get more lit up and so does my wife because she's an entrepreneur too, her and I. Luckily, this is what. Yeah, so find a girl.

That's a dream.

Yeah, yeah, exactly. Find someone that you can jam with that way. But the business side, like, what's the. Yeah, what's the thing that. Like, why that over real estate? And I'm sure there's a lot of other people because I've interviewed a bunch of real estate folks on here too. And I feel you, man. It's kind of like, I don't know, I see so many other things I could do. I mean, just thinking, AI, like, holy crap, there's a lot of inefficient businesses right now, you know, but also the boring businesses ain't going anywhere. It's kind of like real business.

So much fun, dude. It's so much more fun for me. It's so. It's like this Rubik's Cube that I get to like work on. Real estate is very simple. It's just. It's just a very simple business model, which by design, like, that's sick.

Yeah.

And a lot of our folks, dude, we have done a lot of acquisition of real estate. Not my thing. And I just, I just recently just came to that. I was like, dude, I go on a lot of real estate podcasts. I was like, I'm not even trying. Like, I do want to buy a boutique hotel. One of my goals My like 10 year vision is I want to own a top 50 hotel in the world. I really care about hotels, but that's kind of a business disguised as real estate for sure. So. So I really enjoy business just because it's just a juicier, more fun problem for me to focus on is I'm like, how do I tweak the offer? How do I tweak the pricing, how do I tweak the fulfillment? You know, how do I tweak marketing and sales? And then where's the leak in the funnel? As opposed to, like me talking to a bunch of distressed owners of a storage facility. I've just done it and it just doesn't light my candle. And now everything that I do has to be energizing, exciting and fun. If it's not fun. I'm not doing it.

Yeah, man. Well, does that. Is that lean into your whole passive income versus passionate income? Is that something you say?

So in 20, when I quit in 2022, like, it was pretty damn near passive. You know, people were just signing up. I had little links in my podcast where they would go sign up with the sales teams of the Mastermind and the coaching thing, and that was coming to me like just clockwork. And then the real estate was passive until I had to evict that freaking chick from my. One of my properties, and she trashed it. And I was like, fun. Yeah. But, I mean, dude, pass passivity is a spectrum. Right? So I built that first 20k was, like, pretty damn near passive. And then after that, I was just like.

What now? I did it.

I'm at the top 27 years, dude.

I was 27 years old. I was like, what? What do I do now? Like, I did what the books say, you know? And. And I was just like, why the is nobody else talking about what now? What? What do I do now? And I was like, there's not even a term for this. And so I was like, what do you do when you already have enough passive income coming in to where you are financially free and you got your time back? You quit your job now what? And so nobody's talking about that stuff. So I wrote a book on it. It only took me 1074 hours. 1174 hours. Who's counting?

Yeah. Yeah.

And I launched it. Yeah. In December. It's called from passive to passionate. How to quit your job, grow your wealth, turn your passions into profits. And that's what we talk about in the book. It talks a lot about business buying, real estate, but most importantly, it talks about passionate income, which is the income after you have enough passive coming in. Now you're like, what? What income can I generate that fulfills the intersection of what I love, what I'm great at, what the world wants, and what the market needs? Where can we put that together? And then just so we can work on hard shit continuously for the rest of my life? Because energizing, exciting, and fun doesn't necessarily mean that easy.

Yeah.

For us, that's working on some big, hard, tough shit. And I love every minute of it. And whenever I bitch about it, I come back and I remind myself, this is what you signed up for. This is what you prayed for.

Yep.

You know, don't complain about this.

Heck, yeah, it's fun, dude, even when it's not. Fun.

Even when it's not fun, man, I get my ass kicked and it's still fun. It's just the game, dude. I'm never gonna stop playing it.

It's the game. And like you said, you got to find a mirror really quick or take a selfie of yourself or whatever and be like, I signed up for this. This is me. You know, this is my doing. There's no one else taking ownership. And because it is a game, I mean, you got, well, Alex Hermosi. We've all seen everyone on YouTube and the guy's a beast, too. And like, he says the same thing. It's all the game. And, you know, it's. I think it's. It's a total mindset thing. But we have the choice at least if we're going to be playing the game, how do we choose to do it? And Brian, I like the way that you lined everything out. Just having that clarity, like your definition of clarity. Just go through that process or anything that might be. Yeah, something that just. If you feel like you're out of the game, it's like, do a reset and find that clarity. Tap into it.

Right? Yeah.

Yeah.

And I had a. I had a, you know, a coach of mine that he. He gave me some good feedback on this because, dude, like this last year I've just been keyed up and stressed out and pissed off and just like a gener. Generally unpleasant person. And he was just like. Because I would feel guilty if I went and had fun. I was working every weekend doing a bunch of stuff because I just wasn't putting fun in my calendar, you know? Yeah, I have to put fun in my calendar because if we just have blank space, the way we're cut, we're just going to go work. I'm like, why would I go drink? I'm going to go. I'm going to go do marketing. I'm going to go work on my copy. Like, yeah. So you're just. What else am I going to do? And then weekends get funky because you're like, is it Tuesday or is it Saturday? I don't know. Which is a blessing. But he gave some good feedback, which was. He's like, so you're telling me that you're enjoying the 50% of time, God willing, that things are going right and you have fun, but then when things aren't going right and you have problems, the other 50%, you're pissed off and miserable. You see how that's a problem and leads to a pretty crappy existence. He's like, so what if you reframed that? And every time that you're running into these problems. I interviewed Dan Martel and he goes, he doesn't call them problems, he calls them puzzles.

That's right.

And. And he's like that those problems are what you signed up for. And the coolest part about those problems is when you solve them, that's a tool that you put in your tool belt and you're like, I know how to do that now. And then you get exposed to new problems. That's where experience comes from. And then 20 years from now, you can say, you know, hey, I've dealt with a lot of different stuff, you know? And so he's like, you need to learn how to enjoy yourself and still have fun while you're going through problems. And that's something I'm working on.

I like it, man. Thanks for sharing. Because that's. That's usually part how I like to end these things is like, what's that thing that you're kind of maybe working through personally? You still got some hiccups because we ain't perfect. And oh, yeah, yeah, I had Dan on the show as well, and he's. He's a beast. And yeah, anyone who wants to get some clarity or motivation also seek his ass out because, you know, his books hard to find. No, he's not. Not at all. But did. I appreciate you, Brian, and what you're doing with Action Academy, the podcast as well. Direct people there. Actionacademy.com easy to find. And just check everything out because. And get the book as well. Get the pod. I'm so happy we did this, dude. So is there any final amazing words, things you want to leave little breadcrumbs here until maybe the next time we're chatting, maybe on your pod or something?

I think in closing, if I could give a last piece of advice to someone, if there was like a super secret hack that you could take from all the millionaires and all the success. What I've just noticed and what I implement in my life is whenever I have an idea, I make sure that the time window between that idea and me implementing it is as short as humanly possible. And if you can just do that macro skill across everything, you will be very, very wealthy and help a lot of people. If you just do that, even to the point of my dating life, if I see a woman that I'm like, oh my God, this most beautiful woman in the world, I'm like, got to go talk to her. I got to go and that's so difficult for me still. I got to go talk to her. I got to go across the bar. I got to go say hello. And that's something I'm working on, my personal life. And so that just the idea, the implementation window, just shorten that time discrepancy and you'll be good. But, yeah, if you guys are still listening to me, Ramb, check out Action Academy podcast. Monday through Friday. It's on Apple, Spotify, anywhere. Yeah.

Love it, man. Brian, thank you so much, man. We'll be chatting soon.

All right. Thank you. Thank you, brother. See you. See ya.

Sam.