Are You Playing Business Owner? | What I Discovered 15 Years Ago…

Everybody, it's your boy, Mark Evans. Damn. Coming to you live here from Parkland, Florida in the office again, nice and warm over here. Hope you guys are doing amazing. Cheers to the coffee. Got some new cigars that just came in. Anyways, thinking about you guys. Hey, so I was on. I've been thinking about all of you. Let me step up here. I've been thinking about all you guys and gals and thinking about how important it is about business. And so many people are entrepreneurs now. And a lot of people you follow say they're entrepreneurs. A lot of people say they're business owners. We're going to discuss some of that today. Good morning, Steve. What's up? My question to you is, are you playing business owner? This is what I discovered 15 years ago, maybe a little longer actually. Good morning, John. What's up buddy? Colorado guys are in town. What's up Nolan? What's up Dylan? What's up John? What's up Jim? What's up Quinn? Thank you guys for being here again, everybody. Thank you so much for all the birthday messages. I'm still trying to get back to everyone. I have a lot of messages over there and it's been pretty wild and very honored to say the least. But so, business owner, what's up Nick? So I'm sitting here Talking with my DM family guys today. I got up 4:30 this morning, wrote a pretty big thing to them talking about all the different ways that business owners can generate a million dollars a year. It's never been easier. There's so many paths to generate a million dollars a year. When I say make a million dollars a year, I'm not talking gross, that's easy to do. I'm talking like at least net a million dollars a year. That's the ultimate goal for everyone for some reason, the initial goal I should say. And it started getting me thinking about this business owner stuff. What's up Paul? What's up Brad? And really what it comes down to is probably about I started doing business in 96. First and foremost, before I get started, actually Today's my parents 43rd anniversary. They've been married 43 years today. You guys may or may not know this, but my mom got married at 17, my dad was 18. They had to go to Indiana to get married because clearly she's underage. And they had me in 78, they got married in 77 of today and then they had me in June 19th of 78. But super awesome to see that 43 years. Talk about commitment, right? Look, they're they're a little bit committed when you say, hey, good morning Kyle. What's up buddy? Good morning Paul. So anyways, back to this business thing. I was playing business. I had the office, I had staff members from. Always had an assistant had it, you know, a couple salespeople, marketing, wannabe marketing person in the office. Had a small one room office back then, like literally we'd have six people in a team, 10 by 10 section. It was pretty wild and I always felt like I couldn't afford it. It's like $250 a month. I'm like, this is silly. I can take this money and do so much more with it. Where I could pay my electric bill at home, I can do this, I could do that again. I was playing business and so many of you guys are trying to grow something inside of your. Good morning Jonathan. Thank you my man. So many of you are trying to grow something inside of your checking account and it's very tough to do that. So I'll share that in a few. I'm getting off track here because I'm seeing all these messages come in, which is awesome. So I remember back in 96 to 2002 or three, me playing business. I would make 30 grand on a deal, I'd go blow it with all my friends and a week later I'd be back in the grind. I'd be stressing, I'd be hammering the phones, I'd be meeting the people, I'd be shaking the hands. I was the business owner for that day. Then I'd make some money. And then I wasn't a business owner. I got complacent, I was lazy, I was ignorant, I was wasting money. I had fun, don't get me wrong. But I also knew I was doing it wrong. And then I started like really asking myself how to become a better business person. You know, I want to be a better person which if I'm better, my business would get better. And this is kind of the journey that started me thinking about how to uplift my team as well. I can't make you do business better for me, but I can show you how to become a better person. If you become a better person, it carries over to everything, including the business you're in. I was playing business for years. I made money, I made money, I lost a lot of money, I wasted a lot of money and I was always playing business. I didn't have a process, I didn't have a procedure. A lead called and I took the lead. I got a Napkin and wrote down the number, wrote down the deals, went and met them and jumped in the car, ran over to meet them, shook their hands, got the contract and closed the deal. That's what I did. And that's not a business, that's a job at best. And the job you work for, you work for a psycho. You yourself, you're the psycho. You would never hire yourself. You know you're non hireable, right? Most people that I know as entrepreneurs would never hire themselves. We're inconsistent at best. Actually, we're very consistent. Being inconsistent, right? They say consistency is our problem. We're very inconsistent. So we're consistent on that. And not only that, like what does your team look like? What does your business look like that you want not what you have, but what do you want it to look like? What are the people involved? What are the processes? What are the procedures? Mark, you will come in and say, hi, buddy. Everyone here wants to say hi to you, buddy. Come here. What does daddy do? Does daddy have a business or a job? Job. That's it, you're out of the will. All right? Get out of there. Daddy's working. Love you. Want to say hi real quick before you go? What are you doing? Special delivery? No, it's a diaper. Okay, cool. So business, what do you want it to look like? Who's on the team? What are the roles? What are the responsibilities? See, when you do own a real business, you want to say hi. When you have a real business, you're doing a lot of shit that you don't like to do. It sucks, a lot of days suck. So if you're always happy and feel like you're moving in the right direction because you get to do what you love to do, that's not business. There's nothing fun about business. Typically, you're having very tough conversations with lawyers, legal advisors, financial advisors, you know, your staff members that are not doing their job or this or that. You're hiring, you're firing, you're managing. You're asking yourself, like, why the hell can't they get this? They've been doing it for a year. How don't they understand what to do? That's the stuff that's like frustrating to real business owners. And then we have to uplift them. We have to get them, we have to invest money to send them to the best training. We have to invest money to get them online training with. Invest money to get them coached up, clients, etc. So as I'm sitting here thinking about the business, what does it look like for you, a good action step for you is to pull out a piece of paper and ask yourself, what does your organization chart look like? You as the visionary, you as the implementer, you as the assistant, you as the controller, you as the bookkeeper, you as the marketer. This is why most businesses, businesses, I'm saying this term very loosely, by the way. This is why businesses are always up and down for the average person. Because when you're marketing, you're getting a lot of influx of opportunity. You're so busy on your opportunity, you drop the ball on marketing. And then when you drop the ball on marketing, it's a delayed reaction a month later and you're sitting around with your thumb up your ass wondering why no money's coming in the door this month or why the phones aren't blowing up or why you're not closing deals. It's because there's a process, there's a delay. See, oftentimes, especially in most businesses, you're looking at the sell as the action. That's the action. After 27 other actions prior marketing, you know, managing inventory, blah, blah, blah, blah, blah, blah. There's a lot of moving pieces. So what we need to do is look at our org chart and ask ourselves, what do I, where do I shine? Where am I the best producer? So the org chart could be, use the visionary, use the implementer, use accountability accounting. I'm sorry, you as the manager, use the acquisitions person, use the dispositions person, use the accounting like controller, like there's a million different things. And then you look at this and say, okay, how the hell can I be good at all these? It's impossible. I see why I'm stressed out now. You'd see a visual representation of why you feel the way you do, why you're riding the financial and emotional ups and downs like you do. We all do in the beginning, but why? You don't have to forever. It's a storm. But that storm doesn't stop until we start looking up and seeing what's really going on and how to make it better. See, when you look at that, you have 27 things on that organization chart and you're in all the boxes. Now my next question is which one is the least important? And this is how you're doing your days. If you know it or not, you're only doing what's urgent and important. This is why you feel like a firefighter. When I talk to you guys one on one, I'm like, yo, what's going on, man? I Feel like a firefighter when I put fires out all day. Have you ever thought that you might be the arsonist creating the fires so you actually have fires to put out tomorrow? Have you ever thought about that? What would your life, what would your business look like if there was no fires to put out? What would you be doing all day? So you're trying to fill a void in your brain. You're trying to fill a void so that you become needed in your company. By the way, that's what a real company, they don't need you. Real companies don't need you as a leader, as an owner. It doesn't hurt it necessarily. Oftentimes it could hurt it actually if you're small minded, trying to like suppress the system instead of let it open up and grow. But here, please. But at the end of the day for you, we need to realize that if we're growing a real organization. I don't even want to be a CEO. I don't want to be the implementer. I never have been really the high level implementer. That's not my personality. But things have to get done initially. So what I'm looking at, I would rather be on the board. I own multiple, I'm involved in multiple companies, many, many companies. But I don't need to be involved in the day to day. I more want to be on the board. I don't mind casting a vision, but when it comes down to all the details and who's doing what and how it's getting done, that's not necessarily my angle, that's not my skill set. But I'm honest with myself about it. I don't act like it is. I focus on what I can control. You need to put those down or get out. Please, please. Yeah, headlock. Get out. I'm working, I'm working. I'm working on my business. Love it. Kids. You gotta love them. With business for me is all about growth. It's about paying attention to the team. The real question you should be asking yourself if you own a real business is how are you not involved in the day to day? How are you not involved in the bottleneck conversations? The only thing that should be coming to you, actually you should be going to them as well, is asking high level, action driven, goal oriented questions. For example, I hit up one of my partners yesterday. He's making about $280,000 a month. It's not bad considering he's only been doing it for about 20 months. Pretty decent, great profit margins. And I called him. I'm pissed off. Why am I mad? I'm not doing anything. I make a good royalty residual off that company. But I'm mad because we're playing small. I'm mad because it can be so much bigger. See what's interesting about growth, I've never met anybody that came to me and said, mark, I wish I would have grown slower. Of course, there's some people that might say that because they did it wrong or they didn't have the pieces intact that I've been talking about. Like, I'm family first. Like, I won't grow a company if you came to me and said, mark, you gotta be on the road 100 days a year. I'm out. I won't do it. I don't care how much it pays. Why? Because it doesn't align with my day to day lifestyle of what I want my personal life to be. So no amount of money is going to take me from, excuse me, from what I want. I'm not chasing the money as a company. I'm trying to build an overall vision of the company, of how big it can be. Share it, cast it, hire amazing people, work with them. These guys, these folks are way smarter than me. Way smarter than me. But when I called the partner yesterday, this is last night on my walk, I'm like hyped up. I can't. I'm like stressed out. I'm like, dude, you need to be at 500 grand a month like clockwork in the next 60, 90 days. My question to you is, what do you need from me to make that happen? See, when you ask questions like that, it changes the narrative in their brain because the first thing most people do is like, well, I'm at 270. How do I get to 500? I got to double my efforts. Doubling your efforts is not getting you to 500. If it was, you'd already be there. We got to think differently. We got to be projecting a different conversation to extract a different result. We know how to get to 270. How do I get to 500? Well, if you knew, wouldn't you be there? If you're on the path of trajectory, you'll get there. But then the next question I would ask, okay, so if he came to me and said, mark, I'll be there in 12 months, I'd be like, why does it take so long? And then he would have an explanation in his brain of, through his conversations he's had with himself of why that is the case. And then I'm going To take my knowledge, 24 years in business and have a way different conversation and show the path of three months or less because it's not that much harder at this point. The hard part's done, the wherewithal, the customers, the knowledge and blah blah, blah, blah. Now we just need to scale. And there might only be two hires you need to do to go from 270 to 500. Only two. Not the 12 he already has on the team. See, all the hard work's been done. I see so many people working so hard they don't have time to get wealthy. You're better than that. You owe it to yourself more than that. What's up, Kevin? So I didn't see you today too, my man. One hour per week, KPI checker. Strategic decision maker. One hour per week, KPI. I don't even know. KPI tracker checker, whatever that means. I don't know. I'm not necessarily worried about the hours. I'm worried about what we're spending the hours on. Too many of you guys are trying to oversimplify complexity and undersimplify simplicity over complicate. But all of it, it's really not that hard. I talk about this in my one book, the 10 Minute Business Owner. I call it the Island Effect. You're on an island, you have 10 minutes a day. That's it. You have coconuts, palm trees, your kids are playing, your spouse is right beside you, the yachts in the far. You got 10 minutes today to talk to people in your company. What are you talking about? More importantly, who you're talking to. And the rest of the day you got to sit on that island and enjoy your life and relax. And if you're not talking about the right stuff and you're not talking to the right people, you might drown yourself in that ocean because you can't handle the anxiety. It's overwhelming because you have zero control. See, that's the difference is like when you start controlling everything, you have no control of anything. How in the world can you run 27 divisions in one company? Or five or six or however many is in there? Let's just break it down to simplicity. Implementer, manager, accounting marketer. Let's call it 4 or 5. How are you able to. How are you able to go up and control four spaceships? You're the pilot of four airplanes taking people to four different continents. How, how could you ever be good? Why do you think you should get more by being crazier just because you work harder? It's not about working harder. We talk about this every day. It's about working smarter. It's not. I'm not saying not to work hard, but working hard and smart at the same time will give you so much better results. The problem is you don't even know you're working hard. You know you are. You just don't know how to do it. Andre said you can't control your life. I don't agree with that. But you. But you can't control your business processes. Again, you can control everything if people stick inside of the control. It doesn't mean a lot of controls that people aren't handling. But, you know, I can control how I react. I can control what I do next. I can control how I'm feeling. I can control what, you know, how I build this so that I don't have that feeling again. So, I mean, that's a whole. That's a very deep topic, but sounds like you're reading a lot of good books over there, Andre. I don't know how big a business is. You have or not have a lot of stuff you're saying is very beginning business stuff. I love it. I don't hate it. It's just, I think you're going to box yourself into a very small business. Talking like you're talking based off your words here. I don't know you from Adam. I don't think so. I'm just using that as an example. But, you know, one hour KPI checker. Dude, you know, I work many hours. A lot of people confuse. Don't get it twisted. I'm working. When I'm out in the pool, hanging out with my son, I'm working. I'm thinking about big picture stuff. I'm watching the golfers go by and thinking about where there's a need, where there's a want, where there's an opportunity, where there's a certain. Like working to me is not what most people would consider working. Get to live in my. I get to do exactly what I love to do. Create and delegate. That's what I love to do. I don't like to manage. I don't like to talk about it. I don't. I just want to go do. I want to see it. I want to see it come to fruition and I want to implement. I want people to implement. I'll start it and then I'll hand it off. So I don't know if that takes an hour or a hundred hours. See the difference? I was telling my buddy today, I can't even remember the Last time I've been paid per hour. I don't do hourly stuff, nor have I ever. I can't remember the last time it's ever happened. If I don't kill it, I don't make money. If I don't go out and do a deal, I don't make money. If I don't set up my business right, my business don't make money. We have to make money. If you're in business, you have to make money. So are you playing a business owner or are you a business owner? Because real business owners have a team. A real business owner has a vision. A real business owner has goals. A real business owner has daily accountability, tracking who's doing the work, who's not. I'm good at a lot of things, but only great at one thing. And I focus on building businesses where I only do that one thing. I love it, man. Paul at school, create and then delegate, dude. The truth is, I create, eliminate, or delegate. Oftentimes, the stuff I'm creating will never see the light of day. Do you know how many courses, how many software programs, how many companies I've started that never started because I eliminated them? The opportunity wasn't big enough. I got out of them because I just. It just wasn't there. I lost passion, I lost purpose, I lost focus and. Or it was just too small. It was cool when in the beginning, but once I started going down the path, I was like, yeah, I don't want to work that hard for that little. And that's the truth. I have stuff like that going on all the time. But again, I'm a real business owner. I wasn't always a real business owner. Took me 15 years to figure out what I'm sharing with you guys. 15 years. It was a kick in the balls. It hurts. I was frustrated, I was sad, I was scared. I was excited because the guy told me, I paid him to tell me that. I didn't know what I was paying him to tell me, but I knew I needed to hear something. He's like, dude, what are you doing? Stop playing. Start being. Be the change. Be the leader. Be the driver. Be the business owner. You're not the business owner. I saw you on the phone in the hallway for the last five hours. I saw you on the computer for six hours prior to that. You look like you're stressed out. You're overeating, your skin looks terrible. What are you doing, dude? I'm making money. No, you're not. Maybe you're making a little bit of money. But you're not a business owner and you're not gonna make a lot of money. You're too busy making money that you can't get wealthy. Mark, straighten up. You're better than that. You want more, right? Yes. We got to do more. We got to change what we do. We got to do more of different. I'm like. But I understand. He's like, you will. It's going to be scary. It's going to be bumpy, it's going to be tiring, it's going to be frustrating, it's going to be exciting. But dude, if everything comes through you like, hey, Mark, can you sign off on this check? No, dude, I already signed off on it when I sent you the email to send the wire for $7,000. Send the wire. What do I need to check off for it again? I trust you. That's why I sent it to you. Can you do the job, yes or no? Yes. Then leave me the fuck alone. I got a company to run. Next question. See, the problem is what happens is if everything's bottlenecking you, that's your ego. That's. No, that's not a reality of a business. I genuinely believe most of you watching this or listening to my voice right now, you, you aren't even important to your company. Your company, if you had a real company, wouldn't even know if you were gone. You're not that important. You're not changing the world by doing real estate deals. You're changing your world maybe, but you're not changing the world. You have the local mom and pop, you know, ice cream shop down the street. You're working hard, you're making a couple bucks, but you can't get wealthy like that. It's a start, but we got to evolve. We got to develop. We gotta become a business owner. Dude, I always see people like, man, you know, what's his name was in the before and after everybody. That sounds like he was a terrible dad. That's what that sounds like to me. Dude, if I got to be in before my employees, why am I, Why do I hire them if I got to be there after them? Why? It's a cool story. It makes you feel good. But what it really does. It's a story to make you keep working harder, to make you keep feeling like that's how it's the normal. Dude, I get up every morning at 4:44. I love it. Not I don't love it love it, but I love the feeling of it after I'm up and rolling I hate getting up, but I got to. I got so much to do and I'm still behind the eight ball. I was up writing today. I'm up re editing something I'm working on, then I'm working out. Then I got the kids getting up, Then I got to do a video to you guys. After this video, I got three other videos. Plus I got to actually do work and get stuff done. I'm still working. It's just different types of work. You can create a life once you understand that you have a real business. No one's bought, no one's texting me saying, mark, should I market this? Should I send this message? Dude, what do I pay you for? You know, you know, the vision. You get it, you want it, and you have the capacity to do it, go do it. Why else would you hire someone if every time they got a deal? Hey man, I got a deal. Can you give me a call? Not sure what I should do next. Close the fucking deal. That's what you do next. It's real simple. But you don't understand. Well, I do understand. Can you do the job? Yes or no? That's the difference. Back in the day, 15 years ago, I used to say, give me the phone, let's call them together and close the deal. Gave them false hope. They acted like they were doing the work because they're getting the results. Armando, I need to close down non performing businesses 100%. I wish I had done that years ago myself. Andrea, if it takes 100 hours and you're a poor businessman, your goal is one hour to accomplish what other people takes. 100 hours. Automation, delegations. My man again, I hear you. I don't believe you. I believe what you're saying because you probably believe it. But I would say, send me your bank statements, send me your P. Ls, I'll send you mine. Let's compare. Dude. Listen, everyone's king dingling. Everyone has a 12 inch wiener on this video right now. If you're a guy, of course. If you're a woman, you're the best looking girl in the world, right? So we think, let's pull them out and let's see them. See, that's the difference with me, guys. I'm not here to be your friend. I can give two fucks about you. Actually, I'm here to help you. I want to help. That's all I care about. I want to help you and Andrea. Andre. Andre, however you say your name. I'm sorry if I'm saying it wrong. I don't believe the bullshit you're saying out loud. I genuinely believe you believe it in your brain. But you don't run real businesses. There's no way you do. You know how I know? Because the way you talk, the bullshit you say, show me your bank statements today. Show me your P. Ls. Of all your companies, I'm guessing you have none or one. And it's got. You'll send it to me on a Vista Print letterhead. If not, shut the fuck up. Quit re. Regurgitate. You're the fucking problem with the Internet. You're regurgitating. I feel free to call in Beacon. Send the link over. Let's call in and talk about it here. I love this, by the way. I'm mad. I'm not mad at you. I'm mad that you believe that bullshit you're saying because it's holding you back. It's not helping you get successful. It sure in the hell ain't helping people around you get successful. Because if they buy into that shit, they're lying. You're lying to them and you're lying to the. You're lying to yourself and you're lying to them. See, I really wish all these wannabe guys that say stuff like they say, show me your P. Ls. Here's one thing I realized growing up poor. Every poor person has million dollar ideas. Every poor person has the best financial advice in the world. Every poor person's figured it out. Why are they poor? See, it's easy to talk shit, but doing the work where the rubber meets the road is where the. That's where the big dogs live. That's where the real opportunity is happening. We're so busy doing. We're not really talking about it. Let's get the P. Ls out, my man. I'm in. I have nothing to hide. My companies generate millions of dollars a month, let alone a year. And I got the proof to back it up, my man. This goes for anybody, Andre. I came to the United States in 2002 with only 100 bucks in my pocket. Now a multi millionaire. That's awesome. Why you talk? I'm not talking shit. I'm talking shit about people that talk like you. You're regurgitating information. Hop on here, please. You're regurgitating information again, dude. You don't have a business if you have a wholesale real estate company. It's not a business, it's a job. I'm sorry to bust your bubble. I have a company that does wholesale real estate. It's a bit. It's not. It's a business slash job. How do you know if you have a business? Very simple. Can you sell it? What's the multiples? More importantly, show me the 10 companies that sold in the last 12 months in that same exact industry. Same exact category with the same exact product. It doesn't exist in wholesale. Wholesale companies are not businesses. It's simply a high paying job that you couldn't hire people to help you grow it and generate millions of dollars. So I'm not talking shit, I'm just saying. Dude, you. You can't tell me I've been in too many businesses. I own too many companies. And I'm not talking shit to you dude, I'm trying to help you. And that's how I know you don't have money. If you think I'm talking shit, you realize dude, what I'm saying is real to real business owners. Real business owners know it takes a lot of work. Real business owners know it takes more than one fucking hour a week to run a company. And dude, I own a lot of them and I work less than an hour in some of them. But I'm not running them, I'm on the board, my man. I don't need to run them. I don't even need to look at KPIs. So when you come with that weak shit like you are, I know you're not a multi millionaire. Maybe you are on paper. I want to see the fucking money in the bank. I got multi millions. I'll show you. So don't come at me with your weak shit. Dude, I don't need to know you. I know the way you talk, you're full of shit. And listen, you can help people being full of shit. I used to do it because I didn't know better. I didn't have someone like me telling me straight up I could have helped many more people if I had someone like me telling me the shit I'm telling you right now. And you had $100 more than I had to get started. Because I started with nothing except a dream and a goal. As 18 years old, no credit, lived in my parents house with zero money. So again, running a real company has to be sellable. If you can't sell it, it's not a company. If you can't sell it without you being involved, it's not a company. It's a job disguised as a company. And I'm not saying you can't sell it and be a part of it. I'm not Saying that. I'm just saying when people come at me and say the stuff they say, I know if they're real or not. Matt G. Come on, Andre. Go on live and defend yourself. Hold up, let me get the popcorn though, dude. The truth is, if I didn't care, I delete your comment and move on. I used to be you, my man. I used to believe my own because it served me. It served me. You might have some people here watching you. Like, I clearly know, like, you're posting your website link that you're a millionaire wholesaler, blah, blah, blah, which is awesome. Dude, I know I. I made millions of many millions of dollars in real estate and still do, but it's not a business, it's a job. You're not managing and growing a real company in wholesale real estate at all in a week, one hour a week. It's impossible. I know because I've been there, dude. I have. I had the best team in the game. It requires a lot of stress, a lot of work, a lot of moving parts. So again, guys, don't let anybody. You gotta question this shit. This is why people aren't getting the success they deserve. Because they're following the wrong people. Just because you can make a million dollars, by the way, does not mean you know what you're doing. Just means you figured something else out and you're making a couple bucks. Then my next question is on the P and L. How much of the money is being made doing the work as opposed to coaching people how to do the work? I'm not talking shit about either or, but they're two totally, totally different types of industries. Massively different. Massively different. I know because I'm in them both. You guys understand the types of companies. I'm in the publishing world. I'm in the email media space world. I'm in the real estate investing space world. I'm in the franchise licensing world. I mean, nutraceutical world. Like, they're so every company, every businesses are different. So I'm not coming to you. Like one path. Like do real estate. It's the only way to get rich, dude, it's not. If that was the case, everyone wouldn't be doing real estate. There's many ways to get wealthy. Real estate's a great stepping stone to make some money than to go build or buy a company. Ideally, buy. Buy something performing with all this money. Andre, I'm sure I have less millions than you are at the moment. How about if we. Dude, I don't need to do a Bet. I don't bet with clowns anyways. Go make it anyways. If I show you, I'll show you now. Like, dude, everyone's getting millions. I'll put up more. I've never met someone. It's like, dude, I'm gonna have less millions next year. Why are you kicking can down the road, my man? Pony up. Pull down your pants, buddy. Let's see what you got. See, that's the difference, man. Everyone's got money next year. Everyone. Until Negro comes. By the way, I'm not just saying it's all about the money. But think in this case, it definitely is. Because you're saying stuff that's hurting people. You mostly, it's hurting you. I'll pay a million dollars to the nonprofit right now. What do you got? See, that's the thing, is your thousand dollars. It shows you don't have the money mentality. You're going to show me that you're making millions, but we're going to get bet $1,000. It's a bet, dude. It's a bet. That doesn't drive you to go do what you say you're going to do. Because it's so easy to pay a thousand dollars. There's no pain to it. Well, I was going to give. I was going to give 1100 this year anyways on my charity budget. Guess I'll give a thousand here because, you know, he's right. I didn't do the job. Come on, man, for betting. Let's bet real money. It's Mickey Mouse, dude. A thousand bucks. See, this is the problem, folks. This is the problem affecting everyone around us. You guys are listening to the wrong people, by the way. I'm not. I'm not everyone's cup of tea. If you're not looking for the truth. I'm definitely not your guy. You paid 30k to the chair last. Yeah, exactly. Yeah, I forgot about that. I don't think I ever mentioned that. Do we have to grow real business? By the way, I'm sharing this because I want you guys to grow a real business. Steve, how is tearing him a new asshole helping? I don't know. I'm shooting straight with them. Hopefully he has clarity in the moment. Everyone sees it differently. I don't think I'm tearing up a new asshole. Just shoot straight to him. By the way, it does not help anybody if I hurt you. I'm not trying to hurt you. I want to be the guy that helps you. It doesn't benefit me if I hurt you. It only benefits if we can win together, it only benefits me if you send me a message next year. Like, dude, what you said, blah, blah, blah, blah. You were right. Here's where I'm at now. This is the thing is I'm not looking to make a friend. I'm looking to help you. I'm not trying to tear you an oust. I'm trying to give you guidance. Just the way I deliver might not be necessarily the way you like to hear it. It's not coming from a bad place. It's not even coming from a judgmental place. It's coming from a caring, passionate place of truth. I would be a thousand times further if someone talked the truth to me when I was beginning stages a thousand times. Everyone was dicking me around because they just wanted my pocket. Wanted more money. More money, Mark. I'll teach you that. Give me more money, Mark. I'll teach you that. Give me more money, dude. I don't mind paying for it, but shit, let's get it done. Quit telling me what I want to hear. Tell me what I need to hear. That's the difference. You guys know that's a real thing. We are going to tell you what you want to hear and sell you and give you what you need. That's what real marketers do. I'm not here to sell you anything except to help you. I'm here for free. One hour a day of my life is here because I'm trying to hurt you. Because I want to help you. Thank you, Nick. Thank you, Matt. Thank you, guys. Andrey, I love you too. Listen, hit me up privately, dude. Like, I'm here to help. I can tell you what to do and what not to do in the wholesale business. On the coaching and on the implementation side, I have 24 years experience in it. I probably have a little bit of insider knowledge. It's not that you can teach me stuff. Like, it's not that, but just I know I'm growing real organizations. It's different than when I just had a little wholesale real estate company. It's company. See, it's like ingrained in us. Right, Andre? Your emotions are pumping me up. I'm still in bed, but this the speak makes me get up and grind. Today's the day. I just got motivation boost from you. Thank you. You're the best. And like you say, it's free Subway, dude. What's Matt say? Stop wanting everyone to pat you on the ass to find out that you're going to light fire under. Absolutely, man. What's up, Michael? How's it going, guys? Guys again, I got goosebumps. You know why? I genuinely. I promise you, I promise you, a year from now, Andrea, if I'm saying the wrong name, please tell me how to say it right. Andre. Andrew. Andrew. Andrea. When he does what he's going to do, because this has been a real talk for him, and some people think I'm chewing his ass, but I'm not. Literally a year to two years from now, there will be a moment when we connect person or video or phone or whatever. And this call made a change in someone's life. I know it to be true. I don't know if it's going to be him or a Spectator. It's going to be someone. See the difference? What I've realized, if I was trying to be vanilla about it, like, yeah, man, that's a great deal. Great call. Yeah. Work an hour. We don't. Nothing. I'd be lying to myself and I'd be lying to you. More importantly, I have a duty, an obligation to my audience to shoot straight to you. So if that stuff comes in there, I gotta address it. I can't let it slip. See, too many of you slipping. Too many are allowing things to creep in. Too many are allowing to be complacent. This is why you don't have a business. This is why. And if you do, it's on slippery slopes. I know I've had them fail. They fail every time when I take my eye off the ball. They fail every time when I over, over promise, under deliver to my team. It's real. Yes. Curtis knows best. Large wealth creation. Real estate requires you to run it as a business, not as an investment. 100% Curtis. True story. Great guy, by the way. The biggest thing I always see, people mess up. They say, I'm a real estate investor. When I hear you're not a business owner. Because business owners. I'm a real estate business owner. I use investments as my vehicle for my company. It's a way different. Way different visual, way different picture, way different cadence. Everything's different when you're a real estate investor, man, it's in the streets. You're getting punched in the face, you're punching people back, you're screaming, kicking. For a $5,000 wholesale fee, a $13,000 rehab deal that went south, that you're glad you're gonna make 80 on it. You net 13. That's if you're lucky, right? We got Rob that wants to hop on Beacon. Let's bring someone on. I'm getting Excited. Rob, you there? He's on mute. Oh, they gotta mute themselves. Andre, I am not interested in wholesaling because it's not truly scalable facts. I'm watching it on based on AI powered education. That's how I win next year. Like to talk to you about it. Awesome. I'm down. Leighton, Great transparency. Mark. Keep shooting straight, guys. I appreciate you guys. I have nothing to sell. I want to help you. I want to see you succeed. You know, if you love your wife, doesn't mean I can't love my wife. If you love your business, doesn't mean I can't love my business. If you make $10 million today, doesn't mean I can't make $10 million a day. I don't believe in. If I. If you get, I can't get. Like, to me, true abundance is like just being genuinely real. By the way, it's not easy to shoot straight with people initially, but it has to be done. Think about the people you respect and care about the most. They always told you straight. And if you have never had that experience, I feel sorry for you because it's a tough. It's a tough road to swallow. Get kicked in nuts, punched in the face, slapped in the throat, jugular, right? But at the end of the day, I get mad. I remember football, senior year. I got pulled out of the game because the guy threw an interception. He was holding me. Blah, blah, excuses. He was holding me. That was a real excuse. But it's still an excuse they got. Guy got thrown a ball, he intercepted. Whatever. Refs didn't see it. Coach sits me on the thing. I was on the sidelines crying. I was mad because I knew at the end of the day, it's an excuse. But I got to do something about it. Made me work harder, made me work smarter, made me work tight. Everything became tighter. I didn't like it in the moment. I didn't want to hear what he had to tell me. I didn't want to have to sit on the bench and feel ashamed and embarrassed. So many adults are doing this now with their life. They got their kids watching, spouses watching, their friends watching. Even if they're not talking positive, they're watching. They might be talking like they want you to fail, but true deep down inside, if you're a winner, you're a winner. It's gonna happen no matter what. You got to keep your head on straight. You got to get focused. You gotta get pissed, get mad. When you do, use that. Use that negative and turn it into a Positive. I don't work out good when I'm like, happy. Oh, I'm happy. Let's get a good workout in. I gotta get mad. It's like, hey, you fat. We gotta get on that treadmill. We gotta work hard today. Evans, you're weak as fuck. Grow. Grab the 40. Stop playing around with the 25s. Let's go. You gotta use it as energy. You got to know what drives you. It's not everyone's the same, obviously, but what drives you, what gets you excited? We got to look at the company structure. CEO, coo, accounting manager, acquisitions, Marketing department. We gotta say, okay, I'm doing all these. How am I good at any of them? Which one am I really good at is easy? Which one do I really hate? Sucks. And I need to hire the sucky pieces. Deal coordination, accounting, marketing. Like, all those pieces that are consistently high have to be done. That's the stuff. That's the stuff that has to be done. That's the stuff you hire out. Anything consistent, you must hire out. You need to consistently have good books. You need to consistently have marketing going on. You need to consistently have someone managing people. You need to consistently be doing acquisitions and dispositions, like bringing product in, bringing product out. Like, there's consistent actions have to do that. That does not mean you have to do it. And then once you get that all established and you start hiring, you need to ask yourself, who is selling a company like mine? I like that question. Who has a company infrastructure like mine and how much is it worth? How much do they make? How big can it really get and what can I sell it for? What's the multiple of ebitda? That's what company talk. That's what companies are doing. They're not thinking, how do I build a job to make 100 grand a year? They're thinking, how do I build this thing into hundreds of millions, if not billions of dollars a year? Sell for xxxxxxx dollars to XYZ. They've already identified the top 20 people that might buy them. Strategically, they've already identified how much they could sell it for. If they got to that point, it's gonna be 5x or 7x. Okay, cool. That gives me a baseline. And then. Okay, what are we looking at? Beacon. I lost you. There we go. So we got all this stuff going on. We gotta figure it out. So for you guys, definitely, business build. It will serve you. I lost 15 years of my life not building a real business. I had a business, I thought, but I had a high ultra High paying job and I had team members, I had people doing the work. It's still not a business. It's a high paying job. I can't sell my company that I put my blood, sweat and tears for many, many years. And I'm not saying not to do that kind of stuff. I'm just saying know and treat it as it is. Jalen, I was, I always do something good when I'm mad. Always thought that was weird or right. Not right. Thanks for the share, dude. I use it. I get excited when I get mad. That's why I don't mind when people say I can't do something, I'm going to do it. I use it as fuel. So like some people, like dude, the naysayers. Naysayers actually feed me. They don't take from me. Some people, it does the opposite of course, but I actually like it. I enjoy it, honestly. I think it's funny and it gets me excited because I know the more I hear no, the more I'm going to do because that's when most people quit. How many people are telling you no? And you just stop. How many people are telling you no? And you question, did you tell me no? I go to instant, oh yeah, it's on now. And then you tell me no again. I'm like, oh, I'm definitely going to figure this out. And I just get more excited. You know what I mean? So got to find out what's using. But we got this business, we got the org chart, we've hired a couple people, we contacted a couple brokers in the business industry, asking them, hey, this kind of company I have, do you have any companies that are for sale in this industry? I'd like to look at them, start understanding what a P L looks like. You're not trying to buy them, you're just trying to understand what a real company looks like. Have you ever looked at like a real P and L? Have you understood what like real daily profits look like? Hourly per minute profit margin like flows look like how quickly return, you know RO we call it roas return on advertising spend how that looks, is it day one, day 20, day 90, day 300. That's going to give you. Why is it, why is that important? Because it's going to show you what your cash flow pipeline looks like. How much money do I need and for how long and how big does it, you know, like there's a lot of moving parts. So if I can spend a dollar today and get a dollar back today, I can spend infinite Amount of money. If I spend a dollar today and only get 20 cents back today, it takes me eight months to get my whole dollar back. That's a different path. It's a different conversation, different marketing, different growth process. Do I need to bring in outside money? Do I need to go slower? Do I need to take a fat? Like there's different conversations with data. So as a business owner, we need to go and go to these companies, go to a business broker, talk to them about what kind of business you're in and tell them you're looking to acquire, to grow and start seeing some data. Ask them what do they typically see the EBITDA on? Something like that, like, yo man, I wanna, you know, I'm typically seeing X, Y and z, you know, 5x EBITDA. Cool, that's good news. You're like, fuck, what's EBITDA mean? That means you don't have a company either. You need to go online, type in ebitda. These are things that we need to know as business owners, company owners. When you're having these conversations, things start changing and then you start looking at your tax department, you need to start looking at your investment department. All these things start building. Where are you spending your time, William? Best one you've done by far, Mark. Awesome, William. Why is that? Why is that? Appreciate that, by the way, buddy. Hope all's well. Why is that? Folks, I could go on and on here, but get the book Magician vs. Mule. Appreciate everyone that's gotten it straight. Talk real talk, tactical stuff, get you out of the weeds a little bit, hopefully all the way. But you got to start somewhere. I truly do believe that every single person listening to my voice can build a multi million dollar company that produces revenue for you. You're hitting on points that no one focuses on. Thank you. Because it's packed with great, awesome, thank you guys. But I can tell you this, if you don't stop doing what you're doing, you're going to keep getting the same results. You're going to keep getting the same results and then you're going to get frustrated. But my big fear is that you're going to lose 10 years of your life in the process. Just like I lost 15 years of my life. My business, like my youngest 15 years of my business development life. Can't take it back. I'm not mad. It is what it is. But knowing that that was the thing. I have to shoot straight with you. I have to give it to the raw truth. I have to deliver even when it sucks. Or hurts. I can't see you guys continue to go down this path of fakeness, of I can't see you continue to sit at home and suffer in silence. You have to know you're not alone. Business is hard. It's okay. Understand it. Use it as fuel. Drive your revenue. Get excited about revenue. Get excited about wins. See your team starting to develop. I don't care if you're delivering products out of your garage. It's a stepping stone to the next level. As long as you know there's another level. See, in real estate, I was just like, do more deals. I had the team, I had the company, I had the culture, I had everything. But what I missed is I didn't have a sellable company. It's not sellable. It's not. It's very hard to scale. And you deal with a lot of crazy people. It's a tough industry. At scale. It's easy to make a good living doing the work. But don't conf. Don't tell people you own a business when you have a high paying job. Just because you don't go to work doesn't mean you don't have a job. We all have a job. What is job? What's it look like? Are you paid hourly or you paid performance? We have to understand we are building a real company. And I want you to get so wealthy, I want you to build it right. I want you to become super wealthy from it. Because it's. That's what it's about to me. Like, why wouldn't I want that for you? Why wouldn't I want that for you? Thought I saw a question in here. Sorry. Chase. What's up, buddy? I know I saw something in here. Give me one second, guys. I'm looking for the quote Jeremy said something cool. Takeaway so far is less control equals more control. It's about what you control, not how much. Quality versus quantity. Yes, I wanted to hit that because that is key. And he is right. See, if you're controlling customer admin, if you're controlling the, you know, accounting, bookkeeping, it's important. But if that's what you're controlling, all that energy should be focused on business dev, customer acquisition, deepening relationships with customers you have already and growing your bottom line. You can't do that when your head's down on the computer typing in numbers in a spreadsheet. Just can't do it. So I gotta bounce. Cause I got a business to run. But I appreciate you guys being here and genuinely, I genuinely do care about you guys. I want to see you succeed. I do want more friends in my life, but I want friends that are progressing and growing and grinding and driving and being real providers to the world. You know, shooting straight with people, giving them real talk and just being better human beings every day. So when I say I don't want friends, I'm not saying I don't want friends. I just. I don't need friends. I want more. I just don't need them. And, well, we all need some, I guess. But I want you to, like, succeed. And for a while, you might not like me because I am going to push on you. I'm going to push on where you're sensitive. I'm going to push on where you're scared. I'm going to push on when you're like, don't want to be pushed anymore. You know, like that annoying push. I'm not doing it to hurt you. I genuinely am not. I'm doing it because I, deep down inside, actually care, probably more than you do at that moment. I know what's on the other side of that storm. It's amazing and you deserve it. If you're willing to put in the effort, I promise you it's there. If you're willing to do it, build the company, I'll build it with you. I'll help any way I can. I'm thinking about you guys. Have an amazing day. Make sure to check me out over at Magician versus Mule dot com. Get the book. Appreciate Andre, Amy, William. Hey, Mom. Thank you guys. Have an amazing day. Happy Wednesday. Peace.