EP 06: Are you a Magician or a Mule?

Welcome to the making of a dm. Are you a magician or are you a mule? I'm so excited for this show. I hope you are too. Let's get started.

What I know and how I did it to discover freedom. There ain't no question mark. Kevin's when he stepping the doubt, he's closing deals. Time to tell him what the DM stand for. Deal maker. A deal maker. But I'm not just a deal maker. I'm a dream maker.

Hey there, it's your host, Mark Evans, dm. Thank you for being here today. We got a lot to cover. My question, as I stated at the entry of the show, is are you a magician or a mule? This is a big, big, big topic and I hope this show really, really gets you thinking to another level because it's changed my life and many other people's lives that I know once we realized the power of the magician. Before I get started here today, I want to say thank you guys so much for heading over to itunes and giving us a quick update and review. It means so much to me. It helps us out a ton. And if you could take a couple minutes, if you haven't done so, it was, if the show's been valuable to you in any way, shape or form, get over there, give us a nice five star rating, tell your friends about what we got going on and anybody that you think can make an impact on the show. It's not just about business either. It's about life in general. Right? Deal maker, dream maker. What are we doing to pursue the next level of success and goals and all that fun stuff? So again, I appreciate that. But today I want to talk to you about a very real conversation I have with myself. This is an evolution process. Took me a lot of years to figure out what I'm gonna share here with you today over the next half hour, 45 minutes or so. And I talked to my mastermind guys. These guys all pay 35,000 a year to be a part of where we talk about how to grow. Have you ever wondered, like when you see like the mega wealthy guys like the Bill Gates, the Jeff Bezos and all these different people that exists and you're like, how in the hell do they do we only have 24 hours a day? How are some people capable and able to get so much done, accomplish so much success and create so much wealth and the same exact time you and I have, this is something I've been thinking about my whole life, to be honest with you. I remember as a kid watching Lifestyles of the Rich and Famous with Robin Leach. I'd be thinking like watching whoever's on the show and there's big mansions and cool cars and I'm like, what does that person do that creates what they have? Again, this is materialistic looking, right, looking at from a materialistic approach, assuming we're thinking that they're successful. I'm not saying everyone's created success is the same way. It's just this is something that used to drive me and still does today, about how some folks are able to get so much done and yet others are struggling to barely get by. And this is happening in business and in life. You meet these people that are just busy being busy. I get it, we're all busy. But the production productivity is where the magic happens, the results. So when you hear and I ask you the question, are you a magician or a mule? We're all designed as mules at the highest of the highest levels. We're mules. We go to school. We're trained in school to sit down, shut up, don't speak unless you're spoken to. And if you have to go to the restroom, we have to raise our hand to go to the restroom. And then you go to college and you have these same kind of rules. And then you get out in the workplace world and then you have to, you have certain times, you got to clock in by X, you got to clock out by X. Is that really, I mean, guys, you gotta, you gotta beg for time off, you gotta ask your boss for time off if you have a job. I'm not saying there's nothing wrong with asking, but like when you ask, and it's like seniority. I've only been here three years, they've been here 10 years, so they like, whatever. I don't understand it. I guess that's what I'm saying. I'm trying to be nice here today. I don't understand it. And I always have challenged it because I remember sitting in school because I never went to college, as you know, I barely graduated high school, but I'd be sitting in school two o', clock, all my stuff's done, what I was going to do anyways. But they don't ring the bell till what, 2:45 or 3:00', clock, whatever it is. And I'll just sit there and counting down, wasting, killing time to get out of class, to go do whatever I had to do. I see people doing this with their life. So it's again, may sound petty, but you're trained. That's that's a trained behavior. They're training you to fit inside of this box of work, right? I don't care if you get your done in an hour or 20 hours, get your job done, period. Everyone on all my teams know that. I don't micromanage. They know what they need to do. They have the capacity to do it, they want to do it, and they're willing to do it. And however long it takes them is up to them. Because the mule effect, it's not about like, oh, I can get that done. And then they, like, some people do it in an hour. Some people take 10 to do the same exact result. Why? How you ever question this? It's a lot of efficiency factors, right? Just because, like, I could talk to 10 people, maybe close one. You might have to talk to 100 to close one. I'm not saying either one's right or wrong, but I want to be more efficient and effective. That's magician style stuff as opposed to mule. You know what's really wild to me as a mule? It's actually praised. We actually brag about being a mule. I saw someone today online. You know, they're bragging about how the airlines gave them a nice letter saying, we appreciate you flying with us every week. I don't want to fly every week. I don't want to fly once a month, let alone every week. This guy's on the road three days a week, literally out of seven working. I'm not knocking working, by the way, but it is 2019 and his job could be done remotely. But the way that company's design that he works for, he has to be on location. He doesn't even go to the offices. He's just. He's got to be there in case they need him. And he's bragging about it online. Check it out. Look what they gave me. I see it and I'm like, dude, that sucks. You have four amazing children and an amazing wife and you're bragging about that bullshit. And then everyone chimes in. Oh, man, that's awesome. Oh, dude, that's great. You probably see a lot of cool stuff and this and that. Where I come from, small town Ohio, when you shake someone's hand, if they don't have their hands all tore up with calluses, they're lazy. What does that mean? That means they're not working in the field. That means they're not doing the work and they're not being productive human beings because they're not out in the field being a mule. And as an entrepreneur, there's nothing wrong with working as long as we know we're working towards a goal. My biggest fear, as you're listening to this, depending what age you're at, I guess age, it doesn't really matter. Realizing what I'm sharing here with you, how big it can be, is that as a magician, I was 12 years old being a magician and didn't even know it. I was getting lawn care deals, $20, let's say I'd bring my friends in, have them mow it for 10. I'd keep 10 for finding the job. And we'd repeat this process every week. People are like, oh, dude, you're lazy, Evans. You're always looking for the angles to get out of work. Okay, well, isn't that the whole point? See, there's no shortage of mules. Like I said, you're actually. People are bragging about it and getting praised about it. I was recently overheard a conversation where these two guys were talking at the bar restaurant. I was getting lunch real quick by myself and the two guys were actually. The one guy, sit down. He's like, yeah, man, dude, I've been so busy, I haven't seen the family pretty much all month and blah, blah, blah, 16 hours a day. Yeah, like a badge of honor. And his buddy literally said, oh, dude, you think that's bad? I think I've been working like 18 hours a day, no time off. And they're like, high five and bragging about this stuff now. I'm not afraid of work, by the way. I actually love working. I'm a hardcore mule, by the way. So I'm talking to myself right now. I'm just sharing it out loud to you. But I'm a hard fucking worker. I love it. I can't wait to wake up and I don't want to go to sleep. But it's different types of work. I remember when I used to do construction up at four bed by 11, seven days a week. Not five, not six, seven days a week. Because I had work to do. I was trading my time for dollars. Nothing wrong with that. I didn't know the difference of what I'm sharing with you today. Now, I'm not saying you shouldn't work, so don't stop everything you're doing. I'm just saying you need to become conscious of what you're doing. See, mules are thinking, how do I protect and grow and put myself in this box? I remember I used to have $10,000 in my bank account and I would check it four times a day. $10,100. Yes, yes. A magician would see the $10,000 and say, who can I hire with this $10,000 to grow to $100,000? Totally different. Pass. Who can I hire to help me grow? I don't know everything. Truth is, I don't know much. And then the mule says that I'm keeping all this money. It's all mine. I work really, really hard. I, I'm putting in the hours, damn it. And the mule, Ferris. Well, what happens then? You go buy the new Corvette or the new car or the new house or the new TVs, or all of the above to keep in the cycle of muling thinking. You're going to want to wake up every day like you are now, excited at your age, ready to tackle and kill the world. What happens when you get 50? So 60, 70, etc. Guys, this is no secret. The average person in this world is financially done. They're one week away from devastation. If you put 10 people in the room on the streets, seven of the 10 are broke. Guess who's out there giving all this financial advice? Guys, I know this because this is how I grew up. When I was 12 years old, everyone said, what are you thinking? Why aren't you working? Get outside and work. I'm making more money not working the way they think work should look like. By the way, working is relative. It depends what you're thinking work means. We'll define that. But the people telling me it was trying to protect me. I remember going to my grandmother's house at 2pm in the afternoon, just closed three deals, woke up excited, 50 something thousand dollars in checks in my hand. Because back then in 96 to 2000 you actually got checks at closing. And I'd get the checks, meet the sellers, meet the buyers, shake the hands, smile. And I had three checks, cashier's checks from the title company totaling over 50 grand. I love my family. I wanted to go see my grandmother, take her out to lunch and celebrate if you will. I pull up all excited in my jeans and T shirt, three checks in my pocket, a smile, ear to ear, right? And I walk in and she says, what the hell are you doing here, Mark? And I'm like, huh? She's like, your grandfather had five jobs, we raised nine kids and blah blah, blah blah blah. I'm like, grandma, I just made fifty something thousand dollars and I'm excited. And she immediately went to, it's not always going to be that good. Don't count your chickens before the eggs Hatch, you have to work, Mark, Et cetera, et cetera, et cetera. Thank God I used that conversation as fuel, not defeat. See, a lot of times you guys are hearing this shit like, you cannot do that. No, no, no, you take it literal. See, if our family knew the shit I'm sharing with you, we wouldn't be talking about. Would just be the norm. So the thought on the thought, or we call it the tot, the thought on this is. Where did this conversation come from? My mom and dad are amazing people. My grandmother was an amazing person. But the conversations that they were raised, what they real, they saw in their world, how they grew up, how they were trained, they were just carrying on the conversation to me that they felt fit the ideal picture of what they knew. I'm not knocking it, I'm just bringing it to the surface so we can conversate about it. I can tell you this. I make a whole lot more money being the magician than I ever did as a mule. There's no way you can even compete with a magician as a meal. It doesn't exist because you only have so many hours in the day. This is a real thing. See, as I'm talking to you today, literally, as I'm talking to you today, I have many things moving. Here's a magician thing. I have a book coming out. Another one, this would be number 11 or 12 or something like that. And every time I write a book, number one, all the profits go to charity. So I'm excited about that because we get to give back. Two, I work once. It works forever. That book contains my first book was November 21, 2006. And still every single month we sell those books. I work once, and it keeps getting paid forever. As a mule. We work once for an hour, we get paid for an hour period. And the difference, you might. Yeah, Mark, but you only made $3 on the book. You're right. And you made $30 an hour. Maybe, let's say, I don't know. But my $3 times however many thousands is what it will generate over the lifetime span. Your hour only has a maximum capacity of what you can make. If you made $30, that's all you can make. This podcast show, I shoot it for 45 minutes or an hour. It gets downloaded tens of thousands of times is the goal. My message gets heard. So one hour, 1,000 downloads equals 1,000 hours. 10,000 downloads is 10,000 hours. I can't talk one on one to you to 10,000. I just don't have time enough time in the day to do that. I would love to. The mule in me would love to, but the magician mindset doesn't allow for it. Truth is, time constraints don't allow for it. Not that I don't love you, but I'd much rather hang out with my family, my wife, my kids and my parents and such than to hang out with every Tom, Dick and Harry to talk about the same bullshit. Hence why this show exists. I want this show to be inspiring and powerful and enlightening you to share bigger picture stuff. So I work for an hour and it gets heard tens of thousands of hours. It inspires someone. See as a real magician, I have sales guys working right now. They're conversating about our company because I had a top down visual model, hire people, guide people, inspire people and make an impact by leading. Back in the day, I used to get a hard on saying I did everything, I do it all. What do you got? Send it to me, I'll do it. That's the mule in me right now. I have two. Like if you look at my chart, I'm in my office in Shaker Heights, Ohio on the third floor. I have a whiteboard, you can hear me hitting on it. I have a picture of my daughter, picture of my son, and I have the things that I have going on. 1, 2, 3, 4, 5, 6, 7, 8, 9 things. Out of these nine things, one's an event. That's a magician thing. I show up for two days, I work five hours and I impact hundreds of people. A new site, a site gets cleaned up. That's not me doing it, that's just me sharing the idea to, to the developer guy. He does it. It gets seen online millions of times. Podcast. Go figure. I'm on it right now. I do it once, I share the message and it goes out forever. I have the new book, the magician book coming out. I have a four by four book coming out. I have two books coming out in the next 60 to 70 days or less. Everything I'm doing, I'm more thinking. Not counting, by the way, not counting my joint Venture alliance program I have where we have five new people in five different real estate markets that I'm partners with. And I have my guy, my right hand man, COO Christian, who's leading that group. Him and I shared the big picture. He takes the information, drives the day to day. And I sit back and I lead and mentor and we generate revenue by helping them generate more revenue. See, I'm not chasing a paycheck. I'm way past that I'm chasing change, I'm chasing impact, I'm changing results. I want results. I don't care how hard you got to work to get it, as long as it's meaningful work and we're moving in the right direction. See, one thing as a mule, I figured out again, I figured this out before I was 18 years old. I don't have enough time of the day to make the money I want to make. If I worked hourly, it's not possible for what I want in my life. I've told you my first thing, when I, before I was 18, I was like, I have to make 100 grand a year. That's my goal. The way I calculated it is make $20 an hour times 15 hours a day times 30 days a month equals X or whatever the numbers come out to. That's how I calculate. That was the mule in me coming up with a solution to get me results. By the way, I was fine with that at that point because I didn't know any better. But as I started going down the path, I don't want to work hourly. I want to work on results. That's why I love sales. I love sales because you get paid what you're worth, period. And it's always in demand. Your sales will always be in demand forever. If there's one skill you ever learn, it's gotta be sales and marketing. These two skill sets are forever, Mark. They're forever skill sets. Data entry, anybody can do that. Sales and marketing, it takes work. It takes getting told no many, many, many times. Thousands, tens of thousands of times. Guys, I get told no 10,000 plus times a day over that easy, right? Because I send emails out to million people, say 10% open out of that, 10% x percent x out of it, and say no. Yeses are by results. They're moving forward. They're clicking the button and buying or whatever it is right through the media company. Business can't be built off of no's. I can learn how to get better from the no's, but as a driver, as a leader, as a magician, we have to realize what our value is to the marketplace and we have to maximize it. We have to get team members to work with us on that. By the way, if you're sitting here listening to this and saying, I'm a magician and you're a solopreneur, you're not a fucking magician, you're a liar to yourself. That's okay, admit it. It's 90% of the recovery process where start recovering this Is an ego thing, right? My small town where I grew up, man, if you don't work, you're lazy. But what's interesting is very few people with the mule effect ever can get out of it. One, you got to be, you got to admit. Two, you got to become aware of it. You got to like start learning about it. This is a muscle, by the way, because as you really start building this up, this magician effect, you're going to go into another layer of this. And that layer is almost feeling guilty, meaning that you're making so much money without actually physically have to wake up and do any work that you almost start self sabotaging it. I know because I've done that before. I'll generate money without doing the work that day or the day before or the week before, the month before, whatever, and money still coming in every day. Then you start thinking, oh my God, what is wrong with me? I got to fix my problems. Well, what's the problem? It's the insecurity. It's the muscle. We got to work on it constantly. See, when you lose sight of where you're going with your vision and your impact statements and all this stuff and your team, you can start feeling lonely and almost feel like you're not worthy of it and then create self sabotage. Don't believe me? You don't have to believe me. The numbers prove wrong otherwise. I mean, look at lottery winners. They get all this money and like massive percentage is what, 70, 80% or more go BK. It's not because of the money. It's because of us as an individual. We self sabotage success. We don't have the mindset, we don't have the money mindset to get to that next level. And guys, at all levels, there's next levels. Bill Gates challenging has next levels. Donald Trump, anybody that has anything going on in life has challenges. We all have challenges. Some are bigger than others. Some have small challenges that make them into big challenges because it protects your ego. See, you don't have to like this or love this or even agree with this. You just have to understand that this is real. What I'm sharing with you. I have no dog in the fight. If you take this and go crush it, which I hope you do, and become the magician. So picture this. Here's one thing I always find interesting. When I go to a restaurant and it's a mom and pop restaurant, there's one I think to myself, why? Why would anybody in their right mind, by the way, restaurant business is a hard muling business. It's hard as hell. And then when I talk to the owners, they're like, yes, this is all we've done for the last 25 years. This and that. I'm thinking why they've put a cap on their upside. Let's say if that restaurant makes $80,000 net a year, 80k, that's the most they can make. That's if everything's perfect. Humming along, bad times, it's bad. Good times, maximum is 80k. But what if you were a basic burger joint, like a five guys back in the day, where with the intentions, with the magician mindset, thinking, how do we procedure this out? How do we create a sop Systems and operations, process this all out and sell the dynamic? My average store makes 80k a year. What is that worth to someone? If I sold like, this is what McDonald's have done. This is what Burger King. But when I see this, I always think, like, what are they doing? Listen, I'm glad there's mom and pop shops. I love them. I like to support them actually. But I also see in their eyes how the fear they don't have even a business they can sell for any money, really, because they're not taking a salary. So a real business you have to have. Everyone has to be getting paid and still has to be money left over. That's tough to do in a small mom and pop restaurant. This holds true too. In Florida, where I get my car washed, this guy was super nice. He had one location, he's been there for 27 years. And every time I talk to him, you know, the staff was cool, you know, clean, they did a good job. But when you walked in, it was not optimized for maximum selling. You walk in, the counter lady's not friendly, right? She wouldn't say, hey, what's going on? Hey, do you need an air freshener? Do you need this? Do you not? You know, this sounds petty, but magicians are thinking about these pieces because it moves the needle. If they see 150 clients a day, let's call it 100 clients a day for easy math. And she gets 10 people to buy something for $2, that's an extra $20. Not a big deal. $60 a month, 720 a year. Okay, that's just on that piece. What if the guy, when I check in to get the car is like, hey, it's $26. But today we have a special for $30. You could do X, Y and Z. I'm in another 10%. There's $4 per person times 10, there's another $40. What about candy machines? What about pop machines? What about the efficiency when you walk in, what do you see? How does it look? What could you buy? What's the upsells? What's the opportunity? Because when you're getting your car washed, you're sitting around for 15 to 30 minutes, depending how busy they are. Magazines, books, cards, right? That card, you're like, oh, I got a birthday this week, I got to get a card. I don't want to go to Hallmark, so I'll go here, right? What about the goofy hood ornaments? What about the light plugins? Or like, all this stuff matters. And I would see in this guy's eyes, he. I mean, he's there every day working in his little four foot, four foot by four foot office space. True story. The door half open, half shut. He's stressed out. It's raining in Florida every other day. So therefore his business is affected when it rains. And I'm sitting here thinking, like, dude, why don't you have this operations down? You're here for 27 years, you probably know a lot. But with the mule, it's not about knowing. It's about doing and implementing and executing this information. And as he was sitting there, I. I'm telling you, I would say, yo, man, like, dude, like you, ha. Like, if this was me, here's what I was thinking, here's what I'm thinking, here's what I would do. And he wasn't implementing anything. And then I go back three months later and I got back in town, and guess what? He sold it to an operations that has 16 other locations. Guess what they did immediately. Pretty much everything I told this guy to do. Reposition the counter, get people where they have to walk through all these things to get to the counter so you can make more sales on the way through. These are instinct buying decisions. No one's sitting around thinking about buying a bag of Skittles at the car wash. But that adds up. No one's thinking about getting ice water, a glass, you know, a bottle water or a soda or whatever. But that stuff adds up. It's instinct. Boom, boom, boom, boom. So the company that bought them has a formula, and they're crushing it. They're outpacing his numbers by two and a half fold already because they have a monthly program, right? Boom. Set up residual. I told this guy, because he would not, he never had a monthly program. Magicians are thinking about how to create residual income. Residual income gives you a baseline for growth. Let's say if he had 200 people paying him. Now get this, pay attention here. Maybe you're on a treadmill, maybe you're driving or whatever. And I'm not trying to go too deep, but picture if he had 200 people paying him 50 bucks a month, that's $10,000 a month coming in no matter what. This is real, guys. By the way, this is low numbers. I belong to a wash club here in Ohio. I have all my cars in there. I think it's $56 a month times four or five or six. However many cars we have in Ohio here to do that. And it just keeps clipping along. They have 430 members. Think about this, his baseline. He's generating 120,000 a year before he even turns on the lights. A mule would say, but what if they take advantage of the system and get their car washed every day? Okay, your staff still gets paid, you still make sales inside of the office. They're still going to get tips. Your team is busy. Not only that, you have money coming in no matter what, because you're gonna have guys like me that come in once a week, once every three weeks. Who knows? I. Some of my cars haven't even washed this year in Ohio in three and a half months because we have someone come to the house or whatever we have done. So it's like you're looking at the wrong thing as a magician. We're looking for growth, we're looking for opportunities. Mules are looking for obstacles, challenges taken advantage of, etc. It's not 100% your fault though. It is now if you listen to this and don't do anything about it, but we've been trained to do that. Because people as a mule, once they discover that you'll work hard and they give you more to do, and then if you can't, if you still survive, they're going to give you even more to do. They're going to try to pay you less because that's what mules do. There's only two ways out. You die or quit as a mule. There's no other way out. So you're protecting what you've learned all these years. But back to this car wash guy. 10k a month coming in, guys. This may not sound like a big deal, but he had so many massive upswings. 10k a month might take care of his entire staff in his building. Anything else that's coming in off the streets, a straight revenue, straight bottom line revenue. When you have a company like that, that changes the game that becomes a model, that becomes an infrastructure that you could take to marketplace and sell the market to the market or open multiple without any downside or very limited downside. I should say picture if you could wake up and in your company you had all your bills paid for and anything from day one to whatever is straight bottom line revenue. Your salary is included, your office space is included, your staff is included, your insurance, all this stuff's included. Might be 10 grand, might be 100, whatever the number is, you create a residual income model that allows that to happen. That's magician type mindset. That's thinking like that. March 3, 2005, changed my life. It's the first day that I had a squeeze page. You know, it's like a basic page. The only thing they can do is put their name and email in to get information on a website. It's called a squeeze page. I went to Atlanta for a day. I invested $50,000 of my hard earned money to sit down and learn about this thing on the interweb called a squeeze page. Now guys, when I say I don't know anything about the Internet, I know nothing, I know how I know. I put my email in and Nemo comes back to me and all that basic stuff, but just like a car, I know how to start it, you know, that's about it. But the squeeze page, I paid 50 grand now and I was in small town Columbus, Ohio doing business. As soon as that squeeze page went up online, my business became international. I could literally run ads on Google or anywhere for that matter. Get over to blah blah blah.com and get a Seven Fatal Flaws report or whatever we called it. Then they would go to the webpage and opt in. Cost me say 20 cents an opt in. It's a lot more now, but say 20 cents an opt in. These are people from all over the world. They're learning about Mark Evans in Columbus, Ohio that does real estate. The more people that know who I am, like attention, eyeballs, conversations. The more attention, the more conversations you have, the more opportunity opens up. So what happened is I started getting so big online, let's say if I was getting a thousand new people a day coming in my system, I had to figure out a way to talk to these people. So they go in from an ad to an opt in. They put their name and email in. They get an email from me, hey, thank you very much. Here's the seven fatal flaws report. I promise you. By the way, what are you doing tomorrow at 2 o'? Clock? Hop on A telecall. This is telecall days. This is like when you just called into a phone line. We didn't have webinars and zoom and all these amazing things they have today. I would drive them to a phone number link, call in tomorrow, 2pm at 1, you know, 1, 2, 3, 4, blah, blah, blah. And I would join that the next day, 2 o'. Clock. Every day at 2 o', clock, I'd be on this call and I would just be conversating and letting them get to know me in a bigger presence. Hey, guys, thanks for coming on. This is Mark Evans. Blah, blah, blah. This is 2005, 14 years ago. I had no clue what I was going to say. The truth is, If I'm being 100% transparent, which I always am, the first time I did this, I was scared to death. What am I going to talk about for a half hour is what I thought. So what I did is I shut myself in my office. I grabbed a bottle of vodka and grapefruit juice. This one, I used to drink greyhounds, grapefruit juice and vodka. And I had probably half the bottle before the call. I was so nervous. It's silly. I'm not advocating this, by the way. I'm. I'm sharing a real story of what I did. I got on the phone. I don't know how many people were there, but I shared about a deal that was going on in Columbus, Ohio, and a guy in California that was on this phone call. I said, guys, if you want this property, there's a lot of you on here. Whichever is over 100 and something, probably, maybe more, call my office at this number. The phone went ballistic. I was like, oh, my gosh, this is amazing. So a guy In California, 42 minutes later, right from 2pm, he calls in at 2:42, let's say. And I'm talking to him and he's like, I want the deal. I'll take it. He's like, I'm coming in town tomorrow. I want to look at it. I'm in. That would have never happened if I wasn't trying to become a magician, is where I'm going with this. Because back in the day, I would just mule it out, call every single investor online, make cold calls, go meet them at networking events, do all the hard work. Needless to say, I've been doing that. I've been doing calls and webinars, and I will do them forever because they work. And then they have Evergreen models where you only do it once and it works forever. But That's a whole nother conversation. But this is, like, basic. This is. This is what I'm talking about. Just start thinking like this. It cost me 50 grand to set the page up. Mules don't pay money. They try to figure out how to do it for free or do it themselves. But if you start thinking of the magician, it's an investment. By the way, it's one of the best investments I've ever made in my life. I still use squeeze pages today. It's never been easier to do. You could set it up for a couple hundred bucks now, which is insane. And then you drive them to a evergreen conversation, get them over there. Thousand people in the funnel. 100 people show up. 2 people take action, or 50 people take action or whatever they call you. They talk to you. They get to know you. They learn about what you're up to. They want to get involved. That kind of funnel has generated millions and millions and millions, tens, hundreds of millions of dollars in sales for a real estate company. Magicians think differently. Magicians see opportunities. Mules see the obstacle. Because mules are trying to figure out in their brain, I'm already maxed out on my time. How do I have time to do this? A magician's thinking, wow, that's an awesome opportunity. Who can I hire to help me implement that? See the difference? It's a massive difference. This is a muscle. You got to start working out. If you're a solopreneur, you need to hire an assistant. Let's start there. Once you hire an assistant, you start realizing you can buy your time back for 12 to 15 bucks an hour or whatever it is. Now you're buying your time back. That's the whole reason you're here, right? That's the whole reason you want to build a company, is to buy your time back and get rich and have a lot of money to do more things, to spend more time with your family, give back, do more. We got to start thinking like this. If you want more out of life, it's not that it doesn't exist. It's that our mindset has to change so it can exist in your life. Everything I'm doing, all these companies I'm involved in, I get paid for being a magician. Value add. Understand your worth. Don't just say, oh, I'm worth so much more. No, you're not. If you're not getting paid more or creating better results, you're not worth more. The scoreboard doesn't lie. Yes, you might be working hard. Yes, you might Be doing a lot of stuff. Yes, you might be a big asset, but you might be disposable as well once you hit a certain number. And all of a sudden they start looking at like, how to get rid of you or how to minimize you or how to replace you with someone else. Right? So magician versus the mule. I would love your comments. I would love your feedback on this, because I would love to. This is like a big deal to me. This changed my life. When I started thinking like this, and it was in 2005 ish when it really started clicking, I really started thinking about how to maximize my time. How does someone that's not as smart as me and work as hard as me have more than me financially with time and energy and money? How? What's the secret? I'm giving you the secret right now. They've discovered the magician like effects of how to grow, how to lead, how to get into a marketplace that allows for this kind of growth, right? Because there's not big growth if you're selling seeds or whatever. There might be limited growth, but if you're in the right industry and there's a lot of right industries, you got to figure out what's your magician like effect. See, like real estate agents, right? Real estate agents. The brokers are making a fee off of all these agents. So say if you're a broker and you have 10 agents or 100 agents or a thousand agents under you, who do you think's making more money? The broker with a thousand agents, of course. So you start thinking like that, like, how do I get more people under me? This is why MLM works so well. Like it or love it, MLM can teach you a lot about selling and understanding the magician effect. Residual income. This is why everyone loves real estate, because it creates residual income. I could work once. I could leverage money. I could buy an asset, a hard asset that produces 300 bucks a month. But Mark, I want to make more than 300amonth. I get it. But I work for a month. I make 300amonth this month and next month and the month after that, et cetera. And the good news is there's no cap on it. I could buy one property. I could buy 100 properties, or I could buy a thousand properties. Picture if you had 100 of these. Picture if you had a thousand of these, 30,000, 300,000. It's not how to reach, trust me. Magicians think differently. Magicians take different action steps. We're not chasing paychecks. We're creating opportunities that are Bigger than ourselves. We know we're going to mess up. We actually encourage it. We're looking for progress over perfection. The mule is excited about perfection. The mule is like, I worked 18 hours on this and we're like, dude, what the fuck ever? I took 12 seconds to make a phone call and it got done for me. I don't care who did it or how it got done. I got the shit done. And oh, by the way, I got to hang out on the lake, I got to hang out with my family, got to have a couple drinks with my buddies, and I was in bed before 8 o' clock watching a movie with my son, who won again. I'm not knocking the mules because I am a mule through and through. Still, I catch myself wanting to do the mule activities because I know it's easy. It's a muscle. I go back into reflex mode. Protect it, Protect it. You are a magician. You can do what most people dream about. If you start working on it today, start thinking about how to maximize, how to spread yourself, your energy, your, your all of your stuff, how to, how to amplify it, how to multiply it. You talk in front of one to one. Door knock. Boom, boom, boom, boom. For every door you knock. It's a grind. It takes work. I get it. But what if you understood marketing and you could geotarget the area and sitting in anywhere in the world, you could literally anywhere in the world, by the way, you could literally get 100 people on a call every day. Instead of door knocking, you're taking your skill sets and leveraging it up into an environment that's conducive to what we're talking about. This did not exist when our parents were around, when they started, when they were on their journey, or our grandparents, depending your age. The Internet is so new. You have so many massive advantages to take this magician and turn it into a whole nother world. You get 100 people in the call, your conversion rate's 10%. You just sold 10 people within one hour. You cannot door knock and sell 10 people in an hour. There's no way possible. I know because I've done it. You get a lot of no's, you get a lot of rejection. You get a lot. No one's home. You're walking, you're hustling, you're high fiving, you're creating competitions to keep motivated. I get it, I love it. But for where you're going, is it going to get you to where you want to go and listen? If it is, keep Doing it. But no, someone else out there is working way less with way bigger results. It's not that they're lazy. Truth is, they're smart. And we can all learn from smart people doing smart things. We don't have to like them or know, like, everything about them, but we can pull from little pieces every single person you ever come in contact with. By the way, you can learn from every person. Like, wow, I don't want to act like that. Wow, that's amazing. Wow. What is this? Oh, cool, man. That's. That's awesome. That makes sense, you know, like, we're constantly learning, evolving. I challenge you. Start thinking like a magician. The mule is inside of you. We have to start acknowledging it. We have to start paying attention to it. More importantly, we have to start working the muscle to get out of it. I challenge you to do that today. This show is definitely worth repeating multiple times. And if this show is super helpful, please reply back to me. Let me know what your thoughts are on the show. I'd love to get your insights. And if I need to expand more, I will. And not only that, please share this with your friends, colleagues, workers, anybody you care about that is progressing. This goes for everybody. This is not about just business. This is about life in general. How do you hack the system? How do you grow beyond yourself? How do we do more with less time? That's what this is about. And at the end of the day, I truly appreciate everything you're doing. I want to be here. I want to help you. I want to give you the goods, no bs, and just guide you down a path of understanding what's possible out there. Because I'm just getting started, guys. The truth is, I'm just at one point in my life where I'm going to be 10 times, I hope in the next 10 years or a hundred times, or a thousand times. We're all growing and evolving. I'm not coming here and acting like I know all the answers because trust me, I do not. But if there's things I can do to help and ideas that's allowed me, some hillbilly, small town, Ohio boy just had a dream to be where I'm at today, to know where I'm going. It's an amazing blessing and I'm honored to be here. Appreciate your time. I hope you're having a great day. Stay focused. Start thinking. Magician, not mule. Talk to you soon. Bye bye.

I'm here to help and teach him what I know and how I did it to discover freedom. There ain't no question mark. Kevin's win. He stepping the doubt, he's closing deals. Time to tell him what the DM stand for. I'm a deal maker, a deal maker But I'm not just a deal maker I'm a dream maker. The journey's where it's at. It's all about the process. Time to get over to the DM project from a small town in Ohio so I know how it is Can I come from a lot of money I remember as a kid wanted to make a honey rat See no one making more than that. Graduated high school with a 1.8 but they should have held me back. I hope my principals and teachers are alive just to witness this. I'm my own boss. I'm out here running two way figure businesses I could walk away from it all and I'll be good But I've been called to help people just like y' all learn the game it's time to ball everybody chasing the money But I'm not chasing the money I'm out here chasing the purpose Yo I been working my whole life well guess where we at is gonna get us where we wanna go. It's time to push time to learn, time to grow I'm more Kevin's DM I'm here to helping teach him what I, what I know and how I did it to discover freedom There ain't no question mark Gavin when he stepping the doubt he's closing deals Time to tell him what the DM stand for. I'm a deal maker a deal maker But I'm not just a deal maker I'm a dream maker. The Journey.

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