Embrace The Suck With Scott Carson From The Peak Performance Greatness Show With Christopher Dedeyan

Foreign.

Welcome to the Peak Performance Greatness Show. I'm Christopher Deian, founder and CEO of Dedian Enterprises, Inc. We are committed to optimize people's performance with tools such as peak performance speaking, coaching and consulting programs for a worldwide international community. We believe that the only difference between where you are and where you want to be is acquiring the knowledge you need and consistently utilizing that knowledge to become a peak performing individual in every area of your life. Stick around until the end of the show where we will reveal how you can become the next guest on the fastest growing inspirational educational podcast on the planet in 20 to 30 minutes. Let's go.

Hello once again to the Peak Performance Greatness Show. I am your host, Christopher Deian. Welcome everybody. Today we have a phenomenal guest, Scott Carson. He is an investor, an entrepreneur, a marketer and a podcast host. Scott, how are you doing today, man?

I am rocking and rolling here, Chris. Honored to be here and just honored to give and have a servant leadership mindset with your audience today. So whatever I can do to add value to you and your audience, I'm here, man.

I love that, Scott.

And let me just start off by saying I am just vibing and resonating with your energy from the get. You're like a smiley dude. You have high energy. You're like bubbly. I love it. So can you just kind of tell my audience a bit more about what you do, who you are? I gave you kind of like a like very broad information of who you are, but I would like to dive in a bit more of like what do you do?

Yeah, they all kind of all those four titles all kind of mingle together for the last 13 plus years. I've been an active real estate investor for almost 20 years now. Austin, Texas is home. But for the last 13, I focused on my business, my entrepreneurial journey, on the niche in real estate concerned with buying distressed debt, distressed mortgages. So if you've ever watched the movie the Big Short, I'm kind of like the Christian Bale character in there. I'm not buying bonds, but I'm buying individual mortgages from banks and hedge funds. And then really how we make our moolah our money is working with actual the borrowers to keep them in place if we can, by modifying, doing a forbearance agreement. And we all know about what's going on in the United States with COVID and people being laid off and on forbearance. So I do a lot of that. When we buy debt direct from banks is then, hey, my Team reaches out to the borrowers who haven't paid their mortgage in 60 days to six years sometimes, and we work with them to get them back on track, take that nightmare situation away, which everybody's been through, with a financial hiccup, and really turn their nightmare back into the dream of homeownership and keep them the house. If they won't work with us, then we have the legal right to foreclose and take the property back. But we buy that debt at a big discount, so gives us a lot of flexibility. And I've done that for over 13 years. I'm known across the real estate industry as the note guy because I focus on this one niche. Been a marketer for a long time, I guess you could say with videos and webinars. I've been doing a Monday night call via video conference for over 11 years straight now, almost every Monday night and just delivering content. I teach classes. And then four and a half years ago, I actually started my podcast called the Nutclosure show and we just surpassed the 1.2 million download mark. We're syndicated on 17AMFM radio channels and it's called the Nutcloses Show. We're just delivering content to our audience, which is a niche of the niche. And I believe the riches are the niches. But we just continue to share on a weekly, sometimes daily basis when it comes to providing content to our audience.

Scott, that sounds amazing, brother.

And I actually come from the real estate background. Now, obviously I'm a professional speaker and a peak performance coach, but I have dabbled a lot in real estate. I know that industry. But the note industry is something that I don't know much about it, as you're saying, it's really ringing a bell. So we're talking about the niche of the niche with essentially, let me just clarify, I understood this correctly, is that you're buying the debt. So if somebody has a house and it's going foreclosure, you buy it from the bank, then you own it at a discounted rate. You try to see what the person that's living there, if they could pay it off or whatever.

If not, you kind of foreclose it.

Resell it, something like that. That's essentially what I understand what you're doing with it pretty much.

We try to keep them in the house actually about 70% of the time. We actually keep the borrower in place by modifying their loan. And then of course, if they don't, then we do obviously take the property back and then, you know, sell it as an asset. But yeah, pretty much you hit it right the nail on the head there, bud.

Okay, awesome. Now my next question.

You did mention the big short.

Did you start doing this after watching that movie?

Was it just an occurrence?

How did you get into this? Because this is something less, my personal opinion, less known in the real estate game because everybody that's in real estate usually buys, holds, flips, lease options, whatever the case is. This is something like a bit more in the niche like you said. So how'd you get into that?

Very, very unique. So I started a mortgage company back in 2004 with a buddy of mine and he introduced me to his sponsoring broker, was a real estate investor, travel the country teaching creative financing and he also taught the note business. He taught mostly originating owner financing, notes wraparound creative financing, but he also taught a niche in non performing notes because he previously before been a mortgage banker with non performing notes. Just like what happened in 2008, it happened to him earlier than that. So from 2004 to 2008 I'm originating a lot but also learning this craft on the note investing space for basically four years like an apprenticeship. And then when everything hit the fan, I sold my half of the mortgage company for a buck basically because it was all it was worth at the time and went headfirst into calling banks. So the same banks that I was calling to create loans, I was calling to see if they had any bad paper or non performing notes in their books and was just dial for dollars like Will Smith in the Pursuit of happiness, just dialing 100 phone calls a day to different bank institutions. Fast forward now. I was a note educator a year a few years back and closed down over a billion dollars in distressed debt and residential commercial property in our portfolio and helped thousands of investors tap into this niche. And then we're really proud of the fact that we've helped thousands of homeowners stay in their home as well.

That is amazing.

That is amazing, Scott.

And you highlighted something as the show is called the Peak Performance Greatness show and everything is about high performance. And you said something in sales that you did a lot of calls before getting there. Can you please talk to us? And the audience is going to get away some great value within this to the moments that were a bit more difficult. The aspects that you were calling. How did that aspect happen? Because now it's great to look at everything you've created and look at it and it's great and definitely deserves that. Let's talk about the aspect of what.

Was difficult Getting there.

Do you have any tricks, some methodologies that we could take away that anybody can take away when they're going through that process?

The number one thing is you're not going to be perfect at anything starting something off. You have to embrace the suck. You know, the military's common for saying that, embrace the suck because you're going to suck at whatever you're doing at first. It takes time. Nobody was born a leader. Nobody was born the most expert. Michael Jordan wasn't born the best basketball player. He had to learn and fail along the way. And I see so many people, we live in such a society today where people think they have a sense of entitlement, they're owed something. Oh, I just should just come perfectly. No, you have to work at it. Work is a four letter word for most people these days. And I'll give you a great example. Literally just happened this morning, but I'll get back to it, is I met 54 phone calls before I got my first yes. I role played before I made phone calls. I kind of made my script and I just started picking the phone down for dollars. But that first yes I got. If I'd have given up after 5 phone calls or 10 phone calls or 53 phone calls, I would have made $50,000 on that 54th phone call. Okay? And so when I hit that, I was going to give it two weeks making phone calls to find something I did. I stuck with it two weeks. Well, I was hooked at the end of the first day because I got something that made something. 50 grand is what most people make in a year in a lot of cases. I made that on one deal and I was like, okay, just give me the law of numbers now. Now I know that if I make 50 phone calls, I probably talk to 14 to 20 people. You know, I'll probably sign four NDAs on it with one deal, one list or something like that. That's just kind of the numbers and they get better and the ebb and flow of the markets. But you work your butt, you know, work your butt off. But as you get better, you perform better because you start putting systems in place. Now we don't have to dial a million phone calls. We can use LinkedIn or drip marketing campaigns once we've made that initial contact. And so I didn't take no for an answer. I just kept at it. Kept at it, kept at it. And what's funny is every two years I open up a spot for like 30 investors, 30 my students to come together and we make Phone calls for a month. And we launched last night actually. It's funny thing, like, hey, I send a list of banks to everybody in states. Okay, here's your lists. You're going to copy paste and put them in Excel, but here's your list of calls. I need 50 phone calls a week for four weeks. And at the end of four weeks we all get a combined list. So I send this list to this one guy, he's all excited about it, jacked up. Oh yeah, you know, Cissy's a note investor already. First thing this morning I get an email from, hey man, can I get a refund back? I, this wasn't an Excel. I spent two hours putting a list together yesterday and this should have been an Excel spreadsheet. And I'm like, dude, I did the same thing. I was up at 3:30 this morning working on my list, walking the walk and you can't even make one phone call and you're giving up on your dream already. And it just screams at just like, oh, sense of entitlement, you know, and that aggravates the crap out of me because you have for anything, for anything to be successful, you've got to work at it.

Yeah.

You know, I'm a successful podcaster because I've done 700 episodes. I'm a successful note investor because I closed thousands of deals. I'm a successful marketer because I failed millions of times with stupid marketing ideas. And I found stuff that work. But people these days, they want that shortcut, that zero to 60 overnight. And you know Damon John from Shark Tank, you know, he's the founder of fubu, he's famous for saying that overnight success was an eight year journey for him. People didn't see him waiting tables at Red Lobster, singing, you know, slinging chitter baked biscuits and shrimp scampi during the days and then going home at night sleeping on the floor, but working on his product line for eight years, so it was successful. People don't have that work ethic these days, unfortunately.

Scott, I love that.

I just want to highlight a couple.

Things for the audience over here.

That ideology of never giving up, understanding that it's a numbers game like you just said. And as you were saying, this story reminded me when I was a broker and I used to do legit like thousands of calls per year. Like I think my max is like 5,000 a year, whatever the case is. But you break it down to the numbers that, you know, after you do a hundred calls, you're going to get somebody on a Contact, you're going to have a meeting with them. Then imagine you say you have 50% closing on the meeting. Then that means how many meetings do you need to have to get a sale? So it's a numbers game. Now the question is over here because like I said this is a hundred percent on performance. How do you perform, how do you go and because the way you're saying you're so passionate, you're smiling and you're enjoying with this whole ideology. But how do you create yourself to go into that peak form, that peak state? When you're picking up those phone calls, do you do things before the phone call? Do you say that you wake up at 3:30 in the morning? Is that something consistent? How do you do that? What's that performance level? So people could come in with the highest energy possible so when they get those nos they won't feel like oh my God, I can't do this. And they'll keep on moving forward. So how do you do your performance habits, rituals and so on?

So I'm going to talk about in two phases. One, the first thing is most important, you have to remove distractions. If you're going to be focused on something, set a two hour time block. Don't set an eight hour time block because you set a two hour time block or even an hour time block that you take a little bit of a break here and there's okay, that's one of the, I think one of the most important things. If you get on a roll, keep rolling with it but don't, oh I'm gonna call eight hours and then if you get into 10 it's just a big daunting figure. So celebrate little successes. You get somebody on the phone, get up and do a happy dance is what I like to do. If you're doing something new, celebrate those little successes to get rock and rollin. For me it's you know, making sure the TV's off, making sure my email's not up, making sure ESPN's not on or anything like that so that I can focus exclusively on the one topic. You know, I'm not taking phone calls, I'm not answering anything during that hour to two hour stretch. Now I wake up in the morning, not usually at 3:30. I was up because we had this launch going on. But I think it's important to take a little time and prepare your list. You know, it's all in the same time zone. It's you know, A to Z, you've got the right number, do a little Bit of time with that. That way, my call block time from 10am to 3pm My time with an hour break for lunch is as efficient as possible so I can maximize my calls where I'm not trying to have to search something down. So I took time early, early this morning or late, late last night to make sure that my day was so effective that I could get more phone calls done versus hunting and pecking like most people do. I think you also need to start off your day in a good mindset. Don't do it by looking at social media or looking at the news. God knows me, that's brainwashing of negativity. So I always start my morning up, get up, say, feed the animals, because they're the ones like, feed me, dad. You know what I mean? Cup of coffee, glass of water with lemon. And I go outside and I just kind of. We have done a really good job of turning our backyard into kind of a tropical forest for the most part. So we've got palm trees and tomato plants. It's just a really beautiful space with wind chimes. I'm in, literally. You know, Buddha would love it in my backyard because you could meditate easily with the birds and the squirrels. So every morning, that's my start off. I get up, I go outside, sit out for a little bit, 30 minutes at least, and just kind of, what's my focus today? What are the big rocks I need to get done? And that's what I do. I get my big rocks done first, and then I worry about little things to go around there. But that's. You got to have a positive mindset. If you're in a negative mindset, no, it will snowball. You've got to remove that. If you have a lot of negative people around, you've got to get away from that so you can focus on it. And then most importantly, too, if you run into a stump, don't, you know, curl up in a ball. Be coachable. Pick up and talk to your coach. Pick up and talk to somebody who's in a position where you want to be because they've been through it before. And you need to understand, oh, this is normal. Okay? I'm just not the worst cold caller in the world, right? What am I doing? What am I saying there? Because there's little tweaks and dials that can go a long way to finding success. And you just got to be coachable, okay?

There's so many things to unpack there. That is so freaking good. First and foremost, wake up and be Careful of what you're consuming. So like you said, don't watch social media, don't watch the news, especially not in the beginning of the day. Take time to really introspect. And you did mention meditate or breathe. You do it in your beautiful backyard where you said with the squirrels, with the bananas, with everything. So take that time 100%. That's extremely valuable. And you said within that time. What you do is you set your intention. Set your intention for what's coming ahead. Set your intention for what your goals are. Because here's one thing I always say to my audience. The reality is successful people don't only set their intention once a year, and they call it New Year's resolution. They set it for every single day and for every single activity. That's how you'll become successful. And then from there, one thing highlighted and big. And listen, you're preaching to the choir over here. You have to be coachable. I. I'm a coach. I have legit, like, hundreds and hundreds of coaching clients that I've worked with throughout my career. But I personally have eight coaches and mentors. So it's so important to be coachable because the reality is, as much as you're playing the role of the actor within your life, it's hard to see certain things because you're in that role. You have to have somebody as a director role, seeing the whole thing and be like, hey, Scott, why don't you do this instead? Instead of that? And you're like, oh, my God, I didn't see it. Yeah, it's because you're in it. So I love that aspect. And Scott, I 100% want to talk about the marketing side because I did see you had mentioned in your socials that your passion is to help people grow their influence. What do you mean with that? Are you talking about with your clients that are in the real estate game or you do marketing as well? You did mention in the beginning of the call that it is one of your passions.

I've been very blessed early on in life to have a guy who was a mentor to me and really taught me a lot of the amazing ropes. A guy by name, Roland Frazier out there. You maybe recognize the name. But for four years before, he was a big guy with a digital marketing and traffic and conversion summit, stuff like that. I got to spend some time with him for a couple years and he taught me a lot of the ropes. And I think that's one of the most important things is marketing. And expanding your influence is so easy. These days, so much easier than it was even five years ago or 10 years ago. I mean, look at what we're on. Zoom didn't exist. You know, YouTube was barely fledgling around. I mean, the smartphone, what the hell was this? It all had the flips with the cameras and barely the cameras. I mean, I was taking videos a decade ago with a little Dell flip camera here. You know, this was high tech redneck back in the day. But people don't realize because they don't have a marketing mindset. Most of us have gone, I've picked a career and we go to our job, we clock in, we punch out, we're told exactly what we have to do. Anything outside the box, we gotta get approval from somebody upstairs. We don't often have a marketing mindset. And when people get into becoming an entrepreneur or wanting to do that, it's literally like a jungle. They don't know where to begin. They're afraid they're going to take a wrong step and a freaking python is going to bite them or a tiger is going to jump on and kill them. Okay, you have to realize that the jungle is just a Guns N Roses song. Welcome to the jungle, ladies and gentlemen. It's not that difficult. Pick a couple things and sit to it. And that's what I talk with my students because I'm a big proponent of marketing being outside the box. Because, you know, I think Seth Godin probably said it best in his book Tribes. A few years back, everybody, we were all in tribes already. Work, friends, family, colleagues. We're in a tribe now. Everybody's looking for leadership. And it might as well be you leading them with that versus listening to somebody else who doesn't know what the hell they're doing. So if you've got an expertise or a passion about something, go find the people that you want to be like that are doing what you want to do and see what they're doing. Ask them, hey, what's working best for you? And they'll often take like at the intro of your podcast, every episode it says it speaks exact. You love the fastest growing platform out there for is podcasting. Doing a lot of great stuff. Okay, I believe it. You just got to hit the record button. You just got to share it. You're not going to be perfect. You're going to screw up. As I said, embrace the suck. Use what your mistakes are early on to grow and get a little bit better each day. If you grow by 1% better each day, at the end of the day, you will be 30% better at the end of the month. You will be 300% better by the end of the year. And you will dominate your niche, whatever it is, because everybody else wants to do the least amount to get by. If you go above and beyond and do a little bit more, you will stand out from the crowd. And people are like, oh, my God, you're everywhere. No, I'm not everywhere. I just do a little bit extra. And it goes a long way consistently.

I love that.

And one thing to highlight there is the consistency aspect.

You said it right, that 1% better is something that I live by. And I really. I'm inviting all the listeners to live by that, because the goal is not to be perfect. Like, there's analysis paralysis that really exists. And like, Scott is saying something. You just have to figure out as you're going along, and as you go along, it gets better and better and better. I am sure, Scott, that you listen. You said you have about 700 episodes of podcasts. Go listen. And I'm sure you've done this practice, because I've done it on my YouTube and all that. Go listen to the first ever podcast you ever recorded. You must be cringing. But then you look at the 701, you're like, wow, look at me. Look how eloquent I am. Look at this. Look at that. But it's a process, right? And you're going to listen to the one that you're recording the 700 today. In one year from now, you'll be like, oh, wow, why did I say that? Shouldn't have said that. It's this ongoing process and understanding as human beings. We are always evolving and being okay with that. So I love that. And, Scott, I just want to be respectful for your time here. I'm going to ask you one last question that I really believe that you're going to have fun with. And the question is, your closest friends, family, everybody that's around you, if they would have to define you in one word, what would that word be?

Ooh, one word. That's a good one, man. One word would probably be tenacious.

Tenacious.

I just. No matter what happens, I get up each morning. I mean, we've all had peaks and valleys, but I think you heard the saying, it's not the size of the dog in the fight, it's the size of the fight in the dog. We've had great years. We've had down years, good and bad. And I just keep getting up every day. I keep showing up, I keep delivering content, I keep watching out and making sure that not only am I doing things for myself, but my servant, leader, mind should become my father. I'm like, hey, how can I best help my friends, my family, my colleagues, my vendors, my clients, my students to help them get ahead in some form or fashion, to give them an edge over the competition up there? And I think that's just showing up every day, being consistent and tenacious and not saying no, taking no for an answer. I think so many people, when we start off as entrepreneurships, all it takes is one bad comment from somebody we're friends with or somebody, I won't say a peer, because they're usually in a negative position. But you have to realize, ladies and gentlemen, you're never going to have somebody above you say something bad about you. It's always going to be somebody beneath you. Somebody's doing a rough top, or they're jealous about what you're doing and that you're making them look bad most of the time. So I, like, today I had somebody reach out to me and I said, look, man, no offense, I'm not interested. I appreciate it. And he kept going like, man, you're wasting my time. Now I'm gonna let you go. And I get this ugly email back from, oh, yeah, I'm like, I'm not even gonna respond. I'm not gonna justify the comment. I'm just gonna keep moving on because they're having something going on. So do yourself a favor, pay attention more to your friends and family and the people that love your big cheerleaders. And even though we kind of put a blind eye to those, realize that the negative people out there, they have a dark hole for a soul. They're just trying to fill it with something. They're usually jealous. And like I said, you'll never have somebody above you doing more than you be negative about what you're doing.

I love that analogy. And you're 100% right. And honestly, like you said, first of all, the people above you are probably doing stuff very cool and they're very busy, just like you said. So these people don't have time to be negative. So all we have to do is just have empathy for the people that are negative, because, like you said, they're probably going through something and don't acknowledge it. It's not worth your currency of time and energy most valuable. And, Scott, this is why we're resonating so much, because your definition of a tenacious mine is relentless. So it's really correlated.

That's why we see eye to eye, brother. Right there.

Yeah, there you go, brother. That's exactly why when you said that, I'm like, yeah, that makes sense. I just, we just met, we just had this combo. But I'm like, yeah, I'm not surprised that you use that word. So I'm really grateful for that. And before letting you go, can you please tell the audience what is the best way to connect with you? To speak to some people are interested to. To potentially get into real estate. And notes, how would they connect with you?

Easiest thing is just book a spot in my calendar. You can go to talkwithscottcarson.com it'll take you directly to my calendar. You can book 30 minute phone call with me. We talk about anything, notes, podcasting, marketing, whatever it is. Go to talkwithscottcarson.com I'm once at one. Scott Carson. I'm on social media. You can check out my website. We close notes.com for more information on what I do. But the easiest way, just book a 30 minute call. It's just free. TalkwithScottCarson.com and pick a time on my schedule and let's just put our heads together and see if we can help each other.

Scott, I love that everything will be linked up in the show. Notes, thank you very much for blessing us with your time with everything that you gave us. I'm sure the audience has written down many things that are valuable, what you just mentioned. So that being said, have a blessed and grateful day.

Hey, you too, man. Honored to be here. Hey, everybody, quick hit that subscribe button. Make sure you leave a five star review. You're loving what Chris is doing. He's working hard. As his podcasters, we love it when we get feedback. So get on over, hit that five star review. Leave them a great where. If you like this episode, great share with somebody, just go out there. We as podcasters share the love. We want to hear your feedback.

Scott, man, I love interviewing podcasters because they know what's up. They're doing, they're doing the promotion for me. I do appreciate that. So, guys, if you don't there, if you do see there's some value, don't hesitate at all to do exactly what Scott said. That being said, we'll see you guys in the next episode. All right, ciao, ciao. Christopher, dead end here. Thank you so much for listening to the Peak Performance Greatness Show. If you're a successful entrepreneur or intrapreneur who would like to be on this program, please visit our website@peakperformancegreatness.com if you got something out of this interview with would you share this episode on social media? Just do a quick screenshot of your phone, text it to a friend or post it on the socials. If you know somebody that could be a great guest, please tag them on social media to let them know about this program. And don't forget to include the hashtag Peak PerformanceGreatness. I love seeing your posts and guest suggestions. We regularly put out new episodes and content to make sure that you don't miss any episode. Go ahead and click that subscribe button. Your thumbs up rating and review go a long way to help us promote this show and it would mean a lot to me as well as my team. You want to know more? Go ahead and visit our website at peakperformancegreatness. Com or follow me on LinkedIn, Facebook, Instagram or my YouTube channel at. Christopher Didia thank you for listening. We will see you next time. Have a blessed and grateful day.