They’re Lying To You About Buying Real Estate… Here’s How To Get Rich | Pace Morby

what's going on everybody and welcome

back to the School of Hard Knocks

podcast I'm James and I'm here with Jack

and Josh and we have a very special

guest today we out in Scottdale Arizona

with Pace morby who is a nine-figure

entrepreneur one of the most successful

real estate entrepreneurs in the entire

world he's a master real estate

portfolio of half a billion dollars

worth of property he owns 2,000 doors

right now and you you've just been

crushing the game for now 10 years now

in real estate been an entrepreneur for

20 years pleasure to be here with you

today man happy be here all the way from

Virginia three Virg boys sir for those

that don't know some new viewers tuning

in haven't really seen or heard about

you much before give a little bit of a

background on yourself how you got to

where you are now we'd love to just give

them a little introduction to yourself I

started off with a cheat code boys my

cheat code was growing up in a family

that valued work ethic and that was

something I never had to fight through

so I grew up in a family of 12 kids mom

and dad still together all 12 kids same

mom same dad I'm number three so I

changed a lot of diapers when I was

growing up I Babys out a lot but more

importantly I learned how to fix things

around the house I learned how to make

money from my dad obviously 12 kids my

dad didn't have a lot of money to just

go hey here's a cell phone here's a car

here's a this if I wanted to take a girl

on a date or do something that needed

money my dad would go go paint the

fascia go paint the fence so everything

was teaching me how to go make money

right the challenge was I learned how to

trade my time for money which is what my

dad still to this day does and I

ultimately got into construction as well

and I built a big construction company

was doing $25 million a year in my 20s

and I had like 250 employees and one of

my customers came to me and was like why

aren't you in real estate and I said I

am in real estate look at all these

houses I'm fixing look at all this stuff

she's I'm doing she says to me you're

not in real estate you're a slave to me

I'm in real estate I own the house all

you're doing is working for me and I go

no I own my business she goes no you

don't I own your business if I stop

buying houses you are out of a job I was

like oh my gosh damn that's strong so

this lady Bethany taught me how to get

into real estate about 10 11 years ago

and uh that first month I was in real

estate I've never been a licensed real

estate agent nor would I ever be I'm

just an investor I made 50 Grand in my

first 30 days and the freaking rest was

just me being passionately driven to

just go and buy real estate the way that

this lady taught me I wanted to ask you

so when you had made that transition

into real estate you made 50 Grand in

your 30 days in the first 30 days what

were you doing okay so she comes to me

her name's Beth and Bethany says to me

you know everything she's like actually

the thing that hurt my feelings the most

is she said I can replace you you're

just a contractor I can Google and

replace you you are a simple Google

search away from being replaced is what

she says to me I was like damn and I

said well who's not replaceable and she

says the person who owns the house is

non-replaceable I can replace my tenants

I can replace my stupid real estate

agent I can replace my stupid contractor

and she just gave it to me in a way that

I really really needed to hear and I'm

like okay well then how do I get started

in real estate she says there's three

ways to make money in real estate okay

three umbrellas you can wholesale You

Can Fix and Flip or you can buy and hold

right and she told me fix wholeselling

is today money fixing and flipping is

tomorrow money and buying and holding is

forever money and I said well I need

money today I want to I want to see how

quickly I can get into it so she says do

you have any money I go yeah I have some

money now I don't teach people how to do

this now this is obviously old kind of

uh 10-year-old strategy but she says I

want you to spend $5,000 on Direct Mail

do you guys know what Direct Mail is yes

okay so for the audience it's basically

postcards a postcard says I'll buy your

house right and I sent out $5,000 in

postcards not knowing what the hell I'm

doing and she said don't worry when the

leads start coming in I'll go on those

appointments with you and so I get my

first lead comes in a lady named uh

Janie mson is the seller's name and

Janie this is like th I know this might

take 5 minutes to tell you the story but

I'm telling you for an audience

perspective for you to understand how

deals get done like start to finish this

is what our entire business is about

okay so I send out the postcard we'll

buy your house Janie mson calls me hey

my name is Janie I saw your postcard you

buy houses right I go yeah I buy houses

and uh she goes okay great do you want

to come see the house like I I had no

idea how to set the appointment I didn't

know what to Value the house at I didn't

know what my next steps were so I would

call Bethany every single time the lady

who got me started what do I do she says

go on the appointment you idiot stop

asking go on the stupid appointment

you're going to buy the house I go I

don't have the money to buy the house

she goes don't worry about that we'll

get to that when we get to that one step

at a time go on the appointment I go

okay well I don't know what to give the

lady as an offer assuming I had the

money I don't know what to offer the

house and she says she pulls up the

address and she's obviously experienced

so there's the tip is get around

experienced Real Estate Investors and

they'll give you the answers and she

says give the lady an offer no higher

than

$150,000 I go okay all right I I think I

can do that and I'm thinking I'm just

GNA walk into the house and go $150,000

she's going to go okay here you go and

it's magically going to happen that is

not what happened I go on the

appointment I walk in the house I'm just

talking to the lady the house has

obviously not been renovated in 40 years

single pane windows hot water heaters

like being held up by freaking duct tape

roof shingles need to be replaced

kitchen's outdated everything we walk

into the kitchen we're sitting there

talking to the countertop and I look at

her countertop and on the top of it

there are other postcards from other

investors and business cards from other

real estate investor real estate agents

who are trying to list her house and I

asked her one of the most important

questions I said so Janie like why did

you call

me like you obviously have a lot of

people you're meeting with why haven't

you sold the house yet and she said well

I am a retiring school teacher I

obviously did not have the money to

renovate this house and keep it in

tiptop shape and so I'm trying to get

the best I can with an all cash offer

because I don't think I can put my house

on the market because it's in such bad

shape I go okay well why haven't you

sold it yet she says because the offer I

have is

$165,000 and I need more than

$165,000 now I have a problem don't I my

problem is Bethany told me not to offer

anything over 150 and Janie just told me

she needs more than what somebody

already over bid her at 165 and I'm like

I can't help you and so Janie's like

what do you mean you can't help me you

came to my house you drove all the way

up here what do you mean you can't help

me like if there's a will there's a way

and I go no I can't help you you you're

ask you have too much money you're

somebody gave you too high of an offer

and she goes are you playing games with

me is this some sales strategy I go no I

literally can't help you you should go

and sell your house for 165 because I

can't come to that number she goes okay

what what do we do now I go uh I guess I

just leave so I'm walking out the front

door

and I turn to her and I go dudee this is

not how a good Utah boy was raised this

is not how a Virginia boy was raised

even though I can't buy this lady's

house she's a single woman retiring

school teacher needing help and I go I

can't buy your house but is there

anything I can do to help you like

anything I can do to help you at all

she's like what do you mean what could

you do for me I go well I'm a contractor

I have guys I have cruise I could help

you load your truck I could you know

whatever you need to move I'll load your

truck she's like you would do that yeah

I would do that you know come from a big

family like I'm all about family and

helping people out and I loved my

freaking School teachers I loved Mrs

Rose I had a crush on Mrs Heria I don't

have a crush on you Lady but I you know

I love my school teachers she goes you

really want to help me I go yeah I

really want to help you she goes okay I

have a big problem you want you want to

know about my big problem and guys

everything I'm GNA I'm going to tell you

right now sounds like a stupid problem

that she has but thousands and thousands

and thousands of transactions even

Jordan who's here right now he just made

out 95 Grand on a deal the other you

know a couple months back

It's Always by asking the seller what is

your problem and figuring out the

solution to their

problem you won't believe her problem it

you will when I tell you but it's

absolutely true it's so insignificant

you guys would solve the problem in two

seconds so she goes you really want to

know my problem I go yeah I want to know

the problem so she takes me and she says

come to my backyard we go to the

backyard and she opens up her sliding

glass door and she shows me three

Flemish Bund bunnies do you know what a

Flemish bunny is they're the size of a

5-year-old child they look like

miniature horses they're bunnies like

literally the size of a 5-year-old child

and she goes my granddaughter brought

these home 10 years ago they grew way

bigger than we thought we thought she

wanton them at a carnival and we thought

they're going to be little cute bunnies

they're literally this big and I can't

retire by feeding these bunnies I need

somebody to take these bunnies that I

can trust like that's it this is

literally your biggest problem okay and

I go all right let me call my mom I call

my mom my mom comes up there in a red

truck I've never seen before still have

no idea where that truck I got to call

ask my mom and be like where' that red

truck come from my mom takes the three

bunnies and says I'm going to go give

them to somebody at my church and I'll

find a good home for them and Jan's

standing there crying going what the

heck like this is insane you're not

you're not even going to offer anything

on my house I go like Janie I can't you

have an offer at 165 I I can't even come

close to that she goes you're playing

games with me just give me the effing

offer can't and she goes then what do we

do I go I leave so I leave nothing

happens two weeks later I get a call

from Janie she says Pace as a school

teacher I've always given my kids

homework and I gave myself homework I

wrote it on the calendar today is the

day I'm making a decision on who I'm

selling the house to and I made the

decision I'm selling the house to

you I go what do you mean I can't come

up to your 165 or even over that which

is what you're looking for and you

deserve it she goes 15 people came to my

house house before you and 15 people

came to my house after you you were the

only person out of 31 people I met with

that actually asked me let alone did

anything ask me if there's anything I I

needed help with and she go two weeks

later I've been waiting for you to call

me and like guilt me into giving you my

house because you helped me with this

problem that I was suffering with the

fact is Pace I retired from school three

years ago and I've been holding off on

selling my house until I find a solution

to these three bunnies so I call Bethany

I go Bethany Janie wants to sell the

house to me she's like we can't pay 165

Pace I go no she said she'd do it for

150 okay so we go up to the house we

sign the paperwork still have no idea

how to fill out the paperwork Bethany

did that for me I have no idea where the

hell the money's coming from where's the

150 coming from I have no idea where the

50 is coming from and so um we walk out

of the house and Bethany um says to me

she goes you know why you got that house

and I said why she goes this is the most

important piece of real estate you'll

ever need to know you need to find the

bunnies everybody else came in her

living room they asked her St stupid

superficial things they beat her up

about her house they said your house is

ugly blah blah blah blah blah you were

the only person that found her bunnies

and so my logo bunny ears that is

amazing wow yeah I'm always looking for

the bunnies what's the problem with the

seller and I could go on and on and on

about thousands of stories of sellers

that I've helped that was my first deal

and what happened is I'm in the truck

and I'm sitting there with Bethany we

drove to the appointment together and I

go so what do I do at this house and

I'll tell you how bad my mindset was at

this time okay I was a contractor my

identity was I'm a contractor right so I

go where's the 150 coming from and what

am I going to do with the house she goes

no dude you're going to sell the house

to me for 175 and I go okay so I got to

buy it for 150 and then I got to resell

it to you for 175 she goes no no no I'll

buy your contract for 175 and you don't

ever have to come up with any money it's

called wholesaling I'm like you're lying

to me this is a thing that sounds

illegal she goes I can guarantee you

it's not illegal and she buys this house

at

175 pays Janie 150 and I walk away with

25 grand for like seven hours worth of

work and I'm like where has this been my

whole effing life and I was able to help

a seller like a like truly and Janie

every single year that was 10 years ago

I get a Christmas card from Janie every

year her she's up in Oregon she's

retired and I'm like I still get a

Christmas card from this lady right so

Bethany this is how messed up my mindset

was I was more excited about something

over the 25 Grand you know what the

thing I was excited about I was excited

that Bethany bought another house so I

could flip that house for her as the

contractor in my brain I go oh amazing

Bethany you're going to buy the house so

I can flip the house for you I can do

the

construction and she says you are hereby

fired as my contractor you know how to

find real estate transactions and do

these deals you should never do another

construction job ever again and it took

me four years to qu quit construction it

took me four years to convince myself

that I could do it fulltime why did it

take you so long mindset I I I had an

identity what here's what happened you

know when I went full-time was when one

of my biggest construction compan uh

companies that I was doing work for they

filed bankruptcy and lost 16 million

bucks I lost everything as a contractor

and I was like F this Beth it was right

the whole time so for four years I was

doing wholesale and creative finance and

buying rentals and doing all this stuff

four years later my biggest customer

files bankrupt bankruptcy and I have all

this money tied up in all his projects I

lose everything I have to sell my

rentals I have to do I have to get rid

of all my real estate I accumulated for

that four month time or that foury year

time frame just to liquidate and get out

of the construction business but I knew

how to find deals so I just I was like

you know what F this I'm going fulltime

Bethany was right the whole time Bethany

says you don't own your business your

customers do the only person that owns

their business is the real estate

investor you cannot replace the the real

estate investor and I was like it took

me four I finally called Bethany I was

like you were right she was like I told

you you stupid idiot and so I was doing

real estate and running my Construction

Company simultaneously I should have

just jumped right into real estate but I

didn't have the belief in myself and

that wasn't the identity I had I had to

dismantle every belief about myself and

recreate the new me so but you you found

you found the bunnies I found the

bunnies which is the was that was the

root of the problem that your seller was

dealing with and every deal that you'll

ever do I'll I'll give you a b deal

nowadays I'll give you another more

complicated problem okay so I've got an

RV park that we just bought it's 85 pads

right so that means I can rent out 85

spaces and make monthly rents on 85

spaces pretty cool it's right next to

Glacier National Park the the seller his

name is Eric he buys it about a year ago

for about four million bucks okay so if

you buy something for 4 million and you

resell it for 5 million how much money

do you make you think you make a million

on paper you think you make a million

but here's what happens you have capital

gains tax of like 40% so he's got a

$400,000 tax bill right out of the gate

then you got T like uh real estate agent

commission you go earn a million dollars

to B basically net half a million

dollars welcome to [ __ ] real estate

and like the government getting their

hands and everything right okay cool so

Eric overpriced his property at 5

million it probably was only worth 4.8 I

bought it for five why would I overpay

for a piece of real estate why would I

overpay for a piece of real estate

because I understand creative Finance

okay so what's the interest rate right

now what do you guys know do you guys

know what the interest rate is right now

if I go out and buy a house right now

what's the

rate not sure not sure okay it's between

seven and %. so when I go to Eric the

seller of this property I don't get I

don't go get a bank loan to buy him I go

to Eric and I say hey Eric how about

this I can show you how to avoid your

capital gains tax you guys are too young

you're not in real estate you don't know

how to do that but it's called creative

Finance so I go to Eric and Go Eric I'm

going to upgrade you from the landlord

why did Eric want to sell do you guys

know why a seller will want to sell a

big property like that it's making money

why would he sell it there's some sort

of motivation so maybe it's pain the

maintenance tired of tired of like

maintaining it or boom tired they're

called tired landlords there's millions

of them over the world they you guys

have met bad operators of businesses

right absolutely hell you guys have met

influencers that look really cool on the

outside and you go to their office

you're like [ __ ] you guys have nothing

going on okay so there's people you look

at like a big cash flowing RV park but

then behind the scenes they're Miss

managing their money their their um

employees are stealing money from them

Eric had everything going wrong at this

property and I go I know how to fix that

problem that's easy so I go to Eric and

I go I'll pay you five million as long

as I don't have to bring any money to

the table and you let me make you

monthly payments and you become my bank

and he goes is that legal I go yes it's

legal get on the phone with my attorney

let my CPA talk to your CPA and I'll

show you how to avoid all your capital

gains tax so now if he goes and sells it

on the cash Market with a real estate

agent he'll sell it for 5 million walk

away with $500,000 profit he sells

through me he'll walk away with all $1

million of his profit he just has to

wait a longer period of time does that

make sense and so I'm giving I'm paying

people more money but my interest rate

with Eric because he's my bank okay so

let's we we'll work out a creative

Finance deal between us in in just a

second I'll show you what terms are I

worked out terms which is four parts I

said no money down 4% interest give me

10 years to pay you off or refinance you

out and you'll have all your money

within the next 10 years and he's like

oh yeah 10 years to make an extra half a

million dollars all day long and you'll

take this off my hands right now boom

done so I'm so I'm finding their their

bunnies his bunnies were way more

sophisticated tax implications real

estate agents commissions he doesn't

want to pay all that crap and he's like

I want to retire and get out of this

property because I thought I could

manage it and I couldn't so the bigger

the asset the more pain they have so

when you're in single family usually the

problem you're solving for the seller

are stupid little problems like my my

wife cheated on me and now I and she

left and now I can't afford the payments

because that we were a two income

household and now we're a one income

household because she left me that's a

that's bunnies so I go okay well what if

I just take over the payments and you

move and go get a rental somewhere and

that's what I do I take over people's

payments on their houses all the time no

credit check no money out of my pocket I

take that property but what do I know

that that seller doesn't know I know how

to turn it into a cash flowing property

yeah so my payments are being made right

so my tenant I go get a tenant at 3,000

I take over this guy's payments at 2,000

I have no money in the deal no credit

check I don't even have a job to go to a

bank I have not walked in a bank and

done an application for are you kidding

me people still do that stupid [ __ ]

people go to Banks and go and ask for

the bank to give them money how about

just go to the seller and say can I make

payments to you right so let's say we

talked about this earlier with your

iPhone what iPhones do we have 12 okay

you have a 12 14 133 okay so at Point

some point you're going to want to

upgrade your phone you have the oldest

phone right the 12 okay what do you

think that you could sell that 12 for

right now if you put onra 500 600 bucks

okay look up go on Craigslist and look

up an iPhone 12 and tell me what people

are listing it for okay so think about

this listing it on the market is

Craigslist right well listing it on the

market in real estate is the MLS okay

there are a lot of deals that people

will put on Craig like I'm not getting

offers I'm overpriced all that kind of

stuff so I can do this with a phone I

can do it with a business I can do it

with a plane I can do it with anything

okay and my personal house my businesses

that we buy everything is all done

through creative Finance I don't use any

credit no cash none of that stuff so

let's say it's 500 bucks and throw it at

a number you put on Craigslist for 500

bucks are you getting

$500 no what's H what's going to happen

on Craiglist because someone's going to

come in and make an offer lower than 500

welcome to real estate investing that's

what people do to these homeowners right

they put a house on the market for 500

Grand somebody comes in and offers 350

375 410 whatever they're getting low

balled right same thing with the phone

so you're not going to walk away with

500 bucks you already know that when you

list the property for the thing for 500

bucks right okay so what if I just said

hey dude I'll give you the 500 bucks

hell I'll even give you $600 for that

phone the only thing I want is I want to

make you $50 payments for the next 12

months would you do that sure yeah

you're going to make more money right

yeah make more money okay so I just

worked out four terms with you you just

didn't realize I did it price we worked

that out 600 bucks right down payment

what's my down

payment nothing my payment to you is 50

bucks next month what's my interest rate

zero 0% interest you know how many deals

I get 0% interest on massive apartment

buildings businesses 0% interest just

like I just did with you right there and

then length of time what's our length of

time 12 months that's a creative Finance

deal right those are your four your four

terms so all right you guys are young do

you guys own your houses yet no don't go

to a bank you'll never need a bank in

your life you go directly to a seller

that is having a hard time selling the

house on the market you go can I just

take over your payments have you bought

a sub two deal yet okay so sub2 is what

we call buying a house subject to the

existing payments okay so I just bought

your your phone how did you benefit I

got more money in return boom you got

you got more money probably buy 100

maybe 150 bucks did you find out what

they're selling for I sell 400 340 okay

340 guess what I would still pay you

5600 bucks for that phone as long as now

here's the question somebody starting

out is going to go well [ __ ] now you got

a $50 payment next month that's a

problem no it's not because now I have a

phone can we all agree I can make money

with my phone absolutely yes okay I

could do Uber Eats right you guys will

probably teach this in your community

right you'll teach people how to make

money from their phone it's an asset the

phone's an asset so same thing with me

when I go take over a house or a

business or an RV park I know that RV

park is going to make me more money than

the payment I just created with that

seller so when I'm going directly to the

seller which I did with you why can't I

do that with real estate why do I have

to go through a stupid ass real estate

agent why do I have to go through a

stupid ass Bank what do I have to use

your my credit to buy that phone from

you no no and you know what's better

about real estate is that it's physical

collateral I could run off with your

phone I can't run off with a house yeah

so the SE the seller is secure if I stop

making the payments what happens seller

take keeps all the payments I made him

and he takes the house back makes sense

yes why would I buy any why would I buy

a house or a business any other way why

go to a bank the only difference is what

you know that's it yeah could you break

that down though because I mean you know

sub to you know there's a huge

opportunity there and let's let's say

you know you know someone finds someone

who's motivated they're in pain they're

wanting to sell but maybe they don't

know that next step of the process of

actually you know putting someone in

that you know house or a tenant really

to actually start making those payments

and actually have an asset in there

instead of them taking care taking over

the payments okay so there's 26 exit

strategies okay what's an exit strategy

an exit strategy is I take that thing

and I make a determination of what do I

do with it right so that phone what's an

exit strategy with that phone I buy the

phone I got a $50 monthly payment I

could go deliver pizzas I could do Uber

Eats I could do I could do sales job

hell I could go work for Andy Elliott do

you think I could make some money with

Andy Elli if I have a phone hell yeah

I'd have to have a sixpack in order to

go over there but I could go and make

money with that phone right those are

all individual exit strategies right so

your question is I buy a house how do I

determine what do I do with it right

there's 26 strategies so sometimes it's

short-term rental which is Airbnb I

don't love that model I think that model

is going to go away for the most part

midterm rental which is growing do you

guys know what midterm rental is is that

just like shorter term leases it's like

it's like shorter term leases like

instead of a year it's three to six

months and who are they for um let's say

that a family has a hot water heater

flood in their house and they have to

move out of the house so the insurance

company can fix the house where do they

go the insurance company pays them to go

live in one of my houses that's a

midterm rental those people pay like

three times more you have a midterm

rental don't you yeah traveling nurses

traveling nurses okay traveling nurses

so you make the you understand all the

exit strategies I have a video on my

YouTube channel about all the exit

strategies um some of them are Assisted

Living I don't want to do Assisted

Living it's like old people and they're

dying all the time I did that for four

years I didn't want to do anymore um

some are sober living some are battered

women shelters what about regular ass

rentals right section 8 right all of

these different exit strategies once you

know how to buy the house go to you my

YouTube channel and type in paste morby

subject 2 I'll show you the whole

process I have a video on there that's

like a 45 minute video I walk through

the steps exactly here's what you do

then here's who you call then here's

what you do here's who you call 45

minute video boom go watch that then you

watch the video on 26 exit strategies

and you make the determination of what

you want to do okay if it's in a bad

area you're not going to turn into an

Airbnb if it's in a bad area you're

probably going to turn into a Section 8

right so the area determines what you do

with the house if that makes sense and

you got you look at the house let's say

I'm negotiating with a

seller and the seller says yeah you know

I'm willing to let you take over my

payments how much are your payments oh

they're 2,000 bucks a month okay great

so now you go to like rentometer.com and

rentometer says you can rent this

property for 1,700 bucks a month do we

want that house no hell no then I go to

air DNA and I go okay it could air it

could do an Airbnb at $7,000 a month

okay you go and look at all the exit

strategies and you make a determination

of which exit strategies would make more

money than the rent payment and then you

decide which way to go and then you

commit to the deal you don't commit to

the deal and then figure it out you

figure it out and then commit to the

deal if that makes sense I I feel like

that's a thing that a lot of people get

wrong though when investing in real

estate if you look at you know the

average consumer especially you know

someone in the middle class buying a

house is a very emotional investment but

if you want to be successful with with

investing is you got to know the numbers

so could you kind of break that down for

people of like why it's so important to

know the numbers in order to do a deal

oh my

gosh um it is so critical I have seen

people that go they'll watch something

on my YouTube channel and they go hey I

got an email this morning this is great

somebody watched my YouTube video they

go oh my gosh I figured out how to get

this house under contract I've got this

house has a $3,000 monthly payment I

closed escrow now I'm the owner of the

property what do I do with

it what did you m did you miss the

playlist where you have to know the

numbers and so they go through I did a

zoom with them early this morning and I

go dude let me help you oh my gosh let's

get on a zoom and I take the property

and I went through all the strategies

and we found one strategy that was going

to work that makes him like 50 bucks a

month and I'm like bro you're freaking

lucky that we found one of them it's

critical to to know the numbers right um

it's like buying milk are you going to

buy milk that is already expired on the

Shelf you got to know the numbers look

at the Milk Carton and go Oh in fact

when I go buy milk I go in the back and

I grab the one in the furthest back and

I go I want the best expiration day so

you got to do the same thing in real

estate you got to know the numbers

before you buy the thing yeah you know a

lot of the people in our audience we get

DMS all the time usually young people

they're saying I want to make money I

want to make money can you help me make

money and you know off camera we talked

a lot about how certain you are in real

estate it sounds that like when you were

doing construction you said it took you

four years to finally go all in on the

on real estate yeah and it wasn't real

estate it was my mindset yes right could

you could you kind of break down you

know as as young upand coming hungry

maybe not sure what they want to do yet

maybe it's crypto maybe it's e-commerce

it's they got all these white oh what's

it called shiny object syndrome coming

at them why is real estate the vehicle

that a young person should look at to

get into today what's going to happen

with Ecom what's going to Happ happen

with Bitcoin the answer is nobody

knows what's going to happen with real

estate it's going to stay consistent

it's going to go up always it's never

not gone up ever in the history of the

world it's never not gone up the history

of the world not the last hundred years

not the last Thousand Years the history

of the world real estate has been the

thing that goes up always when people

like oh no it goes down there's crash

look at the crash of 2008 we are way

surpassed what that crash was so even if

people people that the houses housing

Mark crashed all these investors sold

their properties oh my gosh what if they

just kept them what if they kept them

and kept them R renting out right so

real estate the reason the part of the

question is why real estate is the

vehicle because it's the only thing that

is certain it is the only thing that is

certain even businesses people like oh

well I'm going to start a business great

are you sure that's certain it's not

certain your business could be disrupted

by AI you know what will not be

disrupted by AI people's place to live

the food people need to eat right people

need a toilet to flush their dump down

right that like that's physically

something we cannot replace with AI so

housing is a guaranteed thing that

people need so I'm going down the

certain path it might be a little here's

the thing you have to learn some

terminology right what's crazy to me is

people will go to college to become a

doctor for 12 years then they have to be

like an understudy for four years how

much does an average doctor make 400 to

800 depending on great 400 to 8,000

$800,000 plus you walk out of school

with half a million to a million dollars

in debt and 12 years of your life lost

with just grinding out do you know what

every doctor wants to do when they get

out of when they start making money

invest in real estate all of my doctor

friends that that give me money to

invest for them they're all like man I

wish I would have skipped the whole

medical route I'm like guess what took

me six months to learn most of what I

know today in in fact Jordan you're

brand new in the business right about a

year

you could turn around and teach somebody

else how to do a deal right now so in

less than a year you can go and make

half a million to a million dollars a

year in less than a year going the real

estate route guaranteed for the rest of

your life why be a doctor why be an

engineer you want to know why people

want to be a doctor so they can

guarantee that they're going to have

enough income to survive so they're

going to the guaranteed route if you're

going the guaranteed R route it's not

Bitcoin it's not Ecom it's not any of

that crap it is real estate 100% every

engineer wants to invest in real estate

every doctor wants to invest in real

estate everybody want Andy Elliott who

teaches sales wants to invest in real

estate why do anything else there's

there's a saying uh concentration builds

wealth and diversification keeps it and

we we were talking earlier about how

you're not the biggest fan of just you

you pick your industry and you just stay

in that one particular Niche you're a

fan of diversifying doing other things

but for a young entrepreneur at what

point is it time to diversify within

that Niche within that industry and kind

of break down that like that blueprint

of like how you you know your thoughts

on D ification within an industry have

you guys ever built something that

you're like waiting on somebody else on

let's say you're building a website and

you're waiting for the web developer to

finish it you ever done that yes you

have stuff going okay welcome to every

part of your business for the rest of

your life you're always going to be

hurrying up and waiting hurry up and

waiting right you give you delegate to

somebody hey will you build this site

for us hey will you do this thing for us

takes two weeks two months sometimes a

year what are you do doing during that

time you're waiting for the other person

guess what you're doing you're creating

a second Revenue stream so I knew every

time that I was waiting for somebody to

do the thing I would then create a

second revenue streams and I always have

10 or 15 things that are hurrying up and

wait hurry up and wait hurry up and wait

and while I'm waiting over here I'm

building something over here and so

immediately you should have two or three

things going on people like oh you

should do one thing Does Elon Musk do

one thing no no he runs eight billion

dollar companies and pro and more he's

on Boards of hundreds of property things

the dude is everywhere so when people

are like you should focus on one thing I

hear you should be a [ __ ] like only a

little baby [ __ ] can focus on one thing

are you guys doing one thing no cuz you

ain't [ __ ] the reason why people give

that advice is because the person

they're giving the advice to they don't

believe that person can juggle more than

one thing it's good advice for a [ __ ]

it's bad advice for badasses if I told

you guys hey guys focus on just creating

content just focus on the YouTube

channel just focus on that one thing

don't do short form content and long

form content and a podcast and don't

build a community that's too much I'm

talking to the wrong crowd am I not is

true I'm not talking to [ __ ] I'm

talking to badasses and so when people

say focus on one thing say oh they're

talking to a

[ __ ] yeah it's their own limiting

beliefs yeah right so I I actually was

given this advice one time and this was

this was really hard okay when you're

younger especially your guys' age people

older than you that have more success

than you and this is where like the best

one of the best lines of all time is

don't listen to people who have less

money than you or the the quote should

be don't listen to people that have less

money than you want to I was taking

advice from people that are worth $2

million when I was worth $100,000

thinking that's the person I should be

taking advice from no I don't want to be

worth $2 million therefore I shouldn't

take advice from somebody worth $2

million I should take advice from people

that are worth $100 million or more

because that's where I want to be and

the people at $100,000 or $100 million

or more are saying dude you got to have

15 kettles in the fire the person at $

million give me an advice this was about

7even eight years ago when I was really

starting to build like this whole

operation you guys saw when we were

building this operation out I had a a

mentor of mine incorrectly hired this

Mentor the guy was worth maybe five 10

million bucks but at the time I was like

that's really high level no it wasn't

really high level it was just higher

level than me and he this this is a dude

that would go Pace you got to focus on

one thing you're doing too many things

you're doing too many things and then

become friends with Grant

Cardone and I'm at dinner with Grant

Cardone and Grant Cardone

says um he says to me the quickest

way to become a billionaire is to listen

to a billionaire right and he says do

you want to become a mill this no this

was his advice his advice

was you want to learn how to be a become

a billionaire stop taking advice from

million

Millionaires and I was like oh my gosh

and and then I realized this guy that

was my mentor at the time would take an

afternoon nap every day at 2 2:00 to

4:00 he literally had a hide of bed in

his office he would take a nap every day

and everything was like and he would

focus on the one thing and I'm like

that's why that guy's worth 10 million

bucks $10 billion ain't [ __ ] dude

like gone right most of these guys that

you interview their houses worth $10

million so I'm not going to take advice

from somebody worth 10 million my

minimum barrier is $100 million or or

higher right so it's a different world

and that was my mistake I would listen

to people and say do one thing focus on

one thing okay maybe for the first

week focus on getting your YouTube

channel up and going but then when

you're hurrying up and waiting now it's

time to get your IG going and then build

your community and build your thing and

get another platform and your website

you you got to have five different

things going on at all times or else

you're just sitting there waiting half

the time never take advice from someone

you wouldn't trade places with 100%

that's really hard too I you know it was

interesting too like somebody says to me

a couple weeks ago I was at with Tony

Robbins Dean graos Jim quick a lot of

really cool people and somebody was

telling a story about if you ever think

that you have big problems in your life

think about this mental practice in your

life what if all five of us in this room

took out all of our problems everything

we're dealing with and we threw them all

in the middle of the room but you

couldn't tell what they were they were

just black boxes okay you pulled these

black boxes of all of our problems out

and they just jump in a big

pile and who problems would you switch

your problems

with think about it for a

second there's people that have bigger

problems at you and I go no no no I want

my problems because I know what people

are dealing with behind the scenes the

older I get the more I realize like what

people are dealing with behind the

scenes I'm like I'm so grateful for the

problems I currently have I'm just going

to focus the only thing I focus on the

only focus I actually give to anything

in my life is focusing on my own

problems I'm not focusing on anybody

else's problems I'm not going why is

that why does that guy have a life I

don't have dude you know how many people

I would trade my life with zero because

you don't know what's going on behind

the scenes dude holy [ __ ] I mean look at

P didy what the freak is going on there

I would never exchange my life for

anybody else's you don't know what black

boxes they have behind their closet so

I'm so grateful for the problems that I

have you you brought up the office

earlier basic

and and I like that you brought up

earlier that it's like hey some people

that we interview you walk in might just

be like huh you know I I was expecting

more in regards to what's going on

behind the seas oh I guarantee you 80%

of the people you interview it's like

you're expecting more and you know we

walked in here today and I I I'll keep

it honest like we're very impressed with

all the different operations that are

going on you can tell there's a lot of

moving pieces that work here but you

know it probably uh didn't start that

way you had to scale that up scale all

these teams up how did you know how did

you know who to bring in who are the

right people to partner with and how did

you scale your company up with maybe

maybe a team of a few to words it's out

today okay so the number one thing

wasn't even hiring the number one thing

was partnering with somebody that was my

integrator have you guys ever read the

book Rocket Fuel phenomenal book okay I

would say that you guys are all

Visionaries to a certain degree so

there's two types of people in the world

Visionaries integrators right

Visionaries are the people that like the

Andy Elliot Andy Elliot ain't doing [ __ ]

in operations you know he's not

operating anything he he's the face he's

the motivation he's the inspiration he

he attract the energy that's his job

he's the Visionary same thing with me

and so when I was trying to do

everything myself like man why is

everything falling apart all the time

it's like well because when I'm over

here creating a new product nobody's

over here handling the product I created

last week and so I had um integrators I

Jordan has been following me around the

last couple days I bounce into people's

offices for like 10 minutes I go hey are

you handling this are you handle this

those are employees but I have partners

that manage the employees so I don't man

none of those employees I manage not one

of them reports to me so I number one I

knew my personality by reading the book

Rocket Fuel and I go oo I know exactly

who I am and then the book says go find

your integrator polar opposite the

person who doesn't want to be on camera

the person who doesn't want to be like

the person known you and in fact I'll

bring like Cody Sanchez came over to my

office one time and we hung out I love

her she's amazing you guys will have a

fun time filming with her um and she

comes over she goes wow I didn't know

you had um Partners I go yeah they don't

want to be on camera

right their his office is over here and

he's running all of this stuff so I can

do the things that I need to do create

new products Inspire the team attract

the talent right the people that come to

our team they Google who I am oh do I

want to work for that person or do I not

I repel some people but I attract other

people right and so you need to read the

book Rocket Fuel and identify are you an

integrator or are you a Visionary and

before you go scale a big team you have

to get a partner nobody will be

successful without a partner you brought

up how it's like 96% of entrepreneurs

they'll never delegate what was that

statistics that you gave 96% of entrepr

96% of businesses in the world will

never hit a million dollars a year in

Revenue think about that what I do in

three days they won't do in a year

that's Bonkers why is that two reasons

one they don't have a a partner that's

their polar opposite that they can you

know get rid of their control freak

nature and two because they don't want

to split the pie right they want the

whole they want the whole grape I want

half the watermelon and and that's I

want the whole grape I want to keep

really small and I want to control

everything I want to be in charge I want

to be I'm like that's where I was in my

20s until I read Rocket Field I was like

oh [ __ ] I was doing it wrong the whole

time thank goodness for knowledge dude

oh my gosh thank goodness for like

mentors and and and education and I

started joining masterminds and you know

paying money to get in the right rooms

around the right people the right

answers that had gone through the

[ __ ] and then I found good partners

and the partner's like oh my gosh you

want to be on camera and you like want

people to see you dude I don't want to

do any of that can I just run the

operation oh dude now I'm on to

something then you start hiring good

people and when you start hiring good

people that's a muscle you have to flex

right just like you know you you work

out right what do you have to do first

in order to break to build muscle you

have to break down your muscle right

will your muscle grow without you

breaking it down and destroying it no so

there's a skill in acquiring talent and

it's a muscle that you have to develop

by building it up by failing you have to

go hire 10 people keep one nine get

fired or they quit because you put them

in the wrong position because you suck

at

hiring and then you look back at those

nine and go man I really screwed up on

those nine what did I do wrong okay then

six months later you're like we'll hire

10 people keep two and you get better

and now we're at a point where when we

hire 10 people we keep nine but it's

because we built the muscle and we went

through the [ __ ] that nobody else is

willing to go through so 96% of

entrepreneurs will never do a million

dollars a year in Revenue because of

those two things don't get a partner and

don't hire properly and I think it's

undervalued people say what's the most

important resource of any business it's

the human resource people human capital

man the Army the culture all of these

things I mean look at look I mean

Jordan's a basketball guy but you look

at like a basketball team and when

basketball teams they win the

championship right but then one player

gets switched out on that team because

now his contracts up and he goes to get

more money they have to basically

rebuild that whole entire team because

the dynamic of the culture changed holy

crap well dude it's what about the other

players they're all amazing the other 14

players how many people on a basketball

team 12 cool the other 11 players are

the same well yeah but that one person

changed the whole dynamic and the

frequency and the and and all of that

stuff on the whole team you have to

rebuild it so it's the same thing here

we might have the same product but one

of our key people leaves or decides to

build their own business because we

didn't take care of them or what what

have you dude I spend 80% of my day not

even thinking about my actual product I

think about my internal culture and the

people inside of it because that

ultimately drives the product forward

and it it's often said it's not what you

know it's who you know

and I want you to break that down what

is why is proximity so important

proximity is important because you know

I had a friend of mine in high school

came in hung out with me about a month

ago we go to dinner and he's telling me

all his problems and these are like

little baby problems like oh I have this

thing going on I got this thing I got

$200,000 in debt I'm like bro I got $400

million in debt what like this is your

bit this I leave this dinner second

guessing why I deserve to have money

what's going on like this was a guy I've

always looked up to what and I start bro

we are just the summation of the people

we hang out with right your molecules

I'm molecules they vibrate together and

if you're not around people with the

right frequency a higher level frequency

you slow down and so this guy I'm

driving home from this dinner and I'm

second guessing every I go to my wife I

tell my wife babe like I don't think I

deserve all the things I deserve I got

to slow down I got to be more

conservative I got my wife's like what

happened to you who have you been

talking to I was like oh [ __ ] you're

right but that didn't wear off for a

week and it wasn't until I went and hung

out with um you know the gentleman who

invented um undercover billionaire Mr

Sterns and I go to his hundred million

do home he has a private dinner he

spends 80 grand on the flower

arrangement for 60 people spends $1,200

per person on a flower arrangement in

front of us at our house like that guy

is balling out you walk in his house

he's got a part of the Titanic in his

foyer this is a different level right I

leave that dinner wow I deserve the

world I can go hire more people I can I

can take over and I can Dominate and I

can recreate and I can do this and do

and it's the stories that you get to

hear from these people and the frequency

that you feel their vibration you guys

feel it when you're around high level

entrepreneurs you're like damn these

guys are certain of themselves why am I

not certain of myself they're demanding

things for themselves why am I not

demanding things it dude it's everything

anytime you feel like a little [ __ ]

which we all do at times get around

somebody that is not a [ __ ] and all

your problems go away when people go I'm

stuck I don't know what to do I'm I you

know that's something I hear a lot for

like young dudes I go I'm I just feel

stuck I want to start but I can't I

can't like who's your who's the last

five people you hung out with my

girlfriend oh she ain't helping [ __ ] we

already know that okay um okay I hung

out with my family okay are they making

money no okay I have a couple buddies

from high school I'm hanging out with

them but then you go home and you're

hanging out on YouTube and you're doing

whatever YouTube is to inspire you and

remind you to get your ass out of your

house and can you kill a deer inside the

cave no no you got to get your ass out

of the cave and go kill the deer and

then you drag the deer back to the cave

right so so many people are in their

little cave thinking I'm one day I'm GNA

get out there I'm going to get a deer

how are you going to get a deer watching

YouTube YouTube will tell you to get

your ass out and remind you but you

still got to go out and get around other

other Hunters that know where the deer

are we've been talking about proximity

and one of the things that I've noticed

about some of the most successful people

people that we've met that we've

interviewed is that they're they never

get comfortable they never get satisfied

they could be running a big nine fig

company netting eight figures a year and

and they're set for life they're

chilling somebody like you who's created

an abundance of wealth right you know

generating hundreds of millions of

dollars throughout your career what is

it that keeps you going keeps you

feeling always trying to achieve new

levels and Heights is it just the circle

that you're around or like is it just

something in you that Tate that you're

just like I'm I'm never satisfied have

you ever built Something Like a Bird Box

mow a lawn and seen like something you

did and be like I am a God you know like

whether it's mowing a lawn or make

building a fort doing whatever like

getting the satisfaction of seeing a

seed you plant produce a fruit is the

most addictive thing on the planet Earth

and so what most people do is they plant

the seed okay I'm going to start a

business they water at one time they

show up for two or three days and then

they start yelling at the seed why are

you not growing F this I'm out and they

leave meanwhile guys like me are like

I'm gonna be patient somebody told me to

be patient I'm gonna be patient then you

see this thing Sprout up oh my gosh then

you see that tree Sprout up and you oh

wait I should go get another seed holy

[ __ ] this works boom boom boom boom boom

next thing you know you got an orchard

and people are like why are you

successful because I didn't yell at the

seed I waited for it to germinate I kept

watering it I kept doing the thing and

once I see the thing pop up through the

the so it's the same thing the first

dollar you make in business the first

time somebody pays you the first time

time somebody buys a product from you

you go oh my gosh this works and now

you're addicted you're addicted and most

people can't get through the phase of

waiting for the seed to sprout up the

little stock that's it impatient pieces

of

[ __ ] I've been there too I know the

feeling of like wait I've been working

on this for three months what bro three

months you know and I think in your

young age you have an advantage you have

more energy you have all these great

things about you but the one thing you

have not learned is that life is

actually really long and you think life

is short and you guys you're 25 you're

24 21 25 24 okay you think you're so

effing old you think you're so old and

what's funny is like I'm 41 and now I

realize how long life is I realize how

young I am and I also would never go

back to

25 you want to know why because at 25 I

was conflicted with self-esteem issues

and wondering what path to take my lack

of patience patience bro I got patience

I can plant a 100 seeds and wait and

I'll just keep watering them shits

somebody at 22 years old is like I

they'll plant a seed you can give them

the effing seed you can give them the

effing water and they'll sit there for

like 14 minutes go this doesn't work I'm

out that's shiny objects in people are

like oh you're jumping from this to that

no if I've got two seeds in the in the

ground one business over here and one

business over here and I water this one

day and I go over here and I water this

one day and I go back and I'm watering

them appropriately and I'm going back

and forth that's not shiny object

syndrome that's called being a business

owner what shiny object syndrome is is

that I have multiple seeds in the ground

I water them once or twice and then I

abandon them because I have the lack of

patience to see them through that's

shiny objects in general yeah that's a

bar right there uh one thing that I did

want to touch on with you is you know

earlier I heard you say that uh you know

your net worth you 5x it because of the

personal brand that you've built for

someone that's up and coming right now

kind of you know obviously it's might be

a lot easier to build a personal brand

after you've accumulated a lot of

success what's your recommendation to

someone that's up and coming should they

start a personal brand and you know how

how should they grow to the size that

you've been able to build yours here's a

here let me ask you a question should

people know you that's a better question

should people know you if if if people

don't know you they can't flow you

that's right okay so how do people get

to know you in 2024 and 2025 got to put

yourself out there through content okay

so we answered the question what I see a

lot of people is they'll go man I'm

really struggling with my business cool

what's your Instagram never made a post

on Instagram I go bro you ain't nothing

but a

[ __ ] you know your you know the

solution right but you want to complain

that you haven't done it's it's like bro

I can't even have this conversation with

you it we talked about this outside

let's say that all three all three of

you I go to you Three Amigos and I go

all right guys I got this amazing idea

for hamburger joint and I'm a

world-renowned chef like I'm the

greatest burger joint on the planet

Earth I want to start my own thing I'm

going to break away from where I'm

working I got this recipe it's

unbelievable we're going to have to line

out the freaking door will you guys

invest in me you guys go yeah hell yeah

I will invest in you okay cool a month

later I'm up an oper you guys give me a

couple hundred thousand bucks I go build

the thing 30 days we're not making a

hamburger right we're putting the [ __ ]

together in the restaurant cool hire a

couple employees the next month you

would expect that we'd have some Revenue

right cool

so I send you a p&l I send you a profit

and loss statement I send you an email I

go all right hey Three Amigos haven't

generated any money but I'm really

hopeful that people are going to start

knowing that we're here and you're like

all right guys you know there's

something weird going on let's drive

down to the burger joint and let's just

go try this burger let's see if pace is

really as good as he says you come down

to the Burger Joint you see the address

but you're like looking around you're

like where's the freaking door where's

the building and you you call me you go

bro where is the building we all we see

is a big white building there's a bunch

of doors on it like a big strip M we

don't know which one is yours like it

says the address is here and I walk out

of an unmarked door with no signage no

stickers no nothing on it I go guys

we're in here come on in here and I then

hand you a burger the best fries you've

ever had a root be float maybe if you're

into that like this is the damn best

thing on planet Earth why is it not

selling they just don't know you're

there nobody knows I'm there so would

you want to fire me as your partner if I

didn't even put use some of your money

to put a sign on the door yes

what about um making sure I have a sign

spinner on the corner saying burgers

burgers burgers burgers would that be

irresponsible for me to not have that

[ __ ] it would be okay so how is that any

different than social media how is that

any different than putting myself out

there the modern-day door sign of your

burger joint is your YouTube channel

it's your Instagram it's your Facebook

it's your LinkedIn that's my sign on the

door letting you know I'm the best

burger maker on planet Earth and here's

proof of it on on this

platform how can people flow you if they

don't know you

it's irresponsible it's a [ __ ] move

you'd fire me yeah so the people out

there like I'm afraid of starting my

personal brand okay great who do you

think anybody's going to invest in your

idea because you don't believe in

yourself if you don't believe in

yourself then how is somebody else going

to believe in you well because I have

the best burger people should invest in

me because I have the best product so I

my big thing with personal brand was

there was no at the time there was no

such thing as an

agency right and I just here here were

my two best employees my two thumbs

so I started on Instagram I then was

like oh I'm on YouTube a lot I love

YouTube like I'm I'll start my YouTube

channel and I started myself I started

hiring people and then agencies came out

was like man I wish I had that cheat

code I think a lot of people that are

like I don't know who to hire I don't

know what to do first I think they

should just hire an agency spend the

money and I don't know it cost to have

you know have an agency do your stuff

I'm sure there's different packages but

I would look at it and go if I'm

spending let's say five grand a month on

a package

will that not generate me $50,000 extra

in Revenue because more people know I'm

there or better yet what if the social

media never brings me a single

lead but what it does is the leads I

already have now see me as more credible

and my Clos rate goes way up it's not

necessarily I'm just getting more leads

it's The credibility that you actually

believed in yourself it's the

psychological effect of like damn this

guy doesn't believe in himself doesn't

even have a brand why would I buy a

product from you would you buy sales

training from Andy Elliott if he didn't

have a good brand no you'd buy it from

any other idiot on the you know how many

sales trainers are in the planet

hundreds thousands right but do we know

who they are no because they're little

[ __ ] and they we don't know who they

are because they don't believe in

themselves so if I if you don't believe

in yourself why would I hire you as a

sales trainer that's stupid so is Andy

Elliott the best sales trainer on the

planet probably for all we know he is

right so why did McDonald's dominate for

so long because they were the the only

ones that had a golden arch then other

people like oh [ __ ] they're doing

something right we should start putting

our signs high up and people will em

emulate and that's what's going on right

now so Andy ellot is the best sales

trainer on planet Earth because people

know who

right boom how long have you been inal

now since the second I came out of the

womb bro I was born for this [ __ ] um but

to to be honest um

an entrepreneur people are like you know

the first dollar I made on my own was

when I was 14 I was painting people's

garage floors it's something I learned

from my my father so I would do that on

Saturdays um so young young age but I

would say like really seriously being in

business I was 22 so you've been in

entrepreneurship for a long time and as

we all know there's Seasons you know

sometimes things are going really well

you're firing all cylinders and other

times things aren't really going so hot

and I'm I'm just curious for maybe

someone who's going through a hard time

right now what would be your advice to

them for maybe just getting out of the

mud and just and just turning things

around everything that I can tell you

about let's say real estate for example

I'll give you two real quick um answers

to so let's say real estate when I buy a

house am I really is the main thing I'm

going after as the house no the main

thing I'm going after is the

relationships I get from it the

resources I get from it and the skill

sets I get I got I became a better

closer can anybody take that away from

me no what about the relationship with

the escra officer or the agent or

whoever I worked with on that deal can

anybody take that relationship from me

no but what I could what I maybe I sell

that house at one some point but what I

will never lose are the resources the

relationships and the skill sets I

acquired from that and so a lot of times

people forget that these little micro

skills and micro relationships you

accumulate over a long period of time

they compound and you can't you don't

see them and so a lot of people like man

I'm not growing as fast as I did when I

first launched the business like dude

you're missing out on all the other

things there's a book called The Gap and

the gain and most people think in the

Gap I'm missing something something's

not going right versus gosh damn look at

all these cool things that are happening

right switch that thinking and you'll

never really go through that moment of

wow things aren't going my way because

you're accumulating relationship skill

sets and resources the even if your

business goes like this are you not

acquiring skill sets on how to handle

stress and pressure so that's a good

thing right so that when things go back

up you're actually better fit for that

upward Trend right okay I would also s

tell tell you that your personal income

will never outpace your personal

development so a lot of people are like

oh my gosh things aren't perfect like CU

you ain't perfect [ __ ] work on yourself

read some books go hang out with cool

people stop complaining the universe

push you down because you got up to a

level that you weren't fit for and the

universe push you back down I still get

those moments I'm like okay must need to

work on myself okay another thing I

would look at too is that there's

seasons in life

okay do we expect a tree to have its

leaves all year round

okay so an apple tree produces apples

how many times a

year one time a year orange trees how

many times does the orange tree produce

oranges one time a year so do I look at

an orange tree when it doesn't have

oranges on and go man that's a messed up

worthless piece of [ __ ]

tree no I just know when it's producing

and I know when it's not it's digging

its roots deeper and so when your

business is not producing highly dig

your roots deeper get a better

understanding of whatever your industry

is go hang out with your competitors

become friends with your competitors dig

your roots deeper into your industry and

understand it and wait for the ne the

next production of the next set of

oranges so to speak but you don't see

that right that's the problem it's the

roots are going down nobody sees that

it's that quiet work that you got to do

behind the scenes everybody wants to be

like I got all the oranges on my tree

look at me I got the nice car I'll get

all the all the money meanwhile the

smart people are digging their Roots

deeper and deeper and deeper but nobody

sees that nobody sees that and so it's

not fun especially in the social media

age this is the bad part to branding is

the bad part to branding is everybody's

like get out there and let everybody

know what you're doing meanwhile you

forget to dig your roots deeper so when

you're not producing or the algorithm

changes or something else changes you're

pissed off because now the oranges

aren't on the tree anymore right so

there's a delicate balance of like I

need to make sure I'm time blocking

personal development I'm going to

mentorships I'm paying for education the

modern day college is mentorships that's

the modern day College I'm GNA go to

this professor you ever have a professor

or like somebody in high school you're

like man this guy is a freaking bore yes

yeah yes do you have any teachers that

you look back on right now you're like I

like that teacher but I actually didn't

learn [ __ ] from that person of course

absolutely girl in that class that I

kept going to school for we have the

luxury now to go I want to learn

directly from that person and I'm going

to pay one fraction of a college degree

to go get that knowledge and be around

that person so that's digging the roots

deeper go get the ex like specific

knowledge like Jordan he's one of my

students but also Jordan is going and

getting educated from another gentleman

right now I'm like dude that's dope

that's a that thing is freaking that's a

class I would want to take it's

constantly looking for classes and

mentors that are badass at whatever the

thing is that you want to be good at

digging your roots deeper I was going to

ask you from your perspective what are

some of those traits that you're seeing

right now in younger people that tells

you this person's attractive to money

you know you talked about when you were

growing up when you were coming up you

kind of had that innate work you had

that innate work ethic in you right

which a lot of people I would say is

missing in our generation right we

talked about how there's a lot of

entitlement a lack of patience in a lot

of the sense but what are some of those

traits that you're number one number one

showing up obvious number two

consistency obvious one that's not so

obvious is are you receiving information

or are you creating opportunities here's

what I mean by that I have a new

employees named Nathan Barnes just hired

him literally like two weeks ago he's 22

years old so he's a little bit older

than you okay and I hire this guy just

to be like my handyman in the morning

doing all the things that I'm I keep

putting off I'm like gosh damn it I

can't put this stuff off anymore I got

to hire somebody to do this stuff I keep

saying I'm G to do it my wife is like

when are you going to do the thing I'm

GNA hire somebody to do the thing so I

hire Nathan in the mornings to do that

and then the the afternoon he's in my

lending business okay so what Nathan

does is he can't get a hold of me

sometimes I'm hanging out with you guys

I'm running a meeting or I'm doing

whatever Nathan can't get a hold of me

what does he do does he sit on his hands

and go I'm just gonna wait until

somebody tells me what to do no that's

99% of kids nowadays are like I'm just

going to wait until you tell me what to

do what Nathan does he goes he text my

wife he text this person text this

person on my team hey what can I do for

you right now I can't get a hold of pace

but I don't want to just sit here doing

nothing how can I provide value to

everybody else in the organization to

until pace is ready to talk to me that

is like one of the most missing things

in most the most people are receiving

people in the 9 to5 mentality you guys

are not the 9-to-5 mentality you are

repulsed by it but the people in 9-to-5

mentality they like being told what to

do and when to do it and when to clock

in and when to clock out and what time

you imagine somebody telling you when

you could have lunch hell no no so and

and I'll add on to that it's like once

you kind of figure out a way to like do

your own thing and for yourself you know

that you can never go back to that and

and what it is is it's a prison of the

mind and people can't get past the

understanding why what's the biggest

reasons why people can't get past the

9-to-5 mentality because they're hanging

out with other 9-to-5

people oh my God it's simple it's simple

they they don't have anyone checking

them man I can't fig Pace we I just

can't figure out how to break through

you you hang out with a bunch of losers

and I in my DM somebody will DM me and

go man I just can't I'm stuck I go

you're not stuck you have a bunch of

[ __ ] ass

friends and and they're like man why you

got to be so rude I go cuz nobody else

has been rude to you you need somebody

yell at you and um you know whether it's

your church that's the other thing too

people will hold on to their religion

I'm religious but you'll hold on to your

religion and you'll go but my pastor

told me this and my my pastor told me to

be

humble my pastor told me to play it you

know play it small and not do this and

not be you know big and loud and

whatever okay great AES awesome is your

past do your pastor live the life that

you want do you want to be a pastor no

hell no I would not want to be a pastor

maybe there's aspects of that but people

will get like in love with their

father's path in love with their

pastor's path in love with somebody

else's path and and I think up until

you're like 16 17 years old you need

that you need some guidance but at some

point you have to become your own man

and most people don't get past that guys

that's a wrap on today's episode I think

that was an absolute master class on

business don't be a [ __ ] yes don't be a

[ __ ] last advice any last advice to the

younger generation we can leave them

with you know you You' given them some

phenomenal nuggets to take from here you

know but if you could leave them with

one last message that you give to the

younger generation man like I said they

want to get Pace more be rich in today's

world give them some game okay do an

audit of your five closest friends

you've probably heard this before but do

an audit of your five closest friends

the people you spend the most time with

find out how much money they make add it

all up all five of their incomes and

then divide it by five and guess what

that's how much money you're worth it's

access to Capital it's it's it's not

just Access Capital it's the mentality

of all the fre like when four of us are

all together there's a frequency going

through all of us right now that you're

like are you a little bit more I'm a

little bit more motivated hanging out

with you guys and that's what iron

should sharpen iron right and the

problem is most of these guys have five

friends that they're hanging out with

that are just losers going to jobs

talking about you know whatever they're

talking about I don't know who won this

the football sports uh what do you call

it Super Bowl I don't know who won the

Super Bowl I'm not talking about those

things I do know who won the Masters I

love the Masters but but most of the

people that are out there they have five

friends that they are comfortable with

and none of those five friends are

making money so I would take an audit of

your five friends I call it your board

of advisors the five people you hang out

with the most are called your your board

of advisors so think about that who are

your board of advisers oh it's my mom

it's my dad it's my sister it's my

friend from work and it's my friend from

high school that's that's your board of

advisers you know what I'm saying yeah

by the way I'm not talking to you I'm

talking to myself from 15 years ago like

I I did the same thing like I went to

work came home the only person I was

talking to the iron that I was waiting

to sharpen me the other iron was my wife

and my dad and my mom guess what then

that's the life I'm going to live so you

want to be worth millions and millions

of dollars get into a room with people

that are worth millions and millions of

dollars that's a wrap on today's episode

be sure to like And subscribe for

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Pace thank you so much for having us out

today yeah boys Virginia virginas for

lovers guys later tuning in where can

everybody find you go to my YouTube

channel we do a YouTube video every

single day you guys saw my big team out

here we're cranking out we spend $2,000

per YouTube video to put it out there so

I spend 60 Grand a month putting stuff

out on the YouTube channel all for free

I break down houses addresses a lot of

the stuff that like when I say I bought

an apartment building with no cash no

credit no credentials people like that's

bull crap give you the address I'll show

you exactly what I did I'll show you the

paperwork I'll show you all the things

so go to my YouTube channel um it's a

lot it will overwhelm you but if you're

not overwhelmed you're not growing so go

on my YouTube channel go get overwhelmed

Pace Mobi all platforms everybody tap in

we'll see you guys in the next video

later guys