The Path to Profit Challenge

What's up everybody? It is time. We are

here. Path to profit challenge.

Look at all these smiling faces. I

appreciate everybody being on early

Pacific time. I see some West Coasters

here. Um we also have some

international. I see one person at least

um is not from the United States. So um

Hattie, great to see you. What time is

it in the UK? Five o'clock, five or six

o'clock. So, um, congratulations,

Hattie, for, uh, for staying up through

London 4:00. Welcome to the Path to

Profit Challenge. Now, um, I promise

you, I am going to give everything I

have over the next couple of hours that

we're going to spend time together. I

have one ask

over the next two hours. Can you all

commit to this is the most important 120

minutes of the day? Maybe the week,

maybe the month, but for right now, can

we commit that this is the most

important thing? And um if you can, if

you are at a place to where you're not

driving,

turn your cameras on because I promise

you, you will have a different and

improved learning experience when you

are present. Now, I say that

simply because if you're on a Zoom that

you paid for

and your camera is not on, we can only

assume one of two things.

A, you're distracted

or B, you're going to the bathroom.

Now, those are only the two things that

are happening right now. So, my

encouragement is unless you want a bunch

of real estate agents judging you, turn

your cameras on if you can. If you're

not driving, I promise um we won't judge

you. And also, I do need to take one

little picture. My coach challenged me

to take a picture of everybody live

today. So, give it up for the for the

path to profit challenge. We are going

to rock and roll this thing. Let's

crush.

Rock and roll. All right.

As I mentioned,

I want you to show up and play it full

out today. Treat this like a

million-dollar listing. I saw Aaron

Foster um made a comment. He canceled

his leadership meeting. All right. I

know. I know Malia is is in between of

of uh this and another event.

Absolutely. Play full out. Be here.

That's why we're recording it. You guys

showed up. You're in the VIP. I want to

make sure that you guys get everything

that I have to give over the next 120

minutes. And so, treat this like a

million-dollar listing appointment.

You've heard me say this, and if you

haven't, I want you to hear this because

sometimes our greatest opportunities,

sometimes our greatest opportunities

come at the most inconvenient times.

So, I want you to be open-minded. I want

you to encourage you. This is a safe

place.

You can ask questions in the chat.

Lindsay will be in there answering any

questions uh relevant to uh the

challenge. Obviously, we'll go back and

make sure that everybody gets their

answer their question answered. Um maybe

that's in the school group, maybe that's

in the DM, maybe it'll be on live. Um I

do want to carve out some time uh when

we get done with today uh to answer any

questions

because my goal for you

is to move from amateur to master. The

goal of learning is not to acquire more

knowledge, right? The goal is to become

a master. And so, if you're someone that

wants to become a money master, type

type money master in the chat. Money

master.

Because I believe a really good

definition of becoming a master at

something is accomplishing the task

without the use of conscious resources.

mastering the task or accomplishing the

task without the use of conscious

resources. Now, what does that mean? It

means

that anyone drive to work today, Malia,

are you at an office today? Right? You

drove to work. Did you have to go into

maps or and and figure out the turn

byturn direction to go into your office

today? No. Right. If you get gassed this

afternoon, do you have to like, do you

have to go into chat GPT? How do I put

gas into my car? No. We have figured

that out. My goal for you is to get that

clear on what happens to your money

when you have a closing and you're

walking into the title office or you

you're doing lead generation instead of

walking into the title office. We're

going to talk about that. We talk about

that in several trainings is like, hey,

let's go make money and we'll we'll

support and celebrate the client later.

One of the things I want to encourage

you is is become a master. When that

$10,000 check is coming in, what is

happening to the $10,000 check with

before it hits your bank account, right?

We're going to talk about profit first

today. We're going to talk about

building a wealth map. We're going to

talk about accumulating money and adding

age to money and doing a cash flow plan.

H how great is it going to be when all

of that happens subconsciously and you

don't have to use deci we don't have to

have decision fatigue and figure out

what's happening with $10,000 or $20,000

or $4,000 or whatever the commission

check might be.

So I'm a money master. Now you've

probably signed up for things like this

in the past. Some have been free, some

of you paid for. And a lot of people in

my seat are better marketers than

coaches.

I can promise you I am a much better

coach than I am a marketer. I can

promise you that. My job is to share all

that I know and to create a

transformational and and to create a

transformation environment and

experience for you. Now, as we wrap up,

I will I if if I play full out and um if

you all enjoy this experience, I will

say that there is going to be an

opportunity for us to uh share the next

step for you. So, I want you to play

full out. I want you to ensure that,

hey, the goal isn't more knowledge. The

goal is mastery. I'm here. I'm

committed.

And I want to play full out. If you're

ready, type I'm ready. Let's rock and

roll. Now, a lot of you know my story of

of how I got to the thing and and and

and paid off the debt, but I just wanted

to kind of recap it for the people that

that may not know. Um, I did not start

out in the world of real estate or in

this in in the world of entrepreneurship

as a financial coach. I started out

truly in the world of business as an

outside sales rep that I got exposed to

um I got exposed to entrepreneurship

through the world of actually network

marketing because

I found myself at 300 lb alcoholic

addictive sports gambler smoking two

packs of cigarettes a day on the

marriage on the marriage counselor's

couch with my wife 14 years ago

and I made decisions

to start losing weight, which led to

decisions of not drinking as much, which

led to decisions of sobriety and not

gambling as much. And I want you guys to

hear this, not for the sobriety or

anything like that.

when I carved out things of my life like

going to the gym versus sitting on the

couch. When I started losing weight and

be getting healthier,

one of the things that I realized was

that I had a lot of time

between 4:00 p.m. and 10:00 p.m.

When you are going to the gym and you're

losing weight and you don't drink and

you don't gamble, you realize how

distracted and how bored you are.

And so I had to fill that gap and I

actually filled it with a network

marketing company called Visales. I was

exposed to it by one of my friends on

Facebook 14 years ago. But it exposed me

to entrepreneurship. It exposed me to

coaching. It exposed me to helping other

people lose weight because I still had

to lose 70 80 pounds.

And through that process, we learned how

to make more money. We learned how to

work part-time on our job and full or

full-time on our job and part-time on

our fortune. and we started making more

money.

And I believe that the more money you

make, the bigger version of the person

you become.

Now, I was an addict. I was a little bit

of a jerk.

I wasn't the world's greatest husband.

I'm still not the world's greatest

husband. Well, some days I am, but most

days I'm not. Just ask Melinda.

However,

as I was making more money, I, you know,

I wasn't spending it. I wasn't gambling

it. That stuff was gone. However, I was

make we were making $50 to $75,000 a

year extra than we had ever made.

However, we weren't making any more

progress. Who's felt that before?

I'm making more money, making more

money, making more money. I'm like, I'm

still in the same chair, right? It's

kind of like the treadmill.

And so what we realized that we were

buying things because we could afford

payments.

And if we wanted something, we would

just go sell a few more things. And that

just kept us on this hamster wheel of

money. We were losing weight. We were

the face of the challenge. We were

having a great time. We were inspiring a

lot of people, but we weren't doing

anything for ourselves.

Ended us back up. We we started having a

conversation around money. We were

$551,000 in debt. We were spending 13

grand versus making eight.

And so we found oursel in this world of

chaos and sales wasn't fixing it. And so

we went on a journey, got exposed to

Dave Ramsey, Financial Peace University,

went into church, accepted Jesus as our

Lord and Savior, and started

understanding and unpacking this stuff.

40 months later,

paid off all of our debt, did our

debtree scream on the Dave Ramsey show.

Whether you like him or not, I can

promise you you want to stand on the

stage and yell, "I'm debtree into Dave's

microphone." It's a really cool feeling.

I got exposed to how I had to go make

more money. We're going to talk about

raising the bridge today. I had to go

raise the bridge. We' lived our entire

life on delaying gratification and and

or the last 3 years on compression. We

need to go make more money. Got exposed

in the world of real estate. Started

having conversations like this. Next

thing you know, I'm having conversations

with some of the best of the best in the

industry on what they do with money. And

you're going to hear from one of them

this afternoon or later this morning,

sorry.

And so,

as I as we went on this journey, I was

able to help create a system and realize

that real estate agents problems, Malia,

you see it, Aaron, you see it. Other

team leaders here, Nancy, you're a team

leader, you see it. The more times that

people make money, generally they're not

fixing anything.

And it's because money goes towards ob

money is going towards obligations. It's

not going towards opportunities.

And that's what I want us to fix today.

That's one of the things I want us to

flip is having our income go towards

opportunities, not obligations.

Because you know over we've built a lot

of you are in the forest and I've built

the superighway to get through the

forest through the trees onto the ramp

and to get to the superighway. The map

is there.

And so more sales don't fix a broken

system.

And as I mentioned, we're going to we're

going to talk about an opportunity for

us to go deeper into your system and how

to create that for you a little bit

later today.

And so as we kick today off, I want us

to start to go through the process of

unlocking your financial transformation.

I believe everything starts with where

we are. Too many times, self included,

we judge ourselves

on where we should be or where we could

be. Anyone else fall victim to that

trap?

I've been in real estate this long. I've

made this much money. I should be here.

Right? And so, I want you to start in

this world of of awareness. And I want

you to start in this world of hey this

is reality because the reality is we

have made too much money to feel the way

we do.

Sometimes every month feels like we're

starting over. There's a tax panic.

There's no plan.

And I will challenge every single person

on here. We don't have an income

problem. We have a financial structure

problem. We have a financial we have a

structure problem. We have a financial

system problem.

Which is why I created the wealth

method.

And wealth stands for wisdom, earn,

accumulate.

Lend, track, and habits.

Wisdom, earn, accumulate.

Lend, track, habits.

I'll let you tell her that, Jim.

That's funny.

And so here's where I want us to to

think about

wisdom is the understanding and the

learning process. Where are we today?

Who do I need on the journey with me to

help me navigate

this road map on creating stress-free

wealth?

What rooms do I need to be in? what

access do I need to have to other

people? Right? One of the reasons why we

we put everybody into the school

community is so we can build community

so you guys can learn from each other,

not just necessarily myself.

And so as we go on this journey, I'm

going to I'm going to share my screen

here.

And as we go on this journey of creating

our financial transformation,

we have to identify

Let's see if I can do this.

Oh, I really Oh, can you guys see my

whiteboard? My my screen. Thumbs up if

you can see it. Awesome. Cool. I did

that without Lindsay being on here, so

that was that was a risky move. Um,

okay. And so here's where I want

everybody to start.

This worked today. Well, maybe not.

Okay, never mind.

Technology is not our friend on Tuesday

mornings.

We'll do something else. Okay. So,

here's where I want you are today.

Here's where you are. No, no shame, no

blame, no guilt. Write down all your

facts. Facts are truth and the truth

will set you free. I have this much

cash. I have this much debt. I have this

much in investments. I have this many

under closing.

One of my coaching clients calls this

forced financial fund. F FFF. This is

your forced financial fund moment.

No shame, no blame, no guilt, just the

facts. And the facts are truth and the

truth will set you free. Where are you

today? Now

draw a line all the way out to 2035 to

2045.

When do you want

to exit the transaction treadmill? When

are you done?

I think that's the number one mistake

that real estate agents and

entrepreneurs make

is

they don't have a plan or they don't

have a way to exit the transaction

treadmill. So, they're forced to just

keep on selling houses. And when you

don't have a plan with or a map of your

money, you're always going to sell

houses. That's just going to be your

natural default.

And so I want you to create

your oz.

I want you to create your oz

and go all the way out to 2035,

2045, 2055, whatever year it is. And I

want you to write down exactly what it

is that you want.

What do you want and when do you want

it?

For example, our one of um our oz is to

to live, you know, four to six months a

year in Cabo. Four to six months a year

here in Las Vegas.

Now, for us to live in Cabo, if we want

to buy a house in Cabo, that takes cash.

We need x amount of cash, right? If we

want to join a a golf club in in Cabo,

then that takes cash,

right? If we're going to not coach as

much and enjoy life a little bit more,

that takes reoccurring income, residual

income coming in.

And so now once we identify like what it

is that we want and when do we want it

and that takes x amount of dollars and y

amount of dollars in a brokerage account

and z amount of dollars in a reoccurring

income stream.

Can we now start to connect the dots all

the way back to 2026

and does that give us a clear picture on

how many challenges we do a year? How

many people need to join the wealth

department? how many people need to join

and do we need to enroll for as a

bookkeeping client or whatever it might

be.

But instead of saying, "Hey, it's 2026.

Let's go conquer the world and let's go

do this." No, let's go all the way out

to 2036

and say, "Hey, at 2036, we want this all

the way back." Now, we have a clear

picture of how many times I need to

serve the people in front of me without

an agenda. Because I know that if I do

this x amount of times a year, we'll get

y result. And that will allow us to go

do the thing.

So what is that for you?

How many houses does that a what does

your house what does your odds look

like?

And I want you to ask this question.

When can I throw my phone in the ocean?

Anyone else want to just throw their

phone in the ocean one day? Be like I am

done. Like, no more Tik Toks, no more

Instagram reels, no more Facebook posts.

Like, Aaron, if you want me, I'm going

to be here at golfing in the morning and

I'm going to be on the beach in the

afternoon or I'm in Las Vegas. Just show

up, man. Like, send carrier pigeon, send

a smoke signal, I'll throw a flare gun

and you'll know where I am,

right? And if you're like, "Hey, that

life doesn't necessarily, you know,

click with me." Cool.

Right.

I'll ask you the different question.

When do you want to be able to say no to

a client? I don't need to go on the

buyer. I don't need to do the buyer

consult. I'll refer it out. I don't need

to take the listing, right? My listings

are at 7%.

If there if it's anything negotiating

that, I'll just refer you to another

agent. Let's just I'll just we can just

use one of my partner agents, right?

Imagine sitting at the dining room table

on a listing appointment and knowing you

don't need the sale.

Like, you're good. How much of a better

agent can you be if you don't if the

deal doesn't have to go to closing for

you to go get the thing that you want?

Like, I just think that that is such a

powerful position for us to be in.

And then how many houses does it take to

until we get there?

Like imagine and again we're going to

we're going to walk through it and we'll

definitely talk about it in your uh in

your wealth mapping session that we'll

give you the link this afternoon to to

apply for that.

Like think about if how clear your lead

generation and your marketing is. If you

can figure out and build,

this is what I want in 10 years or 20

years.

How many houses do I have to like how

much cash do I need or how many do I

need in in retirement or investment

properties to get there? Rental

properties.

And we can work all the way back over

those, you know, 120 months that this is

how many houses we need.

And I'm just I've done this so many

times, gang. It's not as many houses as

you think.

Here's what it is. It's doing it

consistently every day.

That's what it is.

Like never in my life

did I have this vision of the world like

I it was on the board but like did I

actually think it was possible to be

able to pick up our family and move from

Restston Virginia to Las Vegas fairly

stress-free in a very short period of

time right I mean Marie you and I were

having conversations in the room like

when I was building this stuff like I

mean yeah I remember those,

right? And I just I never thought it was

possible

to generate the revenue that our

business generates and and it's inside

of a 20-hour work week.

However, the way the reason that it did

was because I showed up every single day

on social.

I sent out an x number of DMs and

conversations with the people in my

database or my human base every single

day.

I created a I created a way for me to

win. Write this down, gang.

Sweat, have a call, book a call.

What does that mean? That means that

once I figured out where I wanted to go

and what I had to do to get there,

all I had to do was work out,

have a conversation with someone about

their business or their financial

future,

and book another conversation for later

that week or that month. That was it.

Because if I did that 40 weeks a year

and I worked 4 days a week, that was 160

times, right? 160 to 200 conversations.

If I have 200 conversations with 200

individuals, is it fair to assume a few

people are going to say yes and Matt and

Melinda can start to, you know, achieve

the thing? They're going to get a result

and we're going to start to win.

I just didn't stop doing that.

People ask me all the

People ask me every single day, "How did

you lose 100 pounds?" And I'm like, "You

don't want to know

because you won't do it." I drank two

meal replacement shakes a walked 10,000

steps every day for a year.

Two shakes instead of two trips to

McDonald's, 5 to 10,000 steps a day.

That's it.

Now, there were some other things along

the way, but that was the thing that I

that was my sweat.

How did you book a business that that

did that? How did you put, you know, 700

people on a webinar and 50 people signed

up for a challenge? I sent 20 DMs a day.

I posted every day on social media for

the last 5 years and today I'm an

overnight success,

right? I mean, I don't know how many

Facebook posts and how many emails. And

so my encouragement to you is when you

are building your odds, it's not as

many. I thought I would have to have a

thousand people in my group coaching

program to achieve what it is that we

have today.

Lindsay, how many people are in the

wealth department? 20,

right? How many people are in my

one-on-one coaching program? 15.

Like, yeah, you know, we have 10

bookkeeping clients. Great.

Serve the people in front of you without

an agenda and watch what happens over

the next 3 to 5, 10, 15, 20 years. And

have a plan for your money.

Because I can promise you this, the more

you do that, the more money you're going

to have. And if you don't have a plan,

five years from now, you're going to be

on the exact same treadmill you are

today. Fair or unfair?

A lot of us are making more money today

than we did five years ago, right? And

all of us are making more money than we

did 20 years ago.

So, how much more money are we how much

more money are we going to be making 20

years from now?

Doesn't mean we have to still go take 55

listings and and show buyers every

Saturday, Sunday, Monday, Tuesday,

Wednesday. But we're going to be making

more money from now. I promise you. If

you just show up, identify what you

want,

what does it take to get there, and then

just don't stop. Just don't stop doing

that. Right? That's that's why people

gain 20, you know, lose 30, gain 20,

lose 20, gain 30, lose 20, gain 30

physically, financially, emotionally,

and spiritually is that they stop doing

the thing that got them the result in

the first place.

And so as you're going through this

first phase of unlocking your financial

transformation,

identify your odds.

What's it going to take to get there?

How many houses is that or agents is

that in your team or your brokerage if

you're in a revenue share downline

model? Great. Awesome. Do it. It works.

And don't stop doing it. And celebrate.

Here's here's another tip that I want to

give everyone.

Celebrate along the way. I think too

many of us get locked into annual goals,

right? I'm going to sell 50 houses. I'm

going to pay off $100,000 of debt or I'm

going to lose 30 pounds for the year.

And yeah, we hit that. And when do you

hit it?

December 18th. Awesome. Congratulations.

When did you celebrate?

We went to dinner on December 19th.

Great. You set new new goals for next

year. Like you never enjoyed the process

along the way. So if you're like, "Hey,

I want to pay off $50,000 worth of

debt." Every $5,000 or every 15 every

$10,000,

go buy something. And not big, but like

something to acknowledge. Treat

yourself, right? acknowledge the

process,

right?

I'm I play golf. It's my thing. It's

what I do. I wear black t-shirts and I

have really nice hoodies from really

really nice golf courses. That's my

thing. So, whenever I hit my my, you

know, my target, I just rip off a couple

hundred and I go buy a nice hoodie at

the newest at the next golf course that

I go buy. And so now I have a really

nice hoodie and I wear it, you know,

when I play golf or on Zoom calls and

every time I see that logo, I'm like,

"That was when I paid off the $10,000.

That was when I lost five pounds. That

was when I closed five deals in a month.

That was when we enrolled our first 10

bookkeeping clients." Whatever.

Celebrate yourself and journey along the

way. There's a really good book called

the 12week year that talks about the

psychology of goal setting and helps you

build a infrastructure

and a system shocker another system

to build a relationship with your goals.

Today we're building a healthy

relationship with your business and your

personal finances. the the the um two

books, the 12-week year and the one

thing are two worldclass books on how to

help build a relationship with your odds

that you're now going to go attack.

You're you're now going to go you're

going to go attack this thing. Okay. All

right. Cool.

Was that good? We're 30 minutes in.

Price of admission check. Worth 97 bucks

so far. Are we good? Erica's in Palm

Springs. She's, you know, she's already

got the fireworks going. We haven't even

gotten to the good stuff yet.

Love it. Cool. Now, the system,

the money system, right? How to create

your cash or I'm sorry, how to create

your wealth map system.

Right now, I want everyone to write this

down. And Lindsay, I think, put this in

the chat because it always comes back.

What was the the thing stand for?

system. Save yourself stress, time,

energy, and money. Save yourself stress,

time, energy, and money

in all areas of life.

So, what's your health system?

What's your financial system? What's

your relationship system?

What's your system for buying rental

properties? What's your system for

deciding on where you're going to go on

vacation?

We're going to talk about vacation.

However, and so your financial system

all starts

with business money,

right? And I think it actually, you

know, I do want to say you're going to

have a season right after this for the

next 90 days or so. You may have a

season where you have like a foot on the

boat and a foot on the dock. And it's

going to be this kind of balancing

between business and personal uh

finances. It's going to be this

balancing act between hey, if I'm

married, um which spouse is going to

take the business and which is which

spouse is going to take the personal.

Um in the plumber household, that spouse

is called Matt.

So Matt handles both. However, um it's

it's because of my OCD, not because I

want to uh because not because Melinda

doesn't want to do it. It's what works

for us. So that might be the same

person. However, one of the things as

you are building this and if you are

married is for the other person to come

alongside of you and maybe not touch the

numbers and and and pull the levers and

and mess up your 13 generation

spreadsheet or your every dollar

software or your bank your pretty bank

accounts that we have set up. However,

encourage them to come along for the

journey. That's my that's my that's my

hope and my prayer and my encouragement

for you is like encourage them to come

along for the journey.

Now I believe we have been told and

living a lie when it comes to business

finances

since the beginning of time and that is

everyone that has taught us our account

or the people that we took accounting

101 and 2011 from 16 and se you know

when we were 16 and 17 and 18 years old

to our college professors to the people

that we work for to the people that we

uh are broker broker owners to our CPAs

and even our bookkeepers

and even coaches

talk about profit and loss statements

and they talk about it through like it

is this grand holy thing out there

around you know you know profit and I'm

like cool the profit and loss statement

they're reading

has a list of numbers on it

revenue at the

It's a list of expenses and then there's

one number in bold in the bottom right

hand corner. Where does everybody look

when they get a profit and loss

statement?

Bottom right. Every single person. It's

the it's it's all of our eyes just go

bottom right on a website. Lindsay will

correct me, but I'm pretty sure our eyes

go top right. When it looks like when it

when it's on a profit and loss, it's

bottom right. So, when you're building

your website, put all of the most

important. Put the buy button top right

because that's where everybody's eyes

go. On the

uh profit and loss, it's bottom right.

And so that number is, hey man, I made a

million dollar. I spent $400,000 in my

business on coaching, travel, admin,

marketing, payroll, insurance, you name

it. Top left. H I had a 50/50 shot.

financial coach, marketing coach.

So,

a million dollars topline,

list of expenses, whatever those

expenses are.

Uh, net profit. Two questions. Made a

million, spent 400 grand. Net profit

600,000. Two questions. Where is the

$600,000?

What happened to it?

Did you pay yourself? Was it a

distribution?

Did you make an investment? Just answer

the question. I don't care where it is.

I just want you to know where it is.

Second question, you owe somewhere

between $100 and $200,000 to your state

and federal governments out of that

$600,000.

Where is that money?

Do you hear that silence?

That's the sound I normally get when I

ask the question.

It's this. It's this emoji. Like, I

don't know where it is. That's a good

question. What we're going to go do is

we're actually going to implement a

system to where you will no longer

wonder where that money is.

Who's who if that's the only thing you

learn in these two hours, was this a win

for you? If you solve the saving the the

tax savings problem and at the end of

the day, you writing a check to your

state and you writing a check to the

government. Now, this isn't the call

where we talk about how to save and pay

less taxes, right? There's another call

for that. But here's the thing. I want

you to I want you to hear me on this. We

cannot pay less taxes until we save all

of the taxes.

Clip that, Lindsay, cuz that was good.

We can't pay all we can't save on taxes

until we save all the taxes. Why is

because the thing that we do to put a

downward pressure on taxes comes from

the money we have saved for taxes.

Right. And so, Prophet First, has anyone

heard of the book or read or who has

heard of the book Prophet First?

Right. A lot of people have heard about

the book. Yes. Great. Now, who's read

the book?

Few less hands generally go up. Now,

who's implemented the profit first cash

flow method system where they have five

bank accounts?

Everyone in the wealth department's

hands go up.

Congratulations, Wendy.

And so,

I believe the thing that we have to hear

is that it's not sales minus expense. uh

sales. It's not sales minus expenses

equals profit. It's sales minus profit

equal expenses.

If you have one large plate and all of

the food is on the plate, you come out

here, we hang out together, you stay at

the Arya, I drive down, we go to the all

you can eat buffet. By the way, it's

$89.

It is a seven course meal. It's an

experience.

You go through with the largest plate.

How much food are you going to put on

the plate?

You have one bank account. All of your

money goes in. How much? And then all of

your money comes out of that account.

How much money are you going to spend?

All of it. Right? Or you have a chance

of spending all of it, right? So if you

go down and you have the the world's

largest plate, right? And you put all

the food on it, how much food are you

going to eat?

All that's there. And then how do you

feel all day?

Yeah. But if you go through with the

smallest plate and you put food on

there, can you still eat?

But it's not everything on the menu.

Our bank accounts are no different.

When we have one account and all of our

commission checks go into one account

and then all of our expenses and payroll

and distributions and tax payments all

come out of one account. It's this

emotional roller coaster every single

day

because I had three closings, there's

$40,000. I live life. Now there's $7,000

and it's like and then it's $37,000 and

then it's $5,000 and it's just this it's

just this this this back and forth just

this roller coaster that we don't have

to play. And so what I want us to do is

get extremely intentional

and set up a minimum of five accounts.

Now some of people are going to set up

more accounts because they have other

things, right? You're going to hear from

Brett here in 15 20 minutes and um he

has probably 20 accounts. I have 15

accounts,

but I want you to start with five.

I want you to have one account that's

designated for deposits only.

And then I want you to have four other

accounts

that organize your money.

Yes. When I say accounts, those are bank

accounts.

Income is where all of your deposits go

in.

Profit,

owner's pay, taxes, and operation

expenses.

Right? We just heard that if you wait

until the end, is the profit ever there?

No, it's never there.

So, the first place that we have to send

money to is profit. I want you to pay

yourself first. Aaron, who's the most

important person in your entire

business?

Aaron. Me. Great.

Now, Aaron also has a role inside of

that business. He also needs to get paid

as the owner. Every single one of us

gets paid as the owner. Sorry. Every

single one of us gets paid as the owner.

That's called profit.

Every single one of us gets paid for

doing our job, which is called owner's

pay.

And then we have a we have an account

for taxes and we have an account for

operation expenses.

And so if you have a system now where

you know $10,000 comes in and you know

5% goes to profit

and 40% goes to owner's pay and 20% goes

to taxes. What is that? Another 30 35%

is going to go to operation expenses.

Now you have $3,500 to go spend on

marketing and coaching and advertising,

etc.

Not a not $10,000 or $100,000 or a

million dollars.

And so, um, I walk you through an

example of this. Lindsay, can you put

the, uh, ebook link for anyone that does

not have my ebook? Uh, Lindsay is going

to drop the link. I actually walk

through this uh this this framework,

right, on um helping people actually

like there's there's there's an

illustration of it. Um and it's truly

separating and organizing your money.

And so when you get when and now you're

like, "Okay, hey, I I paid myself 40% of

the $10,000. That's $4,000, right?

Let's now

send that money home,

right? So, Erica, if you make $10,000

and you pay yourself 40%, you're sending

yourself 40 $4,000. Does that make

sense? Right.

Okay, cool. Now, Erica, can you live in

Palm Desert for on $4,000 a month? No.

What does that mean? That means you got

to go sell more houses,

right?

because we can't live on the we we we

can't live on eight of the 10 because we

need money for the owner. We need money

for the government and you need money to

run your business. So now we need two

houses. Can you live on $8,000?

Maybe we're getting closer.

Do you want to live on eight or you want

to live on 12? Want to live on 12?

Right. And again, this is just an

example.

But also gang, everyone's here is has

has sold, you know, multiple houses on a

monthly basis. Does it actually cost you

that much more to go sell three houses

than it does one? Not much. Maybe some

cost of goods, maybe a, you know, a

couple extra $300 transaction fees,

right, for your transaction coordinator.

Maybe a few more uh photography sessions

and video sessions, but at the end of

the day, it doesn't cost that much more.

So, as you sell more real estate, can

you bring home more money? Can we bump

it from 40% to 45%? 45% to 50%, 50% to

55%.

Cuz the government's still getting its

15 or 20. And now our business still has

more money because it's running at 25 or

30%.

But now there's $30,000 a month coming

in. Now there's $8,000 a month to run

our business on.

And so this is why identifying your oz,

right? Identifying your oz, what do we

have to come back to now? And then

having a cash flow plan on your money.

That's why this is so critical to have

this wealth map

because separating money

reduces anxiety.

gang. I have had I've been blessed to

have I mean with all the Zooms and all

the stages and all the one-on-one calls

and all the things, 10,000 people have

heard this message.

The two things that cause the most

stress and anxiety for real estate

agents and couples, inconsistent income

and financial disorganization.

Period. End of story.

We fix those two things, everything else

becomes easy or unnecessary.

Separating money is the first step to

reducing your anxiety.

Clarity creates peace. Math removes the

emotion of it.

And so as and and again as we plan our

profit as we set aside taxes now we

might not be able to start with 20%. We

like it might be and I have I I have

people that join the wealth department

and they're like I need all of the money

to pay our bills or to pay at home,

right? And then I have people that join

the wealth department is like hey I've

got $100,000 a month. What do I do? And

so everybody starts at a different

place, but we everybody sorry everybody

is on a different journey, but they all

start at the same place. They all need

the five foundational counts. The

percentages are going to change. Wendy's

is different than Erica's. That's

different than Aeron's. It's different

than Jeff's. That's different than

Jim's. Fact.

My percentages are different than

Lindsay's. My percentages are different

than my other coach.

coaches.

So, as we

really dial this stuff in,

start it out on paper and be like,

"Okay," or a spreadsheet and say, "Hey,

when I have a check coming in,

who gets the money? What are the

plates?" And when I say plates, that's

an account. It could also be a sub

account, right? depending on um you know

depending on

your bank. Now I'm going to post a link

in here uh because the number one

challenge

that you will have when you want to move

from your traditional banking to profit

first cash flow method. cash flow

banking.

Your biggest challenge is not with the

real estate market. It is not with the

mindset of it. It's not running through

and built and uh and setting up their or

it's not reading the book and and

understanding all of it. Your biggest

challenge is going to be your bank

and it's calling Wells Fargo or Chase or

Capital One or whoever and say, "Hey, I

need five new bank accounts.

no minimums, no fees, and I don't want

to ever pay you guys a dollar.

That's going to be your biggest

challenge. And so, the link that I just

dropped in the uh in the chat, and

Lindsay will make sure this goes out

with all of our emails, you know, post

challenge and it'll be in the school

group

is a bank called Relay Financial.

Uh I've partnered with Relay um over a

year ago and they are 10 10 out of 10

five stars and they are the best bank to

implement profit first

because you can set up 18 accounts to

savings accounts. So you can open 20

accounts snap of a finger. Literally

you're you're going in filling out an

application uploading some EIN

documents. In 48 hours, you've got a

dashboard. You can go in and open up 20

accounts at the snap of your finger. No

minimums, no fees.

It's incredible.

And it's not the greatest place on the

planet to store like long-term savings.

We've got other banks for that. However,

to organize your money to where this is

how much my profit is, this is how much

my owners pay, my taxes, my operation

expenses, and also other things. We're

going to talk about that when we talk

about adding age to money.

When it comes to organization, there is

not a better banking platform than Relay

Financial. And you can sign up for your

free account at the link that I posted

in the chat. And again, it'll be on all

the emails. Okay.

Oz, what do we want? When do we want it?

How many houses do we get? How many

houses do we have to sell to get there?

along the way. How do we organize the

money? Profit, owner's pay, taxes,

operation, expenses, and say it out

loud. I think a really good um filter

when um is to say things out loud before

you do it.

When I was going through our

transformation,

um,

alcohol,

gambling, weight loss, I smoked

cigarettes.

Those three things combined were harder

than

um, quitting smoking cigarettes.

And I wholeheartedly believe because it

was invisible. Like, you can't see it.

You can smell it, but you can't see it,

right? It's just there's just doesn't I

mean this was you know 15 years ago so

it was like the thing but when I said it

out loud of what I was actually doing I

was going in exchanging $5 and getting a

box of cigarettes. I was lighting

tobacco nicotine fiberglass chemicals

paper on fire and inhaling it into my

lungs 20 times a day.

pretty easy to start making a decision

to stop smoking if you say it out loud.

When you start this process, I want you

to do the same thing. Say it out loud

before

you spend the money.

Say it out loud before it hits your bank

account. The money comes in.

How much does the owner get for taking

risk and owning the business? That's

profit.

owners pay. How much does the owner

receive for doing the work? Selling the

house, running the team, recruiting

agents, sales training, whatever the

owner does. How much does the owner get

paid? How much of the money does the

government get?

And how much is left to run our

business?

Awesome, Jim. Congratulations.

It's huge,

right? How much does the owner receive

for owning the business? Owners pay. How

much does the owner receive for doing

the work? The government, how much does

the government get for doing whatever

the government does? Again, not this

training.

And then how much does the business

receive for actually now going and doing

the work? Now, if you're like, okay, how

does that build a relationship with my

profit and loss statement? profit plus

owner's pay plus taxes will equal your

net profit.

So now if you flip the script, sales

minus expenses equals profit. We're

spending is there any chance if you

start off the top that you can only

spend 30 to 35% in your business?

or if you've got a if you got a million

dollars, is there only is there ever a

chance that you can only spend a certain

percentage versus forcing it to spend on

what's left?

If you're like, "Hey, I'm going to take

profit. Hey, I'm going to take owners

pay. Hey, I'm going to take the money

for taxes. It's 600 grand." Now, you

have $400,000 left to go run your

organization.

That's why this works.

Okay. Awesome.

All right, rounding second, heading to

third.

We talked about financial

disorganization.

Now we get to inconsistent income. How

do we solve that problem?

some of the things I want you to think

about of challenges that you have in

your business

and just and I I want you to say it out

loud like not now but like when you when

you hear it and then and then say hey is

this true in my business I have to make

money this month the month of February

it's February 17th I have to make money

this month to pay this month's bills

We're either there or we've been there.

Fact. Everybody on this call has had to

make money this month to pay this

month's bills. Okay. If that's where we

are, is that going to help us get to Oz?

No. So, what do we have to do to get to

Oz? We have to get a month ahead.

So that on the 1st of March or let's

just say it's on the 1st of May, we have

enough money in our operation account,

our opex account to pay May bills.

And we have enough money in our owner's

pay account to send to ourselves either

through distribution or payroll

to pay our May house bills.

That's a target that I want everyone to

aim for. If you're not already there, I

want you to aim aim for that. That is a

great target to aim for over the next 90

days. Can I get one full month ahead?

Now, how do we do this?

Couple things. One, we have to know how

much we spend personally and how much we

spend professionally in our business.

And then we need to build a relationship

with that spending

and track every dollar

before it's spent or as it's spent.

Now, I waited an hour to drop the B-

word,

but this is when we call it the budget

and everybody falls off the screen.

It's just a cash flow plan on building a

relationship between your business and

personal finances.

And it's also, think about it, gang.

How much money do I need in my business?

I need $5,000 a month. Great. How much

do I need to run in my personal life?

$10,000 a month. Great. Well, that's 15

grand, gang, right? And so if we are

like, "Hey, we're paying ourselves 40%

of every dollar, right, at home and we

need $10,000 a month." We divide that

number by 40,000 40%.

So here's where we have to get a little

tactical, right? Mindset, organization,

tactics. So this is when some gears are

going to start grinding a little bit.

However, this is where I want you to

focus. This is where we got to lock in.

This is the most important part. It's

easy to set up five bank accounts.

Relay, hell, relay sets it up

automatically. You don't even have to

think about the transfers. That's that's

the other reason why we want relay is

because $10,000 comes in and these are

the percentages I want. Boom.

Automatically, it just goes into those

accounts.

This is where we get tactical.

I need you today

to determine how much your personal life

costs.

How much are you currently spending? Not

should you spend or am I spending too

much on X, Y, and Z. That's not the

exercise. The exercise how much am I

spending today?

Okay. How much am I spending today?

Write that number down. For today, we're

going to say $10,000. Now, that's your

giving. That's your current savings.

That's your investing. That's your uh

that's your spending. That's your debt.

Let's just say it's $10,000 for today.

Jim and I are from Indiana. We got to

keep it simple,

right?$10,000 bucks.

$10,000. Now, you just heard that we're

going to pay ourselves 40%. Erica,

remember we said we were going to pay

you 40%. Great. $10,000

is how much needs to come home on the

first of the month to pay the first of

the month stuff or for the month. So,

this is where we're going to hit you

square in the eyes that we got to go

sell some more real estate.

$10,000 a month divided by the 40% that

we just paid ourselves.

$25,000

is how much topline revenue after broker

split after team split

or whatever split you're on is how much

you need to have closed the month prior

to pay yourself $10,000 on the first of

the month.

Does that make sense?

Great.

What do we do with the $10,000? Now, now

is when over the next 90 days, we're

paying ourselves, you know, this amount

of money. This is when you're this is

when you go in and you're like, "Okay,

can I live on a little bit less to start

to create a gap,

right?" But we've got to at least build

the machine to where like if we start

with like cutting, cutting, cutting,

cutting, and then you got to go lead

generate lead generate lead generate.

like we we use a lot of emotional equity

very quickly,

right? So, let's figure out how much it

is. Let's not cast shame, blame, or

guilt. Let's go run up the scoreboard

and then let's lower the water. I call

that raise the bridge, lower the water.

Because if you're in a boat and you're

trying to get through the the the bridge

and you keep hitting your head against

the top of the bridge or the underpass,

right, water's easier. We can lower the

water, which is reduce expenses,

eliminate lifestyle,

delay gratification.

These are really painful words for real

estate agents. I know. I'm sorry. Like,

just push through the budget stuff,

guys. I promise you, it's worth it. Just

push through it.

There's ice cream on the other side of

this broccoli. I promise you, Lucy, is

there ice cream on the other side of

this? Okay, there's ice cream on the

other side of this. I promise. We then

raise the bridge, make more money ice

cream, right?

Um, hey, one second. Hey, Lindsay, can

you send Brett the link?

Um, he does not have the the link.

>> We'll do.

>> Okay, thank you. Or he's in the waiting

room. Um,

let me just text him real quick and I'll

say

when he

Okay. Um, we got to lower the water,

raise the bridge.

Now, personally,

what accounts do we need at home? We

need an account to spend all of our

money in. Again, if the $10,000 is

coming in, how much money are we going

to spend? You go and run up the

scoreboard, you have $50,000 month, and

you pay yourself $20,000 and we've got

$20,000. How much money are we going to

spend?

Money doesn't know, right? It's just

money, right? It's just money. That's

all it is. It's just money.

And so when we have the money,

right, how much are we going to give?

How much are we going to save? How much

are we going to save or invest?

We have less money to have now. How much

are we going to spend? And on that

spend, here's what I want you to get an

idea on. The next the last 90 days, pull

your bank statements.

How much did you spend on food?

How much did you spend on insurance? How

much did you spend at restaurants?

How much did you spend on kids

activities?

How much did you spend on Amazon? How

much did you spend at Target? Like, just

write down the numbers because we just

need the facts, gang. That's all we

need, right? And then say, "Okay, this

is how much money I have left. This is

how much I'm going to spend on food

based on the last 90 days." Right? I

mean, if you've done it for the last 90

days, is it fair to assume that it's not

going to be a hundred or $200 more or

$200 less the first 30 days that you

give this thing a shot? No, it's going

to be the same, right? It's literally

all the same. So,

how much am I going to spend on my

mortgage? How much am I going to spend

on utilities? All of those things, just

write them out. Again, say it out loud

before you do it.

Now, real estate agents, inconsistent

income, you have a $50,000 month. I've

got someone in the wealth department

right now, $80,000 in closings. One of

my one-on-one clients, $100,000

this month in closings.

Great. Awesome. How much is March?

12,000.

How much is in April? 0,000.

They don't know.

So some of this money gang we have to

take and add age to it

right we have to take this money add age

to it and say this is April's money

because we don't know how many closings

are coming in but we do know it's life

is going to cost $10,000

now we've got we've got 3540 days to

maybe go from $10,000 to $9,000 that

doesn't solve our If we don't have 10,

it doesn't matter if we got one,

right?

So, I want you to say, "Hey, some of

this money is next month's money."

And I want you to have an account or a

bucket that's called your personal

spending. And I want you to have another

bucket called next month.

And the first thing I want you to get

filled up is I want you to get before

you pay off debt. And this is this is

the only this is probably the biggest

thing and again it's actually not that

big of a thing but Dave doesn't talk

about this when uh in personal finances

but for entrepreneurial finances we need

to get a month ahead before we go and

start paying off debt

if if you're in the debt payoff or to go

save or invest.

We need to you need to create your own

savings account or your own month or two

of cash before we start attacking the

next thing

just so we can stabilize the present to

structure the future. I call it

stabilize the present to structure the

future

because every single one of us has had a

great month. we've we've invested or

we've paid off debt and we went from

$40,000 to $12,000 and then we didn't

have a closing the next month and the

month after our greatest month, we are

strapped and stressed.

This eliminates that.

Now, if we do it for personal, we also

do it for business.

It's so easy, right? And I have clients

that that send me a message and they

cancel. We've all had clients that have,

you know, canceled their agreement,

right? They've all, you know, deals have

fallen through.

So, this is why we have two or three

months of cash. One, two, or three

months of cash set aside just for when

the income drops and we can keep the

machine running.

Because the thing I don't want you to do

is go have this win and then the next

month not have any closings and then you

go run up $3,000 worth of credit card

debt again

or have to go take a a line of credit

out at your credit union.

We've all done it or some version of

that.

And so the the step by-step process of

identifying our odds,

cash flow planning

and

um then understanding and planning this

money and adding age to it all helps the

process

of creating stressfree wealth.

So, we get our banks organized on the

business side. We got our banking

organized on the personal side

and

and then we just operate. Then we go

sell houses. Now, how much easier is it

to pick up the phone and lead generate

or prospect and market when you now know

the rules of the game?

They're your rules. You've create you,

it's your game. You created the rules

and you created the system. All you have

to do is just create an environment for

20 people to come in

and do the work. Whether that's your

client events or whether that's your

buyer consults

or whether that's your listing

appointments or whether that's your team

meetings.

But over and over time, you start to get

better at this.

I promise you,

you will become a master of this and

start using unconscious resources.

It was two hands on the wheel the first

90 to 180 days for Melinda and I.

Today it's a 4 and a half minute

conversation every week.

Hey, what's this? What's this? What's

this? What's this?

I just need to know what category to put

it in.

12 years later,

when we started this journey gang, we

were in a condo in Ashurn, Virginia that

we ended up shortelling because it

didn't make sense for us to live there.

And so we moved to the rest in town

center. We went from 1,500 ft² to 1,000

square f feet,

inconsistent income. I did not have a

plan. I didn't know how to do it, but I

knew how to get to the next thing. And

then I put in a plan and I looked at Oz

and I mapped it all the way back and I

was like, if I help build an online

business, we don't need location money

to go sell a house.

Six years later, you get it on online.

You see what you you see it, right? You

see it on the challenges. You see it in

our pictures. If you come out to Las

Vegas, come over. I'll throw some steaks

on the grill. They're great.

I promise.

And so, we have the oz. We have our cash

flow map, right? Our path of the the the

profit first path of money. And we add

age to money. Now, what else do we need

to add age to money for? Okay. This

Christmas is on December 25th this year.

This year it's on the 25th.

So, do you want to use cash or you want

to use a credit card on Black Friday?

Well, I just looked uh Valentine's Day.

I made a post about this. We have $1.2

two trillion dollars in credit cards

debt revolving

in America.

Um, most of that is because we buy

things on payments that we can't afford.

That's not $1.2 million of emergencies.

I can promise you that. Those aren't

flat tires, gang. That's called Lulu,

Louie, and first class tickets across

America,

right? And so my encouragement to you is

save for the things

that you know you're going to spend

throughout the year.

Christmas, anniversaries, a lot of you

guys heard the story of of uh Melinda

when we were um you know going for her

birthday trips. All of those trips were

funded with cash and paid for before the

vacation.

So when we come home, the vacation

didn't come home with us. We we learned

our lesson. We were professional time

share buyers.

We went on vacation, bought a time

share. The vacation stayed. The time

share came home with us. So did a

payment.

Like this is a terrible way to vacation.

Now, if you're retired and you've got

cash and that's where you want to go,

hey, prepay your vacations. I don't

care. That's not my job.

Every single one of us that I've ever

coached, any any every every single

person that's ever been on a challenge,

you've been in my program, you've you've

came in, stayed in, exited, whatever. I

have never once told anyone what to do

with their money, how to spend it.

Never. Wendy, have I ever told you what

to do with your money in four or five

months that we've been working together?

Lucy, Sean, have I ever told you what to

do? No. My job is only to help you

understand what you're already doing

with it and ask you one question based

on what you want. Is that okay?

That's it.

And then you all get to go through the

framework and say based on what we want,

this is what we have to do with our

money.

It's my job to provide the platform.

It's my job to um build the the

framework of it. Okay.

All right. Um, I also gang, write this

down and I've got an example. And then

is Brett here? Is he in the waiting

room, Lindsay?

>> No, he is not here yet.

>> Okay.

Um, All right. So, a couple things,

gang. Write this down.

You cannot have enough cash.

You can't have enough cash.

We build out a framework to understand

how much our money how much money we

need on a monthly basis. We get a month

or two ahead. We then start paying off

debt. Now we've built a predictable re

or predictable real estate business. We

get a few months ahead. Then we start

paying off our debt if we have debt. If

you don't have debt, go build another

three to six months of emergency funds.

Um,

I've got a couple of banks for that. So,

um, afterwards, um, to build healthy

emergency funds, high yield savings

accounts. I've got links for all of that

stuff. We'll send those to you.

And we need syncing funds, right? That

adding age to money. We need money. We

need to sync it away for a future day,

for a future use.

We're just taking it and adding it.

Right now, go back to this. Let's say

this is uh $600. And let's just say,

hey, this is a perfect example. Um,

actually, let's go to $1,200. So, our

car registration in the great state of

Nevada is $1,200 a year. That's like

personal. That's like the property taxes

and the registration we pay on two cars

every month.

like and it's due in December. Like who

wants to write a check to the state of

Nevada in December and feel good about

it, right? So what we do is literally

every month in our cash flow plan in our

budget, we use every dollar as the

software. There's a line item that's

called car registration and $100 goes

into a syncing account every single

month. And it's just a bucket. It's just

an account with a bucket in it, right?

And that's the same place that we have

Melinda's birthday. That's the same

place we have when I want to go buy a

new driver. That's the same place that

we have when Salt and Pretzel have an

emergency. It's all in one account. It's

just organized. It's like there's a

filing system um there. And so, you

know, and every month there's a $100

that goes into it and then Melinda sees

that account. Um syncing S I N K I N G.

Uh great question, Barton. S I N K.

Syncing. You're syncing it away for a

future use. And then all of this money

just sits there. And then on the 15th of

December, I take this money, right? I

take all this money, the $1,200,

and I sweep it into our personal

checking account. And then I pay the

bill out of that. And then I start again

over and over and over and over and

over.

And I do the same way for events. I do

the same way for coaching. I do the same

way. Same thing

for gifts. I do the same thing for uh

and and some of those are the business

um when I want to go to um like I said

an event or a ticket or Melinda's

birthday trip or whatever it is um new

hire. Actually, I just shot a video on

this uh yesterday. Like when we're

ready, anybody ready to like at the

place where they need to make a new hire

or getting close to it? Here's what we

can do, gang. Save three months of that

person's salary

before you start the hiring process.

You will have a different hiring

process. It'll be much more methodical.

And then when that person comes, you've

done two things. A, you've removed the

stress of actually paying their their

payroll. Number one. Number two,

you've built a business that can now

withstand their salary.

So, do you actually ever need the money

set aside

that you set aside for the 3 months? No.

Because you you took 3 to 6 months to

actually go build a business that can

support it. You saved their salary. Now,

you don't even need the money. So, now

what can you go do? You can go spend on

marketing. You can go save it. You can

go use that money to pay off debt. or

you can keep it for when the season gets

low and you can still pay the person.

So,

um let's hop in here to the chat while

we wait on our guest. Um if you're using

Every Dollar for the organization, the

syncing funds, but it's all going into

one bank account. No. Um that's a really

good question. I actually want to pull

this up here real quick. Um I use Ally

Bank and Rob, we'll put the link to uh

actually here you go. I'll just put it

right here. I actually don't think

there's a referral on it. I think you

get a referral. I just don't get a

referral on it. But there's the link to

Ally Bank. Let me show you this real

quick while we're waiting on Brett. Um,

also any other questions that you have

over the last, you know, hour and a half

we've been together. Um, type it in the

chat and we'll do a little live Q&A here

while we wait on um, our guest.

And I very easily could have told him

the wrong time. So, but let me um

Lindsay, can I share screen? Yep.

Perfect. Okay, great. Can everybody see

our bank account?

Not that one. Hold on.

All right.

Hold on one second. Uh, Lindsay, can you

post the link for me in the chat,

please? Oh, hold on. I have it. One

second, gang.

Invite. Copy.

I got it. Done. Okay,

this is perfect. Okay.

All right.

By the way, how many Zooms have you ever

been on where

The coach opened up his live bank

account live on Zoom. Has that ever

happened? Okay. All right. Cool.

All right.

Here we go. Here's our personal spend

account. It's 11 grand. Don't worry

about that part. Here's what I want you

to see. Syncing funds. Emergency fund.

Syncing fund. Emergency fund. This is an

emergency. Like, hey, we have an

emergency. Something happens. Boom. We

got seven grand. If it's more than seven

grand, we'll figure it out. But it's

just sitting there in that account.

Okay.

Now,

syncing funds, this is this is the price

of admission. This is this is truly what

you paid money for. Okay,

here's our account. 28,424.

We have buckets for all of these things.

our 2027 goal setting retreat golf

equipment. This personal care just had

$1,000 in it. Why does it have zero?

Because one of the questions I asked

Melinda every single month or every

single quarter is this a hair getting

done month or a hair getting or a hair

getting month. This was a hair getting

month.

So it was $1,000. I swept it in and

bought a thousand. We bought $1,000

worth of hair.

Guys, it's you got to take care of your

ladies. Hair, nails, all that stuff. We

save for it. So then when we have a down

month, I don't tell Melinda no.

And I'm not the bad guy. Okay. Christmas

to Cabo, we've got $1,250 saved for it.

Um, home project list, $2,000. Car

registration, I mentioned the car

registration. There's the hundred bucks.

I've got $100 to put in at this month.

Melinda's birthday trip for 2027 2026

we've got 3,000. Look at this. Next

month we've got 19 grand set aside for

it.

Car insurance 400 Christmas 200 salt and

pretzel this.

My golf dues in 2028 I've already paid

26 and 27. 28 I already have $500 saved,

right? it's going to be like $10,000 or

$12,000.

But if I just put away $500 a month and

I write a check to TPC Las Vegas for

$12,000 on December 25th,

makes it easy.

Jim Ally looks great. Allies personal

relays business.

Keep them separate.

Trust me on that. You want them

separate. Okay. Okay. Um, I know there

are some other questions. I'll actually

Lindsay might uh Lindsay, why don't you

post all of the questions in the in

school and I'll hop into school and

actually um I'll actually uh answer all

of the questions in the school group.

Okay. Um but we have an awesome guest

today and I want was today was today

worth it gang? like good time, good

money, like you learned some everybody

learned something today, I think. Okay,

cool.

um

one of my clients who has turned into an

incredible friend um uh wanted to come

on today and I've got some questions

that I'm going to ask and we're just

going to have a back and forth because I

want you to hear it from someone who is

live in the trenches in the world of

real estate that was a solo agent that

was a team leader and now runs and owns

one of the largest if not the largest

real estate eight companies um inside of

brokerages um in the United States. Um

and uh he's been a he's we've we've been

able to break a lot of bread. Um we've

had a few stakes. We have actually

played a lot of rounds of golf.

Surprisingly, we've played a lot of golf

together. Um Brett Sakura, um founder of

a line um out of New Jersey. Brett,

thanks for joining us today, man.

>> Thanks for having me on. I appreciate

it. I tried to get Matt to golf with me

in Scottsdale when I'm out there in

April, but he can't drive four hours to

come play with me. He needs two days in

a row, and I only have one. So,

unfortunately,

>> well, the good news is Cara's now on my

calendar, so I'm going to like sweet

talk her a little bit to get like an

afternoon and a morning and we'll back

it up. We'll we'll we'll throw a we'll

throw a dinner in between and we'll be

able to figure it out. I think we will.

>> Well, cool, man. Well, hey, thanks for

um thanks for hopping on. um to everyone

give everyone, you know, the one minute

version of of who Brett is and and how

did you and I kind of get aligned and no

pun intended and start working together.

>> Yeah. So, just to give you guys a little

background, I've been a licensed real

estate agent since 2007, uh at 21 years

old. I'm 30 39 now. Um I just tell

people I've seen some over the

years. I was here for 070809, that

craziness. We got hit by Hurricane Sandy

in 2012 uh here in New Jersey really

bad. Um

2017 we had a dip here in New Jersey

that nobody else really experienced.

2020 COVID was horrible for tri-state

area. It's a very liberal area where

everything the world fully shut down. Um

and you know Matt and I have been in

contact I'd say since 2019 we got to

know each other a little bit and uh the

one thing I'm good at it like I can snap

my fingers and make money. I know how to

make it really really easily. Um I don't

know how to or I did not know how to uh

you know set it aside and and kind of

plan for a rainy day. And um you know

that's where we're at. I want to say I'm

I'm 18 or 19 months into one-on-one

coaching with you, Matt, at this point.

And there was a lot of uh tough stuff

throughout the process. But now it's

it's it's truly it's truly calculated

where when we have those crap months, we

know where we're going for the money. We

know what we're doing for it. We have we

have the plans. So anyway, I just tell

people been a long journey and and again

I've had a 500 credit score at one point

in my life. I've had five years of

unfiled tax returns. I've had IRS never

a lean. I always kept it under $50,000,

but I've owed the IRS a lot of money. Um

and I don't owe him anything today and

it feels really good.

>> That's awesome, man. Um so good. Hey,

regardless of your sales volume over the

years and and production, um why is the

financial structure now a non-negotiable

for you?

Oh man, I would say the the number one

reason is is stress is the stress. I I

would say the the nights being up in the

middle of the night trying to figure out

where, you know, how we're going to make

payroll or how we're going to do this or

how we're going to do that. Um that

stress stress is the number one thing.

>> Yeah. Um and again I mean I've seen that

in in our conversations, right? I mean I

I get a little box of Brett once a week,

but like the time where we played golf

in New York two years ago to the time

where you know

uh four what was about eight weeks ago

you were in Vegas. Like I could just see

the the the stress level down, right? I

mean, just just in hanging out with you

over the last 18 months. Um, but yeah,

you nailed it. Um, hey, what happens

when leaders, we've got some team

leaders, we got some broker owners on

here and some solo agents um as well and

team agents. Like we've got a whole um

buffet of of of different roles on the

call. What happens when they when either

the agent or the leaders scale their

money? They make more money, but they

don't scale the structure.

>> Yeah. Well, and you mean strictly the

financially on this side of things or

just

>> Well, I think even I think like share a

little bit on the business side too.

Like what where where have you felt that

stress those stress points

>> in in the business too?

>> Well, yeah. If anybody follows me on

social media um we my my my team put up

a post today that was talking about, you

know, identifying the avatar of what

that perfect hire would look like,

whether you're a single agent, even if

you're a single agent, identifying what

your perfect client would look like. Um,

and that's, you know, more of a system,

more of a process. And, um, the biggest

issue that I typically see is people

think that throwing money at things is

what's actually going to solve the

problem. The reality is there's usually

a mindset issue. There's a wrong hire

issue, there's a wrong system. You're

not following a system. Um, it's

interesting. I I am I've thrown a lot of

money at a lot of different things and

it really is interesting how many uh

people think that money is going to

solve a problem and and it and it truly

isn't. So, um, that would be my main

thing. It's I don't care if you're a

brand new agent, I don't care whatever

it may be. It's like you have to be

clear on what you're going after, what's

going to generate income for you, how

it's going to be generated, and then

having a financial system around that

process, you know, which we use profit

first, for instance, through Relay and

Ally Bank. Um, uh, as as that to to to

protect the money as it comes through.

>> Yeah. Awesome, man. like it's you're you

you absolutely nailed it when you can

organize it and see it before it happens

and be able to make decisions before the

bank account gets to zero and you've hit

that stress point or negative and you're

you're hitting the lines of credit. Um

that's so so powerful, such a great

nugget for the group. Um what changed

when you started using and implementing

profit first?

Like it was hang on. It it wasn't let me

back up, gang. So Brett pays a lot of

money, right, to for us to have a

one-on-one conversation. And it was four

months, five months of me and Brett

literally beating our heads against each

other to show him and convince him of

profit first. Fair.

>> Yeah. I actually quit and you didn't let

me quit. I said, "I'm done."

>> You did quit. I was in Cabo. You quit.

You're like, "Hey man, I'm going to go a

different direction." I'm like,

>> "Um, okay. But we should probably have a

conversation around this and then um and

yeah. So like what changed when you

started using what you were using,

right, which is all the money comes in

and all the money comes out versus

profit first.

>> Yeah. Well, look, I I'll also say too

for for me what was very difficult and

we're talking about switching to relay,

doing going to Ally, all that stuff.

Matt's my oper my opex account makes

like Matt throw up with how much comes

in and out of it through throughout

every single month. So, what I will say

is that it was an absolute bear to

change all of our $300,000 a month that

goes out the door. Every single expense

over like there were there were things

bouncing, there was this, there was

that. It was it was absolute chaos for a

good 90 days. And what we and I kept

overdrafting another account when I was

working with Chase. So that was that was

the that was really the the most

stressful piece of it was like making

the actual switch. It's kind of like you

know if you want to fire an agent that

doesn't work well for your team thinking

about firing the agents the toughest

part of it but when you actually fire

the agent you're like oh yeah that that

there we go now I'm good now I can

breathe. Um so when we got on the other

side of that it actually led to me I had

to close the other bank account because

we just couldn't stop things from

billing from it that I didn't even know

were being build. um which was part of

the problem. But we came up on the other

side and then and then I was at peace.

It was I actually still talk to people

about this all the time is my favorite

piece of relay is setting up automatic

transfers because it's just it's just

idiot proof. It's like you I just let

the money hit the account and then I

don't think about it and then it's in

where it needs to go. Uh I think it's

every night at or every morning at 2 am

uh East Coast time for for us. But yeah,

it's it's it was really the most

stressful part was leading up to the to

making the decision that I'm going to

switch my bank account.

>> Yeah.

>> Start doing this. Now, what I've

realized that on the other side of this,

we're able to compress I think my opex

is down to 58%, I want say payroll's

16%. we were really able to squeeze a

lot of margin off of our gross profit uh

to make sure that we started charging up

bank accounts and uh paying off debt and

stuff for things I wanted to do.

>> Yeah. And so and again we you were the

epitome of what we talked about of like

hey this is our odds. This is where we

want a line to go. This is the life that

we want Brett and his family to have.

Number one. Number two, the structure of

profit first and financial organization

and then getting months ahead because in

New Jersey, December, January, February,

where the majority of your business is,

like they're they're not $400, $500,000

months. They're not 150, you know,

closing months, right, like they are in

the spring and the and the summer. So,

um, potentially. So, like we had to get

that stuff ahead. And you know, you

absolutely nailed it. Like you, you

know, now you get excited like when you

when you're like, "Hey, we got to get

this account to this and this account to

that before we go and do the other

thing."

>> Yeah. It's even like I This is the first

year we I'm complicated. So I have I

have nine offices in eight different

states, but we paid all of our rents

December 28th because the money was in

the account. So it was able to be an

expense in 2025 to knock down profit.

like I've never had never I've never had

that problem nor had the funds to be

able to do it where now we're really you

know we're trying to bury expenses in

the year before to protect uh you know

in the following year which is super

cool

>> and and we and I did touch on that

remember what I said earlier about taxes

the only way to put a downward pressure

on taxes is to have the money to put

downward pressure on taxes that's the

only way you can do it because if you go

the other way and buy things and

leverage it in hopes of X, Y, and Z,

you're always going to be playing from

behind. And because he went through the

system and you guys are going through

and and implementing this system, like a

year from now, you're going to be able

to make a tax decision that's going to

save you $5,000 and in five years,

you're going to be able to make a tax

decision that's going to save you

$50,000 a year.

Fact.

>> Yep.

>> Okay. Um, cool. Awesome. Um, hey, what

do like high producers and um,

regardless of what your role is, where

do they misunderstand what do they

misunderstand about money? Um, and like

do they try to over complicate it?

>> Yeah, they well like what do they

misunderstand about money? What did you

misunderstand?

>> Ability to earn to earn money easily is

is is the biggest issue there. And

that's why like um I don't know if you I

don't know if you and I ever talked

about Robert Robert Kiyosaki, but I I

used to play a game called the cash flow

quadrant. It was actually a board. I

still have it um that one of my old

coaches was making me do. And what was

interesting is the janitor at the end of

the game was the one that like you

always want to be the janitor because

that person was set on a fixed income

and because of that there was never the

ability to earn more. So he had to learn

how to budget. So the budgeting is what

created a lot of long-term wealth. And

you see these stories about folks that

um you know retire with $13 million in

the bank, but they never made more than

$82,000 a year. I think that that's that

exercise of like really budgeting and

really living through that is my dad. My

dad's a great My dad knows how to budget

live off of, you know, his car is from

2014. It's been paid off for 12 years.

Like he's he's that guy. Um so I think

that I think high earners I think the

biggest issue is it's so easy to so easy

to make the money. Um, and a lot of

times that the the things that you want

for with money are what fuels the desire

to earn money as well. So, um, my

relationship to money went, you know, I

was never I was I want to say I was

never flashy, but it went away from do I

really need to spend that or should I

just put that back into a SE IRA and

offset taxes and start thinking about

retirement?

>> Yeah. So rich, man. Um

couple uh you know a couple more and

then we'll wrap and let you run. Um

if someone here is like they're

producing at a high level and feels like

they feel the stress whether it's

whether it's a making money thing or

it's a spending money thing or just like

it's a it's a lifestyle burn thing like

what would you tell them like if you

were coaching them you know what would

you say to them?

>> Yeah. I always go to the like look if

you're going to look into like when you

have no money in your bank account, you

don't want to open your bank account.

You know it's overdrafted. You know it's

going to be like oh crap this stinks

when when when I go look at it. Um but

nothing gets better if you don't go look

at it. So for me personally, um you and

I have spoken about this before too, but

I actually think the IRS is a very

lenient thing. Like you know, New Jersey

has a pretty decent state income tax.

Don't owe don't owe your state if your

if your state's anything like New

Jersey, don't owe them money. They crush

you in penalties and stuff like that. Um

the IRS is pretty lenient. They actually

want you to do uh well on that. And I

find that if or you they want to not

kill you, I should say. But um if you

want to get into like starting to clean

the whole thing up and it feels

overwhelming, I just tell people get on

get on a payment plan with the IRS and

like let's start working on cash flow

today and cash flow management. Um

because you could stretch that out for a

number of years. Again, if it's under

$50,000, they're not going to put a

judgment on you or a lean. Um but try to

get that try to pay up the state. I like

I like look at where's the mess? Where

is everything coming from? And then the

other thing too is it is a

for me specifically, we had a we had a

monster December, but then fell off a

cliff in January financially. So there's

you're really your brain as like a

realtor who has 20 30 $40,000

commissions coming in wants to use that

one thing to then go knock out like pay

off a credit card or go do this or go do

that. And I think that my journey with

you, Matt, was the the understanding

cash and understanding like cash flow

and how that works where we were able to

use cash in January when the month

wasn't as good because I knew the month

wasn't going to be good. Whereas a

knee-jerk reaction would be like, "Oh,

let me go pay this or let me go do this

or let me go do that." So, um, what I

would tell people is that, and you and I

did this, we just built up cash, and I

had credit card debt on the business,

but we built up cash before we started

attacking that. And the cash really lets

you breathe. Um, so yeah, so don't take

80% of your paycheck and put it towards

a tax pro. like let's get into that

system where like 15%'s going here every

time, 6%'s going here every time, 2%'s

going to your profit bucket, this is

going to opex, everything. And when you

find that happening over the year and

cash starts to build up, then you can

make the decision to start accelerating

certain certain buckets.

>> That is so good. And I did not tell him

to say that, King. I promise you that.

Me as the coach internally is like

smiling ear to ear. Um, all right.

>> But yeah, Bart Barton, I'm a mess, dude.

Like, I'm a I'm a I'm a mess.

>> Barton asked a question.

>> Yeah. So, yeah.

>> Um, here here I'll I'll answer I I'll

answer this for Brett. Um, because I I

want you guys to hear it. Brett, this

the switch flipped with Brett when he

gamified the system. when he made it a

game to see how much he could uh one how

much he could set aside for a future

month and to operate on less was the

thing that flipped the switch. Fair or

unfair, Brett?

>> Yeah.

>> Yeah, totally. Um

>> and again, mine's cha What I like about

Relay, too, my world's like chaotic

where there's a lot of things h arguably

I probably have more transactions

hitting my account than the majority of

folks on this zoom. I still even look at

relay emails you every single morning

when when the debits are coming through

and stuff. So I'm still looking at it in

real time to see like what was that for?

Why did we need that? And then I check

with I'm like why did we sign up? Why

did we get that? You know.

>> Yeah. And then and now he can build a

relationship with his operations team

and his sales team about hey you know

this thing keeps coming through at

$1,500 a month. Are we making X Y and Z

or is the is are the 80 agents or 800

agents using this? Um if not, let's just

get rid of it and then let's see if they

ask about it. Um

>> yeah,

>> because chances are All right, as we

wrap up, man, um like if if people want

to move from that chaos to clarity

in your words, what's their next what's

their first step?

>> I think that they have to start making

an effort to to like they have to they

have to do something, right? You have to

do something. um Barton for for for

interest like or sorry the question that

you actually asked like I'll give you

guys an example real time right now in

January where again it was a lean month

my profit account still got hit my tax

account got hit lighter than it normally

would be getting hit because I know that

through the seasonality of my business I

can really ramp up the percentages there

too so and and when I started this in

January of last year uh when I made the

actual switch bank account-wise January

of 2025. Um, I would actually say I

still wasn't really running it to the

fullest until we got to like May, June,

and my cash really started to ramp up

from seasonality. But what I didn't miss

that whole time, it was very important

for and Matt was coaching me through it,

is I didn't miss allocating towards the

profit account. And I would say that

what I started to understand is is how

much each account actually required from

a cash standpoint to be able to run. So

for me there was a bit of a learning

curve there. Um but that's I would say

just just get in and and just you know

just do it. Just start doing do

something. U but Matt Matt I'm a tough

client and Matt was able to uh push me

in the right direction.

>> Um and and thank Yes. Thank you for for

taking that the the extra step. And and

gang, just to clarify, when he says when

he said his tax account got hit in his

profit account, that means he was making

the deposits into the account from a

percentage standpoint. He just may have

adjusted it because of a down cash flow,

but there was always money going to

profit and there was always money going

to taxes.

>> Yeah. Yeah. And that's when you talk

about the game, that's exactly that.

It's like, okay, I'm going to need two

more percent in OPEX this month because

it's going to get lean. Let me adjust

the auto sweep down by 2%. I'm still

hitting that account, but we're going to

pad that a little bit more. And then

that's the Yeah, it's it's it's fun.

It's a good time.

>> Awesome. Um Brett, thank you, man. I

love you to death. Your family is

amazing. A line's awesome. Um I'll see

you in uh in April. Um if you guys are

in the New Jersey Philly area, uh Brett

and I are going to be doing an event at

the end of A or April in uh in the

Philly area. So, if you're in that area,

I don't know if anyone is, but um yeah,

come join us. Uh we're going to be

having an awesome event and going deep

on this uh on this money and wealth

building stuff. So, uh give Brett up. I

I posted your uh Instagram link in

there. Give Brett some some some hugs,

some high fives, some rockets, fire

emojis. Um and uh I appreciate you guys.

Thanks so much, Brett, for for hopping

on guys. Um and obviously, Brett, if you

want to hang on, you can. If not, I'll

see you uh on our next call.

>> I'm good. I can keep hanging for a

little bit. Awesome. Cool. Okay. Um as

we wrap up and uh round third as we

round third and heading home. Was today

good?

Today good. Good use of time, effort,

money, resources. Awesome. Um I want to

I want to go and and touch on a few

things before we we before we wrap up.

Um

think about this. I'm going to actually

copy this and post it and then I'll talk

through it in um

as as we're having a conversation. Okay.

I want everyone to establish their odds.

How many houses do we have to get there?

We got to stabilize the present to

structure the future.

Wisdom earn. How many houses do we have

to go sell? Right? I just posted a

things like, "Hey, if we can go sell

three houses a month, okay, and we make

$400,000 a sale, that's two and a half%

$30,000

of of of GCI." Right? Now, you're the

numbers are going to have to change

because we don't have broker splits and

caps and all that stuff in here, but

play along. The the math works.

and we pay ourselves, we get a place to

where we pay ourselves

60 cents of every dollar

after spending two hours together. Can

you start to see is like, hey, if I go

sell three houses a month, I pay myself

60 cents. I set aside some money for

taxes. I set aside money for the

business. Like, if you're spending 20%

in your business on 30 grand, that's

$6,000. Can we run a three closing a

month business on $6,000?

It's probably the case, right? Close.

We pay ourselves 60%.

$18,000

comes home.

How long until you don't have any debt?

If you're living on $10,000 a month

and you can throw eight grand at the

debt, I mean, how much? Do the math.

Hey, I'm out of debt in 80 months or

eight months because I have, you know, x

amount of dollars. There you go, Jim.

Perfect. Eight months. Great. Then we

get six months of of savings set up,

right? And let's say that's 50,000 and

we've got eight grand, eight grand,

eight grand, eight grand. We've got

another four or five months, right? So,

a year from now,

if we get our business to a place,

right? Now some people it's going to be

one a month. Some people it's three a

month. Some people it's six a month.

Right?

That number changes.

But when you understand the money and

you understand the path and you

understand what's real and where you

want to go, where you are now and where

you want to go, can you start to see a

path that hey, a year from now you're

out of debt or you got 30 or or let's

say you're past debt and you've got six

months of cash.

Well, now we start to invest

and gang, if we can take $5,000 of that

eight

and get 10 and I think this was 20

years. Um, uh, one of these is 20 years.

The other I think these are 20-y year

numbers. I'll have to confirm, but if we

invest $5,000 at 10% over the next 20

years, got three to$4 million.

Can you guys figure it out from there?

We got three and a half million bucks 20

years from now. We good?

Right? If you do 10, it's twice as much.

7 million.

So, here's what I want you to hear. And

I think I shared this on one of the

master classes, but gang, my mom started

this journey when she was 60. And her

and her husband had didn't talk about

money for 25 years while they were

married.

From 1989 to 2015, they did not talk

about money. From 2015 to 2026, they've

talked about money every single month.

They've paid off their house.

They have close to seven figures saved

and invested,

and they are getting ready to go on a

month-long vacation where they can throw

their phone in the ocean.

They don't have to talk to anybody. I

know where they are. Good. If I want to

see them, I'll get on a plane and go.

And they started at 60 and they don't

make a hundred grand. Some of you all

make $100,000 in the month of May.

So, I'm just wanted to share that

framework with you that wherever you are

in this journey, it's not too late.

fact. Everybody can get to their odds.

Regardless of how old you are,

regardless of if you're a team agent all

the way to you own the largest team, the

largest real estate team at EXP Reality,

anywhere in between, you can get to your

odds.

And hopefully you've in the last two

hours that we've been together, you've

been able to you can start to see like

you're climbing a mountain and when you

get to another a a different level of

the mountain, turn around, look around,

excuse me, and you can see a different

perspective.

One of the things that I always blamed

myself on was like I always needed to

climb, always needed a new client, I

always needed this, always needed that.

And I was just climbing, climbing,

climbing, climbing. Who's been there?

Put their head down and go sell. Climb,

climb, climb, climb, climb. And you're

like, "This mountain never goes away.

It's always higher."

And I realized I was climbing a mountain

that was in a corner and I was never

going to get to the top.

But when I turned around and looked

backwards, I could see how far I'd come.

And that's my encouragement to every

single one of you today.

I mean, Brett sees a he can see so much

further down the line of time because of

the last 18 months that we've spent

together.

And I don't know, we would have to look

at some stuff. the amount of money that

his company has made is not that much

higher into as a percentage than the gap

of how far he's come. Brett, would you

say that that's fair?

>> Yeah,

>> 100%. Like he's making a little bit more

money, but the amount of progress that

he's made is far exceeds the amount more

money than he made. We just stabilized

the present so we could structure the

future. We just got through the fire,

right?

And so

as we wrap up today, right?

You've you've understood and you've

heard the mindset shift that we have to

have, right? wisdom, earn, accumulate,

lend, which is leverage, track,

which is tracking our money or tracking

our income and our spending and building

the habit, the the weekly, monthly,

quarterly rhythm that we have.

You've seen the math.

Can everyone get can I mean, in less

than probably an hour, we can identify

how many houses we need to go sell this

year and over the next 5 to 10 years to

get to our thing.

It's just math, gang. It's math and then

it's momentum.

You've heard it reinforced by someone at

scale. The number the largest team was

it volume or transactions, Brett, in

December, number one last year.

>> Uh the whole year we were number one in

units and number three in volume.

>> Okay, there you go. That runs this

system. profit first on the business.

Ally Bank cash flow budgeting business

and personal has a relationship with his

profit and loss statement on a monthly

and quarterly basis to make decisions.

The only question left is

implementation. It's the only question

left.

And so if you want help applying this to

your

situation, your numbers, I have an open

I am opening up a limited number of

wealth mapping calls this week.

Now, what's a wealth mapping call?

Here's what it isn't. It's not a sales

pitch.

I've got I have on here uh Kelly, Lucy,

Barton, Brett, Sean.

Who else am I missing? Uh Wendy was Oh,

Wendy. Have I ever sold you anything?

Did I ever sell anything? No. So, it's

not a sales call. That is not what this

is. It's a 20inut strategy call where we

look at your current income flow. How

much money are you currently making? and

how much money do you have? We're going

to identify your biggest financial leak.

We're going to map out your next 90 days

and by the end of that conversation,

we're going to make a determination

whether it makes sense for us to work

together

because I don't it's I think it's

financially irresponsible for me to come

on here after two hours and say, "Hey,

this is what it looks like for us to