Investing Into a Better Future - with Brody Fausett | Episode 115

Summary

Podcast Summary: Investing Into a Better Future - with Brody Fossett | Episode 115

Real Business Owners - Host: Trevor Cowley

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Introduction

In Episode 115 of Real Business Owners, hosts Trevor Cowley and Kale welcome Brody Fossett, a seasoned entrepreneur who transitioned from door-to-door sales to real estate investing. Brody shares his journey, insights, and strategies for building passive income through real estate, drawing parallels between ultra marathon running and business perseverance.

Brody Fossett's Ultra Marathon Experience: Perseverance and Mindset

Brody begins by recounting his recent completion of a grueling 62-mile ultra marathon through the Beaver Mountains, highlighting the extreme physical and mental challenges he faced.

"My wife and I ran. So this was my second ultra marathon... It was one of the hardest things I had ever done in my life." [02:02]

He describes pushing through exhaustion, adverse weather, and physical pain, emphasizing the importance of mindset and resilience. Kale draws a parallel between ultra racing and business, noting how enduring short-term misery can lead to long-term gains.

"The misery is short term, but the gain that you get from something like that is forever." [05:25]

From Door-to-Door Sales to Real Estate Investing: Lessons Learned

Brody transitions into discussing his career shift from door-to-door sales to real estate investing. He reflects on the invaluable skills he acquired from his sales experience, such as overcoming rejection, reading people, and effective listening.

"I learned how to read people and meta verbals... It’s about helping them understand why they need it and why this is a solution to their problem." [22:04]

Kale and Trevor highlight how these skills are transferable to building a successful business, underscoring the importance of resilience and adaptability.

Transition and Building Passive Income

Brody explains his strategic move to real estate as a means to create passive income, freeing himself from the constant grind of door-to-door sales. He shares his first real estate investment—a duplex—that not only covered his mortgage but also generated significant rental income.

"That one decision... has made me over $1 million in nine years." [43:37]

He emphasizes the power of passive income in achieving financial freedom, allowing entrepreneurs to choose how they spend their time.

Overcoming Internal Bias and Taking the Leap

The conversation delves into the internal barriers many face when starting in real estate, such as fear and lack of initial capital. Brody recounts his first property purchase, overcoming doubts about affordability and leveraging bank loans to invest.

"I didn't understand you could leverage the bank's money... It was scary, though, going back." [37:00]

Trevor and Kale encourage listeners to overcome these mental hurdles, advocating for action over hesitation.

The Importance of Structure and Goal Setting

Brody discusses the role of daily structure and goal setting in his success. He practices weekly planning every Sunday night, outlining his top 10 goals for the upcoming week to stay focused and proactive.

"I have an outline that I follow on the things that I want to make sure and hit." [52:35]

Kale reinforces the significance of breaking down large goals into manageable tasks, much like focusing on one mile at a time during a race.

"What's the next checkpoint for you and your business?" [55:10]

Authentic Mentorship vs. Cash-Grab Courses

A significant portion of the episode contrasts genuine mentorship with superficial coaching programs. Trevor and Kale commend Brody for his authentic approach to education, rooted in real-world experience rather than profit-driven intentions.

"He doesn’t go out and promote it... it's just a passion of his." [63:09]

Brody expresses his commitment to providing valuable, actionable knowledge through his real estate courses, emphasizing that true mentorship comes from active participation in the field.

Brody's Real Estate Education Offer

Brody introduces his educational platform, RealEstateInvestingSchool.com, where he offers comprehensive courses totaling over 14 hours of content. These courses aim to equip aspiring investors with the knowledge and strategies to succeed in real estate.

"All the answers are here. And you're gonna get way more of a beneficial answer than, you know, me responding." [68:26]

Listeners are encouraged to visit his website or contact him via email at [e-mail] for more information.

Conclusion

The episode wraps up with Trevor and Kale praising Brody’s authenticity and dedication to helping others achieve financial freedom through real estate. They emphasize the importance of taking action, structuring one’s life, and continuously educating oneself to build a better future.

"You're a mental architect. You know, put it on paper... it's the first step to making it a reality." [59:35]

Brody's journey serves as an inspiring example for business owners and entrepreneurs aiming to transition from active hustling to creating sustainable passive income streams.

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Connect with Brody Fossett:

• Website: RealEstateInvestingSchool.com
• Email: [e-mail]
• Instagram: @BrodyFausett (a.k.a. flippingfaucets)

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Tune into Real Business Owners for more insights and strategies from successful entrepreneurs like Brody Fossett, dedicated to helping you develop both personally and professionally.

Transcript

[Brody Fossett]

Real business Owner. Real business owner.

[Kale]

Whatever your situation is currently is not your forever situation.

[Trevor]

That's really what real business owners is, man. Like, we don't care where you come from. Where are you going?

[Kale]

Our goal and our job is to reduce the mistakes that you have to make or the money that you have to lose.

[Trevor]

You want to be an entrepreneur. You want to be successful? Don't give up.

[Kale]

You learn, adjust and continue to move forward. Welcome back to the Real Business Owners podcast. This is episode 115. Got that one right this time, guys. Today me and Kel have a guest. You know, we've. We've kind of known him, I would say maybe about a year or so. Just in passing at the gym as he's getting his swole on. I look over at him and he's staring at my biceps a lot of the times, you know, so they're mesmerizing. Mesmerizing.

[Brody Fossett]

Yeah.

[Kale]

Yes. I mean.

[Trevor]

All the business.

[Brody Fossett]

Yeah, yeah, yeah.

[Kale]

Oh, good.

[Trevor]

I first met him at the $100 dinner club. Oh, we chatted it up over there.

[Kale]

Yeah.

[Trevor]

And I was like, oh. He told me that night he was doing this real estate stuff.

[Kale]

And so this individual originally started out in door to door sales. Right. Has moved his way into, you know, real estate investing. You know, he's an entrepreneur, self made, right. Knocking doors, saving money, making sacrifices so that he can build the next thing, work his way out of knocking doors and create a life for himself. And he's done just that. He's got to the point where he has real estate courses that he sells, teaching people everything that he knows, the ins and outs of real estate. I would say avid fitness junkie. Would that, Would that be. Would that be also a title in your resume?

[Brody Fossett]

I would say yes, if people are listening and know if people are watching right now.

[Kale]

Yeah, exactly. So don't, don't watch it on YouTube or anything. Just. We'll take his word for it that he's an avid fitness junkie. Guys, today we have Brody Fossett on the show. He just barely, what, two or three days ago, got done with 62 miles or 100K. Is that what it was?

[Brody Fossett]

Yeah.

[Trevor]

Through a mountain.

[Kale]

I was just going to say, you know, 62 miles sounds tough. Just in general, even if it's flat as hell. Hell, being on an escalator for 62 miles would take forever and would be a pain in the ass. But he did it through fucking mountains, Right. Elevation change was ridiculous. Started raining on you and you look.

[Brody Fossett]

Dead at mile 55 right now. I was like, yeah, no, you look good right now.

[Kale]

He just got done with a massage. You know, he did his whole massage thing after the fact. But what, that was what, two days ago, Three days ago. Was that on Sunday? Saturday, yeah.

[Brody Fossett]

So both started Saturday, ended on Sunday morning.

[Kale]

How many hours did it take you?

[Brody Fossett]

So it was crazy, which I'm sure we'll get to at some point, but 23 hours and 45 minutes. 50 minutes. The time cap was 24 hours.

[Kale]

So some people can't even take a promise to themselves for more than 24 hours or a commitment, let alone freaking hiking and running. Was the majority of it more hiking or was it running a lot?

[Brody Fossett]

A lot.

[Kale]

You probably both.

[Brody Fossett]

Like, the best way to describe this race was you're looking. I don't know if you've been up to Beaver Mountains or the Tusher Mountains.

[Kale]

Yeah, yeah, yeah.

[Brody Fossett]

And it's crazy, but, I mean, one of the probably hidden gems of the world, honestly, it's crazy beautiful up there, but I feel like the whole race course was we picked this mountain point clear over here. Go run up to the top of that and then come back down. And they pick another one over here, go around the top of that, come back down. So.

[Kale]

So you have no idea. Original. Like, they just say, go there and then.

[Brody Fossett]

No, you do. I mean, everything's. Everything's marked tags, but. Well, yeah, a lot of uphill and a lot of downhill.

[Kale]

What's the purpose of it? Why'd you do it? Why would you say yes to something stupid like that?

[Brody Fossett]

No, it's a great, great question.

[Kale]

Because, you know, 99% of people will never, ever, ever, ever in a million years do that. And in their mind, projecting, obviously, their bias, that's a. There's no reason for them to challenge themselves in that, in that way. Right. So what, what, like, what's your mindset around, you know, taking on large, large challenges like that? What are you hoping that that brings to you?

[Brody Fossett]

Yeah, yeah. Well, I think you said part of it, honestly. The fact that 99.9% of the world will never even consider it.

[Kale]

Does that feel empowering to. When you, when you realize you're like, okay, I'm going to take on this thing that not a will ever do in their life, but I'm going to do it and I'm going to have that on my resume.

[Brody Fossett]

Absolutely. Yeah. I mean, I think that's. That's an empowering thing in general. Right. You know, you're doing something that most people wouldn't even consider. My wife and I ran. So this was my second ultra marathon. Which ultra marathon is anything above 20?

[Kale]

Yeah, anything over 26.2.

[Brody Fossett]

So my wife and I, we did one together. It's probably been two years now. And how long was that one? It was 174 miles. So that. That's a whole nother story of its own. And it's crazy. My wife found out she was pregnant halfway through this race. We're 100 miles in and. Absolutely insane story. But I think from that, like, that was definitely the hardest thing I had ever done in my life. And it was one of the moments that I grew the most that I ever have in my life. And so I think that enough time had passed from that one where I forgot about the misery.

[Kale]

You forgot. You drifted away from the experience and the misery.

[Brody Fossett]

Yeah.

[Kale]

And then the only thing that was left in your mind was the things that you gained from it.

[Brody Fossett]

That's exactly.

[Kale]

Then. Then you jump back in and do something dumb again, because the only thing you remember is gaining from it. The misery is short term, but the gain that you get from something like that is forever. And that's what people just don't understand is. Is, you know, even in business, building a business, the pain of building a business, yeah, it can be miserable, but that's only for a fraction of time. But you have the ability to build something that can bring value to you forever. And too many people, I think, let the pain or the misery deter them from their commitments. Right. Whether it is in business or whether it is on the trail. I mean, I don't know how you finished it looking dead at mile 55. I mean, you look like you're taco wrapped up, and it didn't look like you were moving anywhere. You know, what was the. What was your mindset like when you were basically broke down to nothing and you were throwing up and there were still, you know, several miles left to go? It was raining on you.

[Brody Fossett]

Yeah.

[Kale]

You know, it just didn't. It looked pretty bleak.

[Brody Fossett]

Yeah.

[Kale]

You're gonna lie. Ain't gonna lie, bro. You know, I sent my heart out to you, but I'm sure you didn't feel a thing.

[Brody Fossett]

You know, I mean, I made it through somehow, so I'm sure it helped some point. But I'm glad you brought that up, because I was. I try to pull like these. I mean, you're. You're going through this time for so long. You're on the trails. A lot of, like, quiet time, you know, to think. So I always try and pull some lesson out of like these, these different races and experiences. And this one and you brought up. It's interesting. I thought about memories over moments, right? Because we go through these moments that are so much pain and like, you don't think you're gonna ever get through it, but eventually you do and it becomes a memory. And so that was just part of the thing that I thought of as I was running this race. I'm like, I'm doing this for the memories, right? It's, yeah, it's, you know, 24 hours, but I'm probably gonna pull from it for the next 24 years of my life. And so along with that, another one I pulled from it was anything that goes up must also come down and vice versa, right? So I started thinking about these because there's get these times in this race when you're hiking these peaks and a ton of elevation gain at a high elevation. And so, like, you just are exhausted, right? And so what I'd start to figure out was because we were going up, it would start to get really, really hard and then eventually would flatten out. And it was like, okay, this isn't so bad. And then it would go up again. You're like, dude, I don't know if I can do this. And then it flattens out or you start going down here, like, okay, I got this. And so kind of along with that, that same concept, I think it does relate to business and life and all those things. But yeah, it was interesting because my wife came to pace me the last about 12, 13 miles of the race. And so it was the second to last checkpoint that she met up with with me. And I told her, this is about mile 52. I was like, she's like, how's it been? Like, you look great. You look strong. We're. We had a great pace going. And. And I was like, honestly, like, it's been pretty easy. And I. And I told her that and. Which you wish you wouldn't. I shouldn't have said that.

[Kale]

Yeah, right. When you say it's easy, the gods of ultra racing are like, huh? Yeah.

[Brody Fossett]

They're like, what? No, legit. And so. And then it started to rain and it got cold. And this, this point, it's dark.

[Kale]

And those were the ultra gods. They're like, they were, man, rain, cold. Try that, man.

[Brody Fossett]

You thought you got away with this. You're 90% done. Like, I don't think so. And so, yeah, started raining, got extremely cold. Like, I don't know what exactly happened if it was, you know, mild stages of hypothermia or when I was talking to, I hired this, this coach to help me get ready for it. He's just a professional ultra marathon runner and, and I was talking to him afterwards and he's like, yeah, definitely. It sounds like it was brought on by the cold. And so my body is just rejecting everything. I'm throwing up, I'm. I can't keep water down, can't keep anything down. And I still.

[Kale]

And that's what helps you power through those, those low points. You get a little bit of nutrients in, you get a little bit of water in and then you, you can actually. What's cool about it is when you deplete your body of every piece of nutrient in it by exhausting it. When you actually refuel, you could fill it like on a day to day basis when we go eat lunch or what, like you don't feel it, you're just no longer hungry anymore. But when you're out there putting your body through hell and you, you put a little bit of food in your system, you get that like you could feel that second wind just kick in. So I can only imagine not being able to hold anything down or any water down and just continuing to feel that state of exhaustion, never being able to kind of bring yourself back out of that.

[Brody Fossett]

So that was it. Put it in perspective. Those last, those last 10 miles took about nine hours to finish. And so it's, it's, it's interesting because.

[Kale]

Would you crawl pretty much backwards?

[Brody Fossett]

No. Pretty much that's what it felt like. I mean it's, it's taken.

[Kale]

It was literally one foot at a.

[Brody Fossett]

Throwing up. It's almost a blur now because of that situation that I was in. And it's one of my wife, she's a nurse, she doesn't practice as a nurse, but she has her nursing degree. And she was like, she's like, I didn't tell you then, but like I was super nervous.

[Kale]

Oh yeah. Well, yeah.

[Brody Fossett]

You know, and, but it was cool. I look at it now as a blessing because I think very few times in our life we ever put in a situation where we have the opportunity to, to, to honestly dig deep. Yeah. And to, to push past. And I think it went back to. I had already committed, I already knew. Like I'm not a quitter. No matter what. I don't quit. Right. If, if I break my leg or someone has to haul me off, that's one thing. Right. And, and I think because I've ingrained that in my mind so much and Then I get in this situation where it's requiring me to dig probably the deepest I've ever had a. Had a dig, you know, And I can't even, like, describe the feelings that I was feeling. Yeah, and it's dark and it's cold and you're shivering and you're throwing up and you're just trying to take stuff.

[Kale]

Did you feel a little defeat there for a few of those moments when you were trying to rest up and not being able to hold. Hold anything down, like, just wondering, second guessing, any of that, like, am I going to make it through this? Is this even possible?

[Brody Fossett]

Yeah. And like I said, it goes back to, like, I'd made that commitment already, so it never came into my mind of, like, hey, I'm going to. I'm going to pull out or I'm going to tell them and pull out. Like, I'd rather the time lapse, you know, and not make the time cut or someone have to come get me than for me to, like, raise the flag.

[Kale]

Yeah.

[Brody Fossett]

But so we made it. The hardest part was making it to that last checkpoint. You know, it was about three, four miles. So finally made it there, and they had a heater there, and they had probably. One of the pictures you saw me was laying down on this cot where I'm just about dead, right? Shivering. And so it got to the point where, like, we had seven more miles to finish the race, you know, and we knew, okay, 24 hours, that's the time, cap. If you're gonna finish this thing, that's the time, cap.

[Kale]

You're gonna be watching the clock. You're looking at the miles. You're just like, how can I do this?

[Brody Fossett]

How can I just chip away, add it up in your mind. You're like. And so it just got to a point. I'm like, okay, if we're going to do this, we have to go now or else you're just not going to finish. And so just got to that point where it's like, I have no choice but to get up and go, even though I felt worse, you know, and I wasn't getting better laying there. And so just got to that point where I'm like, I know the. I know the pain of, like, not finishing this or quitting is going to be way greater than.

[Kale]

You have to carry that forever.

[Brody Fossett]

You do.

[Kale]

And I guarantee you, with your personality, that would come back and haunt you, right? It would. It would eat at you a little bit at night knowing that you didn't finish or you would have said, Could I have. If I would have pushed myself a little bit more? And one thing that I think that's really cool about some of the ultra stuff is really when somebody's neck deep and like that, they're not thinking about the whole thing. They're just thinking about that next checkpoint or that net, like that next mile. Right. And. And I think that sometimes even in business, we can get caught up just with the big picture. And we get caught up in the big picture so much so that it freezes our actions. We really don't do anything to move closer to it because we just keep talking about the big picture. The big picture. But what's that next checkpoint for you and your business? Right? Like, what's. What's that next thing that you can do just to get a little bit closer to that big picture vision? It's good to start with a big picture. You knew what you were biting off when you signed up for it. But when you're in the middle of it, you never think of, like, when you're on mile five, okay, I've got, you know, 57 miles left. That's not how you think about it. You're like, okay, we've got five more miles till the next checkpoint. Let's just get there. And it's just about chipping away at what you're trying to accomplish consistently. Step by step, day by day, month by month, year by year. And eventually, no matter how much pain or misery or struggle that you're going through, no matter what you feel like that you can't push forward, that you have nothing else left to give, you're completely exhausted. There's still more, whether you realize it or not, and just get to that next checkpoint, you know, and then again, reevaluate. Okay, we've got seven more miles left. Even though I don't feel like I've got anything left to give, you gave a little bit more. And that's really what's required in business, is where most people stop, most people quit. That's where. That's where the race begins. Right. It took you 55 miles to get to that point, and that's where the work began.

[Brody Fossett]

Yep.

[Kale]

That first 55, that's cool. But when you have to dig deep, that's really when you find out what you're really about. It's not the first 55 miles that you figure out what you're about. It's when you don't feel like you can give any more, but yet you give more, and then your self confidence starts building. And again, you become an individual that no matter what you go through, you honor your commitments. Well, no matter. No matter the emotion during the. The struggle. Right.

[Trevor]

You really train. You train for, like, certain parts. Right. But you don't ever train for the whole thing. You know, like, when people train for a marathon, they're like, you know, they train, they get out, and they run. They learn, like 10 miles, 15 miles.

[Kale]

Yeah.

[Trevor]

You know, even up to 20 miles. But then the last six miles are the hardest. No one ever really trains the last six miles. Like, even when Trevor's out in his 37, like, he trained up to 20 miles, you know, And I don't know how far you train. I know I saw some of your videos of you training that 30 miles. You probably didn't ever do the full 62 or whatever it was, you know, so. So I think we. We trained to a certain point, but that. You're right, man. That's where. That's, like, that last part. That's like the uncharted territory is where. That's where you.

[Kale]

Is where you find out what you're truly about. And maybe the first five years in business has got you to the point where now the real work begins.

[Brody Fossett]

Yeah.

[Trevor]

Now the motions that you're used to, and you're like, okay, it's time to dig.

[Kale]

It's time to dig. And that's the time where it really is the most impactful is when you feel like that you don't have anything else left to give, but then you do give a little bit more in order to see that through. Right. And so that's one of the reasons why I wanted to do the 37 miles is just to kind of meet my mind again and take it into the deep waters. Right. And I even did a video when I did the 20 miles saying that at mile 17 is where it started hurting. So that's where the work really ultimately began for me, mentally. Right, yes, there was physical work that was done, but this is far more of a mental game than it is. It is a physical game because his body still kept going. It still did the seven miles, but his mind was probably like, how are you? How are we gonna. Dude, you can't go anymore. His mind starts working against him, and either he's gonna win his mind in that moment, or the mind is gonna win and it's gonna forfeit, quit, give up, and say, you know, I can't do it. I can't go anymore. And so for me, it was just, you know, how strong is my mentality? When I, when I hit the deep waters. And it's just a metaphor for life or business in general. Right. Because if you continue to put yourself through misery on purpose, where you're in control of the misery, when life comes in and throws a curveball at you and it's something miserable, you're far more equipped to overcome that curve ball or whatever that issue is in life or in business than somebody that's never put themselves in tough situations. It's just another problem that you have to solve. And you're, you're great at dealing with problems because you've put yourself in problematic situations so often that your mind is a lot more prepared for it. And I think that that's what people miss when it comes to fitness. And entrepreneurship is just the, the discipline aspect of it. The mental gains that an individual can get that ultimately carry into life in general or business in general. Right. So let's get into real estate.

[Brody Fossett]

Well, hold on.

[Trevor]

I want to ask one question. Did you ever have weird. Do you have weird thoughts like this? I was telling Trev about this because when we did his 37 miles, I only did half of it. I didn't train right day before, he's like, he's like, you want to come down, down and do this? I'm like, oh, yeah.

[Kale]

I said, come in and get 10 miles or something.

[Trevor]

So I was like, I did half of it right, and I hit these hard points too. And I told Trev when I got back in the, in the truck and had, you know, had to kind of just watch the second half, I was like, dude, you know, I just kept having these weird thoughts of like. And I had them while we were out there too. I was like, you know, I'd like to know as a dad, as like a man, that like, if we were in some crazy ass world war, living in the hills, doing some crazy ass shit, like, you know, like, literally we had to protect our families. Like, I want to know that I could go 20 miles and back if I had to go get my kids some medicine. Like, I started thinking these weird survival shit, right? And trail's like, dude, I thought some shit like that too, man. And so I'm like wondering as you were like out there and all that alone time, do you ever think weird shit like that? Like, I like knowing that, yeah, I can go through fucking mountain ranges to get what I need to get for my family.

[Kale]

You have more ability to survive than most because again, yeah, based upon the disciplines that you've created and some of the things that you've put yourself through. I mean, let's be real. 95 to 98% of human beings probably couldn't trek 20 or 30 miles through the mountains today. Right now, if they had to. If they had to. I'm not saying that that's likely, but again, equip yourself. You just never know. Right. So what weird mind games did you play? Like, hey, like, I gotta do this.

[Trevor]

I think it's in our DNA as men and like, fathers and shit.

[Kale]

Like, just protecting and providing. Right.

[Brody Fossett]

I've definitely thought before. I think too, in this same. Same aspect. Goes for like, the gym. I think of those things and like, I haven't done like CrossFit in a while. You know, you see me at the gym every morning. It's been a couple years. But a lot of those same thoughts, like CrossFit and like, because one thing, to be a really big guy, you got big biceps or whatever, but you can't. Can't run a mile. You're going to be in trouble if someone's chasing after you. So I think, anyhow, I just bring up CrossFit because I think it's all around. You feel like, in shape all around. If you were to get in, you run like your family or. Yeah, you're going to be so. Definitely had those thoughts for sure. I think. I think part of it is. Yeah, some. Some form of like, all right, Mel, I got to provide.

[Kale]

Providing, protecting for your.

[Brody Fossett]

It's within us somewhere.

[Trevor]

I even had those thoughts when the pandemic hit and everyone was buying up all the toilet paper and the grocers. I was so. I looked at like 90% of our society. Like, you guys are so pathetic, you know?

[Kale]

Yeah.

[Trevor]

Like, you guys are literally just cleaning out the grocery stores, buying up all the toilet paper and food and shit.

[Kale]

If it was really just over. I mean, you're gonn able wipe your ass real good for the next two or three months, but then you're screwed.

[Trevor]

I was never really worried. I know how to hunt, right. So I was like, all these weirdos and fighting the grocery. I ain't doing that.

[Brody Fossett]

I'll go.

[Trevor]

I'll go provide for my family in the hills if I have to.

[Kale]

You know, my family, I have to go vegan, Eat grass, dude. I'm not a good hunter. I don't, you know?

[Brody Fossett]

So we'll get you out killing some.

[Trevor]

If we have to finger off.

[Kale]

It'll be a nice little. Little nibble for the kids or something. That's the only hunting I can do. So let's talk about your transition from, you know, door to door to, you know, real estate entrepreneur. I mean, obviously there were a lot of good lessons that you, that you learned in the door to door industry. What were some of your biggest lessons that you took from doing that and how long did you do it for?

[Brody Fossett]

Yeah, so I mean, I think door to door is so interesting. Right. Because we look at sales in general and I know both of you have a sales background and you probably, you know, you probably say that like your sales background is why you're as successful.

[Kale]

As you are today.

[Brody Fossett]

Right.

[Kale]

I would give it a big portion of the credit. Yeah.

[Brody Fossett]

So I feel the same exact way. And so you take that and then you go to cold calling and then you go door to door, which people aren't expecting you. It's hot outside, you're knocking on doors, you're getting them slammed in your face and you're like the product you're selling. Like for us, we knock on the door, people weren't expecting us. They don't know if they need it. Right. And we get it installed the same day it was alarm systems. And that's kind of what I've done the last really seven or eight years. Right. So learn so much from that as far as how to read people and meta verbals and you know, all the things that come from introducing a product and creating a problem and helping them understand why they need it and why this is a solution to their problem, which is really business today. Right. So, so that alone, not, not to mention like just overcoming rejection, tenacity that it creates.

[Kale]

Right. Your ability to overcome rejection, which is a lot in business.

[Brody Fossett]

Yeah, absolutely. Because I think that it's, it's, you know, a lot of people compare it to like batting average. Right. To be successful or to go, to go play in the mlb, you're going.

[Kale]

To way more than you're going to succeed.

[Brody Fossett]

Yep. So it's the same way like I could, I could go make as a college kid a thousand bucks a day if I was successful one out of 100 times. Yeah, that's it. So I could take 99 no's and I can make $1,000 a day as a college kid where it's like you start, do the math. If you did that every single day, you know, as a college kid, you're making 350 grand by taking 99 of the interactions are rejections to you and you gotta, you know, not take it.

[Kale]

Personally, get on the chin and move forward.

[Brody Fossett]

That's it, you know, you know and you're still successful despite having all of those rejections?

[Kale]

Yeah.

[Trevor]

Were you ever shady?

[Brody Fossett]

No, no.

[Trevor]

I had some shady dirt system once.

[Brody Fossett]

Oh, I'm sure.

[Kale]

It's a one year contract. And you look at it, it's like they added a zero and a zero. It's 100 years.

[Trevor]

My wife was out in the garage. They must have seen her flip the light on one day because we had the little windows in our garage and some dude came up and like pounded on the garage door and scared the living out of her, you know. And then she came in and got me. I went out, I couldn't find nobody. Next day, dude knocks on my door and he's like, yeah, there's been a lot of weird things going on in the neighborhood. People have had their garages broke into. And I was like, dude, I don't want your. Your Alar, I'm going to shut my door. He's like, sir, sir, sir, can, can I just talk to you and your wife? He like literally does the foot in the door thing, you know, And I was like, no, dude. My wife hears him and they're like, who's in the door? You know? Anyway, long story short, dude ends up getting my wife to come to the door too. She ends up letting him come in. He signs us this dumbass deal for the alarm system. And that was the thing that got brought up is some dude scared me in my garage last night, you know, and then someone told me later that was coming in the neighborhood freaking, like doing shit like opening windows, like scaring sh out of people to sell ARM systems. I mean, I probably would have done it back then.

[Kale]

Oh, me too. You know, sometimes you got to create the problem so you sell the solution.

[Trevor]

I had shady days, you know, but.

[Kale]

No, I mean, at the end of the day, I have a lot of respect for people that have. Have done door to door, door to door. I really do. Do I buy from a whole lot of them? No. But at the end of the day, I understand, you know, how much rejection that individual probably goes through on a day to day basis. And it's just more than what the average person can handle. I mean, in your years of door to door, people have you seen, come for two weeks, two months or. And then they're just gone. They just can't hack it. Right? The door to door industry is a revolving door, but the individuals that seem to do well end up staying in it for three years, five years, seven years, whatever. And then they slowly again callous themselves to all the rejection all the no's. And once you get to that point, it's a lot easier to go into business and just realize that rejection is just part of the process. Putting yourself out there has to happen. You're going to get stuck, you know, again, punched in the face from time to time, but you dust yourself off and you move on to the next call or the next deal or whatever it is. Right. And so I think there's a lot of power to, you know, an individual that's young, that wants to be an entrepreneur. I think that they should venture into door to door sales and try it for a year. Two. Absolutely. One, the money's good. The money is good if you can hack it. And then also you're getting paid for training.

[Brody Fossett]

Yep.

[Kale]

Life training.

[Trevor]

I'll tell you, dude, you go down that road because I've done both. I've done cold calling, I've done door to door, and I did door to door for multiple reasons. But one of the main reasons is I wanted to know I could do good at face to face. Because on the phone you can pretend to be anybody, right? Like, oh, hey, I'm this big shot, you know, keeping your voice. You like, do these things, right? Yeah.

[Kale]

Instead of fog.

[Trevor]

Yeah, exactly. So you can kind of do this. I wanted to know I could do good at face to face sales. But one thing I really liked about it, and I learned this through all my sales ventures, is like, you got to get good at rejection and everything. Right. You got to get good at brushing it off and callousing yourself to it. But what, what is the huge game changer is like in any cell, you've got to get really good at listening, like opening a door, getting through all the rejection, finally getting that person is so, like, valuable. But then you got to get really good at just like listening to these people once you do open them up. And that's going to help you as a business owner, an investor, employer, the next level, salesman, everything, relations. And so like, I always attribute my door to door experience as like, man. That's where I really learned, like, to really hone in on my listening skills and like the body language and like, you know what I mean? Really? And that's helped me in a lot of areas and so I got a lot of gains out of my door to door experience.

[Brody Fossett]

Yeah. Yeah. You need to understand the problem that someone's going through before you can accurately provide a solution. Right? Yeah. And is business not the exact same way? Absolutely. The most frustrating calls that I have with people or someone trying to Sell me something or whatever is. It's like they're trying to jam me in this one size fits all box. And it's like, wait, hold on, you're not listening to me. You don't. That's not even my problem. You know, if you would have asked the question, what's the number one thing you struggle with right now? I would have told you. I would have given you the answer.

[Kale]

All the ammunition. Yes.

[Brody Fossett]

All you have to do is just say we solve that problem for people that struggle with this and this and this and this is how we do it, you know, and I'm confident we can help you. And it's like, wow, okay, you know, here's my money.

[Kale]

Yeah, exactly.

[Trevor]

Most low level salesmen are just trying to think of that next thing that they're trying to get out, right? They're trying to think, what, what am.

[Kale]

I saying about themselves? Commission, you know, and not really listening or doing the body language or finding really any ammunition to, to make this out. Right. So you did that for a period of time. So what were, what was, what was some of the sacrifices that you've made in terms of, you know, door to door then going into, you know, real estate? I mean, my guess is, is obviously there was probably some times where you had to put some, you know, a few acorns away, so to speak, to set yourself up to have more success. Right. You couldn't have been a door to door guy that was just living high on the hog, spending all their money, having nothing left, needing to go out and out and out and just refuel the lifestyle. Right, so tell us a little bit about that. Because there had to be a transition period from door to door to real estate. Did that happen very quickly? Was it one year you were just done with door to door, all in all real estate, or did you dabble a little bit over here as you were still making sales, growing your confidence to then make that shift?

[Brody Fossett]

Yeah, no, I'm, I'm super glad you brought that up because I'm extremely passionate about this subject and with door to door people because the industry in general has this rap of like, you go make all this money, you go buy a nice truck, right? And like, you live the dream and you. Whatever. And it's the, the one year guy's.

[Kale]

Trying to act like he's the five year guy, that's it, you know, and then he's over 11. But the five year guy, he's fine. That doesn't cause any stress to his lifestyle or his income. The things that he has. But the one year guy trying to keep up with a five year guy, you know, they've got to be surprised.

[Brody Fossett]

Even the five year guy is, has.

[Kale]

Been living like that for five years.

[Brody Fossett]

The problem is his income might have gone up, but so does lifestyle. Lifestyle. Yep. So you create this situation where you feel stuck. And I distinctly remember getting into the industry and being like, like, I do not want to be the guy that's gonna go and grind, grind, grind, make great money and then look back in.

[Kale]

Five years and be like, have nothing to show.

[Brody Fossett]

Where did it go? Yeah, you know, I have a nice truck, but where did it go? And so I think from an early, early on standpoint, always had that mindset. I think it even goes back to, I remember the very first job I ever had was my grandpa had a, had a ranch and I would work kind of like construction for him. You know, he paid me 12 bucks an hour.

[Kale]

Jobs, whatever.

[Brody Fossett]

Yep.

[Kale]

Kind of a grunt you were doing, hey, go do this, go do that. You just go do it.

[Brody Fossett]

Laboring. Laboring, yeah. And so, I mean, he'd pay me per hour. I remember it was 12 bucks an hour and I could work as many hours as I wanted. He wouldn't pay me when I ate lunch, you know, so I'd have to take that out of my hours. And so it ingrained in me like the harder I work now, it's going to create an easier tomorrow and I'm going to trade like a hard today for an easier tomorrow because I can work really hard. And I knew if I could get 12 hours in a day, it was 144 bucks, you know, a day. Which was going to be big for me. Right.

[Kale]

As you're already calculating it out, yeah, I can make 700 a week.

[Brody Fossett]

But it came back to the principle of like, I'm not going to stop at 5 because I can get ahead right now. And so I think all of that just growing up that way, it brought it back to like, okay, if I'm going to go do door to door sales and I'm going to make great money and I'm going to manage a team and run an office, I want to put my money in a place that's going to pay me when I go to bed, at night, when I sleep, do, despite whether I decide to wake up and go to work that day, despite if I'm on vacation, get.

[Kale]

Hit by a train, you know, Or a bus.

[Trevor]

Yes, more likely a bus.

[Kale]

Yeah. I said train.

[Trevor]

And I'm like, we don't have any trains?

[Kale]

We don't got no trains. So if you get hit by a bus, you know, you still, your family still will have something rather than having to depend on you to knock doors forever to fuel the lifestyle.

[Brody Fossett]

Right? Yeah. So I think because of that, I've always been passionate about that. So, yeah, throughout my career I'd pick up a rental property here and I'd pick one up here and it was just slowly building this, this passive income. And it's really cool because I'm still involved in door to door sales or I don't, I don't knock doors anymore. I don't go door to door. But I have a few offers, right?

[Kale]

Yeah.

[Brody Fossett]

I'll fly out once a, once a month in the summertime to Texas. I have a couple teams that do like, they sell solar door to door. Right. So it's more of like I took out the parts of the job that I didn't like and they didn't give me energy and honestly were a waste of time. It sounds bad because it wasn't a waste of time a few years ago. Right. But now if I spend my time knocking on a door, even if, you know, I make a few sales, taking.

[Kale]

Away from something bigger in terms of a setup for a larger future, it is knocking the doors might take care of today and set you up for a bigger future provided you, you know, live on little and save a lot. Right. Which unfortunately most people don't do. You know, I still shake my head anytime I see a youngster driving like a freaking brand new Mercedes or whatever. I'm just like, you're still just, you're like 22, 23. Like set yourself up, you know, drive a hunk of for a period of time, make some sort of sacrifice. If you guys aren't making any sort of sacrifice in terms of your lifestyle versus income right now, your future isn't looking too bright. That I can guarantee you. Right. Because whatever you're doing to fuel that lifestyle or pay for that lifestyle is something that you're going to have to do forever. And that's exactly what Brody talked about. There's guys that have to go out every single year and produce because they built a lifestyle. Now lifestyle is imprisoning them to having to produce every single season that they go hit the doors. Right. And you were basically setting yourself up from day one to be able to exit that and not be imprisoned to having to do that. If you do it, it's now a choice. It's an option that you have for yourself rather than A must, right.

[Brody Fossett]

Which is a huge. I think you and I have jammed on this before. Right. Just in conversation. But like there's a huge difference when like if you want to work, work, that's great. Right? Like we all work, right? We all do. We have to work. No, we don't. You know, and that's, and that's another reason I believe in real estate. And since the age of 25, I'm 29 now. Right. But I've been financially free. Right. My passive income is enough to cover all my expenses and then some. Right. But obviously so now put you in a situation where you choose to go and work. And that is so empowering because it's now your decision you might live the same lifestyle, do the same things, but now you're doing it because it's your choice and not a choice that's being made. Made for you. And so that's why I get so passionate about the door to door sales life and guys that make great money and exact nothing frustrates me more than someone who doesn't have any sort of passive income or any sort of investments and then they made good money, they go buy a nice vehicle.

[Trevor]

Well, here's the other part.

[Brody Fossett]

All the time, the other part of.

[Trevor]

It too is, you know, you get these people sometimes that are like, okay, I've worked so hard, I've sacrificed, I passed on buying these things and this lifestyle, I've got this money, these savings. But then there's this other really scary part, which is that leap of faith, you know, I've got to let go of this 20 grand to put down on my first rental property or 15 grand, and I got to get a loan in my name and that's going to be, you know, probably something that's going to tie up some of my credit and that I've also worked so hard for and sacrifice for, you know, and so there's that whole other part of taking that leap of faith. And so I'm sure because you were young, like how hard was that for you? Because I did that too. I did, I did the leap of faith and got burned in the OA market crash and then I was scared to get back in the game and man, I'm still trying to figure out different real estate investments and what's the right move and stuff. And so. But what did that look for it like for you, man? Like taking that, that leap of faith?

[Brody Fossett]

Yeah.

[Trevor]

Just pushing yourself to do it.

[Brody Fossett]

Yeah, it's, it's funny because like now I've done it so Much. You almost start. Yeah.

[Kale]

You're numb to it. Like, this is easy. I don't know why anybody isn't doing this.

[Brody Fossett]

Exactly.

[Kale]

You've drifted so far away from the experience of your first.

[Brody Fossett]

Yep.

[Kale]

Investment.

[Trevor]

Yeah.

[Kale]

Right now it's just. It's nothing. It's normal with us.

[Brody Fossett]

It doesn't feel like a risk. Yeah. Because you're confident in it.

[Kale]

You just. It feels like what you should be doing.

[Brody Fossett]

Yeah.

[Kale]

Because you've done it.

[Brody Fossett]

Yep.

[Kale]

Right.

[Brody Fossett]

And I remember going back to that because I had one rental property and then we got married. Right. And I'm like, babe, we need to go buy another one. And. And so I had to go through the whole thing with her again, right. Where she was like, I don't know.

[Trevor]

Should we let that safety.

[Kale]

I want my money in the bank. You know, it's like.

[Brody Fossett]

So you need to.

[Kale]

That digit on a piece of paper is just, for whatever reason, giving somebody some level of comfort. Right. Rather than building a better future. And I think a lot of people prefer the comfort of staring at a number in an account than really building something value for a long, long period of time.

[Brody Fossett]

Yeah.

[Kale]

And so you had to talk her into, you know. Yeah, you're going down this path with me a little bit. And there was a little bit of.

[Brody Fossett]

Background now because in. In. I'm sure you guys probably even have her on her. Your show one day. But, like, she. She's an entrepreneur now. Right. She wasn't before. Like I said, she took the nursing route and was doing that.

[Kale]

Go to school, get a good job, work 40 years, retire.

[Brody Fossett]

Yep. And she'll. She'll net seven figures in her business this year that she started two and a half years ago, you know, and so I love it because it's. Same thing happened with real estate now. She's like, boom. Like, we look like we'll buy properties without even looking at them in person. And she's like, like, yep. Yeah. Yep. Okay. Feel good about it. You feel good about it. Okay. Boom. Done. Wire the money. Like, that's it. And so I. The point of all this is, like, going back. Like, it was scary for her. And my first property was scary for me. Like, I remember, for me, the first house I got into, I went up to suu, Right. To go to school, and all my friends couldn't find a place to stay. I couldn't find a place to stay. It was just. There wasn't a lot of housing. And so my mom's kind of done real estate on the side, and she's like, why don't you buy a house? And I'm like, well, because I don't have 200 grand in my bank account. I don't know. Yeah, you're young.

[Kale]

And you're again, projecting internal bias. Like, I'm too young for that. I can't do that. Like, that's for old people. I don't have a family yet. I don't need a house. Absolutely, you know?

[Brody Fossett]

Absolutely. So that's exactly how it was. And I was like, I don't even have that kind of money. And I didn't understand either. I didn't understand you could leverage the bank's money. And why would the bank loan you money to buy a house so you can make money on. Well, because there's something in it for them. What's in it for them? Will they collect interest? And so it was scary, though, going back. Like, I'm living there and this time I'm not passionate about real estate. I didn't really understand Still. Right. I'm. I'm living in one of the bedrooms. And for me it was the. There was this dungeon called the Dungeon. Right. It's this. In the basement, there was no windows. And since I still have that house to this day, and since then we've cut in windows and frame framed out a few bedrooms down there.

[Kale]

Just a window, wells or whatever.

[Brody Fossett]

Yeah.

[Kale]

Light in there.

[Brody Fossett]

Oh, yeah. Well, there was no light. And it was, it was. I remember the carpet was made up of probably a hundred different types of carpet. Just shaggy. Different colors and it was hot glued down. Right. And so the worst room in the house. And I'm like, well, I'll live here because it's the one I can get the least amount of rent out of. Right. And so.

[Kale]

But living there, all the good rooms, which is a good lesson for people because most people take the master suite.

[Brody Fossett]

Yes.

[Kale]

And then just give enough for people to barely cover it. If not, maybe you pay a few hundred bucks a month, but yet you got the. The nice digs, you know, in the house. But you took one on the chin there and took the room.

[Brody Fossett]

Yeah.

[Kale]

For the purpose of covering the whole mortgage or were you actually making some money on it?

[Brody Fossett]

So that's what it was like. So I was working at Gold's Gym at the time, and I remember making minimum wage, and if someone came in and signed up for a membership, I'd make five bucks on their membership. And so I'd be so pumped because I go from 7 bucks an hour to 12 bucks an hour if I can get Just. Just one an hour. Just one an hour, you know, And I didn't even get close to that. But. But anyhow, so I'd get these checks from. From the gym, working there every two weeks, you know, and then I'd have all my buddies pay rent and I'd pay the mortgage. And I look at the two side by side after they were left over. And I wasn't paying anything, and I was making more money from all my buddies paying me their portion of the rent than I was working, right? And this was, I don't know, 15 hours a week of work. And I'm like, dude, this is so much time. And I look at this other check and I'm like, this is no time. And I'm like, what if I could do this again? And again? And. And so anyhow, that's kind of what got it all started and got my mind going and got me passionate about it. But it was scary because I didn't. I was at a point where I was like, dude, if my friends decide not to pay me rent.

[Kale]

Yeah. All the what if trouble, right? I can't afford with the mortgage. Yeah. And so you're. That's your brain trying to talk you out of something that was. That could serve you long term. But it's again, defaulting to the negative what if, which is what all our minds do, right? Your mind does our mind. We're all human. That's just what the human mind does, and that's what everyone needs to understand. Just because your mind's a little scared, a little nervous, talking about the negative what ifs, doesn't mean that the decision is the wrong decision. It's just a hard decision to make. And you have to overcome, again, internal bias that you have about, you know, being too young or that's not for me. Or what if this. All of these weird scenarios.

[Brody Fossett]

Well, I mean, the typical one's easy, right? Like, go to college, graduate, get married, buy a house, three car or three, three bed, two bath, two car, garage, house, you know, and you live it. And that's what all my friends were doing. And I'm like, dude, this. That's not the lifestyle. And even then, I mean, you asked about sacrifices. My wife's been an amazing part of all this, right. She's been going along with the ride. Like, we've, like a lot of trying.

[Kale]

To get goody points on this. Talking about his wife.

[Trevor]

She seems like a really rad chick.

[Brody Fossett]

I've never, Won't even listen to this.

[Trevor]

I've never met her But I saw your stories, right, and how she highlighted you at the end of your race. And I was like, that's a rad wife, dude.

[Brody Fossett]

Yeah, I appreciate that. Now she's, she's awesome. But yeah, anyhow, so she, she was great because we were both on the same page of like, hey, we're sacrificing now. And we're. Because the cool thing about real estate, if you're going to go and own or occupy a property, well, the amount down that you need required versus if you're just going to go buy a rental property and not live there, there's a huge difference. You're talking like three and a half percent compared to 20, 25%. So our mindset was like, let's do this as long as we can and we can get into these houses and then we'll move out and we'll keep them as rentals or like the first house we bought together we, it was a duplex, right? So we rented out the basement underneath us and, and at that time we were probably making 250 to 300 grand a year and we were living in a $150,000 house that was right by the college and renting it out underneath us. And I watched a lot of my buddies that were managers in the same company, different companies, and they were going building these dream homes that they, you know, they still live in to this day. You know, and this is, this is seven years ago. Six, seven years ago. And I look back at those decisions that we made and I could even take like my, my first house, right? Like for example, that one it rents there, the mortgage it is $1,080 a month, right? It rents for $2,700 a month. Well, it's been that way for the last nine years that I've had the house. Not to mention, right, that money that I've taken each month, I've saved it up. I bought another property with that. So that's cash flowing. So there's more that's coming from that one property. I did a cash out refinance on that first house. The equity pulled out the equity invested that into another property. And so like I kid you not, we trace it all back to this one property that I bought for $165,000. Scared out of my mind, I couldn't afford the mortgage, right? And it's probably made me over $1 million in nine years just from that one decision. And that all my savings from that summer, which was like 5,500 bucks, right? And that's including my mom kicking back some of the commission because she was a realtor. I'm like, well, hopefully we can cover this first month with my buddy' yeah, me. High and dry.

[Trevor]

Yeah, there's two. There's. Well, I got. There's a huge lesson in that, is one, so many people go against the grain or don't go against the grain.

[Kale]

They.

[Trevor]

They do the American dream. They just, like, are all kind of going the same way and the same thing, even as you get into investing, because I've done this, I made these mistakes. Is like, you're trying to play the market. So when people are jumping in, they're like, they're trying to play the market, they're trying to buy low and sell high. And I've learned that over the years of my own businesses and my own investments is like, man, when I'm doing what everybody's doing, trying to play the market. Like when I jumped in in 07 and flipped a couple homes and I thought, oh, cool, I bought. I bought low, I sold high. I'm going to do it again. And then I got burned, right? And then I did what everybody else was doing, too. And I'm like, I'm dumping everything. I even foreclosed on a couple that I bought with some partners. And. And I was like, man, I wish I would have just held it out. Held it out and wrote out the storm, right? Like. Like some smart people did, but most got scared and they dumped, right? Including us and me and my partners. And, man, it's like every time I go against the grain, I'm like, I see this. This success every time I try and do what everyone else is doing. Like your buddies doing the American dream, buying their, you know, becoming a manager, buying their dream home. It's like, man, they get stuck. And it's not that they're not finding some level of success, but they're not finding full success.

[Kale]

Success.

[Trevor]

Yeah. And I'm actually struggling with it right now because. Real estate. Because right now it's like, I've been through those down times, I've been through the uptimes. I'm like, should I keep buying? You know, some. A lot of people are saying they're holding off, they're waiting for the. The crash coming, right? But maybe I should just be buying. We're buying a condo this week, paying cash for it. But, you know, like, we're still. We're buying some shit. But I'm like, man, should I keep buying or should I be stashing cash and waiting For a crash, like you kind of get in this little like indecision, what you do thing, right?

[Kale]

Indecision bubble.

[Trevor]

Yeah.

[Kale]

Because you're just trying to predict shit. Right. And, and I've been guilty of know I sit on a pile of cash.

[Trevor]

But we're not full time real estate investors like you. So I'm like, I'm curious because I've asked a lot of guys in our investor groups, half think, dude, I'm stashing cash, I'm holding off, I'm a buy in the crash. The other half are saying, no, dude, inflation's crazy, it's going to keep going up, keep buying. What do you think?

[Brody Fossett]

Yeah, no, I love it. I think it's a question that everybody has right now, right?

[Trevor]

Yeah.

[Brody Fossett]

Especially at time right now. I have a few thoughts on it. It's interesting because a lot of the people that have this mindset of like, I'm just going to wait till everything crashes and I'm going to buy all these houses. Do they ever buy all these houses when it crashes?

[Trevor]

Right.

[Brody Fossett]

They never do. Right? They never do. It's. It's more of a mindset to keep them from playing the game. Maybe because they're scared or whatever we've talked about. Right.

[Kale]

You're chalking it up. That's a good excuse not to enter because you're too scared to enter. But then when the time's right, you're still going to be too scared.

[Brody Fossett]

Yeah. And I'm not saying that's everybody, but I bet it's a majority of people. And so my mindset on it, it's a little bit, bit different. Like some of the best investments in real estate that I've done have been in this last year during COVID during the, the high market, all these things.

[Kale]

Is that because you had a bunch of rentals prior that you ended up getting rid of at a very high price or was it purchased within the last year with high prices and you still won on that deal?

[Brody Fossett]

Yeah, I mean a little bit of both, but most, mostly the latter. Right. Because what happens is, is are they harder to find right now? Is it more competitive? Yes. But are they still out there? Absolutely, yes. So what happens is like the low hanging fruit, it's not as visible. So a lot of people take that as like, you know, there's nothing out there. I'm going to wait. When reality is there's still amazing deals.

[Kale]

They're just not digging. Yeah, they're looking at the surface.

[Brody Fossett]

They're looking for the easy. The easy stuff. Right. And so along with that, like I, I have always had this belief of like, like one, you can never time it right. So if you're always waiting, always waiting, always waiting, then who knows, you're going to be waiting a long time potentially and you're missing out on. You know, you even look at tons of money. Yeah. Really A lot of money. You know, a lot of money. It might make up the difference if there was a dip. But I, I'm just a huge believer in. You invest based on the worst case scenario. Right.

[Kale]

Okay.

[Brody Fossett]

And if it makes sense, the numbers work, then send it. Right. And then if things are great, then, then even better. But where people get into trouble is they invest based on the best case scenario. And then if things dip a little bit, right. Their margins aren't as good and so they're in trouble. So I'm just a huge fan of like quality over quantity. And that's when, when people get into trouble we look at like you know, 0809 and like I always invest with that in mind even. Right. Things. Rent actually stayed pretty steady. Yeah, right.

[Kale]

I've heard that too. Because people, their credit's gone to shit. They can't buy.

[Trevor]

So they need a place to live.

[Brody Fossett]

Live. Still need to live somewhere. Exactly. And so but even then, if we just look at it with, without even considering that things were about right, say about 60 cents on the dollar. Well, so now I know. Looking into it. Okay. If my rent or my mortgage is a thousand bucks. Right. Well, I need to be at least at $1600 right. Of rent to make up for that margin. If things did get as bad as they were, which I don't think they're ever going to get that bad. Right. For different reasons. They might dip a little bit.

[Kale]

For sure. You factor in what you can make now. But even if you, if the market went to and you had to lower rent, it's still covered, it's still good.

[Brody Fossett]

Gotcha. So almost, almost all of my properties, I can cut rent in half and still have it covered and it covers the mortgage, which is like, like I said, they're good deals. Right. Which take more due diligence, more time to find them. But I'd rather do that and still invest and be proactive about it, not.

[Kale]

Worrying about what's coming.

[Brody Fossett]

Absolutely.

[Trevor]

That's smart.

[Kale]

Yeah.

[Trevor]

Do your due diligence.

[Kale]

That is smart. So what's your long term goal with real estate? Is the goal to have a bunch of doors in your portfolio where it's just cash flowing on a monthly Basis. Do you focus more on buying and then flipping within one to two years or do you just let the market determine what your decisions are going to be? It's like, oh shit. Well, it's really high right now. Why don't we exit this one, put some cash back in the bank and get more buying power back?

[Brody Fossett]

Yeah, great question. So for me it's all about freedom. Freedom. Right. Freedom is like, that's, that's my. Why. Which obviously I mean freedom. It's more time that I have to do what I want, when I want, with who I want. Right. Spend more time with the family, like quality time and everything we've talked about. So for me, like, I've flipped a lot of houses. I still will. Right?

[Kale]

The numbers make sense, right?

[Brody Fossett]

Yeah, yeah, absolutely. And so. But at the same time, I don't get nearly as excited. Right.

[Kale]

Like get one chunk of money versus that cash flow.

[Brody Fossett]

I flipped a house last year and probably made 160 grand. Right. And it was, it was cool. But like I didn't get nearly as excited as just picking up another rental property that's going to cash flow. 7, 8, $900 for the rest of my life plus principal pay down. And so all those things that factor into it, which, that gives me freedom. Right. Like that 160 grand. Can I go live good for a couple years? Sure, why not? Right. But it's gonna disappear at some point. It's gonna require me to go back to work, use more energy. Yep. So for me it's all about passive income. That's how I invest. That's how I try to like the properties I've sold. Recently it's been. Because it's. This isn't a. I'm not gonna keep this long term. Right. Maybe it's older, maybe I foresee some problems where it's gonna require me to be more of an active investor long term versus more passive. Passive the way I want to be. So dump it. Invest that into something that's going to pay me passively and take less of my time.

[Kale]

This is kind of switching gears just for a second. But tell me, tell me. I mean, you seem like a guy that your life is pretty structured. You like structure?

[Brody Fossett]

Yeah.

[Kale]

Did that, has that always been that way or was there a moment or a coach or a mentor, somebody said, dude, you need to structure your, you know, I see your stories or whatever with your calendar and everything's pretty much structured out. Right. And so when, when did that come about and how has that served you in terms of, you Know you trying to get where you're. Where you're trying to go.

[Brody Fossett]

Yeah, it's a great question. I think from, like, early on, I've always been into self development. Right. And I've realized, like, there's a sense of fulfillment that comes from growing.

[Kale]

Evolving. Yeah.

[Brody Fossett]

Yep. And when you're changing, you're evolving, your.

[Kale]

Brain'S built to evolve.

[Brody Fossett]

It is.

[Kale]

We're like one of the only things on the planet that's actually has the ability to continue to evolve, evolve, evolve. And there's no limits to evolution of what we can do mentally. Right. And I just don't think enough people are doing exactly what you're talking about, even trying to evolve or do self improvement. Right. And they stay the same, therefore their situation stays the same, therefore they stay in misery forever. Right. So how is. How has structured your day made your life easier? Because some people will say, well, structuring my day, actually, it's hard to structure my day. So they look at the difficult tasks of the structure, structuring. But I'm guessing, obviously, once you walk into your day and it's already structured, I think you do it on Sunday nights.

[Brody Fossett]

Yeah.

[Kale]

Is how you structure your week.

[Brody Fossett]

Yep. So I did weekly planning every single Sunday night. And it's been good because it's kind of evolved over the years to now I have a. An outline that I follow on the things that are. That I want to make sure and hit. Right. And at the very end of all.

[Kale]

That, I go through KPIs or whatever.

[Brody Fossett]

Right. Yeah, exactly.

[Kale]

And.

[Brody Fossett]

And I think, to like, answer your question, the problem is with shooting from the hip is like, you. You don't get the big rocks in the things that are most important. They don't just happen. And it's. It goes a lot along the lines of. Of living life by default. You know, whatever comes at me, I'm gonna react. Roll with you.

[Kale]

Reactive instead of proactive.

[Brody Fossett]

Yeah. You're not designing it. And so I'm. I'm huge on, like. I mean, you can see my shirt, right? Like, dream it, ride it, build it, live it. Like, it all starts with, like, dreaming it and designing it. It's like, what does my dream life look like? What time do I wake up in the morning? Where do I vacation to? What was my house look like? Right. How much time do I spend with my kids? Like, what type of body do I have? Whatever. Right? And so you first start by dreaming it and you write it down, which is another one of my practices. Every single day. I'm Writing down my top 10 goals that I want to accomplish within the next 12 months, every single day.

[Kale]

Have we ever been on your goal list to get on the show? Say yes.

[Brody Fossett]

Yes.

[Kale]

Is there a wink? You got the piece of dust in that eye.

[Brody Fossett]

This is just a piece of dust.

[Kale]

Yeah.

[Brody Fossett]

No, I mean one thing, like, I mean, having an impact, right, Is fulfilling.

[Kale]

Yeah.

[Brody Fossett]

And so like, that, that's something I've written down for sure. Is like, hey, I want to do more podcasts. So, like, in a roundabout way, absolutely. You know, I want to impact people. I want to help help people. Whereas I feel like I am younger and there's so much, much fulfillment that comes from, like freedom and passive income and building that. And I feel like real estate's so cool. Like, I just did a real estate deal. It's in. It's being built right now up in Brian Head. It's a tiny home resort, right. I put 50 grand in. I found a partner to fund the rest of it. We split it 50, 50, and this property will make me 10 plus thousand dollars a month. You want the rest of my life, so you want. Cool, we'll find another one. But the point being, right, it's like, like, like that's for me, that's. That's six plus figures on one deal that cost me 50 grand.

[Trevor]

If I can get this land tied down in Washington. You want to do another one?

[Brody Fossett]

Yeah, I think we have top.

[Trevor]

We can only fit like eight on.

[Kale]

There, but yeah, it's a couple acres. Two, two and a half. Yeah, something like that.

[Trevor]

We're trying to buy it from Staley Farms.

[Brody Fossett]

Cool. Yeah, you got, you got a good hook up there. Yeah. You got an in? Yeah.

[Kale]

Yeah. Maybe now everyone's listening. Everyone's just over hearing us now. Start talking about getting into some shit, you know?

[Brody Fossett]

No, I love it. But the point is, like, you can have. You don't have to have a lot of money. There's a lot of deals even, like this year I've done where I find the deal, owner finance deal, right? Like, they don't want any money down. They just don't want to have to pay capital gains tax on it. So they're financing it to me where, yeah, I'm paying them, but the monthly renting it out for Dust Bubble and didn't cost me any money into it. So I get so passionate about that stuff because a lot of people have this like, it's almost like an excuse, right? I can't. I don't have credit or I don't have Money to get down.

[Kale]

You might not have credit now, you might not have money now, but that doesn't mean you can't have credit or money within the next six months. Yeah, or the next 12 months. Don't use today's problems or your, your situation today to disqualify you from a better future. And that's what most people are doing, doing. They look at their situation right now. That's cool. Well, why don't you dream about something? Why don't you write it down so that you have something that you're working towards Even if you're not an entrepreneur, what are you working towards in your life? What are you doing right now to lay some sort of foundation so that you can have the credit or have the money. But as he's talking about, in some cases you don't even need that. You just need a little bit of hustle muscle in your system and go out there, find the owner, finance deals that probably aren't pulling your credit. They just want X amount. What's the worst case scenario? You default and they take their property back while they were cash flowing the whole time. Big deal. You know, they have all the leverage.

[Brody Fossett]

Three main things you need, right? There's you only two of them out of the three. Like between the knowledge on how to do it, which is why I'm passionate about coaching people and teaching them and right. You need the money or you need the hustle, but you don't need all three. Yeah, you only two of them. So if you, if you get the knowledge and you have the hustle, you do not need money. Right? If you have the money and you have the knowledge, you don't need the hustle. You guys know, you can check, right?

[Trevor]

Find the money.

[Brody Fossett]

So it's just, it helps people to understand that, hey, I don't have to have all this money and I can start building passive income and I can start down that, down that path and that steamrolls into something bigger. And if I'm smart, I live below my, my means, I can save that up and roll it into this. And it just starts to, I think.

[Kale]

People just blow up the big picture and they just say, well, I don't fit in that right now. That's, that's not me right now. And I think that they do that purposely in their mind to make it more difficult than it really is, just as an excuse to talk them out of not really doing that thing. Yeah, right, because it's so much easier just to not do anything and just say, well, you know, I don't have good credit or I don't have cash, or I don't have that, you know, well, I'm too young. I'm the. You know, again, these, everybody, these are all internal biases that these individuals have about themselves. And they're telling themselves a lot so that they can feel good about not doing anything about it. Because if they said, I am truly capable, I have all the resources, but yet they do nothing about it, they'd feel like shit. So what's the best way to not feel like shit? Is create some stupid ass excuse of why you're not doing the thing that you really say that you want and blow it up bigger than it really is just to talk yourself out of not doing it.

[Trevor]

Well, everybody feel like shit. Everybody has dreams and everybody has visions. The problem is a lot of people don't believe in themselves, like you're saying. And so it's like they get in that mindset of, well, must be nice, but it's not in my cards.

[Kale]

Yeah.

[Trevor]

The difference is Brody writes it down. He creates a structure around it. Even if you can't find a structure, like, if you want to get into better shape, you can go on YouTube and find a guy that's clearly got great success in his shape, and you can follow his structure and get those results. But even if you don't have that, you can write it down. You can create your own structure. Like, hey, if I just make 10 calls a day of maybe investors or different rental properties or get on the mls, or if I create some sort of structure every single day to find these right deals and go find them and bring them to an investor as money and get myself some points in the deal or whatever. You could create your own structure and then just stick to it. And if you stick to it long enough, the results will show up. But a lot of times people just don't have that belief in themselves. They just think, oh, it must be nice. It's not in my cards. I want it. I just don't know how to get it. So they stay stuck. But success always shows up through motion and action, man, you create something, something, Write it down, you know, dream it, write it, you know, and then you'll find a way to build it.

[Brody Fossett]

Writing it's cool because it's the first step of taking, like, this dream and it's. It starts to become real, right? Like, you don't have to go, don't go build it yet. Don't go live it. Don't go live the dream yet. That's okay, we realize you're not there yet, but, like, first, just dream it up. Which is exactly what you're talking about. It's the design.

[Kale]

You're a mental architect.

[Brody Fossett]

Yeah.

[Kale]

You know, put it on paper.

[Brody Fossett]

It's the first step to making it. It a reality. Right. And. And do it again and again and again to where you're so crystal clear on what you want that all of a sudden you recognize these opportunities that were always there. But because you didn't know what you wanted or know what direction you wanted to go or what you wanted to be or the life you wanted to live, you didn't recognize out on the.

[Kale]

Opportunities because you didn't even see it. Because you're not in the right mindset, your. Your, your perspective is off because you're not actually, again, focused on what you truly want. And when you're focused on what you truly want, you can start seeing opportunities everywhere because again, you're focused on what you're trying to accomplish rather than just being a reactive state all day, reacting to whatever life problems are happening at that moment.

[Brody Fossett]

So fun. That's not a fun way to live. It's not exciting. You want to. I want to take control of life. Right. And that is fulfilling. And it's like, if you don't know where you're going, any path is going to get you there. Right. And so it's like it doesn't matter if your business is successful or not successful right now or you're just starting out or you want to branch off on your own or whatever it is. It's so cool to break it all the way down, to be like, hey, I know what I want. I'm clear on that. So now I have motivation to go act, I think, with what you're talking about, Kale. It's like people, they don't have the desire to go do that and to go put in the inputs because it doesn't mean anything to them. There's no purpose behind it. And so you have to make it matter. And then you just reverse engineer it now, so everything, everything you're doing, you go put in the cold calls because you know, ultimately it's leading you to this life that you want to live and there's purpose behind it.

[Kale]

Yes. Well, when you're, when you're writing it out, dreaming it out or whatever it is, and, and you have that on paper, just like we talked about earlier in the podcast. Well, what's the next checkpoint? What's the, what's the next thing that you can do to get closer to that thing or those things that you say that you want. Right. If it's in great shape and you're out of shape, the first thing that you go to the gym the next morning, that's an easy checkpoint. All you're doing is focusing on just the next morning. Now saying, I'm gonna do fitness for the next 20 years or the next £200 that I lose. No, just make it a lifestyle by, again, structuring out your. Your day. I do this every single day that I wake up. And these are my two or three non negotiables on how I start my day. Or how you start your week on a Sunday night. But by, you know, again, these are non negotiables that you have with yourself. And. And all you've done is just do the work.

[Brody Fossett]

Yeah.

[Kale]

That's it.

[Brody Fossett]

100.

[Kale]

You're no different than anybody else. You've just done the work. You sat down on a Sunday when other people want to relax. You structured your week. Most people dream about it, but they never write it down.

[Brody Fossett]

Yep.

[Kale]

We're all daydreamers. We've all had thoughts of living this amazing life and this, that the other. But then some people, again, the thoughts, well, that's not for me. That's for those people or whatever. I don't know who those people are. Those people, I guess, are just the people that take action. So it is for those people.

[Trevor]

And it gets easier. Just like we talked about earlier, that leap of faith and making those deals originally are a lot harder.

[Kale]

Yeah. You know, over time, you become numb to it. It's just what you do. Right. So if somebody's interested in checking out, you know, your real estate course or communicating with you or asking you a question in regards to real estate, one, how would they find the course? I know it's not anything crazy expensive. It's not a 5 or 10 or $20,000 course. It's just something basic where you have some. Some information and some knowledge deeper than what we just went on today's podcast.

[Trevor]

Well, before you tell them, here's the thing I like about Brody. Okay. The dude makes money in real estate. So his courses and his education is just like, more his passion.

[Kale]

Yeah.

[Trevor]

He doesn't go out and promote it. He doesn't go out and run ads. Like. Like, he just. It's more of, like a passion of his. He's actually out there doing it. So it's not one of those coaches or mentorship programs or courses that you go out and buy that someone's just trying to, you know, get 97 bucks or a thousand bucks or whatever from you. Like, it's just like the dude's out doing it, so it's good shit. You know, it's like true mentorship.

[Kale]

Well, the reason why people like our podcast is because we're in the day to day grind just like anybody else. We're, we're showing up building businesses just like they're showing up trying.

[Brody Fossett]

And you guys are real.

[Kale]

Like I was thinking, you know, I.

[Brody Fossett]

Was thinking about this before coming in today. I was like, like obviously the name of the show.

[Kale]

Right?

[Brody Fossett]

Like real business owners. But I, I think it's fitting you guys are real people.

[Kale]

Yeah.

[Brody Fossett]

And, and like I say that because I, you know, it's interesting. You see some on social media, you hear their podcasts and then you get to know them outside of that and they're like, man, this, it's not even the same person. Right. It's not the case with you guys. And so I think that's, that's really cool. You guys are very authentic. And as I say that, you know.

[Kale]

Like, I think we're just too dumb to, to be somebody else. We're not smart enough to, you know, we can only just be ourselves. You know, that's, that's, that's as smart as the level that we can do. I, I wish.

[Trevor]

Too much work to fake it.

[Brody Fossett]

Yeah.

[Kale]

The business consumes too much of the energy. I don't have the energy to exude something else. Right.

[Trevor]

But we've both talked to you. Trip talk to you.

[Brody Fossett]

The gym.

[Trevor]

I've talked to the gym and we've talked about you. And I'm like, dude, he doesn't really make a whole lot of money off because we've asked about your course stuff because we got a lot of course creators that, that send us business. So that's why we've asked about it.

[Brody Fossett]

And then.

[Trevor]

And you're like, well, my course is just kind of like this thing that I do because I love it, I'm passionate about, I love coaching people. But I make all my money in real estate, you know, and you're in your door to door companies and stuff. So I think that that's what people need to look for. And that's why I wanted to bring it up before you tell them how to connect with you is because there's so many courses out there. That's how people make their living. And that's not how you make your money. You make your money by doing it. And by default, you coach because it helps evolve you and it's something you're passionate about. And that's what people should be looking for when they're looking for a mentor. They're looking for, like, real good information is like you're getting it from people actually doing it. And this is just their, this is their passion thing, you know? And so that's what I like about you.

[Kale]

Yeah.

[Brody Fossett]

That's hard to find these days. Right? Like, it's hard. I just want to.

[Kale]

Most people put a course together because they're struggling and they just need to sell.

[Brody Fossett]

Then you make money.

[Kale]

Yeah, exactly.

[Brody Fossett]

Yep, Yep. I went to kind of a mastermind group two weeks ago, and that one thing they talked about, reach, reach times. Oh, I'm gonna mess it up now. Reach times results equals like your, like, who you are, right. How successful you are. And so he's like, the problem is people out there, they have really good reach, but they don't have good results. And by default, like, they're getting. They're being successful, they're making money. And so he's like, it's so hard in today's day and age because you need the results and you need the reach. But, like, it's hard to decipher between, hey, is this person, do they have the results or do they just have.

[Kale]

Have the reach?

[Brody Fossett]

Right.

[Kale]

In other words, what he's talking about, reach is just attention, you know, so if, if somebody's basically saying, hey, I've got a half a million followers on Instagram now I just have a bunch of attention or reach.

[Trevor]

Yeah.

[Kale]

So I'm gonna come up with something bogus. Yeah. And just sell it. Because I have that much attention. Right. Which is not the right way to do it. Right. It's just more of a passion.

[Trevor]

It's more like a cash grab deal.

[Kale]

Right. If we, if we were doing cash grab on coaching and mentoring, we would have done that a year and a half ago when people started hitting us up.

[Trevor]

Yeah.

[Kale]

We actually tell people, no.

[Brody Fossett]

Yeah.

[Kale]

We're like, no, we don't want you.

[Brody Fossett]

Yeah.

[Trevor]

When we had 30, 000 followers on Instagram, we could have started selling, but.

[Kale]

You know, that's just not what it's about. You know, we want to do it when, when we have the time and the energy and the passion to put into it, which is something that we're working on right now.

[Trevor]

We're just literally starting to structure some.

[Kale]

Things, deloading our, our, our, our schedules, our plates, the day to day stuff to where we can kind of pop in and out and at the end of the day, as owners of the business, we should just be the individuals that. Creating the awareness on our businesses, not necessarily having to operate our businesses every single day. And so that's the shift that we're ultimately making. And so that we can do some of the fun stuff. Right. You put a course together because he enjoys it. It's fun to him. This is what obviously excites him, as you could tell on the podcast. And so it's just going to be good, genuine information I got.

[Brody Fossett]

Because obviously I get hit up a lot. Right. Would you. In this situation or what about this? Or I'm in. How did you do this here? What. How did you. You get your first property?

[Kale]

What's this type of answering all the same questions?

[Brody Fossett]

It does. And, and like, I can't answer it. Like, I'm not going to jump on a call with everybody. And I can only put so much content out there that people can like, you still got to make money. Yeah, yeah. Not only that, just that, like, hey, I can replicate myself exactly. And you can get more value out of it. And so that's ultimately what led to. I'm like, hey, here are the all the questions I get. What did I do that allowed me to first build six figures of passive income through real estate? Let me reverse engineer it, because I started with nothing. You know, you guys know I just talked about it, right? So what were those steps? And now how do I go teach people to do that and break it down so it's so simple. You can't mess it up.

[Kale]

Simplicity.

[Brody Fossett]

And then. And then if someone asked me like all these questions, it's very easy to be like, yes, all the answers are here. And you're gonna get way more of a beneficial answer than, you know, me responding.

[Kale]

Yeah, exactly. Two minutes. Because I'm busy. I'm trying to make money and doing. Do deals. Reactual real estate deals. Not. I don't make money in the dms. Answering your questions. Right. So create a course. Let them, let them get the information that's up in the dome, but not have to do it, you know, a thousand times for an hour.

[Brody Fossett]

Yeah, right.

[Kale]

You know, what is it, 13 to 14, 15 hours? Something like that of content?

[Brody Fossett]

Yeah, 14 and a half hours. Something like that. Yeah.

[Kale]

So guys, how, you know, you need to connect with them. How do they do that? How do you connect with Mr. Brody Fawcett?

[Brody Fossett]

Yeah. So, I mean, if you're interested in the course or coaching, you can go to realestate investingschool.com. really simple real estate education@realestate investingschool.com.

[Kale]

That'S where you want real estate investingschool.com.

[Brody Fossett]

Yep.

[Kale]

What's your Instagram handle if somebody wants to follow you and watch you do DM, you know, 62 miles and look like death.

[Brody Fossett]

Yeah.

[Kale]

Mile 55. Actually. There's a picture. You don't even have to look at the stories. There's a picture. He looks like death.

[Brody Fossett]

He's like, I almost unfollowed you because I thought you quit after I looked at that picture. Yeah.

[Kale]

I was like, bro, you almost lost my respect, bro. I thought you were quitting. Dying on the. Dying on the hill. I was about to unfollow that ass, dude.

[Brody Fossett]

No, that's not me. First last day in Brody Fawcett, so you can go there. A lot of real estate stuff. Is that flipping faucets? Okay, Faucets. My last name.

[Kale]

Bell Faucet.

[Brody Fossett]

FAU S E T T. And we'll.

[Kale]

Put that stuff in the bio of the podcast as well. So the website as well as his personal handle and the flipping faucets. And we're not talking about like sink faucets.

[Brody Fossett]

Yeah, I thought about going with the handle, you know, leaky faucet, but I didn't.

[Kale]

It remained a thought. You know, you didn't write it down obviously. So, yeah, it was just the thought in and out. So, man, we appreciate you coming on. It was a short notice. I saw him at the gym this morning at like 6:37 or whatever it was, and I said, why don't you come in and do a podcast?

[Brody Fossett]

Yeah.

[Kale]

And he made it work for us today. So we definitely appreciate that coming in on a short notice. And I thought it was super.

[Trevor]

I knew it would happen eventually. We talked about it clear back at the 100 dinner thing. And so I'm glad it happened today.

[Kale]

I was waiting to build it up and see if I could charge him five grand to get on the show. Yeah, bro, you'll sell it. Million.

[Trevor]

We'll promote your course.

[Kale]

And he's like, give us some commission. Yeah, no, we don't do any of that. We'd like. Look, man, we. We have a platform and, you know, we. We take it very serious about putting people on that one or just good, genuine people and the people that are really actually doing the. That they're talking about. So I know a lot of people have sent us messages about being on the podcast. Reason why we either don't reply or, you know, say no is because we don't know.

[Trevor]

Know you yeah.

[Kale]

You know, and a lot of the people that we bring on the show are individuals that we actually personally know, which makes us feel better because we're giving you guys information from people that we know are the doers and that are just good, genuine, great people. Right. So these are the people we surround ourselves with or that we see in our community that we see doing awesome things. So we bring them in for you guys to enjoy as well. So, guys, make sure you reach out to Brody if you're interested in real estate or it's even been a kind of a thought in the back of the mind. You know, go check out the course, go check him out a little bit, go poke around. But I don't ever think it's a bad thing to continue to educate yourself.

[Trevor]

Get the knowledge, get it from somebody else.

[Kale]

Right. You never know where you're going to be in five or ten years, but, you know, continue to evolve and add something new to, to, to the, to the mind, because that's what it's there for, is to learn and evolve. And it's a form of self improvement. Just having more ammunition to be able to figure out ways to make. Make money if you ever needed it. So.

[Trevor]

Absolutely.

[Kale]

Guys, we hope you enjoyed today's episode. I know me and Kel did for sure. Again, appreciate you coming on and go connect with him. Kick ass. Have a good one, guys.