B (2:34)

Yeah, so I started out, actually, really right out of high school. I went to community college and I was working full time because I couldn't, you know, I didn't want to take on student loans. Anything that you can't get free from by declaring bankruptcy seems like a racket to me. So I decided that that probably wasn't the best way to go against conventional wisdom. And this was 2014, so I was going to community college and I was working full time in. And I was making more than my professor at the time, my professor of engineering. And so I was like, hang on a minute. If I just dedicate myself to working, doing what I'm currently doing, I'm going to make more than this. This average salary that this engineering professor is telling me I can make after a few years. Right? So obviously a little bit of flawed thinking there, just, you know, due to income growth in. In specific professions and all that, but. So I dropped out of school and I started working and I worked at a distribution center and just worked long hours and got after it. Right? You're paid production. You could work as much as you wanted, work as much overtime as you wanted, and made more than everybody that I knew, including people who were, you know, college educated. So got after it, did what I could, saved what I could, bought a house. And my best friend was previously a mortgage professional in New York. He moved down here and actually close to me, and he got a job at a mortgage bank. And I was like, hey, man, I've always been interested in real estate. I listen to bigger pockets. I listened to you and Brandon and all that. So I was like, you know what? This would be really cool. This would be a good segue to get into the industry because I want to invest. I'm making good money now. But I also want to see what the industry is like from the inside. You know, how the sausage is made.

A (4:41)

Right.

B (4:42)

So I did that, worked there, went there to another bank, to a brokerage, and then finally Landed here. Um, and for years I actually worked two jobs. I worked at night at the distribution center and I worked mortgages during the day, including when mortgages was super hot in, in 2020, you know, 2022, you know, early 2022, when I easily could have quit the, the second job. Thankfully I didn't because mortgages fell off a cliff.

A (5:18)

Right.

B (5:18)

But I think that the lesson there is like for your young bucks out there, and I talk to probably three or four of them a week. Put your, your, your head down and just grind. Take the jobs that people don't want to take. Work hard and make the money. Right. There's a good motto or saying, I guess I think Jordan Peterson had it, which is opportunity lies where responsibility has been abdicated. Meaning you see these guys, you see these jobs, right? Plumbers, drywallers, distribution guys, warehouse guys, factories, etc. Nobody thinks about that anymore.

A (6:05)

For work.

B (6:06)

They all think, I want an office in bank of America this and that. The other thing, and I'm telling you, you can make a lot of money doing that. Buy a house. House hack. Exactly like I did. And you can start moving into whatever you want to. So I did all that. Ended up at the one brokerage and now I love it. I get to talk to people who are in positions that are better than I am as far as personally investing and also in the same position that I was in years ago. So it's super cool. There's just a lot of perspective there.

A (6:40)

Yeah. And were you familiar with my story where I worked in law enforcement and sold houses at the same time while I was buying them?

B (6:47)

I was, yeah. I remember hearing you say you worked 100 hour weeks and you were writing contracts from your car.

A (6:52)

Yes. So 100 hour weeks, that's not including like the driving time, which was probably over two hours a day. So it's like 110, 115 if you include it. I just was at work all the time and I would meet the notaries, like when I was taking a lunch break and I would tell them, hey, you've got like 20 minutes and I might have to get up and leave in the middle of this. I need you to be super prepared and sign everything as quick as I could and then write contracts from the car, look for things from the car. So it is possible to do what you're talking about. It's the same way I did it. It's the same way that I've seen anybody who's really successful do it. Even the guys who are full time in Real estate, they work like animals. They're constantly doing stuff. Right. We're hiring people, we're hoping that they help us. We're finding that they don't help us. We have to do it ourselves. You're trying to hire another person, you're training people. They don't work out or they do work out, then they want to leave and go do their own thing. It's really ruthless in the business if you want to be successful. This is what I found. So I'm interested to hear what you just said because it's. You were doing two jobs. You were working in a distribution center, and then you were writing loans. Can you briefly explain the difference between working at a bank and what it's like to write loans for a bank versus working in a brokerage, which is what we are and where you are now?

B (8:09)

So a bank, more specifically, it was. It's a mortgage bank, not a depository institution. But mortgage banks generally have very stringent guidelines and few programs. Right. It's their programs. So, you know, they have a little bit of a streamlined process there, but they don't have access to all of the cool programs that we have. They don't have, you know, different avenues they can take things. They can't really get creative. You know, it's pretty much, hey, David, do you want a conventional loan? Are you buying a second home or an investment property? Okay, do you fit our. Our box here, here and here? If you don't come back next year? And that's pretty much the only lever that they can pull to make things work. Right?

A (8:59)

That's.

B (8:59)

That's their buy box versus the one brokerage. I don't think we have lost a deal yet for something that was just impossible to do. There's always a way to do it. It's just whether or not it's worth going that. That avenue.

A (9:16)

Now, I was completely unaware of this, to be honest, and I'm sure most of the listeners are also. When I was getting loans, I would get to work, log in, get myself all squared away to take calls, go do a little couple, like, drive throughs of the areas that I was patrolling. And then I would jump on my phone or a laptop and I would look up different banks in the area where I owned a house, and I would literally Google their names and put them in a spreadsheet and. And start calling them. And I would ask the question everybody asked, what's your rate? What's your rate? What's your rate? And I was shopping or so I thought there's a feeling of control that comes from I'm doing work and I'm talking to people. And I was always frustrated because they would always tell me, oh, yeah, we can do that loan. Oh, yeah, this is our rate, of course, Mr. Green, we can do that. And then I'd put a ton of work in. I'd fill out the loan application. You know, I owned a lot of real estate, so I'd have to fill in the addresses and all this stuff manually all the time. This was pretty free. AI and then they'd come back and say, oh, you have too many properties. Oh, you live out of state. Oh, insert problem while we can't do loan. After I'd done all this work. So I hated loan officers, I hated bankers. I just had like a, these guys are liars and they will take advantage of you because I never got an honest answer. And they didn't care. Right. Because what they're thinking, I know in hindsight was get you in my funnel so I don't lose you, make you do a bunch of work so that you're pot committed. And then if there's a bait and switch that comes at the end, you're more likely to stick with me. And then I learned about this brokerage idea where, in essence, they would take my information and go do the shopping for me. They would go to all the banks that they know, that they talk to every day that they've already been working with, and they would know who's got the best rate, who's got the lowest fees, who's got the program that can work for what they're doing. And these were called brokers. So I thought, okay, is this like a middleman that's going out there and looking for the banks? And in essence, they were. But they're a licensed middleman who also does the same job of the loan officer that works for the bank. So in hindsight, I learned there's people that work for one source of money, one private equity fund, one bank, and they lend that institution's funds. And that institution says, here's the conditions on which we will lend the money. And there's usually, like you said, a very small buy box. Hey, we're looking for this kind of person and this kind of program. Then there's brokers that look for all the different institutions of money that are willing to lend in all these different ways. I had no idea it worked that way. I think most people probably don't understand it works that way. And I want to ask you, as someone who works For a brokerage versus what we're calling a bank, is it harder in one or the other? Like is it harder at a brokerage because you have to know more stuff.

B (11:55)

It's just different With a bank. You have very clear guidelines. So I can give you a yes or no before you've even finished your sentence on certain things as a broker. That same sentence that you, you give me that same information, I may not be able to take it to three places, but I may have six other places that are interested. So you just have to, you have to be more open minded. You have to be able to do your research and you know, be willing to talk to these banks etc, or these, these lenders, etce. But really you just, you have to have a little bit more of an open mind. Yeah, that's, that's kind of the, the biggest difference.

A (12:36)

But don't you, wouldn't you say you also have to know more details of different loan programs, at least the common ones that most people are using. There's just more to know if you're working with different banks?

B (12:47)

Yes. I mean ultimately a conventional loan is a conventional loan is a conventional loan for the most part.

A (12:52)

Right.

B (12:52)

Or FHA or va. Sure. There's some things that don't change. Right. You have your, your, your Fannie Freddie guidelines. Those are the rules. And then certain lenders have rules on top of that that are more stringent, something like that. Right. So all you're doing is, is you're just trying to figure out which one works best for the client. So with those kind of overlays, yeah, there's, you have to know a little bit more. But really it's the, it's the creative piece that kind of sets being a broker apart.

A (13:24)

Okay. If you were someone who was listening to this and thinking about getting into loans or becoming a real estate agent, becoming an insurance provider, becoming a contractor, all the different jobs that service the person who's buying the house, of which there are a ton. Side note, people like me are interested in improving the economy. I see housing as a huge provider of jobs. If you just think about everyone that makes money when a house changes hands, there's a title person, an escrow person, all the employees that work in their company. There's a mortgage broker, a mortgage loan officer, a mortgage processor, all the assistants that work in their company. There's a real estate agent, a real estate brokerage, there's a photographer, there's a contractor that had to do work, there's a home inspector, there's a pest Inspector, there's a roof inspector. We could go down the list of all the people that get their income from a house changing hands and that when the government raises interest rates and it stops homes from selling, that actually decreases how much money is coming in through taxes. It decreases how many people that are living in the country are making money and increases government dependency for social programs and unemployment, stuff like that. That's one of the reasons I'm up here banging this gong saying, hey, more people need to work in the real estate industry that are good people and we're going to get into that. But if you're listening to this and you're thinking about it, would you recommend that they go the direct retail lending route or the brokerage route and how would they make the decision?

B (14:57)

I think that it's going to depend on your personality. If you are the type of person who wants to jump off a cliff and build an airplane on the way down, jump right into being a broker. You're going to learn so much, you're going to get exposed to so much in your first, you know, 90 to 180 days. It's like drinking from a fire hose. It's crazy. And you'll get really good really fast if you get a lot of reps in, right? If you're the type of person who really needs like structured, regimented training etc, a bank is probably the better bet for you. Or retail, you know, like as we we refer to it, that's probably the better option. You're going to have a hey, sit down at your desk by 8 clock in. Training starts at 8:30, you break for lunch at noon and then you know you're done by 5pm kind of thing, right? And they'll go through and have a very regimented training program for you. So it's really just what shoe fits your foot better.

A (15:55)

So if you're a little more ambitious, you want to learn, you're like hungry for information, which to be honest is probably most people listening to a podcast about real estate, that's the people that want to learn like you. You're listening to bigger pockets. Brokerage model is better. If you're a little bit more in what I call the W2 mold, which it's not an insult but just intellectually speaking you're more comfortable and you want to stay in a position where you set an assembly line and somebody moves the widget to you and you sort of put it together and then stick it back on the line and let it go. Then the bank's the Better bet?

B (16:27)

Yeah, essentially. And to be clear, depending on the.

A (16:32)

Job.

B (16:34)

W2 is the biggest scam in the history of the world in the favor of the person working the W2. Because you can camp out in that W2 and do the bare minimum work. And somebody who is on the same assembly line as you can be doing a much higher level of work. And if you're in the same position, you're probably getting paid the same. In this kind of world, it's not like that. The people who work harder, who get after it, make more. I mean, you know, and that's true of anything production related or sales related. So I mean, if you're somebody who just kind of wants to have the widget pushed towards you, wants to learn a little bit, etc. W2's all the way. But if you're somebody who's super ambitious, you should come work for us.

A (17:18)

Okay, this is what I wanted to get into. Not just the come work for us part, although that is a part of it, but the mindset behind the W2 thing. I have written three books for real estate agents. I'll probably write more in the future. We're getting ready to launch a real estate brokerage where agents can come and get training and learn how to sell houses and be better. So guys, keep an eye out for that being aired on an episode. I've also written a lot of books for investors specifically about house hacking. That's in a lot of the books. And what I teach with house hacking is that people are looking at it like, like they're at a buffet and they're going to pick the strategy they like and they'll say, Well, I want a 4 plex because I don't want to share rooms with other people. But I also want a really good deal and I want a value add opportunity and I want it to be in the best part of town. And I'll say, well, fourplexes are never in the best part of town. It's always in an area zone, commercial and, or sorry, multi, family, small, multifamily. It's usually all tenants. You do not get as much appreciation in those parts of town. And their value add for them is very small. You can't just go get a four plex and fix it up and it's worth a lot more because there's less comps, less people buy them. And the people that do buy them are buying them for income purposes. So they're not going to pay as much. Now single family homes have way more meat on the bone. If you want to add equity, way more opportunity to be creative, but they're harder to make work as an investment. You can't try to pick the best from every single strategy and throw them all into the one super deal, which is what a lot of people work. So I came up with this framework that you should look at like a spectrum. On one end of the spectrum, you've got comfort. On the other end of the spectrum, you've got profit. And I would say to people that would come to me on the David Green team and ask about, like, hey, I want a house hack. I'd say, I want to get you as close to profit as I can on the spectrum without going so far that you can't handle it. So for you, do you have a kid? Do you have a spouse? Do you have a whole family? Is it just you? What's your level of the opposite of comfort, of the words? Evading me right now to being willing to push the limit of your discomfort? If you can get into this house with four bedrooms plus a den and an office that we can convert and make it six bedrooms, you could rent five of them out. You can fix up the rest of the house. You're going to have a little bit more work renting out rooms, but you're going to be able to get a better deal. We can find something no one wants. We have all the benefits, but it's not comfortable. You're sharing a space with other people. You might have to share a bathroom with somebody else. I think Craig Kerlop from Biggerpockets, who wrote the house hacking book for them, he literally slept on a couch in a house that he owned so he could rent out all the rooms to other people. We used to make jokes that Craig would, like, literally rent his clothes out to other human beings if he thought that he could make money from it. It's not comfortable. Brandon Turner, my best friend, he did the same thing in the first house he bought, and he's humongous. This dude is like 6 foot 5 and he's curled up on a couch like a. Like a wet spaghetti noodle, trying to, like, fit it on that thing so he can rent out the bedrooms. They made more money on those deals, but they weren't as comfortable. Now, let's apply this to the W2 world that you brought up that I really want to get into. I've talked about in my books that most agents, in my opinion, do not succeed because they have the W2 mindset. And I described that as this brainwashing. Effect. And by the way, if you're listening to this, I worked a W2 job for years. I'm not against W2. I am against what it does to your brain. Like how it. How it kills you, right? You get paid for existing in a workspace. You get compensated and rewarded financially for being in a building on the clock. Some people at the W2, everyone knows this. Work their butts off. The 8020 rule lives in the W2 world. 20% of the company is doing 80% of the work. So if you're one of those people, you're probably. You have job security, but you're not making more money than the bump on a log. Who's. Who's dragging butt, we might say, and not keeping up with things. It's like that at the police department. It's like that at the firehouse. It's like that at every company. You've got rock stars that are crushing it and they're carrying the load for the people that are not. The problem is they are not compensated. Like, my mind always takes these ideas and turns them into pictures. And I get this picture of there's someone working really hard and they're creating a lot of value. And that value looks like water in a bucket, that the water should be converted into money for the worker, but it's not. It's actually siphoned off to the 80% of the people that are doing nothing. So this person's working really hard to create this water. And that water goes to benefit the people that are not working through comfort. They experience it by comfort. They don't have to work as hard. They don't have to pick up the heavy thing. They don't have to move as quickly. They don't have to deal with the stress or the. What you said was responsibility of getting the job done. So when you're on, like, a basketball team or a football team and you're doing really good, what you often do is make it easy for your teammates to not work as hard. They receive the benefit of your work. Now, some people are okay with that, and there's not. I'm not making a moral judgment. I'm just making an objective observation about this. But that mindset kills real estate agents. They get in the office and they're like, I'm here, I'm working. They sit at their desk and they call it working. They open their computer and they look at emails or flyers in Canva, they call it working. And they don't find any clients. And then you get people they Go to barbecues, they go to bar mitzvahs, they go to church, they go to softball leagues. They're just everywhere. And they meet humans that need a house, and then they go show them homes and they write offers and. And these are things that turn into Money. These are KPIs, and they're not in the office. And their brain is not under that impression that it's working, but it is. It's doing the things that make money. Am I making sense here? Yeah.

B (23:04)

Yeah.

A (23:05)

And I mean, yeah, I'm constantly trying to break people out of that W2 mindset. When you get into the 1099 world, because you're. You used to be a house cat that someone brought your tuna, and they opened it and they said, here you go. All you gotta do is walk across the room and eat it. And that's a W2 job. Show up, do the bare minimum so you don't get fired and you get to eat versus. You got to be a tiger. You gotta hunt. If you step on that twig and blow it, then that animal gets away from you. If you picked the wrong animal to go after and it was too small, there were less calories than you burned to get it. If you pick an animal that's too big, you burned a lot of calories. You couldn't bring it down. There's a blending of wisdom and skill and hard work and dedication. You're in the big boy, big girl world now. Now, it forces growth because you will starve, but it also builds muscle. Right. I'd much rather be a tiger than a house cat. And I've had a difficult time, I would say, in my career, conveying to the listeners and the employees that come to work for us, I think I've done better than other people have. But overall, I'm missing somewhere. In helping people understand the point you made about Jordan Peterson. Can you repeat what it was about? The responsibility and opportunity?

B (24:20)

Yeah. Opportunity lies where responsibility has been abdicated.

A (24:25)

Right. So what he's saying is where people have said, that looks difficult. I don't want to do it. I don't want to take the responsibility for that. There is opportunity as 1000%. Right. Everybody is usually rushing to what they perceive as the easiest way to make the most money. So people will tune into podcasts, and if you're listening to this and you feel convicted, if you feel that feeling in your heart like, oh, he's talking to me. This is us speaking to you out of love. This is not a shaming at all. It's probably holding you back at whatever you're doing in life. Your relationship, your fitness, your, your career, your vocation. This is holding you back from being the best version of you. There's an instinct that's like, what's the, the new method that works in real estate. And I watched these people move like locusts from one field to the next. Right when I got in, it was. Nobody was buying at all 2010. So I had to convince people to buy. And I came up with this idea that if it cash flows, you're going to be okay. So cash flow became a really popular thing. And then the cash flow dried up because prices got too high. And then it was like, hey, don't be afraid. Go invest in another area where there's still cash flow. This was long distance investing. And then I ran out of money and it became the brrr thing. Hey, don't be afraid to take on a project. Like you got to fix it up. You can't just buy a turnkey in another area. That was the hurdle. Now I have to convince people why it's okay to buy a fixer upper. And so I write the brrrr book. Now I'm combining brrrr with long distance and telling people how to do that. And then investors are basically just moving from city to city to city. Memphis was hot. Atlanta was hot. Birmingham, Alabama was hot. Madison, Wisconsin. The. The where's everybody else investing? And then that didn't work anymore cause there was too much competition. And then it became Buy Short Term rental. And then it became Buy Medium Term rental. Then it became buy sub 2 buy creative. Do the pad Split. Everyone listening to this, you see that pattern? There's always a new thing that someone's telling you. This is the easy way to do it. NFTs were really popular for a minute there. Crypto was really popular and everyone loved it. Cause it was easy, easy, easy. You don't really need a skill set to do well with crypto. You just have to buy the right thing, push the right button and do well. But like what you said is that the opportunity is where people are avoiding responsibility. This is a problem with human beings. We are looking to hide from responsibility. I think this is one reason that people aren't having children as often as they used to. You got to be responsible for something. They're not getting married as much as they used to. You got to be responsible for another human being's well being and to a degree, their happiness. Responsibility destroys comfort. Be the best way I could put it. Okay. When I was, when I was growing up. I'm probably. You probably don't remember this, but the trend in exercise was it's easy and you could do it from the comfort of your own home. Okay. So you'd get some, like, cute blonde gal with sweatbands on her wrists and her head doing, like, crunches on the ab roller. And she's like, smiling like, this is so amazing, right? I gotta six pack. And it was easy. And everybody was fat. Nobody was in good shape back then. And then CrossFit came out and they were like, this is so insanely hard that we have to create a cult just to get you to keep going. Like, you won't come unless we have this, like, really strong bond between all the psycho members to do these workouts. But they're difficult right now. You can tell the difference of a body of someone that does crossfit versus someone that works out at their house with their little, like, ab roller or their thigh crunch or whatever the thing is that they have. That's what everyone's hiding from. So I went on a long monologue there, but I want to turn it back over to you and just say, can you share some of the life lessons you've learned from taking the difficult road on purpose? You looked for opportunity where other people were abdicating responsibility.

B (28:24)

Actually, that was exactly where I wanted to ask you. But something to point out there, there's people who are insanely jacked who work out in their garage, and there's people who are not insanely jacked who go to CrossFit every week. So, like, different things work for different folks. You just have to know what you are. Right. The person who's crushing it in their garage by themselves, listening to Creed, you know, getting after it, you know, like to. To bring it to the Internet meme.

A (28:53)

Right.

B (28:54)

They're probably the kind of person who. They're that lean tiger who's going to be able to go out and just eat what they kill. And like, they're, you know, they're good versus the person who, like, has to have the CrossFit thing. Like, I'm not bashing either one. They're both good. If they work for you, they work for you. Yeah. One of the things that I wanted to ask you, although I think you kind of answered it, is like, one of the things I've learned as I've gotten older is the hard way is actually the easy way. Everybody spends so much energy trying to find, like, well, what's the easiest way? How do I optimize here, how do I do this? How do I do that? They. And they try and over optimize. When in reality, what you, what you need to be looking for is effectiveness. You just need to be effective. So if I just know that I can start walking in a direction and like I'll get there eventually, or I can stand on the same, you know, patch of sidewalk and try and hitchhike for 12 hours, if I just walk, I'll get there in three. Like, you might as well just walk. It seems like the hard, the hard way actually is the easy way and people just kind of forgot that.

A (30:02)

Well, what's the thing people say? Choose your hard. They're like, you can do a hard workout right now, or you can have a hard time in old age when your body's falling apart, or you can have a hard time buying organic food and eating clean now, or you can have a hard time with diabetes later. Like that. There is an element of that to work. And I know I don't want to talk as much as I'm talking right now, but I'm so passionate about this topic and I, I need to find a way to get it out there. It looks to me from my position like owning companies, not even owning the company. It's just being in the position of being responsible. Okay, I'm helping this person to find a house to buy. I'm their agent and then I hire assistance and I hire showing assistants and I hire admin to help me with the job. They don't like the responsibility of getting the job done. They want someone else to take it from them. Right. But when you're in the position that I'm in, you see, oh, there's a subconscious motive here of I don't want to be responsible for that. I want David to do it. Oh, they might be mad about this or I don't know the answer for that, so let me push it to someone else because they know they could ask the home inspector the exact same as I could ask the home inspector. What does it mean? Right. There's something about the trusses having dry rot. They don't know what that means. They always would go ask me. Or there's an issue with the title, or there was an issue with an easement. And then I'd get on the phone and I'd call the title company. I'd say, can you explain to me in normal human language what this means? Or the appraiser, they could do the same as me. They could have all done it. They didn't want to. They didn't want the responsibility. They didn't want the possible. Oh, what if I don't understand? What if I look dumb? What if they think less of me? All these questions would go through their head. But to my perspective, I saw you care more about your pride to a stranger, that you will never see the appraiser, that you don't know what a word meant, that you don't want to ask them. Then you care about the client or your boss not having to do it so your boss can find the next deal that the client would need. This was like a really tough pill that I had to swallow that I think a lot of other people haven't swallowed. That when you make the choice to not learn something new, not do something hard, you're choosing your comfort is what you're really doing. Over your financial future, over your work, your. What's the word I'm looking for here? Your value to other humans. So I recently went through a situation where I ruptured my bicep tendon in the Smoky Mountains, put in an arcade in a truck. It's why I got this thing on my arm right now. They had to reattach it. And it's funny because you and I were actually took one of those arcades off the truck and it was the same system of I was putting this one on. The other guy wasn't as strong as you when he dropped it. And I had to catch both sides and it just ripped right off my bone when I caught it. And I needed a doctor to put it on. It's a time sensitive thing. The longer you wait, the worse your recovery is going to be and the worse your range of motion and strength. And it's your attendant supposed to be attached to a bone. It's not supposed to be floating around in your arm. And it was very difficult to find a doctor that had a opening in their surgery. Now I went through a very long process. We won't talk about it here, but I got a new primary care doctor who had it in with a orthopedic surgeon that was incredibly good. He's like, this guy is so good, he will leave a meeting, go into a surgery that another doctor has botched, fix it, and then wash his hands and come right back in. In the meeting, 20 minutes later, he's that good. But he's like, I'm going to tell you, he's kind of an a hole. He's not a nice guy. It's like, well, I don't really care. Like I'm not trying to find a poker buddy here. I need someone to attach this thing on my arm. He's like, oh, well, then he does so many surgeries a day, he can throw you in his schedule. And I had this, like, epiphany that we in America tend to value how nice somebody is, how accommodating they are, how kind they are. These are all the values that we would say, you know, you should esteem to be. And they're not bad, but they almost come at the expense of your skill level. Because to me, thinking about going the rest of my life not using my left arm, which is, like, the fear that I'm dealing with as I'm calling 40 different doctors, and none of them have time on their schedule to reattach it. I don't really care how nice you are. I want to know, did you get after it in your residency? Did you get after it? Did you push yourself? Did you really learn what it is to be a good surgeon? Or did you show up every day in a W2 mindset, in a. Like a mindless drone just going through the process of what someone showed you to do and never trying to get better at your job? That doctor was more useful to society at large as a jerk than the nice person was. That was comfortable. And I've really just been wrestling Wyatt with this idea in my mind that it might be that the value system that we live in in America right now is not the healthiest. We are constantly promoting niceness. I would have so many gals that would answer the phone of the doctor's office that were so nice and SW and zero help. Zero. Well, can you. Can you help me with finding a way. Can we know if he can do surgery? Oh, I don't know. I'm not the surgery person. Do you know the phone number, who those people are? Oh, I guess I could give you that. Like, they just didn't care about solving the problem, but they were so nice and sweet. How many people do you come across in your day? Account executives, underwriters, different processors, different banks that have programs that are nice and useless, versus a lot of times the people that are the most helpful can be kind of gruff, can be kind of rough around the edges. Like, we've had this issue, like, with Christian, where he will get on the phone with an account executive and be like, you're gonna do it. This client needs to close this deal. Here's how you're gonna do it. Here's why you're gonna do it. Get it done. And they Will do it. Okay. Like 100%. Yeah. Now, Christian is a nice guy. He is not nice to that person in that moment. That person wouldn't walk away and say, christian's a nice guy, but he was valuable to the loan officer that needed a loan closed, to the client who needed the house. And part of being valuable was not being accommodating. Am I making sense with this?

B (36:10)

Yeah, I think there's like a. There's a distinction, right, between, like, being nice and being kind almost.

A (36:18)

Right.

B (36:18)

Like, another way to think of it is, like, polite and effective. Right. And to be clear, if you can't tell by my. My voice, I'm from the South. So we, you know, pride ourselves on being polite. And I always try and be polite to everybody. That's just something that, you know, hopefully makes my mom proud. I guess we'll see. But, yeah, if you're super polite and you're super nice, but you have the effectiveness of a wet noodle, that doesn't help anybody. Right. Versus if I can get on the phone or Christian. Christian is a. Is world class at this.

A (36:52)

Right.

B (36:52)

If he can get on the phone with somebody and get something done, you know, it's not necessarily going to be a conversation where you're like, man, I left that feeling good. But you have, like, it needs to get done. So it's more. It's more. Can you be effective with it? Right. Because, like, that client, the. The kind thing for them, like, that's their earnest money that could be at risk or something like that. And it's like, are we going to stand on ceremony and. Well, Mr. Account Executive, you see, the problem that we're having is xyz, and I was wondering if you could. Da, da, da, da, da. And oh, no.

A (37:28)

Okay.

B (37:29)

Versus hey, Mr. Account executive, here's the problem. I read your guidelines. This is what's going on. I need you to get that underwriter on the phone for me, and I need you to get it now because these guys are going to lose money, and that's my responsibility. Like to your point earlier about everybody kind of wanting to put responsibility off. Right. And this is something that I learned in my previous role. Also here, I guess, is a good leader, which I aspire to be. If my team messes something up, I'm responsible. If I mess something up, I'm responsible. If something good happens, my team is responsible. Right. And I'm always responsible for reporting it up to, you know, whoever it is, Christian, the client, the, you know, agent, whatever it is. But anything great that happens My team is the one that's responsible for it. Anything bad that happens, I'm the one that's responsible for it. So it's like if you want to get into this eat what you kill world, you have to be okay with that. You have to be okay with being responsible for all of the errors, all of the, you know, issues, etc, and you also have to be okay with not being the glory hound and being able to say like, hey man, you know, I'm here. But my team did a great job. The one brokers did a great job, you know, like whoever it was, Christian David, you know, processor, loan officer, et cetera, did a great job. Wasn't me, it was them. So yeah, just, just two things there that like I think deserve. You could probably riff on them for a full episode.

A (39:09)

Here's the difficult question, because what you just said, I can convince most people of that. When you're doing great, you need to give your team credit when they do a good job. Okay, here's where I'm struggling. Sometimes your team does not do a great job. Sometimes your team takes the easy road and abdicates responsibility and they want you to deal with it, which stops you from being as effective, which stops you from getting as many clients, which stops them from making as much money. They're the person on the team who's watching you score all the points and like, okay, cool, I don't have to work as hard. But when you're working hard, you want everyone else on the team working just as hard to help you be successful. What do we tell people who are not finding the success in real estate they want? Whether that's buying properties or managing properties, or improving the revenue on their short term rental, or selling more homes as an agent, whatever it is that you can get the message across where they don't reject it and unsubscribe from the show because they don't like how it felt about what needs to change so that they can be more successful.

B (40:17)

I mean ultimately, like I'll relate it to us, right? In our line of business, agents, clients, etc, they don't care who it was that dropped the ball, they don't care what happened, etc, they care about results. So if I call them and say, hey, this thing is fixed and you're good, you know, great. If I call them and tell them, hey, this thing is messed up and it was, you know, X person's fault, it doesn't matter, they don't care whose fault it was, they care that it's messed up, that's a conversation that, you know, myself and X person should have behind a closed door, not in front of, you know, a client where you're, you know, saying, oh, XYZ happened and yada yada, yada. Because to be clear, in this business, you want killers on your team. I want people on my team who are going to hold me accountable and, you know, who are going to push and strive for the highest level. And if they're not, then that's either a coaching opportunity or, you know, maybe the wrong butt is in the wrong seat. And that's okay. Maybe to your point, they're more of that W2 mindset than, you know, like a, an eat what you kill mindset. But for, for someone who's trying to maximize their portfolio or maximize their investments or whatever it is. For instance, like a short term rental operator, right? If the client complains to you that the short term rental wasn't clean, you're not going to go to the client and say, yeah, well, you know, Cindy, the cleaning lady was kind of sick last week, and so it didn't, it didn't quite get cleaned the right way. And this, that, the other thing. And like, I'll take it up with Cindy, right? You tell the client, oh, my God, I'm so sorry. Here's what we're going to do to make it right. You're 100 correct. That's on me. And then you go have a conversation with Cindy and say, like, hey, listen, I know you were sick last week, but you either need to get some help or we got to figure this out. Because I can't have that happening with clients. You know, when they come to stay here, they need to have a great experience. You're going to get sick sometimes. You're going to have a flat tire sometimes. We have to figure something out there.

A (42:20)

Do you think that more people would benefit that have the W2 mindset if there was pressure put on them in a healthy way to adjust to the 1099 mindset? Or do you think that there's 1099ers and there's W2ers and that's just the way that they are and it's not going to change.

B (42:40)

I think that anybody can change, but it's on a spectrum. I think that certain people are high agency humans to, to put, to quote Chris Williamson, you know, if I was in a prison in a third world foreign country, I can name on one hand the people that I would call and, and know that they would be able to get me out of that right. Those are high agency people. Those are the people that eat what they kill and they're always going to crush it, no matter what realm of human endeavor they're in. There are other people that I might call and might sympathize with or, you know, oh, man, it sucks that you're in third world prison and this and that and the other thing, but they're not going to be any help.

A (43:32)

Those are the ones giving you empathy. Oh, my God, it must be so hard to be in a third world prison with rats nibbling at your skin while you're sleeping and taking pieces off. Oh, there's so much empathy. I send hugs and prayers your way, but they're not willing to go, like, go fight to free you, much less trained to get ready to go fight for you. Right?

B (43:53)

Sure. Yeah. So I'll tell you a story. And you might want to cut this out. I don't know. But my best friend, we've been best friends forever, and he is just ruthlessly honest, which is the nicest thing that you can be for your friends, right? Or kindest, I guess, however you want to put it. But I was getting a little fluffy, you know, I was dedicating myself to work, just trying to get after it, and the gym had fallen off the priority list a little bit. Hadn't seen him in two or three weeks. I see him and he goes, hey, buddy, what you got going on there, man? And I'm like, yeah, you know, I'm doing this and this and this. And he was like, I'm gonna stop you there. We're hitting the gym tomorrow. And I was like, oh, yeah, you know, we could do that, but I got to do this, this, and this. And he goes, buddy, you're getting fluffy. And I was like, oh, okay. Meanwhile, like, my wife at home is like, honey, you look great. I love you. You're fantastic. And da, da, da, da. And they're like, I needed that tough love. My buddy being like, hey, bud, you're fat.

A (44:50)

All right, cool.

B (44:51)

I needed to hear that. Get in the gym and get after it. Coincidentally, he's also one of those high agency humans that I know for a fact would rent a plane and jump out of it like the Expendables, blow the roof off that prison and drag me out of there by my ankle if he needed to.

A (45:04)

So you know how I know he's that he would do that for you? There's. There's three levels of what we're saying. There's a person that will not tell you that you're fluffy because they don't want the smoke that comes from hurting your feelings. There's a person that will tell you that you're fluffy and that's it and say, I did a good job. I told Wyatt he's fluffy. Then there's the real friend. This is level three. They will tell you the truth and they will go endure discomfort themselves to help you accomplish it. Yeah, right. Like we, we briefly talked when we were in Tennessee about like faith for just a little bit and my faith of why I put faith in Jesus and it's because his definition of love is you don't just tell people what the truth is. You get down on the ground and do the push ups with them. You get in the mess and you join them. Because that's what love would do. The love would go say, I'm gonna go jump out of the plane into hostile territory and free my friend. And for the person who goes, well, I don't know how to shoot a gun. I don't know how to do that. Well, love would train to get ready to go get that person out of there. And the best human would already be ready when it comes. But they're not always nice. That's okay. I'm all right. If the special forces soldier coming to get me maybe wrestles with some demons from some of the stuff that they've seen, are they good at what they do when it's really important? And you know, this isn't about the specifics of these things, but I love your point that if you're a human being who's willing to not only point out the truth, but get in there and help other people, which is, I think, what you're doing for your clients, hey, your strategy isn't going to work the way you're doing it. You're going to have to do it this way. But we can get there with this method. We can get to what you're trying to do. Here's the path, this is the way to go. That's what real love is. That's what actually benefiting people would be. And I'm hoping that as people are listening to this. I think I said hoping right now. I meant hoping. Where did I get that from? Made up a word. I'm hoping that as people listen to this, they're recognizing this might be why they haven't broken through through to succeed at what they want. Because you, you're not getting the best out of yourself. If you are not putting yourself in these positions where you're Training to go get somebody at a nom where you're not willing to have uncomfortable conversations, where you're not looking to be of service to your job. I mean, this is a really. It seems basic, but it's so true. If you are not already the best person at the job you have, you're probably not going to be even good at the job you want. There's a lot of job hopping, like in relationships. You'll see this, too. People bounce from person to person to person to find the right fit, and they never think about being the right fit. You're in a relationship. I'm not, but I. But you are. Right. And I know from your mentality that you have the attitude of, I, Wyatt, will adapt to what the situation needs of me. I watched you stop what you were doing, helping me, and go hold a baby so that your wife could get a couple bites of food in without even breaking concentration on the conversation that you and I were having. What she needs at this moment, what I need at this moment, helping me with the arcade machine that we are trying to load versus where we're going to put the bar in the billiards area. You're adapting in all of those cases to be what the situation needs. That makes you the right fit for a whole bunch of people. It's probably why you're really successful right now. Other than, I don't want to change anything about me. I need to find the right job, the right human, the right whatever to be in a relationship with that's going to make life easier. I just really want to emphasize that's probably the missing ingredient for 95% of people. They're looking for a circumstance that does not exist, rather than becoming what that circumstance would required. Now, with that said, I'm going to turn it back to you, and if you disagree with that, you're welcome to let me know. Or if you have examples of how that has served you in your career, I think that would benefit people to hear as well.

B (49:00)

Yeah, I mean, there's a lot there. Okay, so first off to your previous point, everybody should go look up Tim Grover. He was the trainer for Michael Jordan.

A (49:12)

Yeah.

B (49:12)

Then they should go, there you go. I missed that. So. And then you should. You should go watch the Last Dance. Michael Jordan and the Chicago Bulls were dominant. A dominant force. No one could argue that they were the best at what they did at the time that they did it, which was arguably some of the most competitive times in that sport. Right. I'm not a big sports guy, but I Respect killers in their respective realms, right? A lot of his teammates hated him because he drove so hard. Same thing with Kobe. You know, that's. That's to the point of being effective, but not necessarily being nice or polite about it, right? They wanted to win, so putting a pin in that, going to. Being the right person. And to be clear, my wife is fantastic, and she is way better than me at so many things. I fall short all the time, but I work on it, right? And part of that is trying to be the right person, Wake up early, go to the gym, you know, do the things that are needed, etc. So many people say, oh, I want to go work here because I'll make more money. Oh, I got. I want to go do X because I'll make more. Oh, I need to make more because of this. Oh, this, that. The other thing. One of the things that I think people should really consider, especially, like, my young bucks out there, right? Like, I'll talk directly to my. My young guys out there, 18 to 25, that are getting after it, you know, no kids, not married, just. Just trying to make their way in the world. Focus more on being the type of person that gets paid a lot because they're so effective. Not, I want to make a lot of money. There's a difference. Focus on being the type of person that the fit chick or the, you know, whatever is attracted to not going after them. Because if you are the type of person that deserves those things because you put the work in, because you're a good person, because you get after it and are doing all those things and laying the groundwork, that'll find you. Hilariously, I found my wife at a bar. I walked into a bar. I wasn't looking for her. Found her in a bar, bro.

A (51:36)

She found you. From the way you tell the story.

B (51:38)

Yeah. And actually. And actually, she walked up and, like, found me. Best thing that's ever happened to me, right? But, like, I was working two jobs at the time. Didn't drink. That was the first time in. I think it was four months that I had had a drink, and I was out with my buddy. You know, we had, like, a day where we were just. We walked from bar to bar, and I had two drinks throughout the day. That was the first time. And it just so happened I met my wife that day, who was our bartender. Wild. But I was working two jobs, so anywhere from 16 to 18 hours a day, going to the gym, getting after it. I was leaner than I am now, you know, new dad status. And I was just laying the groundwork. I wasn't looking for anything, I wasn't expecting anything. I didn't particularly want to be in a relationship or anything like that. And she found me. Please, if, if nothing else from this whole conversation, take the fact that you can just do the work and the things will happen. Right? So to your point of faith, I'm going to use instead of faith with a capital F, I'm going to use faith with a little. A lowercase F. Right. Faith is doing the work and just knowing that the result will come. Focus on the work, not the result. Because if you just put one foot in front of the other, eventually you'll get where you need to go. So if you were focusing on being an effective human, put one foot in front of the other, learn the skills, listen to the podcast, watch the videos, go to the seminars, whatever it is, you know, stack your building blocks. If you're focusing on being a fit person, go to the gym. One foot in front of the other. Right. Build that track record of being an effective human and go through the actions that make you that. The results will just materialize. You'll be shocked.

A (53:37)

You want me to give you a practical example of that would support the truth of what you're saying?

B (53:42)

Yes, I would love.

A (53:43)

We get real estate agents that want to join my brokerage or loan officers that want to join the one brokerage, great example. And they'll come and say, hey, I have a license, tell me your splits. That's the first question everyone's going to say. And then they'll say, what kind of leads do you give? Like. But basically what they're saying is, I'm a tiger, but I want to be fed tuna. Okay, tell me about your tuna. And then we'll say, all right, well, what kind of loans do you do? I do conventional loans. Okay. Do you know dscr? No. You know helocs? No. Do you know bridge fix and flip? No. Can you do commercial? No. What about ground up construction? No. Okay, well, the problem is if somebody comes to us, we don't know they want a conventional loan, and we don't have someone that screens the person, finds what they want, and then hands them to a loan officer that knows how to do that specific thing. That's just too many steps. It's not good for the client. And that's a whole other set of salaries that have to come in. We need to give you to a loan officer who will help you figure out the right loan for you. That's what our branding is about it's not to make the loan officer's job easy. It's to make the cleanup client's experience better. And the person will be like, well, I don't. I'm not getting paid to learn all that, so I'm not going to learn them. You see, the problem that we have here is they want me to build a system that makes them comfortable, and I want them to become the useful human that can help a client so that I can feed them. Imagine the Universe is the 1 brokerage, and the person listening is the loan officer who's walking around saying, what's the job that's going to cater to me? There's probably so much opportunity in the universe that cannot find its way to you because you didn't want to go do the things that you just said, why the person didn't to become the person that could be useful for it. There's a woman out there that you would love and lead and guide and protect and make so happy, but she can't trust you because you're not doing those things in your life right now. You don't have the skills. There's a prisoner of war out there that really needs to be rescued, but they can't tap on your shoulder to go do it because you're not practicing and training. We have this mentality that says, you give me the money and then I will try. You give me the playing time and then I'll improve my. My game versus the way the universe works is we have to beat the other team. Who's my best player? If you're working really hard in practice and you're getting better, I can put you in there. If you're listening to the instruction I give you, you'll get better. If you're bullheaded, if you're stubborn, if you don't want to take instruction, you won't get better. You can't try to manipulate me into giving you playing time. And if you try, it won't work. You just hit on the head. Where I'm seeing so much of America is struggling right now because we are coming out of eight to 10 years of being told you are owed something. What is the government going to do for you? What does that old JFK line, Ask not what my government can do for me, ask what I can do for me, my government. Right. It's just that attitude is what we should have. Ask what I can do for my team, not what my team can do for me. Ask what I can do for my client, not what my client can do for me. Of course, we all want money. But you can't say, I'm not going to put an effort until I get money. You have to say, I'm going to put an effort, trusting that the money will come. I love the point you made. And from my perspective, I see this practically every day. I could give a real estate agent the lead. That's what they all want. Well, give me a lead. Give me a lead. Give me a lead, and then I give you the lead. And the lead can tell you don't know anything. You don't know the difference between your butt and a hole in the ground. You're going to fumble that lead. They're not going to trust me. You're not going to get paid. The lead was not what you needed. You needed confidence, you needed knowledge, you needed skill. How are you going to get that? Well, you didn't show up to the trainings. You didn't take it upon yourself to learn this stuff. You didn't go to the seminars like what you said. These people are really, really concerned with making sure no one takes advantage of them. I don't want to work for free. Right, but they don't know anything. You're an apprentice. I work for free all the time. When I was new in my office, I had already bought 10 houses, and I'm asking every agent in there, can I help you? Can I go to the open house with you? Can I put out your signs with you? Can I put that mls, that listing in the MLS for you and you can just come and tell me what I missed? Can I go to your house when the photographer is there and open the door for him so you don't have to go? Because I want to learn what photographers are looking at. I wanted to work for free all the time, and then I just learned more than everyone else did. And then I had a lot of confidence when I spoke to clients. And what do you know? I got a listing. I could do this forever. I need to not do it. But I am so passionate about people understanding. You have to get out of the. What you just said. Like, I don't want to make the steps until I get paid because the client is the person who makes the decision of who gets the money?

B (58:24)

Yep. You want to hear a secret?

A (58:26)

Yeah.

B (58:28)

Since before I started at the one brokerage to now, currently I have paid for coaching as an ELO outside of work. I pay for it out of my pocket because in my mind, it's an investment in my skill set and in my Career. If I can take that skill that I learned in coaching and then bring it to where I work makes me more valuable as an employee, as a leader, as a lo, As a everything. Right? And, you know, let. That's. I think that that's the. One of the best things that you can do is. Is go actively seek the things that you're lacking, even if you have to pay for it. It's an investment, right? It's not a cost. Everybody thinks it's a cost. It's not a cost. It's an investment. And more people should have that mindset of, I'm going to invest in myself, right? Because why should David invest in me if I don't invest in me? Why should my wife invest in. Or why should, you know, the woman you're chasing, Right? You know, Scarlett Johansson or whoever, Right? Why is she going to invest in me if I don't invest in me? You have to start that. You have to be the one that takes yourself seriously, invests in yourself, etc. That's huge. People who do that crush. A lesson that I learned previously when I worked at the distribution center. So, you know, a lifetime ago, I was in a role that was new, so it wasn't very clearly defined. I got all the work done that needed to get done for that role. And then I would go walk around and I would say, hey, man, show me something. Teach me something. Shout out to Scott Winterburn and Dylan Pond. I would just walk up to him, hey, man, show me something. And then they'd say, hey, this is what I'm working on. This is how I do it. I learned so much from that. And it was five to ten minutes a day of just investing in myself by having conversations with the guys next to me.

A (60:28)

Yeah. When I think about every job I had, it was. I literally did what you did. When my first job that I had. Well, my first job was making sandwiches at like. Like a Togos. It's like Subway. It's kind of a place. Then I got a job in a restaurant, and I would go do my job as a busboy. When everything was done, I'd go ask the waiters, what do you need? Because we had to make our own salads, we had to pour our own soup, that we had to run our own food. It was crazy. There was almost no support at that place. So they were always stressed and always needing help. Well, guess what, Wyatt. I learned a whole bunch about how to do the job of a waiter by doing a thing. Now, there was people that told Me at that place. Why would you do that? That's not your job. You're being taken to advantage of. That's what every single other busboy said. And my boss would hear from the other waiters, David's amazing. We love this guy. He's so great. Can he get more shifts? Can he work more often? I just want David all the time. So then when the. When one of the waiters got fired, I was the first person to get the shoulder tap. Pretty easy transition because I already knew how to do 80% of the job of the waiter because I had doing it now, the other bus boys didn't think that was abusive anymore. I'm making like seven times as much money as them, and we're all the same age. And then when I would get done with my tables, I would go ask the other waiters, what do you need? Where are you behind? Oh, my God. I need food run out to that table. I need these salads made for these people. I need these desserts made. I need that table cleared. And I would just go as fast and efficiently as I could. I was worried about the client in the restaurant. Well, guess what? My boss saw that. So when the party of 25 comes in instead of two, guess who gets that table? It's going to be me. I'm going to make way more money. The universe will reward it, but not in some woo woo. Esoteric. The secret. It's very common sense. People are looking for the best human they can get to do what they need. And if that's you, they're all going to go to you. I think this is one of the reasons why when I met you, I liked you. I'm getting to know more of why I sensed an energy about you that I liked. It's that you were doing this your whole life. There's a mix of curiosity with humility, with drive. And when you get those three things together, your life is harder, but it's more fruitful, it's much more successful, it's much more rewarding. That's the message I'd love for people to get from your story. They could do what you're doing, they could join your team, they could work with you, they could work next to you. You could end up with something even bigger if you could get more people that had that mentality that were working with you. And as could I, as could everybody else. That's what's lacking in our economy. Like, the immigration thing is a really hot topic right now. There's all these ICE rates going around and you hear about it in the news CR constantly. There's people that say, yeah, get rid of them because they're taking our jobs. And there's people that say they're doing jobs that nobody wants to do. Right? This literally wouldn't be an argument if we had Americans that were like, I'm in high school and I want to work really hard and I'm going to take that job that doesn't pay great because I'm going to learn something. Or I'm in college and instead of partying and drinking all the time when I'm not in class, I'm going to work. I did that. I worked the entire time I was in college and I graduated with all my school paid for and over six figures saved from the restaurants. That's how I got into real estate investing. I had all that money saved up because I worked. Everyone else graduates with like 80 to 100 grand in debt. It's ridiculous how we look at things, right? If we could get more people that said, I don't want to waste my life, I don't want to waste my talent. I don't. I'm not looking for the easy thing. I'm looking for the hardest workout I can get, knowing that that will build the body, that will attract the person, that will attract the things I want. We could all be so much more successful and the right people would be the ones making the wealth in real estate versus the people that are looking for the easy route that always fall prey to the Guru with a $25,000 course or $150,000 design package or whatever it is that they're being offered? Like, here's the secret easy pill to your problem that robs them of their money and stops them from getting ahead. What's your thoughts on just the person who's listening to this like you were when you were listening to bigger pockets? What would you tell yourself if you could go back to that time before you are where you are now.

B (64:33)

These are the good old days. On a personal note, but embrace the suck. The harder the work, the more you're going to get out of it, Right? The work is working on you just as much as you are working on it. I don't know where I heard that. It's not original, but, you know, somebody's. Somebody somewhere said it right? The work is doing the work on you. I think that that's important. I think that the best friendships that you're going to have are going to be the people who you're doing very Hard work with.

A (65:10)

That's good.

B (65:11)

So, you know, those are, those are important. The best time to start was yesterday. The next best time is now. I'll tell you a story I remember vividly again, shout out to my. My distribution center guys. I was on aisle 60 and I was listening to you and Dave or you and Brandon talk about. I want to say it was just rental properties, just, you know, run of the mill stuff. There was a property for sale in an area near me where I live called Waxa. This house was 800 square ft for $43,000. This was in 2015. That house is now $400,000. I easily could have bought that house, but because I didn't know, you know, what a mortgage is, I didn't know how much it would take to buy it. I didn't know what the down payment would be. And I was like, I just need to listen more. I just need to learn more. And da, da, da. Take action. I think that you'll. You'll learn more from 2 months of action than you will from 2 years of listening to people, etc. Final thing that I would say is if somebody's telling you they have the secret and they're selling it to you, run. If somebody's saying, hey, I will teach you how to do this, but you have to do the work and it's hard and the price point's not that high, that's probably the legit one to go with.

A (66:45)

That's really good. If your goal is to get in shape and you got one person telling you, hey, take my coaching program. It's $50,000. I specialize in workouts that you don't sweat in that get you in shape. And another person says, show up at this time, it's 100 bucks. You're probably gonna hate me. Which one of those people do you think gets you in better shape?

B (67:06)

Go with that person all day long and twice on Sunday.

A (67:09)

Yeah. And eventually what you learn or realize is it stops being something you hate. You start to crave that. You start to look forward to that workout. You start to miss it when you're not having it. You form bonds with the people that you sweat with, that you bleed with, that you burn calories with with, not the people that you sit and have intellectual conversations while drinking a smoothie and calling it a workout. Those are the better relationships, like what you said. And it's just a better life overall. Dude, I love it. This is really good. We're gonna have to have you back to continue this conversation because if we go forever. No one's gonna listen to the full podcast. If people want to reach out, they want a loan. They want to learn more about your story or how you got here. Maybe they're struggling. Where's the best place for them to go?

B (67:51)

Shoot me an email, Wyatt the1brokerage.com and.

A (67:55)

Wyatt is w y a t t@the1brokerage.com and 1 is spelled out O n e. All right, Wyatt, we're going to have you back on again to hear more about your story and your transition into being successful at loans. We're also going to do a show on Mortgage Monday where we talk about how you're saving clients money. So I appreciate your time, man. Thanks a lot.

B (68:16)

Rock on, David. Thanks for having me.

A (68:18)

All right, everybody, keep an eye out for Wyatt on future episodes and let me know in the comments what you thought of today's show. As always, if you would like to work at the One Brokerage, if you'd like to learn more about a career in real estate, or if you just want to ask me a question about where the best place to buy is or how we can help you do it, go to davidgreen24com, use the chat feature on there on the bottom right and send me a message. We'll see you guys next week on the David Green Show.