Episode 99 - Project 100 (w/ John Jerkovich)

Discover the secrets to a thriving real estate career with John Jerkovich, who joins me, Johnny Awesome, and my co-host, Jimmy Fantastic, for an episode that's anything but average. Dive into John's story of transformation from a budding sales newbie to a powerhouse in the industry, as he shares his wisdom on personalizing your approach in the ever-evolving real estate landscape. We promise you'll come away with a fresh perspective on scaling your business while maintaining that critical, individualized client touch.

Strap in as we reveal how to harness the power of resilience and determination, even when the odds seem stacked against you. I'll get personal about my battles with dyslexia and how it fueled my drive to excel beyond the ordinary, proving that struggles can be the catalyst for creating an exceptional work ethic. We'll also tackle the art of staying on top of your game by marrying old-school note-taking with the latest tech, ensuring that your everyday hustle translates into long-term success.

Cap off your week with a vision of living a vibrant life all the way to 100 and beyond with 'Project 100,' a testament to making choices that echo into a future of robust health and joy. We share stories of age-defying feats that will motivate you to set goals tied to your identity, emphasizing the power of self-improvement and the liberty of rebirth at any stage of life. Join us for this journey of growth, learning, and self-discovery, and let's make the extraordinary our new benchmark.

If you enjoy our content, please like, subscribe, and share. You can also catch the show LIVE @ facebook.com/freeforallfriday and make sure you stick around after for "the afterburner"

Episode Transcript

Speaker 1 (00:02):
You're listening to the number one live Colin
podcast for real estate agentsand professionals all around the
world.
World-class guests, breakingnews and you with your host,
johnny, awesome and Jimmy,fantastic.
You are on free for all Friday.

Speaker 2 (00:25):
Good morning, good morning, good morning Everybody.

Speaker 3 (00:29):
I'm going to put a vessel for my crater, a deposit
of positive energy, a secret ofgreatness, with an.
All my kids Don't be a steadystill, training into the
Philippines.
And Jimmy, let it be known, onthis day I will stop off the
flames of complacency.

Speaker 1 (00:43):
Smash out the uh-oh.

Speaker 3 (00:44):
Thank you, go ahead, finish it for me.
Well, there it is.
Boom Got it All right.
I lost my video feed for asecond there, but we are good,
we are streaming.
We are out in the Utica officetoday, which I'm very thankful.
I'm excited to be out here.
This is a fun place.

Speaker 2 (01:01):
Yeah.

Speaker 3 (01:02):
And it's neat to have I just like having a back wall
with some books on it.
It makes us look smart, it does, it does.
Thank you, those of you thathave joined us on the breakfast
club early today.
We heard you guys coming in.
Of course, anytime during theshow you can hit star star and
say hello, Jimmy Manning.
The board means you have a 50%chance of getting on the show
today.
You have a 100% chance.

(01:23):
However, if you call in 313644for all, the line is going to be
live here in just a couple ofminutes, as soon as we are done.
We also have a special guesttoday.
Thank you for those of you thatare rolling in as well on
Facebook and for those of youlistening to the podcast
afterwards.
This is a live.
Uh, uh, this is a live show,which is why we call it free for

(01:43):
all Friday live and you cancatch it every Friday, as these
fine folks are joining us rightnow on Facebook, Twitch or
YouTube.
Just search for free for allFriday.
Good morning to you too.
Uh, Mindi first comment of theday and she's coming in from
YouTube.
So good morning you go.
We're excited.
We got a lot to talk about.
There's a lot of thingshappening right now, this show

(02:05):
is one of those shows where,when people come early and and
uh, and we'll introduce ourguests here in a second, but we
have to.
We have so many conversationsand I'm like, stop, we gotta
have those on air, and sothere's a lot to talk about and
at the same time, we have noidea what we're going to talk
about.
So it's two free for all Fridayfashion Jimmy go ahead and
introduce our guests for today.

Speaker 2 (02:24):
We were super excited to get Mr John Jerkovich on
this morning.
Yeah, yeah, we're glad that youwere able to come in this
morning and join us and uh, andcome on with us.
And uh, just give us a littlebit of backstory about you.
Where are you from?
Who were like?
Where'd you come from?

Speaker 4 (02:40):
So I came from.
I came from my mom, uh,northern Michigan guy.
Uh started in the mortgagespace some 26, 27 years ago.
Uh, small little company calledrock financial went over there,
uh, purely to get some salesexperience.
I wanted to have a degree inexercise, physiology, did some
personal training and stuff.
Wanted to get a sales job.

(03:00):
They told me I lacked the salesexperience necessary.
Wanted to go intopharmaceuticals.
Had a client that was atraining client.
Got me over there.
Uh, made six figures reallyfast and uh, right, once you
kind of get that, you know, likePookie from Pookie from New
Jack city, uh, right, like I gotthe, I got the goods.

Speaker 2 (03:18):
Yeah, I'm going to Jack city.
I'm an old dude too, right,like I got it, I started with a
pager.

Speaker 4 (03:25):
Uh right, like when.

Speaker 3 (03:27):
I started.
I don't know any of thesethings we're talking about.
Well, there, there are things apager that's like a website,
right, yeah, no one pagers.

Speaker 4 (03:34):
That's how your chicks put you up, you had to
have two or three.
The more you had, the cooler youwere for sure and uh, but even
like when I started at what isnow rocket there we only had,
there was like only internalemail.
You couldn't email a clientLike that was like a thing that
didn't exist.
So I've been around a kind of adinosaur in there, was with
them for like 15 years, laughed,went into private equity world,

(03:56):
bought and sold mortgage notes,been with multiple companies
that have exited, just done alot inside of the space.
Uh, most recently and I couldgo through all that It'll just
bore people.
But uh, most recently I left acompany uh called B line.
That was a fintech lender, wasout there trying to
revolutionize the world with thecoolest point of sale right
Click button get mortgage.

(04:17):
Uh, left about eight, ninemonths ago and started a company
called be a broker with theintent of helping mortgage
bankers go out and actually opentheir own brokerage.
Became very white glove, dideverything for him, from getting
their LLC put together, makingsure name entities, like
everything.
Uh, great business idea.
Don't know that.
It was a super great businessmodel in that, if I'm dealing

(04:39):
with you and you like, 60% ofit's scalable but there's 40%.
That's unique to you.
So I created a business.
That's just very labor intensebut we've got people going
through it month in, month out.
Uh, I have real estate agents,right.
Hey, I want to open up my ownbrokerage.
Uh, how do I do that?
I've got a guy down in Floridathat's doing that very thing
successful real estate agentthat wants to open their own

(05:00):
brokerage.
But that kind of morphed into abunch of things now doing
individual coaching, a lot ofcoaching for brokers to become
better.
So I say I'm in the B to Bbusiness banker to broker,
broker to better and that's kindof kind of what I do
holistically as a whole.
And I've got, you know, 26, 27years experience doing it at a
very high level.

(05:21):
Um, you know, I don't know,2004, 2005, I ran a branch like
back when I met Muska.
Uh, you know, we did a billiondollars as a retail mortgage
branch when the conforming loanlimit was like I don't know, two
, 19 or something.
So it's like the world'sdifferent right, but have just a
wealth of knowledge, a lot ofjust different shit.
That occupies my head there.

(05:42):
It is A little five second latebutton.
There is it Okay, a lot of a lotof stuff that occupies my, my
brain space and just feelthere's a lot of knowledge that
I can share and prettypassionate now, as I get closer
to a hundred than to zero, abouthelping people acquire real
wealth.
And there's too many people inthe mortgage industry probably

(06:04):
in the real estate space as wellthat they've been top producers
for 10, 15, 20 years.
The market goes down and youknow what they're barely making
their mortgage payments and it'scause they've never acquired
any wealth.
There's somebody on the back end.
There's a Dan Gilbert that'sacquired massive wealth.
But that individual person andensure that you know, like I
don't want a dog, anybody rightI I can see the billboards

(06:27):
there's these top real estatebrokers that probably acquire a
lot of wealth.
The guy four down that's doinglisting appointments, busting
his butt on, you know, sundaysprobably.
You know he goes two or threemonths without selling a house.
He's got problems.
So, I'm pretty passionate abouttrying to really help those
people acquire wealth and putsomething in place to where five

(06:48):
, 10 years down the road theycan sell something, where they
have some enterprise value thatcan be passed on to their kids,
they can do something with it,but they're not just working as
an employee.

Speaker 3 (06:57):
I love the fact that you used the word passionate,
because I was about ready to say, like dude, anybody ever tell
you you're super intense, butpassions, but passions a better
word for it.
Man, you really lit up on thisand that's, that's good.

Speaker 4 (07:12):
I think that, right, you can go, we all get to choose
how we go on a butter day.
Yeah, you can wake up.
And you can wake up and just,whoa is me?
Yeah, like from the time I'mlike I'm a chip on the shoulder
kind of guy.

Speaker 3 (07:25):
Okay.

Speaker 4 (07:26):
Like when I got in the mortgage space, right, I'm
going there.
I got a degree in exercisephysiology.
I'm a weight lifter, yeah.
I spent more days in wind pantsthan I did in a suit, and you
know you've got all these peoplewithout.
They went to University ofMichigan and a business degree.
So all I had is like grind andhustle.
Yeah, you just over index onthose things and through enough

(07:47):
years your grind and hustle andpassion will carry you a lot
farther than some education yougot.
So I it's how I've rolled for Idon't know a long time.

Speaker 2 (07:58):
Yeah, we, we get.
We get.
Education is a couple ofdifferent ways, right.
So your education can be justgetting beat up a little bit and
then finding the, finding thewherewithal to get through it,
learn from it, learn from thosemistakes and then bounce back.
That's one of the things thatwe know.
We talk about with agents.
All the time is like let mehelp you steer around some of
these bumps that I had right,learn from my mistakes, let me

(08:19):
steer you around that.
But then I also say that Ican't be your motor either.
Like, you have to bring themotor.
I can teach you how to steeraround stuff, but I can't.
You have to bring as muchenergy as you're going to bring.
Yeah, right, and the better notsuccessful you want to be is
how much energy you're going tobring to that.

Speaker 4 (08:33):
I think that most people the lack of energy is
actually most people like.
I'll use fitness as an example.
Right, so I'll go back to there.
When doing personal training orsomething like that, you'd have
people that would come to youoh, I don't know what to do.
Well, pretty much everybodyknows what you need to do to
become fit Eat a little less andmove a little more.
It's not hard, it's not rocketscience, like everybody, like
hey, how do you become fit?

(08:54):
And if you were to ask, if Iwas to ask you, you know, tell
me what I should do.
I need to become a little morefit.
You'll be able to give me a tonof great advice that I should
do.
The only problem is you don'tactually follow it yourself.

Speaker 3 (09:04):
Right, I love how he turned to you.

Speaker 4 (09:10):
Actually, you probably know way more.
I know more of what not to do,yeah Well, but you become hyper
aware of the things that you'redeficient at.
I actually just wrote I did alittle op-ed piece for this
thing called the fin talknewsletter and I posted on.
It was a hit or miss.
It was kind of a joke that Ithrew out there.
Hey, if you need something inthis letter, it's got thousands

(09:33):
of subscribers, Let me know.
And he's like that would begreat.
I'd love to get a sales piecein there.
And I was like, oh crap like.
I now have to write this andlittle does anybody know.
Like I have really bad dyslexia, like I mean, it's, it's severe
and people know that, know mewell, right, like when they see
if I do something with AI, I'llget comments like John, this is
nowhere close to you, you'relike at a third grade level,

(09:55):
right, and I embrace it.
I think it's funny.
Or there's things like thatHemingway you guys are familiar
with what Hemingway is, right,you can write, and it dumps it
down to like a fifth grade levelwhen I write or before, and I'd
give it to Hemingway.
It'd say like hey, kid, oh,does your mom know you're using
your computer?

Speaker 2 (10:11):
Ah, right, because, like I'm on the computer's a
dick.

Speaker 4 (10:15):
Doesn't that need to get?
Can I say can.

Speaker 3 (10:17):
I say dick, yeah, yeah, okay, that's fine, I
didn't know which words gotbeeped.
I mean there's, you know,there's crazy.

Speaker 4 (10:28):
Like as a kid calling into the grocery store.
Yeah, could you please pageRichard noggin overhead Uh.
Richard noggin.

Speaker 1 (10:34):
Richard noggin come to the.

Speaker 4 (10:37):
Yeah.

Speaker 1 (10:39):
Yeah, no, this is Friday, right, so uh I don't
even know what I was saying.

Speaker 4 (10:43):
I forgot it all but I'm passing.

Speaker 3 (10:46):
You're just like sick and your computer's a dick yeah
.

Speaker 4 (10:49):
All that, okay, I'm back to the show.
Or a kid.

Speaker 3 (10:52):
That's, that's dick backwards Ah.

Speaker 4 (10:57):
Okay, yeah.

Speaker 2 (11:01):
Sorry guys, someone who's gonna kill the energy of
the show well, and this goesback to our same thing, because
he's got ADD too.
Oh, but I got my thought back.

Speaker 4 (11:11):
I know where I was going with this, got it.

Speaker 1 (11:13):
Good, we're back, came back.

Speaker 4 (11:15):
Oh, so I Volunteered to write this newsletter and I I
didn't think that they'd reallywell, they took me up on it, so
now I'm like I have to go outnow.
I have to do it and more or lessfrom the time I was in you know
jane sit, sat, ran, you know,1970, whatever I've been being
told that I'm not good atwriting right, like you're just

(11:36):
not there, and back in the 70sand 80s, if you weren't good at
something like, they didn't comeand say, oh, it's gonna be okay
, you're special.
It was like, hey, you suck andyou should probably go in the
military or construction.
Like you're just not that smart.
So most of my life I've beentold I wasn't that smart when it
came to English and those kindof things.
And you just find ways to workaround it.

(11:56):
Probably why is blessing inhindsight, why I'm in sales and
why I'm passionate, why I cantalk, is because I couldn't do
the other things, mm-hmm.
So it always became somethingthat was, you know, a fear in my
head that I let hold me back ina lot of areas Just because I
didn't want to confront it.
Well, I wrote that letter orthis thing and I'm like, oh, you
know, okay, with AI and thedifferent tools out there, I can

(12:19):
do these things.
But it was really empoweringjust to say like, hey, I suck at
this.
I just want everybody to know Isuck.
Here's why yeah and I didn'tfind out until I was in college.
There was some class psychologyclass that I was taking and
they had you fill out theselittle like tests that you do
with the paper with the bubbles,and you submitted it.
Why found out is like asophomore junior in college, I
had severe dyslexia.

(12:40):
Prior to that, I was just thedumb kid that couldn't read yeah
, yeah.
So I found that out.
Then, to the point of today, Iwould get time and a half on my
sat and somebody to read me thequestions.
I didn't get that right.
I just had to figure it out.
Um, which is great, right?
I don't want somebody like.
I don't want to have, you know,johnny, read my questions with

(13:00):
me all the time because itdoesn't mean no good.

Speaker 1 (13:02):
And.

Speaker 4 (13:02):
I'm not hiring anybody that.
I got hired two people becausethey can read their questions,
like they better have someresiliency and figure it out,
because the world is cruel.
Oh, and back then 70s and 80s,you could call people names.
Like you could get them realgood stingers.
Like kids could be tough andyou didn't.
There was no safe spaces.
My school did not have a safespace you got harassed.
Yeah, you figured it out andyou, you went on about your day.

(13:24):
Yeah so that's uh.

Speaker 3 (13:27):
I, what a different.
I'm not gonna go down thatrabbit hole, but isn't it funny
how many, how many young men areliving in their parents
basements nowadays and theynever had to be bothered once?
Yeah, I know right, nobody.

Speaker 4 (13:38):
No, I mean they've been told they were special from
day one, like you know.
Oh, jimmy, you're fantastic.
What a great baseball game,that's you.
What a what a great baseballgame you had.
You struck out four times andyou missed every ball that was
close to you.
But we love you and you're thebest.
No, you suck go and find a newsport and dad, you suck worse
that your kid can't catch.
We know it's funny about that.

Speaker 2 (14:03):
I just read this article not too long ago and
they were talking about allthese college graduates, yeah,
who are going over jobinterviews, whose parents are
going with them on the jobinterview.

Speaker 3 (14:11):
Oh my gosh, you've got to be kidding me.

Speaker 2 (14:14):
It's a serious.
It's a serious problem thatcorporate America is finding
right now Is that these guysthat are coming out of college
guys and girls that are comingout of college when they go,
when they show up for theirinterview for these corporations
that, like their mom or dad iswith them on the job interview,
and it's, you know it became atfirst it was like, well, who are
you?
Why are you like, why am I hismom?
Or you know, the mom shows upwith them into the job interview

(14:35):
.
I'm like, well, that would befirst.
Like all right, not hiring thisguy.
You know what I mean.
Like there's no way you'regetting a job.
I'm like I don't need your momhere every day, unless she's the
cleaning lady or something Idon't know.
Like can she show up and dosomething?
What?

Speaker 3 (14:47):
happens when she gets hired with the kids?

Speaker 4 (14:49):
Well, it might it truthfully, though, like it
might not be, I would actuallysit back and say, like how many
followers does the mom have onsocial?
Like what can?
How can I leverage this to best?
Like do I get?
A two for one hire here yeahlike am I breaking any wage laws
?
Like how does that work?
Maybe I'll bring in the wholefamily?

Speaker 2 (15:06):
Maybe you leverage it the correct landscaping thing.

Speaker 4 (15:08):
The more that, the better it is.
Yeah, and you know, in one wageyeah so a family wage.
We could go to a family wagegenerational mortgages you know,
like you know because homeprices get so you got to
leverage it over two or three.
You just you have the familyemployee, you bring them in and
you leverage all their skillsetsacross the board.
Could be a new trend.
It will help out the employmentnumbers.
Think about that.

(15:28):
Yeah, it's not a one new job,it's now five.
We'll keep inflation in check,rates really high and the
economy sucking.

Speaker 3 (15:34):
That's perfect.

Speaker 4 (15:34):
Four more years guys, one more year, let's go.

Speaker 3 (15:37):
Let's do it Now.
I, I, I want to note this toofor people that aren't paying
attention to the table.
This is something, uh this issomething new.
I have not ever seen.
There's two things.
Number one first guest everbring notes in, so good to give
it up to that.
But second, when's the last,okay guys, when's the last time

(15:58):
you saw three by five cards?
Um well, I have a seventhgrader, so oh so so last cards
are a thing I don't, I haven't,I haven't seen an adult with
them, and forever so walking inbecause we talked about the old
one and 31 system.
We talked about using three byfive cards, but the fact that
you walked in with three by fivecards is amazing to me.

Speaker 4 (16:18):
Well, here is Right.
I have lots of little hacksthat I try to do right, so let's
hear about them.
So One with the cards andwriting down notes you have to
look at and I did somethingabout this in any industry as we
sit here right now cross theboard you have, you know.
Let's say there's a hundredreal estate agents out there.
50 percent of them are belowaverage and anything right Looks

(16:40):
.
50% of all people are belowaverage in looks.
You go out and drive.
There's 100 people driving onthe road.
50% of them are below averagedrivers.
You go out and pull them.
Nine out of 10 will say I'm abetter than average driver.
So there's a massive disconnectbetween the reality of how good
we look or how well we drive, orhow good we are at sales or
what kind of real estate agent Iam.

(17:00):
So for me, I forget shit.
So if I don't wanna be belowaverage, I have all these
thoughts that roll through myhead and they'll haunt me.
If I want to, like, get thatthought off of my mind and move
on and not be below average, Ineed to have a way to quickly
write that down.
Notes are great.
I keep it to one note.
So it's not like this diatribe,like a thought comes in my head

(17:22):
.
Hey, this is a good idea.
It gets one note.
It gets filed away at the endof the night.
I take my notes and, like, someget thrown out, but they get
indexed into different areasthat I might need at some point.
So it's a hack for me to stayorganized.
It's not for anyone, this isn'tfor you.
This is so I can go on and nothave like stuff occupying my
head, so I can engage and listento you and get it off and move

(17:44):
on.
So for me, the notes yeah, itmight be old school, but they're
very easy to carry.
They don't get floppy, you canput them in your pocket and at
the end of the day I got threeor four little nuggets that I
take off and that becomes mylike.
It keeps me organized.
This is your hacks.

Speaker 2 (18:01):
Like your ADD hacks you know what I mean.
Like that keep you focused,which you're not right now.

Speaker 3 (18:06):
No, I have no idea, I have lots of them.
I just, I just I'm thinkingabout well, I was just thinking,
you know, you could almost, youcould almost like you said
something that was first off.
I want to, I want to show youguys some.
Can I do this?
This is where I had permissionto talk about anything.
For those of you that arewatching, this is genius,
because what he just did anddemonstrated is it is a gold

(18:26):
nugget in itself.
He didn't just make that up.
Literally, what he just said iswhat he had written on this
card yeah, 50, 50 below average.
I asked him a question andinstead and he answered it with
the thought that he had that hehad sitting right in front of
him written on this card, whichis awesome, and then there's
nothing on the next card, like,cause, you haven't written your

(18:48):
next top game, like you just didthat.
So you and doing it live andwatching that.
I was like, wow, this is thosebullet points.
So when we teach scripting, weteach, I teach bullet point.
Right, write down what it isthat you want to say.
No matter where theconversation goes, you're going
to take it back to your point,right?
And if you don't have that infront of you, you're going to
forget, and I just watched youdo that and I'm like, wow, this
is genius, and even more so.

(19:09):
I don't know if you know what.
You just came up with a productLike you could rebrand these
right, a resell post, you couldcall them you could call them
nugget cards and just rebrand it.
Little change the shape a littlebit.
There you go.

Speaker 2 (19:21):
Yeah, I told him that Chinese.
It's a free for all Friday.
Nugget cards coming through.

Speaker 4 (19:27):
You get them at Walmart Target all over the
place.
We distribute nationally, yeahthat's fine.

Speaker 3 (19:32):
That's funny.

Speaker 2 (19:34):
That's really cool.

Speaker 4 (19:35):
It's I.
Just I have to have ways tostay focused and stay on track.
I used to at times like textyourself.

Speaker 2 (19:42):
You can send a text to yourself, but then you get
like it's doubled and it's likeweird, and so this just works
for me, works well, and so yeah,and you know it's funny too,
Cause Johnny and I have theseconversations all the time right
Between like technology andthree by five cards, Cause
Johnny's age he's leans moretowards technology.

(20:02):
Yeah, Me, I lean more towardsthree by five cards, right Like
cause.
He's like, well, nobody wantsto hold on to this stuff anymore
.
I'm like, yes, we do.
I want stuff in my hand.
I want, I want something in myhand.
He's like I would never putsomething in my hand.
I want it on my computer.
As soon as it goes to my hand,it disappears though.

Speaker 3 (20:15):
That's why it's the weirdest thing.
Well, you're a magician, yeah.

Speaker 2 (20:20):
It goes up in flames.
But but no, so like I use, likeI use notes on my phone.

Speaker 3 (20:25):
I've already lost my phone.

Speaker 2 (20:27):
Yeah, but my notes are already like.
They're in there, but I don'tever go back to them.

Speaker 4 (20:31):
I think that and I have had.
I was on one of like just to goway back, like I am a tech
first guy.

Speaker 1 (20:38):
I love tech.

Speaker 4 (20:39):
Yeah, I helped at.
You know I've test piloted thefirst CRM back at you know, when
Rocket was making their like, Iwas on the test group it's on a
test group with five other guysthat tested the first
blackberries that they sent over.
Wow, like I've I've loved tech.
I you can.
What's really cool now is I'vecreated my own bot.
I can take my notes, my notecards.

(21:01):
At the end of the day I can goto my bot.
I can hit record on my computer, talk into it and say, hey,
here's my notes from free forall Friday.
We talked about this, this andthis.
Really cool, it was a cooltakeaway.
I want to do this and this Ican.
I can dictate into my computer.
Johnny wants that.

Speaker 3 (21:18):
No, I just realized chat Gbt, for now, can read your
notes off of a sheet.
So, to take that a step further, I'm like, dude, I'll just, I
can you just, I love you, youjust.
You just saw the major issue inmy life because I use the inbox
system, so at the end of theday everything comes out, any
notes I have on scraps of paper,and I try to put it in an inbox
and use Google keep for it.
But you just made me realizeyou're right, technology's

(21:39):
gotten crazy.

Speaker 4 (21:40):
And now, with with recognition, I can just take a
picture of it and chat Gbt willturn it into actual type notes
for me what, what I do like, andthese are just a couple of
things, but I will, when I getoff of used to sit through right
like we all have, like phantomor something on our zoom calls.
That's transcribing things inthe back, yep.

Speaker 3 (21:57):
We have auto AI.

Speaker 4 (21:58):
So it's, it's running and it's doing its thing and
it's going to pull out clips andit records it.
And hey, you want to do littlesound bites, you want to do a
little real, you want to do alittle 30 second video from your
zoom call like super easy topull that stuff out today, but
you can.
Also, there's a thing calledpocom.
Like anybody that's listening,if you're like an AI, like
newbie pocom poecom is you cango in there and there's all of

(22:23):
these people will put in theirlike bots that they've made and
there's probably a real estatebot or there's one to write on
LinkedIn or posting and you canput the little record button at
the bottom, say what you want.
It'll type it out for you andthen it gives you like
suggestions and it's just asuper easy way.
There's an email writer inthere.
There's hundreds of thesethings.
So if you are a newbie, peopleget really just, I guess,

(22:47):
intimidated chat GPFT4.
I got to pay 20 bucks a month.
I don't know about that.
Like no, I'm just going to hidein my corner and I'm going to
use post it notes.
Well, that's fine, but ourworld today is tech with touch
is where it's going.
It's digital first, like ifyou're not looking at your
business through a digital firstlens and you just want to do

(23:08):
open houses and mail out flyerslike more power to you, but 50%
of you are going to be belowaverage.
So there's all these tools andit's really just a question of
leveraging them and you don't.
I can barely read, but I canfigure these things out and I
actually can read OK, but I saythat half-heartedly, right.

Speaker 3 (23:30):
You're just 50-50.
You're just below averagereading.

Speaker 4 (23:33):
I weigh over index in the areas that I'm good at.
Yeah, of course, right.
So in the grand scheme ofthings, if you take 10
categories and you have to rankyourself one to 10 in all those,
there's some that for most ofmy life I didn't care if it was
a one or a two.
I was just going to be a 10over here to get my mean score
up.
And as I've gotten closer tolike, the older I get some of

(23:55):
those twos and threes in my lifenow matter a lot more and I'm
more concerned about gettingthem to being a five.
So I'm no longer like I'm notrunning any marathons.
I stay physically fit, but thatwas always an area that I weigh
over indexed in.
Well, today I do what I need toand I'm very passionate about
living to 100.

(24:15):
And I have a whole project 100.
My life revolves around that.
But those other areas I caneducate myself.
There's YouTube, there's allthese areas to acquire knowledge
and they can't take knowledgefrom you.
Once you've learned it, youlike it's, nobody can take it
and it's invaluable, so I loveit.

Speaker 3 (24:33):
Yeah, I want to go back to.
I want to go back to thebeginning.
There was a lot there that wasall with hey introduce yourself.

Speaker 4 (24:43):
You said there was no agenda, we just come in here.
No, it's it.

Speaker 3 (24:46):
Brief for Friday.
I want to go back to thebeginning.
One of the passions that yousaid was that was helping people
build wealth.
Because you know, and you starttalking about the real estate
agent, the guy on top is great,but the showing agent probably
not doing so well, what do youthink is like one of the biggest
?
What would be the make thebiggest impact in somebody's
life?
If they're that showing agentthat was listening in the

(25:07):
beginning and they're like, yeah, that's me, I'm that person
where I'm showing all the homesfor this person.
I don't really see myselfmaking it Like what would be
your biggest piece of advice tothem to start so they can build
their own wealth instead ofsomebody else's?

Speaker 4 (25:20):
Well, I think there's a thing called the greater
market formula, and you guys canGoogle this or look at it, and
what essentially it is is thatif you think of a triangle, at
the top of that triangle there's3% of the world at any given
time that's ready to buy, sothey're like in the market
active.
There's 17% that are likethinking about it.
There's another 20% that arekind of like unaware of what's

(25:43):
going on, and then there's thisbottom 60% that don't even
understand that there's aproblem.
And so if I'm a brand new agentand I'll kind of use, I'll try
and tie something here that'smaybe real estate related and
mortgage.
Let's say, you have anapartment complex over here,
right, we're in Macomb and it'sthat like apartment complex that
you know.
This is the step between.
Their next step is either theyrelease in here because it's

(26:05):
really nice, or they're goingout and becoming a first time
home buyer.
Right, they're buying a houseand there's a hundred people in
there.
You've got a whole bunch ofthem.
There's only 3% that are ready.
Right, they're 60 to 90 daysout of their lease expiring.
Either they're finding a houseand signing a purchase agreement
or they're not and they'regonna re-up their lease.
Where most of the industry isfocused is, you know, like I'm

(26:28):
gonna do a mailer to all of them.
Are you ready to getpre-approved today?
Would you like to see a housetoday?
And they spent all this time onthat 3% and they're leaving out
the other 97%.
And so what I would tell thatnew agent is like you're gonna
eat some crap.
You maybe you have to live inyour parents basement.
Like you don't post on socialmedia and get a closing.

(26:48):
You post on social media for ayear to get a lot of likes and
hopefully those likes turn intoleads and those leads turn into
Well, the likes.
The likes turn into somelearning.
They learn about first-timehome buyers.
Right now, I says 72% of youknow first-time renters think
they need 20% out.
So the likes turn into learning.

(27:09):
The learning turns into leadsand the leads turn into loans or
closings.
So I would just tell that agentlike this is something you're
passionate about, you don't suck.
You like people, you likeinteracting with them.
You just have to play the longgame and continue to plug away
at it.
It will happen.
It's just not gonna happenovernight and most people give
up way too soon.
Mmm so that I mean that way it's.

(27:31):
There is no, there's no magicsauce.
It's like exercise or somethingyou got to just go in and put
in the reps.
It will happen.
The lovers of the world, thoseguys like they didn't.
Jeff Glover didn't sit down andshow up at his first like day
and kind of like listingappointments flying at him.
Yeah no, like he sucked.

Speaker 2 (27:48):
I'm sure.
Right, like oh, yeah, andthat's, and that we've because
we've talked about this beforetoo like that, that's where it
gets mixed missed sometimes.
Right, I mean it's, it's nodifferent than like Dan Gilbert,
right, well, you could startyour own, bro, great, you could
start your own mortgage company.
Go ahead, well, I want it.
Okay, well, but you don't getthe Dan Gilbert tomorrow.
You get a Dan Gilbert 30 yearsfrom now.

(28:08):
You know what I mean.
Like that takes 30 years to getto that spot.
It doesn't take 30 days.
It takes a long time to get tothat spot.
You know the Mark Z's, the JeffGlover's, the, the things that,
and that's really what screwsup the industry.
Right, like it, everybody wantsto be Matt Ishby or everybody
wants to be on the mortgage side.
It's like, well, look, man, Canyou be here at 430 every
morning?
Do you even want to be?

(28:30):
Do you even want?

Speaker 3 (28:30):
to be here.
Yeah, 30 every morning, is that?

Speaker 2 (28:32):
you know, is that, where is that?
Where you want to be?
Is that we want to do likeeverybody wants to be a
millionaire and tell us time todo what millionaires do?
Yeah, and then it's like whoa.

Speaker 3 (28:41):
I don't live a lifestyle that they think
millionaires live, only torealize that millionaires don't
actually live that lifestyle.
Fakes live that lifestyle bingo.

Speaker 4 (28:49):
Well, that, and you know, if you look at it like,
everybody needs to have theirown definition of success, and I
think that the problem today isthat people look to social
media for what their definitionof success is.
Hmm and I know a lot of brokers, especially in the, that got
into.
They opened their own brokersfor a reason, and it wasn't to

(29:09):
be the next day in Gilbert.
It was for freedom, it was forthese different things, freedom,
but but yeah, which they havenone of us soon as they open it.
Bingo but they look to write.
Your scoreboard needs to bebased on your goals, values, the
things that you went out ofyour life, and too often people
get it Misconstrued.
They're trying to compare whatthey want against somebody

(29:31):
else's scoreboard and Againright back to that new agent.
You got into this for a reason.
What things can you do today tolevel up your skill set, to get
you better so you can play thelong game?
I think that anybody that'ssitting out there in 10 years,
if you dedicate yourself, in 10years you can be a top 5% agent

(29:52):
in any county in the country.
I don't doubt that.
Just most people won't put inthe work.

Speaker 2 (29:57):
Yeah, well, it's always that we hey, you know, on
a real estate side of things,you know if you sell, if you
sold three homes a month, threeor three or four homes a month,
You're in the top 1% of theindustry.
Like, think about that, likeyou know what the average the at
the NAR put out theirstatistics the average realtor,
the average realtor, sells onehouse a year, which is crazy

(30:20):
because that's gone down.
Yeah, so far, right, it was foryeah.

Speaker 3 (30:23):
Yeah, but what happened?
We flooded the market with realestate agents that thought that
they're gonna be able to dosomething.
Then they realized it was alittle bit too hard because they
were looking at the Instagrampeople and they were forgetting
5050.

Speaker 2 (30:34):
Yeah, the 5050.

Speaker 3 (30:36):
Yeah, and then they didn't do anything, and so now
we got all these more agentsthat aren't, so our average went
.

Speaker 2 (30:41):
Yeah, yeah.
So the average realtor sellsone house a year.

Speaker 4 (30:45):
It's not a bad thing, though I mean how?
How many of them?
I know a lot of people that gottheir license just to be able
to help out their own friendsand sure, or To be able to get
skewed a little bit, you know, Imean like it is rewind, like
because there's no the go fromfour to one, though that's a lot
, because I know a lot of people, but was here's the question
though, right?

Speaker 3 (31:02):
For every one person that gets in to help their
friends and family.
How many other people?
Because you and we don't?
I don't know if we have.
That's just coming.
Other people got in becausethey actually want to make a
career out of it.

Speaker 4 (31:13):
Yeah, I think that if you want to make a career out
of it, it says you got to put inthe work, yeah, and that's
right.
So, like people thought it waseasy, and also, as tech gets
better, there's more resourcesout there.
The barrier to entry, right,like I don't know exactly what
it is If you still have to gosit through.
You know Debbie the time lifeoperator 40 hour training like

(31:33):
Mind-numbing to like get yourlicense, or can it be done
online?
Is there easier ways to do?
It?
Has the cost to do that comedown?
So, if I mean, if it's easierto do, you're gonna have more
people yeah, in Michigan, it'sstill a 40 hour course.

Speaker 2 (31:48):
You can do it online, okay, right.
So, so that's what I did, right, took mine online and, and you
know, you speed through all ofit, right, yeah, and then you
can get to the test part.
But not the thing that I alwayssay and this is the disservice
that we do in the real estateindustry is we did, it's a 40
hour course.
You go to the state, you takeyour test, boom, you pass.

(32:08):
Here's your realtor, now,here's your business.
But the test and the andeverything that they teach you
what not to do, right, it's,it's laws and ethics and things
that you're not supposed to do,but they don't actually teach
you what to do like to be asuccessful.
There's, no, there's none ofthat in the classes.
That's just like what, what Ican't do?
Right, I can't be racist, Ican't be a bigot, I can't do all

(32:30):
these things.
Okay, great, now here's yourlicense.
Go out there.
I sell real estate, okay, I, butnow what I do you know.
And then and then agents comeout of that and they go to the
first broker and they're like Igot my license, the broker, make
sure they have a pulse and thereal estate license.
They sign them up and they handthem scripts and say here's the
phone, start dialing.
Then what you know, it's likethere's.
Then then what?

(32:51):
Like there's no, that's where,that's where you know, one of
the passions that we have isTowards the training and
coaching and development ofagents, and the reason that so
passionate to me and and I'msure Johnny Feels the same and
so does so to Scott, but to meit's it's because I want my
transactions to go easier.
You know what I mean.
If I can make better agents, mytransactions will go easier,

(33:12):
because I can't tell you howmany times I've been in the
transaction where I feel like Idid both sides and and they made
the same amount of money I did,but I really closed it all.
You know, I'm on the phone withtheir mortgage person, I'm no
phone with with my title companyand I'm, I'm balanced this
whole thing out to close it all,but that they still took.

Speaker 3 (33:30):
You know, we're about 3% right, yeah, yeah, well,
it's all changing, jimmy.
So well, who will be talkingabout that next week?
I'm up.

Speaker 2 (33:36):
Yeah well, we talked to you with the, the NAR in the
just the really just camethrough.

Speaker 4 (33:40):
Yeah, yeah, yeah.

Speaker 3 (33:42):
Yeah, we can talk about it now.
I don't.

Speaker 1 (33:45):
That's a different view right.

Speaker 2 (33:46):
It's, it's.
It's coming from the mortgageside, it's a little bit
different.

Speaker 4 (33:49):
Wait well, mortgage everybody in the industry.
It's very easy to point fingersWow, the agent socks this right
.
But anytime you point a finger,there's some pointing back at
you.

Speaker 3 (33:57):
That's why you've got to point the right way you do
it the presidential way.

Speaker 4 (34:08):
So there's so many moving parts.
I actually have another post itnow here that says like trust.
What that is is that I had aleader for years.
That would say there's threethings and this happens like
across the board.
There's three things that wecan have in any interaction.
Right, there's an especially abusiness I can like, trust and
respect you.
Too many people are going forthe like you and I.

(34:29):
I can love you as a person.
I can like you a lot.
If you're I don't trust andrespect that your job as an
agent, our Relationships gonnafalter.
Yep, I can trust and respectyou as an agent and not like you
, and we can have greattransactions.
So too much of the world goesfor that like piece.
If I have to in my dealings,especially as I consult, like
with my consulting clients, Iwant you to trust and respect

(34:51):
the decisions I'm giving you.
What you're paying me to get istrust and respect.
If we get the like out of itbonus.

Speaker 2 (34:58):
Yep right.

Speaker 4 (34:59):
So I want to give you the lessons without the scars
and and I think too many peoplewant to go gravitate to the like
and If I look at, I have thishere.
You can't see it, but there's atriangle with like, trust and
respect.
The more trust and respect youhave, the more money you make.
Like is just an added thingthat can come along the way.
You can have all the like inthe world and make zero, hmm, so

(35:20):
you know.
To go back to that whole point,it's the same right?
Yeah, and Scott, and I feelvery similar on this I have a
thing inside of my business thatI call the s3 speed square.
I'm the mortgage broker builder, so a speed square, like in
construction.
I have three s's and it's notshould shower and shave that can
get beeped, or it's just.
That's the common thing.
Um, it's skills, sales andsystems, and you guys talk about

(35:45):
this in a different way, butthe skills are Just like.
Do I know what to do if I go tothe gym Did?
How do I turn on the treadmill?
I have the skill, so then thesales portion of it is have I
done it enough times to where,when I slip on the treadmill, I
don't fall and break my headlike have I do?
I have the reps to be able tohandle things, objections that
come at me, the, the salesportion of it to actually be

(36:08):
able to execute on that.
And then the systems.
The system could be a post-itnote, it could be tech, it could
be your leader, but I have tohave some system in place when
it holds me accountable, it seesthat I'm doing it.
There's metrics, there's ascoreboard, there's those kind
of things.
There's not a right and wrongsystem like leadership is.
Scott talks about leadership.
It can be a variety of waysthat you get there, but if any

(36:31):
of those legs are missing off ofthat table, you're not going to
get the results.
And the one thing we should goback to the new agent.
Often they're the ones thatcould use the training the most,
that are the least likely to doit.
But if you think about it, ifthey spend, you know, a grand a
month and it's $12,000 that theyspend to you know, get some
training and they sell two morehouses a year and that compounds

(36:53):
to this year turns to four.
Next, look at that over 10years.
In 10 years they're doing 40houses a year because of your
training, that they paid 12grand for way back when.
But people don't see it thatway and.
Right, I run into that a lot ontrying to get people to become
brokers.
I'm now turning away probably60 to 70% of the people that

(37:14):
come to me and say, hey, john,I'd like to start a brokerage
and this is my business.
Right, I have to turn them awayinitially because they don't
have their poop in a group to beable to actually do it
successful.

Speaker 2 (37:24):
They're pooping a group.
I like that.

Speaker 4 (37:26):
But it does me and I I'm guilty of this, I and you
guys.
As you do more, you will bringpeople on, because the it's
enticing to bring somebody on,that's gonna hey, they're gonna
pay me to do this, and what endsup happening?
You end up now spending the nextsix months getting their skills
and their proficiency to apoint that you can actually now
start applying things.

(37:46):
So I was bringing people in tobecome a broker and I now need
to spend the next six monthsteaching them like To not be
afraid to be on a camera, to doa social media post, right,
right.
So like I brought in the wrongclientele, yeah, it was great to
get a check, but likeultimately I cash that check and
it cost me money.
So you get this learning as youdo more of this, which is

(38:08):
interesting too, as I,especially as I speak to real
estate agents that want to opentheir own mortgage brokerage.
Like you have any idea, likejust put, this is gonna take you
a ton of time to do, and youlike, and you think that Jimmy,
the guy that does a couple oftransactions for you, I like to
use Jimmy.
Yeah, this is just Jimmy's beenmy default.

Speaker 3 (38:26):
Usually everybody uses John or Johnny's right.
Right like I have a John, soyou know, jimmy, I did a
presentation yesterday.

Speaker 4 (38:35):
My slides were Jimmy, jimmy, oh, but you, you know,
they think it's going to be soeasy and I explained them like
what's your net result?
That you're looking for this?
Oh, we want to clip that little.
You know I want to get themoney on the transaction.
Just understand, as you gothrough and open this and do all
that, you're going to make like50 basis points, right, like,
and you're going to have theheadache and the heartache.

(38:56):
And now you got you know we'lluse Scotty sales guy.
That sucks that.
You got a coach and you nowhave to convince your agents to
like send stuff to Scotty.
That sucks, because I makemoney over here.
It's like when people get in bedwith the title company and the
title company is terrible.
But oh, you know, they pay forour golf outing once a year,
it's like.
And that they don't do that.
That's respite violation, don'tdo it.

(39:16):
But if that did happen and youforce people to do these things,
well, it becomes verytransparent that your best
interest isn't aligned with yourpeople that work for you and
you're steering them down a path.
However, your real estatebroker and you want to call me
because some of them are right.
They, they are buttoned up andthey've got a business sense and
social media and theyunderstand it.

(39:37):
And it's just another cog intheir wheel.
But most aren't, they're justlooking for.
I can't sell homes.
I mean I'll add a mortgagecompany to make more money, and
it's it's.

Speaker 2 (39:46):
you're just compounding your problems, bro
that's one of the things that Ithat's I've said that before too
is like cause.
You know that gets pushed a lotof times on real estate agents
like, hey, get your mortgagelicense.
And I said we're just creatingmore problems.
We're not, we're not solvinganything, we're making it worse.
If I can, if I, if I'm a realrealtor that's struggling.
Being a realtor, I don't needto add loan officer onto that.

Speaker 1 (40:08):
Like.

Speaker 2 (40:09):
I don't need to add that, that weight onto my
shoulders.
I need to take some weight offright and do something different
or anything.

Speaker 3 (40:15):
How many realtors do you see that say, well, it's
funny, because real estatetouches so many different
businesses.
And I've seen this, and you'reright, it's, it's funny.
I've seen realtors say, oh, I'm, I'm struggling here, but you
know what, if I added on a statesale company as well, you're
right.
And they're alreadydisorganized in in doing real
estate.
And then you know, years lateryou find out that they're

(40:37):
currently working at a bakery orsomething like that.
It's, it's really, it'sinteresting.
But it goes back to what wetalked about too the, the five
laws, that 1979 entrepreneurialemotional cycle.
Right, yeah, always looking forthat new thing, because when we
get in that grind, we don'tlike the feeling of being in the
grind.
We want to go back to whensomething feels nostalgic and

(40:57):
new.
So we keep searching forsomething else, because we're we
don't want to sit down here andsuck long enough to be good at
it, right.

Speaker 2 (41:04):
It's.
I mean it's like, if you thinkabout it too, like I, since
we've been talking about that,the things that have crossed my
mind, like late at night,pondering it's like it's like a
relationship, right, like youget into this relationship and
like you know, my wife and Ihave been together for like 30
years, right so, but likethere's the hot there's, and
there's never really been harddays for us, but there's those

(41:24):
days that, like you have kidsand then you have the stress,
and then you have this and thenyou have that right, it would be
easy to go all right, I'm justquitting, quitting on that, I'm
going to get a new wife.
You want to mean like it wouldbe easy.
That's the easy part.
The easy part is how it feelsgood.
To what Johnny's point is itfeels good, let's just go do
that again, let's start overagain.
Like let's just start datingnew, like that feels great.

(41:44):
Well, yeah, until you start toget into the same minutia again.
And then he just go, let'sstart doing this again.
Like that's what we weretalking about with that, with
that cycle of the emotionalcycle.

Speaker 4 (41:55):
Yeah, there's the thing I made a note for myself.
Cycle of performance is a thingthat every business person,
human, goes through.
So there's this cycle ofperformance and you can write
there's lots of ways, but I callit inception.
So you have inception.
That's kind of the honeymoonphase, deception.
Every business goes through it.
That's where, like, okay, Idecided to become a real estate

(42:17):
agent, I'm going to conquer theworld.
Well, very quickly you're goingto hit deception Crap, what did
I do?
Why did I do this?
And what you have to go is youhave to push through that.
And then you go through thisperiod of transformation where
you're kind of figuring it out.
You're getting some little winsthere.
It's a series of wins, losses,but at the end of the day the
net result is you'reincrementally better and then

(42:37):
that becomes your new identityand you have to go through that
cycle.
Too many people want to skipthat.
So they go from, like theinception part oh, it's awesome,
they hit the problems and theywill go right back to the next
new thing.

Speaker 2 (42:53):
Yeah.

Speaker 4 (42:54):
And you just keep that cycle going well, you never
get anywhere, you don't makeany strides there.
You've got to go through thattransformation phase.
I watched, like you know, Iwatched Rocket for years.
Their whole thing, from the dayI started there, was to become
the number one lender in thecountry.
They hit it.
Guess what happened?
Like you work there, yeah, yeah, guess what happened the

(43:16):
quarter or the two quartersafter UWM passed them.
Yeah, their whole identity wasaround becoming that one thing.
Because once you hit themilestone, if you don't have a
next thing, you got to you gotto go back into inception.
You got to add that new to it.
And then you got to go throughthe iterations and people you

(43:36):
know, oh not.
Also just think about how manypeople today are sitting.
And you've accomplished thethings that five years ago you
said if I just had a, b and CI'd be so happy.
And yet you've accomplishedthem all and you're not any
happier, right?
Oh, it's just sad, yeah, butthe reality again, is that we're
creature that's designed togrow and we've got to.

Speaker 2 (43:57):
Yeah, well, that's why we like to Johnny thing
those dopamine hits.
You know what I mean.
Like I feel good, like socialmedia, like shiny object,
everything's great.

Speaker 1 (44:05):
I got a new CRM.

Speaker 2 (44:09):
I'm not going to use it, but I got a new CRM.

Speaker 3 (44:12):
I just want to, I just want to make sure and I
want to highlight somethingthere, because sometimes there's
so much going on, but there wasa gold nugget again that was
just dropped and I hope peoplepicked up on this, because we've
talked about this before andfor right.
One of the most dangerousthings that you could do in your
business is to set a goal andnot have another goal ready once
you've hit that goal.
Yes, that's, once you've hit.

(44:33):
What are you doing?
Once you've hit that goal, youhave to have that next goal set
Right.
And we've talked about we weretalking about this, jimmy and I
were talking.
There was some people that weknew that became somewhat
successful or probably the mostsuccessful in the career, the
two individuals that we're Idon't remember, if you know I'm
referencing.
They ended up on stage andthey're recognized and it was,

(44:54):
it was a highlight of their life.
And then, like weeks later, gone, gone, like, like, yeah, like
couldn't sell anything to savetheir life and and now they're
in completely different Nowthey're not even in the business
.

Speaker 2 (45:08):
What's the other business anymore, which is crazy
.

Speaker 4 (45:12):
Goals and an anchor are super important.
I have something thatrevolutionized my life, probably
six, seven years ago.
I call it my project onehundred.
I read this thing and it wasthis thing that said,
essentially, by the time yourkids reach age 18 and leave the
house, you've spent like 75 or80% of your time with them,
right, which, like, really stuckwith me and I started like
evaluating a lot of areas in mylife and I came up with what I

(45:34):
call my project 100.
And what that is is that I wantto live past 100 years, and at
the time I'd been chewingtobacco for 30 years, 35 years.
I drank, I did a lot ofdifferent things, was very
healthy but also unhealthy.
And I went through.
I mapped out like and so 101 isgoing to be a problem for me.
But I mapped out like how oldare my kids?
My oldest son, jack, will be 69.

(45:56):
I think that he's going toprobably have some kids that are
in between 25 and 40.
I'll probably have, you know,there's a potential that I'll
have great grandchildren.
So I mapped out where all of mykey components, my key people
in my world, where are theygoing to be when I'm 100 years
old?
My wife's going to be asked mykids all that mapped out.
What are 10 activities I'd liketo do at 100.

(46:18):
I still want to be able to gohunting.
I want to be able to jump offmy own boat.
I have all these activities, soI've got a list of like 10 big
things that I want to be able todo.
Everything that I do in my life, the decisions I make today,
are based around that.
I no longer try to bench press400 pounds at the gym.
I now want to be able to besure at 100 that when my great

(46:39):
grandkids runs at me and he'sthree I can pick him up overhead
and I can do that and I canchuck him on a bed and I can be
the cool grandpa, not the onethat sits there and can't do
anything.
Yeah, so all of my driverstoday are around that.
My career goals are around.
If I want to be the sweetgrandpa at 100, like I, better
be able to take the kids toDisney and hopefully we're

(47:01):
flying first class and it'sgoing to be something.
It's not a caravan of me, likeschlepping the family across
there.
So all the luggage in the yeah,like just trying to get by now
like we're going to roll firstclass.
I got to put in the work today,I got to do the efforts today
to get something that's now.
At the time was, you know, 60some years out, or 50, whatever
is now, you know, 48 years out,till I'm hitting those goals.

(47:23):
And but it changes the way whatyou do today Like I don't
really, like I don't eat atcertain times I don't do things
Because if I in 10 years, it'sonly going to be harder to get
that back.

Speaker 2 (47:35):
Yeah.

Speaker 4 (47:36):
So having that right when you talk about a goal like
that's why 101 is going to be aproblem, because, like I want to
live to 100 wife, I die on,like you know, the day after my
birthday.
But I will do the work today toget what I want in the future
and you've got to have like,without that I don't know.
Like I mean, I stopped you andI'm going to start chewing again

(47:57):
to at 85 is my plan.

Speaker 3 (48:00):
I got suspended in sixth grade for chewing tobacco.

Speaker 4 (48:02):
So that just tells you how long I was chewing two
cans a day.
I miss it every single day Iget it Me too.

Speaker 2 (48:08):
I quit last year.

Speaker 4 (48:09):
Every day, I, every day, I'd like to chew, but I
don't do it at 85, though, I'mbringing it back, hopefully,
hopefully they still haveGrizzly or Kodiak, one of my
faces like hopefully it's outthere.

Speaker 2 (48:19):
I was a school guy.

Speaker 4 (48:22):
I'm ready oh.

Speaker 2 (48:23):
I was a school guy, so I was really.
I was with a guy yesterday thatI want to jump on this, but I
was with a guy yesterday whoturns 80 this year.

Speaker 3 (48:31):
Yeah.

Speaker 2 (48:31):
Now he's a builder on this house that I took some
clients to look at.
He's remodeling this home fortwo and a half years and he's 80
years old Now.
He now he hires, he's hiringeverybody to do the work, but
but he didn't look 80 and he'slike, yeah, he goes.
I'm turning 80 this year and Imean my man was like energized,
like he was talking rides aHarley, like I mean the dude's,

(48:52):
like he's ready to go, you know,and he's like I want the same
thing.
He was like I want to make itto a hundred, he goes.
I told my doctor the other daywhen I get to a hundred I'm
doing heroin.
I was like, wow, okay.
I go do heroin.

Speaker 4 (49:03):
He's like yeah, yeah yeah all the same.

Speaker 1 (49:08):
Yeah, same thing.
Yeah, he said, when he turns ahundred his doctor's like you're
going to get to a hundred.

Speaker 2 (49:14):
He's like, yeah, and then I'm doing heroin Nice.

Speaker 4 (49:17):
Wow.
So that's what it is, I guessthat's a mic drop there, just
leave it at what, what kind ofwell?

Speaker 3 (49:32):
it actually kind of brings me the same logic and
question where, what is it inlife that got you to say, hey,
you know what, at 85,.
I'm picking it back up Likewhat, what, what made that?

Speaker 4 (49:41):
decision, well one.
I just I still miss it everyday and at that point, right, I
will have been.
There will have beensignificantly more years without
you than there was with, soright.
So that's kind of the big lever.
There is just that hey, if Ichewed tobacco for 40 years out
of my life, like let's get it towear greater than that period
of time I hadn't, and at 85, Ifigured like I know a lot of

(50:06):
people that chewed for 15 yearsthat didn't get mouth cancer.
So I'm like I'm running a.
It's a hedge there that canceris not going to get me before a
hundred from the chewing tobacco.
So it's really it's kind of ahunch and educated guess that I
can bring that back into my lifeat 85 and it not impact my goal
of hitting a hundred.
If I had 106, I get mouthcancer, but I love that last 21

(50:27):
years chewing like I will takemouth cancer at 106.
I say that today but like yeah,what happens in 85?

Speaker 3 (50:36):
You think.
Do you think there's anythingthat gets in the way, that makes
a change?

Speaker 4 (50:39):
I think that by the time hopefully by the time like
the farther I get away from notchewing, like there was a period
of time where it becomes soingrained in your life, any vice
that you know your coffee onlytastes good with it, or you can
only poop with your dip rightLike there's like the first
thing you do when you get inyour car.
No, it was poop.

Speaker 2 (50:57):
Well, that's.

Speaker 4 (51:01):
You know, like I've rushed you know there are people
in there, are people out therethat want to wear a diaper, that
are 40 identified.
I don't care.

Speaker 3 (51:12):
This is for all Friday.

Speaker 2 (51:14):
Maybe you want to identify as a president.

Speaker 4 (51:16):
How we gain more listeners and he identifies with
the guy in the diaper Right.
That's all the same.

Speaker 3 (51:22):
That's the resident of the United States?

Speaker 4 (51:24):
Yeah, that's funny.
Yeah it just I lost my train ofthought.

Speaker 3 (51:32):
We talked about the president.
If you think that you'll stillbe healthy, decision 85.

Speaker 4 (51:39):
I think that by the time I get there, I will be so
far away from it that it will bea non issue For me, though,
giving myself the ability to notsay that it's over forever
because I enjoyed it so much.
It's just I'm delaying thatgratification, I think, was it's
a half stack for me to just say, like it's not a forever thing,
I just have to endure this forthe next 50 years.

Speaker 3 (51:59):
Now you've done something that's absolutely
incredible, because most peoplehaven't even planned for the
weekend and you've planned forthe end of your life or at least
the day after, the day beforethe end of your life, which is
when you turn a hundred.
What, like.
What is it Like?
Were you just sitting there oneday and you're like a hundred?
Or did something come along toinspire you, or how did you even

(52:21):
?

Speaker 4 (52:21):
get on that.
Well, I think that as you godown a journey, right Like I've
listened to all the stoicsaudible like you know all that
stuff.
So, as you like, start like astoic journey, you will end up
at some point understanding thatright, like at some point
you're going to die.
There was a thing that I had onmy computer called the death
clock.
Tell me like my computer wouldclick down by the minute to when

(52:43):
you were going to die.
Since about 2003, 2004,.
Like my email is my company's,my consulting company is CEO
1440.
It essentially means you are theCEO of your life.
Nobody else did anything foryou, like I don't care what your
great grandparents.
Like you are the CEO of yourlife.
You and only you are in controlof it and you have 1440 minutes

(53:04):
every day.
So there's just a massiveamount of self-accountability.
Like I accomplished things.
Wins, losses are all on me, andso that whole living to a
hundred is just, it's amanifestation of that.
And living to a hundred is kindof like you know, like it's a
gold standard in the you know,in the number of years you live.
If you get to a hundred, likeyou're doing something right.

(53:26):
A small percentage of thepopulation does it.
So there was no like massivedefining thing.
I read that you know about thenumber of how much time you
spend with your kids and yourloved ones and just thought, the
longer I can extend my life,that first 18 years of their
life becomes a smallerpercentage of that time with me.
Yeah, like, if you think ofyour best friend, like I have my
best friend from high school,there's only so many.

(53:48):
If we spend one weekendtogether, right, we've only got
you know, I don't know how longhe's going to live, we've only
got 25 weekends left.
But if we both live to ahundred, we've got 50 weekends
left If we spend one.
So it just became like itbecame very easy to anchor all
those things against it and thatthe longer you stretch out your

(54:09):
timeline, the less the pastmattered.

Speaker 2 (54:12):
That's wild.
That's one of the things that I, you know, I've talked about
like because so so my, you know,I have my older son is a way at
college, right.
So he's out of state at collegeand he, you know, my wife, was
always worried about like, well,how much time are we going to
get to spend with him?
And then I go, it's not thequantity, it's the quality,
right?
So you got to make sure that,like you said, you've only got
so many weekends.

(54:32):
Well, how do I make the mostout of those weekends?
Or how to make make the mostout of the time with the time
that I actually have?
And it's by actually doing thethings that, and look, I don't
know if I'm going to make it toa hundred or not, I just have my
guts all cut out.
Well, have you set a goal forit?

Speaker 3 (54:48):
No, I not need to.
I've never even thought aboutsending a goal for it, but I
have my grandparents.
Yeah.

Speaker 2 (54:53):
My grandma was a hundred and two there you go,
Like I knew my greatgrandparents, like my, my
grandpa's dad was, was a hundredwhen he passed, but I, like I,
was seven or eight.
Yeah.
I mean like I knew him.
You know what I mean.
Like, which is wild to thinkabout that long ago.

Speaker 3 (55:11):
Yeah, I mean that was .

Speaker 2 (55:12):
it was like 78, 79, 80.
You know what I mean Like, buthe was a hundred then and so,
like, automatically, it probablyshouldn't he?
Probably?
You know what I mean Like, butit like.
It was the same type of person,though, and like 85 that he got
.
My grandpa went and stopped athis dad's house and was mad at
his dad because his dad was onthe roof fixing a hole in the
roof at 85.
You know what I mean.

(55:33):
Like he's up there with ahammer and putting some root
wood down at 85 years old on hisroof, and but then it then fast
forward.
My grandfather was the same wayLike I.
He was like 85, almost 90 yearsold, and he was a hang trying
to hang the snowblower in hisgarage.
And I go, I had to walk overand take it out of his hands and
hang it up.
I'm like, what are you doing?
He's like this is all I'm doing, my thing.
You know he was pissed that Ieven took it out of his hand and

(55:53):
I'm like, just ask me to dostuff.
He's like I can't ask you to dostuff, I'm just going to do it
myself.

Speaker 4 (55:59):
Wow, you have 1,440 minutes every day.
The more intentional you can bewith each of those minutes,
regardless of what it is, themore like the thought that you
have behind it, the moreintentional you are.
It.
Only good things come of it.
Nothing bad becomes of beinghyper aware of your time here on
this earth.
Yeah, to me it's invaluable.

(56:20):
Right, like everybody gets todo their own thing, and I hope
that a lot of people don'tembrace it, because it makes it
a lot easier for me to get ahead.
If everybody else is worryingabout what they're doing
tomorrow and you know, 17 hourson their social media, like it
can allow a guy like me to excel.
Because I'm just willing tooutwork them Like they're just
you just come and catch me, tryit.
Come on, let's go, come runwith me, let's go, let's go.

(56:42):
You're going to stop well,before I do, and because I'm
pretty anchored in those things.

Speaker 3 (56:47):
So, yeah, now, you keep talking about that too.
In fact, you, you had mentionedsomething earlier I want to ask
you about too, and I believethe phrase that you use is uh, I
was talking about you can't,you can't have your last goal,
and you said that, plus, youhave to anchor it.
What?
What did you mean by that?
What is that about anchoringyour goal?

Speaker 4 (57:04):
So just, it's really, it's just, it's an internal,
it's a strong belief, it's, it'ssomething that you just have,
these non, non negotiables,right.
You just there.
These are the things that I am.
I don't, I'm not like I don'twork out, like it's not, like
you don't.
There's not an end goal of likeworking out you don't become

(57:24):
healthy, you stay healthy, youdo it over a lifetime and you
have to have this, this firmbelief that this is my identity,
this is what I am.
And then you anchor it to thatand like I use marriage right,
like if you use marriage, thegoal in being married is not to
like you don't like reach, likeI'm not married, no, you stay
married over a period of time.

(57:45):
And it's your actions, it'syour beliefs, it's what you
anchor, your fundamental who youare, that ties that back.
So when I talk about anchoring,I talk about tying actions to
beliefs and to your identity.
And right, for a lot of andthere was years that I did
terrible things right, like youridentity, like they don't line

(58:05):
up and it causes a lot of strife.
But when all of your goals andeverything that you're doing are
moving in the same direction,it becomes very easy to do that.

Speaker 3 (58:14):
Yeah, how do you, how do you, how do you start that
process?
Like if you're somebody thatthat said you know, or even real
estate agents out there thatare starting in the business and
they're like, man, this, thissounds great, this is motivating
.
But like, how?
Like, okay, cool, are theresome people that just are able
to anchor stuff down?
Did you spend a lot of timewith yourself?
We just you just naturally knowwhat identity you want to go

(58:35):
after.
Like, how did you form all?

Speaker 4 (58:37):
of that.
I think that you form itthrough time, right Like an 18
year old me was a lot differentthan the 30 year old me, which
was a lot different than the 50year old me.

Speaker 3 (58:45):
Oh man, I'm still, I'm still 14.

Speaker 4 (58:49):
So your self, identity, your self worth, those
things, all it's an evolution,and I think that the best advice
I could give to somebody isdoesn't matter what you did in
the past Right, you can't changeit.
Just you are where you aretoday and make a decision that
the next minute you're going tobe a better version of yourself.
If you can just do thatrepeatedly.

(59:10):
And it doesn't matter if you'rethe world's biggest piece of
crap, I can be better in thenext five minutes than I was the
prior five.
I it doesn't matter whereyou're at, what you've done, you
can always get better.
So if you just take that belief,forgive yourself.
This is why, like religion andChristianity does so good, is
that right?
Like you can come in.

(59:30):
I'm like, I believe in heavenand all that and, but you can
come in right.
So, like Jesus forgives you forall of your sins, it's a clean
slate.
I get a fresh starting pointwhen I become Christian and that
gives people a springboard tosay okay, like I don't have to
beat myself up about what I didin high school, I get this fresh
springboard.
And you don't get that in a lotof like.

(59:51):
You're not given that grace ina lot of areas, and employers
need to do it different.
More people.
If they just gave people thegrace, you'd be surprised at how
far they'd go.
But that person always has tolive with that prior baggage.
And you and I, we beatourselves up way more than
anybody else does.
Like the most negativeself-talk you get is from
yourself.
You're the biggest POS in yourown world.

(01:00:13):
You, you know like we are ourworst enemies.
So give yourself a little bitof grace and allow yourself to
springboard off of that right.
Become like reborn, every day,every minute.

Speaker 2 (01:00:25):
I love that.

Speaker 3 (01:00:26):
That's what a great way to end the show.
Man, Be the best you you couldbe today and give yourself the
grace to do it yeah.
Well, that, what a great way toend that show, man.
Thank you so much for coming on.
That's been great.
He's stick around a little bitwith us.
For the afterburner no for sure.

Speaker 4 (01:00:40):
Oh perfect.

Speaker 3 (01:00:41):
Perfect.
Well, guys, listen.
If you're listening to thepodcast, come join us live.
We do an afterburner rateafterwards, which is what we're
about ready to do for all of youthat are listening on the
breakfast club before free tojump over to YouTube or Facebook
as well for the after burner.
Jimmy, you've been fantastic,johnny, you've been awesome and
we'll talk to all of you nextFriday.
Thank you.