You Won't Believe What Happens When You Invest in Yourself - Texas Real Estate - Key Factors RealEstateAF

Episode Transcript
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Speaker 1 (00:14):
and you can move that thing around wherever you feel
necessary.
All right, I'm good, rightthere, got it, got it yeah, yeah
, yeah yeah, come to me, j JC.
Yeah, I'm going to leave thejacket on.
I'm cold Anyway, but with thesediscussions, we want to give

(00:34):
the folks as much of you aspossible.
Gotcha, the idea istransparency, very Sharing your
journey, your story, and we willmake it impactful.
I don't think that's going tobe a difficult concept to grasp
in this Awesome Well.

Speaker 2 (00:53):
I'm ready?

Speaker 1 (00:53):
Okay, JC, I'm ready when you are.
Give me hold on just a moment.

Speaker 2 (00:58):
Let's go to church.
Key Factors Podcast.
Here we go in three, two, one.

Speaker 1 (01:06):
Welcome back to another episode of Key Factors
Podcast Real Estate AF, wherethe AF stands for and finance,
and I'm your host, mark Jones,and we are powered by
ReviewMyMortgagecom, the largestindex of mortgage programs in
the nation.
And on the past couple ofepisodes, we've been talking
about business planning.
We've been talking about peoplerevving up, getting ready for
2025, talking about consistencyand game plans and what it takes

(01:32):
to be a top producing agentdespite the market conditions.
But I want to change the pace alittle bit today.
Every so often, I come acrosssomeone on social media in
passing that I just need to heartheir story and after hearing
their story, I just have to helpyou guys hear their story as
well.

(01:52):
So today I've brought along aguest.
Just recently got anopportunity to meet him last
night at EXP Mixer and I'mexcited to share some
discussions with him today.
So, without further ado, I wantto introduce Rudy Sedatnil.

Speaker 2 (02:07):
How are you doing?
I'm doing good, mark.
Thanks for inviting me, ofcourse.

Speaker 1 (02:12):
Of course this is so cool, isn't that cool?

Speaker 2 (02:15):
Maybe a KSAT or somebody will pick me up.

Speaker 1 (02:18):
There you go.
You never know, you never know,yes.
So, rudy, if you could, just tokind of kick this off, tell us
a little bit about you first,and then I want to dive deeper,
go further back.
So right now, who is Rudy?
What are you doing?

Speaker 2 (02:35):
Yeah, so Rudy is a very transparent guy.
It's crazy, right?
Because where I come from andwhere I'm at now, man, I
wouldn't trade it for the world.
You know what I'm saying.
So, uh, first of all, I'm afather.
Uh, man, that's the biggestthing.
Um and the other thing is.
The second thing is uh, I'm areal estate agent, that is a

(02:59):
hustler, and that's key, um,because I provide for my
children.

Speaker 1 (03:04):
Yeah, but I'm very open.

Speaker 2 (03:06):
I'm an open book, very transparent, because I had
a journey and I think we allhave a journey right and that's
great that I get to share itright.
I mean, there's a lot of peoplethat know about it, but now I
get to share it with more people, Absolutely.

Speaker 1 (03:21):
Yeah, Absolutely so in real estate.
How many years you've beendoing real estate?

Speaker 2 (03:25):
Yeah, so it's going on my 13th year already, okay.

Speaker 1 (03:29):
Okay.
It's been and not a single grayhair on this guy man.
Not a one.
I'm going to be 50.

Speaker 2 (03:36):
Love it.
Yeah, oh my God, yeah, that'sright yeah, 50 tatted and
self-employed.
Yes, Making your own way yesdefinitely so.

Speaker 1 (03:45):
let's get into your journey how you became a real
estate agent prior to that.
Where'd you grow up?

Speaker 2 (03:52):
Where are you from?
Yeah, so originally I grew upin California, okay, and then at
the age of 12, my mom picked usup and we kind of came down to
the Valley and, man, that'swhere the hard work came.
So my grandpa was the one thatand he put so much in us, which

(04:13):
is crazy.
So, and if I get emotional,it's all good right.
Hey man, I'll be right therewith you, you know so.

Speaker 1 (04:17):
So my grandpa, Matter of fact, I haven't had my
testosterone shot, not tilltomorrow, so we're good, we're
good, good.

Speaker 2 (04:23):
So.
So my grandpa, um, we lived ona ranch, which was crazy, right.
So, um, our summers, we didn'thave summers, we worked out in
the fields.
Uh, man, I did pick in.
Uh man, there was all kinds ofstuff.
It's crazy, right.
So at 13, I was working in thewatermelon field.
Okay, so at 13, I was buff, manwas buff man Like super buff.

Speaker 1 (04:44):
It was crazy, right that hustle muscle?
Yeah, definitely.

Speaker 2 (04:48):
But man, the thing is that I'm so humble from where I
grew up at, and you know, mygrandpa put a lot of work in us
and that's where the work ethicis and the thing is the
craziness because I can neverstay still Like I always got to
go, go, go, go and try to figureout what's the next thing.
What's the next thing?
You know what I'm saying?
Then my daughter's like dad,like you got to chill, like
we're watching a movie.

(05:08):
I'm like, yeah, yeah, it's cool, you know what I'm saying.

Speaker 1 (05:11):
So yeah, definitely, no, I definitely relate to that.
So once you made the transitionover, you learned plenty from

(05:34):
your grandfather and you grew up, and how did you make it to San
Antonio?

Speaker 2 (05:39):
Yeah, so, man, it was crazy.
So I was 21 years old and gotkind of sidetracked, you know,
and I decided I was going tomove to San Antonio and I got
here and it was worse, man, Ifell into some some deep, deep
stuff, right, yeah, and when yousay deep stuff, just because we

(06:03):
are being transparent and I'vetold my story here before in
regards to the extracurricularthings that I was doing, that,
essentially, at a certain pointI had to go.

Speaker 1 (06:15):
This shit is going to have me winding up dead in jail
or worse, and it, cognitively,is something that you have to
make a decision to get away from, actively get away from but go
ahead, yeah.

Speaker 2 (06:31):
So I came to San Antonio and then I started
running with the wrong crowd andI got you know on some stuff
and and you know, by the graceof God, it, it, it was done.
You know what I'm saying Like,uh, god got a hold of me, shook
me and, man, it's a wholedifferent animal.
And I look back, because I talkto my oldest now and she's like

(06:54):
Dad, you know, and I'm like,yeah, like there was one time I
was driving around San Antonioand it took me eight hours to
get home and I didn't know whereI was.
And so I look back and I'm justlike man.
And then the crazy part, likeI'll just tell you all in a
nutshell, somebody said oh well,let's go to church, I'll go,
but don't expect anything.
Yeah, well, then all of asudden, I'm in church, I'm

(07:16):
sitting on a board, I'm a this,I'm a that, and then, anyway,
anyway, so here I am now, right,that's right, that's right.

Speaker 1 (07:24):
Yeah, well, I mean, that in itself is something to
hone in on, because I will.
I'm going to take a leap offaith in saying that most folks
that have become successful attheir craft, whatever it may be,

(07:44):
at some point in time had areckoning, had something
happened to them that they hadto make that decision to change
paths, change courses.
But it also speaks to theperson in itself that you push
the boundaries, you go thatextra mile, you hey, don't look

(08:05):
behind that curtain.
I'm going to take a peek.
Why?
I don't know.
I don't know why we do what wedo, but we end up learning and
growing a little bit faster,more than most, simply because
we are, I don't want to say,unafraid.
It's like this restrictor hasbeen taken off off the governor,

(08:26):
the governor uh, like when youtake the governor off of a
go-kart and it goes faster.
Well, that's that's kind of howwe roll, if that makes sense.

Speaker 2 (08:33):
Yeah, so it's you know.
Let's talk about how whatthings happen, right?

Speaker 1 (08:40):
So, so, so now, yeah, so now comes the good stuff
right.

Speaker 2 (08:44):
So I got my life together Not perfectly right,
but I found a passion and Ibecame a lumber salesman and it
was crazy Like I was sellinglike lumber packages, big ones
for big houses, and when therecession came like it came, so
quick and long story short, thecompany I I was at, a bunch of

(09:04):
guys jumped and I was the lastguy in the totem pole and I
jumped.
Well, when I jumped, heavenswould I know that I would get
into a non-compete and got suedlawsuit full-blown lawsuit
lawsuit, wow.
And I get a call from an officerand says hey, I gotta give you

(09:25):
this.
He's like it's kind of weird,cease and desist.
It's just weird, I've neverdone this and I was like, okay,
so I get it.
I go to the company and it'slike, hey, just let me go, don't
worry about it, I don't want noissues.
They're like no, no, no, don'tworry about it.
Okay, another time again I goback.
They they're like no, no, no,no, don't worry about it.
Long story short, I find myselfin court One day.

(09:47):
Eight hours I'm on the stand, Iget through the ringer and it's
crazy because through thatprocess to get there, I'll never
forget, like just walking outof my mailbox and tons of
letters of discovery and blah,blah, blah, this and that.

Speaker 1 (10:10):
Now, mind you, this is civil court, not criminal
case law, right?
So, essentially, they're notgoing after you to put you
behind bars.
They're going after you becausethey're trying to take you for
all your worth.
Yep, exactly.

Speaker 2 (10:18):
Go for it.
And it got to the point likeyou've ever heard where people
say like, oh, you know, they'regetting sued and they get sick.
And well, that was the guyRight.
And it got to the point where Iwas just like miserable, I gave
up.
And, long story short, we getto court, go through the process
.
The judge is like what are youdoing to this guy?
Like he's just a sales guy.

(10:39):
Dismiss, pay him a little bitof money.
It was done.
Dismiss, pay him a little bitof money.
It was done.
And attorney said like hey,they may come back again.
Well, lo and behold, weekslater, federal.
Oh, I was like wow, but not me,it was me and some other people
right, sure.
So luckily, the judge over thatone, before even getting to go,

(11:03):
he sees it.
He's like, guys, you alreadytook him to this.
And the state said, no, likeit's not happening here, right.
So it was a two year process.

Speaker 1 (11:16):
And I want to hone in on something that you just
mentioned, which is the idea ofgoing through that level of
stress within your world thatyou are not used to whatsoever.
It is a game changer.
Why we're not attorneys?
We don't know any of thatjargon and stuff, we just know
that somebody is after us andthey've got all of this

(11:38):
literature to prove whatevertheir case is to be true,
whatever their case is to betrue, and you mentioned that
that brings upon this healthsickness, this drain on your
wellbeing, and I can see thatnot just from this scenario, but
there's plenty of folks outthere that are going through
something that is paralyzingthem, paralyzing them from doing

(12:01):
what it takes to be them eachday eating right, working out,
sleeping right and it diminishesyour well-being and at a
certain point, that person iseither going to slip further
into this abyss or they're goingto change their course.

(12:21):
Was there anybody in your lifethat helped change that course?
Because I mean, at that point,when you're going through this
two-year period, it's like woo,the blows have finally stopped
Bang, you get hit with somethingelse.

Speaker 2 (12:36):
Yeah, it was, you know, the crazy part.
While going through this wholeprocess, right Like I was
defeated, I was already likedepressed and I would actually
part my vehicle on the side ofthe street and there was a
reason why I did that so thatthe repo guy could just come and
pick it up easy you had alreadyassumed had this idea of that?

(12:57):
yeah, because it just kind oflike I didn't know what to do
anymore and and I would wake upevery morning and I would open
the curtain just to see if thevehicle was, because I had
everything racking up right andwhen this finished it was crazy,
it was like like it was donebig old wait yeah.

(13:17):
And then I was like I gotoffered, like hey, come back to
the industry, and I was like,nah, I'm gonna pursue something
else, and I was kind of likewaiting and I was like god what
do I do?
And it was like oh, real estate.
I was like all right, I'm likewell, I'm not a tester you know,
I'm saying I'm a people person,I'm street smart, I'm you know,
right and uh started studying,started getting all my stuff

(13:40):
done and get ready to go takethe test and driving in the
morning I'm like oh nervous.
I'm like I'm not a tester, youknow what I'm saying.
And then I hear something andit's like right and sure enough.
I'm like, all right, cool.
I get to the place and they'relike oh, you have your id.
I'm like, huh, oh man, I forgotmy idea I was like oh my god,

(14:01):
so so many things happen.
Right, sure, got everythingsituated, took the test.
Thing pops up.
It's like oh, you passed, Istarted crying.

Speaker 1 (14:10):
I'm like what I passed.
You're like oh, it's me.
Those tests, man, I remember.
Matter of fact, I'm gettingready to retest 63-7 for
securities license to be able totrade, and you study, you do

(14:32):
all the studying, oh my God.
Then you finally get there, youhit submit and it's like this
moment that just freezes in timeand then it pops up.
It tells you whether you passedor failed.
Right now there is no gradingyour test.
There is no.
We'll call you tomorrow, youknow when you get up, whether
you passed or failed.
So at that point you passed, Ipassed.

Speaker 2 (14:55):
And I'm just like, is that right?
And she's like yeah, you passed.
I was like all right.

Speaker 1 (15:01):
Let me get the fuck out of here I.

Speaker 2 (15:02):
I'm like ready to go, like it's a new start, right.
And it's crazy because then Ihad been shadowing during that
time and I was a guy that wouldshow up at seven o'clock.
And the reason I shadowed wasbecause when I got my license, I
didn't want to like drainsomebody out, like hey, what do
I do?
Right.
And I got the opportunity toshadow for like five months and

(15:24):
then comes out and it's like,hey, great, you know start and.
And back then it was like80,000, 75 sales prices.
I was like yeah, you know whatI'm saying.
We get some money and then andMark, he was crazy, cause I was
shadowing for all these months Ididn't have an income.
I'm just like man, I was behindon everything, but I knew at

(15:46):
some point like hey, thingswould turn around and and I
started getting clients andstuff like that.
And then let me tell you astory.

Speaker 1 (15:53):
That's just before you do, I want to.
I want to hone in on on onsomething that you mentioned
there that comes up quite oftenamongst the top producers, the
experts, is the idea or the lackof drive that the newer to the
business, loan officers, have ordon't have in the idea of

(16:14):
shadowing.
It's like whatever I do, I needto get paid for it.
Yeah, but have you really putin the time to even learn your
craft?
And many of us did shadow as wewere going through the ranks,
so to speak.
Go ahead.

Speaker 2 (16:28):
Yeah, and and and again.
The, the shadowing was more forme because I'm I always want to
learn and I want to make sure,because, at the end of the day,
like again, like I said, Ididn't want to be draining
somebody and be like hey, likecan you help me, Can you help me

(16:50):
, Can you help me?
Right, and I started gettingyou know business and and, and
then it was crazy, Cause I'm,I'm, I'm at home cutting my
grass and and I'm just like man,everything's piling up.
And I get a call from the loanofficer I was dealing with and
I'll never forget this.
And to the day, like some peoplehave heard, where she calls me
and she says, honey, green hair,purple hair, red hair, I don't
care, All your deals are fallingapart.
And I sat there and I said, no,they can't, I need the money.

(17:12):
She's like, well, I don't knowwhat to tell you, honey, she
says so-and-so bought a ring andhis debt to income and all this
.
And I just was like man, I needthese deals, Like I'm behind on
my mortgage.
I it was like man, I need thesedeals, Like I'm behind on my
mortgage, I'm behind oneverything, and think about it.

Speaker 1 (17:26):
I just got out of everything else right, yeah, and
I sat there.

Speaker 2 (17:29):
She's like, well, I don't know what to tell you.
And so I had met somebody priorto that, like a week before,
and you know, had come over tothe office and was kind of cocky
and I was just like, yeah, yeah, yeah, and you know, everybody
promises of the world, you getwith me, I'm going to take you
to the moon, and blah, blah,blah.

Speaker 1 (17:45):

Speaker 2 (17:46):
Absolutely yeah.
And at that point I had to makea decision and I said, man, you
pick up the phone and you calland you just say, hey look, I
need your help.
And that's what I did.
And I called and said, well, Igot some deals, I'm behind on my
mortgage and I don't got nomoney.
And you know, so, was it thatperson?

(18:07):
Yes, cool, yes, and it wascrazy because he helped me out,
good guy, saved three, three outof five, had some money.
I think I had like, when it wassaid and done, like 4,200 bucks
.
So I was excited and, um, helpme out.
And then I said look, I'll dowhatever you tell me to do and

(18:29):
I'm ready.
Right, and you heard right.
When they say the this is whenthe student is ready, the
teacher will appear, that'sright, that's right, I was ready
, and, and so I started doingeverything.
He starts telling me he's likehey, you got to do this, you got
to go out and find people with620 credit score 640.
And I went out and did it, andnow is where the real journey
starts, right.
So I got a little bit ofbusiness going and then I'm a

(18:53):
diehard Saints fan.

Speaker 1 (18:55):
Yeah, who dat, who dat Baby?

Speaker 2 (18:57):
yeah, so I end up getting invited right on this
awesome Sunday night game andit's crazy.
So it's dane schrader, kendavis, patrick conaway and there
was another guy on there and weget to ride on this awesome
thing and and and I get thereand I'm just like, oh, my god,

(19:18):
like who are these guys right?
And and I sit down in my chairand I'm just like.

Speaker 1 (19:23):
Now where y'all drove to the stadium.

Speaker 2 (19:25):
No, no, no, no.
So apparently I call in mycoach, you know, and saying he
had, he had gotten some big oldthing on auction and it was a
private jet thing it was so coolit was so cool.
It was like it's it's get ready,man, it's going to blow your
mind, right.
So I sit down in the jet andI'm just like, wow, this is cool
, right, and and.
And.

(19:46):
But I remember like, okay one,you just be quiet, you listen,
they make more money than youand that's it, right, and.
And everybody's talking and I'mjust listening, I'm just like
glued in, right, absorbing.

Speaker 1 (19:58):
Yeah, yeah, yeah.

Speaker 2 (19:59):
And even at this time , ken Davis told me once he's
like I remember you were sittingthere and you were just taking
it all in.
I could see this in your eyes,right, because I just wanted to
know, of course, and we go, Ispend the whole day and we're
flying back and it's like 1 amin the morning, right, and
Dayton Schrader knows thisbecause he knows it right.

(20:19):
And he gets up and he's like hey, guys, we're in the top 1%, we
make a lot of money, so when youguys get off, make sure you tip
.
I lit 200 bucks a piece, man.
I reach in my pocket and I had20 bucks Mark and at that point
I said, man, what is going tofucking change?

(20:40):
So the door opens, man, and Ican just chat to my car and I
sit there and I'm like it's one30 in the morning already and I
sit there and I was like, man,what's going to change?
Bro?
You got 20 bucks to your nameand you're trying to make it to
next Friday and just to put gas.
And that was it.
And after that, like somethinghit me and I said they put their

(21:05):
shoes on the same way, they puttheir pants, the emails go the
same way, it doesn't matter.
I pick up the phone thefollowing morning I'm in my
office.
I'm starting calling all kindsof real estate friends.
I'm like, hey, I'm starting ateam.
I'm starting a team.
And everybody's like, man, whatare you doing?
I'm like, yeah, and it's socrazy because from that point I

(21:28):
never looked back and the amountof money I've made has been
crazy.
But it was one, that one littlething that triggered when I
reached in my pocket and saidI'm broke, man, I'm fucking
broke, yeah.
And then I go back and I, youknow, I go back and I look and
it's just like wow, and then Istarted getting into coaching

(21:51):
and everything like that.
And then you know, you startmaking some money and you're
like I'm good, right, soDayton's getting ready to
interview me.
I totally remember and it'scrazy, right.
So I had a, had a conferencewith him and I had to send him
all my paperwork, and so he'slike oh.
I was like, yeah, Dayton, I gotsome money.
Like oh, yeah, got some money.

(22:12):
He's like, but um, you're oneflat tire from being broke.
And I was like no, no, no, no,I got money in the bank, so I
didn't get it what he said.

Speaker 1 (22:21):
And at that time.
There's plenty there that I'dlike to dissect.
In regards to what took place,what was happening, why that was
so impactful in your life atthe time, based on what you've
had gone through thus far,Nothing but adversity.

(22:42):
Everybody's against me, and I'msure that was the mindset,
because it's like Jesus Christ.
At what point in time are theblows going to stop?
You finally made it out of that.
You're changing your life.
You're, you're.
You're changing the course anddirection that your sales are
headed.
You get in the room with thefolks.

(23:03):
That that was the goal allalong getting into this business
.
In any business entrepreneurmindset, I would like to get
into the doors and the roomsthat I never thought I could.
And you are soaking up andinstead of being on the plane
and acting like you're somebodyelse or pretending to be at work

(23:26):
in this facade the idea of fakeit till you make it With you
you're soaking it up like asponge.
You're taking everything thatthey have to give and for the
folks out there listening, thisis way more common than you
think Top producers, successfulbusiness owners, entrepreneurs

(23:47):
more times than not, they'regoing to share their story.
They're going to share theirtrade, their craft, how they do
it, et cetera.
It gives them just as muchgratification as it should you,
hearing it soaking it up andwith your situation, it hits you
like a ton of bricks,guaranteed.
It was like this moment whereyou were like shit, they're

(24:10):
going to out me.
I'm about to be discovered forwhat I am or, at the time, what
you believed you were and that Iwould imagine was probably I'm
not worthy.
I would imagine was probablyI'm not worthy.
That being said, you fastforward, you start doing the

(24:31):
things that it takes to become atop producer, Before you even
knew that this is the right wayto go about it.
You know, damn, all that.
They're doing these things, I'mgoing to do these things, Yep,
and fast forward.
I would imagine that you've gota pretty extreme gratification,

(24:52):
not only for that moment, thatstory, what you went through,
but for the people that didn'tjudge you for what you had in
your pocket at the time.
Yep, they saw the potential,they saw the time, they saw the
potential, they saw the hunger,they saw this man that was
sponge worthy and they, they,they said, okay, that does not

(25:14):
change how we view you inregards as the whole, Um, and I
think that that's powerful inmany eyes, because most are
scared to even put themselves inthe situation like that.
Many would have said I'd loveto go on that with you guys, but
they'll make something up.

(25:37):
Why?
Because they don't want to bediscovered For you.
I think maybe you were even toonaive to think about that
concept.
It was just like I'm fuckingflying by the seat of my pants.
Let's go.

Speaker 2 (25:48):
Yeah, and it's you know, it's crazy because that
day changed my life.
And it's crazy because you postit on Facebook and it pops up
as a memory and you look backand you're like, wow, it's like,
but I remember just sittingthere and just absorbing it and
taking it in.
And then, when reality hits you, it's like, hey, you're broke,
like you're literally broke, andthen sitting in my car at 1.30

(26:14):
in the morning and just be like,well, it's going to change.
And now it's like.
You know, it's so cool because,like I'm consistent, everything
I do it's like my business is98% referrals, like that's it.
You know, and the key ofeverything from that whole
experience was me not letting itgo to waste, right, Absolutely.

(26:35):
Because here's what happens,right, here's what happens, and
let's be very open, right?
People go to church and theyget all fired up and they come
out and monday comes and lifehits them like you know what I'm
saying absolutely they go tothe conference and come back and
they're all excited.
Nah, man that's right, thatright.
There was like boom.
And here I am eight years laterand never look back, right,

(26:58):
right.
And that's the crazy part,because the craft like
basketball players, footballplayers, everybody works on
their craft.
But as self-employed people, wedon't want to work on our craft
and we have to, you're exactlycorrect, you know like, hey,
you're the best pen salesman.
Like, sell me this fucking pen.
Yeah, check it out, it's white,it's got this, it's that right.

(27:19):
But people don't want to dothat, right, right, people don't
want to do that, right, right,they just they get so nervous
Like, hey, you're, you're,you're a product, you got to
work on it, right.
So I'm consistently working onmyself, like, hey, like I want
to be the best, like I want tobe the best, like, when you talk
to me, like you can fuckingfeel my energy come 100% and be
like, oh man like.
I want to.
I want Like hey.

(27:40):
Like what do you?
You know your first time buyer.
Cool man, let me ask you, didyou serve in the military?
Yes, oh man, thanks for yourservice.
Like hey, so VA, and you got toknow your craft right.
Like hey, fha Well, three and ahalf percent conventional hey,
up to 520, you know all thatstuff.
You got to work on your craft.

Speaker 1 (27:56):
Yeah, you know to do all that, and that that's the
piece right there that I want to.
I want to dive into a littlebit.
Um, just had a meeting with myloan officers.
We went over our our uh 25business plan and uh, prior to
that I was listening to apodcast Patrick David PBD

(28:19):
podcast and uh, he mentionedsomething that stuck.
Now, this is not something thatis profound unless you make it
profound, meaning take it andactually apply it.
And he said you are onerelationship away from your life
changing and it's like, well,what do you mean?

(28:42):
You were one relationship awayfrom your life changing and had
you not had that experience, andreached in your pocket and went
, oh shit, I don't have that.
Then taking that experience andusing it as the fuel that

(29:08):
fucking made this engine go.
That happened from one instance, and I'm sure there has been
plenty of other instances wherethat one next relationship
changed your life as well.
For the folks out therelistening, the idea behind
having opportunities to havethat next relationship change

(29:31):
your life you've got to putyourself in the position for
that to happen, and what you'retalking about is the consistency
of doing these needle movingactivities, the idea of working
on your craft and studying yourcraft so that, when that
opportunity comes about, you canactually rise to the occasion,
show that you are the expertguide and, with a clear

(29:52):
conscious mind, body and soul,advise these folks to the point
that they go damn, that's ourguy moving forward, you know you
hit something, right.

Speaker 2 (30:04):
So craft relationships this is where
people don't understand, right.
Relationships are key, right?
So when you're running that 98%referral, it's insane, right.
And I'll tell you something,because I was selling a
commercial building off ofHildebrand, I remember, and this
guy called me and says hey, Iwant to see it and all that,
right, yeah, had to be the bestat your craft, right.

(30:27):
Never met him, show up.
Boom.
Well, guess what?
10 years to the date, Almoststill my client.
Guess how much he's purchasedwith me in 10 years?
No clue, I mean 29 million Wow.

Speaker 1 (30:41):
One year, one person, one relationship that changed
your life.
Yes, and his mind you, becausehe wouldn't have continued to
come back had you not providedthe value that you did.

Speaker 2 (30:51):
Yep, and the crazy part, he's a business guy.
Yeah, he's very wealthy, andthat relationship off of a phone
call and it's like wow, andthen I've built more
relationships of just people,right?
Right, another one gentlemanguy walks in suitcase, sees me.
He's like this guy's all tattedup.

(31:11):
It's like no, he's like I'vegot.
I remember he's like I got800,000 in the bank.
I want to buy rentals.
And I looked at him and said,first of all, I'm going to be
very respectful.
I said you're old.
Why do you want rentals?
Do you want people to call youto tell you that their shitter
is plugged up?
And he looked at me and waslike well then tell me what to

(31:33):
do.
And I said, yeah, let's takethe cash.
Buy some houses, owner finance,buy him cash, put him owner
finance 13%.
He's got a nice portfolio.
Now See what I'm saying.

Speaker 1 (31:47):
So, taking what you know about the idea of making
money with money and you learnthat in real estate, you learn
that lumber sales all of thethings accumulated to go.
You know what?
This is what his goal was.
He thought he knew best andbecause he had the money, if he
talked to anybody else, theywould have went.

(32:07):
Okay, sounds good, let's go.
But with you, you stood behindwhat you believed in the advice
that you were about to provide.
Because he doesn't do realestate.
Yep, however, he made his money.
That's how he made his money.
But he's coming to you becausehe doesn't do real estate.
Yeah, he made his money, buthe's coming to you because he
doesn't do real estate.
He wants to get into it.
You're telling him this is howyou do real estate, the way

(32:29):
you're trying to do real estateto get that goal across.
Not I'm here to make the nextbuck, no, I want to help you
build your empire.
But this is probably a betterroute.
And the idea of him owning thoserental properties, having the
property maybe make a little bitof margin.

(32:50):
Each month he pays his taxes,so he gets the write offs over
here, dealing with all thisbullshit.
I've been a landlord, I get it.
It's not always as difficult asthey make it sound.
I will tell you that right now.
But the idea of something heprobably never even fathomed was

(33:11):
let's buy this, turn themaround and sell them to someone
else that maybe can't qualify,maybe doesn't know what they
want to do themselves.
Yep, and I become the bankthemselves.
Yep, and I become the bank.
So not only is he getting toretain a home until it's paid
off, but he's going to make theinterest based on an
amortization schedule where,just in case you guys don't know

(33:33):
, he's going to make his moneybefore you pay that off, money's
made up front, essentially,when you are in a mortgage loan.
Did you know that mortgagecomes from the term death
contract?

Speaker 2 (33:46):
No.

Speaker 1 (33:48):
Oh my, did you know that?
No, I didn't, I found that outthe other day and it was like I
sent it to all my loan.
I was, hey, you guys ready togo give out some death contracts
?
They were like what are youtalking about?
Yeah, the term mortgage comesfrom death contract.
Wow.

Speaker 2 (34:02):
Weird, yeah, and, and you know the cool part like he
built a portfolio and then wedid some other stuff and then he
ended up purchasing a 30 unithotel in Carrizo spring that
still runs.
So you know and I know thatdown the road, when he's ready
to sell them and to sell it,we've had a great relationship
like two different people rightSure.

(34:22):
He's older gentleman comes frommoney.

Speaker 1 (34:25):
Probably doesn't have no tattoos.

Speaker 2 (34:26):
Doesn't have any, but loves me to death you know what
I'm saying?
Yeah, Like hey, I mean it's,it's.
It's all about the craft.
Like you you, you, you, you wantto go into a room where, like
people, like walk into a roomand be like, oh there's that,
dude, you know what I'm saying?
Correct, you got to yourpresence and that's why you got

(34:48):
to work on your craft, like,that's why football players work
on their craft, basketballplayers work in their craft.
I mean, everybody's got to workon their craft, because if you
can't, then how are you going tobe able to speak to somebody
that makes a lot of money?
Good point, right, and here'ssomething that I'll show you.
Mark, that is crazy, right.
So in your business, right,everything is a circle.

(35:11):
Okay, it's a circle.
Right, everything's a circle,right From the call, the person
that says, hey, I want to getqualified, right, boom, they get
qualified.
They give you all theirinformation, right, and when
people don't work on their craft, they take you all over the
place.

Speaker 1 (35:26):
Oh no, real estate's the same thing.
Where's your damn process?
It's the same thing.
Where's your cycle?
Absolutely.

Speaker 2 (35:32):
Yes, sir, it's the same thing.
And what happens is people wantto take everybody on a roller
coaster, right, it doesn'tmatter if it's a $100,000 buyer
or a $ two million dollar buyer.
They're like, well versed, theyknow all this stuff that you
can't you know.
But it's a circle, everythingis a process.
Right, process is the same.
You talk to them, the same,doesn't matter.
And what happens is a lot ofpeople, when they don't work on

(35:53):
their craft, they're all overbecause they they start
switching stuff up.
They start saying, oh, you know, and then it's crazy no, that's
right, that's why the craft isimportant, right, that's why
it's.
It's like hey, sell me this pen.
Yeah, it's white, it's badass,it writes, it's actually a nice
pen.

Speaker 1 (36:07):
So that's the key is like work on your craft, honing
in on it and falling in lovewith what you do, whether it has
gotten you to the place thatyou want to end up or not.
It's what you chose.
So don't do it half ass.
Do it with your whole ass.

Speaker 2 (36:23):
Man, that's funny, because now okay, now, so you,
know I can preach right, so it'scrazy.

Speaker 1 (36:29):
Take me to church.

Speaker 2 (36:29):
So so here's, here's the thing right, like people
want to do things right.
The way that people want to doit is like, oh, I'll put one
foot in and I'm going to.

Speaker 1 (36:40):
I'm going to add to that Okay, people want to do
things.
Nah, they want to try things.
Okay, because there is adifference, and I think our
great Yoda said it best when hesaid there is no try, there is
only do or don't.
Do or don't do Wow.

Speaker 2 (36:56):
So, and that's crazy, because for me, no, it's two
feet in.
I run a business, not a hobby,boom.

Speaker 1 (37:04):
Yes, sir.

Speaker 2 (37:05):
Yeah, you run a business.
Yes, sir, like I'm a businessguy, my hobby is tacos.

Speaker 1 (37:09):
Baby, I just thought of another quote Jay-Z said I'm
a businessman, so let me handlemy business man.

Speaker 2 (37:16):
Yeah, that's it right .
So think about it.
A business pays you, a hobbydoesn't no?
So why are you going to do onefoot in and one foot out?

Speaker 1 (37:26):
That's right, because you got to spend money to make
money and some people don't wantto do that Some people aren't
willing to do that, yeah, youare correct, even when they know
that that I've been told bythis person, that person, I've
seen this person.
I'm not willing to do that.
Why Fear?
Maybe I don't know?
Do you not believe in yourselfenough that, hey, maybe I don't
know?
Do you not believe in yourselfenough that, hey, at the end of
the day, even if you fail, didyou learn something?

(37:48):
I've talked about this maybe acouple of times, but the idea of
flipping properties comes about, and my wife and I had always
used our primary residence askind of like the flip concept.
We live in it for three years,we'd move to the next one, we'd
hold on to it, rent this one out, we'd buy the next one.
We'd hold on to it, rent thisone out, we'd buy the next one
that needed plenty of work.
We'd go in and rehab itcompletely, live in it for two

(38:09):
to three years, hold on to itand move on.
That's how we built ourportfolio.
At a certain point in time Thenfast forward and we got the
opportunity to start flippingsome houses.
We had some money tucked awayand it was like you know what,
let's take a crack at it andpeople would say well, what
happens if you, if you fail?
I mean, I've heard of peoplelosing their ass on that.
Oh yeah, and for me, thephilosophy behind that is look,

(38:34):
I went to college, uh, didn'tgraduate, but I went to college,
I paid, uh, I don't have anymore student loans left, nothing
like that but I paid a prettygood penny to go to college and

(38:54):
be a part of that.
What was preached to me?
Go to college, go to school,get grades, et cetera, et cetera
.
But the idea with flippingproperty or any kind of risk
that you take utilizing yourinvestments, your ass is on the
line, basically by you.
Let's say that first flip thatwe did.
Let's say we lost 10 grand, 20grand.
Are we going to go, damn, welost our money.
Let's take our toys and pack upand go home.

(39:16):
Or are we going to go?
You know what?
That was a $20,000 lesson thatwe probably couldn't get in
college.
Let's take what we've learnedand do that shit again the right
way and better, and not do theshit that we did just now that
allowed us to lose the 20 grand.
So did we lose 20 grand or didwe get a $20,000 education,

(39:36):
$20,000?

Speaker 2 (39:37):
education, the mindset, mindset, you know.
I want to go back to somethingthat you just said.
That's really important, right?
I think growing up, a lot ofpeople were told hey, go to
school, graduate, get educated,and then you go work for
somebody for 50 years and thenyou die.
Right, it's crazy, right,absolutely Like, no, like that's

(39:59):
not it.
Like what God gave you.
You go out and do it and that'sit.
Like simple as that.
You treat people right, youlearn your craft, your biggest.
Why is why?

Speaker 1 (40:12):
Why are you doing?

Speaker 2 (40:13):
this, that's right, Like if your why doesn't make
you cry, then fuck it's not bigenough.

Speaker 1 (40:18):
It's not big enough.
Oh, I like that.
Yes, sir, it's not big enough.

Speaker 2 (40:25):
And that's the thing that I think a lot of people
don't check their why.
They just like, oh it's cool,right, because the why it's got
him really man, like you know,it's crazy, right, because I've
sat down with a lot of peopleand and I try to teach them,
because I'm going to give youeverything I've got, like, at
the end of the day, there's nosecret, I'll collab with you.
I want to sit at the tablewhere people make money and not
talk about people.
That's what I want to do, amen,and and it's funny because you

(40:49):
ask- them what's your why?
oh, just, I just want to havemoney, like, no, like.
What's your why?
Like what is it?
Like for me.
You know my kids are my wife.
You know that's the biggestthing.
That, and because, at the endof the day, like I didn't have
the soberspin, I had to workhard like and back in the day if
I wanted to go from payless torebox.

(41:10):
I had to work in the fields youknow what I'm saying?
yeah, and and the part that, ifI can get to somebody to
understand, this right works sofucking hard that you don't have
to be checking your app to seeif you can even afford
Chick-fil-A, like it should be apoint where you're like, don't
got to check your bank account.

(41:30):
You know you can strike thecheck and it doesn't affect you,
right?
And and another thing that'sreally important, mark, that I
really see that a lot of peopledon't know.
They don't know what they'reworth, how much they're worth.
That's very strong.

Speaker 1 (41:45):
That's very strong.

Speaker 2 (41:46):
And here's the thing, right.
So sit down with somebody andbe like okay, well, how much did
you make last month?
Oh, I made $9,000.
Okay, $9,000, all right, solet's break it down.
So by the time you took it all,put it all, broke it down about

(42:08):
6,200, right, yeah, but I made9,000.
Okay, all right, so what yougot for the next 30 days?
Oh I ain't got nothing.
60 days, nothing.
90 days, nothing, 120.
All right, so let's break itall down.
That's right.
120 divided by so, my friend,you're worth seven bucks an hour
.
How's that?
Look, that's strong.
Oh, no, no, I made nine.
No, no, no.
In sales baby, you better fillup that pipeline because, at the

(42:29):
end of the day, I know how muchI'm worth an hour.
That's right, and you need toknow that you're worth seven
bucks an hour.

Speaker 1 (42:33):
Yes, sir, and a lot of people won't break that down
and I think a lot of peopledon't understand the concept
that I'm going to jump intosales and I'm going to be good
at sales and then I'm going togo spend my money, then I'm
going to go be good at sales,then I'm going to go spend my
money and what ends up happeningis just like you said somebody
stops them, hopefully, and showsthem the value of their time

(42:55):
and the idea of growing theirvalue per hour, per interaction,
per transaction, because in ourindustry it starts over every
month, every month, and there is, in the beginning, that mindset
of oh my God, it's startingover every month, every month,
and in my opinion, that personis already behind.

(43:18):
Why?
Because you are thinking aboutit as it's starting over every
month, when you technicallyshould be thinking about 60, 90
days in advance.
I'm talking about, this is mypipeline, and the person that
I'm going to call, that I'mgoing to work on today, that's
going to pay me in 180 days.
They don't think about it.

(43:38):
It's always scrounging for thenext deal, the next deal, and I
think that that has a lot ofimpact, especially in today's
market, the most recent marketthat we're in right now.
Everybody is on the real estateand lending side back to
paycheck to paycheck, and it'slike we're the ones preaching
the other way, but yet it'scrept back up on a lot of folks

(44:02):
because they didn't keep theright mindset that allowed them
to do those consistent things ona regular basis.
That got them to where theywere, to where they were making
consistent money.
They didn't need to check theirapp to see if they could afford
this Matter of fact.
They were starting to invest inthings and all of a sudden,
before you know it, you'reliving paycheck to paycheck

(44:25):
again.

Speaker 2 (44:25):
Yeah, and I think the biggest thing is that and I'm
talking from a realtor's pointto understand this because when
I broke it down and I was likeman like you see how much you're
worth your time.
That's just like, wow, right.
But I think what happens howgreat or how little it is, yeah,
exactly.
And I think what happens is alot of people they get like,

(44:48):
okay, I got, I got this, it'sgonna make 12 grand and oh, I
gotta carry it all the way downto the finish line and but
there's nothing else I can dobecause this is priority right
now.
No, it doesn't work that way nolike you get, get it where it's
crazy, where your anxiety goesup, where you got like 10, 12
deals and you're like yeah youknow what I'm saying At the end
of the day, it's like, yeah,there's that ramen noodle.

(45:08):
No more baby, it's coming.
Prime, is it J?
Prime, right, sort of like that, right, so, so you got to look
at.

(45:28):
To me that's, that's the key.
And and until they understandthe business, part of sure, like
, hey, be anal about.
Like know how much you need tomake, know how much you like how
many calls you need to make.
Like be be consistent.
Like stop the fucking excuses.
It it's crazy.
And don't think, like, by allmeans, like it took me a long
time to get here, you know whatI'm saying.
Like I don't have an excuse foranything.

(45:50):
Like at the end of the day Iget up, I don't need an alarm.
I'm, you know, I'm ready to doit.
Like that's it right.

Speaker 1 (45:57):
And it's crazy established your needle moving
activities.
You know what needed to be ridfrom your business, your, your
daily activities, thedistractions, the good and the

(46:19):
bad ones, and are cognizant.
This is this EQ that I talkabout you.
You your emotional intelligenceand aware and and um confident
enough that you can judgeyourself.
A lot of folks are not willingor able to do that because they
just don't look broader.
It's always right here.

(46:40):
When you start doing this,you're able to absorb over here,
put things into perspective, beable to go.
Okay, bird's eye view, if Icontinue to do that, it's going
to take away from this whichthis is necessary to continue to
keep the wheel spinning.
That why that I have, whateverit may be, that stops because

(47:02):
I'm now distracted with thisrealtors, loan officers we get
caught up in the benefits thatwe yield and forget about what
it takes to get there or what ittook us to get there.

Speaker 2 (47:24):
Yeah, and the key on this is, like man, I still have
so much to learn right, becausethere's a lot of people in this
industry that I respect.
I still have so much to learnright, because there's a lot of
people in this industry that Irespect, I look up to and and
like I want to hear them talkand then I'll be like, okay, I
like this, I'll put this andthen, but a lot of people don't
want to do that man they it's,it's, you know, sometimes you

(47:44):
got to step back right, Like youreally got to step back in life
and you got to look at stuffthat that drives you Right, like
I was just talking to somebodythe other day, like, and I said
hey look, do you like every,every night, tossing and turning
, and like stressed out and notknowing?
Like no, like stop the excusesalready.
Like get up.
Like make a change, right,because we're, we're getting

(48:05):
ready to go into a till new year, right, and what happens?
Oh, new mean.
And then you know what I'msaying, and we, know that the
resolution that lasts about twomonths.

Speaker 1 (48:14):
Maybe, if you're lucky, yeah.

Speaker 2 (48:15):
And then people get kicked in the teeth and they're
like, oh, you know, the sky'sfalling.
No, like, at the end of the day, it's like, no, you, you got to
work on yourself daily, right,and and and that's the crazy
part Like people don't want todo that, they're just like
there's, like, oh, the excuses.
Like the sky is falling, man,we all got stuff going on.
You know what I'm saying andand the way I look at it is look
, I've learned to like, take offwhatever's going on, put it

(48:38):
down, go do what I gotta do.
Pick it up, put it back on,right, yeah, I mean, we're all
dealt with cards and and somepeople just allow that to just
absorb them.
And then just like, no, well,everything's falling, the sky's
falling, the tires are flat.
Like no man, like, get up, dowhat you got to do.
Like you.
And the part is, like you gotto take the time to to find your

(49:01):
happy place, to know, like,what drives you, what's going to
get you back.
Like, don't, don't be scared topick up the phone and call
people and be like hey, look,sorry, I fucked up.
I ain't called you in a longtime, but, man, I'm back in it
Like.
I'm back in it Like seriously.

Speaker 1 (49:14):
That is an incredible concept just right there, that
you're mentioning the idea ofwhat people are going to think,
what they're going to say aboutme yeah, I fucked up, so I'm
just going to hide from it all.

(49:34):
I'm going to hide and it'll goaway.
It doesn't end up going away.
Memory tends to last longer.
That feeling tends to continueon to the next deal, next
transaction, the vibes that youare currently attracting because

(49:54):
you're hiding from somethingthat you know you should do and
it's the right thing to do, butyou just can't do it because of
your fear of what you think thatthat person's now going to
think, versus, in my opinion,making sure you protect who the
hell you are.
Um, we're human.
You fuck up.
If you're able to be aware thatyou fucked up, why can't you be

(50:22):
strong enough, believe inyourself enough that you own it?
I had a situation come recently.
One of the loan officers had adeal bust.
I mean, it was damn near and,mind you, they were going
through something, and there areplenty of reasons as to why

(50:42):
certain things happen, but theidea is one we were able to jump
in, help that person out, getthose buyers to the finish line,
etc.
Etc.
But all the while that timethat had passed, this person was
scared to reach back out to theagent because she dropped the

(51:03):
ball.
This person was scared to reachout to the buyer because they
brought the ball.
And in the end it's like, hey,do me a solid.
I'm going to challenge you togo against the grain and what
your mind and heart andeverything is telling you to do
right now, because that's thatfear voice, the little angel and

(51:23):
demon on one side and the other.
This one's like, yeah, pitchfor it, bitches.
Yeah, yeah, that one waswinning at the time, but the
idea behind if you rip thatbandaid off, despite how they
react, because I guarantee youreal estate is a small world
You're going to run into thisperson again, guaranteed Yep.
That next time you run intothem, I promise you it will not

(51:47):
be an awkward moment.
Why?
Because you did what everybodyelse is unwilling to do, to do
Straight up, yep.

Speaker 2 (51:55):
The hard thing Exactly.
And that's where we get to thisthing that says you know what
will people say about you, right, and let's take all the other
stuff out Absolutely.
Let's take out all of it, right.
Yeah, they like stick out allright.
Yeah, at the end of the day, Iwant people to know that the day
I leave this earth, man, thatmy kids or somebody, can be like

(52:15):
man, your dad was an awesomedude like that's.
That's it.
Like hey, your dad, he likeliterally helped me.
That's it like I don't ever.
And I and I tell clients this,they freak out.
I tell clients this.
I say look out.
I tell clients this I say, look, you're going to buy a house
once, but you're probably goingto buy five or six with me.
And they look at me like you'recrazy.
I'm like, no, it's going tohappen.

(52:37):
I have the Sanchez family.
They're on number nine and Imet them in a 340 square foot
trailer.
Absolutely.
And the thing is that I, Ihelped them, I developed the
plan, we came up and then boom,boom, and then the last
transaction happened like sixmonths ago, and she says, really
, I'm not going to call you, nomore, I'm not buying.
I'm like, yeah, you are, you'llcall me next year.

(53:08):
So, but that's the thing is like, what are people going to say
about you?
Screwed me.
No, I wouldn't be able to walkinto a room where, like, people
are like, hey, what's up?
Like that's it.
Like I want people to know thatanything they can say good
stuff about me.
Yeah, and my clients, they saygood stuff about me because when
I get referrals, they're like,oh man, they told me to call you
.
They said you're the best,right.

(53:29):
And it's crazy because it's.
Let me tell you something youknow it's I.
I start to like, man, sometimesyou got to watch me because I,
like you know it's all right.
So I, I, I sold a house.
This is a van, hopefully.
I sold a house years ago inking william area right.
Never forget this.
And and military gentleman andyou know, you, as you're

(53:52):
starting to learn the business,you're just like, okay, well,
you know, hey, military people.
You got to tell them like, hey,thanks for your service, all
that.
Well, I didn't know that hiswife was a two-star general.
Oh, okay, okay, I didn't knowthat.
So here's where I'm going backright.

Speaker 1 (54:09):
So it's crazy, and maybe it's better that you
didn't know that up front.

Speaker 2 (54:12):
Well, you know, because I'm pretty wild man Like
, ah you know, but I make it fun, right, and a couple of months
ago I get a call right from agentleman and he's like, hey,
military, blah, blah, blah, andyou know they, they referred you
, they said you were the best.
I was like, yeah, yeah, yeah,I'd love to.
He's like, yeah, I'm coming in.
He's like got to see houses andI was like, all right, great.

(54:33):
So he comes in and all this,and then I show up Tattoos.

Speaker 1 (54:41):
He looks at me.
He's like, hey, how are you?

Speaker 2 (54:49):
I'm like good, he finds a house right Him and his
wife.
And then I said sir, what doyou do in the military?
He says I'm a two-star general.
Sir, forgive me if I have actedwrong, if I have acted wrong
and crazy, but it's funny.
He's like no, he's like youknow, so-and-so said you were
good and man, you've streamlinedeverything, perfect.

(55:11):
And that's the thing is like,what will people say about you?
Like damn, he's the best.
Yeah, don't worry aboutanything else, right?
I mean Grant Cardone says getyourself a bunch of haters.

Speaker 1 (55:20):

Speaker 2 (55:21):
That's right.
But at the end of the day, likeyou want to be, like people are
going to say that we're hey,come and tell your kids or your
family like hey, your dad wasfreaking awesome, Regardless of
the fact.
Like, hey, if he didn't have,he was going to figure it out
and he's going to help us out.
That's it.

Speaker 1 (55:36):
And it's so funny that that this conversation even
comes about.
Um, the way that it is, I'vegot something right here as a
reminder.
Um, this is a quote.
I matter of fact, one of mywife's friends that went to high
school with great guy oneChristmas brought me a plaque
and on the plaque, the quote initself was so impactful to me

(56:00):
that I now wear it every day.
And it says may you be proud ofthe work that you do, the
person you are and thedifference that you make.
And this is me writing that as areminder to myself, because it
is in no one else's control tocreate my narrative, my legacy,
my perception of what peoplethink about.

(56:21):
Matter of fact, I don't carewhat you think about me.
I know what I've done forpeople.
I know what other people do forme.
I want to be proud of thethings that I've accomplished.
I want to be proud of thefailures that I've had and
overcome.
I want to be able to share mystory with other people at some

(56:42):
point in time and then go.
You know what.
I'm going to listen to that,because there's no ill
intentions.
It's intended from a good placeand if he can do it, I can do
it, and I mean that, like, it'sone of those things like how the
fuck did I get here?
Whoa, you know what I mean.

(57:02):
At a certain point you reflectback on those things and then
you start chopping it up and yougo oh, it was that one
relationship that I was on thatplane and that hit me in the
face like a ton of bricks.
Oh, it was that customer thatcould not qualify but we were
able to do this for them.
It was that one person overhere that was on their last dime

(57:24):
, in the position that I was inwhen I needed it the most, that
I gave them $20 and it changedtheir course.
All of those things start toadd up into this legacy, yes,
but I think the most impactfulpiece that people forget is they
want to create these fakenarratives.
And fake what facade?

(57:44):
You see?
Yeah, that wears off.
The longevity has to do with adaily agreement that you make
with yourself, kind of like thecold plunges we were talking
about.
You're damn right, it sucks,sucks Every time it's cold.
But I made a commitment tomyself, my body, to be able to

(58:06):
do that until I see fit, youknow.
But the idea is find whateverit is that makes you the best
person in your craft, hone in onit, sharpen your tools, like
you say, and live by that.
What are people going to say?
Because I am not going out andpartying with you guys, I'm

(58:28):
working on my craft.
I don't care what you say, Idon't care what you think.

Speaker 2 (58:33):
Yeah, you know it's it's going back, it's it's.
You know I'm really real man,it's.
It's crazy.
I am.
You know you always got toremember this and and and.
This is key, right, and I thinkpeople need to look at your
kids are always watching you.
They're watching you.
Yes, sir, regardless of the fact, right, and my kids have seen

(58:55):
me do stuff that like hey dad,why did you give that homeless
guy your meal?
Why did you give him tacos?
Why did you give him money?
I'm like, son, because we're onthis earth to do good things,
man, my daughter sees that.
Cause we're on this earth to dogood things, man, my daughter
sees that and and and.
The thing is because I had toremember where I came from and
where I'm at now, absolutely andat the end of the day, like I

(59:19):
want my kids to be like, whetherit's my daughters that take
over my business, my son, itdoesn't matter.
Right, at the end of the day,it's like, no, my dad was a good
fucking man, regardless of thefact he would give you the shirt
off his back.
That's it, that's bottom line.
Like I love real estate, I lovehelping people.

(59:39):
Like, like man, people can callme and I get people call me and
man, I'll kick them in the assand be like you want me to feel
sorry for you.
Like no, everybody's goingthrough shit.
Like get up and get things doneright.
And then I think people freakout that's not what I wanted.
Like no, like what did you want?
Like you want me to like ashoulder to cry on.
Like no, like you go to churchand they boom, they, they hit

(01:00:00):
you.

Speaker 1 (01:00:00):
You're like, oh shoot , you know what I'm saying it
may have not been what youwanted, yeah, but more than
likely it's what you needed yeah, here's.

Speaker 2 (01:00:09):
You know the thing that, mark, we all have the same
hours, the same seconds.
We have to choose what we dowisely, right, yeah, and by the
grace of God, I'm so glad, right, that I was able to change my
legacy, my everything right,like, because it's cool, man,

(01:00:29):
like I go back and be like likeyou said, like's cool man, like
like I go back and be like likeyou said, like, oh, man, would I
have been in jail, would I havebeen dead, whether you know.
And like, nah, man, I'm abusiness guy, right, you know, I
remember getting my handstatted and like, oh, my God, you
got your hands tatted.
I'm like I already made it,baby, it's not a big deal, you
know what I'm saying that?
But but the the thing is,sometimes we really, man, we got

(01:00:49):
to work on ourselves too.
Like, like one, like you wantto be a good person, you want
people to talk good about you.
You know, like the law ofattraction, man, like my energy
is like, like, like man, likeyou have no idea, yeah it's
crazy like I'm this is me allthe time, right and and, but
I've had to learn.
I had to learn, yeah, becausenot everybody likes it, you're

(01:01:11):
right, and you have to know that.
Because clients like I learneda lesson probably like six years
ago when I had a big team.
My assistant's like, oh,they're in the conference room
waiting for you, right, I'm like, all right, cool, got my stuff
Walked in.
Hey, what's up?
Guy, the guy literally shutdown.
I, guy, the guy literally shutdown.

(01:01:36):
I was like, oh shit, theydidn't buy from me.
Yeah, because he was, he was alittle shorter, sure, and he was
like, no, like dude, you're toomuch.

Speaker 1 (01:01:41):
Yeah, they didn't buy from me so I had to learn how
to adjust one, two, three.

Speaker 2 (01:01:46):
Oh, those are so hard for me, absolutely, I'm a
fucking 10.

Speaker 1 (01:01:49):
Like, let's go, baby, you know what I'm saying, so
it's so hard for me.
Absolutely, I'm a fucking 10.
Let's go, baby, you know whatI'm saying, so it's so hard.
That is also a testament to youstudying and working on your
craft, because at the end of theday, there are others that
would jump into that room andblame that customer for not
buying with them.

Speaker 2 (01:02:06):
He didn't buy from me because I was too loud.
I was just like, oh, you knowwhat I'm saying?
Yeah, and he's literally.
I saw him and I, and I saw itlike when it happened because I
would yep, and I was like, allright, we're gonna get this done
man they walked out.

Speaker 1 (01:02:21):
They never called me yeah, important to note to folks
.
People want to buy the way thatthey want to be sold to buy the
way that they want to be soldRight Hard lesson, man, I didn't
know, I thought like peoplewant this the top guy.

Speaker 2 (01:02:37):
But that one bit me, you know what I'm saying.
And then I learned when Istepped back I was like okay,
like now you got to know.

Speaker 1 (01:02:43):
Like hey, monotone you know what I'm saying.

Speaker 2 (01:02:47):
So now, now you know one, now two, like level three,
level four, and then, man, whenI meet a 10, it's like it's on
baby.
It's true and it's crazy.
So those are things I've had tolearn, right, Because I had to
go back and, yeah, why didn't?
Okay, well, I was tooaggressive and I was just this
and that and I was like, oh, Igot to change down, like
seriously, you know what I'msaying.

(01:03:08):
I see the, the people that like, okay, I can joke around with
them.
Or you know what I'm saying,like, welcome home, you know
it's true, you know it's trueyou gotta learn all that stuff
and and those are stuff theydon't teach you.

Speaker 1 (01:03:18):
It's correct, like like people think, like I got my
license, all right, cool, now,what that stuff in school didn't
teach you shit I'll even go asfar as to say that even if it
was essentially taught to you insome class and training et
cetera, you're not going to getit or acquire it until you go
through it.
I mean, it's just one of thosethings like when you learn a

(01:03:38):
lesson until it hurts, you'reprobably not going to learn that
lesson.
People will ask I want to learnhow to play poker and I'm like
get ready to lose your ass?
Yeah, because you realisticallyare just playing until you
start losing and it hurts.
Yeah, you're not going toremember that.
You're going to think you'regetting lucky and all this other

(01:04:00):
stuff.
No, no, no, no.
Poker's kind of like life.
Yeah, it will teach you.
Yeah, if you listen.

Speaker 2 (01:04:06):
There are lessons throughout this son of a gun,
but if you don't pick up on them, oh well, yeah, and that's why
it's important to really work onyour craft as an individual,
for everything, right, yeah, butI think the last thing before I
go today is something key,though, right, because it's
really important.
Top of mind.

Speaker 1 (01:04:26):
Mm-hmm.

Speaker 2 (01:04:27):
And that's something that a lot of people don't know
how to do.

Speaker 1 (01:04:35):
So that's a great opportunity for me to ask the
follow In the last 12, 13 years,you as a realtor, learning the
craft, taking your lumps, etc.
Building a team, growing a team, losing a team all of the
things that we've gone throughwhat has allowed you to stay
relevant and top of mind and inthe the the eyes of audiences

(01:04:56):
that may end up utilizing yourcraft?
Yep, um, consistently what?
What is it that keeps you inthe relevancy of that?

Speaker 2 (01:05:06):
yeah, yeah so.
So it's crazy, mark.
So I got invited to to do a, totake a class right, and they
were like, oh, you want to staytop.
So it's crazy, mark.
So I got invited to take aclass right, and they were like,
oh, you want to stay top ofmind, it's going to cost you
this much.
And I was like, oh, that's alot of money.
But they're like, no, it'sgoing to work.

Speaker 1 (01:05:20):
And.

Speaker 2 (01:05:20):
I was like all right, so bit the bullet, right Got to
spend money to make money andif you follow me social media
you'll see it Like I'm veryconsistent.
I don't post any craziness.

Speaker 1 (01:05:34):
You know, a lot of stuff is funny personal real
estate and then it kind of justdabbles on Right and, for those
of you that are listening, thatis literally why Rudy is sitting
in this room today.
I I for days saw the energy whohe was, uh was coming through
his social media and I went I'vegot to meet this guy, yeah.

Speaker 2 (01:05:55):
So, so.
So the biggest thing is I tookon tacos, right, so tacos, I
took it on as being a top ofmind guy, right.
So I'd post about tacos, tacos,tacos, tacos, right.
And people are like she alreadytacos every day and like, no,
so it's, it's again.
I brought you some tacos today,because I wanted to show you
like hey, here's brisket marble.

(01:06:17):
It's good for your heart babyand work it out right.
So tacos to me is like top ofmind, right.
And it's crazy because I havepeople that will inbox me.
They're like hey, I was havinglunch with my coworker inbox me.
They're like hey, I was havinglunch with my co-worker, we're
having tacos, she's gonna buy ahouse.
I told her she needs to callyou.
I'm like cool, so you gottapick something that people will
gravitate to or talk about.
You know, like this morning Isaid good morning, beautiful

(01:06:39):
people, except the people thatlike corn tortillas with the
tacos.

Speaker 1 (01:06:42):
Like, like I use that stuff, but I'm on a diet, yeah,
yeah, you're eating a taco,yeah, but, but you gotta.

Speaker 2 (01:06:48):
The thing is like, like people have to understand,
like social media is a freeplatform.
Yes, sir it is and you got touse it 100 yeah, advantage, not
about, oh, you know what I'msaying like no, like no, let's.
Let's.
Like, hey, let's talk aboutgood stuff, like energy and and
I get it.
Some people, you know, like hey, I'll post on there.
Like, hey, please pray for mebecause the taco place messed up

(01:07:10):
my order.
But I use that where it stayedtop of mind and tacos and people
were like hey, rudy, they seeme.
Like, oh, taco, you know whatI'm saying, and that has helped
me to leverage, to do thingsright and that is key.

Speaker 1 (01:07:24):
And I think I mean what that class taught you.
Definitely, I guarantee you.
They talked about consistency,guarantee you, Guarantee you.
They talked about finding abrand, something that you can
associate with, that people willattach themselves to, and that
has a lot of psychology behindit.
Oh yeah, before we started this, we looked it up over here.

(01:07:45):
Jc, can you throw this up onthe screen real quick?
We were thinking about theconcept of when you go and buy a
red car.
All of a sudden, you drive offthe lot and what do you see?
Nothing but red cars everywhere.
Weird, are there that many redcars?
Or is your mind associatingthat with it?
And absolutely, and the conceptis Badar-Manoff phenomenon.

(01:08:08):
We looked that up and it's afrequency illusion.
The idea behind your mindassociating what your experience
was or what you just saw socialmedia, tacos, relatability and
applying it now to your currentstate and what you've got going
on.
Yep, that's genius.
And utilizing something that weinherently have do practice, et

(01:08:35):
cetera to leverage in being topof mind Pretty smart.

Speaker 2 (01:08:40):
Yeah, and it's crazy because I've used it for a long
time.
And it's funny because, sandraRonehill, she bought me some
taco socks years ago.
Yeah, it's funny, right, yeah?

Speaker 1 (01:08:53):
I love Sandra too, so anyways so it's.

Speaker 2 (01:08:56):
it's it's you.
You utilize those things andyou use your social media.
It's a free platform for you toshow people and and and drive
them to, to, to get to know them, the, the, the law of
attraction, and then you dobusiness with them and it's cool
, right, and and that's the partwhere I utilize all that Like
you'll you'll never see.
You know, you can go on mysocial media and you won't see
me like posting crazy stuff.

(01:09:17):
You know about anything I don'ttalk politics, religion, all
that you know.

Speaker 1 (01:09:21):
but and one another thing that I noticed, that that
you do I preach about it, Icoach about it is you are not
drilling the people in youraudience about real estate, real
estate, real estate, realestate, real estate.
Guess what guys?
They've got 15, 16 otherrealtors on their friends list
that are doing the same thing.
How are you going to stand out,separate yourself from the pack

(01:09:43):
?
That's going?
Real estate, real estate, realestate.
Be you be vulnerable.
Matter of fact.
Example right here this morningI woke up and let me see if I
can find it here.
It is so lady I went to schoolwith Okay, great person is
always positive and doesn't useplatform to pitch or anything

(01:10:07):
like that.
She's not in our industry,anything like that.
But the idea is she posted avery vulnerable picture,
vulnerable picture of herself,um, and she's in the state of
you can tell she's overwhelmed.
It is something hit her that itwas like God damn, this is hard

(01:10:27):
.
This is hard and it saysposting this because it's real
and I truly believe that oneperson's story can help another
person get through the day.
Stress, anxiety and everythingcan be the best of you.
Keep going, even when you looklike this, even when it feels

(01:10:49):
like this you've got this.
Man, that's so good and I'llshow you the picture right there
.
Like that's vulnerable as youcan possibly get, and I told her
where is it?
I said great messageVulnerability and humility is
not easy by any means, but it isthe fact where we find our

(01:11:16):
biggest growth.
Thanks for sharing and hey, bythe way, you've got this too.

Speaker 2 (01:11:22):
Hell, yeah, you know, I think, before we go, mark, I
think you know a lot of peopleneed to step back sometimes,
right, because now in societyit's all about you know, it's
like the hustle, the go, go, go,go, go, go, go go, and all this
, right.
And I think my buddy was askingme last night.

(01:11:43):
He's like, hey, you like Jim'srestaurant, right?
And I was like, dude, I loveJim's.
I'm like I go to this one andthere you go so.
So I go there sometimes and Iunplug, right, and I sit down, I
get my salad, get my tortillasoup, and then I reflect like
hey, I stepped back Right,because, like, at the end of the

(01:12:04):
day, people need to do that,because the one thing about it
is what, if you encountersomebody that's like getting
ready to do something that theyshouldn't, and you're that one
person that God puts you in thatand you got to have that right
mind Just, hey, even if yousmile right, yeah, and at the
end of the day, like that's thebiggest thing is that people

(01:12:25):
need to take back a step andreally like, yes, focus on
themselves, but maybe help outsome other people.
Right, I mean, I'm so glad andblessed where I'm at because
I'll never go back to the personI was, because that will never
happen.
Right, and I'll take otherpeople with me you know what I'm

(01:12:47):
saying To to help, right, andthat's the key.
Like I'm a giver man, like I'lldude, let's go.
You know, insane.
Like I don't care what team,whatever, like let's go at the
end of the day, because I knowhow it felt to have not even 43
bucks to even pay a water bill.
Man, yeah, you know what I'msaying, I do and, and that's the
thing that is.
I'll never go back to that andI'm glad that that is.

(01:13:11):
I'll never go back to that, andI'm glad that I'm here.
I'm able to do what I love.
And and now it's just stillworking on my craft, like again,
like I'm getting ready to do mygoal sets again and try to get
the figured out and be like,okay, great, you know, I did
take a lot of time off in thesummer, but it was cool.
I spent it with my kids, youknow all that.
But at the end of the day, likepeople really need to find out,

(01:13:31):
like, what's your why?
Why, it doesn't matter, itdoesn't, it doesn't matter,
right, it does not matter.
It's never too late to startLike you got to get back and be
like, no, I got to get back, Igot to go back and I started to
do this, this, this, this, this,boom, boom, boom, right.
And and then, if you're goingto get into something, it
doesn't matter what business itis, be the best at your craft,
that's right.
So before we wrap up, right, oryou tell me when you wrap up?

Speaker 1 (01:13:56):
No, hey, hey.

Speaker 2 (01:13:57):
So I go back right.
Hey you like this, huh.

Speaker 1 (01:14:01):
Oh, I love it, man.
This is pretty cool.
Oh, man, you have no clue.

Speaker 2 (01:14:04):
I love public speaking too, so, anyways, but I
go back and I used to tell myteam like, hey, this weekend I
want you to watch a movie.
And they're like oh, whichmovie?
The Pursue of Happiness.
Great message.
I like to go back to the Pursueof Happiness, right when the guy
is, you know, in the restroomwith his son and he's sitting

(01:14:25):
there and he's like man and youknow they're trying to get in,
somebody's trying to get in therestroom, and the guy never
stopped Right Like he freaking,became like the top of the top.
Regardless, he got hit by a car.
He still showed up and he'slike man.
And sometimes people need to goback and find that fire man
because we all have cards thatwe dealt with.

(01:14:48):
Right, some have dealt withthem, some just said screw it,
fold it up and whatever.
Right, like, go back and seesomething that's going to drive
you.
And I have to go back because,man, I love that movie where the
guy was just like man.
He's like.
You know.
The guy's like oh, it's a timemachine and you know, no, like
literally because it sells right.
And you know, no, likeliterally because it sells right

(01:15:09):
, because it puts you in aposition to say like literally,
because it's based on a truestory Like the guy was with his
kid.
Imagine that you're with yourkids in some place and you're
just like man.
I got to figure this out andI'm glad that I had that aha
moment where I was like no, likeyou're broke dude, Wake the
fuck up already.

(01:15:29):
Like enough is enough, Right,they put on their shoes the same
way, their pants the same way,they turn on the computer the
same way.
There's nothing different.
That's right and that's why,like now, I'm just so passionate
of helping and I love realestate man and it's cool that my
business comes in Like I don't.
I get to work with who I wantto, what I want to, you know

(01:15:50):
what I'm saying.
I mean, I'm not trying to be,but that's that's that's very
true, yeah, and it's coolbecause, like, I love it and
again, but I work on my craftand that's a lot of things that
a lot of people don't see, right.
They like I literally work onmy craft and and I sit there and
and and I spend the money to goto the conferences, I spend the
money for this and that, butit's to help grow, so that when

(01:16:11):
I meet the person that needs thehelp, I'm going to help them
too, and that's key.

Speaker 1 (01:16:15):
You're equipped to be able to fulfill that fiduciary
responsibility with whicheverway and whatever is thrown at
you, because you are taking thetime to invest in yourself and
hone in on your craft and toeven parlay on the pursuit of
happiness.
But the song version noteverything that shines or
glitters is always gold, wow.
So get rid of the distractions,find out where the real gold is

(01:16:38):
, and it's going to be.
I guarantee you every singlefucking time it's way deeper
than what you thought, yep.
So don't just skim the surfaceof stuff, dive in, go all the
way in.
Man, there were so many keyfactors talked about in this
episode those out therelistening.

(01:17:00):
I told you it was going to be alittle bit of a change of pace
and I hope we fulfilled that foryou.
We didn't talk a lot about realestate today.
It had a lot about the person,who you are, what you can become
, what road bumps, whatadversities that you're going to
go through and overcome.
Because I will tell you basedon my experience, you can't
avoid adversities your wholelife.

(01:17:21):
You're either going to allowthose adversities to define you
one way or another.
Define you one way or another,and it's either you're going to
make that adversity be thecrutch or the cripple that just
defeats you, or the thing thatfuels the rest of your career,
your life, and continues to growupon and add upon the building

(01:17:42):
blocks, because it always startswith the foundation.
In my opinion, your foundationwas hitting that, that, that
that runway foundation washitting that, that, that that
runway.
Getting to the game, gettingback and going oh shit, yeah,
I'm a.
I'm about to lose all of therespect that I thought I had.
All of this stuff come to findout I don't care about that shit

(01:18:02):
.
Yep, they don't.
They want to see you succeedyeah, definitely, and I think
you want to see others succeedout there just equally as well.
Oh, heck, yeah.

Speaker 2 (01:18:11):
Big time, big time.

Speaker 1 (01:18:13):
Broody, this has been enlightening.
It's been a solid reminder andI think a lot of folks out there
needed this.
I'm incredibly grateful forbeing able to sit with you and
glad you shared your full,transparent story with us.
I know there's folks out therethat are going man, I ain't
getting real estate stuff, butshit, I got some act right today

(01:18:35):
.

Speaker 2 (01:18:36):
Yeah, and I needed that.
Yeah, and you know, and Ialways say before we go right
and go for hours no more.
But here's one thing, mark, thatit's key, right, because I want
to say this right, and likeparents, you know my dad died,
passed away a long time ago, andyou know I got my mom and

(01:18:57):
everything like that.
But here's the part that peopleneed to look at something right
.
Like, at one point, be at aposition where you're like going
to be like, hey, mom, dad, packyour bags, we're going out of
the country for 10 days, don'tworry about it.

(01:19:17):
I got you, like, put a goal sobig that it fucking scares you,
woo-hoo.

Speaker 1 (01:19:23):
Yes, sir.

Speaker 2 (01:19:45):
And that's the thing that when I tell you, like, do
everything you got to do, workon your craft, your why and
everything, that at the end ofthe day you can go to your mom,
your dad, your brother, yoursister and be goal to say, man,
I just took my whole family onvacation, I paid for everything
and it's cool, and it didn'teven put a dent in my pocket.
That's what it's about.

Speaker 1 (01:19:58):
Absolutely.
Yeah, yeah, man, that hey, Rudy.
Thank you.

Speaker 2 (01:20:02):
Yes.

Speaker 1 (01:20:02):
Um, thank you for sharing your story, thank you
for joining me.
Um, and I already know thetitle of this one.
It's basically laugh and cry,but don Be Afraid to Try, and
the try is going to be crossedout and it's going to say do
real big, wow.
Okay those of you out therelistening hopefully you got
something out of this.
I say this at the end of everyepisode.

(01:20:24):
This was not intended to scareyou.
It wasn't intended to doanything other than give you
some perspective from the eyesof somebody else who has been
there, done that and failed atthat and continued and pushed
forward and found the fuel thatthey needed in order to overcome
the adversities.
And it wasn't just oneadversity, it's multiple

(01:20:45):
adversities, and you will facethat.
You will find that as you'regrowing, as you are doing the
steps that it takes to actuallygrow, you'll find that there's
going to be more adversitiesthan you ever even imagined.
There's going to be more hatersthan you ever even imagined.
It's okay, let them talk, letthem do whatever they're going
to do.
You stay true to yourself.

(01:21:06):
Focus on your craft, focus onyour why and don't try Go out
and do it.
That being said, guys, Ipromise to continue to provide
you guys with more experts, moreexperiences, more, hopefully,
motivation to help you grow as aperson, as a professional, as

(01:21:29):
an entrepreneur, realtor,mortgage lender, et cetera.
But this was a fantasticepisode.
I want to thank you one moretime, Rudy, for joining me today
.
Those of you out therelistening.
If you're getting somethingfrom this, please make sure to
like, subscribe, share this witha friend, especially this one.
You never know who could needwhat we were just talking about

(01:21:49):
today.
So, that being the case, guys,we will catch you on the next
one.

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You Won't Believe What Happens When You Invest in Yourself - Texas Real Estate

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.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}You Won't Believe What Happens When You Invest in Yourself - Texas Real Estate