Entrepreneurs: How to Build Success without Burning Out with Saahil Mehta + Others

Episode Transcript

Speaker 1 (00:00):
The following is a paid podcast. iHeartRadio's hosting of this
podcast constitutes neither an endorsement of the products offered or
the ideas expressed.

Speaker 2 (00:09):
How can I bring fun into my life every day?

Speaker 3 (00:12):
Twenty things a day equals one hundred a week.

Speaker 4 (00:14):
Every time I turned around on Instagram and Facebook, I
just kept seeing you guys.

Speaker 5 (00:18):
I'm Richard Gearhart and I'm Elizabeth Gearhart. You just heard
some snippets from our show. It was a great one.
Stay tuned to hear tips about how you can start
your business.

Speaker 1 (00:29):
Ramping up your business. The time is near. You've given
it hard, Now get it in gear. It's Passage to
Profit with Richard and Elizabeth Gearhart.

Speaker 6 (00:40):
I'm Richard Gearhart, founder of Gearhart Law, a full service
intellectual property law firm specializing in patents, trademarks, and copyrights.

Speaker 5 (00:47):
And I'm Elizabeth Gearhart, founder of Gear Media Studios, Passage
to Profit co host podcast consultants speaker and Gearhart Law
Chief Marketing Officer.

Speaker 6 (00:57):
Welcome to Passage to Profit, the Road to entreprennership, where
we talk with celebrities and entrepreneurs about their stories and
their business ventures. We're climbing new Summits with a powerhouse
panel as we explore how to build a thriving business
without burning out your life. Sahil Meta is an entrepreneur,
success coach, author, keynote speaker, and mountaineer. He reveals how

(01:22):
ambitious leaders can scale success, conquer life summits, and live
with clarity, purpose, and zero regrets.

Speaker 5 (01:30):
And then we have two amazing guests as well. Brady Sticker,
founder of Church Candy Marketing, is the marketing mastermind and
ministry innovator who's helped over one thousand churches grow, connect
two hundred and eighty thousand plus people, and turned digital
strategies into thriving congregations. You know this, It's not something

(01:50):
I would have thought of doing, but man, it's really working.
So you'll have to listen to how he does this.
And then we have our good friend Tom Rag who's
a mortgage expert with over twenty years of experience, who's
going to talk about the current market. He helps families
turn their home ownership dreams into reality while navigating the
complexities of loans, and he's really been effective for a

(02:13):
lot of people, So can't wait to hear from him
about what's going on.

Speaker 6 (02:16):
I can't wait. I'm always interested in learning about the
mortgage market, right, So something to stay tuned for. But
before we get to our distinguished guests, it's time for
your new business journey. Two in five Americans are business
owners or thinking about starting a business, and so we
want to ask our panel what do you think is

(02:37):
the most common mistake first time entrepreneurs make when starting
a business, and then how can they avoid it? So
welcome to the show, Sahel. What are some common mistakes
from first time entrepreneurs?

Speaker 7 (02:51):
One common flaw that I see with many entrepreneurs that
I come across is they spread their net too wide.
They want to target everyone different ages, different economic backgrounds,
different cultures, you name it, different interests. And what I
love about one of our guests here, Brady, you know
he specializes in marketing for churches. So now if I'm

(03:13):
a church and I'm thinking of who do I go
to for marketing, there's one name that comes to mind.
Whereas if I'm just general digital marketing or marketing across
all aspects and I go and I'm a church, I go, Hey,
who would I want to call? I mean, there's tens
of thousands of people out.

Speaker 6 (03:28):
There it's really hard to be all things to all people,
isn't it too, So if you can pick a niche
I think that's a great comment.

Speaker 7 (03:34):
And the world is huge, so there's plenty of people
out there's no need to try to get everyone. And
you asked, how can someone overcome this problem? Who's your
ideal client? Describe that person your avatar, and then just
target that person.

Speaker 2 (03:50):
That's it.

Speaker 6 (03:51):
That's perfect. So, Brady, welcome to the show.

Speaker 4 (03:54):
Hey, thanks for having me.

Speaker 6 (03:55):
Man, So tell us about your thoughts on mistakes that
entrepreneurs make.

Speaker 4 (04:00):
You know, a lot of my friends they know that
I have a business, and they'll say, Brady, Yeah, I
want to be like you. I want to start a
business too. I've got this idea. Look, I've spent hours
and hours building my logo and here's my website that
I built, and they put all of this time to
stay busy, but they haven't made any money. Yeah, right,

(04:20):
And maybe you guys resonate with that. When you first
get started in entrepreneurship, you spend a lot of time
doing things that don't necessarily produce revenue. Right, There's a
difference between staying busy and doing things that actually will
lead to making money, right you know, for us, I
didn't have a company name, a logo, a website until
I was already doing twenty thousand dollars a month in revenue.

Speaker 3 (04:42):
Wow.

Speaker 4 (04:43):
And so it's one of those things like don't just
stay busy, like focus on activities and doing things that
are I can actually lead to selling that product or
getting that new client.

Speaker 6 (04:54):
Absolutely. I mean doing that means that you kind of
have to get out there, right. You have to meet
some people, or you have to put some content on
the internet. And so that's a big step for some people.
And I think it's natural to kind of retreat and
do the things that are insular that don't necessarily involve
being out there unless you're the type of person who
really loves being out there. And speaking of that, we

(05:16):
have Tom Rag Tom welcome to the show and tell
us about mistakes that first time entrepreneurs should avoid.

Speaker 3 (05:23):
Right. Well, thank you Richard and Elizabeth for having me.
It's a pleasure to be here in beautiful New York City.
In my business, people who start up in the mortgage
business tend not to look long or hard enough at
other companies' failures, and they should be concentrating really on
their successes, and what they don't do necessarily is look

(05:45):
at the failures and really work hard enough to avoid those.
Because mortgages have been in place since just after World
War Two, there's a lot of data out there, and
there's a lot of failed mortgage companies. There's a lot
of really successful mortgag companies, and we could certainly get
into the details later, but people that are starting a
new mortgage company or a new platform in this particular

(06:07):
business should really look at what other companies did unsuccessfully
and make sure they don't fall into those pitfalls.

Speaker 6 (06:14):
That sounds great. Getting a little education before you leap
is amazing, Elizabeth.

Speaker 5 (06:20):
Yes, the thing I'm most guilty of, which is a
horrible place to be, is trying to do everything yourself.
You just can't, you know what. And I know it's like,
where does the money come from to hire somebody? Well
find it somewhere.

Speaker 8 (06:35):
I.

Speaker 5 (06:37):
Don't know, you know. But really, the things that you
love doing, you should do. The things that you are
okay with, you should do the things that you really
don't like doing, you should really try to find somebody
to help you with those. And there are low cost
alternatives now there's fiver for design, there's upwork, although it's
a little expensive, and there are other places too. If

(06:57):
you just dig around where you can find some that's
not going to break the bank. It doesn't have to
be full time either.

Speaker 6 (07:03):
That's great. Well, you want to delegate, that's for sure.
Delegate is one of the keys to success. I think
one of the mistakes that entrepreneurs make. I've heard this
over and over again is just thinking that you're going
to be rich in six months, right, and then it's
not going to be a struggle. You've got the killer idea.
Everybody's going to love it. They're going to beat a
path to your door. And it's not like that at all.

(07:27):
And so what you should do, I think is talk
with other entrepreneurs. Listen to Passage to Profit. Here's stories
about other entrepreneurial journeys, to get a more realistic view
of what's possible, and that may actually help you in
making decisions about moving forward and your business strategy and

(07:48):
all of those things. So that was great. So now
it's time for our guest t Sahil Meta has climbed
some of the world's tallest mountains run marathons despite krip
injuries even more impressive, and has coached billion dollar leaders,
all while insisting that most of what we chase in
life is pointless.

Speaker 5 (08:09):
Woo, how do you reconcile that?

Speaker 6 (08:12):
Well, I want to hear about this. But he challenges
the idea that success requires sacrifice, arguing that ambition should
not come at the cost of your health, relationships, or sanity.
So let's get into that first piece right away. What
is the kind of the tension, I guess the paradox
with life being pointless yet shooting for success.

Speaker 7 (08:33):
Let's look at some facts. We have so many people
in the public domain, sports stars, musicians, successful business folks
who have made millions, maybe even billions, and yet they
face mental health challenges, yet they face relationship issues, yet
they have major health crises going on. And so then
it begs the question that if everyone is chasing a

(08:57):
similar definition of success, which media or you know, it's
basically inherited, right, It's the media, Social media is community, friends, family,
telling you money.

Speaker 6 (09:09):
You think that's sort of our cultural definition of success.
It just all comes down to money, right, and perhaps
fame as well. Some people focus on fame too. Now,
there's nothing wrong in making money. Please don't get me wrong.
I enjoy making money. However, what am I giving up
in order to make that money?

Speaker 4 (09:26):
You know?

Speaker 6 (09:26):
I guess in some ways, the drive for success can
become so strong that you're willing to give up a lot.
And the challenges is, once you get down the road,
maybe you look back and you say, well, maybe I
gave up a little too much, right, But how do
you stay competitive and engage yet stay balanced.

Speaker 7 (09:46):
So the first thing that one must do is define
what success means to them, because if you're chasing someone
else's definition of success. And again, I've seen this with
so many of the business owners that I coach. They
come to me and they check all the boxes. They
have networks in the millions, they have a family, they
live in a nice house or apartment, they drive a
fancy car, they're traveling the world, et cetera, et cetera.

Speaker 2 (10:09):
You get it now.

Speaker 7 (10:10):
In my definition as a twenty year old, again which
I'd inherited. If I had all that, I'd be jumping
up and down with joy and like I made it.
But the reality is when I did get there myself,
I didn't have those feelings, and I started to question
what's going on. I mean, surely I should be super
excited at this stage.

Speaker 6 (10:30):
So what kind of feelings did you have though? You
must have had some satisfaction.

Speaker 2 (10:34):
Oh, absolutely, But it's one of those things.

Speaker 7 (10:37):
It's the satisfaction you get perhaps when you eat an
ice cream, right, it's temporary, so it lasted for a
short duration of time.

Speaker 6 (10:45):
So give up success and eat ice cream. You'll be
in great shape.

Speaker 5 (10:50):
It's really interesting what you bring up, because I feel
like people say, well, you know, poor people don't work
hard enough, and that's not true. If you know any
people that aren't in the upper rungs, they work their
butts off. I know people that don't have a lot
of money that work really hard. They just aren't doing
the right kind of work to make a high salary.
So it's not really about working hard necessarily, it's about

(11:15):
putting your energy in the right place. Is that kind
of what you're trying to tell people?

Speaker 7 (11:19):
Absolutely, that's definitely one of the things that need to
be taken into consideration. So you know, I mentioned that
I'm a mountaineer, and in the mountaineering world, you have
what's known as the Seventh Summits, the tallest mountain on
each continent, and when you conquer all of these, it's
like you've conquered the world. So that made me question,

(11:39):
what if we defined our internal seven summits? Because success,
as we know, it's not just one thing. Yes, finance
is absolutely important, but there are so many other elements
to success. So when you focus on defining your internal
seven summits, which may include family, health, creation, community service,

(12:02):
giving back, personal growth, your business, etc. I mean, you
get to decide. It's not my definition, it's not what
the world is giving you. You get to decide for
yourself what success means to you. Once you've defined your
seventh summits and you've prioritized them and you know which
ones you can afford to drop and which temporarily and
which ones you can't, then every decision that you have

(12:25):
to make that's a critical one. You can ask yourself,
what's the net effect on my seven summits? So, just
to give you an example, in the past, I used
to look at an opportunity which would increase my wealth
and I'd just say, yes, let's go, because that was
in tune with my definition of success at that time.
But at that point I had given up many other things.

(12:45):
Because when you say yes to something, you've said no
to many other things. And what I realized was I
was giving up. I was saying no to family time,
I was saying no to health, and those started to degrade.
So now when I'm looking at a definition, a choice
that I have to make, I ask myself what's the
net effect. I'm looking at all seven areas, and as
long as the overall direction is up, then I usually

(13:09):
say yes. And if their overall direction is down the mountain,
it just makes my life a lot easier to say no.

Speaker 6 (13:15):
We're here with Sahil Meta, and I wanted to ask
do most people appreciate what their other values are besides
making money? So if you're counseling a billionaire, you ask them, well,
what are your seven peaks? Do they know the answer
to that?

Speaker 7 (13:34):
People generally have a vague idea, but vague is not
good enough to have clarity and make decisions. A lot
of people will say yes, health is important, but yet
I see them making sacrifices again and again to their health.
I've heard people say yes, family is my top priority,
yet they have a terrible relationship with either their child
or their spouse. So it's easy to say one thing,

(13:56):
but you have to face the mirror and ask yourself,
am I actually living up to what I claim are
my priorities or is it just for namesake.

Speaker 5 (14:07):
It's so interesting because as a woman, and I think
there are other women in my same boat, Like I
purposely gave up the financial success summit to stay home
and take care of my kids, so I put that
as the highest summit for a while in my life.
And now they're grown and they're doing really well, So

(14:28):
I'm glad I did that. It was a huge sacrifice
for me. I have a PhD in analytical chemistry. I
stepped away from the work world. But looking back, I'm
glad I did it. And I've never really defined things
as summits before and categorize them, so this is really helpful.
I think I.

Speaker 7 (14:46):
Love what you said, Elizabeth, because you also highlight the
point that your definition of success can change over time
as your phase in life evolves. When you were a
mother of children that were adolescents or below, you made
a decision to be more of a mom. Yeah, And
now that they're adults and perhaps you know on their

(15:07):
own journeys of life, you've now changed your definition to
suit your current situation. So that's a great point. It's
not something that's set in stone. It is something that
can evolve as you evolve.

Speaker 6 (15:20):
Yeah, on the other hand, I would say I probably
focused too much on the financial piece. I was terrified
that I wasn't going to be able to provide for
my family, and so I worked like a mad man
for many years as I was in corporate environments where
people were coming and going, and they seemed like the

(15:42):
management intentionally kept people off balance because they felt that
that was a route to productivity. Now maybe I just
worked for some really bad companies. I don't know, but
that was eventually why I decided to go the entrepreneurial route,
because I didn't want that kind of stress. And it
turned out that there's different stresses. But at least I

(16:04):
felt like I was in control of my own destiny, right,
and so that was very important. But I also I mean,
I was president plays and I was president games and
all of that, but lots of times I wasn't psychologically
present right where I was there, but my head was
still back at the office because I was freaking out

(16:27):
about some document that I had to generate. By the
end of the week. But I think it's great that
you're you're looking at these things. I'm wondering, you're talking
about seven summits, but are there actually more than that?
Are most things sort of grouped into those categories.

Speaker 7 (16:42):
Look, there are lots of things that are important in
your life, which are What we encourage the folks to
do is to define just seven. Anything beyond a seven
and seven has an imagining number. It has a nice
ring to here, absolutely, and sure you can add more,
but then it just adds to the complexity of trying
to monitor and track on a continuous basis, and seven

(17:03):
is something you can manage fairly easily. Now I have
some folks who say, you know, seven's too much, Perhaps
I only want to stick to five. But the reason
why I push for seven. And I'll tell you if
I ask you, what are the three most important things
in your life? Most business owners that I come across,
they will say health, wealth, and relationships in general. Right,

(17:23):
that's probably about eighty percent of the folks out there.

Speaker 6 (17:26):
That resonates right now.

Speaker 7 (17:29):
When I tell you to think of seven, it encourages
you to think about other areas of your life that
are actually important, Like for me, personally fun and recreation
popped up as one of the seven. Oh now, if
you ask me to pick three or even four, perhaps five,
I don't know if it would make it to the list,
but because it was seven, it made me think about
the smaller nuances. But I thought it was small, but

(17:51):
I realized it's actually a very big part of my life.

Speaker 6 (17:54):
You've got to have fun once in a while, right,
I mean, I think that's so important, and I prioritizing
it some like a great idea.

Speaker 7 (18:00):
Yeah, And I would even say, is now that I
know it's one of my seven summits, I actually ask myself,
how can I bring fun into my life every day?
It doesn't have to be an activity that lasts for
an hour too. It could be something that's just listening
to jokes for five minutes for example.

Speaker 6 (18:16):
Right, I have a joke app on my dad, joke app.

Speaker 5 (18:19):
On my supposed to be one of your summits, because
that is definitely one of my summits. Because every time
something good happens, I'm like, Oh, let's.

Speaker 6 (18:25):
Have a party.

Speaker 2 (18:28):
Please do invite me to the next.

Speaker 5 (18:29):
Leve Oh oh yeah, your heart laws celebrating it's twentieth
anniversary in the summer and you're going to be in
New Jersey in the summer. Right, absolutely, Yeah, you're on
the list.

Speaker 6 (18:37):
You're on the list, you're on the Friends of your
Heart law list, So yeah, definitely. But I feel, so,
how do you help people then manage seven summits? Right?
I mean it's you have the financial, the workpiece, the
family piece, the health piece. Those are kind of obvious,
but the other ones you have like a KPI for
that or something a performance measurement.

Speaker 7 (18:58):
So the way it's done is people will pick seven
from an extensive list that I provide because I don't
want them to think of seven that I choose. It
has to be their seven. Once they've picked their seven,
then it's important to understand. Let's take a step back.
Imagine you're juggling seven balls, because that's effectively what's happening here.
You've got these seven balls, you're juggling them every day,

(19:20):
and the reality is some of these balls are rubber balls,
so if you drop them, they're going to bounce back.
But there are others, which are crystal balls, where if
you drop them, well you know what happens there. Yeah,
So it's important to identify from the seven. Which ones
are your rubber balls and which ones are your crystal balls,
because too often I see business owners sacrificing the crystal

(19:41):
balls for usually fame and.

Speaker 2 (19:44):
Money, money you can lose. We've heard of.

Speaker 7 (19:46):
Stories of millionaires or billionaires who've lost everything and they've
bounced back. But the thing is, once you get to
a stage where you get diabetes, you have a chronic
health issue, you have a stroke, or a hard attime
or something along those lines, life is never the same again.
Right right, You're in medication for life or on some
form of treatment. So let's be clear which of these

(20:10):
balls are crystal balls that you should not be avoiding.
And here's a common error I see with many entrepreneurs
or business owners. Oh I'm just sacrificing it now for
a month or two months, and then two months later
they sacrifice, they find another reason to sacrifice, health, a family,
and then you know, three months later, they find another

(20:30):
reason to sacrifice. And then I tell them, as a coach,
I'm like, look, please don't call it a sacrifice anymore,
because it's a choice. You keep choosing something else over
what you've determined as one of your crystal balls. It's
not a crystal ball.

Speaker 5 (20:45):
You make such a good point because health you can
sometimes bounce back, but the time you lose with your family,
with your children, you'll never get back. And if that
is on the bottom of your list, than you know,
twenty years from now, when you're going through your regrets,
it'll be the top of your list.

Speaker 8 (21:04):
Right.

Speaker 6 (21:05):
Well, I think health is pretty much up there too,
because I mean, you can stop exercising for a couple
of years and then start again, right, But if you
engage in bad habits that wear your body down to
a certain point, then there's a point where it becomes
extremely difficult to recover.

Speaker 3 (21:22):
Right.

Speaker 6 (21:22):
So I guess it's all kind of important. All of
the summits are important.

Speaker 9 (21:26):
Well.

Speaker 5 (21:26):
I think one thing Sahil mentioned though, that I agree
with this fame is not as important. So it may
seem like a crystal ball, but it's not right, and.

Speaker 7 (21:35):
That's why it's important to go through each one and
really determine whether it is or not. And once you've
determined which ones are crystal and rubber bulls, then the
key becomes what does the summit actually look like? Because
a lot of people haven't defined it, So what's a
ten out of ten in health look like to you.
Write it down, don't think about it, write it down.
I mean, I don't know about the listeners here, but

(21:57):
I can't remember something I thought about last week, the
exact word right right. So by writing it down, I
now have a record of it. And then every month
I'm looking at it and saying, Okay, how did I
do this month? And then for the next month, what
is one step I can take? Because a lot of
folks they think about, oh my goodness, I'm a four

(22:17):
out of ten right now, A ten out of ten.

Speaker 2 (22:19):
Just seems so far away.

Speaker 7 (22:21):
What do you have to do to get from four
to five? And if that's a big step, how do
you get from four to four point one?

Speaker 6 (22:28):
That's a great question. We have to take a commercial break.
We're here with Hillmeita, a very experienced and very introspective
success coach. Will be back with more after this.

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Speaker 1 (24:38):
Now back to Passage to Profit once again, Richard and
Elizabeth Gerhart.

Speaker 6 (24:43):
Don't forget to experience more Passage to Profit by subscribing
to us on Facebook, Instagram, X and YouTube, or subscribing
to our podcast anywhere you get your podcasts. Just look
for the Passage to Profit Show on any of these platforms.
And later in the show we're going to have AI business,
intellectual property, news and secrets of the entrepreneurial Mind. So

(25:05):
we're here with Sahil Meta, and he's written an amazing book,
Breaking Free. But you talked during the break about baggage
that people bring with them during this mountain climb, so
maybe you can talk a little bit about that.

Speaker 2 (25:20):
Absolutely.

Speaker 7 (25:20):
So the first step we talked about was defining what
success means to you, which gives clarity, hence making decision
making a lot easier. The second phase is as you're
climbing up the mountain, and I can tell you as
a mountaineer, every pound counts. You think, oh, it's just
an extra pair of socks or two, right, that'll be
important socks. But over hours and hours, every pound counts,

(25:44):
and so the question now becomes is what is that
excess baggage that you are carrying on your shoulders that,
for whatever reason, you haven't let go of, right, Okay,
And that's what the book is all about. It's how
do you identify the clutter that's in your backpack and
then eliminate it one at a time so you have
a light a backpack, which allows you to scale your

(26:06):
summits of success faster.

Speaker 6 (26:08):
I would say I have a lot of clutter, but
I do agree that when you can reduce the clutter,
you calm your mind. I think you become more effective.

Speaker 5 (26:17):
So one thing you talk about that. It says here
is not just your mental and emotional clutter, but like
household clutter, like I have waiyh too many clothes in
my closet and weigh too many pairs of shoes, and
I think it does bother me to have to go
look at that and just not be able to pull
out what I want to wear for the day. So
I do feel like clutter really weighs a person down,

(26:39):
whichever format comes in right.

Speaker 6 (26:41):
Well, and even physical clutter, like if you do exercise
and you gain ten pounds, that's ten pounds that you're
carrying around. If you pick up a ten pound weight,
that's a lot of weight. Yeah, So it kind of
goes back to your climbing analogy.

Speaker 7 (26:54):
Absolutely, And I tell everyone everything you own occupies space
in your hand. If you think about your head as
a parking lot. You know, in a parking lot, you
got to pay to park your car. Now you have
all these things parked in your parking lot rent free. Right,
it's not paying anything unless if it has a function.
If it has a function, great, that makes sense by

(27:16):
all means keep it or if it gives you joy, yeah,
keep it. But I've found that a lot of people
have a lot of stuff that doesn't neither, and so
it's occupying space, not giving you any benefit, but it's
still occupying space. And when you occupy that space, you're
preventing potential great things entering your life because the parking
lot's full.

Speaker 5 (27:34):
Yeah, I agree.

Speaker 6 (27:35):
So do you think that having a preoccupied mind makes
you less effective? And so part of a growth strategy
could be reducing all of the things that we're trying
to keep in our head at a at a given time.
I mean, that would be amazing if you could do that,
because then I guess that would free us up to
be more creative, more responsive, more present. How do you

(27:56):
do that though, I mean, you clean your house. I
guess that's step one, right? But are there other things?

Speaker 5 (28:01):
Is that in your book?

Speaker 7 (28:04):
There are definitely techniques in there. What I would say
is a lot of people struggle with the monkey mind.
It's just always, you know, jumping to different spots all
the time, and even when you're present doing something like
for example, you're you're having your lunch or your dinner,
you're perhaps thinking about something else, you're writing an email,
and you're already your mind is jumping to what has
to happen next. And so how does one improve, Well,

(28:27):
it's practice. You can't get amazing results unless if you
go to you know, physical results, if you unless if
you do some form of exercise on a regular basis.
It's not gonna happen through some magic pill. So the
same way, if you practice slowing down, just being more
aware every time you catch yourself thinking about something which
is not about what you're focusing on right now, just

(28:49):
park it. I'll come back to you. And so it's
it's that awareness. That awareness has to be strong. And
what I do that helps me is I take I
call it a I take t break throughout the day.
I don't drink caffeine, but I have herbal tea and
someone told me this and I absolutely love it. It's not
a cup of tea, it's a cup of time and

(29:09):
it just takes a few minutes. So if I just
take let's say five tea breaks in the day, that's
about five minutes each time where I can just slow down,
enjoy the view outside the window, or just be in
my thoughts for a little while, just breathe deeply and
just kind of bring it to the present. And so
that builds that muscle. That practice right, you practice again

(29:33):
and again and again, and eventually you find out, oh wow,
I can become present a lot faster.

Speaker 5 (29:39):
That's a great tip.

Speaker 6 (29:40):
He's a very calm person.

Speaker 8 (29:41):
He is.

Speaker 6 (29:42):
He has a very calm I.

Speaker 5 (29:44):
Have a question for him. Do you coach people and
these techniques? I know you've written the book, but what
is your business? What do you actually do you coach
people as a private coach? Do you coach groups?

Speaker 7 (29:54):
So I work with business owners specifically, and it's all
about how to become more successful by their definition, not
by someone else's. And so they go through this process
that we spoke about defining the seventh summits, identified the
clutter that you're carrying, and then how do you ensure
The third step is how do you ensure you take
one step forward every day? And so we go through

(30:16):
this framework and identify all the challenges that they have
so that they can overcome. Because when you live a
life that's in line with your definition of success, life
is more fulfilling, which means you're moving away from regret.

Speaker 5 (30:31):
I agree one hundred percent. Do you have any success stories,
like sorry, stories of people that you've coached that have
really made a difference.

Speaker 7 (30:39):
Based on the research that we've done, which is actually
going to be shared in the next book, which researches
over hundreds of business owners, I found that a lot
of entrepreneurs or business owners are always available. This is
the number one challenge that most business owners have. What
does that mean? An email comes in, you feel you

(30:59):
have to answer it, notification, someone calls you, you answer it.
You leave your door open so that anyone in the
office can come in and, you know, get to you
and ask you questions. But then when do you when
are you and flow? When are you able to get
things done at a pace that you would consider acceptable?

Speaker 6 (31:16):
Why then?

Speaker 7 (31:18):
And then when you shut down to be with your
family or for your health, or for downtime or for
fun time, whatever it might be. But now with these gadgets,
a lot of these business owners are always available. So
one of the first things we do is setting boundaries.
But again, how do you set the boundary. You can
only set it if you've defined what success means to you,
because it has to be aligned. If it's aligned, the

(31:39):
chances of you doing it are going to be high.
Otherwise it's going to be like a new year's resolution.
It's just a desire. You get excited for a little
time and then you just go back to old habits.

Speaker 5 (31:48):
So do you factor accountability into your coaching?

Speaker 2 (31:51):
Absolutely? Absolutely.

Speaker 7 (31:53):
In fact, many times I request them to find an
accountability partner, and because some people, especially business owners, they
don't want to show a sign of weakness. So I've
I've actually now developed an accountability app which is gonna
release soon where they can, you know, use that as
a resource. But if you can find an accountability partner,

(32:13):
that's brilliant. I have one, and when I tell someone
else I'm going to do something by a certain date,
I'm going to feel really bad. They have to pick
up the phone again and go I didn't do it.

Speaker 10 (32:24):
Yeah.

Speaker 5 (32:25):
So how do people find you to get your services?

Speaker 7 (32:27):
Usually it's word of mouth. I found that to be
the most powerful form of marketing. However, I have a
pretty strong digital footprint, so they can find me on
my website www dot syhill Meta dot com. That's nice, Yeah,
that's sub a h I l M e h t
a dot com. And then from there there's a bunch
of resources that people can download, which just takes them

(32:50):
a little bit of time. But brings them a lot
of clarity.

Speaker 5 (32:53):
Excellent, Thank you.

Speaker 6 (32:54):
Right, Well, it's been an amazing discussion and I feel
motivated to look at my seven summits and maybe make
some changes. Who knows. Now it's time for AI in business.
So Elizabeth, why don't you kick it off?

Speaker 5 (33:07):
Okay, this is AI in business. I am here with
Sahil Metta, Brady Sticker, and Tom Rag. I'm going to
ask se Hill first, Sahil Meida at Sahil Meida dot com,
what is one way you're using AI in your business.

Speaker 7 (33:22):
I've created a sihilled bot. I've put in everything I've
ever said in the public domain, all my research, all
my posts, everything, and I've fed that all into chat GPT.
Now how that's helping is my team doesn't always have
to depend on me to get an answer.

Speaker 5 (33:40):
Okay, great, well, thank you. Brady Sticker with Churchcandy dot com.
What's one way you're using AI in your business?

Speaker 4 (33:48):
Here's a practical thing that we did to implement this,
and so we basically had all of our team take
this prompt and give it to chat gpt, and then
chat gpt worked with them on how they can can
actually implement AI and their role. They love it because
it's just making their job easier.

Speaker 5 (34:04):
So Tomrag with loanDepot dot Com, what's one way you're
using AI?

Speaker 3 (34:10):
AI helps us with lead generation, prospecting new clients, new borrowers,
and making sure that you keep in touch with past
customers because we all have CRM. But of course AI
doesn't nap, sleep or get tired. Technically with my business,
it's really helped me automate customer attention and making new

(34:30):
customers happy with a smooth, seamless process to get to
the closing table.

Speaker 5 (34:34):
I'd be scared. I mean if I was your competitor,
because you're doing a lot with it, and anybody that's
not it is falling way behind. So Richard Gearhart with
gar Heart Law, what's one way you're using AI?

Speaker 6 (34:44):
I've lost weight using AI. So I started tracking all
my meals in AI and it creates a list of
what I've eaten and the calories and the macro nutrients,
and then if I'm at lunch, I finish up lunch
suggests some dinner possibilities for me. And I've been doing

(35:05):
this now for four days and I've lost two pounds
and it's really funny because I'll put in, oh, I
had a couple of sugar cookies, and you'll say, okay,
well you've had enough cookies for today. So it actually
kind of coaches you and discourages you from eating more,
and then if you eat a little more anyway, it says, oh,

(35:25):
well that's okay, no judgment, but now I think you've
probably had enough if you want to reach your goal.
So it's been great. It's really made a difference and
a perfect use for AI for sure.

Speaker 5 (35:36):
For me, yeah, well it's kind of worked for me,
but yeah, yeah, it doesn't like what I'm missing to say.

Speaker 6 (35:43):
This is one of the seven summits. This is not
a business application, it's a success application.

Speaker 5 (35:49):
Well, so I've been using it your media studios. I'm
giving a presentation on January fifteenth at Podfast in Orlando
about five I have tips to influence what chat GPT
says about you in your podcast, and I've been using
it extensively for research, but not just chat GPT. I
use chat GPT because most people know what that is.

(36:11):
There are very few people who've never heard of it.
And I also use Perplexity. I use Gemini. In Perplexity,
you can access Claude in different of these search engines.
I don't Well, they call them LM's Art Language Models,
but that doesn't mean a lot to a lot of people.
So I've been researching that and researching other things related

(36:32):
to that because I have another presentation. I'm giving this
strictly for business about how to know what it's saying
about you that's not really podcast related. And what I'm
finding is the most important part of doing this research
with it is knowing what queries to come up with.
And I love what Brady said, Pretend like you're this person,
Pretend like you're in that, and then give me an

(36:53):
answer that works. So I'm going to put this presentation
through and I'm going to say, pretend like you're an
audience member. Are you following us? Leap halfway through? How
can I keep this going?

Speaker 3 (37:04):
So?

Speaker 5 (37:04):
What do you think are some of the most effective ways?
Like what do you see it doing in the future?
And I, like Brady like, it's not going to display
some of my employees. So do you guys think it'll
displace your employees any of you?

Speaker 4 (37:16):
I think some employees. Depends on the role.

Speaker 6 (37:18):
Yeah, I mean, I think in the legal profession, there's
a lot of attorneys who are concerned, especially younger attorneys,
where their time is spent drafting contracts, drafting documents, and
chat GPT and a lot of other legal services now
incorporating AI are starting to be able to crank this

(37:38):
stuff out. So what used to take young attorney three
or four hours to do can be done in you know,
split second, right, and so there's concern there. I think
there's still a role for experienced professionals to review this
stuff make sure that it's right. Even if they do
get chat ChiPT to create content without hallucinations, there's still

(38:02):
an element of judgment that has to go into the
legal work. So I don't think that's going to hurt
all attorneys. But what I do get concerned about is
that there's not going to be enough young attorneys who
kind of work through the system and get to the
point where they have the experience to give good guidance.

Speaker 3 (38:18):
Yeah.

Speaker 5 (38:19):
I'm hoping it keeps progressing, though, because I am constantly
finding things that I want, hey, I to do for
me and we're just not there yet. That was AI
in business and now it is time for a commercial break.
So lest you are listening to The Passage to Profit
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Passage to Profit continues with Richard and Elizabeth Gearhart.

Speaker 6 (40:43):
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(41:06):
database as a top ten entrepreneur interview podcast. So subscribe
to the Passage to Profit Show on Facebook, Instagram, YouTube,
and also on the IR app. And now it is
time for intellectual property news, the big news at the
intersection of intellectual property, entertainment, and artificial intelligence. Disney just

(41:29):
announced a roughly one billion dollar investment in open ai
and part of that deal allows Disney characters get this
to appear in videos generated by open AI's system called Sora.

Speaker 5 (41:42):
And before we go any further, let's explain what Sora
actually is, because this matters. So if you go into
chat GPT, you'll see on the left hand side there's
some other apps that you can use, and one of
them is Sora, and Sora creates videos. It's a text
to video AI tool. You type in a prompt something
like a short seat description, and it creates quote, cinematic

(42:03):
quality video from scratch, no cameras, no actors, no animation software,
just words magically turning into video through the power of AI.

Speaker 6 (42:12):
So that's pretty amazing stuff, I have to admit. But
this is a big moment for intellectual property law because
we're not just talking about fan art or short clips anymore.
We're talking about AI generating movie quality content, which immediately
raises questions about ownership, licensing, and control.

Speaker 5 (42:32):
And what's interesting now, Disney is investing in this, but
it didn't try to fight or block the technology either,
you know, it said, well, they're going to do it,
so let's make them take a license. And we're talking
about really iconic characters from Disney, Pixar, Marvel, and Star Wars,
characters that are among the most valuable intellectual property assets

(42:53):
in the world.

Speaker 6 (42:54):
Yeah, and I mean it's really interesting because this could
be a marketing play by Disney, right. The idea would
be that people can create their own movies using these characters,
and that actually promotes the characters. People have to go
back and pay for the content like the movies and
the Netflix and those other things. So maybe this is

(43:15):
kind of a wise move. It's definitely a reversal from
the way most content companies have been treating AI. They've
been trying to block the llms from getting access to it.
So definitely a different approach.

Speaker 5 (43:28):
But it's going to set rules, right, so like you
can't take a character and make it do something really awful,
Like you can't take you can't take snow White, take
snow White and have her chopping somebody's head off. Right.
But it's a pretty strong signal to the market that
major intellectual property owners are saying we're willing to work
with AI, but only on our terms. And it's a

(43:51):
huge shift to thee Heel's point, it's a huge shift
from fear to strategy.

Speaker 6 (43:57):
There you go, and I guess the name of the
game here now is own intellectual property assets because that
does put you in control if you have major IP
assets that you can license or transfer or commercialize with AI.
If this becomes a model, then it makes intellectual property
even more important.

Speaker 5 (44:16):
Right And if Disney didn't own those characters outright, they
couldn't do this. But I want to hark back to
something Mark Cuban said months ago. He said, in the
Age of AI, intellectual property is king and here you're
seeing it generate real revenue.

Speaker 6 (44:30):
Yeah, very interesting story marks a turn in the attitude
in philosophy. Disney is such a powerhouse. We've done license
deals with Disney and their agreements are two hundred pages long.
They are the intellectual property maestros. And if they're doing
this then it speaks pretty loudly.

Speaker 5 (44:50):
But well, last thing, you were right. So if you
think about they let people license Mickey Mouse to put
on T shirts, they're kind of looking at this the
same way. It seems like you can license this content
to make a little film. Well, enough about that. I
have been so excited to get to our next two
presenters who've been waiting here patiently to talk about their companies.
So now we're going to talk to Brady Sticker about

(45:13):
churchcandy dot com. Imagine putting incredible marketing expertise to getting
people to come to your church. This is such a
brilliant idea. Welcome Brady, tell us all about it.

Speaker 4 (45:24):
Yeah, guys, thank you so much for having me me personally.
I never thought I would be an entrepreneur. I actually
went to school to be a pastor, to go into ministry,
and whenever I was working at a church as a
youth pastor helping the teenagers. Spoiler alert, being a youth
pastor doesn't pay very well.

Speaker 6 (45:45):
Those billionaire No not quite.

Speaker 4 (45:49):
And so with that as my day job, I was
actually working in digital marketing and I told my pastor.
I was like, hey, some of the things I'm doing
at work, like, I think we could help the church.
Just invite people in our city. Just invite him to church.
And you know, it's funny. He gave me five hundred dollars,
which was like a big deal to me. I think
it was a big gave me a five hundred dollars

(46:10):
budget to run an ad campaign inviting people to this
event we were doing. I'm so excited, I mean, ads manager,
I'm building out all these campaigns, I'm doing all the things.
The event comes around and no one shows up and
I was defeated, and I was like, all right, well,
like I'm definitely not an entrepreneur. Maybe I don't know
what I'm doing. And I'm so glad that my pastor

(46:33):
believed in me. He's like, hey, man, it's all good.
You know, we've got another thing coming up. Let's he
gave me another five hundred dollars. To put into ads.

Speaker 5 (46:40):
But do it different this time?

Speaker 6 (46:41):
Yea, yeah, yeah.

Speaker 4 (46:42):
Yeah chat GPT right now, well before CHATCHA, what did
we do before chat?

Speaker 3 (46:49):
I know?

Speaker 4 (46:50):
Now I used to say google it. Now I say,
let me ask chat GPT. So it didn't start out well,
but eventually we tweaked things and we got it to where,
like I remember meeting someone and I asked, hey, hey, man,
how did you hear about us? And he was like, man,
every time I turned around on Instagram and Facebook, I
just kept seeing you guys, And he has no idea
that he's talking to the guy that was setting that up.

(47:10):
And so I was just smiling, like amen, dude, Like
so glad you're here. That's awesome. And so from there,
my pastor introduced me to some of his friends that
have churches in different cities. And now I'm very entrepreneurial
and have consumed so much business content and use that
to scale the business to where now we have over

(47:30):
forty employees, worked with over one thousand churches, and we're
on a mission to connect a million people to a
local church. And now today the numbers have an updated
Now it's like well over three hundred and fifty thousand
people we've connected to local churches all across North America.

Speaker 6 (47:46):
I want to know what your secret is, because getting
people to events can be one of the most challenging marketing.
Oh activit.

Speaker 4 (47:55):
People don't want to leave their house.

Speaker 6 (47:56):
I mean, Elizabeth could talk for hours about this, but
we do have events and getting attendant sometimes is a challenge, right,
So well, how do you do that? How do you
get people to show up?

Speaker 3 (48:06):
Yeah?

Speaker 4 (48:06):
Yeah, Earlier we were talking about AI and AI and
business and you know, people, at least what we're seeing
in the ministry world is people want authenticity. Right, It's
called artificial intelligence. The opposite of artificial would be authentic.

Speaker 6 (48:22):
Right intelligence? Right, Yeah, people.

Speaker 4 (48:26):
Have that, yes, and so with that, it's just being real.
And you know, we've seen a huge uptick today with
people just looking for something real and a lot of
that spiritually. Uh, you know, for us, we've seen church
attendants across the board in America actually increase for the

(48:46):
first time in maybe twenty years.

Speaker 10 (48:49):
Right.

Speaker 4 (48:49):
You know, you look at the trends and typically church
attendance is going down in America, right, but within the
past few years you see you see a shift culture
really there, and so you see the people re search,
and so for us, we just encourage our pastors to
be authentic and we coach them to record a video
just being authentic, don't try to be something you're not,

(49:12):
and just invite people to tell them what you've got
going on, and then we always have them give the
next step, right, And so we'll tell our pastors to
instead of just saying hey, see you Sunday and then
pray that all right, hopefully they show up, we say
hey down below, click below to plan your visit and
let us know you're coming so we can connect before Sunday.

Speaker 2 (49:33):
Sahil Meta Brady, that's such an amazing story.

Speaker 7 (49:36):
I do want to go back to one point you
mentioned because it's so important and yet I feel we
didn't go into detail. Yeah, you mentioned that it bombed.
The first campaign bombed. No one showed up. It's not
even one person, it's no one showed up. However, two
very important things happen. One the pastor believed in you,
and I would even go as far as saying, and
please correct me if I'm wrong, but you believed in

(49:57):
yourself to give it another shot.

Speaker 4 (49:59):
Yeah, I mean, it was one of those things where
I felt in my heart and like, I think this
is something that like obviously doing what I'm doing, like
I'm a believer, Like I felt like God was calling
me to do this, and so it was very discouraging
whenever that first campaign flopped and nothing came of it,
and I started having these seeds of doubt, and it
really was my pastor encouraged me. He's like, hey, man,

(50:20):
like I see, I've seen what you do at work
and with your day job. I think we could do
it here. Let's let's give it another shot. And we
were a new church. You would call it like a
church plant, Like in a lot of cities that are growing,
you know, the population to church ratio is a lot
different than other parts of the country, and so different
ministries will do what's called church planting where they start

(50:43):
a new church from scratch. So we didn't have anyone
a part of our church yet, so we like needed people.
So there might have been part of it where our
pastor was like, we got nothing else to.

Speaker 6 (50:51):
Do, so why is yeah?

Speaker 4 (50:54):
And so luckily that desperation really played into that beginning
of candy and just tweaking and trying things because there's
I'm sure a lot of you guys as entrepreneurs, like
when you first started out, probably at the beginning, it
didn't work out and you hit walls.

Speaker 5 (51:10):
Well, I would never have thought of digital marketing for
a church. I guess that's kind of the disconnect in
my brain. I always thought like, your parents went there,
so you went there, or your friends brought you to
your church. It was always an in person experience, and
it's amazing that you've been able to build it with
digital marketing.

Speaker 3 (51:25):
Yeah.

Speaker 4 (51:25):
I mean, in reality, all we're doing is just helping
local churches invite people in their city to church. And
typically what we're seeing are people that if either recently
moved to the area or they were raised in church
and then they moved for college or whatnot, and then
just kind of stepped away from the faith and now
they're at a season in their life that's a summit

(51:45):
of theirs that they're wanting to pour into and make
it a priority.

Speaker 6 (51:49):
So what are some of the techniques that you use
to do this outreach?

Speaker 4 (51:53):
Using social media? Social media ads is huge.

Speaker 6 (51:56):
When you say social media ads, you mean you go
to Facebook and you create an advertisement and say the
church is going to have a service or pot luck
or something like that, and then you put it out
there on Facebook. Yeah, are there certain demographics that you
look at?

Speaker 4 (52:13):
Yeah? So, well, nowadays Meta that owns Facebook and Instagram
is really good at taking your content and placing it
to who you're trying to serve. Like Meta, Facebook, Instagram,
they know so much about you if you're on their platforms,
and so we'll typically now leave the targeting pretty wide open,

(52:34):
but we will specifically do something that's called retargeting. Whenever
someone goes to Google and they search for churches in
Houston and maybe they go to my church's website, well,
we're able to set up a retargeting tracking pixel for
Meta that will allow us to show ads to people
that have been to our church's website, so they're already

(52:57):
interested in us. So, for example, for you guys, you
probably have something like this your marketing team set up
on your website for Gearhart Law to where if someone's
looking for intellectual property law, they go to your website. Well,
now you have the ability to show them ads on
Instagram at Facebook because you're a warm lead, you're looking

(53:17):
for them. And so for us, we do that same
approach because we want to you know, invite people to
church that are already interested in coming, that are looking
for a church.

Speaker 7 (53:26):
So I had a question on marketing as well. You
talk about marketing for your clients, how about marketing for
your business. Love to hear some of that too.

Speaker 4 (53:33):
Yeah, I don't have many competitors. I can maybe name
them on my hand as far as other companies that
do what we do for churches, and so I'm very
blessed to be in what you would call a blue
ocean to where it's wide open or red ocean. I
don't remember the term. Maybe you could you could help
me out with that, but regardless, it's one of those
things that's been really easy for us to get new

(53:54):
clients because the word of mouth is good and the
best ads for us. Whenever I run an ad promoting
our business, it's not me talking. It's not a video
of me. It's a video of our clients talking about
the results they got. Right, it's a video of a
pastor saying, we were a church the averaged around one
hundred people or so. We signed up with church Candy.

(54:16):
They helped us run some Facebook and Instagram ads. Six
months later, now we're averaging two hundred people. And so
one hundred percent growth in six months. There's a pastor
in Plano, Texas. The pastor's name is Ken Bennett. Their
churches Connect Church and Plano and their church in eighteen
months went from one hundred and fifty people to today

(54:37):
they're well over one thousand people. The only thing that
they changed in that time is they signed up with
Church Candy. We helped them get new guests. And so
whenever we have videos of the pastors talking about that,
that's social proof that I'm able to take and run
as an ad and show that to other pastors and
ministry leaders. And so you know, the way we've scaled
our business so much is when we get a new client,

(55:00):
really trying to knock it out of the park with
the results, get amazing results. Once we get amazing results,
I want to get a video of them talking about it.
So we'll do case study, interviews, podcasts, and then we
leverage that in our marketing to then get a new client.
And then it's a cycle that it just repeats.

Speaker 5 (55:14):
So do you have a secret sauce for your ads?

Speaker 10 (55:16):
Then?

Speaker 5 (55:16):
Because I know you can use Facebook ads and they
fall flat. I'm not gonna ask you what your secret
sauce is do you want to keep a secret?

Speaker 4 (55:22):
No, it's keeping it short. Keep your video ads as
short as possible, just because people have short attention spans,
or at least get straight to the point, right, Like
I don't start out my video ads going, Hey, what's
going on everyone? Welcome back to church, Candy. I'm Brady Sticker,
and today we're talking about da da Dada da.

Speaker 8 (55:38):
Right.

Speaker 4 (55:38):
That's great for a podcast, right, But whenever someone's scrolling
on social media, they've got the mindset of what's in
it for me? Is this something I'm interested in watching?
And if you're just sitting there talking about you, they
don't care. But if you get straight into our church
went from one hundred people to five hundred people in
six months in the first ten seconds. If I'm a
pastor or a church leader and I see that, I'm intrigued,

(55:59):
I'm like, Oh, tell me more about this.

Speaker 5 (56:01):
So you're using client testimonials in your Facebook ads, I
think that's really powerful and really smart.

Speaker 6 (56:06):
Google, I guess has released some new tools incorporating AI
for marketing, and I'm just wondering, have you had a
chance to look at any of these, Like Google discovery
or any of these tools.

Speaker 4 (56:19):
Yet, Yeah, we've done a lot. It's really cool because
if you search Facebook ads for churches on Google Church,
Candy's one of the first ones there, and they're citing
our blog on our website in the AI answer, and
so that's super cool. And so there's different things there
that we've played around with, but a lot of it,
I mean, it's probably some things that Elizabeth knows a

(56:40):
lot about now, getting these lms to recommend you in
your business or podcasts.

Speaker 5 (56:45):
And what I'm seeing right now is lms are going
to your website first and your blogs second. And there's
a way to structure the content in the back end
of the website, and there's a piece of software you
can put in there called the Schema Markup that is
like a roadmap to the LMS. So it sounds to
me like whomever's doing your website really knows their stuff.

Speaker 4 (57:07):
My team amazing architects at setting all that up to
make sure that's there in the back end.

Speaker 3 (57:13):
Right.

Speaker 5 (57:13):
So the Google stuff and the LM stuff overlaps a lot,
but there are some places where it diverges. So congratulations.
So blogs, websites and blogs are more important than ever today.

Speaker 6 (57:24):
And so it's here in my show notes that you're
working on a documentary and an app. Maybe you can
tell us a little bit about that.

Speaker 5 (57:30):
Yeah.

Speaker 4 (57:30):
Yeah, So the documentary I mentioned to you guys about
church planting. So you know, there's a church that's starting
in Houston, and I had the thought of, what if
we could show behind the scenes of what does it
actually take to start a church from scratch, what does
the back end, all the administrative things, finding a building,

(57:50):
building a team, like how do you get people there?
And we're working with them already because we're doing all
of their marketing and promos to get people to their events.
And I was like, if we could show a documentary
that's basically a really expensive case study and testimonial for
church candy, but it also educates and has this entertaining
story element behind it. And so there's a church launching

(58:13):
in January. It's called the Garden. You can go look
them up. And so the documentary name is Planted and
it's almost like if you've ever seen The Undercover Billionaire,
non undercover boss, but undercover Billionaire. It had Grant card
own on season two to where basically they drop a
entrepreneur in a city and they have to build a
business from scratch in ninety days. It's a really great show.

(58:34):
I think it was on Discovery several years ago. So
we're basically doing that, but the ministry side of that
dropping a pastor in a city and he has which
in this case, eighteen months to start a new church
from scratch and showing behind the scenes of how that is.

Speaker 5 (58:49):
That was very cool. I hope it gets picked up.
Brady Sticker, how do people find you?

Speaker 3 (58:53):
Church?

Speaker 4 (58:53):
Can dot com. I'm most active on Instagram personally, so
you can go to Instagram dot com and search my
name Brady Sticker.

Speaker 5 (59:00):
Connect there. Great, Thank you very much, Brady.

Speaker 6 (59:02):
Passage to Profit with Richard Analysabeth pure Heart.

Speaker 5 (59:04):
And now onto Okay, you want to do all this stuff,
how do you pay for it?

Speaker 6 (59:08):
Your mortgage house a mortgage with Tom Rag?

Speaker 5 (59:11):
So now we're onto Tom Rag with Loan Depot who
helps people finance their dreams. Welcome Tom, Thank.

Speaker 3 (59:19):
You so much, appreciate it. Well, it's interesting because I
technically work for a company, right, Loan Depot, where the
one of the top, if not one of, the largest
non bank mortgage lenders in the United States. But when
you're a mortgage originator, you technically own your own business
because the clients are yours. The actual borrowers become clients
of the bank or the IMB we're an independent mortgage bank,

(59:41):
but the referral sources and the people that send business,
we call them COIs Centers of influence, which I'm sure
Sahil could probably help many people in my position develop
these types of relationships over time. It's up to the
originator to maintain those relationships and keep in touch and
make sure that people from the past, current and future

(01:00:04):
are thinking about you and trying to keep you in
mind when someone is buying a house. Those are relationships
that last a long time. For instance, Richard and Elizabeth.

Speaker 6 (01:00:16):
Here we met on a mortgage deal through.

Speaker 3 (01:00:19):
A mortgage transaction just about ten years ago, and just
is so interesting how things can grow and things can
prosper and move forward. But that is the entrepreneurial spirit
of being in the mortgage business. And as technology and
AI and other advancements in the space actually push the

(01:00:40):
removal of non performing loan originators because they can be
replaced by a technology because they're technically not either savvy
or committed or owning the job right from an entrepreneurial perspective,
So one of the things I hold myself accountable to.
So Hill was tough talking about being accountable and your

(01:01:03):
seven summits. I call it the daily twenty or the
pop one hundred, but twenty times a day, whether it's
an email, a get together, a coffee, a podcast, a
lunch and learn, a meeting, or some type of get
together with people, twenty things a day equals one hundred
a week. One hundred a week is fifty two hundred
a year. If you do that consistently, and you wake

(01:01:25):
up every day and you commit yourself to it, then
fifty two hundred sales activities throughout a year will certainly
result in more business, but grown organically.

Speaker 6 (01:01:36):
That's great. So how do you Is it just like
an email or is it any kind of outreach or
any kind of touch? I mean, how do you count these?

Speaker 3 (01:01:44):
Well? I actually count them on a scratch pad and
then I toss it in the trash because it makes
me feel good. I literally go with little marks on
a piece of paper because I want to make sure
I do twenty. If I'm being truly lazy, I may
send an email and copy twenty to thirty people. Bhind copy,
but that doesn't really account accounts to me to a
certain extent. But anytime I can just get that, it's

(01:02:06):
kind of like waking up and holding yourself accountable for
the gym. You were mentioning earlier that you're holding yourself
accountable for calories, right, So if you can't measure it,
you can't manage it. Is kind of my mantra. I
don't have that on a bumper sticker on my car,
but I have thought about it.

Speaker 6 (01:02:23):
You could trade market though technically I could.

Speaker 3 (01:02:27):
I did inherit that from one of my partners many
many years ago. But truly holding yourself accountable, I think
is important. And as an entrepreneur, you know, technically in
the mortgage space, if I don't hold myself accountable, then
I'm I'm really just doing my family a disservice. But
people sometimes ask me, you know, how's business are you busy?
It depends who they are and how frank I want

(01:02:48):
to be, but generally I say, if I'm not busy,
then I'm not working, and I hold myself accountable for that.

Speaker 5 (01:02:54):
So what are you telling people about the market these days?
And interest rates and available, we have funds for mortgages
and qualifying and all that stuff.

Speaker 3 (01:03:04):
Well, I would tell you the pendulum has swung back.
In two thousand and eight, we had what was called
the mortgage meltdown. It was extremely easy to get a
mortgage in six seven and into eight, and then everything
came crashing down because there were just too many loose
ends on mortgages. But now here we are in twenty
twenty five, and people want to buy homes. You know,

(01:03:25):
I live in New Jersey, but we're here in New
York City, New York, New Jersey. Connecticut affectionately known as
the Tri State area, seems to be overwhelmingly popular, very
very dense. And I would tell you New Jersey, where
I live, is the densest state in the country, so
people always are buying and selling across the state. Interest

(01:03:46):
rates have come down lately, as interest rates do fall
in line. You know, in twenty twenty when we had
the pandemic, rates hit an all time low, a fifty
year low. I don't think anyone would ever want something
like that to come back. But we are headed in
the right direction. In the last couple of years, we
were up towards the eight percent mark for mortgages. Back
in the seventies, you know, when President Carter was in office,

(01:04:10):
the interest rates were in the high teens seventeen eighteen.
But then you could buy a house for seventy five
or one hundred thousand dollars. In today's world, you're you're
looking you know, usually three four or five hundred thousand
and above. So the interest rates have actually been doing
pretty well. The FED has been meeting this year and
lowering the Federal funds rate, which is loosely tied to mortgages,

(01:04:32):
but not directly. But we've seen some really cooperative interest
rates over the last twelve to eighteen months and things
have really come in line. So lots of people in
the country, you know, spend anywhere between say five or
six hundred dollars a month if they're living with their
friends from college and splitting a three bedroom into six
guys or girls, up to you know, ten to twenty

(01:04:53):
thousand dollars a month for people that are borrowing you know,
multimillion dollars and paying high taxes. So there's a big range.

Speaker 6 (01:05:00):
So there's a lot of talk now about affordability, and
when I hear that, I kind of start thinking about
housing and affordability. How are real estate prices now? And
people talk about first homes in their forties if they
ever get there. Right, Do you have any thoughts about
this situation that we're in.

Speaker 3 (01:05:20):
Right, Well, I would tell you that homes in the
United States are expensive. It's not easy to find an
affordable home unless you're you know, towards the middle of
the country gets a little more affordable. But you've got
families that hold themselves accountable. You generally have dual income.
People think they need to put down twenty percent, but
the market doesn't require that. There are loans with three

(01:05:41):
percent down, three and a half percent down, five percent down,
ten percent down, so you can get into a home
with little money out of pocket versus what people think
is the norm.

Speaker 6 (01:05:50):
Do you think that part of the affordability may just
people are not informed about the possibilities. You think that
they're all thinking twenty percent and saying, oh, I'm never
going to be able to afford it.

Speaker 3 (01:06:01):
A lot of people are absolutely thinking that. So back
to our previous discussion, I think that type of information
can easily be shared with potential customers and home buyers
through human interaction, not necessarily technology.

Speaker 6 (01:06:15):
There you go, it's a hilmeta Tom.

Speaker 7 (01:06:17):
You help people buying their dream home, perhaps even their
first home. As you mentioned, in the world that we
live in, there's so many options. However, someone comes to
you because they trust you. They trust you that you
are going to help them make the right decision for
them to decide which home to go for, what type
of mortgage to pick. How are you building that trust

(01:06:38):
Because someone can like you and spend time with you,
but make such a big decision and probably one of
the top three decisions in their life, they're coming to
you for your direction and support. So I'd love to
know how you build trust with your potential customers.

Speaker 3 (01:06:53):
First, you build trust with the lead source, which takes time.
But when it comes to the customer, I think education
is the main peace. And once I've done my original
introductory call with the customer, they've met me for the
first time. I think another interesting thing to say is
the only, as we all know in this room, you
only get one chance at a first impression, right, so

(01:07:14):
that first thirty to sixty seconds on the phone or
in person is extremely important. If they don't quote unquote
like you, that's generally a problem. I just try and
be a teacher, really, because I think that at the
end of the day, the more I teach my potential customer,
if they were to, say, speak with another mortgage lender
or another private mortgage banker, I think that the information

(01:07:35):
that I've shared and my ability to educate them and
make them feel comfortable will hopefully reinforce that they should
work with me versus say somebody else, because as you mentioned,
it could be their dream home, it could be their
first time home buying experience, and my job is to
deflate any stress and make it happy because if you
think about it, people are buying a house, They're generally

(01:07:57):
going to live in that house. They're going to sell,
lebrate holidays, have meals, raise children, dogs, mow the lawn,
make lemonade, and then celebrate around the fireplace. And you
want them moving into that house with a big smile.
So that's a big reason I tend to attend all
of my closings, which a lot of mortgage originators don't do.
But I think again, the in person touch is key

(01:08:20):
and education really goes a long way. And when I
get off the phone with somebody, I can tell you
they feel much more comfortable buying, whether it's a one
hundred thousand dollars house or a three million dollar house,
they feel much more comfortable with the process because they
understand the numbers and now they get to go out
and shop and actually find that house, hopefully the dream home,
but in today's world there's the starter home and then

(01:08:43):
potentially down the road you can find that dream home.
But always having the opportunity is the most important thing,
and we try and make people comfortable so they can
buy their home and move in with a smile.

Speaker 5 (01:08:54):
So can you help people, Let's say this happens. I
don't know that we've ever had this happen, but it's
been close that they want to buy a house and
the appraisal comes back and it's a praise less than
what the loan that they need to buy the house.
Can you help people with that situation?

Speaker 3 (01:09:11):
Absolutely? Well, you do in many instances. Well, it depends
on the contract and what the realtor or the client
has agreed to. But in many cases people wave the appraisal.
If there are multiple bids on a house, they will
tell the seller I am not going to back out
of this transaction based on the appraised value, which, right there,
there's the answer to your question. They just have to

(01:09:32):
come up with the extra money. They can't get out
of it, right, So we make sure they have that
money and we make sure that they understand the risk.
But in many cases they don't do that. In terms
of waving the appraisal, that actually allows the buyer to
go back to the seller and negotiate a lower price.

Speaker 5 (01:09:48):
So that's what you help them do.

Speaker 3 (01:09:50):
In many instances, it actually becomes good news for the buyer,
not so much for the seller. But if the buyer
is my client, i'm a little sorry for the seller.
But sometimes we've go sellers that think their houses are
worth much more than they actually are. However, when you
have fifteen people who want to buy it, it might
actually be worth more than it's being listed for. So
that is the market demand type situation. But yeah, generally,

(01:10:13):
if you're going to buy a house and you're worried
about the appraisal, you might not want to buy that house.

Speaker 6 (01:10:18):
So if you have your own business or you're an entrepreneur,
how is that different when you're applying for a mortgage
than somebody who works maybe for a big.

Speaker 3 (01:10:28):
Company, self employed is an interesting part of our business. Technically,
the rates are the same, there's no difference in interest rates.
Interest rates are technically based on your credit score, the
type of dwelling, and how much money you put down
the down payment, and how long you lock the rate.
For self employed folks, they qualify just the same way.
Instead of showing pay stubs in W two's though, they

(01:10:49):
generally show tax returns. And then we also have programs
which I couldn't get into in this particular forum, but
we have programs that at really help self employed borrowers
buy homes without tax returns. Believe it or not, we
make sure that they have filed their tax returns and

(01:11:11):
that they don't owe federal debt. But there are many
many instances in our country where we have used bank
statement programs, profit and loss statements prepared by accounts and CPAs,
business tax returns, personal tax returns, and or a combination
of all of those things. There are plenty of lenders
in the country that participate in what's called the non

(01:11:32):
qualified mortgage the non QM space. I'm doing a couple
of those right now. Where these folks work, they work hard,
they bring in money, but their businesses offset a lot
of the income, so they don't necessarily pay a large
amount of money in federal income taxes to the government,
which is completely legal. On paper, it looks like they
don't necessarily have enough money to afford a mortgage. However

(01:11:54):
they do because it's right on the bank statements and
you can see that. And they have good, you know,
technically good to great credit and they're allowed to buy
a house just like anybody else. But even in those instances,
if the tax returns do make sense, that's where the
human element comes in. We vet what route would be
best for the customer, and I would tell you as well.
Which is the good news is that the interest rates

(01:12:16):
for non qualified mortgages are not so significantly higher anymore
versus the traditional straight full what we call full dock
full documentation loans. So if regular rates are, say in
the mid sixes, you could add a quarter to a
half a percent for non QM and it's still pretty competitive.
Then of course the customer doesn't have to worry again

(01:12:38):
about am I going to qualify because they have a
professional like me or someone who is like me to
handle their loan and make sure that it's smooth and
get them into their house that they want with little headaches.

Speaker 7 (01:12:48):
I want to buy a house, right, I want to
buy a house, and I shouldn't only be looking at
the purchase price. There are closing costs, There are running costs.
So how are you advising me so that I don't
end up buying you know, something that I thought was
within my budget, but it turns out to start draining
my monthly income.

Speaker 2 (01:13:08):
How do you guide me?

Speaker 3 (01:13:09):
Yeah, we guide you right to the penny. Actually, we
bring up the house generally on the multiple listing service.
We know the potential purchase price. We also have your
range of purchase price in New Jersey and many taxes
many states around the country. The real estate taxes is
a big factor. We put the closing costs on paper,
in writing. We send them to you and we talk
about it and we make sure you're comfortable. If you're

(01:13:30):
not comfortable, then we either find you another house or
we reduce the price and you look at a different
type of property, and we want to make sure that
you can afford it. Right. So again back to the education,
it's really important. People want things on paper, right. You
could talk to people about it and put it on
a cocktail napkin. But when you send them an estimate
with a barcode with their name on it, it makes them

(01:13:50):
feel good. And of course it is good because all
the disclosures tied to the mortgage business in the United
States protect the borrower. We are required to make sure
that it's act as your mortgage representatives, but all of
the disclosures protect the borrower. So there's no way you
can ever be bait and switched or duped or see
higher closing costs at the closing table versus what was

(01:14:11):
told to you at the beginning. So it's actually a great,
great thing because we're protected. You're protected, and again, our
job is to get you into a place where you
can go buy a house and feel comfortable and happy
and raise your family and enjoy enjoy holidays and cooking
meals and sitting around the.

Speaker 5 (01:14:27):
Fireplace, and we do in our house. We have to
wrap this up, Tom, Who do you work with? Do
you work with people across the country or just in
the Tri State?

Speaker 3 (01:14:35):
I do. I'm licensed in several states technically, but my
phenomenal company, I love my company that I work with
at Loan Depot, my boss, phil Iosa and our president,
Tom Fiddler, are phenomenal, phenomenal mortgage gentlemen. They've been around
for many, many years. The company, Loan Depot, was founded
in twenty ten and our chairman of the board, Anthony,

(01:14:56):
just came back to be the CEO. So there's exciting
things going on at Loan Depot and we're excited for
the future. But really the motto at the company is
home means everything, and the foundation is the customer. So
if we concentrate on the customer, we always feel that
the success will come to us. And that's what we do.
We help people buy houses. It's really a great thing,
it is.

Speaker 5 (01:15:16):
And how do people get a hold of you if
they want to work with you personally?

Speaker 3 (01:15:19):
I can be found at www dot loanDepot dot com.
Just search Tom rag Wragg and I come right up
on Google. Thank you so much, Elizabeth and Richard.

Speaker 6 (01:15:31):
We need to take a commercial break, but stay tuned.
It's Secrets of the Entrepreneurial Mind coming up next.

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Speaker 5 (01:16:52):
And now it is time for Secrets of the entrepreneurial mind.
So Sahilmida with Sahelmida dot com. What is a secret
you can share.

Speaker 7 (01:17:02):
I'm going to share something that might actually build a
little bit of anxiety, but let's go anyway. I would
say the secret that I would recommend to every entrepreneur
is just disappear for a week. Disappear for a week
such a good way to test your systems, your processes,
to see how capable your team actually is, because what

(01:17:22):
I find with most business owners that I work with
is they themselves are involved in too many decisions because
they feel the decision cannot be made without them. And
whenever I go to these mountains, I'm usually in the dark,
meaning there's no phone signal. I'm completely disconnected for seven days,
ten days at a time, and I come back and.

Speaker 2 (01:17:41):
Things are great.

Speaker 7 (01:17:42):
And it's a very humbling experience because it made me
realize that I'm actually not as important as I thought
I was in my business. But it was a great
learning because the team stood up when they had to,
and anything that wasn't working well, we would just adapt it,
change it, make sure that it's in line with you know,
the future. So disappear for a week, Go ahead and

(01:18:02):
try it.

Speaker 5 (01:18:03):
Easier said when you have your own chatbot. But so
Brady Sticker with churchcandy dot com. What's the secret you
can share?

Speaker 4 (01:18:11):
This is something that a lot of pastors have a
problem with as well as entrepreneurs. There's a quote by
Steve Jobs that says focus is saying no to good ideas.
And especially as entrepreneurs, you know, we could be scaling
our business doing things that we hit a wall and
then our business might stagnant or similarly in like the
ministry world, so often I see business owners they get

(01:18:35):
stuck in their business. They start to get momentum and
it gets stuck. Well, then they start chasing this other
opportunity and now they're doing this other thing, and then
a few months go by and they hit a wall
there and they go do something else. So instead of
trying to fix that one problem, it's easier to just
do what they did back when they first got into entrepreneurship,
starting something from scratch, because there's a dopamine hit when

(01:18:57):
you get that first deposit in a new opportun unity, right,
and it's easier to go and just try to do
something else. And so focus is just saying no to
good ideas. And that's something that I've had to be
disciplined in, and I think that's something that's helped us scale.

Speaker 5 (01:19:11):
That's really smart because I have ideas all the time
and I have to say, no, Okay, we're going to
try to stick with this one. So Tom Rag with
loan depot dot com. What's a secret you can share?

Speaker 3 (01:19:23):
I don't know if it's a secret. I think that
in general, if you commit and show up every day
and stay committed to the process and hold yourself accountable.
And to Sahel's words of wisdom earlier is we have
something in the mortgage business when people move, it's called
clear the clutter. You put your house on the market

(01:19:46):
and you want people to see it for what it is,
and you don't want them to see all your personal stuff,
so you clear the clutter. And I think getting rid
of wasted time is a huge opportunity for success because
if you're wasting minutes during the day doing things that
aren't helping your business and that's your priority, then you
have to you have to be committed and you have

(01:20:07):
to show up every day. I would just tell people,
you know, don't give up, chase your dreams and keep
working hard and stay on task and hold yourself accountable.

Speaker 5 (01:20:16):
Great secrets, Richard your heart your heart law. What's a
secret you can share.

Speaker 6 (01:20:21):
Well, I would say, don't forget to celebrate your successes,
whether they're big or small. So we're going to be
celebrating our twenty year anniversary and that's a big celebration,
and that's a big success, but also just the little ones,
you know, maybe hitting your numbers for the month or
making a client especially happy. The things that work out, well,

(01:20:41):
you want to celebrate it, even if it's in your
own mind. But maybe you have a glass of wine,
or maybe you do something to reward yourself that's small,
go to a movie, whatever it is that works for you.
But celebrate your successes.

Speaker 5 (01:20:55):
Well, I love doing that.

Speaker 6 (01:20:58):
Well you taught me that one.

Speaker 5 (01:21:00):
So my secret with Gear Media Studios is everyone does
things differently. So I had a meetup last night in
Podcasts and YouTube Creators community. I co host this meetup,
and we had a panel of people that have started
podcasts and been pretty successful, and we said what went
wrong and what went right, and we talked about how
we started and we all started differently. Our podcasts are

(01:21:23):
on different topics. But it made me realize that whatever
you do, you're going to do it your own way.
So you may be the baker who makes the loaf
of bread that everybody wants, and there's a line out
your bakery door, and there may be a bakery right
next door to you, and nobody's buying their bread because
they don't like the way they did it, and they
liked the way you did it. So if there's something
you're passionate about that you really like to do, do

(01:21:45):
it your own way, and yeah, I think that'll bring
you success.

Speaker 6 (01:21:48):
So that's great. That's it for us. Passage to Profit
is a Gear Media Studios production at the nationally syndicated
radio show appearing on forty stations across the USA. In addition,
Passage to Profit has also been recently selected by feed
Spot Podcasters database as a top ten entrepreneur interview podcast.

(01:22:11):
Thank you to the P two P team, our producer
Noah Fleischman and our program coordinator Alisha Morrissey, our studio
assistant Rusicat Bussari, and our social media powerhouse Carolina Tabarees.
Look for our podcast tomorrow anywhere you get your podcasts.
Our podcast is ranked in the top three percent globally.
You can also find us on Facebook, Instagram, x and

(01:22:32):
on our YouTube channel. And remember, while the information on
this program is believed to be correct, never take a
legal step without checking with your legal professional first. Gearheart
Law is here for your patent, trademark and copyright needs.
You can find us at gearheartlaw dot com and contact
us for free consultation. Take care everybody, Thanks for listening,
and we'll be back next week.

Speaker 1 (01:22:54):
The proceeding was a paid podcast. Iheartradios hosting of this
podcast constitutions neither an endorsement of the products offered or
the ideas expressed.