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

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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.

Speaker 6 (00:35):
It's Passage to.

Speaker 1 (00:36):
Profit with Richard and Elizabeth Gearhart.

Speaker 7 (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 7 (00:57):
Welcome to Passage to Profit, the Road to entreprene oadership,
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 is 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 7 (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 8 (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 there.

Speaker 7 (03:28):
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 8 (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 7 (03:51):
That's perfect. So, Brady, welcome to the show.

Speaker 6 (03:54):
Hey, thanks for having me.

Speaker 7 (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.

Speaker 6 (04:04):
I want to start a business too. I've got this idea.

Speaker 4 (04:07):
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, 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,

(04:28):
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.

Speaker 6 (04:41):
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 7 (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 po 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.

Speaker 9 (05:24):
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 mortgage 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 7 (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, I don't know, you know. But really,
the things that you love doing, you should do. The

(06:42):
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 you just dig around where you
can find somehow that's not going to break the bank.
It doesn't have to be full time either.

Speaker 7 (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 crip
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 7 (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 8 (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 7 (09:09):
Do 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 7 (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,
you 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 8 (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.

Speaker 2 (09:52):
And again, I've seen this with so many of the
business owners that I coach.

Speaker 8 (09:56):
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 8 (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 7 (10:30):
So what kind of feelings did you have?

Speaker 3 (10:31):
Though?

Speaker 7 (10:32):
You must have had some satisfaction.

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

Speaker 8 (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 7 (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 8 (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 seventh summits Because success,
as we know, it's not just one thing. Yes, finance
is absolutely important, but there's so many other elements to success.
So when you focus on defining your internal seven summits,
which may include family, health, creation, community service, giving back,

(12:03):
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 to make that's a

(12:25):
critical one. You can ask yourself what's the net effect
on my seventh 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, because when you say

(12:46):
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, I mean 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 say yes.

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

Speaker 7 (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 8 (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.

Speaker 8 (14:45):
I think I 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,
and now that they're adults and perhaps you know on

(15:07):
their 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 7 (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 8 (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.

Speaker 2 (16:49):
Anything beyond that seven and seven.

Speaker 8 (16:51):
Has an imagine number, It has a nice ring to 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 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.

(17:12):
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, that's probably about eighty percent
of the folks out there.

Speaker 7 (17:26):
That resonates right now.

Speaker 8 (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. Now, if you
ask me to pick three or even four, perhaps five,
I don't know if it would make it.

Speaker 2 (17:45):
To the list.

Speaker 8 (17:46):
But because it was seven, it made me think about
the smaller nuances. But I thought it was small, but
I realized it's actually a very big part of my life.

Speaker 7 (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 sound like a great idea.

Speaker 8 (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, Right.

Speaker 7 (18:16):
I have a joke app on my dad, joke app on.

Speaker 5 (18:19):
My sposed 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 have a party.

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

Speaker 5 (18:30):
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 7 (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 work piece,
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 8 (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.

Speaker 2 (19:30):
You know what happens there.

Speaker 8 (19:31):
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 balls for usually fame and money. Money you
can lose. We've heard of stories of millionaires or billionaires
who've lost everything and they've bounced back. But the thing is,

(19:52):
once you get to a stage where you get diabetes,
you have a chronic health issue, you have a stroke
or a herd attack, use something along those lines, life
is never the same again, right right, You're medication for
life or on some form of treatment. So let's be
clear which of these balls are crystal balls that you
should not be avoiding. And here's a common error I

(20:15):
see with many entrepreneurs or business owners.

Speaker 6 (20:17):
Oh I'm just.

Speaker 8 (20:18):
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 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

(20:40):
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. Right.

Speaker 7 (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. Right. So I guess it's all
kind of important. All of the summits are important.

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

Speaker 8 (21:35):
And 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 balls, then
the key becomes what does the summit actually look like?
Because a lot of people haven't defined it, So what's
the 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
just seems so far away. 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 7 (22:28):
That's a great question. We have to take a commercial break.
We're here with a Hilmeta, a very experienced and very
introspective success coach. We'll 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 Geerhart.

Speaker 7 (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 aim 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 8 (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.

Speaker 7 (25:37):
Two, right, that'll be important socks.

Speaker 8 (25:41):
But over hours and hours, every pound counts. 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, So 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

(26:01):
it one at a time so you have a light
a backpack, which allows you to scale your summits of
success faster.

Speaker 7 (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 way 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 7 (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 8 (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 7 (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 8 (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

(29:09):
and 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

(29:32):
practice again 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 7 (29:40):
He's a very calm person. He is. 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 8 (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 8 (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?
When I then and then when you shut down to

(31:20):
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 chances of you doing it are

(31:40):
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 8 (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.

Speaker 2 (32:20):
They have to pick up the phone again and go
I didn't do that.

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

Speaker 8 (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.

Speaker 5 (32:38):
That's nice spell yeah.

Speaker 8 (32:40):
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
a little bit of time. But brings them a lot
of clarity.

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

Speaker 7 (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 Sehill first, Sahil Meida at Sahilmeida dot com, what
is one way you're using AI in your business.

Speaker 8 (33:22):
I've created a sihled 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
until 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.

Speaker 6 (34:02):
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 9 (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 the 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
gear Heart Law, what's one way you're using AI?

Speaker 7 (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 7 (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 You know 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 to that because I have another presentation

(36:33):
I'm giving that 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 answer that works. So I'm going

(36:56):
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 6 (37:16):
I think some employees. Depends on the role.

Speaker 7 (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 stuff out.

(37:38):
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 chatchipt to
create content without hallucinations, there's still an element of judgment

(38:03):
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 11 (38:18):
Yeah.

Speaker 5 (38:19):
I'm hoping it keeps progressing, though, because I am constantly
finding things that I want A 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 listeners, you are listening to the Passage to Profit
Show with Richard Elizabeth Garhart, our special guest Sahel Meta,
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Speaker 7 (40:43):
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(41:06):
database as a top ten entrepreneur interview podcasts. 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 7 (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 7 (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 uh, 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

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

Speaker 7 (43:57):
There you go, and I guess the name of the
game here now is owning 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.

Speaker 5 (44:15):
More important, 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 7 (44:30):
Yeah, very interesting story, marks a turn in the attitude
and 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 (44:51):
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 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 churchcandy dot com.

(45:15):
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, thanks 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.

Speaker 6 (45:41):
Pay very well. 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 these 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.

Speaker 6 (46:08):
I think it was a.

Speaker 4 (46:09):
Big gave me a five hundred dollars budget to run
an ad campaign inviting people to this event we were doing.

Speaker 6 (46:14):
I'm so excited, I.

Speaker 4 (46:16):
Mean, ads manager, I'm building out all these campaigns, I'm
doing all the things.

Speaker 6 (46:20):
The event comes around and no one shows up.

Speaker 4 (46:24):
And I was defeated, and I was like, all right, well,
like I'm definitely not an entrepreneur.

Speaker 6 (46:29):
Maybe I don't know what I'm doing.

Speaker 4 (46:31):
And I'm so glad that my pastor 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 12 (46:41):
Yeah?

Speaker 7 (46:41):
Yeah, yeah yeah chat GPT? Right now, well before chat, what.

Speaker 5 (46:46):
Do we do before chat?

Speaker 6 (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'm 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 forty employees,

(47:31):
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 7 (47:46):
I want to know what your secret is, because getting
people to events can be one of the most challenging
marketing Oh activity.

Speaker 6 (47:55):
People don't want to leave their house.

Speaker 7 (47:56):
I mean, Elizabeth could talk for hours about this, but
we do have events and getting attendance sometimes is a challenge, right,
So how do you do that? How do you get
people to show up?

Speaker 6 (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 7 (48:22):
Right intelligence?

Speaker 5 (48:24):
Right?

Speaker 7 (48:24):
Yeah?

Speaker 6 (48:26):
People, Yes, And so with that it's just being real.

Speaker 4 (48:31):
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
first time in maybe twenty years.

Speaker 7 (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 8 (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.

Speaker 6 (50:26):
And we were a new church.

Speaker 4 (50:29):
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 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,

(50:50):
we got nothing else to.

Speaker 2 (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 7 (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 makes
it a priority.

Speaker 7 (51:49):
So what are some of the techniques that you use
to do this outreach?

Speaker 6 (51:53):
Using social media? Social media ads is huge.

Speaker 7 (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 6 (52:13):
Yeah?

Speaker 4 (52:13):
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 and Facebook, Instagram,
they know so much about you if you're on their platforms,
and so will 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 and 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 2 (53:26):
So I had a question on marketing as well.

Speaker 8 (53:27):
You talk about marketing for your clients, how about marketing
for your business.

Speaker 2 (53:32):
Love to hear some of that too.

Speaker 6 (53:33):
Yeah, I don't have many competitors.

Speaker 4 (53:36):
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.

Speaker 6 (53:48):
I don't remember the term.

Speaker 4 (53:49):
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 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.

Speaker 6 (54:04):
It's not a video of me.

Speaker 4 (54:06):
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. 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.

(54:28):
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 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

(54:51):
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, 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,

(55:12):
and then it's a cycle that it just repeats.

Speaker 5 (55:14):
So do you have a secret sauce for your ads? Then,
because I know you can use Facebook ads and they
fall flat, I'm not going to 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 Da da da.

Speaker 11 (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 that 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 7 (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 5 (57:13):
Right, So the Google stuff and the LLM 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 7 (57:24):
And so it's here in my show notes that you're
working on a documentary and an app. Maybe you could
tell us a little bit about that. 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, what 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

(58:13):
launching 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,
not an 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

(58:33):
great show. 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,
what's in this case eighteen months to start a new
church from scratch and showing behind the scenes of house
that is.

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

Speaker 6 (58:53):
Church? Can dot com.

Speaker 4 (58:54):
I'm most active on Instagram personally, so you can go
to Instagram dot com and search my name Brady Sticker.

Speaker 6 (59:00):
Connect there.

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

Speaker 7 (59:02):
Passage to Profit with Richard Analysabeth your heart.

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

Speaker 7 (59:08):
Your mortgage house?

Speaker 5 (59:10):
Get a mortgage with Tom Rag. So now we're onto
Tom Rag with Loan Depot who helps people finance their dreams.
Welcome Tom, Thank you so much, appreciate it.

Speaker 9 (59:21):
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. But the referral sources

(59:43):
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 are thinking about you

(01:00:06):
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 7 (01:00:16):
Here we met on a mortgage deal.

Speaker 9 (01:00:19):
Through 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

(01:00:40):
the 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 taught talking about being being

(01:01:01):
accountable and your 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.

Speaker 3 (01:01:20):
One hundred a week is fifty two hundred a year.

Speaker 9 (01:01:23):
If you do that consistently, and you wake 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 7 (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?

Speaker 9 (01:01:45):
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 blind copied.
But that doesn't really count 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.

Speaker 3 (01:02:19):
Is kind of my mantra.

Speaker 9 (01:02:20):
I don't have that on a bumper sticker on my car,
but I have thought about it.

Speaker 7 (01:02:23):
You could trade market, though technically I could.

Speaker 9 (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?
Depends who they are and how frank I want to be,

(01:02:49):
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 availability. Do you have funds for
mortgages and qualifying and all that stuff.

Speaker 9 (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 the New Jersey
where I live, is the densest state in the country,
so people always are buying and selling across the state.
Interest rates have come down lately, as interest rates do

(01:03:49):
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

(01:04:09):
in office, 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

(01:04:31):
tied to mortgages, 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,

(01:04:53):
ten to twenty thousand dollars a month for people that
are borrowing, you know, multimillion dollars and paying high taxes.

Speaker 3 (01:04:59):
So there's a big range.

Speaker 7 (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.

Speaker 9 (01:05:20):
In 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 7 (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 9 (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 7 (01:06:15):
There you go, it'sa hilmeta Tom.

Speaker 8 (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.

Speaker 2 (01:06:35):
Of mortgage to pick.

Speaker 8 (01:06:37):
How are you building that trust 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 9 (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.

Speaker 3 (01:08:17):
But I think again, the in person.

Speaker 9 (01:08:19):
Touch is key 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 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

(01:08:42):
home and then 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?

Speaker 9 (01:09:11):
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.

Speaker 3 (01:09:47):
A lower price.

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

Speaker 9 (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 got sellers that think their houses are
worth much more than they actually are.

Speaker 3 (01:10:03):
However, when you.

Speaker 9 (01:10:04):
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,
if you're going to buy a house and you're worried
about the appraisal, you might not want to buy that house.

Speaker 7 (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 company.

Speaker 9 (01:10:28):
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.

Speaker 3 (01:12:08):
We vet what route would be.

Speaker 9 (01:12:10):
Best for the customer, and I would tell you as well,
which is the good news is that the interest rates
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.

(01:12:35):
Then of course the customer doesn't have to worry again
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 8 (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 9 (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.

Speaker 3 (01:13:20):
Many states around the country. The real estate taxes is
a big factor.

Speaker 9 (01:13:23):
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 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.

Speaker 3 (01:13:39):
Right.

Speaker 9 (01:13:39):
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 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 accu as

(01:14:00):
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 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

(01:14:20):
and feel comfortable and happy and raise your family and
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.

Speaker 9 (01:14:35):
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, our phenomenal,
phenomenal mortgage gentlemen.

Speaker 3 (01:14:49):
They've been around for many, many years.

Speaker 9 (01:14:51):
The company, Loan Depot, was founded in twenty ten and
our chairman of the board, Anthony, 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

(01:15:11):
to us. And that's what we do. We help people
buy houses. It's really a great thing.

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

Speaker 9 (01:15:19):
I can be found at www dot loanDepot dot com.
Just search Tom Ragg Wragg and I come right up
on Google.

Speaker 3 (01:15:29):
Thank you so much, Elizabeth and Richard.

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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 8 (01:17:01):
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 8 (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
it was in my business.

Speaker 2 (01:17:48):
But it was a great.

Speaker 8 (01:17:49):
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
for the future. So disappear for a week, go ahead
and 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.

Speaker 6 (01:19:04):
And so focus is just saying no to good ideas.

Speaker 4 (01:19:07):
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.

Speaker 9 (01:19:25):
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

(01:19:45):
the market and you want people to see it for
what it is, and you don't want them to see
all your personal.

Speaker 3 (01:19:49):
Stuff, so you clear the clutter.

Speaker 9 (01:19:51):
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 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

(01:20:14):
task and hold yourself accountable.

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

Speaker 7 (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 7 (01:20:58):
Well you taught me that way.

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 7 (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 Rusicatpusari, 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 on

(01:22:32):
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.
Constitution neither an endorsement of the products offered or the
ideas expressed.