December 21, 2023 • 40 mins
Grant Cardone joined "Grit Happens" in a special live stream at this year’s Kind Vibe Event. Glenn Stearns and Grant Cardone go head to head and debate the real estate market and the mortgage industry, and Grant gives his best advice for today’s entrepreneur.
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Episode Transcript
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(00:03):
Hi, I'm Mindy Stearns and I'mGlenn Sterns, and this is great Happens.
Join us as we engage in candidconversations with some of the most successful
people in every field and from everywalk of life, all with the common
thread of grit and a goal ofnot just surviving, but thriving. And
we hope that the show will helpyou feel informed, energized, and especially
(00:27):
inspired. So let's get started.This is it Happens. Welcome. Hey,
We're live for Girl. It happenswith Glenn Star's Mandy Stearns and mister
Grant Cardon. We are at theVibe twenty twenty three conference here for kind
Lending. We just got these twoguys on stage, which was an absolute
show. That was fun. Thatwas fun watching you guys. Yeah you
(00:49):
ever get to see that? Listennext time, I'm paying you. And
there's gonna be a writer what youcan say and what you can't say?
Then I won't come there. Ohwait, we're not talking about port not
yet. No, you know whatit did? Honestly, Okay, and
I joke a lot because I Ienjoyed that so much. But you get
people to think, damn guys,right, I gotta think differently that I
(01:14):
got up my game to a placeI never thought I could go before.
And that's what it was. I'mtrying to get them to get how to
get the baby steps. Forget thebaby steps, run go for it,
right because you said that, yousaid, baby baby, they run and
they fall, they'd be gotta runbecause you're gonna fall. And that's how
you become successful. Did you keepfalling? You get learning how not to
do it and how you're going todo it. And I think that's the
(01:36):
key. Well, you had agreat audience, great people. You know,
everybody in there looks like they wantto do something different. Charlie killed
it. Charlie Plumb, Captain CharlieSpace to come to one of these.
I mean, I told you lastnight you should be doing eight or ten
of these a year. Yeah,we're gonna start grabbing martgage. The mortgage
industry needs, it needs leadership,it needs it needs to do something outside
(01:59):
what it's done for the last tenor fifteen years. So this reset could
be very good for Yeah, thatis better than any mortgage conference they've been
to, any of the ones thatare out there. I won't name them
all, but it's you know,it looks they do differently. Hey,
there's information out there and everybody deliversit a different way. You got the
same information just how you devery.I don't agree that it's not the same
(02:20):
information. What we're trying to dois get out of the myopic approach of
mortgage banking and get into the biggerapproach to life. Right, how do
you take this job and look atit in a much bigger way? Blow
it up? That's what this guywas talking about, right exactly, and
so that way when you get there, you love maybe the mortgage, but
what it provided for you in yourlife right is to be able to give
(02:44):
you that happiness that we all.I think what Nindi saying is that it's
always about economics, projections, interestrates, how to do the loan maybe
you know, but none of thatreally matters. If what matters because you
don't have control of those things.That's what you said earlier. You don't
have control over rates. That hasnothing to do with it or the term.
(03:05):
Okay, you're going to probably doone hundred year mortgage in your lifetime,
but it's not happening right now,So why worry about it right now,
how to build your business? Followthe math on a business? How
many people do you need to getin front of it? And the rest
is going to take care of yourself. And that's getting scrappy and changing the
mindset to like you said, kickthe walls out of the comfort zone.
You just got to kick them outand be uncomfortable for a little bit and
do things you never thought you coulddo. But get scrappy. I think
(03:27):
that's what you What I do agreewith you is that the mortgage industry hadn't
seen anything like this, and that'sfun because like like this event, Yeah,
it's different. You know again,it's more about a mindset. But
like rand said, you get,you get. You do things you've always
done because your muscle memory puts youthere because you haven't stretched that muscle memory
at all. So you they go, Okay, we're gonna have this event.
(03:49):
We're gonna do this, we'll bringall the people in, we'll have
these booths. But when you mixit up, you people go whoa,
whoa wait was that? And thenyou have to create a new memory.
That's how you build muscle, kindof tear tear down a little bit to
build it back. Up again.So I think that's what we're doing here,
doing doing something little different. Yeah, Now that's that's that's the most
important thing is to get people tobe able to pivot and realize their life
(04:10):
is not just set on the whimsof the interest rate world. It's all
about how you're going to change upyour life. So I really appreciate what
you did. How many let mejust speaking numbers, how many mortgage this
will be done in the next twelvemonths, in the next many mortgage r
how many? How many a year? Verry, he's a buss. Yeah
how many? Yeah, unique loanswill be originated this year in twelve months.
(04:33):
In the background, twelve months,we anticipate that there is going to
be approximately he's thinking the computer inhis brain. Yeah, is worth the
volume? Yeah? Yeah. Newto the business, I'm brand new.
I'm coming in here. I'm sixtyfive years old or twenty five. I
(04:58):
just want to know how many aregoing to be done this year? Okay,
So now I know there's four pointeight million. That is the potential.
Now I need to build up abusiness case for Okay, how do
I get what's the markets pay me? As an individual? New guy coming
in let's pay about eight grand.So okay, now I'm gonna do my
math. I'm just gonna be like, how many of those can I get?
At eight thousand? Can I geta hundred? That's eight hundred thousand?
(05:19):
No? No, one hundred timeseight thousands. What one hundred times
eight thousands of rent? That putsto me the top one percent of all
earners in America in the first year, whether I'm twenty five or sixty five,
and that should be the target.Now I got tom back into like,
I got it back into like,Okay, how many people do I
need to get in front of thatare actually qualified to do that loan?
And the rest will work every time? Where are they in my neighborhood?
(05:44):
I think eighty percent of all businessesis transactive within three point eight miles of
where somebody lives. If you're nota big company like an Amazon, so
like most people don't even work theirneighborhood, friends, family relatives, the
business is there out what I lovedagain about again for those that were not
able to make the event, Andnext time, folks, you guys watching
(06:10):
right now, okay, if they'regoing to put a link the whole time,
if you would like to see justthe interview. He and it's and
then you know, they'll put alanding page up for you to put your
first name, last name, andyour text number the interview. Yes,
after we wrap this up, becausethat's what I was trying to say,
is I mean it was priceless.It was very good. I love the
(06:31):
energy. I love the fun Actually, what do you mean, I don't
have that to look my kids havethat to look forward to. But no,
it's funny. It was funny,funny as hell. But but it
was. But it was a lotof it was true. Right, it's
shake them up and get people tostop doing what they're normally doing. You
know. Again, I might sayit a little kinder, a little softer,
(06:54):
right, you might come at ita little differently. You sit on
stage, I can't be kind,would you? You basically say I want
to be? You said you wantto be I'm just you know, yeah,
but you are. I just tellpeople the truth, like why are
people saving money when they should bereinvesting in their business. It's just frustrating
to me. You know, ifanybody else Glenn was put in the same
(07:16):
situation you and I were on UndercoverBillionaire they would figure it out. That's
what people do't understand that watching yousaying, oh my god, I could
never do that. Yes, youwould, you would figure out you you
would, you will figure it out. When you're if you had a gun
to your head, you do thingsa little differently, but then you did
last week. Any because we're nothungry we have there's no hunger, there
is no demand for change, there'sno necessity level. It's so low.
(07:41):
But I will what I did learnfrom that show there is millions of people
out there that do live hand tomouth and they can't get to that next
thing because they get used to livingthey make sense of hand the mouth,
They get used to just living handthemouth, and they need that understanding that
they got to they got to breakout of the side of their cycle.
Yeah, so I I don't know. I think there's a lot of people
that struggle and stay struggling. Theyneed a hand, a helping hand.
(08:05):
But I also think they've got tobreak their own cycle no matter what,
Well, you can't, you can'tbreaks coming in. Okay. Good question
is do you do a business plan, like planning for a first quarter of
next year, like is this therock bottom how do you pre October like
timeline. I'll tell you what thetheme of the the show is about is.
(08:28):
It's not about whether it's going tobe in December or it's going to
be in the summer. It's aboutyou got to change your life anyway,
regardless of when it's going to beright. Because we don't have control over
that. We have control over overthe three feet around us that we can
handle. So that's that's more whatwe were talking about. Would you agree,
(08:50):
Yeah? I would. I wouldn'tworry about the first quarter. I
would worry about today, tomorrow,this week. I would chart everything,
I would graph every statistic, notbe emotional about your business and have everything
down to stat and action and holdyourself accountable to it. I Am not
going to be whiplashed by what's goingon. I'm just it's a numbers game.
(09:11):
Is can I possibly reach enough peopletoday that one of them will fall
into my lap and say, yea, I'll do that. I'm glad you
called me. Anybody that raised theirhand for martgage right now is serious.
Yeah, you have a level ofseriousness and urgency today that you did not
have two years ago when rates werelow. But it's also anybody, not
anybody. A lot of people raisingtheir hand are having a harder time.
(09:33):
Rates are higher, they're not qualifyingas well. There's a lot of other
things going on. So you've gotto get more creative. Where you got
that better or a bigger funnel,a bigger a bigger funnel at the top.
But I mean, and even withthe people that are struggling, you've
got to figure out can they affordit? And if they can afford it,
then how do you set them upfor success? Right? Because then
(09:54):
and then also I just added tothat because this will shift. Okay,
if America doesn't loo send this upboth the credit standards and the interest rate,
you will not will you will nothave an economic system. And that
has never happened. We always havea system that always keeps working. So
what you want to do is builda big list today so that when it
cracks, that guy that you couldn'tget approved today will get approved in the
(10:16):
next twelve to thirteen months. That'sright. And we've got a lot of
a lot of our guys out therethat do have some really good systems that
keep track of everybody. And you'vegot to be able to keep your drip
campaigns going and keep active. It'sexactly what you were saying about building and
knowing your numbers. But they've gotto keep getting in front of more people
and you've got to figure out howto do it. Well. You got
to keep doing podcasts like this.Well it sounds like our game. We
(10:37):
need to up our game. Accordingto Grant, our marketing always was that
was that was that unfair to theaudience. That promotion sucks. No,
it gives it. I think inspirespeople to be like, yeah, look
at yourself, look what we're doing. Some of them will say they don't
agree with you, but that's that'sWe have a couple of people and they're
really good at it that really likeand I know who they are, So
it's not everybody. Who are they? Nicole Foster is one of them in
(10:58):
our company on LinkedIn there that everybodysays, oh, you'll never be able
to buy a house this generation,And what do you think about that,
Grant, the house you can't get, you've discouraged buying house us are high.
When did you talking about renting?Speak to the young people? Well,
how can they buy a house whenall these well, Grant says,
not to buy a house that Idon't know if we want to ask grand
(11:22):
you guys that are not a differentbecause you are young. You are to
be growing your business, not buyinga house. There's no reason to buy
a house to settle down. Youneed mobility. You need mobility. Completely
disagree with that one. That's whywe're on this show. You need mobility.
Okay, okay, let's talk aboutthat. You're opposing views. You
think people just need to rent,have mobility, be able to move around,
not have a mortgage. How oldis the person? What are we
(11:43):
talking gen z twenty guys twenty fiveyears old? What's it? Why does
he deserve to buy a house,entitled to buy a house, or even
need a house. That's why Ilove he needs a brand because he needs
to all have a different opinion,needs invest in his sales. Cree need
investment is the ability to have somethingproud of. You need to be up.
(12:03):
You don't. You don't, youdon't have anything. A house is
money. My house is one ofthe worst investments compared to the S and
P five hundred rental properties, yourown business. It is one of the
worst investments you could possibly make inAmerica. It benefits. The best biggest
bank came from real estate, andyou're in real estate. That's a different
(12:24):
kind of real estate. No,I know estate anyway, I don't argue
if you do that because I don'twant to know how to buy a house.
And I'm like, well, hedoesn't think. Look at Glinn.
Let's say you're glin Will. Let'ssay you're twenty five years old. Okay,
you made your first I made myfirst house, right twenty I did
(12:45):
do that. Would you do thatagain today? Hell? Yes, you
would rather than taking the money onehundred grand and investing in your business.
You only have two choices, buthe did both. No, but you
can't. Let's say you can't todaybecause based on the question was hey,
am I ever going to be ableto buy a house again? There are
things that people have to give upon today because it's different. Second question,
Okay, when you bought a house, your first house was probably twenty
(13:07):
five thousand dollars fifty thousand bucks,three hundred and fifty seven thousand. But
that's okay. Were you twenty sixokay? But I was a little different.
Yeah, I stretched way that houseis that that's a four or five
million dollars. It was a crazyinvestment. You're right, so a little
different. You're twenty five now,now that house is four million dollars.
Yeah, you got one hundred grand, a couple hundred grand, and you're
(13:28):
actually qualified to buy some freaky waywhich you wouldn't be. Would you invest
one hundred grand in a business thatcould produce four hundred grand or four million?
Or buy four million dollars? So, since we don't have a lot
of time, I'll give you myshort answer. You got as much time
as you want the podcasting, that'sright. I got a couple of people
I want to say before the lunchgoes over. So the reason I don't
agree with that when you're young,if you can't do both, which would
(13:50):
you do? Hang on, whenyou're young, what are you? You're
running as a baby in your fall? Right? A lot of young people
fall. I have seen more peoplethat are young go and think they've got
this great idea of a business andfail on their one hundred thousand is gone
versus putting it in. Real realestate is a hard asset that it appreciates,
right, So when it does,you've locked it in. And a
(14:13):
lot of people if they have accessto that money, they spend it and
that war they put it in adumb idea. Right, So that's that's
the only difference. I agree withyou, but on one hundred. On
one aspect, I want to buildmy wealth. On the other aspect,
I want to invest in my future. And that's what you're talking about.
We're talking the same language, butI know, but with a little like
(14:33):
because you're not answering the question aboutif you could only do one right,
I'm not if you believe, ifyou believe in your business, if your
business was a good idea and thehouse was a good idea, and you
can only do one, which onewould you do? I'd buy the house
again, I told you that's right. You have an opinion. I have
an opinion, But doesn't the house. It's more of a solid positive that
you you know it's going to happen. Assess business. It's your idea,
(14:58):
but it's your best idea. Howdo you know that everyone else is going
to buy into it? That that'sthat's another risk, that's a big dead
one in your idea, your business. That you know, what's a good
idea? You know? Are youare you basing that on the fact that
it is going to be successful oris that a calculated risk that it might
be base based on based on statistics, the the the the business will produce
more money, has the potential toproduce millions, hundreds of millions of dollars,
(15:20):
and a house will never do that? Why does these your own homes?
And Warren Buffett has won his wholelife based on your statistics? How
many businesses fail? Oh? Many, many percentages fail? Right, but
more than I agree? But likeat twenty five years old, most people
are not even starting their own business. They're not even good at their damn
job yet. No, So allI'm saying, like inst the investing money
(15:43):
and becoming a better salesperson, abetter market or better at your yourself before
you go invest invest in twenty one, twenty three, twenty second straight.
So my my son went and workedhis ass off. He bought a house
with forty thousand down. It's nowgot three hundred thousand inequity. Okay,
so we put that forty thousand.Yeah. Now if he now goes and
(16:03):
takes his next money, I agreewith you go after your do what you
gotta do, but you protect thathome. It's growing inequity, you got
that pride. This is my house. I'm gonna keep growing the American dream,
all that good stuff. So it'sthe same because you got to you
guys that got bricks argue about homeownership. That's your clip right here for
you too, by the way,exactly, it's just a little different spit.
(16:26):
If I never bought another house,I own two homes today and they're
they're terrible investments there, I woulddisagree with you. You got one right
on the shore to the shore.You got one on the West Store.
I've made money on every piece ofreal estate that I've ever owned, every
piece, including my single family homes. I'm just telling you it's not the
best use of mone high It's whatI'm saying. But we're living in luxury.
(16:49):
Isn't that the best price when you'rewhen you're figure out, when you're
trying to figure out. That's what'sthe difference of our opinion. Let's let's
let's end this a note on ahappy on a happy one, a happy
ending. You want to have ahappy ending? Have you tried a quickie?
The portal is? Isn't that aquick or something quickie? No,
don't mention them. It's our portaland the sign landing. They're a good
(17:10):
company too. Yes, yes,absolutely, but no grant again that that
where we're We're close to that one. Yeah, but I love the fact
that you make people think, youknow, in the old days, we
have a debate. Ask you anotherquestion? One more. Okay, let's
see which is a question. Theway would you suggest to somebody they have
two hundred grand, invest in yourmortgage business and grow it or invest in
(17:33):
a house they have to do theyhave a house, they don't have,
They can only do want. Bythe way, they've already got a mortgage
business. They have a mortgage business. They're working the mortgage business. They're
thinking about buying a home right now. Hey, they got two hundred grand.
Look at all the ra a moneyis sitting and wasted, that these
martgage brokers should be investing in theirbusiness, not fidelity. Last night they
came stand the point I'm making thatI got one. I had a lady
(17:56):
that came up to me yesterday andthanked me because last year she was going
to buy a company, a mortgagebroker operation, and she said what should
I do? And I said mepersonally, I said, what are you
getting I'm getting her a context.Yeah right. I said I would invest
in myself and bring my own contacts. I wouldn't buy the business of their
(18:19):
contexts. That's all I said.She thanked me yesterday, So that was
a different way of long term investingversus trying to buy something. They're all
different. So anyway, it's justa little different about you didn't answer my
question. I know, Oh,well, didn't you had money back in
the day. There's a god,there's Mickey. Mickey's like, Hey,
(18:40):
do I put two hundred grand ina house? Or do I invest two
hundred grand in my business through thisnegative cycle that we're in? Well,
no, this right here to bein this business because if you could make
it invested in the house, orshould invest in the business? Right now?
In what business? Which one's gonnawhich one's going to grow if he
does it right? Okay, youcan only do so much right ship to
(19:00):
house, I don't. I canonly paint that one color, plant so
many trees in front of it.But they depends on what you do with
the two hundred thousand. If yougo out do the right thing with the
super Bowl commercial, and then yougo, what do I get if I
do the right thing with the twohundred, Well, how do you know
that it is? Let's say Ido the right thing, which one?
But you don't know who's going todo the right thing the right house.
You're you're you're a million people stillgoing to make a house. It's risk.
(19:23):
I mean, how do you know. I don't want to tell everybody
go out there and investor doing Theymight not mess in the right way.
Nobody's listening to you anyway. Justtalk to me, Okay, I'm telling
you, Glenn, Glenn, Glenn, Glenn, like Glenn, I got
two hundred. Should I buy ahouse? I think it's going to be
a good deal? Or should Ibuy Should I reinvest in my business?
(19:45):
And I think it's going to bea good deal. By the way,
I'm right on both of them.They're gonna both be good deals. Which
one? If you're saying that,and I know the there's one hundred percent
chance of it succeeding one hundred percentinvest in yourself this and that's why.
Okay, but I don't know.So many pipe dreams that people want to
best. They have all the money, these guys pipe dreams. I thought
(20:07):
this audience was mortgage committed, mortgagebroke. Yeah, they are, they
are. We've got a bunch ofbutterflies we got. These guys are the
best, the best. There yougo, man, Yeah, that's what
I thought. That's what that's whatI thought. I was speaking to the
best of this very here. You'rehere, Charlie's here. I'm like,
I must be in a room andthe best of the best you are.
Why would they go buy house inOkay? Love you? At that point,
(20:30):
there's a there's all right, I'dlike to bring We got two guys
that we want to bring up herereal quick. I'm out here. Grant
out is grant literally out out?Are you out out? You gotta go
podcast? Stick around for baby?Yeah, Marry yeah, when are we
doing that? Barry comes down inthe house. Give give me five minutes.
(20:53):
The three of you sit in themiddle. I'm going to move over.
You got to stay from my stashion. Yeah. I got a twelve
thirty though I'm already eleven. It'slike push it push, I can't.
I got I gotta. I gota debut work. You got investment in
this business? Yeah, yeah,yeah, invest in your I understand,
but I gotta invested in yourself.Come on, grab this and ask ask
them if they're here yet. Ithink they're here, but they're going to
(21:17):
bring me down, yeah, totheir studio, so you'll see ask ask,
You'll see the text. Best guyin this business to talk about what's
going on and how to leverage yourstrengths. Ye is this guy right here?
I want to say best. Iwant to say I love to talk.
I love your attitude, I lovethe way you your approach. I
(21:37):
loved everything about it. I disagreewith the house thing, but that's debatable.
I don't want to go back downthat road again. I think you
could kind of do both, andI think for a lot of people it
depends on what's right for them.So but I loved your talk today.
I thought it was absolutely phenomenal.You and our kindred spirits come from a
very similar background. Grew up verypoor, My bad passed away when I
was a young boy. So Ireally related to you, and I love
(22:00):
what you've done. I love howyou help people. Thanks. So your
your talk really spoke to me.O. Thanks. Thanks, Well,
yeah, it was good because Glamorwas there. That's I'm really happy to
hear that from you, because youcome from a place where you know,
you've heard a lot in this business, right, and we need to shake
these people up because there are howmany we we have in the industry two
(22:22):
years ago, I don't remember thenumber n MLS numbers for now. This
is as of Q two, whereaslicenses not account people in banks one hundred
and sixty thousand to Q two twentytwenty three, ninety thousand. I anticipate,
unfortunately, we pray for those peoplewho want good things for them,
it's gonna be less than that onehundred and sixty thousand to ninety thousand already
already, but that's only as ofQ two. It's probably the attrition's probably
(22:44):
greater. Unfortunately, we don't wishthat out lay half the half the MLS
gone maybe less. Yeah, howmany loans have we done this year?
So this year there's going to beapproximately four point seven or four point eight
million transactions. You know, it'sso funny because you mentioned that we're thinking
the same way when you when youstick around for my presentation, you'll see
it's one of my slides to showyou how much opportunity, how much is
being done. Seventy eight loans aperson yeah, exactly, you don't need
(23:07):
all four point My point is,you don't need all four point seven million.
If you want to make one hundredthousand dollars a year, according to
the statistics, you got to dotwo loans a month. That puts you
in the top fifteen percent. They'resix twenty six right there. If I
just do put you in the topten fifteen percent of income by doing two
loans, two loans a month,you do one loan a week and make
two hundred thousand dollars a year.That's the gift of this business. It
(23:27):
is an incredible opportunity. It is. And the problem is we've got people
that were doing twenty loans. Theythought the world would never end that way.
They went out and bought the cars, they bought all the fancies,
and that's when they should have investedin their business and buy the house,
because they could have done both exactly. And by investing in the business,
what I know Burry will talk aboutis investing in your relationships, investing in
(23:51):
the people that are going to helpcontinue to bring you those loans. Every
single time you get a loan,it's an opportunity to talk to the listing
agent the sales agent, every singleperson in a transaction and say I just
can you help me with one moredeal? And you know, I wanted
to also tell you because I dothink you and I think along the same
lines. I when I talk tosome people and coach them and try and
(24:11):
mentor them as far as growing theirbusiness, the example that I like to
use with them is I say,Okay, let's say you make a really
good income, like a really goodincome a million dollars a year, half
a million dollars a year. Solet's just take a half a million dollars
a year for a second, aftertaxes, what do you got? You
got two fifty Now you're living likeyou make a half a million dollars.
So after expense is what's saved?How much have you saved. Let's say
you're unbelievable and you manage to savefifty thousand dollars. You do that,
(24:34):
phenomenal? Right, If you dothat for five years, you've got two
hundred and fifty thousand dollars looking nothingto be shamed of that. You know,
that's great, But what if insteadyou created a business that's replicatable that
also is recurring. What if youinvested, like you're saying, you take
now, you gotta have a goodidea. You can't blow it like you
were talking about Glenn. You getthrough this fully, Nelly. You do
(24:56):
that and you create and you createa business that Now let's just say,
if it generates a million dollars ayear, if you invest the five years
to do that, then what happensis is that you get a multiple because
now you've created an asset, soyou get let's say, if that multiples
fibex, now you got five millioninstead of two hundred and fifty thousand.
And that's the difference. The waymindset has to change. That's how you
(25:19):
create wealth, in my humble opinion, and I think that speaks to what
you were saying, investing yourself,invest in your business. So I love
that, but it's not easy todo. You know, it's easier than
the alternative. This is what Itell people. I'm like, guys,
success is easier than failure. I'vedone them both, and I'm telling you
(25:41):
succeeding is easier than failing because ifyou can fail, if you can just
get by in this country, ifyou can just get by, that takes
a tremendous amount of creativity. Howdo I pay the bills, how do
I pay the mortgage? How doI take care of the kids, How
do I hustle this? How doI get there? This is what most
people are doing every day. Todo that takes so much creativity. As
long as you're committed to just gettingby, you will only just get by.
(26:03):
In success, I believe is easierthan just getting by or even fair
when well, you're talking about Barry. When I started the mortgage business,
I went out and started doing loansand then went, man, I get
every loan, and why don't Ido the scroll on that loan? I
should be doing that. So Iwent out and started that business. Guess
what. It failed. It wasnot as easy as I thought, like
(26:25):
most businesses you get into. Soinstead of closing it down, I went,
man, the government is selling allthese homes. Maybe I could do
their escrow business. So I startedgoing to HUD. I ended up becoming
long story short, the largest HUDcontractor in the country. Wow, by
doing all theirs and the s courageand title business. It was the biggest
one ever. Sounds like it didn'tfail, but I mean it was.
(26:47):
But I'm saying you start. Youshifted and shifted, and then I went
and did the title work. ThenI went and did the audit work,
became the biggest auditor. But thoseare the things you do. I took
that money, the fifty thousand,basically what you're saying, and planted it
in another idea. Right that grewAnd for these loan officers out there,
that idea might just be social media. It might be getting how you touch
(27:08):
your people closer more so you endup getting more more eyeballs. Back to
the whole idea. More eyeballs getsmore loans, gets more opportunity to continue
to grow it. Not thinking abouttrying to build a whole nother business,
but that is a business to them. Social media. Common thing we got
here, right right here, iswe'll hustle. Okay. When I was
(27:30):
a kid, I grew up reallypoor. I started selling stereos out of
the trunk of my car. Builtit into a business, bought took some
money, bought some real estate,started flipping homes, got into the mortgage
business. I was a broker sellingloans, but became the number one originator
in the US. Then started acompany, took that company, built it,
sold it had an idea, dida mortgage market guide, sold that
(27:51):
business took it took rock of agesworldwide, so you know it's stepped by
now mbsiway. So whatever it is, how to healthcare imaging business, it's
always building and growing businesses and findingout where are their points of friction?
How can I alleviate points of friction? Just like you said, where's the
opportunity? Where's their point of friction? What can I do better? So
if we start asking questions and lookingat opportunities, that's where you can discover
(28:12):
it. Now this is not tosay you take all your money you throw
it at a wild idea. Okay, sometimes you hit a grand slam,
but that is no. I don'twant not you. I didn't want the
people out there that go, yeah, I've got two hundred thousand, why
don't I go and UH do somethingthat's foolish, That's all I was trying
(28:32):
to Just anybody do anything foolish.There's not a company that I ever started
that I one company that I brokeeven on everything else has made money.
That es how big was that Escrocompany for you ended up being once you
made the pivot from the idea tothe thing, tens and ten, one
hundred million dollars. Have you everhad other than the house you're in right
now? Ever had one house makeyou a hundred million? No? Thank
(28:53):
you? Finally, God damn itfor two fucking interviews, Jesus Christ.
Oh, I was trying to say, Okay, I got to bounce guys.
Okay, I hate, I hateto walk out of you. Yeah,
I got of Hey, thank you, reach out to Sarah and we'll
get some set set up in Miami. Let's let's let's chitch out on the
(29:14):
phone or something. Right, good, Thank pleasure to meet you. I'm
sorry, I got a bounce youman, all right, so, uh
we'll get you. Sure we could. We could switch to Charlie. We
could switch to Charlie. And Igotta tell you, Glenn, I know
you're gonna bring Charlie up. Iloved his talk. Yeah, I was
so inspired. Isn't that something towhat this man makes you to think and
how you feel this this man is. I have to stand up for him
(29:37):
because incredible respect for you, sir. Yeah, I have to tell you
right here, because I appreciate you. Charlie. You you were incredible as
always you have always you know what. You know what I said to Charlie.
So I've been speaking professionally for moreyears than I want to meet,
like twenty eight years, and Isaid, not only is an incredible human
being, but what a gifted speakerand presenter to inspire others and to tell
(30:00):
a story in a way that justtouches your heart. So thank you,
sir, Thanks, I appreciate that. Yeah, no, I've got the
pleasure to meet Charlie. I don'tknow how long ago, it's been,
maybe fifteen. And as you said, again, this will be a little
different out here, and people didn'tsee what we talked about. But you
(30:21):
know, we've gone all over theworld together. We have done some amazing
things. And through your adversity,what you've been able to do in how
you create your view of life rightthrough all of this adversity is something I
admire like nothing else. And youhave become a dear friend. Dear friend,
(30:45):
you almost killed me a couple oftimes, but dear friend, he
took me on an experimental airplane actuallydidn't almost kill me. I thought I
was gonna missive, but that wasthe thing of John Denver flying over the
ocean, you know, and wellgentlemen. I'm gonna let you, guys,
because he deserve center stall. SoI'm gonna let you do that,
and I'm gonna get ready to hopefullytalk to some wonderful people here and do
(31:07):
a good job of delivery. Verygood. Thank you. I'm excited to
hear you for everything that you guys. What you adminto your doing is really
incredible. So I admire both ofyou what you're doing. You have carved
out such a great spot in thisbusiness, and so we're excited to have
you in here. Thank you somuch. You can do it online,
and let's take get in here.You're up, You're up, No,
(31:30):
you sit down the middle? No, well I see, I see looking.
I'm changing the calf just made inorder in order like move center stage
there, guys, have them comeon up. Yeah, yeah, come
on. John always downstairs. Sowe're a live on Instagram. I'm gonna
hut this off. I'm tell everyonego over to YouTube. Everybody. Grid
(31:51):
happens, all right, Michelle,Grid happens on YouTube. This is where
they're going live right now. Ithappens. Glenn Sterns. You're on YouTube
and you'll see him. I'm goingto shut off the Instagram Live so I
can sit here and be present here. Yeah, here, you take it.
I don't know how to shut itoff anyway. Yeah, so Charlie,
thank you again. What a wonderful, wonderful speech. Now, it's
(32:13):
just, you know, the powerof your message is something that is so
needs to be heard. It reallydoes. You know, a lot of
people right now don't know what itis, don't know what adversity really is.
The younger generation, we don't havea war. They'd endrow up in
a war. It wasn't Vietnam.There went World War two, There wasn't
you know. We did have Iraqand we had the desert storms, but
your war was a different kind ofwar. And you know, being captured
(32:36):
and held in prisoner for six years. I don't think anybody could. I
mean kids today, we none ofus could handle that. Nobody. I
mean we would, we would ifwe had to. You would, as
a matter of fact, Yeah,because you did. I'm sure you would
have. You two, you know, have been through the same kind of
challenge that I was in and you'veovercome back, yes, and one of
(32:57):
the you know, I was justthinking today, what's beautiful about the two
of you is you. You bringpeople together, you know, and you
then you bring out the best inpeople. Uh. And and you know,
just helping me tell my story ofyour story? Well, I know
you do, and I love youguys, you know, but you have
found a way to It's not thatit's your story, because it is,
(33:21):
But then you you give other peoplethe ability to think, what am I
doing? How do I take mylife and make the best of the situation
that I'm in? And that's whatI think is the beauty of your story.
And I hope so you know,in reality, it's it's not a
warst story that I'm telling. Uh, It's a story of a person with
(33:42):
a problem. We all have aproblems. Yeah, and uh and you
know, if you if you cansee your way through the challenges in your
life. I keep thinking to myself, you know, I'm preaching to the
choir. You know this stuff betterthan I do. You know. It's
I mean, it's amazing that you'veovercome the chain. How as you've overcome
and you know, like you lookat me and you say, well,
(34:02):
you know, how could I haveever overcome that? I look at you
and say, man, the stuffthat you've been through well, I I
will tell you, I think it'sall relative. Right. We all live
in our own in our own world. We all live in our own cell.
Sometimes right where we're we're stuck inour own our little aid, our
(34:22):
little aid in cell right here betweenthe ears. You know, what I
think is really interesting And to pointout that I don't know, it's one
of the more fascinating things. Thesubject that you that I took out of
your speech is how many UH prisonerscame out with PTSD and those that came
out with PTSG, Right, yeah, PTF PTG. Post traumatic growth,
(34:44):
okay, is in taking a stressfulsituation and being becoming better because of it
or become bitter because of it.And UH, And it's true. Uh.
And statistically, about a third ofthe combatants of Vietnam at ATSD,
the prisoners of war four percent havePTSD. And it's primarily the guys who
(35:05):
were shot down near the end ofthe war. They weren't they weren't tortured,
and they were only prisoners for afew weeks or a month or two.
And in fact, it seemed likethe guys who were there the longest
eight and a half years is thelongest Okay, okay, this guy's a
lawyer today. You know, hehas great kids. His kids are doctors.
I mean, if Alvarez, youknow, he's he was one of
mighty roes just because he was inthere, you know, two and a
(35:27):
half years longer than I was inthere. So and and the other guys,
you know, I've done the samething. They've come out, they've
they've become captains of industry. Mostretired as military officers. Ninety percent of
the POWs in Vietnam came back andstayed in the military. So you're in,
you're a prisoner of war, andyou come back and go back into
(35:50):
the outfit that got you there,which is so interesting. It just shows
you how much growth happened. AndI think, I think what the fact
of that is. It really islike the longer you're there, the longer
you have to the terms of thefact that you can't do anything about your
situation and you can only control that. We talk about that three feet space
in front of us, right.But but if you're new in it,
I mean a lot of people struggle. They struggle with anxiety, they struggle
(36:10):
with frustration and stress, and they'rejust it's so new to them. Actually,
oh yes, comment from I Dunderscore Chris Underscore design, Chris Design.
And basically he wants to know,how do you how do you overcome
the feeling of defeat when you're inthe trenches. It's a good question.
(36:32):
It is a good question. Uh. You know, I think first of
all, you can't look at itas defeat. You know, if you
can look defeat right in the faceand say, you're not going to defeat
me. I'm strong enough, I'mgoing to find some some value in this
adversity. And and there there reallyis. And it is really tough to
(36:54):
convince people while they're going through amess that there's going to be some advantage.
You know, the going to besomething you're going to learn from this,
You're going to grow from this experience. And so you get that word
defeat out of your vocation. Yousaid it best when you were talking about
uh, when you were in yourjail cells. Whether you think you're you're
(37:16):
right, I mean when you werein your best coach your coach. So
whatever you put your mind to,you're going to be able to. Whatever
you feed will grow, right,Absolutely, there's no question. And I've
seen this over and over and over, you know, and in daily life,
you know, if you can actuallyfind some value. I try to
(37:37):
challenge myself, make it a puzzle. I wonder if I can solve this
puzzle. This is terrible things happeningto me, you know, interest rates
and loans and all the challenge you'regoing on in the world, And think
to myself, is it really truethat there's some value in this? And
if so, I'm gonna I'm gonnamake it a puzzle. I'm going to
(38:00):
range myself to figure this out.And it works. You said a adversity.
I love it. Diversity. Adversityis a terrible thing to waste.
I think that is a powerful statementas to life in general. And if
you can take that a viewpoint whenyou are in the middle of it,
you're suffering your pain, your stress, your anxiety, whatever it is,
(38:20):
and go, wow, what isthe What am I going to learn from
this? How can we have aWe have a group and you've been that
we support called a ratio alge.There are millions of kids out there that
are from neglected and broken homes.For some reason, some of those people
have chosen to take a path thatis going to get them out of the
old routines of all their family.They want to grow and they don't want
(38:45):
to live in that same world.Now, whatever that is. It was
a choice to make because do youhave a brother and a sister and the
brothers in jail and the sister said, no, I want to succeed in
life, and I'll use education inthis example to get myself out. And
so we have choices. But peoplewill fall victim to being a victim,
(39:07):
right, they don't. They don'tchoose to to ignore or to grow from
their mistakes. They just choose toget stuck in them. And and that's
you know, and it's hard totry to tell someone that when they're in
the middle of it is you know, they think, man, that's heresy,
that that's that is not making anysense. That the best, the
(39:27):
best this thing can be in mylife is a period I can someday forget,
you know, I want to forgetall this bad stuff. And they
don't accept the fact that there's valuein the bad stuff, right, And
you know, it's all in yourattitude. That's incredible, incredible mindset you
have. And Captain Plumb, thankyou so much, Charlie for being with
(39:49):
us. Thank you appreciate. Weare so great. The rest of our
us right here there, we aregoing to be finishing up the set and
half of our event with Barry Habibeand John Elway and you can stream that.
That's streaming live too. Where isthat? Where can we find that?
If we kind lending instant LinkedIn?I think yeah, if you go
(40:13):
to come on, you can seethe rest of the afternoon with Barry Habib,
who's going to speak, and thenwe're going with John Elway after that,
and we'll probably post this somewhere.You can watch the whole morning because
it was really good. Come onover It Happens Podcast. You'll be able
to check this out here. Sofollow us on Grid Happens kind lending h
plumb talk. Isn't that you're you'rein Instagram and we'll see it. We'll
(40:37):
see inside. We're heading inside fromtwenty twenty three, which continues. Thanks
for joining us. This has beenIt Happens
Hi, I'm Mindy Stearns and I'mGlenn Sterns, and this is great Happens.
Join us as we engage in candidconversations with some of the most successful
people in every field and from everywalk of life, all with the common
thread of grit and a goal ofnot just surviving, but thriving. And
we hope that the show will helpyou feel informed, energized, and especially
(00:27):
inspired. So let's get started.This is it Happens. Welcome. Hey,
We're live for Girl. It happenswith Glenn Star's Mandy Stearns and mister
Grant Cardon. We are at theVibe twenty twenty three conference here for kind
Lending. We just got these twoguys on stage, which was an absolute
show. That was fun. Thatwas fun watching you guys. Yeah you
(00:49):
ever get to see that? Listennext time, I'm paying you. And
there's gonna be a writer what youcan say and what you can't say?
Then I won't come there. Ohwait, we're not talking about port not
yet. No, you know whatit did? Honestly, Okay, and
I joke a lot because I Ienjoyed that so much. But you get
people to think, damn guys,right, I gotta think differently that I
(01:14):
got up my game to a placeI never thought I could go before.
And that's what it was. I'mtrying to get them to get how to
get the baby steps. Forget thebaby steps, run go for it,
right because you said that, yousaid, baby baby, they run and
they fall, they'd be gotta runbecause you're gonna fall. And that's how
you become successful. Did you keepfalling? You get learning how not to
do it and how you're going todo it. And I think that's the
(01:36):
key. Well, you had agreat audience, great people. You know,
everybody in there looks like they wantto do something different. Charlie killed
it. Charlie Plumb, Captain CharlieSpace to come to one of these.
I mean, I told you lastnight you should be doing eight or ten
of these a year. Yeah,we're gonna start grabbing martgage. The mortgage
industry needs, it needs leadership,it needs it needs to do something outside
(01:59):
what it's done for the last tenor fifteen years. So this reset could
be very good for Yeah, thatis better than any mortgage conference they've been
to, any of the ones thatare out there. I won't name them
all, but it's you know,it looks they do differently. Hey,
there's information out there and everybody deliversit a different way. You got the
same information just how you devery.I don't agree that it's not the same
(02:20):
information. What we're trying to dois get out of the myopic approach of
mortgage banking and get into the biggerapproach to life. Right, how do
you take this job and look atit in a much bigger way? Blow
it up? That's what this guywas talking about, right exactly, and
so that way when you get there, you love maybe the mortgage, but
what it provided for you in yourlife right is to be able to give
(02:44):
you that happiness that we all.I think what Nindi saying is that it's
always about economics, projections, interestrates, how to do the loan maybe
you know, but none of thatreally matters. If what matters because you
don't have control of those things.That's what you said earlier. You don't
have control over rates. That hasnothing to do with it or the term.
(03:05):
Okay, you're going to probably doone hundred year mortgage in your lifetime,
but it's not happening right now,So why worry about it right now,
how to build your business? Followthe math on a business? How
many people do you need to getin front of it? And the rest
is going to take care of yourself. And that's getting scrappy and changing the
mindset to like you said, kickthe walls out of the comfort zone.
You just got to kick them outand be uncomfortable for a little bit and
do things you never thought you coulddo. But get scrappy. I think
(03:27):
that's what you What I do agreewith you is that the mortgage industry hadn't
seen anything like this, and that'sfun because like like this event, Yeah,
it's different. You know again,it's more about a mindset. But
like rand said, you get,you get. You do things you've always
done because your muscle memory puts youthere because you haven't stretched that muscle memory
at all. So you they go, Okay, we're gonna have this event.
(03:49):
We're gonna do this, we'll bringall the people in, we'll have
these booths. But when you mixit up, you people go whoa,
whoa wait was that? And thenyou have to create a new memory.
That's how you build muscle, kindof tear tear down a little bit to
build it back. Up again.So I think that's what we're doing here,
doing doing something little different. Yeah, Now that's that's that's the most
important thing is to get people tobe able to pivot and realize their life
(04:10):
is not just set on the whimsof the interest rate world. It's all
about how you're going to change upyour life. So I really appreciate what
you did. How many let mejust speaking numbers, how many mortgage this
will be done in the next twelvemonths, in the next many mortgage r
how many? How many a year? Verry, he's a buss. Yeah
how many? Yeah, unique loanswill be originated this year in twelve months.
(04:33):
In the background, twelve months,we anticipate that there is going to
be approximately he's thinking the computer inhis brain. Yeah, is worth the
volume? Yeah? Yeah. Newto the business, I'm brand new.
I'm coming in here. I'm sixtyfive years old or twenty five. I
(04:58):
just want to know how many aregoing to be done this year? Okay,
So now I know there's four pointeight million. That is the potential.
Now I need to build up abusiness case for Okay, how do
I get what's the markets pay me? As an individual? New guy coming
in let's pay about eight grand.So okay, now I'm gonna do my
math. I'm just gonna be like, how many of those can I get?
At eight thousand? Can I geta hundred? That's eight hundred thousand?
(05:19):
No? No, one hundred timeseight thousands. What one hundred times
eight thousands of rent? That putsto me the top one percent of all
earners in America in the first year, whether I'm twenty five or sixty five,
and that should be the target.Now I got tom back into like,
I got it back into like,Okay, how many people do I
need to get in front of thatare actually qualified to do that loan?
And the rest will work every time? Where are they in my neighborhood?
(05:44):
I think eighty percent of all businessesis transactive within three point eight miles of
where somebody lives. If you're nota big company like an Amazon, so
like most people don't even work theirneighborhood, friends, family relatives, the
business is there out what I lovedagain about again for those that were not
able to make the event, Andnext time, folks, you guys watching
(06:10):
right now, okay, if they'regoing to put a link the whole time,
if you would like to see justthe interview. He and it's and
then you know, they'll put alanding page up for you to put your
first name, last name, andyour text number the interview. Yes,
after we wrap this up, becausethat's what I was trying to say,
is I mean it was priceless.It was very good. I love the
(06:31):
energy. I love the fun Actually, what do you mean, I don't
have that to look my kids havethat to look forward to. But no,
it's funny. It was funny,funny as hell. But but it
was. But it was a lotof it was true. Right, it's
shake them up and get people tostop doing what they're normally doing. You
know. Again, I might sayit a little kinder, a little softer,
(06:54):
right, you might come at ita little differently. You sit on
stage, I can't be kind,would you? You basically say I want
to be? You said you wantto be I'm just you know, yeah,
but you are. I just tellpeople the truth, like why are
people saving money when they should bereinvesting in their business. It's just frustrating
to me. You know, ifanybody else Glenn was put in the same
(07:16):
situation you and I were on UndercoverBillionaire they would figure it out. That's
what people do't understand that watching yousaying, oh my god, I could
never do that. Yes, youwould, you would figure out you you
would, you will figure it out. When you're if you had a gun
to your head, you do thingsa little differently, but then you did
last week. Any because we're nothungry we have there's no hunger, there
is no demand for change, there'sno necessity level. It's so low.
(07:41):
But I will what I did learnfrom that show there is millions of people
out there that do live hand tomouth and they can't get to that next
thing because they get used to livingthey make sense of hand the mouth,
They get used to just living handthemouth, and they need that understanding that
they got to they got to breakout of the side of their cycle.
Yeah, so I I don't know. I think there's a lot of people
that struggle and stay struggling. Theyneed a hand, a helping hand.
(08:05):
But I also think they've got tobreak their own cycle no matter what,
Well, you can't, you can'tbreaks coming in. Okay. Good question
is do you do a business plan, like planning for a first quarter of
next year, like is this therock bottom how do you pre October like
timeline. I'll tell you what thetheme of the the show is about is.
(08:28):
It's not about whether it's going tobe in December or it's going to
be in the summer. It's aboutyou got to change your life anyway,
regardless of when it's going to beright. Because we don't have control over
that. We have control over overthe three feet around us that we can
handle. So that's that's more whatwe were talking about. Would you agree,
(08:50):
Yeah? I would. I wouldn'tworry about the first quarter. I
would worry about today, tomorrow,this week. I would chart everything,
I would graph every statistic, notbe emotional about your business and have everything
down to stat and action and holdyourself accountable to it. I Am not
going to be whiplashed by what's goingon. I'm just it's a numbers game.
(09:11):
Is can I possibly reach enough peopletoday that one of them will fall
into my lap and say, yea, I'll do that. I'm glad you
called me. Anybody that raised theirhand for martgage right now is serious.
Yeah, you have a level ofseriousness and urgency today that you did not
have two years ago when rates werelow. But it's also anybody, not
anybody. A lot of people raisingtheir hand are having a harder time.
(09:33):
Rates are higher, they're not qualifyingas well. There's a lot of other
things going on. So you've gotto get more creative. Where you got
that better or a bigger funnel,a bigger a bigger funnel at the top.
But I mean, and even withthe people that are struggling, you've
got to figure out can they affordit? And if they can afford it,
then how do you set them upfor success? Right? Because then
(09:54):
and then also I just added tothat because this will shift. Okay,
if America doesn't loo send this upboth the credit standards and the interest rate,
you will not will you will nothave an economic system. And that
has never happened. We always havea system that always keeps working. So
what you want to do is builda big list today so that when it
cracks, that guy that you couldn'tget approved today will get approved in the
(10:16):
next twelve to thirteen months. That'sright. And we've got a lot of
a lot of our guys out therethat do have some really good systems that
keep track of everybody. And you'vegot to be able to keep your drip
campaigns going and keep active. It'sexactly what you were saying about building and
knowing your numbers. But they've gotto keep getting in front of more people
and you've got to figure out howto do it. Well. You got
to keep doing podcasts like this.Well it sounds like our game. We
(10:37):
need to up our game. Accordingto Grant, our marketing always was that
was that was that unfair to theaudience. That promotion sucks. No,
it gives it. I think inspirespeople to be like, yeah, look
at yourself, look what we're doing. Some of them will say they don't
agree with you, but that's that'sWe have a couple of people and they're
really good at it that really likeand I know who they are, So
it's not everybody. Who are they? Nicole Foster is one of them in
(10:58):
our company on LinkedIn there that everybodysays, oh, you'll never be able
to buy a house this generation,And what do you think about that,
Grant, the house you can't get, you've discouraged buying house us are high.
When did you talking about renting?Speak to the young people? Well,
how can they buy a house whenall these well, Grant says,
not to buy a house that Idon't know if we want to ask grand
(11:22):
you guys that are not a differentbecause you are young. You are to
be growing your business, not buyinga house. There's no reason to buy
a house to settle down. Youneed mobility. You need mobility. Completely
disagree with that one. That's whywe're on this show. You need mobility.
Okay, okay, let's talk aboutthat. You're opposing views. You
think people just need to rent,have mobility, be able to move around,
not have a mortgage. How oldis the person? What are we
(11:43):
talking gen z twenty guys twenty fiveyears old? What's it? Why does
he deserve to buy a house,entitled to buy a house, or even
need a house. That's why Ilove he needs a brand because he needs
to all have a different opinion,needs invest in his sales. Cree need
investment is the ability to have somethingproud of. You need to be up.
(12:03):
You don't. You don't, youdon't have anything. A house is
money. My house is one ofthe worst investments compared to the S and
P five hundred rental properties, yourown business. It is one of the
worst investments you could possibly make inAmerica. It benefits. The best biggest
bank came from real estate, andyou're in real estate. That's a different
(12:24):
kind of real estate. No,I know estate anyway, I don't argue
if you do that because I don'twant to know how to buy a house.
And I'm like, well, hedoesn't think. Look at Glinn.
Let's say you're glin Will. Let'ssay you're twenty five years old. Okay,
you made your first I made myfirst house, right twenty I did
(12:45):
do that. Would you do thatagain today? Hell? Yes, you
would rather than taking the money onehundred grand and investing in your business.
You only have two choices, buthe did both. No, but you
can't. Let's say you can't todaybecause based on the question was hey,
am I ever going to be ableto buy a house again? There are
things that people have to give upon today because it's different. Second question,
Okay, when you bought a house, your first house was probably twenty
(13:07):
five thousand dollars fifty thousand bucks,three hundred and fifty seven thousand. But
that's okay. Were you twenty sixokay? But I was a little different.
Yeah, I stretched way that houseis that that's a four or five
million dollars. It was a crazyinvestment. You're right, so a little
different. You're twenty five now,now that house is four million dollars.
Yeah, you got one hundred grand, a couple hundred grand, and you're
(13:28):
actually qualified to buy some freaky waywhich you wouldn't be. Would you invest
one hundred grand in a business thatcould produce four hundred grand or four million?
Or buy four million dollars? So, since we don't have a lot
of time, I'll give you myshort answer. You got as much time
as you want the podcasting, that'sright. I got a couple of people
I want to say before the lunchgoes over. So the reason I don't
agree with that when you're young,if you can't do both, which would
(13:50):
you do? Hang on, whenyou're young, what are you? You're
running as a baby in your fall? Right? A lot of young people
fall. I have seen more peoplethat are young go and think they've got
this great idea of a business andfail on their one hundred thousand is gone
versus putting it in. Real realestate is a hard asset that it appreciates,
right, So when it does,you've locked it in. And a
(14:13):
lot of people if they have accessto that money, they spend it and
that war they put it in adumb idea. Right, So that's that's
the only difference. I agree withyou, but on one hundred. On
one aspect, I want to buildmy wealth. On the other aspect,
I want to invest in my future. And that's what you're talking about.
We're talking the same language, butI know, but with a little like
(14:33):
because you're not answering the question aboutif you could only do one right,
I'm not if you believe, ifyou believe in your business, if your
business was a good idea and thehouse was a good idea, and you
can only do one, which onewould you do? I'd buy the house
again, I told you that's right. You have an opinion. I have
an opinion, But doesn't the house. It's more of a solid positive that
you you know it's going to happen. Assess business. It's your idea,
(14:58):
but it's your best idea. Howdo you know that everyone else is going
to buy into it? That that'sthat's another risk, that's a big dead
one in your idea, your business. That you know, what's a good
idea? You know? Are youare you basing that on the fact that
it is going to be successful oris that a calculated risk that it might
be base based on based on statistics, the the the the business will produce
more money, has the potential toproduce millions, hundreds of millions of dollars,
(15:20):
and a house will never do that? Why does these your own homes?
And Warren Buffett has won his wholelife based on your statistics? How
many businesses fail? Oh? Many, many percentages fail? Right, but
more than I agree? But likeat twenty five years old, most people
are not even starting their own business. They're not even good at their damn
job yet. No, So allI'm saying, like inst the investing money
(15:43):
and becoming a better salesperson, abetter market or better at your yourself before
you go invest invest in twenty one, twenty three, twenty second straight.
So my my son went and workedhis ass off. He bought a house
with forty thousand down. It's nowgot three hundred thousand inequity. Okay,
so we put that forty thousand.Yeah. Now if he now goes and
(16:03):
takes his next money, I agreewith you go after your do what you
gotta do, but you protect thathome. It's growing inequity, you got
that pride. This is my house. I'm gonna keep growing the American dream,
all that good stuff. So it'sthe same because you got to you
guys that got bricks argue about homeownership. That's your clip right here for
you too, by the way,exactly, it's just a little different spit.
(16:26):
If I never bought another house,I own two homes today and they're
they're terrible investments there, I woulddisagree with you. You got one right
on the shore to the shore.You got one on the West Store.
I've made money on every piece ofreal estate that I've ever owned, every
piece, including my single family homes. I'm just telling you it's not the
best use of mone high It's whatI'm saying. But we're living in luxury.
(16:49):
Isn't that the best price when you'rewhen you're figure out, when you're
trying to figure out. That's what'sthe difference of our opinion. Let's let's
let's end this a note on ahappy on a happy one, a happy
ending. You want to have ahappy ending? Have you tried a quickie?
The portal is? Isn't that aquick or something quickie? No,
don't mention them. It's our portaland the sign landing. They're a good
(17:10):
company too. Yes, yes,absolutely, but no grant again that that
where we're We're close to that one. Yeah, but I love the fact
that you make people think, youknow, in the old days, we
have a debate. Ask you anotherquestion? One more. Okay, let's
see which is a question. Theway would you suggest to somebody they have
two hundred grand, invest in yourmortgage business and grow it or invest in
(17:33):
a house they have to do theyhave a house, they don't have,
They can only do want. Bythe way, they've already got a mortgage
business. They have a mortgage business. They're working the mortgage business. They're
thinking about buying a home right now. Hey, they got two hundred grand.
Look at all the ra a moneyis sitting and wasted, that these
martgage brokers should be investing in theirbusiness, not fidelity. Last night they
came stand the point I'm making thatI got one. I had a lady
(17:56):
that came up to me yesterday andthanked me because last year she was going
to buy a company, a mortgagebroker operation, and she said what should
I do? And I said mepersonally, I said, what are you
getting I'm getting her a context.Yeah right. I said I would invest
in myself and bring my own contacts. I wouldn't buy the business of their
(18:19):
contexts. That's all I said.She thanked me yesterday, So that was
a different way of long term investingversus trying to buy something. They're all
different. So anyway, it's justa little different about you didn't answer my
question. I know, Oh,well, didn't you had money back in
the day. There's a god,there's Mickey. Mickey's like, Hey,
(18:40):
do I put two hundred grand ina house? Or do I invest two
hundred grand in my business through thisnegative cycle that we're in? Well,
no, this right here to bein this business because if you could make
it invested in the house, orshould invest in the business? Right now?
In what business? Which one's gonnawhich one's going to grow if he
does it right? Okay, youcan only do so much right ship to
(19:00):
house, I don't. I canonly paint that one color, plant so
many trees in front of it.But they depends on what you do with
the two hundred thousand. If yougo out do the right thing with the
super Bowl commercial, and then yougo, what do I get if I
do the right thing with the twohundred, Well, how do you know
that it is? Let's say Ido the right thing, which one?
But you don't know who's going todo the right thing the right house.
You're you're you're a million people stillgoing to make a house. It's risk.
(19:23):
I mean, how do you know. I don't want to tell everybody
go out there and investor doing Theymight not mess in the right way.
Nobody's listening to you anyway. Justtalk to me, Okay, I'm telling
you, Glenn, Glenn, Glenn, Glenn, like Glenn, I got
two hundred. Should I buy ahouse? I think it's going to be
a good deal? Or should Ibuy Should I reinvest in my business?
(19:45):
And I think it's going to bea good deal. By the way,
I'm right on both of them.They're gonna both be good deals. Which
one? If you're saying that,and I know the there's one hundred percent
chance of it succeeding one hundred percentinvest in yourself this and that's why.
Okay, but I don't know.So many pipe dreams that people want to
best. They have all the money, these guys pipe dreams. I thought
(20:07):
this audience was mortgage committed, mortgagebroke. Yeah, they are, they
are. We've got a bunch ofbutterflies we got. These guys are the
best, the best. There yougo, man, Yeah, that's what
I thought. That's what that's whatI thought. I was speaking to the
best of this very here. You'rehere, Charlie's here. I'm like,
I must be in a room andthe best of the best you are.
Why would they go buy house inOkay? Love you? At that point,
(20:30):
there's a there's all right, I'dlike to bring We got two guys
that we want to bring up herereal quick. I'm out here. Grant
out is grant literally out out?Are you out out? You gotta go
podcast? Stick around for baby?Yeah, Marry yeah, when are we
doing that? Barry comes down inthe house. Give give me five minutes.
(20:53):
The three of you sit in themiddle. I'm going to move over.
You got to stay from my stashion. Yeah. I got a twelve
thirty though I'm already eleven. It'slike push it push, I can't.
I got I gotta. I gota debut work. You got investment in
this business? Yeah, yeah,yeah, invest in your I understand,
but I gotta invested in yourself.Come on, grab this and ask ask
them if they're here yet. Ithink they're here, but they're going to
(21:17):
bring me down, yeah, totheir studio, so you'll see ask ask,
You'll see the text. Best guyin this business to talk about what's
going on and how to leverage yourstrengths. Ye is this guy right here?
I want to say best. Iwant to say I love to talk.
I love your attitude, I lovethe way you your approach. I
(21:37):
loved everything about it. I disagreewith the house thing, but that's debatable.
I don't want to go back downthat road again. I think you
could kind of do both, andI think for a lot of people it
depends on what's right for them.So but I loved your talk today.
I thought it was absolutely phenomenal.You and our kindred spirits come from a
very similar background. Grew up verypoor, My bad passed away when I
was a young boy. So Ireally related to you, and I love
(22:00):
what you've done. I love howyou help people. Thanks. So your
your talk really spoke to me.O. Thanks. Thanks, Well,
yeah, it was good because Glamorwas there. That's I'm really happy to
hear that from you, because youcome from a place where you know,
you've heard a lot in this business, right, and we need to shake
these people up because there are howmany we we have in the industry two
(22:22):
years ago, I don't remember thenumber n MLS numbers for now. This
is as of Q two, whereaslicenses not account people in banks one hundred
and sixty thousand to Q two twentytwenty three, ninety thousand. I anticipate,
unfortunately, we pray for those peoplewho want good things for them,
it's gonna be less than that onehundred and sixty thousand to ninety thousand already
already, but that's only as ofQ two. It's probably the attrition's probably
(22:44):
greater. Unfortunately, we don't wishthat out lay half the half the MLS
gone maybe less. Yeah, howmany loans have we done this year?
So this year there's going to beapproximately four point seven or four point eight
million transactions. You know, it'sso funny because you mentioned that we're thinking
the same way when you when youstick around for my presentation, you'll see
it's one of my slides to showyou how much opportunity, how much is
being done. Seventy eight loans aperson yeah, exactly, you don't need
(23:07):
all four point My point is,you don't need all four point seven million.
If you want to make one hundredthousand dollars a year, according to
the statistics, you got to dotwo loans a month. That puts you
in the top fifteen percent. They'resix twenty six right there. If I
just do put you in the topten fifteen percent of income by doing two
loans, two loans a month,you do one loan a week and make
two hundred thousand dollars a year.That's the gift of this business. It
(23:27):
is an incredible opportunity. It is. And the problem is we've got people
that were doing twenty loans. Theythought the world would never end that way.
They went out and bought the cars, they bought all the fancies,
and that's when they should have investedin their business and buy the house,
because they could have done both exactly. And by investing in the business,
what I know Burry will talk aboutis investing in your relationships, investing in
(23:51):
the people that are going to helpcontinue to bring you those loans. Every
single time you get a loan,it's an opportunity to talk to the listing
agent the sales agent, every singleperson in a transaction and say I just
can you help me with one moredeal? And you know, I wanted
to also tell you because I dothink you and I think along the same
lines. I when I talk tosome people and coach them and try and
(24:11):
mentor them as far as growing theirbusiness, the example that I like to
use with them is I say,Okay, let's say you make a really
good income, like a really goodincome a million dollars a year, half
a million dollars a year. Solet's just take a half a million dollars
a year for a second, aftertaxes, what do you got? You
got two fifty Now you're living likeyou make a half a million dollars.
So after expense is what's saved?How much have you saved. Let's say
you're unbelievable and you manage to savefifty thousand dollars. You do that,
(24:34):
phenomenal? Right, If you dothat for five years, you've got two
hundred and fifty thousand dollars looking nothingto be shamed of that. You know,
that's great, But what if insteadyou created a business that's replicatable that
also is recurring. What if youinvested, like you're saying, you take
now, you gotta have a goodidea. You can't blow it like you
were talking about Glenn. You getthrough this fully, Nelly. You do
(24:56):
that and you create and you createa business that Now let's just say,
if it generates a million dollars ayear, if you invest the five years
to do that, then what happensis is that you get a multiple because
now you've created an asset, soyou get let's say, if that multiples
fibex, now you got five millioninstead of two hundred and fifty thousand.
And that's the difference. The waymindset has to change. That's how you
(25:19):
create wealth, in my humble opinion, and I think that speaks to what
you were saying, investing yourself,invest in your business. So I love
that, but it's not easy todo. You know, it's easier than
the alternative. This is what Itell people. I'm like, guys,
success is easier than failure. I'vedone them both, and I'm telling you
(25:41):
succeeding is easier than failing because ifyou can fail, if you can just
get by in this country, ifyou can just get by, that takes
a tremendous amount of creativity. Howdo I pay the bills, how do
I pay the mortgage? How doI take care of the kids, How
do I hustle this? How doI get there? This is what most
people are doing every day. Todo that takes so much creativity. As
long as you're committed to just gettingby, you will only just get by.
(26:03):
In success, I believe is easierthan just getting by or even fair
when well, you're talking about Barry. When I started the mortgage business,
I went out and started doing loansand then went, man, I get
every loan, and why don't Ido the scroll on that loan? I
should be doing that. So Iwent out and started that business. Guess
what. It failed. It wasnot as easy as I thought, like
(26:25):
most businesses you get into. Soinstead of closing it down, I went,
man, the government is selling allthese homes. Maybe I could do
their escrow business. So I startedgoing to HUD. I ended up becoming
long story short, the largest HUDcontractor in the country. Wow, by
doing all theirs and the s courageand title business. It was the biggest
one ever. Sounds like it didn'tfail, but I mean it was.
(26:47):
But I'm saying you start. Youshifted and shifted, and then I went
and did the title work. ThenI went and did the audit work,
became the biggest auditor. But thoseare the things you do. I took
that money, the fifty thousand,basically what you're saying, and planted it
in another idea. Right that grewAnd for these loan officers out there,
that idea might just be social media. It might be getting how you touch
(27:08):
your people closer more so you endup getting more more eyeballs. Back to
the whole idea. More eyeballs getsmore loans, gets more opportunity to continue
to grow it. Not thinking abouttrying to build a whole nother business,
but that is a business to them. Social media. Common thing we got
here, right right here, iswe'll hustle. Okay. When I was
(27:30):
a kid, I grew up reallypoor. I started selling stereos out of
the trunk of my car. Builtit into a business, bought took some
money, bought some real estate,started flipping homes, got into the mortgage
business. I was a broker sellingloans, but became the number one originator
in the US. Then started acompany, took that company, built it,
sold it had an idea, dida mortgage market guide, sold that
(27:51):
business took it took rock of agesworldwide, so you know it's stepped by
now mbsiway. So whatever it is, how to healthcare imaging business, it's
always building and growing businesses and findingout where are their points of friction?
How can I alleviate points of friction? Just like you said, where's the
opportunity? Where's their point of friction? What can I do better? So
if we start asking questions and lookingat opportunities, that's where you can discover
(28:12):
it. Now this is not tosay you take all your money you throw
it at a wild idea. Okay, sometimes you hit a grand slam,
but that is no. I don'twant not you. I didn't want the
people out there that go, yeah, I've got two hundred thousand, why
don't I go and UH do somethingthat's foolish, That's all I was trying
(28:32):
to Just anybody do anything foolish.There's not a company that I ever started
that I one company that I brokeeven on everything else has made money.
That es how big was that Escrocompany for you ended up being once you
made the pivot from the idea tothe thing, tens and ten, one
hundred million dollars. Have you everhad other than the house you're in right
now? Ever had one house makeyou a hundred million? No? Thank
(28:53):
you? Finally, God damn itfor two fucking interviews, Jesus Christ.
Oh, I was trying to say, Okay, I got to bounce guys.
Okay, I hate, I hateto walk out of you. Yeah,
I got of Hey, thank you, reach out to Sarah and we'll
get some set set up in Miami. Let's let's let's chitch out on the
(29:14):
phone or something. Right, good, Thank pleasure to meet you. I'm
sorry, I got a bounce youman, all right, so, uh
we'll get you. Sure we could. We could switch to Charlie. We
could switch to Charlie. And Igotta tell you, Glenn, I know
you're gonna bring Charlie up. Iloved his talk. Yeah, I was
so inspired. Isn't that something towhat this man makes you to think and
how you feel this this man is. I have to stand up for him
(29:37):
because incredible respect for you, sir. Yeah, I have to tell you
right here, because I appreciate you. Charlie. You you were incredible as
always you have always you know what. You know what I said to Charlie.
So I've been speaking professionally for moreyears than I want to meet,
like twenty eight years, and Isaid, not only is an incredible human
being, but what a gifted speakerand presenter to inspire others and to tell
(30:00):
a story in a way that justtouches your heart. So thank you,
sir, Thanks, I appreciate that. Yeah, no, I've got the
pleasure to meet Charlie. I don'tknow how long ago, it's been,
maybe fifteen. And as you said, again, this will be a little
different out here, and people didn'tsee what we talked about. But you
(30:21):
know, we've gone all over theworld together. We have done some amazing
things. And through your adversity,what you've been able to do in how
you create your view of life rightthrough all of this adversity is something I
admire like nothing else. And youhave become a dear friend. Dear friend,
(30:45):
you almost killed me a couple oftimes, but dear friend, he
took me on an experimental airplane actuallydidn't almost kill me. I thought I
was gonna missive, but that wasthe thing of John Denver flying over the
ocean, you know, and wellgentlemen. I'm gonna let you, guys,
because he deserve center stall. SoI'm gonna let you do that,
and I'm gonna get ready to hopefullytalk to some wonderful people here and do
(31:07):
a good job of delivery. Verygood. Thank you. I'm excited to
hear you for everything that you guys. What you adminto your doing is really
incredible. So I admire both ofyou what you're doing. You have carved
out such a great spot in thisbusiness, and so we're excited to have
you in here. Thank you somuch. You can do it online,
and let's take get in here.You're up, You're up, No,
(31:30):
you sit down the middle? No, well I see, I see looking.
I'm changing the calf just made inorder in order like move center stage
there, guys, have them comeon up. Yeah, yeah, come
on. John always downstairs. Sowe're a live on Instagram. I'm gonna
hut this off. I'm tell everyonego over to YouTube. Everybody. Grid
(31:51):
happens, all right, Michelle,Grid happens on YouTube. This is where
they're going live right now. Ithappens. Glenn Sterns. You're on YouTube
and you'll see him. I'm goingto shut off the Instagram Live so I
can sit here and be present here. Yeah, here, you take it.
I don't know how to shut itoff anyway. Yeah, so Charlie,
thank you again. What a wonderful, wonderful speech. Now, it's
(32:13):
just, you know, the powerof your message is something that is so
needs to be heard. It reallydoes. You know, a lot of
people right now don't know what itis, don't know what adversity really is.
The younger generation, we don't havea war. They'd endrow up in
a war. It wasn't Vietnam.There went World War two, There wasn't
you know. We did have Iraqand we had the desert storms, but
your war was a different kind ofwar. And you know, being captured
(32:36):
and held in prisoner for six years. I don't think anybody could. I
mean kids today, we none ofus could handle that. Nobody. I
mean we would, we would ifwe had to. You would, as
a matter of fact, Yeah,because you did. I'm sure you would
have. You two, you know, have been through the same kind of
challenge that I was in and you'veovercome back, yes, and one of
(32:57):
the you know, I was justthinking today, what's beautiful about the two
of you is you. You bringpeople together, you know, and you
then you bring out the best inpeople. Uh. And and you know,
just helping me tell my story ofyour story? Well, I know
you do, and I love youguys, you know, but you have
found a way to It's not thatit's your story, because it is,
(33:21):
But then you you give other peoplethe ability to think, what am I
doing? How do I take mylife and make the best of the situation
that I'm in? And that's whatI think is the beauty of your story.
And I hope so you know,in reality, it's it's not a
warst story that I'm telling. Uh, It's a story of a person with
(33:42):
a problem. We all have aproblems. Yeah, and uh and you
know, if you if you cansee your way through the challenges in your
life. I keep thinking to myself, you know, I'm preaching to the
choir. You know this stuff betterthan I do. You know. It's
I mean, it's amazing that you'veovercome the chain. How as you've overcome
and you know, like you lookat me and you say, well,
(34:02):
you know, how could I haveever overcome that? I look at you
and say, man, the stuffthat you've been through well, I I
will tell you, I think it'sall relative. Right. We all live
in our own in our own world. We all live in our own cell.
Sometimes right where we're we're stuck inour own our little aid, our
(34:22):
little aid in cell right here betweenthe ears. You know, what I
think is really interesting And to pointout that I don't know, it's one
of the more fascinating things. Thesubject that you that I took out of
your speech is how many UH prisonerscame out with PTSD and those that came
out with PTSG, Right, yeah, PTF PTG. Post traumatic growth,
(34:44):
okay, is in taking a stressfulsituation and being becoming better because of it
or become bitter because of it.And UH, And it's true. Uh.
And statistically, about a third ofthe combatants of Vietnam at ATSD,
the prisoners of war four percent havePTSD. And it's primarily the guys who
(35:05):
were shot down near the end ofthe war. They weren't they weren't tortured,
and they were only prisoners for afew weeks or a month or two.
And in fact, it seemed likethe guys who were there the longest
eight and a half years is thelongest Okay, okay, this guy's a
lawyer today. You know, hehas great kids. His kids are doctors.
I mean, if Alvarez, youknow, he's he was one of
mighty roes just because he was inthere, you know, two and a
(35:27):
half years longer than I was inthere. So and and the other guys,
you know, I've done the samething. They've come out, they've
they've become captains of industry. Mostretired as military officers. Ninety percent of
the POWs in Vietnam came back andstayed in the military. So you're in,
you're a prisoner of war, andyou come back and go back into
(35:50):
the outfit that got you there,which is so interesting. It just shows
you how much growth happened. AndI think, I think what the fact
of that is. It really islike the longer you're there, the longer
you have to the terms of thefact that you can't do anything about your
situation and you can only control that. We talk about that three feet space
in front of us, right.But but if you're new in it,
I mean a lot of people struggle. They struggle with anxiety, they struggle
(36:10):
with frustration and stress, and they'rejust it's so new to them. Actually,
oh yes, comment from I Dunderscore Chris Underscore design, Chris Design.
And basically he wants to know,how do you how do you overcome
the feeling of defeat when you're inthe trenches. It's a good question.
(36:32):
It is a good question. Uh. You know, I think first of
all, you can't look at itas defeat. You know, if you
can look defeat right in the faceand say, you're not going to defeat
me. I'm strong enough, I'mgoing to find some some value in this
adversity. And and there there reallyis. And it is really tough to
(36:54):
convince people while they're going through amess that there's going to be some advantage.
You know, the going to besomething you're going to learn from this,
You're going to grow from this experience. And so you get that word
defeat out of your vocation. Yousaid it best when you were talking about
uh, when you were in yourjail cells. Whether you think you're you're
(37:16):
right, I mean when you werein your best coach your coach. So
whatever you put your mind to,you're going to be able to. Whatever
you feed will grow, right,Absolutely, there's no question. And I've
seen this over and over and over, you know, and in daily life,
you know, if you can actuallyfind some value. I try to
(37:37):
challenge myself, make it a puzzle. I wonder if I can solve this
puzzle. This is terrible things happeningto me, you know, interest rates
and loans and all the challenge you'regoing on in the world, And think
to myself, is it really truethat there's some value in this? And
if so, I'm gonna I'm gonnamake it a puzzle. I'm going to
(38:00):
range myself to figure this out.And it works. You said a adversity.
I love it. Diversity. Adversityis a terrible thing to waste.
I think that is a powerful statementas to life in general. And if
you can take that a viewpoint whenyou are in the middle of it,
you're suffering your pain, your stress, your anxiety, whatever it is,
(38:20):
and go, wow, what isthe What am I going to learn from
this? How can we have aWe have a group and you've been that
we support called a ratio alge.There are millions of kids out there that
are from neglected and broken homes.For some reason, some of those people
have chosen to take a path thatis going to get them out of the
old routines of all their family.They want to grow and they don't want
(38:45):
to live in that same world.Now, whatever that is. It was
a choice to make because do youhave a brother and a sister and the
brothers in jail and the sister said, no, I want to succeed in
life, and I'll use education inthis example to get myself out. And
so we have choices. But peoplewill fall victim to being a victim,
(39:07):
right, they don't. They don'tchoose to to ignore or to grow from
their mistakes. They just choose toget stuck in them. And and that's
you know, and it's hard totry to tell someone that when they're in
the middle of it is you know, they think, man, that's heresy,
that that's that is not making anysense. That the best, the
(39:27):
best this thing can be in mylife is a period I can someday forget,
you know, I want to forgetall this bad stuff. And they
don't accept the fact that there's valuein the bad stuff, right, And
you know, it's all in yourattitude. That's incredible, incredible mindset you
have. And Captain Plumb, thankyou so much, Charlie for being with
(39:49):
us. Thank you appreciate. Weare so great. The rest of our
us right here there, we aregoing to be finishing up the set and
half of our event with Barry Habibeand John Elway and you can stream that.
That's streaming live too. Where isthat? Where can we find that?
If we kind lending instant LinkedIn?I think yeah, if you go
(40:13):
to come on, you can seethe rest of the afternoon with Barry Habib,
who's going to speak, and thenwe're going with John Elway after that,
and we'll probably post this somewhere.You can watch the whole morning because
it was really good. Come onover It Happens Podcast. You'll be able
to check this out here. Sofollow us on Grid Happens kind lending h
plumb talk. Isn't that you're you'rein Instagram and we'll see it. We'll
(40:37):
see inside. We're heading inside fromtwenty twenty three, which continues. Thanks
for joining us. This has beenIt Happens
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