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    Business

    Respect The Grind with Stefan Aarnio

    Respect The Grind with Stefan Aarnio is a podcast for high achievers and real world grinders. Listen to award winning real estate investor, Stefan Aarnio, discuss success with people who have achieved mastery and freedom through discipline. Stefan interviews entrepreneurs, athletes, authors, artists, real estate investors, or anyone who has achieved mastery and examines exactly what it takes to get there. If you want to learn how peak performers operate and dominate, then tune in to Respect The Grind with Stefan Aarnio!

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    Copyright: © Copyright HighKey Agency Inc. and Stefan Aarnio High Performance. All rights reserved.

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    Latest Episodes:
    What it's like working for Steve Jobs with GUY KAWASAKI Mar 08, 2019
    Show notes

    Guy Kawasaki is a chief evangelist of Canva, an online graphic design tool, a brand ambassador for Mercedes-Benz and an executive fellow of the Haas School of Business at UC Berkeley.

    He was also the chief evangelist of Apple and a trustee of the Wikimedia Foundation. His 14 books include The Art of the Start, Enchantment, Selling the Dream, and The Art of Social Media. He has a BA from Stanford and an MBA from UCLA, as well as an honorary doctorate from Babson College.


    How to build an incredible online personal brand with RYAN WHITE Mar 06, 2019
    Show notes

    Ryan is a 7-figure digital entrepreneur, influencer, investor, press contributor, and speaker.He founded the globally recognized social media marketing company Social Revelation which helps business and personal brands increase their digital footprint and brand awareness online.Ryan has also been featured on various entrepreneurial and business podcasts such as Entrepreneurs on Fire, Underdog Empowerment, The Daily Grind, The No Excuse Show, The Millionaires' Hot Seat, and on the live television show "Good Morning LALA Land" in West Hollywood.


    How Social Media Made me Rich with MATTHEW LOOP. Mar 04, 2019
    Show notes

    Dr. Matthew Loop is the international best selling author of Social Media Made Me Rich: Here's How it Can Do the Same for You, a Harvard / Nasdaq speaker, philanthropist, and the highest paid social media revenue strategist in North America. He helps business owners multiply their influence, impact, and monthly income by harnessing powerful platforms like Facebook, YouTube, and Instagram. Since social media's infancy in 2005 he's trained thousands of clients in over 25 countries. Millions have viewed his free business growth tutorials online.


    Sales Jobs will be the last to be replaced by AI/robots with ANDREW SILLITOE. Mar 02, 2019
    Show notes

    Blending 20 years' experience as an elite international sportsman and coach along with three published books and an acclaimed TED talk, Andrew's innovative and straight-talking views on leadership, teamwork, and strategy has resulted in his advice and guidance being sought after by key figures at several FTSE 100 companies.

    After competing in 11 Inline Hockey World Championships for Team GB, in 2010 he was offered the perfect platform on which to try out his innovative strategies - as Head Coach of Team GB. With Andrew at the helm, they won Gold and promotion into Pool A for the first time at the IIHF World Championships 9 months later.

    These days, Andrew speaks to aspiring entrepreneurs and business leaders all around the world, while Pfizer, Ericsson, Nationwide, Virgin Media and the BBC are among the global corporations who've turned to Andrew to empower its leaders to take full responsibility in their business, body, relationships and mindset. He does this with a plain English approach that molds together a range of techniques from his background in professional sport, business psychology and well being.


    How to make BETTER business decisions with RICHARD LENNON. Mar 01, 2019
    Show notes

    Through strategic planning, Richard helps others build business brainpower, make better business decisions, establish a common direction and create an implementation plan to guide your business success.

    Raised in an entrepreneurial family, Richard built a business and corporate career where he learned to find opportunities, solve problems and implement solutions quickly. His cross-industry experience has made him a proven expert, one who has worked with a big four consulting firm, top-tier corporations, mid-level enterprises, and with many small business leaders and professionals globally. Over-the-course of his career, Richard became a business strategist, trainer and coach helping business leaders and professionals, who provide their expertise, products and services to larger organizations and consumer groups achieve the success they deserve.

    He is an award-winning speaker and trainer in business analysis and entrepreneurship, and a professional blogger and author, SET for Success – a roadmap to transform your business. Richard regularly hosts a podcast and radio show where he interviewed business leaders and professionals on what it takes to be successful in business, career and life.

    Unearthing hidden gems, Richard writes and speaks on what it takes to be a success in business and the positive impact it has on you and your community. He is high energy, candid, cheeky and fun; taking his client's on a powerful journey, engaging people and bridging gaps for your business. With his no-nonsense approach, stories, and examples, Richard guides you in becoming SET for Success.


    #87 How to handle HIGH END Real Estate Clients with DUSTY BAKER Feb 20, 2019
    Show notes

    As a Santa Barbara native, Dusty Baker's established reputation and knowledge of the local market seamlessly integrates into a successful real estate career which includes designations such as "Agent of the Year" and "Top 40 Under 40." For nearly a decade, Dusty has been serving the real estate needs of clients in Santa Barbara, Montecito, Goleta and Carpinteria. Dusty prides himself in truly connecting with his clients to ensure their complete satisfaction with his representation, which is one of the many reasons he is the area's #1 rated real estate agent on Yelp. Client reviews consistently showcase themes of Dusty's professionalism, caring personality, and local familiarity. Throughout his tenure in real estate, Dusty has educated and influenced thousands of colleagues in the industry through his speaking and writing. His writing portfolio includes penning articles for top real estate news source Inman News and authoring the foreword for the Amazon best-selling book, From The Top. He has also spoken as a marketing specialist on a national level at conferences and real estate offices. Dusty emphasizes robust marketing, skillful negotiating, uncompromised discretion, and concierge-level service. Buying and selling luxury real estate deserves nothing but the finest attention to detail, both in business practice and client experience. Dusty strives for excellence in every aspect of his business. Transcript Stefan: Ladies and gentlemen, welcome to the show Respect the Grind with Stefan Aarnio. This is the show where we interview people who achieve mastery and freedom through discipline. We interview entrepreneurs, athletes, authors, artists, real estate investors, anyone who has achieved mastery, and examined what it took to get there. Stefan: Today on the show, we have a new friend of mine, Dusty Baker. He's a Santa Barbara native, Top 40 Under 40. He's in the luxury real estate niche, and I'm really excited to have him in the luxury niche, because we get so many real estate people on this show, and it's super cool to have somebody in that super elite niche. He's also a speaker, he's also a marketing consultant. Dusty, welcome to the show, Respect the Grind. Thanks so much for joining me. Dusty: Hey, thanks for having me. This should be fun. Stefan: Awesome. Yeah, I'm sorry I can't say Santa Barbara. I don't know why I can't say it. Dusty: Santa Barbara native. Stefan: I can't say mash-chew-shits. Massachusetts. I can't say that either. Stefan: Awesome. Dusty, for the people at home who don't know who you are, how'd you get started in the business you're in? Dusty: Like you mentioned, stuttering over it, I'm a native here, and it's an incredible place if you've never been to Santa Barbara or heard of it. It's a really ... It's a small little town, about 100,000 people here, but the surrounding areas that make Santa Barbara up are about 200,000-250,000 people. It's a coastal beach town about an hour north of LA. It's radically expensive, it just is what it is. Montecito is the little portion most people know. Oprah has this huge compound. Estimates are it's worth probably $200 million at this point. Stefan: Wow. Dusty: Ellen DeGeneres buys and sells [inaudible 00:01:30]. We just have a lot of the celebrity crowd as well. But it's an area that's very different from LA, so it's this whole other vibe. But it's very expensive. I thought, since I'm going to stick around here, I better get into an industry that ... my pay is directly proportionate to paying to live here. Dusty: It's just a great lifestyle. I'm a surfer, I like to hike, get outside. It's a fantastic place, so when I was young and getting my business degree, actually, I was going to a university locally, and I got an internship for a real estate office. Unpaid intern, I worked for every agent there doing just the stupidest crap you could imagine, but I learned a lot. I met a lot of people, and that office really became my family. It's kind of fun, because instead of the competitive vibe, we still maintained a great family feel even though a lot of us are at different companies and we're competing, obviously. It was just a great, great entrance, and that was over a decade ago, so unpaid interns, you're growing and growing, really organically, actually, led me here. I loved it. I wouldn't change it for the world. I had lots of fun. Stefan: Wow. Yeah, well, it's amazing. They say riche in the niche, or rich in the niche, and you've got a really cool niche, niche there. I was down in LA in May, and I'm from Canada, up here in Winnipeg, Manitoba. I was down at Ty Lopez's house, actually, in May. I was at Bel Air or wherever he lives, and we went up to Orange County for a bit, and it's incredible, the money and the wealth there in California, right around Orange County, LA, Santa Barbara. It's absolutely incredible. Why is there so much freaking money over there between the mountains and the coast? Why do all these rich people want to live there? Dusty: The quality of life is sky high, which ... It's funny, actually. Besides the fact that it's just very nice to live at the beach with 70 degree year round weather, I've had a lot of clients I've represented from ... Actually, Denver was two of them, and people around the country, Michigan, where their doctors prescribed them to move somewhere like Santa Barbara, because you can live so much longer. Your body doesn't take a beating like it does in the winters or in the summers. It's a really great quality of life. In fact, Santa Barbara consistently ranks as one of the top cities in the country to live, and actually, they did a study of the longevity of life, and Santa Barbara is number one. We won by five days or something like that. Stefan: Wow. Dusty: But we have the longest average lifespan here. So really, it just comes down to that. People just want really nice quality of life. It starts with the weather, and then it goes to the type of life. Orange County is very different, even from Santa Barbara. My wife, I was living in Newport when we met. She now lives, obviously, in Santa Barbara with me. But we go and get breakfast burritos, and you see 20 Lamborghinis go by. People are driving their net worth. They like to show off their net worth. Santa Barbara, totally the opposite. You could get a billionaire driving up in a 1981 Mercedes or a truck. So, very, very, very different. We're a very casual affluent here. Orange County's definitely different. Stefan: You said something there, I was almost going to give you a gong for it too, but I was like, eh. It was, doctors prescribe for people to move there so they'll live longer. Man, that is crazy. I'm going to Costa Rica- Dusty: It's real nice. Stefan: Dude, that's incredible. Tomorrow I'm going to Costa Rica, I'm flying from Canada to Costa Rica, and I'm going to live in the jungle for 40 days on just water, water [crosstalk 00:04:59]. Dusty: Oh, wow. Stefan: Yeah. It's something I do. And it's crazy 'cause the guy runs the fasting center. He wants everyone to be a raw vegan, raw fruit kind of life. And I was like, man, when I go back to Canada, it's so cold. I can't stay warm, and I'm losing too much weight, and all these things. And he goes, well, dude. Just move. And I'm like, bro, maybe I should. After you say that, moving down there for the health, maybe I should move down to Cali or something. It's so beautiful. I was looking on your Instagram. It seems almost like a Barbie and Ken charmed life down there where everyone is beautiful and the sun in shining and it's just so nice. Stefan: Dust, tell me this, man. Top 40 Under 40. What does that mean? Dusty: There's a ... Pacific Coast Business Times does something. It's not just real estate related, which is why I'm really proud of it. It just looks at the top 40 under 40 business professionals in the Santa Barbara County region, and actually, I won that ... God, four years ago. I was 26 when I won that, so I felt really good, 'cause there were people at 39 winning, because they were technically under 40. So, really proud to win that. They just want to highlight people who excel in their fields. Stefan: Wow, that's great, man. Well, congrats. I think it's super cool. I've won some awards. I won Rich Dad International Hall of Fame 2014, which was cool, for Rich Dad, Poor Dad. Dusty: That's rad, yeah. Stefan: Thanks, man. But I'm not top 40 under 40. I'm 32, I've gotta get on that. Tell me this, Dusty. One of the things I think is super cool ... You're the luxury niche, so how much are these homes you're selling, typically ... How much do they cost, usually? Dusty: Right now, I don't focus only in the crazy high end. I have a $5 million listing, a $12 million listing, a few other up in that range. But I also have a $3 million home and a $1.5 million listing and some buyers in between. So define luxury. When I talk to agents in Tulsa, Oklahoma, anything over $600,000 is a mega mansion. Here, anything under $1 million is a piece of junk. So in terms of the national scale, the national median sale price is $225,000. So the fact that I basically don't have any sales under $1 million is very, very high. I'm focusing a lot more on probably the $4-20 million range. Stefan: Okay. Dude, I'm going to give you a gong for that. That's just cool as shit to me, because I live in Winnipeg. Do you even know where Winnipeg is? Dusty: I've heard of it. I haven't been there. Stefan: Yeah. Winnipeg Jets, they almost won the NHL last year. They made it to the final four against Vegas, so that puts Winnipeg on the map. But Winnipeg is like the Indianapolis of Canada. We're like the Indianapolis. If you go to Dallas and drive straight north, you end up in Winnipeg. It's crazy, 'cause we got a hardcore value market here. Average home is about $320,000, and then the market caps out at $2 million. If you go to $2 million in Winnipeg, you're done. Nobody is going to ... There is a lady here, I've talked about this story before. There was a lady here and she got $100 million in a divorce. I guess she divorced a construction guy or something. Got $100 million, and she built herself a $14 million California palace in the arctic Winnipeg. It's winter eight months of the year here. Dusty: And she sold it for, like, three. Stefan: Right. Dude, exactly. She gets $100 million, she builds a $14 million palace, $13.9 million, and then it sells for $3.9. The market just handled her. But the moral of the story is it wasn't her money anyway, so she ended up losing it. Stefan: Tell me, what does somebody get for $20 million down in Santa Barbara? Dusty: You get a lot. What's interesting, actually, is that obviously, Santa Barbara, Montecito, is very, very expensive. We're very, very cheap compared to other luxury markets, though. If you look at what's going on in LA, for instance, there are $100 million sales. We just don't see that here. And to buy something in [Bretwood 00:08:56], for instance, you're not spending less than $10 million unless you're buying a piece of crap. That's remarkable to me. Bretwood is so expensive, whereas Montecito, you get about $5 million, you're going to get a very, very nice house. For $20 million, you're getting an incredible, incredible house. There have been a few sales this year between the $16-25 million. Dusty: It's remarkable. It's amazing. It would be on a Homes Magazine, or on one of those inspirational Instagram luxury homes profiles. You'd see it and you'd think, wow, that is a spectacular, spectacular home. 10,000-15,000 square feet, one or two guest houses, pool, tennis court, views. For $20 million, you're getting something off the charts. Stefan: Right, right. It's almost like a compound. Dusty: Yeah, pretty much. Yeah. Stefan: Let me ask, for $20 million, are you getting a helicopter pad or no helicopter pad? Dusty: No, probably not. If it's a helicopter you're really interested in, most people with a $20 million house or even $10, they can have a helicopter, and people prefer that actually, and the pad is easy. The permitting, basically impossible. The neighbors are not fans of helicopters. If you had $20 million, would you want to live in a house where freaking helicopters are going over? No. So it's one of those not in my backyard things. Once in a while, there's a property that actually has the permitting and the zoning to land a helicopter, but that's pretty tough these days. Sometimes people just do it without any ... Stefan: If you're that rich, you just pay the fines, man. Dusty: Yeah, exactly. Stefan: Okay, let's talk about ... A $20 million house is cool, man. I get it. In the States, if you go to New York, there's $200 million condos that sell, some absolute retarded ... What kind of person is dropping that kind of coin? I know you dropped some names like Oprah, Ellen DeGeneres ... Let's forget about the mega celebrities. What kind of "average dude" would be buying those kinds of homes? Business owners? Who buys these homes, man? Dusty: I will say, I dropped the celebrity names. That's usually why people know about Montecito, but the average wealth in Montecito is people you have no idea who they are, and that's what's really opened my eyes growing up here, is you see celebrities that are ... At one point, their net worth is way higher than this now, but I remember at one point there was an article that said Kim Kardashian's net wealth is $40 million, and I was like, ha. That's a joke for most families- Stefan: Well, she made a porno tape. She's famous for having a porno tape and having a big butt. I don't get that, man. Dusty: No, that's crazy in and of itself. And even sane people are thinking that the $40 million is extremely high, which it is, don't get me wrong. I don't have $40 million. But most of the big time residents in Montecito and Santa Barbara are complete no names that have way more money than that. We have 14 billionaires just in Montecito. That's a big number for a small town, and a lot of people worth hundreds and hundreds of millions of dollars. You would not recognize their name. They're the average guy who ... There's one gentleman, I won't say his name, but he invented and patented a chip that's in every single cell phone. That dude's doing real well. There's a guy with one of my listings right now, like I said, I think it's 11 99 [inaudible 00:12:15]. The showings that we've had have been businessmen. It's been real estate developers, some Middle Eastern money, some Middle Eastern billionaires. So we get a lot of the no name wealthy people. There's a lot of people making a lot of money that are not celebrities. A lot. And that's what we get the majority of here. Stefan: That's cool, man. I love ... My background is I came from flipping homes, and I would go get a couple rich guys to back all my stuff. I'd get a couple rich guys and they'd back all my deals, and I'd buy it, fix it, sell it, whatever. Now I train people to do it as well. Stefan: Let me ask you this, Dusty. How do you handle the affluent and the wealthy versus maybe just the regular person? Is there a protocol for that? Do you get out the white glove service? How are these people different than the average Joe, and how are they the same? Dusty:…

    Full show notes at the publisher

    Starting a company from your garage with PAUL DAVID Feb 15, 2019
    Show notes

    The owner of Identified Talent Solutions, it's a talent recruitment company and this company has grown to the point where it's in the ink 500 Paul David Stefan: Ladies and gentlemen, welcome to the show. Respect the Grind with Stefan Aarnio. This is the show where we interview people who have achieved mastery and freedom through discipline. We interview entrepreneurs, athletes, authors, artists, real estate investors, anyone who's achieved mastery and examined what it took to get there. Today on the show we have Paul David. He is the owner of Identified Talent Solutions, it's a talent recruitment company and this company has grown to the point where it's in the ink 500 of feet. Indeed Paul, welcome to the show. Respect the grind. Good to see you, my friend. Paul: Yeah. Thank you so much for having me Stefan. Stefan: Awesome. Yeah, I love having guys like you on the show because we got so many real estate people. I'm a real estate investor you know, I teach flipping houses and rental properties and stuff like that. And I love having someone from a different field and so for the people at home who don't know you that well Paul, tell us how'd you get started in the talent recruitment business? That's something that I'm sure is an awesome business. I've just never thought about it. So how did you get started? Paul: Sure. It was about 15 years ago, right out of college. I got into a firm that does third party recruiting. So basically they provide candidates, they provide employees to other companies. I did that for about six months. Very salesy position. Didn't think I was very good at it. I was really, really shy back then. But then I went into a mortgage company, they shot as a recruiter, mortgage was booming back then. I learned my whole entire trade from that particular point. After 10 years I decided, well it's about time to go on my own, utilized a lot of the relationships that I had over my 10 year career and I built the business basically in my garage. Stefan: Wow. I love stories where it starts in the garage. I think Apple started like that. All of these, I think Harley Davidson started in the garage. They all start in garages. I think Google started in a garage too. Paul: Yeah. Amazon started in the garage. Stefan: Yeah Bro. It's great. So really pertinent topic I think is recruiting. And a lot of people listening to the show, maybe they're solo preneurs or maybe they got like two employees or one employee or they want to recruit more. How does somebody effectively recruit? 'Cause I'll let the cat out of the bag here Paul. Every recruit I've done for my business has always been a referral. I've never done well with a head hunter. I've never done well with somebody recruiting for me it's always been through someone I know and I've tried agencies before. I've spent money before for whatever reason they don't stick. The talent is good if they don't know my brand or they don't know me in advance for whatever reason doesn't go. So how do you effectively recruit talent for so many companies and how does that match really work? Paul: Yeah, that's a good question. I mean I think what they need and recruitment's really tough because it's not only a matter of just the skill set that they have, but it's also how do you fit that person into a culture? Even if they have the incredible skillset. I mean that person might be really successful in one company, but then they go into a different culture and then they're completely off. So it is a little bit of a difficult process, but you said that most of your hires have been referrals. That by far is the best way to hire people in your company. Is if somebody in your company or yourself or someone that you know and trust vouches for them then that's fantastic. It's almost kind of like dating. If you meet someone and they're like, yeah, they are a great person, then generally you're going to trust that. Paul: But, if you don't have that capability, it is really important to stream that person properly. Now there's no silver bullet. So I mean you've kind of seen it. There's no silver bullet in picking the right person off the bat. I mean employment's like a dating process. So what we do is one, we're very narrow in the things that we do. So we know the skill set. So if you're a generalist and you're trying to do everything for everyone, like the larger staffing firms, it's really hard to understand what kind of skills are looking for cause you have to master one particular vertical. So what we do is we're mastering one specific vertical and understanding the skillset so the candidate is an optimal candidate from a skillset perspective. Then what we need to do is really, really build that relationship with the client. What is their team like? I mean not only the culture of the company, but what's the team like? How do they operate? What are they composed of? I mean what do they like to do? So you can look at the intangibles and the tangibles and place that candidate properly. Paul: So that's kind of how we do it. We really have to, I mean it's like a dating process. We got to make sure that we know our client really well so we know exactly what kind of candidate put in there. Stefan: I like what you say about the dating and I teach people real estate investing and they'll say, "How do I get a good deal?" And I'm like, "Bro, you got a good deal in real estate just like dating." You pick the most beautiful girl at the school, the Prom Queen. And if you go ask on stage wearing her sash that says homecoming and her tiara, you're never going to get a date. But if you wait for her to break up with her boyfriend and she's under the bleachers crying, wearing some dirty sweatpants with makeup running down her face, that's the time where you go in there and go, "Hey baby, look, let's grab a cheeseburger." And she's like, "I've been hungry for years. Let's go." And so it's really interesting 'cause I think people always try to over complicate business. Stefan: We always go, "Oh man, it's different. My industry is different. This business is different. This time it's different." It never is. It really is just dating. It's relationships. And I like what you said about, it's almost like a marriage. These two people have to come together, the culture has to come in with the skill set and it has to fold together. What do you think when you're out there recruiting people Paul, what's the most important thing that you look for in any candidate? Maybe like is it grit? Is it drive? Is it just general intelligence? What's something that when you're just meeting talent that you want to see in just about everybody? Paul: For me what I'm looking for is an intangible skillset. You can have someone that has the most impressive resume, the most impressive of education, but if they don't have a personality where they can build relationships, well I mean, at the end of the day, the fundamentals of business is relationships. If you do not know how to build a relationship, then you're just going to fail, period. I mean like, you know, I don't care how much you automate things, all the click funnels I hear, if you do know how to shake hands, talk to somebody and really build that relationship, you're not going to be successful, period. So I want to make sure that one of the things that we make sure it is how do we converse with this person? Will this person be able to influence other ... I don't care if it's an individual contributor or a manager. They need to be able to interact with people regardless if they do software development or if they're a nurse. Paul: So relationship skills are very, very important. Communication skills are very, very important and that's what we look for first and foremost. It's not a complicated thing, but I think people would really want to work with other people and that they can kind of get along. And if that happens then what happens is you build trust, right? So once you build trust, because you [inaudible 00:06:37] then you can kind of work through anything else. Stefan: I love that. So is it more, would you say, are you looking for more he EQ or IQ? I guess you're more of an EQ guy. Emotional quotient. Paul: I'm an EQ guy. I mean most of the people that I have, you know what I first did this, I was looking for skills, but when I started my company, I was looking for grit. I was looking for someone that had tenacity. Someone that wanted to improve, I can teach them the skills, I can't teach them to drive. Stefan: You just got to respect the grinding bro. Yeah there go. You've got a gong already. A gong's been hit man. I like that. You know, grit is something that in the military academies, they noticed that that's the number one thing that keeps people going. And one thing I say all the time is, I fail at 80% of the stuff I do. I'm failing all the fricking time, man. I'm an entrepreneur, so it's constant failure. And then the 20% I win on is so big. It handles all the losses and then some. Now, how would you describe grit? What is grit? What is the ability to keep going? What is that? Paul: You kind of hit it on the head. It's like for me happens after my why. Why do I want to achieve something? Why do I want to, what is it that's important to me? Once I fundamentally understand why something's important to me, then it's the dedication. What I've learned about grit is grit really is the ability to embrace failure, right? And really learn from that failure. 'Cause here's the deal. I don't care what you do in life you're going to fail. I don't care if it's walking down the street. One of these days you're going to fail. 'Cause I look at things this way, you're going to fail or you're going to succeed. And those two instances for failure, I'm going to learn something. I'm going to learn something really quick so it doesn't happen again. And if I do that, then I'm going to succeed. So I try to rush into failure as much as I can. Paul: I try to embrace it as much as I can and I look at it, I think being able to have grit is you can look at that failure not as a failure itself, but an opportunity to learn. Because all of us entrepreneurs, if we don't know how to learn from our failures, we're never going to be succeeding. So I've kind of looked at it in a different perspective. I actually enjoy failure because it's like, "Oh crap, I didn't do this right. Well let's try to figure out something else." So that's how I see it. So I think grit is the ability to understand that failure is more of a learning opportunity and something that sets us back forever. Stefan: I like what John Maxwell says. He says, "You either win or you learn." Paul: Yeah. That's in his book Failing Forward. Stefan: Yeah, you win and you learn. And that's just something I started to do in my life. I had some pretty hardcore things happen to me this year is what's the meaning of this? What's the story? What am I learning here? And I don't know if you ever read the book Man's Search for Meaning. You ever read that Viktor Frankl? It's one of Tony Robbin's favorites, and it's about a man who was thrown in the Nazi death camps in World War II. And he had a book manuscript, I guess he was like a scientist or something. A book manuscript he was going to publish and the Nazis took his book and they I don't burn it or ripped it up. They took it away from him. And what he noticed when he was inside the death camps was the optimist died first. So the people who were "Oh, we'll be out by Christmas, we'll be out by Christmas, we'll be out by Christmas." Stefan: Christmas comes, they die of a broken heart. But the people who lived through the death camps were the people who had meaning and they had a child to see. They had a book to write, they had a spouse to go find after the camp. And that to me when something bad happens to you in life, it's so interesting because there's two meanings. There's the victim meaning you can have, and then there's the, what am I learning meaning. Is that something you see in some of these very successful people where they have major setbacks and kind of the bigger the setback, the higher they climb? Paul: Yeah, yeah, absolutely. I think a lot of people that have overcome tragedy, have been very, very successful because they know how to adapt to it and they know how to get over it. I think when we first started talking, I told you I never really wanted to be an entrepreneur. I was kind of forced at it where my wife died of cancer at 36 we went through a four and a half year battle with cancer. I was left with a four year old. I had $150,000 in debt. And it's like I had to make a decision at that particular point. I had to look up my why, which was my daughter. What am I going to do? Am I going to crumble? Am I going to fall apart? I mean, that's not an alternative that I want. So I did, and I had no idea how to start this company. Paul: All I know was I needed to do it. So with that intensity and that drive, I said, I have to make this happen. And after that what's all your focus is I think from tragedy, once all your focus is pointed to one direction, then you'll start to see the opportunities that you've never seen before. So, I mean, I think people that have gone through tragedies and really decided to not let that tragedy define who they are, but let their choices make them who they are, that you see magic when that happens. Because intensity to succeeding and making sure that they're never defined by what happened to them in life so. Stefan: Bro I'm giving you a gong. I love you, man. Dude, I love you man. You know that story you have. I'm so sorry to hear your wife died. I mean that's just the most brutal thing. But I love that you picked up the pieces and I love that you saw the why in your daughter. And I love that you were able to get that emotional charge 'cause so many people would have folded like a lawn chair. It's so easy. Whenever you go downtown, you see a homeless guy on the side of the street. That's someone who folded a lawn chair, but you said, "No, I'm going to use this. I'm going to use it as fuel." And it's tremendous to see what you built. Now shifting gears a little bit, Paul- Paul: I actually wanted to kind of comment on that I don't know it's going to be ... I have colleagues and friends that have children right? And every time I hear them they say like, "Well, I can't do this. I can't do that. I can't do that because I have to take little Johnny or little Cathy or little whatever to the baseball game. I can't do that." I decided and I think people should decide that you know what? You don't make your children your reason why you can't do things. You make them your reason why you do, do things. Stefan: Oh, another gong. Bro. We're hitting today. Church of the grind is in session. Damn. Instant replay on that. I want you to say that again for the kids at home. Paul, one more time. Paul: Yeah. Absolutely. I mean, I have colleagues and I have friends that continuously tell me "I can't do this because I have to take little Johnny, or they have to take their children or their little Kimm…

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    How to FREE yourself with the Dollar Vigilante, Jeff Berwick Feb 11, 2019
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    He's a libertarian, anarcho-capitalist. He hosts the biggest conference, Anarchapulco, for anarcho-capitalism. He's The Dollar Vigilante. Originally from Canada, hailing from Mexico. Jeff Berwick Stefan: Ladies and gentlemen, welcome to the show, Respect The Grind, with Stefan Aarnio. This is the show where we interview people who achieve mastery and freedom through discipline. We interview entrepreneurs, athletes, authors, artists, real estate investors, anyone who has achieved mastery and examined what it took to get there. Today on the show, I have a very special guest out of the norm, Jeff Berwick. He's a libertarian, anarcho-capitalist. He hosts the biggest conference, Anarchapulco, for anarcho-capitalism. He's The Dollar Vigilante. Originally from Canada, hailing from Mexico. Jeff, good to have you on the show today. Respect The Grind, my friend. Jeff: It's a pleasure. Thank you. Stefan: Yeah. I really appreciate having a guest like you on the show, because we normally talk about like business and making money, and real estate. A lot of people listening to this show, they want financial freedom for themselves, and they're trying to make money. They're trying to invest, whatever that means. It's cool to have a guy like you on the show. We had a mutual friend of ours, John Sneisen, on the show a little while ago, and I love talking to guys like you, because we end up talking about the money system. We talk about freedom in the free world, free speech, all this kind of stuff. For the people at home who don't know you, Jeff, can you introduce yourself in your own words? Who are you, and why is this a relevant conversation for us to be speaking? Jeff: Sure. Yeah. Actually, it's a totally relevant conversation that's everything that I talk about. I've been doing that for about nine years now, since 2010, with The Dollar Vigilante, which is a anarcho-capitalist financial newsletter talking about how to free yourself. Not just financially, but in every way possible. Of course, for people that don't understand the word, "anarcho" means anarchy, of course, and that's a Greek word which means "an," without, "archy," ruler. I just believe that no one should have a ruler and no one should be a slave. I don't know why that's controversial at all, but that's the government indoctrination camps that people have had for about 12 years that most people have been forced into. Jeff: Then the capitalist part, a lot of people actually misunderstand that word, too. They think that what you have in the U.S. today is capitalism. There is a small part of capitalism still remaining, and that's why the U.S. is still standing, but it's mostly fascism, and crony capitalism, and what I call crapitalism. Really, when I say "capitalism," I just mean free market. I've been, and completely free market, so no government involvement whatsoever, no taxation, no regulation, no central banks, and no fiat currencies and things like that. I've been doing that for about nine years. Jeff: I also do a podcast called Anarchast. I've been doing that for about seven years, and it's grown quite a bit. It's nothing too huge, but it's actually spawned an entire conference now called Anarchapulco, as you mentioned. It's now the world's premier liberty and freedom event held in Acapulco, Mexico, every year. It's coming up in February 14th to 17th. We're expecting about 3,000 people, because the freedom, the idea of it is actually growing, believe it or not. I've been doing all that stuff for about, as I said, about eight or nine years now. Stefan: That's tremendous, Jeff. People like you, I really got to salute a guy like you, because it's not easy. It's not easy going against the grain. It's not easy speaking out about this stuff. It's not a popular table topic at the Thanksgiving table or the Christmas table. I remember when I was telling my family years ago about the money system at like at Christmas dinner or Thanksgiving dinner. Everybody got up and left. The average person doesn't want to hear about how they are enslaved. They don't want to hear about the money system. I remember years ago when I was 21, 22, I read a book called Atlas Shrugged by Ayn Rand, and that's the capitalist bible. The communists have Karl Marx, Das Kapital, and then the capitalists have Ayn Rand's Atlas Shrugged. It's number two most influential book in the United States. Stefan: Can you explain to the people at home, that's where I've first heard the word "libertarian." What's a libertarian? Because people, we're from Canada, or I'm from Canada, in Winnipeg, today, and people hear "libertarian," and they think libertarian is liberal, because it's L-I-B. They don't know the difference between the two words. What's a libertarian? Jeff: That's interesting you're up there in Winterpeg. I'm originally from what I call Deadmonton, so up in Canada. Stefan: Dude, that's the other Winnipeg. I'm giving that a gong. Bang. Just gonged it up. Deadmonton and Winterpeg. Jeff: Yeah, so the word "libertarian," I actually didn't even really know the word until about 15 years ago. It's become quite popular. It's become fairly popular since Ron Paul ran for president in 2008. Really, what the word means is, well, it's pretty simple word, "libertarianism." What it means is that if you're a libertarian, then you hold as one of your highest principles liberty or freedom. If you truly hold that as one of your highest principles, then you should actually be a anarchist, because an anarchist believes in complete freedom. It believes in the freedom of the individual that no one has the right to enslave and say they own another person. Of course, whenever you have a government, you're just born somewhere, and they go, "Well, you're ours now," especially in the U.S., where every baby born today in the U.S. has a quarter of a million U.S. dollars worth of debt and liabilities overhanging it from the government that it's supposed to pay off. Stefan: My God. Jeff: That's absolutely criminal and absolute tyranny and slavery. That's what we have in every country today, as well as Canada and every other country. A true libertarian truly believes that no one should be ruled or owned by anyone without their permission. Of course, there's a lot of people who don't mind being owned or being slaves. They're called statists, and if they want to do that, that's fine. I have no problem. As a libertarian or as an anarchist, do whatever you want. Just don't aggress against me. The only problem is, when they get these governments going, they always seem to include us and seem to think that, "Well, you are now owned by whichever government in whatever area you're in." I just completely disagree with that. Stefan: Yeah. I saw Jordan Peterson. You're probably familiar with Jordan Peterson, right? Jeff: Yeah. Stefan: I saw Jordan Peterson speak in the summer. He was speaking here in Winnipeg, Winterpeg, at the Burton Cummings Theatre, and he said something interesting that I thought something that I think people need to hear more often. He said, "The human race for most of history has lived under tyranny. We used to have monarchies. We used to have feudalism. For most, most of the human race, we've had tyranny, and for very brief times, we've had democracies or republics, but democracy lasts for about 250 years. Then it turns into a tyranny, usually, and then after that, turns back into a monarchy." Why do you think monarchies and tyrannies have existed throughout history, and why does it always seem to consolidate power like that? Why can't we just stay as a democracy or republic all the time? Jeff: Well, first of all, I'm not so sure about human history. I think most things we're told about history are lies, and so really, anything beyond a couple of hundred years ago, I really have doubts about what really happened. I really don't know what happened, but I don't trust anything that we're told by the media, or the governments, or the schools, which are all sort of the same sort of people running those sort of things, but what I understand happened is, a few hundred years ago, there was things like kings and queens, and they were doing that quite a bit. They were going around doing similar things that governments do today and say, "Hey, you were born here, so now you have to pay us a certain percentage of whatever you make," and that sort of a thing. Jeff: Really, a few hundred years ago, and it sort of seems to have happened in France, which is kind of interesting, because there's a bit of an uprising happening there again right now, is a lot of people said, "This is crazy. Just because you're born, this whole idea of kings and queens is so insane." I love the Monty Python, I think it was in the Holy Grail one, where the king's walking around, and he's like, "I'm your king." They're like, "You're who?" He's like, "I was born of this mother," and everyone's like, "What?" He's like, "I found a sword in the lake, and therefore I'm your king." They're like, "You're crazy," but for whatever reason, people kind of fell in line with that. Jeff: Of course, a lot of these monarchies were really tyrannical, and they would really, if you didn't pay them, they would kill you, that sort of a thing. That's very similar to governments. A few hundred years ago, people kind of woke up from it, and they said, "Well, this is stupid." The people who were in control at the time really realized they're going to lose a lot of power, and so they came up with an absolutely ingenious idea. That ingenious idea was democracy, which is a totally heinous, evil system of mob rule. If you have 51% of people decide that legally they can kill the other 49%, then everything's fine. Jeff: It's absolutely insane and just keeps people battling each other, but it's absolutely ingenious, because they've managed, through the government indoctrination camps, and through the media, the mainstream media, television, propaganda programming, to tell people that, "Oh, when you have a democracy, then you are the one who rules yourself, and you get to rule yourself by voting once every four or five years. You get to tick a box," and then some guy goes somewhere, and he makes decisions about what you're going to have to give up and how much they're going to extort you and things like that, but it's absolutely an ingenious idea. It's worked now for a few hundred years, and people have really fallen for it, but they're starting to wake up to it. That's what we're starting to see across the world, really. Jeff: We're starting to see that in France right now. Again, they're starting to realize, "This is absolutely insane that we have people ruling us without our permission, and taking our money, and things like that." Even Donald Trump, in the U.S., was to an extent an awakening of people going, "This system is horrible. We've got this total political class that is totally ruling us and just totally enslaving us." Jeff: What they thought was, "Well, we have democracy, thank God. We have democracy, so we can elect someone else," so they elected a kind of a bit of an outsider, Donald Trump, who's best friends with the Clintons and has been involved with central banks and with the Bush family for decades. His family's been very involved with the Bush family, so he's been very involved in the political class, but he came in as sort of an outsider, and you kind of see a lot of people saying, "Oh, he's an outsider, so he can fix things." He's not an outsider whatsoever. It's another sort of ruse in the whole democracy game, but really, that's what we've got today. Jeff: Now, what we've got at The Dollar Vigilante, I cover how bankrupt all these nation states are, how the central banks are printing money until we're going to be, hit hyperinflation very soon, so we're very near the end of this sort of system of these big nation states, of these big welfare states, warfare states, Big Brother nanny states, where everything is controlled, and regulated, and extorted, and taxed, and that sort of a thing. It's all going bankrupt right now, so even if people didn't wake up to what I'm talking about, we're still going to go through a massive amount of change in the next few years as all these systems all go down because they're all bankrupt. Stefan: Yeah. Well, there's a ... Man, Jeff, you said a mouthful there, man. I don't even know where to start, but I'm going to try to weigh in on what you said there at the end. Now, I wrote a book here called Hard Times Create Strong Men. I'm holding it up here for the camera for the people at home, and the cycles of history, as I understand it, goes like this. Hard times create strong men. Strong men create good times. Good times create weak men. Weak men create hard times. That whole cycle takes about 80 years, and every 80 years, there's a major war, a major crisis, a major reset. 80 years ago was World War II. 80 years before that was American Civil War, and you can trace this back in history. 80 to 100 years, every 80 to 100 years, is a major reset. Now, if you trace that out to the future right now from World War II to now, 2020 is the next "hard times create strong men." Stefan: That's what the book's about is, the men are becoming weak. When men become weak, the backbone of society falls apart. The family falls apart. The churches and the freedom of that falls apart, and what we end up with is some sort of major crisis. Would you say something like that's coming up? Jeff: Oh, absolutely, and I think those cycles are very true. If you just look at anyone who's like a rich kid, so his father most likely worked really hard his entire life and amassed a fairly large fortune, and then the kid comes along, and he's just pampered, and he never does anything. He never learns how to do anything. He never has to learn anything about life, and they usually become idiots, and they actually end up usually wasting or losing most of their money. This is a very natural sort of a cycle that can happen if you're not smart, if, as a father, if you make a lot of money, you don't just give it to your kids. That's absolutely ridiculous. Talk about a really great way to destroy your children, but the big problem with that cycle that you just mentioned that's been going on now for centuries is the government. Jeff: When you get the government involved, it's not just people who are destroying themselves through the cycle of people having to have hard times to get better and actually learn skills and work hard, and then they get soft afterwards, and then their kids get really soft and that sort of thing. That happens all normally, but when you add the government into it, it gets way worse, because then what, that's exactly what we're seeing today in a place like the U.S., which used to be quite capitalist. It has been fully capitalist, really, since its inception. It hasn't been, definitely has not been capitalist since 1913 when they first put in the Federal Reserve and the income tax acts in the…

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    How to make money with TYLER HARRIS Feb 06, 2019
    Show notes

    Tyler Harris has sold over 8,000 life insurance policies face-to-face in about three and a half years. He runs two agencies, over 140 agents, he runs two podcasts, and he says he's just an ordinary guy doing extraordinary things. Tyler Harris Stefan: Ladies and gentlemen, welcome to the show Respect The Grind with Stefan Aarnio. This is show where we interview people who have achieved mastery and freedom through discipline. We interview entrepreneurs, athletes, authors, artists, real estate investors, anyone who has achieved mastery and examine what it took to get there. Stefan: Today on the show, we have a superstar, Tyler Harris. He's sold over 8,000 life insurance policies face-to-face in about three and a half years. He runs two agencies, over 140 agents, he runs two podcasts, and he says he's just an ordinary guy doing extraordinary things. Tyler, welcome to the show, Respect The Grind. Tyler: Thanks for having me, Stefan. It's a pleasure to be here. Stefan: Yeah, man. It's really great to connect with someone like yourself. You know, we got a lot of real estate people on the show, I'm an investor myself, so I've got into house flipping, and that's been my thing. But super cool to have a life insurance person on the show. Stefan: Now people who are out there wanting to make money, one of the biggest things I find with my audience is a lot of people want to make 100 grand, they want to get into sales, they want to hustle, they want to grind. They're younger, they don't know what to do. Why did you choose to get in the insurance space of all things? Tyler: That's what I love about the whole story, and it's what I preach about when you have the average person that says, "Well I don't really do something that interesting. Why should I put myself out there on social media." I'm like, "Aye, I sell life insurance. There's nothing interesting about that whatsoever." Tyler: But man, mine was purely out of circumstance. Some mentors came into my life when I was at a really bad place. I was broke, I was in debt, depressed, had gone through a business failure, a marriage failure. These mentors came into my life and really breathed life back into me. I joke around today and say that if they were selling rubber bands at the time, that I'd be sitting here with you guys as the greatest rubber band salesman of all time. Stefan: One gong right out of the gate for comedy, man. Good for you. Tyler: They happen to be in the insurance business, and gave me an opportunity. Quite frankly, it was exactly what I needed because it was transactional, fast-paced, and it gave me the ability to build my confidence back very quickly. I put in effort, I got a reward, I put in effort, got a reward. That became an addicting process to see how much reward I could get out by the effort put in, and it just so happened that insurance was the product that we were selling. Stefan: Eight thousand life insurance policies. That's a big number, man. How many people do you have to meet with a day to make that kind of sale? Tyler: It's an insane amount. We have developed a very, very narrow niche and built a system around going all in on that niche. That's the biggest thing that I preach to people, is developing a system around working with the people that you want to work with, but developing a system in a way to where every word that comes out of your mouth, it's like if you're speaking to someone that speaks Spanish but you're speaking German, it's gonna be difficult to sell that person. But if you speak Spanish to them, then they're gonna be able to make a buying decision a whole lot quicker. Tyler: We know exactly what to say, how to say it, what to wear, what to have in our hands, the motions that we go through, the certain clothes that we use to be able to extremely efficiently sell and do a whole lot of volume. That's been the precursor to that volume. But at the end of the day, a system is all good and well, but it's the hard work that goes into that system. We've had plenty of people that have come in, and we've given them the magical system, and they've done nothing with it. The rest is left up to the individual, and the amount of hard work that they're willing to put into it. Stefan: You know, I love what you said there. There's two things I love. You say, "Rich in the niche, rich in the niche," we're Canadian, so we like to throw some French in there, rich in the niche, rich in the niche. Stefan: I got a question for you, Tyler. I've been training people for six years. I'm a real estate investor, I was buying, fixing, selling houses. I came from the private equity world. I was good at raising money, eye for design. I'd flip up to 30 houses a year, and people would see that and they'd go, "Man, I want to flip houses like Stefan," so I start coaching people. Stefan: Now I learned a dark thing when I started training and coaching people, and the dark truth that I discovered, maybe you can confirm or deny this dark truth, is that 50% of the people just do nothing. You sign up 10 guys, and half of them just literally do nothing. They buy the cake mix, but they never make the cake. They buy the IKEA furniture, they never build the bed, or whatever. Do you find that number to be ... Is it 50%, no matter what they just don't do anything? Tyler: I think it depends on what your process is. With our recruiting process, yeah, 100% in the beginning we found that. We have gotten laser focused and have gotten our recruiting process down to a science to where we know when we bring someone on, that they've got a 90 plus percent probability of succeeding, and it's through about eight different layers of a recruiting process to weed out those people. But that's only being done through trial and error of the beginning of running through a million of those 50%-ers. Stefan: Right, right, right. Yes. Tell me about the recruiting process. Eight layers of weeding out the guys. Let's hear about that. This sounds like you're joining the Navy Seals when you're joining Tyler Harris for insurance. Let's hear it. Tyler: It's almost that tough. But number one, all of our recruiting efforts, it's all done through Facebook. That's the only place we recruit from. When they come in, they got to submit an application, and then they've got to upload their resume. They've got to answer a bunch of essay questions. Then they go to their first interview, which is face-to-face with our head recruiter here in house. Tyler: From there, they're given a script that they have to go memorize in 24 hours, and then they have to come back 24 hours later and interview via Zoom, and perform that script. That script is similar to one of our sales processes. They've got to be able to perform that, then from that we give them some feedback that our head recruiter gives them some feed back on what they could have done better, and then they have to go perform that script again the next day on video to see if they can actually follow some instruction and follow some feedback. Tyler: From there, we go through and in-depth personality profile assessment. It's the one that we found that works by far the best. It takes all of them and throws them together, and puts them on steroids. Stefan: Which one's that? Tyler: It's through TTI, through a group called The Rainmaker Group, and it's incredible. It's the only one that actually has a patent tying the results to actual brain research. Myers-Briggs can't say that, strength finders can't say that, none of the other DISC can even say that. Tyler: But this one is pretty remarkable, and we have created basically a money ball style system of grading the recruits, and knowing what the probability is of them being able to succeed. They're gonna do that. They also have to do a two-minute phone call pitch on why they're the best fit, and we make them at the end do a video pitch as to why they are the best fit for that particular territory. We take all of that, we bring it to our meeting that we do, just got out of it on Friday mornings. There's six of us that watch the video of the person, hear all the information, hear that money ball grading score, and we make a decision. From there, they go to one last interview with our Director of Training, and from there we make a final decision on somebody. Stefan: Wow. I'm gonna give that a gong. That is probably the best recruiting process I ever heard. I got a very tough one myself. We make people do four book reports. They have to read all of the books, so I guess it's five books. I've written five books. They got to read five books and do book reports, and they got to pretty much be ready on day one to come in and sell. But yours is damn good, man. Stefan: Now let me ask you this, Tyler. What's the failure rate if 100 guys sign up for your recruiting process, how many make it to the end? Like two? Tyler: Maybe three, but it's low. It's two or three, and we like it that way. It's much more cost effective that way 'cause we invest heavily. The insurance industry, it's notorious for just churn and burn, bring a bunch of people on, see if they can stick for a few months and then invest in them when [inaudible 00:07:53] bring them onboard, our training and onboarding process is intensive, and it's expensive on our side. We want to make sure that the people that we bring on and we invest heavily in have the greatest possibility of giving us a return on that investment. Stefan: That's awesome. I love it. It's almost the opposite of what you'd see in the industry. I've been running a sales team now, so we do high-ticket coaching and consulting in the real estate space. I've gone through, I've collapsed five phone teams, I've failed five times. The sixth time I got a good team. Stefan: What's the key to running a good sales team? Is it having a great manager? Is it great training? Is it great recruiting? Is it all of the above? What do you think is the linchpin there to make it work? Tyler: It's certainly all of the above, but I think the most important is having the leadership, having them lead by example, and having them have been in the field. The CEO, myself, and my other two partners, there's four partners in this business, we all have been in the field, and we all excelled at an insanely high level. We know what it's like. We're not afraid to go out today and go sell with the agents. Tyler: To me, there's a big issue in the sales industry as a whole, and its current credibility versus past credibility. The way I like to talk about it in sports terms is you've got a guy that makes it into the NBA. He plays for X number of years, he's a all-star, a couple championships, retires, makes it to the Hall of Fame, then becomes a coach. He's able to coach that team because he has these insane accolades to be able to use past credibility. Tyler: What the reality is, in most organizations, they haven't been around long enough to have that level of past credibility, so it has to all be about what are you're doing right now, versus what have you done. I just want to be the hardest worker in the room at all times so that the people that I'm telling to do something, I can never tell them to do something that I am not doing myself or haven't done. Stefan: I'm gonna give you a gong for that. It's all about the integrity, man. You wouldn't ask someone to do something you haven't done yourself. Stefan: Now let me ask you this, Tyler, how important ... It sounds like you guys [inaudible 00:10:06] some technology in your training and technology in your recruiting. How important is technology to what you're doing right now? Tyler: Technology is huge. It gives us the ability to onboard our agents all over the country at one time. We use a bunch of different ... We're huge with role play. Role play, role play, role play, role play. It's the biggest asset as far as training sales people, and we have some software that we use for that. We're constantly having people certify or re-certify using that role play software. Tyler: But even down to the agents that are in the field writing the policies. Everything's done through e-app now. They're able to right at that application, have that thing submitted and have a commission check in their bank account 48 hours later. Whereas that process used to take a lot longer when you have paper applications having to be sent through the mail, and processed, and all that. It makes everything a lot more efficient. Tyler: To me, the biggest thing, especially when a salesperson is first coming onboard, you got to get a check in that person's hand as quickly, as humanly possible. Technology enables us, from a training perspective, to get them completely certified and ready to sell faster, but also that e-application process gets those commission checks into their bank faster, which builds that belief, and that's when they'll really go all in. Stefan: I love the word you use there is belief. I find that the biggest thing with no matter what you're training on is we train people to flip houses, and a lot of them have the dream of flipping a house, a lot of them watch the videos with flipping the house, they read the book about flipping a house, they come to the seminar. But until they go into the field with their coach, and see it, and touch it, and taste it, and smell it, and feel it, then they believe in Disneyland. Do you find that's the same thing with training insurance guys or sales guys, is that they got to watch someone do it so they believe it and they see it? Tyler: Yeah. I agree. They've got to watch someone do it, but they've also got to go out and do it themselves before they get to certain aspects of the training as well. Tyler: We have a boot camp training that we bring them into our home office, and it's like drinking from a fire hose for two and a half days. But we strategically put that in the process once they have been out in the field, and they've had a few weeks of success and failure. We want someone that's gotten their teeth knocked in a couple of times, a bloody nose here and there, so that now when we bring them back to training, and we can really refine those skills, now they're being able to learn things based on experience, "Oh yeah, when I was in that situation, when I did get that objection, that's how I should have handled that." Tyler: In the past, we were doing all of this training upfront, then sending them out. But some of the training you have to be in that environment first to really understand the importance as you're going through that part of the training to understand that, "Hey. Man, I've experience this a couple of times. Now I know how to handle it. When I experience this again I've got it." Stefan: Yeah, I love that. It's all about building up that bank of stories, and the stories make the beliefs, and the beliefs make the reality. I think that's really powerful. Stefan: Now Tyler, let me ask you this. Sounds like you're in almost a blue ocean strategy. You're doing something that I've never even seen or heard of anybody doing what you're doing, which is super cool. Do you think that for mastery, let's just say you're a master right now, do you think it's more important to be a master right now on the creative side or the discipline side? 'Cause I think the creativity and disc…

    Full show notes at the publisher

    BRYAN CASELLA, the massive Real Estate broker Jan 29, 2019
    Show notes

    He is a coach. He's a real estate broker. He's a real estate agent. Ex-professional basketball player, and he's grown a pretty big YouTube channel. 110,000 subscribers, which is super, super impressive. Stefan: Ladies and gentlemen, welcome to the show, Respect The Grind, with Stefan Aarnio. This is the show we interview people who've achieved mastery and freedom through discipline. We interview entrepreneurs, athletes, authors, artists, real estate investors, anyone who's achieved mastery and examine what it took to get there. Stefan: Today on the show we have a friend of mine, a new friend of mine, Bryan Casella. He is a coach. He's a real estate broker. He's a real estate agent. Ex professional basketball player, and he's grown a pretty big YouTube channel. 110,000 subscribers, which is super, super impressive. So, Bryan, welcome to the show, Respect The Grind. Thanks so much for joining me, man. Bryan: Stefan, thanks for having me bro. I'm excited to be here and ready to drop some knowledge. Stefan: You're a young guy, 32 years old. I'm 32 as well. You've done a lot of things in your short life. Tell me Bryan, looks like it's pretty good today. Was it always like this or where did you get started? Bryan: No, man. Growing up, my family is actually from South America. I'm the first one from my family. Born in LA in the states and growing up, I wouldn't say that we were terribly poor but I didn't have a lot either. So we were very just meager, but okay. Barely above poor, we can say. I remember growing up and seeing a lot of scarcity around me from being told that Lamborghinis and nice things just weren't going to be a part of my life. I still remember to this day being three, four or five years old and just telling myself, "It can't be like this. I have to break out of this. I wasn't meant to live this way." Bryan: So, growing up around age 10 or 11 is when I got into basketball like we were talking a little bit off the air, and I just really dedicated myself to that and I had dreams and aspirations of getting to the NBA. By age 14, 15, I really just started grinding every day. People would be on vacation, people would go party, I would be in the gym working out and getting some shots up. I went into college, I got a scholarship, I played in college. You fast forward after that, I played professionally in Europe and South America for three years. My last year I injured my left ankle the second time and had a second surgery on it, at which point it took a toll on me mentally and it really affected my ability to play. So, at that point I said, "Okay, that's it, I'm done. No more basketball." At that point, I'm age 24, 25. Bryan: Getting out of that I fell into a year of just being completely lost, didn't know what I wanted to do, felt almost borderline depressed and sorry for myself until one day I decided, you know what, I have to change something. From that moment on, I just kind of, you can say, put the switch on to look for something outside of basketball because I did basketball from age 10 or 11 until 25, and I came across one of those cliche signs we see in front of the real estate buildings that says, make 100,000 your first year as a real estate agent. And in my mind, I said, okay, everybody's not doing that for sure, but there's probably one guy who's done it and he's cracked that code, let me go talk to him. Bryan: So, I walked in, long story short, I talked to the broker for two hours, I signed up, got my real estate license and I just never stopped, man. I just grinded my first couple years, then I've built my team and I got to where I'm at today. But that decision to do it changed my life to get into real estate for sure. Stefan: I love the stories about the athletes turn business people. It's always like the most rewarding for me. I used to be a captain of volleyball team in high school, I played basketball. I'm not a very good basketball player, most not a very good singer, but I love seeing the transfer of athletics to business. Why do you think it transfers so easily, Bryan? Bryan: Well, I think a lot of the core fundamentals if you apply them, you'll do great because I would say most athletes, especially if we get to a high level, we have a very high level of discipline and commitment to the sports. All we need to do is transfer what we're doing on the field or on the court into the business world. And more than anything, I think we're all super competitive. We want to be number one, we want to beat everybody else and that's ultimately the drive that keeps us going and I think allows most athletes to transition into sales jobs or the business world, it gives them a much better headstart or opportunity than everybody else. Stefan: Yeah, it's really all about discipline. Now, Bryan, we talk to all different people on this show, and we sometimes have actors, artists, authors, real estate people, why is real estate so attractive? Like, it seems to me that everybody on this show has either made it in real estate, they're holding in real estate and all millionaires in the world are either made or held in real estate, why is real estate so attractive? Bryan: Well, at the time, man, when I looked at it, especially, I would say, anybody under the age of 35, it seems from the outside like a very low barrier to entry type career with a huge upside. Meaning, you can get licensed especially here in California, you can do your three courses and state test and be licensed within, I believe, three, four months. So, it's really quick, you spend maybe $1,500 max and now you can sell a home which out here in Southern California the average price point now is around 600,000 or 700,000, and you can make 15,000, 20,000 depending on what commission you get. That alert to people, just the dollar is I think really what attracts them. Bryan: Now, they get slapped in the face right when they start in the reality of how difficult it is to put these deals together and actually build a business with it, but I think that's really what attracts people is the fact that you can create this business where you're kind of like an entrepreneur and by yourself and you can make a lot of money right away. I think that's really the ultimate attraction for most people at least below the age of 35. Stefan: I've heard a lot of times, "I don't love real estate, but I love the benefits." Would you say that's true? Bryan: Absolutely. Yeah. 100%. Stefan: Yeah, lots of benefits. Now, something you said there is like really, I think, important that people need to hear is, people get excited about the money and they get excited about the 100 Grand or whatever the thing is, and then you said, it's a lot harder to put a deal together than you think. Tell me, why isn't it just magic and why can't everybody just make 100 Grand in real estate? I'm a real estate investor. So, my background is I came from raising capital and flipping homes. That's what I do. I'd flip homes, sell more money. Never been an agent, bought the course three times, but always been pure investor. I teach people now how to be investors and go full-time if they want to raise capital, build their brand. It's funny because I think a lot of people get in and they go, "Shit, it's harder than it looks." Why isn't it just so easy to put deals together on the agent side or the investor side? Bryan: Well, especially from the agent side, man, we watch shows like Million Dollar Listing where these guys just show up in suits to the office and they get a call, "Hey, I want to buy a $20 million house, come show it." And then they negotiate it over the phone in five minutes and the deal is closed, supposedly. When I got in and what most people fail to realize is when you get in, most brokerages and companies don't hold your hand and help you. They're just like, "There's your desk, there's your phone, get to work. Good luck." Again, most people getting into real estate don't have a sales background and it's a direct sales job. Unless you're spending thousands and thousands of dollars on marketing to bring people in, you're going to have to get out there and talk to people. Whether it's- Stefan: You still going to close it, bro. You marketing, you got to close it, man. You're paying for the leads. It's like jacked up version of that now. Bryan: ... Yeah, exactly. Yeah, because you're right. Even if I pay for the leads and they come in, I still have to make a phone call and go meet with them and still speak with them. So, I'm going door to door and making phone calls like Wolf of Wall Street on steroids and those deals don't come easy. I mean, you have to go through a lot of rejection. You have to face your own insecurities that a lot of people are not willing to do. And there's really no guarantee per se that you're going to get it because even my first couple of deals, when I sat down with those people, they were interviewing two or three other agents and I had to win them over. Bryan: So, it's not this glitz and glamour. "Oh, yeah. Hi, Bryan. I'm going to sell my house. Come on in, we're going to pay you 10%." It', "Okay, I'm interviewing you and three other guys. Why should I pick you?" And you're sitting there brand new, sweating with your cheap suit on trying to make ends meet and you're now trying to convince somebody to hire you to sell their $500,000 home or a million dollar home and that reality slaps people on the face very quickly as soon as they start. Stefan: Right. It's not cheap. It's not easy. I think it's interesting. I've sort of creating a course curriculum here over the last six years and we teach sales, negotiation, marketing, wealth, and raising capital. And it's funny because four out of those five things really is sales, and the ability to negotiate and sit there and sweat it out when you're going to get the contract. How important is it to be able to sell and negotiate in this world? Bryan: It's 100% vital, man. You said something earlier, most people say they're not passionate about real estate or love it, they just love the money. One other kind of angle that I took on it is I said, "Well, I may not per se be passionate about real estate, but if I get into this game of real estate," what you just said about sales, "that's something I'm going to dive into and learn." And that to me was an essential life tool. I still believe that people look at sales, maybe it's because of Instagram, man, and all this stuff we're seeing on social media, they still look at it as like some gimmicky thing, when it's like one of the most vital skills you can have in life because everything we do, we're negotiating all the time. Everything is sales, but people fail to look at it that way, so, I think it's 100% vital. Bryan: Like if I had a son right now, the first thing I would teach them is about sales and I'd have his head in books, and I would be like, probably doing mock negotiations with them and I'd be teaching them so by the time he's 10, he'd be like a master negotiator. Stefan: Yeah. One thing I want to do in our kids is I want to say like, "Okay, look, here's the deal. Rent starts at age three, it's one penny a month, you got to pay your rent. And then there's chores in the kitchen on a big board and the kids can do the chores, invoice mom. Invoices get paid on first and the 15th." And then if they're like, "Dad, I want money." I'm like, "Okay, you got to write me a business plan and then I'm going to give you a loan at 7% and you get some chocolate almonds, you bag them up, you go selling them door to door." You got to get the hustle on early. You got to be selling early because otherwise people will do ... One thing I see too a lot, Bryan, with coaching people is, negative view on sales is usually a negative view on money. If someone is negative on selling or being sold, they're just not going to have any money. Would you say that's true? Bryan: Absolutely, man. A lot of that programming comes into us at a young age. Like I mentioned in the beginning, I was brought up to fear the salesman, to be afraid of contracts, to look at rich people as if they were evil. I remember when I started this process of kind of reprogramming my brain, that was what I had burned into my mind was money is the root of all evil, and now let's say I get into your coaching program and you're teaching me and giving me these tools to now start making money and have sales skills, well, my own mind doesn't conflict with that because it tells me money is the root of all evil. So, I mean, I'm not going to ever get it or if I do get it, it's going to be gone very quickly. Just like I always tell people the classic example of somebody winning the lottery and hitting 50 million or 100 million, and a year later, they're broke or in a worse position than they were before they got the $50 million payout or whatever it was. Stefan: Well, it's interesting, and a lot of it comes down to changing that broke programming. I remember when I started being interested in money, I was a guitar teacher making 10 Grand a year, and teaching guitar at my mom's house in university. That's what I did. I would save 70% of my money because I read Rich Dad Poor Dad, a little book called Rich Dad Poor Dad. It says, start saving your money and take a real estate investment course. I thought, shit, that's great. So, I started saving 70% of my money, the rest went to my rent for my mom. So, I paid rent to my mom, and then I had this like sliver of money. It was like $20 a week for entertainment and bus pass. I was like, bus pass, bagels for 99 cents, and like rent to mom and the rest went into savings. Stefan: It took a long time for me to shake that broke mentality. I tried to save my way to freedom. Usually in the modern world today, you can't just save your way to freedom. The currency is always inflating, the money is always devaluing. What I've found is I had to go ... Actually, what got me out of that mentality, the poverty mentality was throwing down on some big coaches and mentors. I spent 300 Grand on coaches and mentors in the last eight years. And that really got me, it forced me into the abundance mentality and out of the scarcity mentality. What are some ways that someone can get out of scarcity and into abundance? Bryan: That's a great question. What you mentioned about investing yourself, man, I mean, I think I've spent probably 300 Grand in the last three or four years alone. Stefan: Damn, dude. Bryan: Yeah, and it's one of those things where I've just doubled down on it because it's so important. Part of that is not just, I think, most of the times the coaches and the mentors, but the people that we meet with and within those programs that has really helped evolve me because when I've put together these masterminds or I've met with coaches and gone to their events and I've been able to make new relationships and new friendships, I've been fortunate enough to get around people who don't exhibit that mindset who are way ahead of me or closer to where I want to be in the future that getting a taste of that in real time is what started shifting me mentally a bit. And I sort of, "Well, my relationship with money is so different than them. Like, let me pick the…

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