I think people need to learn how to talk to people right talking to them no matter what their interest is sales training time management personal efficiency closing negotiating personal finance and money mastery these are all things that I have done successfully in my life that I'm like hey this work for me I don't know if it's gonna work for you but I know it's gonna work I know it works [Music] JB here in the house the wolves then I got a great guest today the one you've all been waiting for everyone keeps thinking that is it yeah do you think that we have this like ongoing feud like it's the rumble in the frickin beach jungle here but dude I'm really actually excited to have you here thank you and I really appreciate you coming because I think that listen all I want you to know is that my whole album is I want to try to extract as much as I can from you about how you go out and train salespeople about your life because I want to give this massive to the audience right well I know everybody who's the better salesman he's gonna say you know honestly I think that I love to sell yeah but one thing I realized pretty quickly is I'm even better training salespeople and I am it may I'm a great salesperson but I really excel it I something about I love doing it like what I don't like sales I love training people so anyways let's start in the beginning so when did you start selling when I had to what was the first what was your first job it was that what was my who was in a clothing store how has paid 6% on a twelve dollar tie I was seven sixteen years old okay so I'd make whatever that is six percent of twelve bucks I mean okay seven dollars and what and how did you do it though you're good at that no I was terrible you weren't good at I was terrible and we offer the only time I was good at sales was when there was urgency on my part like I had to get I had to sell it like I sold furniture I was terrible I got fired I sold clothes I was fired from that job and there was one other job I think was a refinery job loss that I lost six jobs but the the only time that I ever sold anything successfully was a bunch of fish that we had caught red fish red snappers they caught hundreds and hundreds of them and I was about yourself I was on a supply boat I hang out in New Orleans Louisiana off the coast I was doing two weeks on two weeks off and I was I was helping the cook that was my job right it was it was a labor it was a total labor boat three of us on the boat we'd bring supplies out to the oil rigs I've never told this story and we one day we dropped lines over the boat about 120 foot of water and we would drop lines and it would have 120 foot line not not not a fishing pole a line right a rope dude with like like 80 hooks on it you just wait sitting way right nothing then you go over there and you pull up 60 fish every line at 60 fish really so like where was this down this is south of New Orleans okay so we catch I don't know three four hundred fish we couldn't even keep them all right snapper about this big so I tell the guys I'm like hey guys can I have your fish I mean we can't eat you know so we put it on ice and on the way home when we came in like eight days later I stopped door to door this is how I got my started my career door to door I was selling fish to homes no took the rest of businesses that okay just stay form agents hey hey guys I got some purchase fresh it right you know I did the same job by the way but with boxes of frozen steak and meat well well well I didn't have enough ice I didn't plan on I didn't right I was doing so the fish was going bad got it and I'm like I have to sell this [ __ ] right otherwise it's gonna go so what just was your wrap what was your pitch back then hey guys I got fish that was my [ __ ] I'll give you really good prices there's my straight I don't so now you're gonna go bed I got fish I just caught him you want him and that that's how I still sell today by the way okay like there's no there's no you know it's very direct to the point find out if you're interested in then I move on so if someone's not interested no there was any other things I know about I mean I you know listen I I did a little bit of checking right not that much right and bother you know the reason I don't do checking is cuz I don't wanna somebody you know this people steal so much [ __ ] out there right I mean it's always false gurus and people experts of the of the hour right yeah so I I don't make it a habit of trying to go through other people stuff so I feel it at all adopted as my own you either rightly realize that you took someone else so so I should so good dude if you watch it you will use it what you can't not use let's really okay gonna be unreasonable like what you say if you want to just be unreasonable like not stop well what if they don't want it what's that what's that game what's the fine line oh yeah I'll be unreasonable you're like father the follow up the no no no no no I mean like okay so you two types of people you have buyers and non buyers right like what you know I don't believe that I think they're all buyers you think everyone supply every person every human being you meats gonna buy something whether they might not buy my fish but then they're gonna buy insurance or they're gonna buy groceries or they're all bars but what you're selling fish though in that case I was selling fish but that does not make them a non bar of fish though that day that moment no they don't what they don't my point is everybody every buyer sabar okay so you know all I'm looking for is money anyway every seller is looking for something they're looking for money they don't want to keep what they have they're looking for money so you don't think okay so I think every bar is slowed it down for one second all right slow it down percent espeak almost as fast as me you're on the red bull I'm not question okay so if your sales many young salesmen out in the field let's say you're selling insurance right yeah and let's say you knock on someone's door I'm not interested in insurance I understand would you keep pushing and pushing and pushing no I totally understand but but but I do I don't believe that they're not not interested is an interest level okay not interested is better than before you hit that door and they said they weren't interested not interest no interest is a level of interest okay like if I have no coffee in my house I'm talking about coffee okay zero none is a quantity time for the wolf to do his thing I'm gonna sell you something that you want need and got him you gotta have these ready this real thing you see how cool this is look let's applause on the space shuttle all right it's really futuristic looking is what they use on the Star Trek I you right these are actually stated the art head earphones earbuds right these things are so cool from a company called ray con check it out all right I'm telling you these things are so comfortable I have a promise that you know a big lover of Apple right but I have problems with the the earbuds hurt my ears these are the most comfortable earbuds and they sound amazing I've actually done the side-by-side southest there's no difference they sound amazing they really do they fit beautifully check this out just see now look this blue may they're really futuristic looking they sound awesome you got two and by the way here's the other thing hello I can't hear you now hey no these things are awesome let me tell you setting it up linking it with your phone right having it linked up right you don't you do you open the thing up and it's links I've never seen anything like that talk about the definition of user friendly when they have that in the dictionary this is the picture you see user friendly you literally open up I was like oh how these things work then just open up the thing that what I swear to god it actually worked they sync perfectly with your telephone they sounds so great alright and they're the most comfortable you feel like you float with these things alright I do my workouts with them I walk around you know just talk on the phone amazing amazing all right so this is recon all right you get in that by the way these things are incredibly fairly priced a really low price I'm talking like I think I don't know the price right here but it's really just trust me just check just go to the website and check if you don't believe it they're like half of what you think they would normally be and the quality is twice as good as anything else out there that's how powerful these things are nice I'm tellin ya you gotta just consider this is nothing more than the sound and the feel and I like things that look cool you tell me this doesn't look cool [ __ ] alright come on that is some cool [ __ ] alright right there you gotta plug in to charge it I'm telling you great stuff alright and you get an additional 15% off of course you're watching this show alright something exactly and you get that additional 15% off you go to rake on are a YCO and.com alright and then you put in slash wolf okay slash wolf and you're done yet 15% off just just give these a shot all right I'm tell you I'm sure you probably have more than one set of earpiece everyone right you these are you want to have two or three I'd buy two or three these have three sets by the way just so you know but you have to have one give it a shot believe me you won't be sorry Raik on.com slash wolf this is a good one Oracle NetSuite ridiculous company one of the best software designers for the business market out there in the world I here's the deal okay I love this company because what they do is they this things that are user-friendly they make it easy for you listen as a business owner this is for business owners Madame people that manage money numbers people right you're an accountant CFO whatever bookkeeper right if you don't know your numbers yeah I'm top of your numbers is a business owner or as a CEO L your numbers are on top of you they're crushing you all right you have to know your numbers have access to them and you have to have them delivered to you in a way that's easy to follow that makes sense and what the problem is is there are lots of great programs out there to do this in the business but they typically all come from different companies so you don't talk to each other very well like one of the things about Apple it's really cool when you buy something Apple you know everything is in the Apple community so in their universe it all fits together so the phone the watch everything talks to each other iTunes right well guess what Oracle NetSuite same exact thing they have software for your business that takes care of everything and it's all built to talk to each other and communicate brilliantly so your accounting software is not you know having conflict with your receivables management with your collections with your you know you just with everything else that you have me and I'm on expert you something I delegate that stuff out that drives me crazy all right operations but the point is is this is literally a turnkey solution and because it's made by the top two companies and those three comes in the world in this area right it works like a charm there's nothing better and everything is perfectly integrated for you into one cohesive package and that's the story all right so I really want you to tip this today you gotta check this out and here's the deal you know there's Larry Ellison's this have found the Larry's a business genius all right cool guy all right this guy lives flips a great life and those how to make money and here's what you get okay so when you actually sign up as you get a free guide here seven key strategies okay to grow your profits at net squeak comm slash wolf so go to NetSuite comm slash and you to get this free guide of how to make more money from Oracle's Larry Ellison the guy knows how to meetings at the third and fourth richest guy in the world all right that's the company doing business with this is a literally a state-of-the-art turnkey solution for managing all aspects of your business in terms from the number side all right so to me that's Bank without that you're just kind of scratchier and and I promise you one things I made this mistake myself I've been in business early on early days before he learnt better a new better right I would not track my numbers I would not keep a close eye on them I use my intuition and assume certain things and you know what when you assume you make an ass of you and me and that's what happens bottom line so I would definitely didn't put this one at the top of my agenda you get a money set aside you know to invest in your business beat up this is a must all right so again it's Oracle NetSuite let me tell you exactly what you get here okay you get to download your free guide okay NetSuite dot-com slash wolf um just just give this one a shot all right see what happens you know it's gonna happen you're gonna make more money not just go to the guide because you'll be able to manage your business more effectively all right NetSuite Oracle boom big-time let me just read the website to you all my time you see that it it's NetSuite any ETSU ite dot-com slash wolf all right check this one out right so for the actual for the salesperson themselves though how do you manage that situation do you keep trying to push you on to the next door well you definitely want to go you definitely need a funnel you definitely need I mean that the ultimate solution all sales is to have a lot of people talk to okay it's not some trick right so if you're if you're cold calling out in the field right let's say you're going door-to-door a lot people do that right so whether it's door-to-door out on the phone right you knock on someone's door right do you believe that you should try to knock on as many doors as possible try to really go deeper into people who aren't interested or what's the Suites no they should you don't say that you don't say so just you know what's a sweet spot you know when you're not where is my spot okay right like because even if they hit the sweet spot it's about volume I mean there's no there's no success without volume okay so anybody is trying to like come up with the the thing is trying to get away from the work right and and so there's no trick in this game like if a person wants to be really successful in sales real estate acting you need a lot of hits right right so so like I think everybody's looking for that one thing that gets that in the door and gets that one sale as opposed to yeah no no no post is supposed to dude how do I keep calling on the whole neighborhood right how do I keep work in that neighborhood and then the next neighborhood and then how do I come back because one thing the coke all people do that incorrectly is they canvas called a neighborhood and they never go back to that neighborhood but what I do I go back in so so I'm basically following you up okay okay it's a somebody once said hey somebody else blows up the tower they blow up the towers and I ride the bike you know they get them ready okay so so that neighbor that person that phone call that door is going to be knocked on again by someone okay the fact that most people just not gonna go back and no go back and hit on it but the the the about time management issue what's the time madam Liew doors versus all the doors the gold is in the follow up okay so in others you don't have a distinction because it's a good question don't you think they're like when do you not really I think it's a bad question it needs a bad question I think it's not the right question I think it's they know when to not - I think the young salesperson should be taught Hey look there's no trick dude there's no freaking sweet spot of this game the sweet spot if there's a sweet spot it is about creating tremendous volumes of activity having lots of people to talk to so go hitting lots and lots of doors or taking lots of phone calls well while hitting doors or where it's cold cold wheats numbers game you think without a doubt okay but but if they know me rather than me knowing them if they already know me then my leverage goes up probably 10x okay looks can you explain that Hey oh I know you I saw you in the paper uh so you like like me you know you you get that because people you know know about the movie right so so you immediately have some altitude or lift right because people know you it's not who I know it's who knows me right so for the young salesperson just getting started or old there's smell out there you got any old people watching your show oh yeah a few you know I'll tell you what I I actually skew con on the young side but I made all ages of course right so I guess what I'm trying to say is that is think you're someone starting out right cuz people get into sales they and I don't think I see them doing a lot of people's they try they waste their time talking to not they try to go into a non buyer me this guy I think people need to learn how to talk to people right keep talking to him no matter what their interest is so if you give someone a call to give someone a stack of like 200 leads to dial through right and you get a salesman who wants to speak to everybody like he's it's peaceful doesn't let's say have no money to have no job and they want someone $10,000 product and they waste forty five minutes and that call would that be smart or not smart he shouldn't have started that call with one product because in a company there's one product that's stupid go some other place so working on the product okay who does that Amazon doesn't do it grocery stores don't do it skaar bucks doesn't do it no but nobody no matter how good that one product is nobody can build a business or any kind of success on one product or let's say a couple of products two or three products right yeah which company out there yeah you need more than one anymore in private okay like if I try to hit everybody with a ten thousand dollar park or even a one dollar you don't want even a honey with the one dollar product I miss the guy that wants to spend ten thousand so the ID value okay so the idea is go work for a company has a whole suite of products give you much you could sell some of this everybody right basically right yeah okay like that cool like we probably have I don't know we probably have a hundred different products on our website what's the loose what's the looks like you say you've all the ports the for you in your business right condone university right well that's what that's one division there's there's there's 16 companies Cornell University will have 50 million users on that platform okay so there's two versions of that there's an individual and there's a corporate the corporates about 40 to 80 grand a year we sell we probably have 1,400 companies on that broader sales training or of the training to mostly true sales training mostly sales training time management personal efficiency type stuff closing negotiating personal finance and money mastery these are these are all things that I have done successfully in my life that I'm like hey this worked for me I don't know if it's gonna work for you but I know it's gonna work I know it worked for you and and now now that we've had 30 years of it we're like a it's more for some other people do so if it doesn't work for you so it's interesting so that's the core that's the corporate thing and then the other thing that's why I'm bad as an interviewer I never listen so so you gotta listen so so so I have you don't like it do it right no it's fine no I hate doing it right so there's the corporate thing and then there's the individual that can get into that program for you know a hundred bucks okay some very similar product if not sometimes the same right I'm so in one place for a hundred bucks sure and another place for 80 grand same as that product or very very similar right same learn how to pull that off that that's the trick that's the thing that people should be asking right how do I create multiple products multiple price points without killing myself with inventory because we're not Amazon right oh and I'm not Whole Foods I can't I'm not Starbucks okay I don't have the money to finance the the individual listening today okay so I have an apartment complex I would never go and say I only have two bedrooms I got Studios one bedrooms two bedrooms three bedrooms otherwise I don't have a shot whether they're coming to me or whether I'm going to them or whether it's on the phone or outbound to me it's all he's having a wide variety practice all right well well it could it could be three on a landing page okay like like you know people people are on Instagram talking about ba ba ba ba ba ba and then that they go to a website they shouldn't be going to a website they should be going to a landing page and there should be one choice there with two possible options at most would you say you're a better salesman a marketer I'd say I'm a better businessman that are each of the two sales to marketing what do you think of a better business better businessman I want thinking about no no I'm thinking about being a businessman to a lot of miners don't explain it okay so an entrepreneur by definition is not what most people are doing right now they're just calling themselves entrepreneurs they hadn't even looked up the dam definition they used to be a time when the watch you wore on your wrists wouldn't help you get to some place at the right time because we didn't have phones that we carry around they were like perfectly accurate right that's the old world new world well you don't really need a watch so to speak because you have your phone right but we all still wear watches why well the status symbols they look good they feel that also is freaking me kind of you know push your little wrist around and versus taking your phone in your pocket right here's the thing go back even further 100 years ago you know you had these big Swiss companies they charged a massive amount of money for a watch why because they told better time like the average crappy watch yeah which wouldn't even keep taun that well see it could be five minutes late didn't work right well guess what everything changed like this is like the fifties or sixties and they invented these sort of quartz movement that would like just perfect like literally as accurate is the most accurate watch in the world and it wouldn't cost anything so the whole watch game changed right and then it came about who's got the best style who's got the best branding what makes you feel good right and I got to tell you this so here's the thing a $20,000 watch and this VIN Sherrill watch by the way I check this out I mean it's beautiful they tell time just as good today beautifully accurate and this is this looks good I mean listen I wear this because I like the way it looks I like the way it feels it's works like a charm cousin that's not the thing it's of course it works watches nowadays you can take a five dollar watch or a hundred thousand which they tell if I'm the same way what looks good what feels good all right this watchman tell you even Cheryl this isn't all so much when you put this on you feel great bottom line they say like the suit makes the man you know what the watch also kind of makes the man and it comes you know with these designs like sort of more of a dress you want on right they have sport models all right there like you know stainless steel and these are ultra cool watches now here's the thing right obviously you're me I'm I'm a wealthy person right thank God for that all right and I wear really expensive watches now I would not put a piece of crap on my on my wrists all right I love this watch I really do it is it's a great watches a great look and watch you would think if you saw me walking around this watch I guarantee you'd say Oh was it a Patek Phillipe of something you think the watch is twenty thirty thousand dollars you just would because I'm wearing it right guess what you can get this watch especially because you're washes get a discount because you're watching the show this watch $200 at most they have all different types of Watchers this is the more expensive one it's a few hundred bucks this watch should be honestly $10,000 it looks feels operates has everything of a 10,000 even though these little extra dial I love them I really I have to say in all seriousness I love this watch I really do I know that you will too all right so here's how you get this watch ready VIN Cheryl VI NCE Arvind Sherrow ve the I&C is early sarah dot-com pinch arrow calm all right and then you use the code wolf you get another 15% off all right if nothing more just go to the website just check out the watches just what's the worst that could happen you seen you don't like the way they look don't buy one but you know what when you see the styles they have they have a stop at everything I promise you this one thing I can promise you when you put this watch on your arm on your wrist you're gonna feel great and that's what a men's watch is all about they all tell great time right it's about how do they look how do they feel what does it say about you and when I put this watch on I feel good when I walk around just imagine how good you feel how good you're gonna look after you put this watch on you're walking down people will comment on it I'm seriously it's about this people make comments a beautiful watch it's it's got that sort of just that it's a Harley and else was weight to it it's not one of those tinny likewise a real watch all right I don't know how they they honestly I don't have to make money on he's watching they're beautiful they should be ten times as much money but hey you know take advantage all right Finch arrow comm check it out enter wolf and you can't go wrong so I'm just gonna look it up just so I don't i'm entrepreneur yeah okay you know what you ever looked it up mmm I kind of know in someone who starts businesses and you know first in who organizes and operates a business or take you know listen but this is the important part this is good for your young viewer taking on greater than normal financial risk in order to do so by definition the second half of that most people are not entrepreneurs because they never take on any risk like they're holding on to their money they got cash in the banks they got equity in their houses they're saving money saving for retirement if you're doing any of that she is putting the balls against the [ __ ] wall right [ __ ] you're like what are you doing you're you're more committed people are more committed to the equity in their home than they are to the equity of their brand or business so I made this mistake for years hmm in your own life yeah yeah when did you said like so you weren't successful early on when was the shift what was it like date at moment where all of a sudden when I was 51 51 yeah your nose of that 61 year old yeah I like that yeah tell me what was the shift what was it 2010 tell me 2010 I was just like I had I had a little bit of success you know I had three companies that were doing well right and and what those companies would say there was there was a sales training a speaking business okay that I had been doing for 20 years and then it really becomes just about me collecting a fee we would market it we owned that the the production of the the event the only difference was I wouldn't get any speaking fee I was getting a piece of the gate okay so I didn't actually do any speaking for speaking about sales it was all sales and it was industry specifically yeah it was automotive I was very very dependent upon the automobile industry so so I realized number one I'll never be dependent upon one industry again ever number two the other business was a consulting business it was similar and I know it yeah that I didn't run I was a partnership and her and I collected a royalty with it and that was great for years it was great until it wasn't right right and then the third business was I would take all the money from the first to import into real estate because I knew the real estate would live longer than I could right and it would work better than not good so the problem with all three of those though is I never did it big like never did it big big so I had guys that had worse ideas and worse products that were beating me in the marketplace like that his stuff sucks dude and but he beat me right because he's advertising like a madman and pour money attic exactly he was like like and I was making fun of him but the truth is he was Manning up in the game when I wasn't I was a guy named well there's the number of them I mean there was a bunch of companies there was a bunch of guys around me and advertising marketing another sales training company they were pouring money on the deal and I wasn't I was saving mine right in 2010 and I said I was [ __ ] but I got more money than they do I knew I knew I was wealthier by network than they were but so what right because when 2010 came it took us all out like everybody got washed out yeah so my first business got cut in half the second business got cut by 80% and and the real estate I couldn't move any real estate I couldn't sell it couldn't couldn't I mean I was still renting it was it actually got me through 2010 because the rent kept coming in because the other two stopped completed the real estate stuff doing 2009 really right let's thought it doesn't I know is the David 9 it was cataclysmic year 2000 I remember my people getting [ __ ] now they're starting to clean up the mess the bank that I I woulda bank fifty two million dollars they went under and I'm like okay glad that wasn't me but the problem is when the bank goes under right when the bat when the boat that you're on goes down right and the new bank comes in the new bank says we got some new rules [ __ ] you pay me it was called the technical default in anybody who ever went if the loan changed names ownership they could call the land they were doing crazy [ __ ] back then yeah cut it in credit wise unbelievable and yeah so that was so one day 1010 was the word not I mean there was no bottom right there was like oh how long I'm gonna get dragged out right we didn't lose anything I didn't go bankrupt I didn't lose anything all my buddies that were buying real estate and really doing a lot of no-money-down stuff they lost everything but I was terrified okay I was I was so scared I thought I'd left my family down and we couldn't expand I was too scared to expand even though I had some cash I had a great opportunity to invest in a great company I would have the guy and I he wanted a million dollars a measly million dollars I had it but I couldn't give it to him because I was so scared and so I realized then I will never be in this position again that was ten years ago and what I did then was started okay I got to get other industries to know me I got to get known I got to start using these social mediums that I thought was a waste of time you know I'm like this is all [ __ ] and so I just leaned into it and we built the Facebook following us yeah and so in that changed everything we didn't have any e-commerce go and we'll do 40 million in e-commerce this year it's awesome yeah so what was the first thing like taking it to like now what's the first thing you didn't you see said [ __ ] I'm just I'm going boss the walls you started it whatever you hire consultants or you just figured out yourself trying I just said I'm gonna do it makes sense to me basically I was literally like okay okay I'm not sleeping I'm not you know no more play I told my wife I said don't spend any money everything went into everything went into stuff we went to suffer mode like okay we're gonna suffer now when I suffer until we're out of this deal and I will never do this to my family again right and so in 10 years we went from you know I don't know 60 customers to almost 2,000 corporate to you know probably 20,000 individuals on a regular basis reading - we went from I think I had 300 units then we have 6,000 now it's 20 X naught 10x so which is your base is now real estate is it mostly you doing what do you say hey get is really incomes I wonder cuz I park up and say you're really into heavily into real estate and we're gonna million your pot you actually sell um do you have a you taken outside money correct on capital Cody's house playing that to me Cardone capital we created caught on capital because I set up a thing for my twin brother my sister identical fraternal identical now yeah I didn't come on I might be a [ __ ] you know I'm not how do I know it's not you I don't even know maybe I'm him I don't even know you guys look exactly when you were younger you piloted yeah yeah he went to corporate route he's very corporate I'm very not corporate so caught on capital we created because so many people invest in real estate the way you do I don't have the time I don't have the money you can't find the deal it's a bunch of my wealthy friends that you know they're running businesses they're like I don't have time to go for any deal estate you know people that live in California they're like I there's no way you can buy this [ __ ] around here because you never owned this stuff like the tinted owns this right you buy this place right here and try to rent it out you don't have to pay you and you can't get him out - state here in New York you can't get people out so you don't really own the property so anyway we created Carter on Capitol we've raised we've raised 223 million dollars do you raise from Amazon on the cradle both and in 20 months in 20 months without paying a fee what time you know you know what that takes that's great so what you hundred twenty million who's your typical investor a non-accredited an accredited okay five thousand minimum for non-accredited and a hundred thousand minimum for accredited great and do they has explain how it works they get they get a six percent return on their money that's the preferred return for the accredited there's no preferred on the non-accredited and then they get a it's a 65 35 split on the way out okay ten-year halt with discretion could be longer than 10 years in fact it might be we never sell the goal the goal really is to refinance the portfolio so is there so that they get hope with every month they get paid every month no matter what or the property cash flows I can't I can't I want cash flow look like this cash flow is king cash cash is trash cash by itself is [ __ ] so the the idea one of the truest statements ever uttered it's king cash flows King so so I learned the hard way when I was 21 years old right yeah so we just buy properties that cash flow from day one we don't build anything we don't do condos we don't do strip malls we do we only I only buy what flows cash back to the to the investors am I not if the next month got it and how long you been doing the the outside buddy for 20 months claims a months yeah that's great you buddy slots a lot of money yeah we're gonna I'm gonna raise a billion dollars in cash in the next scope next eighteen what's 1 billion hey 1 billion dollars one cash 1 billion dollars 1 billion I'm gonna end up thanks grant cardone go back hard apple is gonna be a 10-bit I like the company myself I'm gonna sell this yes I'm gonna sell this to Blackstone of Goldman Sachs awesome yeah so tell me what was your like upbringing like real rich poor no no no we were middle class I think you were twin yeah yeah we were middle class yeah and I think my dad when I was 10 right so that that left a big void you know youngest nidalee your family uh oh I was the youngest youngest yeah I was number four number four and five okay so the last two he and they weren't planning us so my dad was 42 years old and he died no no he was 42 when he had you when he knew we were coming he had three other kids okay so he was like oh my god I wasn't planning on this deal and he's got a double double trouble he's a middle class dude he was the he was doing the Wall Street thing back in the broker yes top broker selling stocks and looking at real estate on the weekend which I found to be quite quite interesting in my mind I'm thinking myself why aren't you looking at stocks in a weekend why are you looking at real estate because even the stock brokers know the stocks are [ __ ] right how about your mom she was a homemaker little Italian lady for 411 they're both dead now okay and then where'd you babes in Michigan Lake Charles Lake Charles close small toes waters the only thing Lake Charles in Michigan haven't come as a watery bad so what see okay see see I had a couple of unsuccessful sales for a success and then you went out there you sold what was the that those fish was the first thing you so well yeah but but but you know yeah I had drugs really really sell the car always liked those automobiles really like snapping zombies away that you sell right is there a strategy no just heart is that it's mostly hard work you think or there's strategy a lot of stuff you teach you strategy yeah that's right there's there's no strategy that works without somebody to talk to all right so what's Melissa ultimate what's the state you know the ultimate ultimate like like I've been teaching strategy for 20 years but again like if people would just spend time on the funnel on the traffic on the opportunity on the mornings on the monument equation it is the it is the it is the Holy Grail like look around man look you know you don't go to Amazon and have anybody sell anything to you it's the funnel it's it's the traffic so I made that I made that mistake of thinking I'm gonna be great at what I say to them I'm gonna close the deal right you know I got to keep my funnel closed a full I got to keep their cup full so I have something to close okay so how about how about let's assume that you have that so I figured out you're a master of the funnel right yeah then you don't you won't even ask this question you need to sell you won't need you own but you have a sales force right yeah yeah and there are things they need to say by the end the day if he's talking to ten people a day and another guy's talking under 200 people a day the guy that talks to 200 is gonna win the game and if there's one skill you want to learn is how to how to move through 200 without it causing you it's like the ballplayers you see these guys playin ball they don't get upset because they lose a game like that it doesn't bother them they're in it for the long run they're there you know and this is what the sales guy or sales manager doesn't know you got to get people ready for the long game okay so look what is a sales guy the young guy who's struggling well with you the first thing you'd say to a guy struggling sales person help somebody else maybe maybe if you're struggling so bad don't don't work on your own deals right now go help somebody like me anytime anytime I had a sort of a Beale sale I had a slump okay I had a slump first thing I do with a slump the the thing that has never let me down is helping somebody else in what sense meaning help another salesperson hey Jordan I'll help you on your deals what do you want for that nothing okay give me the list of people you talked to yesterday cuz I'm [ __ ] up my own deals okay just give me your list I'll call him what do you want for it nothing dude all I'm trying to do is get out of my slumber oh and I'll try [ __ ] with your customers that I won't try all mine because I'm desperate with mine so I just go into charity mode got it and that helped me when I was 25 I went to treatment center for drug addiction and that's the first time I was able to see back what would you drug a choice by the way any drug not as many as me even if he was I don't know what any drug yeah me too you know terrible thing about drugs you know you guys out there that are experimenting like when you feel almost destroyed my life I mean you know I mean the way you feel about yourself is terrible you know you know it's interesting because when you think with drugs when you're doing it you think you said you think you can't exist for that it's bizarre almost like I look back I've sold for many many years I am sober for over 20 years right but when I was doing it I convinced myself that everyone else was on drugs I got would you live without it so yeah it was bizarre yeah I mean I knew everybody else who I know anything I I thought I literally I diluted myself it's like ah they all gotta be how could you be this wealthy and this you have to be on drugs to move through the world right so that was my belief you know yeah how are you so before I hadn't used drugs since I was 25 okay what is that 30 36 years okay a little while so so first thing good point charity right so you could say if you're struggling saying let me help you with your deals I don't want a commission I just wanna stop talking get myself back in the day in the right thing I just need to I need to make a shot okay and then what I need to loosen up you know because when you're losing deals you get tight right so then once I break out of it I'm back on again got it okay how about um when in terms terms of like the phone right use the phone versus yeah what knocking which look like that owns definitely senior phones the better one phone singer because I can talk to more people like I used to market my own seminars right we would I would I would market the seminar for three days and then I would show up in the city another group was just marketing the city I would do a city in 14 days we were doing seminars in 14 days they were spending anywhere from eight weeks to 10 weeks to market the same seminar nice raise their cost I'm in and out in 14 days because I made three days of phone calls that were brutal hey I'm coming to San Antonio man we give me five minutes and this is before anybody knew who I was right no books no no kind of regular ID so they're like no no don't come by but you see that was interest to me that's interest no no I'm not interested not interested not interested to use interest what is it says not interested not is an adjective to describe interest okay right so it's a level of interest so if someone says that not I have to scale from zero to ten what interest level do you have none that is a level right okay and then one two three four you with me few minutes ago he didn't know he didn't know he had no interest at least I'm on you see what I'm saying you get I wouldn't do that I I disagree with that but I must say that reasonable Minds could differ yeah I'm more about hitting massive numbers I wouldn't move on to the next guy prom I seize it salespeople get a lot of people have a fear of cold calling yeah so they'll uses an excuse to not cold call to talk to someone to to loan me no he's not gonna buy thinking into casual conversations they go to [ __ ] Pluto yeah well no no they don't pick up next quote that so that's what bothers me about doing that yeah well then they're not trying to because they shouldn't be having casual conversations we shouldn't be talking about the weather and sports advice but you know in the absence of 24/7 supers that's what salespeople do they do well there should be 24 hours there should be 25 seven supervision they should be there phone call should be recorded the managers should know exactly what they opened with but in the real world though that's not my real world it's possible I know but in your real world maybe it's not but you're wrong everybody's using drugs and so in my real world [ __ ] nobody's using drugs and you're you're gonna set the intention hey I'm calling because I want to get you on this program that's the reason I'm calling you okay so the only great day of understand no one is no one's having ineffective conversations in your in your remember no any company you train no what up no I didn't say that I said in my real world where where we work where in Miami those guys from the phone every one of those calls are recorded right and everyone's listened to by QC people every management and and and they're intervened if they're there incorrect they train every morning they train every night okay okay they're recorded in their trainings and they're corrected and if they once they correct that their numbers their statistics will go up mm-hmm look if the program works the stats should go up mmm period like just because you're getting training education and if it's not moving the the graph like what kind of training is that okay so we measure everything by a graph the grass see they're going up it's going down if it's going down over and over then you get to go away okay so yeah so you so you think that in any given moment in the average Salesforce out there sales people are just always doing the right train okay I can't I can't talk about the average Salesforce because I'm thinking about mine so mine needs to become the all right I got guys making selling on the phone like the cause you're talking about that that will make more money than a guy Goldman Sachs okay selling selling a twenty thousand dollar product right but listen you know in order to respect buddy I've trained millions of sales Mimi I haven't and I just know when I trade all types and I know that's a training though what doesn't matter matters it matters not doesn't matter you know all in though I trained in my own business and in from stage I just consult the point is is that my and my opinion is human beings as human beings in people the average sales person that if you leave them to their own devices they will tend to totally stay too long on a call because they don't want to pick up the phone and dial next one make a call exactly well if you get them to make calls but they'll still stay too long so you want to rein them in yeah but then you would look at then somebody's not managing that guy because you would look at number of calls not just calls all right talk time talk time that right quick Stu nothing yeah means somebody doesn't know what they're doing right so it's not you you don't leave human beings up to their own devices well if thing is us you don't leave them like if when you have a commission structure right you want to obviously create a incentive plan that that motivates do you don't wanna disincentivize bill right so you want to motivate people with certain things you want to set them up to succeed right I want to make sure there's success right you want to set a mone give me the best chance of success right so my point is is that when I have someone on a phone well I train them is that if I my belief is that people have a tendency I think you but you agree with this that in the absence of intervention they'll talk too long the some was not gonna buy it that's my belief do you agree that it disagree that uh I agree that they would yes okay good so then my point isn't so I tried to instill you know procedures to stop them to know when what when do you know like some people there's just not natural salesman well I am and nobody Sinatra I was I was a natural salesperson I was and I ran to many many over the years there were Naturals right many our company if you run to countless countless you count countless countless natural sales and also is the whole prominent in between right the point is is that what I always say you weren't natural even myself that if without conscious forethought you'll tend to extend the call longer than you should yeah because you don't want to pick up that phone and it's like human nature in some levels psychology what do you think about that yeah I think people want to avoid you know that's why that's why I went said earlier it is the number it's the volume what do you it's getting you made fun of NLP right there a linguistic point I don't think I don't think much of any gimmicks like an opaque gimmick yeah totally I've never had an alibi NLP salesman work for us like I don't know they've never I don't piece would look like it's my I don't either I know guys are like I am doing LM good do you they never work they never they never never have you studied you don't know they never there never productive so we got I don't know I think we got eighty salespeople on the phone tonight so I got guys keeping stats on people we're like hey guys look there's no [ __ ] tricks here the trick is the call the trick is a good contact the trick is that they're they're qualified to buy from us then you gotta make a qualified and gotta pay forward the product they need the bracket one that yeah qualified yeah yeah we're talking to decision-maker who is has the money as the money and the interest and the interest okay in the need okay okay and they come pre-qualified to necessarily but I'm just saying if you're not talking to qualified people it doesn't matter so who could be talking to Grant Cardone the decision-maker right its qualified who has money the [ __ ] ain't making that decision that's not my decision in in your in your scope in an average company right so you get sales but they speak talking about average companies if I were you I don't know when you train you who wants to be average dude I'm talking about cuz you're training if you're sales I'm told you the sales trainer not as your own company you're going into companies as an average out there buddy problem how many how many people do you have today on the phone at this moment yeah 10 or 12 people today so so like what I'm saying to you is what trainers should be doing yeah is they should have their own environment under control what's working in their own environment how many people are actually making money in their environment as well as anyone there's a lot of [ __ ] guys out there saying they're this and they're that and ain't nothing at home there's no business there's no P&L there's no expense what do you mean Oh anyway their training from this they're speaking a reference this early read sales trainers you mean speakers speakers in a sexpert yes a keen expertise uh gurus okay that are like talking about how to do X and they've never really done a nobody at home bro they know X at home right okay and so this is really frustrating for me because I was that guy and I referenced this earlier I did this from 32 to probably probably 10 years of my career where I was like thinking about stuff you really didn't know about no no I knew about it I knew I was an expert on that topic but I was not running a business I was so I kept making these analogies and comparisons to situations that were useful they were educational certainly entertaining but it was not practical in the real world of making something fit in the dude all did I've trained millions of salespeople in the real world of practical sales training there are certain things you see again again at the average company they're all over the world salespeople typical habits right would you agree with that or no you don't think is typical habits salespeople have I don't think it's about salespeople I think it's about people not about salespeople okay what to do about training a trained salespeople don't you I train people you train people and that's one of our who was is right but but like when we're trying to buy a piece of real estate look we're not I'm calling people that are doing you're doing a deal for 100 million that way there's no they're telling you like more real it's still real estate right no no no let's not let's not leave that okay you can't there's no tricks when I'm talking to a guy on the phone they got that phone call I did a few minutes ago that's a hundred million dollars for the deals that you can't trick a guy into that I can't cross my legs and think okay that's gonna use the word trick though I couldn't trick I'm confused we make chairs no gimmick bro there's this is what your viewer needs to seize not strategy the strategy is to have a full pipeline so this but what about once you get a qualified barn horn is their strategy then or no certainly but what's the strategy then to make contact with once you make hotter what the need and then what industrial the need and then what's the strata you do that how do you explain how do you explain that you don't explain it you don't people what you want to do you tell but hey I want you to buy my product okay here's my product this is what my product does this is what my product costs that should come early by the way this is what my product costs okay does it fit your needs okay if everything I'm saying is true does this interest you if not today when like that's what I'm saying there's no there's no trick we did you just need to tell people just be honest with people man I got a I got a call a cup of coffee they're inexpensive it's stupid but we provided for you right it's four dollars you can do this at home do you want it or not No okay get next and then I need to get a funnel of people in I tried the other way I tried the special words I tried that thing looking for that Holy Grail and all I'm saying is consistently is like my business didn't start growing until I was like I need to fix the top of the funnel the marketing side I get it I can't stand that so if I'm trying to buy a piece of real estate like that guy I just you know I think you're a killer marketer by the way I really thank you I know I think we take my [ __ ] hats off to you yeah what you think you're an unbelievable marketer I really do the way you've built your business yet on Facebook and like I really don't talk about the real estate by the equation that so you're not really with where do you see yourself in the future is really the growth towards real estate well I'll never have a ten billion dollar sales training company I will have a ten billion dollar real estate company I mean it's just so what you just can't get there with with training people like so do what people don't want to be educated Jordan you know that people don't want to pay they want they don't want to do the work for the ABS they just want the ABS you know they'll eat the diet pill but they won't do the diet tell me about the 10x conferences right yeah you want to do the real estate you want to do tonight I think it's part of 10x isn't it no no no no it's not no okay I thought that it would kind of intertwine it's not it all right so tell me let's start with real estate okay cuz I think that's what you really it's like honestly your passion sees the real estate about it I love just about your passion how could someone not love real estate so let's get real I can touch it I can feel it do you save me several horses on Hanah and make money real estate we do but we don't impress on it so more about what so when you like yeah there's a book there's a how to create wealth investing real estate it's uh I think it's sold I don't know just shove a hundred thousand copies I've never even I don't even press on it what do you think about the people that are online with all those real estate gimmicks do you think about that chip I don't think they only real estate again this is goes back to Lake like I got 6,000 apartments I know something about real estate you know I know guys that have been teaching real estate courses for twenty years longer than I've been like around I'm like they still don't like you got a house is this someone is the best strategy you thing for them if you were a guy with money you're saying give them right to you and invest it because you're just do better than they will is I probably that best bet I want to do it themselves I would seriously what totally I mean yeah and that's what seems like that's you think I'll tell you goddamn laughing works for me Ron Seco Ron secos he was uh he found me on YouTube he was a pilot for United Airlines okay quit his job came to work for me making cold calls right I said look you're never [ __ ] gonna be any good okay I mean it's impossible in your lifetime as a sales pitch too friendly right so at that point we we had to remove him right like he had the train but he's a good guy he just not he wasn't fit for that deal and he wanted to work with me he's a pilot he flies planes right I bought a plane he became a pilot and then I didn't know this but he loved real estate so everywhere we'd go he'd go look at real estate movie now he's no longer pilot he sits in the back of the new plane and we go out and look at real estate yeah so we buy real estate what do you look for in real estate what's this I look for big so big big complex it's 300 units ideally okay so all the no commercial sink it's like residential blip multi fan what do you play what do you pay a month what do you pay yeah that's what I'm looking for 1,300 bucks not in this state well they live here know what you wouldn't find oh I would never I would never buy a piece of real estate here [ __ ] you kidding because you can't get the tenants I'll get the tenants out I couldn't these guys they don't even know what they could quit paying and it would still be nine months before I could get them off of the property which means I don't own the property ten it always wins here so I got to be places where I can actually own what are the good states you know turn into Florida great anything warm anything warm warm tax-free South everything is going to move gravitate toward the southeast everything will move Arizona is a great state for real estate Nevada Nevada is good but Nevada the problem with Nevada is because in the real estate thing is tricky you need to know what you're doing so some guy would be like i'ma go buy a deal in Nevada okay good I'm gonna buy a big deal to go that's great man okay now what do you know I'm gonna put a bunch of money down to buy the deal that's great it's gonna cash flow that's great if you need a mechanic for that property you're competing with Steve Wynn's mechanic its Steve can pay people more than you can so you're competing with the casinos for kinda for help right so if I have a leasing agent I didn't know this until I went there and started doing some research but when when that fact was brought out to me I'm like I don't want to compete with the MGM for talent hmm so you stay away from the best area of Texas Florida Arizona look Utah could be great but I'm not there so I and I need a scale I need some scale to be in a great place I could talk about real estate for every day it's like I could don't like it tell us your passions because because you see it because it's real I'm just a real guy like if I can touch it and feel it I've always wanted to be rich you know and so I've been willing to work hard to be rich but but you can't really stay rich just working hard I think you would agree with that just working you're just gonna die and so the real estate I don't look at it worked I assume that you work with real say you don't think you're working you just love it right no I think I'm working I don't think oh we can I sweat it out I sweat you enjoy it I really enjoy I know but I sweat it out a two million dollar deal two million dollars this weekend right but did you enjoy it I didn't enjoy it what I would rather they just lay down on Thursday night and say okay well do the lacs with the family know what I'm saying know that the seller would have laid down okay we we counted we were on fifty five million dollar deal and we countered him for 53 you didn't like the negotiation aspect that you know I'd rather I'd rather I wish they said let's roll and taking the deal and then I didn't have to sweat through the weekend they folded finally 4:30 yesterday afternoon when I thought they would but I wish it would have been 72 hours earlier and then I did put something else in my pipeline to Jack around with not that you know so I don't want that point was to you is what do you consider your work work Lee just luck you love it not a commuters work is do you love it though would you if you didn't have to which if you were worth 10 billion they would use I don't work I would say no you could give me 20 billion say then you enjoy tomorrow so then you enjoy I don't know if I enjoyed I just know I got I got to do something [ __ ] what else am I gonna do go back to doing drugs I got on drugs because I was bored I didn't have enough to do okay so so I need money I don't mind and Japanese the idle Minds the devil's workshop totally there's any line in the Bible is true that once it I need to be busy okay you know so tell me about the more realistic right so yes you're young so young Oh real estate okay so what should someone do well how much you should look is there a certain amount of money you need to have because there's a lot of out there you know so look if you don't have any money should be doing flips but you only should do flips and host sales until you have money if you find a flip to find a flip up I find a place he wants to sell it I tell him I got a bar for it I've never done this this is not my space but I know guys that teaches successfully and then I put a contract on that and then go out to the marketplace and sell that and pick up the spread between what we contracted and what it's worth but somebody also pay for it okay or flip could be hey I find a piece of property I buy with a little bit of money as mine hey I'm gonna live here I put 3 or 4 percent down or nothing fix it flip it that could be a flip okay can you flip in on a descending model is the only working up box or anytime you can always flip it only works in up markets you you can always probably flip but look when the football is over when it's all over it's all over yeah this is where in 2008 the two units the four units or six units and eight units that's what went back to the banks there's there's still five million homes underwater in America today single-family the single-family home is one of the biggest ripoffs ever in this country buying a house is one of the dumbest [ __ ] things a human being can do with their money why is that because it's one door and you're not you're paying for it you buy it and you got to pay for it so we buy real estate that we don't have to pay for I rent where I live okay and and I bought in all my cash goes into into properties that pay me back so the only time I do anything stupid with my money is from money coming from the passive income what's something stupid to find something stupid I just watch okay you know what kind of watch that paddock yeah nice yes ridiculous right so but but how much is the watch that watch just you know there's come on 1300 of these on the planet say you can't buy this point so how much was it this watch is probably today it's probably four hundred beautiful it's nice right it's ridiculous like I don't do stupid [ __ ] serve you work hard you deserve to spend your money what you want yeah yeah but I don't want to spit I don't want to do stupid [ __ ] with money I worked hard for I want to do stupid [ __ ] with money I didn't work for got it so you on the passive income yeah yeah right yeah the cash flow is king sure so so we buy 300 unit complexes in these states that we're talking about these are thirty eight forty acre pieces of property I just bought one in Naples I'm sure you know where Naples is glorious Floyd so I drove up that property it was with a partner of mine brand and I said I drove drove up to and I said we're buying this for sure and the agents like you hadn't even seen the numbers don't need to do it I know the numbers gonna work like it's not if it's for sale the numbers have to work at the level that I'm playing so I if the numbers don't work nobody'll one's gonna buy it right yeah so I know the numbers have been work and I knew as soon as I drove up said oh for sure because if that happens to me it'll happen to somebody are you like are you going like when you just like wait long-term some say to you mostly are you looking trying time like what you think they'll be the most memorable appreciation everybody what you look like a three years 5 million 10 years 10 years 10 years 10 years but most of our stuff sells in four so you buy something to you but I bought a deal in Nashville I tell you about a deal about an S let's see that so as soon as I saw the deal I saw it it can't came across my desk I said I'm buying this 823 units for properties in Nashville as a portfolio guy in Chicago owned it professional professional real estate guy they own 10,000 units only property he had here so he was these last four bad loan on the deal bad loan meaning I had to adopt the property and alone nobody would buy the deal cuz the loan sucked okay high rate of interest it was five and three-quarters or something I said I'm buying this deal for sure okay cuz I'm just gonna sweat out the bad loan when the bad loans gone this [ __ ] property's gonna be worth a lot of money because it's 823 units we bought the deal for 50 I think it was fifty three million I put no it was 60 it was 63 million I put five million dollars down that's all I had to put down it was fifty eight million dollar loan like I'm still in this thing everybody's like you're [ __ ] crazy buying this to me I'm like I'm stealing this I'm buying 800 units for five million dollars okay I just got to sit out with this [ __ ] loan so I buy the deal I'm in the hospital when the bank is supposed to give me the stamp I had this heart thing happened to me I'm ringing around my heart some kind of virus right and so then Sunday night I tell my wife I said I think I've got to go to the hospital I can't do this 10:30 I tried to put it off 11:30 I got I'm like I think I got to go it was that guy Radek heartbeat and you know no it was just pressure dude pressure on my heart you know and so I'm like did I eat something bad you know and like like 4:31 I said [ __ ] it I got to get out of here she was with a kid we had a kid at the house there was sleeping so I drove to the hospital by myself as one mile away I didn't know if I was gonna make it I get to the hospital 8:30 in the morning I'm still in there they want to hit me up with morphine and [ __ ] I'm like I can't do it I can't I got this meeting coming up and I got to get out of here and they're like you're not leaving here today I said I got a group coming in here to approve me for 58 million dollars they got to know I'm healthy so I got to leave guys they're like you're not leaving so I pulled everything out got in my car drove to my office is the true story man drove to my office okay these guys are already in my office at 9:15 in the morning I walk in I'm white I still have the little green thing I hide it under right right and I'm white not like us hey guys this is where the sales thing does work right so so cuz I only got one audience right now so I said hey guys look I've been with my best friend I mean somebody I'm so dear and close to I've been with them he's in a hospital he's not doing well and so as soon as this meetings over with I've been with him all night I'm really worried about him and and and when this meetings over with I'm going straight back to him and you were telling the truth the whole thing was and that's what now we always tell the truth sometimes you could tell too much energy that would've been stupid for me to say it's me in the hospital right because they couldn't approve the right we sold that property we saw that property the hold on that was 10 years we sold it 37 months later for 91 million dollars Wow it's 128 million dollar score five million turned into you know 28 million god I can't do that doing sales training right it's just impossible I mean yeah I mean so it's completely different ones you know it they're just different yeah different I like I like what you made money in sales training and you put it into real estate right no that's right now where I work all right I work and you won't be right so and then a move as much money as I can into some asset that doesn't require me to work right so you think it's smart like that's that's like a sort of Australian business or a income take all your free cash flow just everybody you should have no money my financial advice to any young kid is like dude invest all the money in yourself first every penny in yourself your seljuq a ting your specification brand clothes looking good teeth whatever whatever whatever you need to make yourself feel good about yourself right and and then invest in yourself in your friends in your neighborhood like like it so you feel good when you walk up short you need to go to rehab go to rehab [ __ ] pay the 30 grand go there clean up you know if you've made a bunch of mistakes with people go pay go go clean all that [ __ ] up so you don't have your attention on it and then whatever invest in yourself and then sooner or later if you're doing investing the right things you're gonna do better you're gonna start making more money at which point you want to reinvest in your business the second investment was your business your brand your marketing your advertising then if there's some money left over at some point there should be well nudge that you thought the tip with the investment it starts to grow your it well buy a house don't buy your own house don't buy a Country Club don't don't don't go show your [ __ ] off don't buy or mace belt don't buy any of that [ __ ] don't buy watches nobody cares if you wearing a watch like nobody cares if you're in a $500 suit or a $5,000 suit nobody gives a [ __ ] and take all that free money and throw it don't go to a retirement account do not buy anything on Wall Street speculate on nothing no Bitcoin nothing if it doesn't give you a cash flow next month do not buy it make sure you get cash flow property immediately late and and don't manage that property because if you're managing the property then you're not an investor you're a manager so how the answers never met you so have a management company or someone that that means the property needs to be big enough right any of your audience can grab my little book for free I'll just give it to him what's the Hat they get it it's called Carter on Capitol Complex look put the link up here card on Capitol calm for slash book and it's called how to create wealth investing in real estate you go to Amazon about two but you know if I go to Amazon you give them free well because some people are stupid so so some people love Amazon some I got to get my points with it whatever you get so so people should be buying those deals themselves there's a there's a specific unit size if you stay with that unit size are bigger you will make money what if you don't live what if you live in a toxic hey you don't buy in that night find somebody just buying and find a guy like me that's doing these deals and fun with you got it done the knows what's like that's a big day I tell you about Ron Seco who works for me now right Ryan took 400 grand out of 21 properties he had 21 properties and Phoenix he said grant what's out of it you should dump him sell him as a portfolio dump him pay your taxes his his game was 500 he paid 400 and taxes give the 400 to me put it in this Nashville deal his money tripled and he didn't manage the property his portfolio would have never tripled he had one percent ownership in a portfolio and his money tripled did better than if he'd owned a hundred percent of his own deals because what makes money in real estate is the deal it's the deal okay everybody's studying this number in that number it's the deal if meaning the actual property it's property the property's got to be sick so so if you're not buying a great property you're not gonna make money and what you don't want to do is buy properties that are weak that when they when the next contraction happens those go back to the bank again define what would how would you know that though because because it doesn't provide enough cash flow right it's it's how much cash flow should that positive should be what percent has a work well if it doesn't provide you with as an individual at least two thousand dollars of free cash flow per month why would you even want to give it attention it's not worth it two hundred bucks I can go I can go stay on a street corner right there and get two hundred bucks okay I don't need a bob piece of real estate to get docks a month that's why I'm saying you either go from flipping stuff flip flip get your money get your money out fast grab your money build up your reserves until you can buy a big deal you should be putting my first my first real real deal was I put three hundred fifty grand down on a deal how long ago was that thirty years okay San Diego and whatever property was it it was 32 units okay 30:38 units you briefly down for how much of a how much was the property one nine one nine five oh I hate to say what is the worth today oh oh I sold it I mean yeah it's probably worth twelve or thirteen million bucks but but I picked up four million it's the first four million dollars I ever made so I put 350 down it became four million that's eleven times my money while I was paid fifteen percent it was paid I was paid like the banks are paying point zero one two today so 100 gram makes 120 bucks today keeping money in a bank is stupid like there is it's worthless like people think people are investing more money in banks than they do themselves what do you think you have two kids right so obviously you know it's all about this change top of him to social media right we didn't think about you know and we use it for business right what do you think about it you know nowadays for kids and you just a hole everyone's like then you wrap it up and like what do you think about it sure what your view on it I think it's a good thing man you know any downside at all now of course you know but but the down expand the downside how would you really think you know the downside would be the the parent you know so meaning I mean you know am i watching my kids or am I just throwing them up on YouTube you know more of me like the you know one of the things I seen what we you know we with this guy um I was named Omar right and you say losing high school he was just devastated because of social media my keys his ID then he was wrapped up in how many likes he had the pain and do you think that's what do you think about it wasn't for social media he'd been he'd have been devastated by how how many people liked him on the on the school campus or whatever he's magnified by social media know just what el [ __ ] he was gonna have problems either way like like whatever it's not a new thing you think social me if you need likes then you got a problem I don't need lights I like I need money I understand but like the answer that I need I mean I don't need likes I see a lot of guys out there working hard for likes that I know it so I'm saying it I know I don't understand it but no it's what's happening I know guys make sense to me don't work just for like paying their likes and comment yeah I don't get it but what do you think of it does it make sense to me but why they're doing it you know what if they a whole culture it's [ __ ] nuts to me I don't know what's wrong with them nuts right but you know is it Who am I - Who am I to judge the judge want your opinion you know like yeah yeah it's toxic I think I think it's pretty toxic these people forget just pay for it just like this so wrapped up yeah in like yeah you know I got my hands full yeah you got your things to worry about yeah yeah like somebody was criticizing me about something I'm like you don't think I've you don't think I've had that criticism myself a thousand times online you mean yeah how do you really have time to criticize me know you think you got your hands full you know like that's what I always say I'm like just leave everybody else alone you got your hands full well I think the hate is a terrific oh they're awesome [ __ ] create engagement I love it I mean like they're also used to ball to be in the beginning and get it and then I'm like wait a second these guys they're the best the best all right yeah but usually keep going keep making me money every day the haters right least they're saying something right how about the top the 10x conferences from Adam do what do you know about what have you I don't know anything about it please I don't know anything about him buddy how do you know how do you know to ask about the test see it advertised online and I know that you did I know here's what I know I know some guy you hit my website no the only way you'd see my ad is if you hit my so we were doing research on me no I wasn't I swear to god it was retargeting you now we didn't come out and search you I don't listen to make a year ago six months ago I saw it was all BAM everywhere everywhere you go yeah but it makes you go to porn sites everywhere you go and it was the point so I wouldn't know about that yeah no seriously tell me about the 10x conference I don't I don't know about it I really don't know nothing about it nothing okay I want to ask you guys hey what I know any of you think he's bullshitting right now what has the emulsion don't ask him I'm asking your viewers I'm asking the viewers you missing the point how am i telling the truth of course I am everybody knows about the technics I don't know an Optima adness to stop the madness I don't know anything about it I don't know if it's if it's a sell fest if it's just information no idea what it is zero I know it's successful there's a small I assume its successful keep doing them right yeah but I think that business by the way say I don't like that I don't like the seminar business I think it's very it looks a lot easier than it is and a lot of people they you think people are making money but you're really not huge expenses I don't love that industry you're seeing it and you probably own do it to make money I'm assuming it's not a big money it's not I'm we're the only profitable seminar business but it's not in the United Crockett Center but it's great for those and brand and stuff like that but I wouldn't say a big profit Center I thought you were asking the question are you making a statement right well you won't I'm trying to pry it out of you tell me what I tell you battery we done three 10x growth confer okay we should do a cage match me and you fighting on three rounds 90 days to prepare for who the [ __ ] wins this thing who comes out huh give all the money to charity 100 bucks a pay-per-view it'd be [ __ ] good but a physical cage match physical really yeah give 90 days to Train we both get ready I need a little bit long you know why I just had my just tie my shoulder even better no I had a medal I have a metal ball my shoulder now so I don't even I won't touch my shoulder shoulder yeah I need about a year who would sign up for that deal hundred bucks pay-per-view how many people how much money could we do let's see what we could do you think you could we could promote it we could both a cage match to you hundred thousand sounded like Logan Paul now buddy I have local important my five games with Logan do it with Logan would kick your ass I think Logan somebody's a [ __ ] tough duel okay yeah yeah I'm gonna past my prime I wrestled in college buddy but it's been quite some time since I slugged it out that's why I give you 90 days yeah now you this no I wouldn't no seriously how we need honestly and we need about a year to this deal here let's said it I want to set a date yep but anyway listen how do you how old are you I'm just turn 57 oh wow you're older than me yeah so that we could call it the we can do jelly jelly slugfest the elderly cage match sales Titans the sales tighten this cage match do your [ __ ] Wall Street do you ever see a really real office sales though you don't like seem to at all you don't sit down the passion for sales nobody you're like a real estate dude look I honestly I'm dead on she's like you know much every real estate sales for every real estate deal that I'm involved in require sales okay buying a piece of real estate requires sales right so I'm in Houston Texas we go over there we had we had a list of 17 properties to look at here's a guy we do sales training for right now so 17 properties we look at none of them were right for me they were all for sale we drive up on this property called would way squares right by right by Whole Foods we stop for Whole Foods you add a salad this is the one we should buy this is the property who owns this thing we looked it up I got to make a co call call the dude up said look man you got this property would way square it's it's the third largest apartment owner in the world okay he doesn't know me from Adam this total cold call hey grant car down here you don't know me I don't know you I know you own this and I know you tried to sell it right months ago I want to know what it takes to buy this deal you tell me the price you tell me the terms you tell me the closing date you tell me whatever you want however you want the contract to look I will give it to you mm-hmm this is a technique by the way to lay down okay render to white flag whatever you want okay we cut we we contracted that deal we closed that deal 60 days later that was a sales job I had to convince somebody didn't know me to sell something that wasn't on the market right so so so you see what I'm saying I mean that wasn't it'll go back to 10x for a second tell me about 10x I don't know about X we've done three 10x growth how many people speak there is it like we had our first one we had 2,200 people there we saw people speakers like what type of speaker I'll tell you in a second okay yeah so we had 2200 people at our first event cuz you said they're not profitable and that's not true it's not what I said I said the Seminole world I said it's not proper typically right good so so you're right you're right so so 20 no I'm right because I've been there for you 2,200 people not the seminar will you come yeah but not the one out there the average spill okay I'll keep going keeps over 2,200 people it took 77 days to market the deal and there was I think there was 12 speakers at that event maybe maybe 14 speakers second event was 10,000 people at Mandalay Bay that took about 10 months to market very very financially successful okay it was extremely I would do that what's that mr. Sonic about what's happened on the third one some of them are good a lot more what do they teach what they were great but the third No third event had thirty four thousand two hundred ninety people at it thirty four thousand and where was that event Marlins stadium okay so Steve Harvey was there he gave you inspiration he was awesome he wasn't there to help people on a business strategy teachers like business sales marketing its marketing a lot of marketing e-commerce okay we're typically it's partnerships that we have with people that were we're working with other guys and we want to kind of show this audience a specific thing that we want to do got it and you do more yeah we'll do one of those a year one big annual but but I got guys that want me to do local smaller events got it the when's the next one the next one is February where Mandalay Bay big one a small and small how big is how small as 13,000 13,000 small yeah okay it's really more like like I want it to be more like a concert and and where there's where there's artists and business you know coming together where people feel good but there's no rah rah there's no there's no jump up and down and get excited you're forced to do anything you don't have to rub anybody author you ever get into any of the whole self-development world like Tony Robbins side of it no no no I just did a deal in Atlanta Tony Tony did the first day I did I closed he opened it not close no you have a gold like that hold it know I've never you know what I've done is like you give me a book and I'll shred a [ __ ] book part like like I'm looking for gold in a book so I'm looking at every page I'm looking for gold I book oh you have it now you think how many people think you're true my audience do you yeah me should read so good tell you what I think you're telling the truth right now do you guys like it's a great way to come in guys you guys think I'm telling the truth or not did I read did you read my book yes or no yes or no I put it's okay you think it's a fun book you should enjoy you would enjoy it I think you would but I don't think you really care about selling anymore you're a real estate guy all right you come on I don't know we seem to sell a lot of stuff you know we'll do about 150 million in revenue what's the big profit and loss statement comes I'm like scratching revenue out and put sales that's all that is future of the business in turn for you is what real estate keep your business going with sales training markers and sales and more can change your sales training a boat-car don't university Rises its sales training marketing training fits both both because you know you're not gonna have one without the other okay and then mark marketing is more important than sales where do you see yourself in five years now doing what same thing or bigger same thing in bigger or something else five years from now same thing and bigger it was something completely different no no I'll just say I mean I don't get rid on't stop doing what I'm doing like I wouldn't do all the lines that we have in the water right now they're working so I'm not gonna pull those up somebody's gonna run them I don't know what maybe maybe I'm gonna be unless steps oval cuz that cage match me you don't want to get into Cajun meat pal you know thanks I don't think so would you guys buy and you think I'm not interested do you like Don King let's do it dude listen thank you for coming on No thank you for having me my you're awesome do anything and I wish you nothing but the best yeah and I now actually listen and if you ever do a 10x converse I'm in the area I will come for sure good love daddy I think you guys take care another episode of the wolf stead with the men grand cardolan once not a cage match with me all right dude [Music]
