0:03 Hey, welcome to the high with us podcast. I'm your host, Daniel Martinez. Today I have special guest, John Jackson and special co host, Anthony going out with a yellow cup with a smiley face. He's here today representing if you don't know, John Jackson in his bio that he left on my website, he says he's an exotic dancer, exotic dancer. I did. Do not that's not what he does. 0:25 Oh, I was gonna say I didn't realize you were still doing that. 0:28 I stopped prolapse the ponytail. 0:31 Oh, man, the kind of faded kind of 0:35 beautiful hair beautiful hair you would have been? You would have been jealous, Daniel. 0:39 It's still beautiful. And 0:44 they so yeah, I used to have a beautiful, beautiful locks of hair and finally cut it off. But anyway, that's not what we're that's why we're here today. 0:56 Cut it, but I mean, it's going. 1:03 Well, yeah, well, good to see you guys. And first and foremost, y'all have built such a community with hive mind. You've done a phenomenal job of that. I've watched y'all grow. Since I don't know about Inception. But I've seen your growth. It's amazing to see the community brought together, I was honored to be able to spend a day with you at the hive house, I guess that's what it's called. But at hive house, and the people that you all brought together there, the speakers, the audience everything, it was just perfect, because the content was just flowing and flowing. The audience was engaged, they were getting massive value. And to be able then to for them to talk to the speakers. In the people in attendance there, it was just great. I love the size of it. It wasn't a 400 seat ballroom, I love that. I'm actually going back to, to the basics. You know, I've I've done many, many, three day events with 70 100 people in the audience. They ballroom, the whole stage, the lights, the cameras, the whole thing, you know, the smoke, all that stuff. And they're fun. But I did my last one in October of last year 2022. So am I doing another three day event again, because they're very, very, they're a beating on the people doing the event, because you signed that contract with that hotel or whatever, and you're on the hook for whatever it may be 678 1012 $15,000, whatever. And, and from that from the time you signed that contract, you're worried about, well, I get butts in the seats, will I get butts in the seats? And then when they get to the event, will they sell? Will they sell? Can I sell them, you know, the upsell, the coaching or whatever the product is that the person selling, and you don't know, and you don't know. And you're, it's very, very stressful. So not doing those. Again, I am going back to the basics, though. And that's why I think it was phenomenal. That got to be part of your event. Because my event, I'm doing an event. I don't know when this podcast will go out. But I'm doing an event in December, a three day event. But I'm going back to what I loved, which was the boardroom where there's eight people, eight people in a boardroom. And we're just unloading on them massive content is more than the content education. It's about the relationships they build. It's about how they get to really be immersed in our world and us in their world. And before they leave, they've got a business plan to execute. When they get home, cater to, to them, where do they live? What's their what's their week, like? What do they work a nine to five, okay, let's craft that around you Around that workweek. And so I'm really excited about that, too. And, you know, the the cost of the boardroom is not $15,000 You know, and I just love that. That intimacy, and that's what you all brought to the hive house was that intimacy, you know, so I loved it. I love it. 4:10 Man, we're glad that you came super super appreciate you man. And you bought breakfast for everybody so yeah, did did this we didn't plan it. So that was super nice to be man. Awesome gesture just speaks to your character. We're glad that you came in. It was cool to see and then to go up there and in chat and make everybody laugh. That was awesome. Dude, you brought an amazing energy. A lot of people mentioned you Who was that guy? Who was that guy? So yeah, I think with you, man. I'm glad I really I'm glad you made it. And I'm glad that you liked the event. I was telling Daniel I really liked the idea of like the the mentioned mastermind as opposed to like the room, right? Because we can run ads for three months or four months and you run $10,000 a month in ads and 5000 a month and ads and yeah, you'll have 300 Strangers in the room but you don't know what they do, what they're selling where they came from. But this room was filled up with people that came in organically, right? These are people that have been around the community for a long time. And I really liked the value in that is that the people that are here wanted to be here, because they've been following us and interacting with the community as opposed to like, they saw a quote, ad, you know, on Twitter or something. So really cool. I think even if we scaled it up, maybe just a bigger mansion, like 7000 10,000 square feet, and there's 150 people or 200 people, you sell that same level of intimacy makes for a different environment where people can lounge around on the couches, that kind of stuff. So there was just a really cool experience for us two minutes, I'm kind of glad you saw some value in that, 5:33 oh, man, it was massive value. And, and I'd be careful to make it bigger to quick. You know, because you can fill that house quickly, I think with the audience that you have, and what with what you will bring to the table, and especially now that people have been to that to that one, I don't know how many you had before. And then you're gonna get repeat people back in there. And so I think, when you make it a little more exclusive, like it was, Hey, guys, we only have room for however many people, you know, it'll sell out fast. And they know that they've got to get their seats, and they know that from just from the community value that brings and so I'd be careful about trying to go bigger, too fast. Which is interesting, because Daniel and I were talking about my project coming up later this year podcast, called should I scale? And some of the just the crazy dynamics and the crazy world that we live in as entrepreneurs, whether you're in real estate or anything, and how that affects us, and how that affects how that affects the family, particularly the spouses. Really interesting. Yeah. So I mean, talk about scaling, if you'll want to some of the mistakes I've made, I'd be I'll be very transparent there. So that lessons learned from trying to scale a business. And I think I don't need to take over this whole conversation here. 7:00 He's been 20 years. So you could teach us something, and I think you'd see him or something, too. So yeah, I think we're all free flow. 7:09 Yeah, so I'll give a 32nd bio on me, then we'll kind of pick up the conversation on scaling. So I've been in the real estate business since 2003. So 20 years, as of this recording, I guess, 20 years, was just focus on lease options, after oh five became known as the Texas lease option guy. Still to this day, I'm the only guy that teaches lease lease options in Texas. And so even the very, very, very well known, educators will send their students to me to learn Texas lease options, or they'll even come to my trainings, which is flattering. To learn Texas lease options, started training people in I think, 2008 2009, where I would charge what it was 3500 bucks, $4,000 people would come to my house spend three days with me. And I would just give him the keys of the kingdom, on my on my company leasing to buy which because we specialize in lease options. We've since grown since then we do a lot of seller finance subject to, but I'm still known as the lease option guy. Even when I started training people, you know, going back a little bit to the scaling part. Back in 2010, I had a number of people I was on a many, many years ago, I was on my website on a forum, real estate forum specifically for lease options. And I had a lot of people on there saying, I want you to train me, I want you to train me to put on an event. I didn't know anything about putting on an event. So I was like, Okay, I look back I have no clue what my thought process was honors and all these people wanted to come to my cover this come to a training, I went to the Hilton in South Lake signed a contract for a one a big ballroom, but it was a decent sized room. And I still remember that first training ever did for a group of people. Nobody showed up. Not one. I don't know looking back how I expected to collect money from them. I had no payment portal, I had nothing. And I had a ballroom for myself for three days. The hotel felt so bad for me. They gave me a little bit of a discount. And and I thought oh my god, I should just run around. I own this ballroom for three days. I should get abala 1940 to run around naked, play 80s Music do whatever I want to do because this bitch is mine for three days. But but nobody showed up and the person showed up. Not one person showed up. 9:48 How did you do marketing or 9:50 how it was just through this forum? 9:53 You were just advertising on an online forum and you're just the thought people were gonna show up and it just because they 9:57 say oh, we want to be there. We want to be there. So they pushed me into doing this. But this is this is very important for the audience to listen to. Most people would have said, eff this. I'm not doing this again. Yep. That's not how an entrepreneur thinks. Yeah. All right, screw it. I'm gonna do it again. So I did it again. I think later that year, this goes back 2010. And I had one person show up. So for three days, it was just me and that guy, you know, and he got one on one coaching from me. And for three days in a ballroom, he sat on the front row, thankfully. Buddy, see what, oh, that there's probably 40 seats in there. 10:47 That's incredible. Person. Me and Daniel, I've had some very similar humbling experiences. And I don't mean to cut you off. I'm just know, we know what it feels like. 10:56 Yeah, you get your head handed to you. And, but you also get your ego handed to you. And that's a reality check, you know. So then I went back to the drawing board, and did a boardroom, like what I'm doing in December, and we had, I guess, eight, maybe 10 people and they paid at the time $3,500 Each being that boardroom. And of course, they got the keys to the kingdom, you know, nothing held back. And we all loaded up in my board excursion diesel, went looked at some houses met with some sellers. So they got real life in the trench, you know, in the trenches experience. Then in 2013, I think 2013 I think maybe 2014 Some of the big boys, you know, in the long time educational space found out about me, what am I in particular, and I'm not gonna mention names, got me on stage, and wanted me to speak at these events. He was putting on big events, you know, 300 people to sell my at the time I had $1,000 CD. Oh, wow. For those for the young people in the, in the audience, that's a disc like this. It's flat silver, we just put audio on him, reflects in the sunlight. It reflects the sunlight, you can hang them from your mirror. If you're really cool if you got a you know, somebody for Monte Carlo. But no offense, Anthony. But you want me to come speak on his stage to sell my $1,000 product. And I was like, oh my god, this is huge. It's gonna be amazing. And what I didn't know is right before I was gonna go out there took a break. I was I was up in my hotel room getting all the CDs, oh my god, I'm gonna sell whatever, like 20 CDs or something out of this big crowd. And, you know, I'm doing math in my head. Oh my god. $20,000 Even if I split it, blah, blah, blah. But what I didn't know is when I went to my room, he told the audience that any anybody that bought his high ticket coaching package, however much it was, I don't know. But anybody that bought that got my stuff for free. I don't know this, until I'm going back into the ballroom. And this lady comes out and tells me Oh, hey, who's gonna buy it? Because Oh, hey, I know you're about to go on. I don't need to buy your stuff. Now. We just got it for free. I was like you did what? So that was my first experience into the into the big guru world. And 13:50 that was not going to pay you your cut for your stuff. He just added yours on as a freebie and didn't pay. Yep. Amazing, dude. It's another good kick in the pants. 13:58 Yeah. So that's a serious kick in the pants. And we talked about leaving there. I didn't sell one. I mean, how could I just give it away for free? But um, so that was a that was a kick in the teeth for sure. But from that did a bigger event. I don't know how many people in that room probably 80 people. There again, though, I'm paying for. I'm going all out at this nice hotel. I'm probably in for 24 $25,000 No idea how I'm gonna have one sale or not. We ended up doing okay, on that event. But But yeah, that really leads into the whole idea of scaling a business, which I know we hadn't I hadn't planned on talking about on this podcast, but since we're waiting for Anthony over there to get his crap together. Daniel and I were talking about my project that I've got coming up Uh, this year, that brings me into scaling. And you know, social media is, first of all people have to understand that the majority of what you see on social media is a lie, is when people want you to think it's what people want you to believe about them. There's a saying that says, desperation, screams, confidence whispers. So I want you to remember that we're seeing people that you follow on social where every post is about how great they are bragging about their, you know, their big checks in this net. Let me tell you something. I know people that are multi, multi, multi multi multi millionaires right. Now at one time, will you see them ever post on social their credit score? Not one time. Will you ever see an orthopedic surgeon? brag on social media about how he did it? You know, a hip replacement. Why that's their freakin job, guys. That's her freakin job. 16:08 Oh, they're hip replacement guys. 16:10 Yeah, yeah. Oh, I just did another hip replacement. Boom, mic drop right now. 16:14 Doesn't mean the same, right? It doesn't. 16:17 It doesn't it is so. So I say that because you have to, you have to know how to filter what you see on social. And, and the big. The big term right now is scaling? Or going big? Oh, gotta go big scale. 16:31 Yes. And 16:32 if you've ever even done a deal, you're not scaling shit. And if you're doing two or three deals a month maybe. And you want to scale, you have to be very careful that you're not scaling chaos. How firm is that foundation that you've laid with your business? Where the systems working? Where are they not working? And Jerry Green, who is I would recommend anybody follow Jerry green. Jerry Green is a dear dear friend of mine. And he's the guy that coaches and trains some of the big operations that do 2030 deals a month? Well, you got to have systems for that. And if you don't have the right systems, the whole thing is going to implode. There's some great books I could recommend. One of them is atomic habits. And it's saying you don't rise to the level of your goals. You fall to the level of your systems. Well as that's powerful. That's powerful. You can write all the goals you want. Don't tell me your goal. Show me your systems. Right. So last year in 2019 2020 Going back 2021 I'm sorry. Yeah. 2021 I was looking at what we grossed gross, guys. Nobody gives a crap about Gross. Gross, right, this write this shit down. Gross doesn't buy groceries. 18:06 Oh, I love that. 18:09 So I was looking at my Oh, go ahead. Go ahead. 18:11 That's a that's a mic drop right there. Because it's like we do a deal. And we pull it in. I don't know. 300 grand, but we got 100 into it. It doesn't look as good. Right on paper like, Okay, so 30% profit, right? That was just the team. Yeah. sounds cooler. But you have to pay agents, you have to pay surveys engineers, but they put up that gross check. Right? And that's not exactly what came through the door. 18:37 So yeah, exactly. So you've got to be very careful about what are the actual numbers. So. So in 2021, and then to 20, sorry, at the end of 2021. I looked at what we made gross. Well, that we made that gross on the info product and coaching space with this little machine. But that whole machine was held together with duct tape and Google Sheets. Alright. So I thought, oh my god, if we made this, this little machine here. Imagine if I had the right people in place. So I started hiring, doing what I was told to do by the experts, and nothing gets them I made no mistakes. I brought in the experts for the funnels, the copy the creatives, Facebook ads, all the stuff I don't run I've never run Facebook ads before. So now, in order to get this new machine going, what happens to this other machine is eventually it dies because the leads are not going to this machine. They're going to this machine. So the income the revenue that I was living off of doing pretty well off of it goes down. This machine finally kicks on produces squat. Not just squat but negative squat day. So now I go from making x amount of month Even net two now I'm losing 50,000 a month, there's 40 to 50,000 a month in there that I'm losing. That's not off the top of this. That's negative data that I'm having to shell out. Yep. And as an entrepreneur you just run grinders keep pushing, keep pushing, there's got to work, there's got to work this machine has to work. I've did I did everything that I was supposed to do. I did everything I was told to do. And when you're so you're so deep in the weeds, you can't see the snakes. And I don't mean just snakes like bad people. You can't see what's about to bite you. Yeah, you got to get some of the above to look down and say, Hey, this isn't working. Or you got to do it yourself and say what the hell is not working here. So had to fire everybody. And like I said, I made so many mistakes, I didn't realize that this whole machine I had built, it was working pretty well. That accident, there's a saying called Burn it down. In business, that's where we burn it all down and start from fresh. I accidentally burned it down. I didn't even know I was doing it. Because I was so deep in the weeds, I couldn't see the snakes, right. And so I burned it down. What I should have done is replaced one component of this little machine at a time, hey, let's, let's bring in this component. Just like if you're jacking with a car engine, and let's not just replace everything. Let's let's I'm not an engine guy, but hey, let's replace the spark plugs in the in the in the wires. You know, let's let's tune this up. Let's see how this work is it isn't working well? Or are we losing horsepower somewhere? What's going on here? Get that dialed in, get that machine going and say, Okay, let's bring in this other component now, turbo boost, or whatever it is, you know? How does the engine react to that component I just brought on first versus bring the whole damn thing down and stop that flow of income. So that's very important to scaling is replacing one component at a time. And where do you need her? Where's the kinks in the hose? On this other machine that you've built? Right? Is it for real estate? Is that your dispo? What does that dispel? Like? How smooth is it? Where are things falling through the cracks? Get that dialed in. Now let's look at you because most people think let me let me bring in all these leads. Let me generate more leads, more leads more leads. Or dude, if you don't have the backend figured out. You're wasting all this money and throw it away all these leads that are literally falling through the cracks because you don't have the dispo worked up. This bill worked out. All right now do we need to bring on TC person transaction coordinator? Yes, no. How does that work? Easier to replace one part of the machine at a time saying how does this react? Okay, now let's bring out a TC. Let's see how this is working. Okay, where are the gaps here? Where things falling through the cracks? How can we streamline this? So we've got that back end going right? With the exhaust of the engine, if you will, then say okay, now let's look at the front end. Where are my acquisition people sucking? Where are they? Where are they dropping leads where they're not doing the follow up? Right? Get them down? And who do I need to fire who's in the wrong seat? If you're if you're looking to bring someone on, I would highly recommend psychological test is not the right word, but profile personality profile tests like predictive index is huge. Some people use the Colby test, but use a predictive index and say, Are they even the right seat? You know, if someone's an introvert and a data person, that's not your acquisition person, you need some of that an extrovert and is doesn't really know the data that can that can have that conversation with sellers get the right people the right seat, then work on once you have that dialed in then say now let's start to crank up the leads a little bit. Let's see how this reacts. You know, and and. And now you're scaling because when I scaled last year was I was scaling chaos. And it was a and from that. I was telling Daniel pre hopped on here. At some point I was sitting here at my desk like almost in tears going, I don't know what I'm, I don't know what to do. I really don't know what to do. And I thought I gotta write a book about this. Not about my own journey. But about how do you scale a business? I don't have all the answers, right? The answers are in people that have scaled successfully, unsuccessfully and what lessons they learned. So they're not gonna write a book about this. So in the universe literally it's like an Ethernet cable into my, into my cerebral cortex that just use shell. And here's the name of the book. And I was like, oh my god, I love the name of that book. So I sent it off to my graphics guy was that, can we get the name? Yeah, it's called should I scale my business or slip my wrist? Really? Yeah. I don't know if he'll be able to. So I had my graphics guy create the cover to it. Yes. Seven steps of scale without bleeding out. So I had my graphics guy create a graphic for it to give me a visual, right. Give me that motivation? Yeah. And, well, here we are a year and a half later, I haven't done anything with it. So I was talking to some idea. And this is how you can get just get down the rabbit holes from this from this book idea. I thought well, I guess I'll do a podcast because it's I've got to get this information from people, other people. All the content for that book is out appears in other people. Yeah, I'm just gonna put it together. So they'll do a podcast? Well, then. Long story short conversations with people connected to a&e people. They were like, Oh, this is a is a TV show. With your personality. John said yeah. Oh my god. So now I'm going down this rabbit hole. So I thought okay, so I did I I would call it a pre pilot. I thought okay, I'll go in interview, take a camera crew go interview these people, right? Because my, my superpower is just jacking with people, you know, but the, through jacking with them then being able to pull out your content, your 26:44 information through conversation. 26:46 Exactly. So we did a pre pilot in LA with a guy that he actually licensed. Scratch off lottery tickets. So if you've ever bought a if you've ever bought a lottery ticket that had Harley Davidson or whatever on it, he's the guy that licensed those. So when I talked about people that I know people that are multi, multi, multi millionaires, and they don't post the shit on social debt, you know, some people do. That's what I'm talking about. 27:14 They're not wholesaling mobile homes. 27:16 Yeah. I just, I just flipped a septic septic tank and made 30 grand or whatever. But, but from that, I realized, Okay, I can't do this because it's costly. It would cost me out of my pocket about six grand per episode. Yep. To fly the crew out there, do the editing all the stuff, you know, the travel, like, Okay, I can't do this. So I kind of shelved it. And then I was talking to Robert Allen, who's the guy that got me started in real estate with the Book One Minute Millionaire, which I recommend everybody get that book and read it. I need to read it again. Actually, it 1,000,001 Minute Millionaire it's it's a phenomenal it's actually the book that got me started real estate and get this. It's the same book that got Tim my started in real estate. Back in Oh, three. So small world. So Robert Allen, I the guy that wrote it, he wrote his he's known for no money down. He's got like, who knows four or five? New York Times bestsellers. I saw him in Tampa. And we were talking he was asking about the book because I told him about it. Because he'd agreed to help me with it write the foreword to it, as well, you know, I've been doing this doing this. So probably, I gotta do a podcast with Bobby, you know, sometime next year for the podcast? And he said, No, you're gonna start right now. So he, you know, we scheduled a call for the next week, got on zoom with him. And now in the next four weeks, I'll start a podcast called should I scale? And it's gonna be about scaling businesses. And I'll bring on some amazing people outside of the real estate world about how do they scale their businesses where they do right, whether you're wrong, what's the psychology of scaling, I've got some amazing oh my god, I'm so blessed to have my network, I do some amazing people that will provide the content for the podcast, from that will come the content for the book, and then I'll and I'm super excited about it, because it'll launch me into a whole other ecosphere of business, not just real estate, but business. People that operate at a higher frequency than I do write get me in those rooms, right, have people that that have multi, true multi, multi million dollar businesses that are not real estate related. And I'm excited to see where that takes me. And I'm like everybody that watches this thinks, I certainly believe in the power of the universe. And when the universe said, Yeah, you're gonna write a book and here's the name of it. I'm a guy that writes copy and writes stuff all the time. I couldn't come up with a better name. So like, I guess I'm gonna write this book then you know 30:00 So I love you name is freaking amazing. 30:01 I think anybody in business, I think it will resonate with them because they're gonna go, oh my god, he speaks my language, he speaks my language, you know, it's not gonna be your typical business book that's that could be, you know, boring and dry and oh my god, you know, it's gonna be nitty gritty and just stories and great content. So I'm excited about that. Really excited about it. 30:23 You know, I love it. Because right now, in today's business environment that people make you feel like, if you don't, if you don't scale, then you're doing something wrong, right? It's such a cheesy buzzword now. You know, January, myself, we've kind of been like low pace deals, sometimes we're doing 812 deals a year, something like that. And until recently, now, we're getting contracts hand over fist. But it wasn't until, you know, five years of just piecing deals together one at a time, one at a time, one at a time, to where we got to a point to where we, even right now, I don't think we're ready to scale, right? The way we upped our numbers is by just going after bigger properties, right? So that's the only way if we did scale our numbers, it was just like the inbound capital based on having larger properties. But then you have larger engineering costs, larger survey costs large, earnest money, right? So it's still one side is still heavy on the other side. So I think just scaling for this for the sake of scaling, just so you could get on Facebook and say, Hey, I did 40 deals this month. It's absolutely ridiculous. And it's reckless. 31:25 I would agree. And I would say, for both of you on your own, to look at what we was talking about, what are those actual metrics? what's working, what's not working? How does that dispo look, right? Do we have that dialed in? As we look to do bigger deals or scale to do more deals? What does that dispo look like? Do we have that dialed in? Very well. And let's take a hard look at it. And look at where the kinks in the hoses. Let's fix that before we tried to scale. Right. And again, you know, nobody gives a shit about gross. Yeah. Yeah, so I'm really excited about it, about where it takes me. The something I love is Psychology. Why do we think the way we do? And how do we think the way we do? And so I've dove heavy. A tie we're actually started is I don't know, we got a hard stop here in about 18 minutes for myself, because I've got another webinar to do. But um, I stopped drinking in May 25 2019. And so after I stopped drinking, I had a lot of time, because I had an ankle monitor on. Yeah, no shit. I don't mind telling my story if it helps one person, because I was a shit show. Because part of this shit show was was business related, you know? And so I dove heavy into vodka, just about anything. But from that I dove into psychology. I wanted to find out what the hell was going on back then, like what the hell was going on? So dove into psychology pretty hard into how do we think why do we think the way we do what how do we process our thoughts? Where's the ego involved in these decisions we make are the things we say and all that. And AAA. I think everybody needs a 12 step program to be honest with you, aaa, even if you don't drink AAA is based on psychology and processing your thoughts. And so that took me down other paths of diving into, again, psychology, which atomic habits the book, atomic habits. Great book 12. Week year is a great book, I recommend everybody go online. And I want you to Google, the emotional cycle of change, the emotional cycle of change. And Google that that is a graph that a pair of psychiatrists actually put together back in the 70s. And it it perfectly. Shows you how we are as entrepreneurs. We start off with any idea of project. The greatest idea we've ever had in business is the idea we just had, oh my god, I'm gonna do this and this. We have fun and we have uninformed optimism, uninformed optimism, then you started getting into it and relate this to real estate. Then you start getting into and going, Oh, you mean I gotta, I gotta call sellers. Now you know, you got informed pessimism. So you start going down, and you have enough informed pessimism. them for long enough, you go into what's called the valley of despair is that that valley of despair that you have a choice. You can go back and try to find another shiny object, oh my god, I'm going to do land or I'm going to do self storage or whatever that shiny object is you happen to see on Facebook. Guess what happens when you start? Oh my god, it's the greatest thing ever. Now you start off again, at uninformed optimism. Wow. And then you start learning. Oh, you mean, I can't just pull a list of self storage. Owners like I did single family houses. Now you start going down into informed pessimism that This cycle continues over and over. I see it and coaching students. We're in that valley of despair. That's the critical part. That's where the universe is testing you. And we're you're you're being tested by yourself. And you've got to say, what are my systems, what's working, what's not working. And you start tweaking and adjusting and pushing through and pushing through. Now you have an informed optimism. Because now you've got information, you're getting some traction, then you close your first deal. Now you got that shut up, check. It doesn't matter. That first check, it could be $100 Doesn't matter. That first check is the most important check. But that the emotional cycle of change, everybody needs to see that. 36:26 That's amazing, man. Yeah, I definitely want to look at that. Because I think we've all been there. I mean, I say this publicly all the time to like, I get FOMO too. Like I love land. I think it's the easiest, coolest thing ever. But I'm like, oh, man, that guy has he bought five self storages in a year and a half or two years. And this guy, he owns 100 doors, and we have zero. Yeah, I think kinds of things. And I'm like, it makes me want to like venture off into something else. But I'm glad that Dan and myself had been stubborn and both crazy enough to stick with land and we're getting really damn good at it. Now we're in our first subdivide took us 12 months to complete. We just completed one in 30 days. Right? But after getting our teeth kicked in for five years, right, so 37:04 it seems five years that nobody sees, nope. Yep. You know, what people see people see the community that you have, they see what you have, not what you went through. Right? They don't see that journey. I think as entrepreneurs, it's, and I don't do this enough, it's important to journal the journey. Yeah, one of the things I do that I do pretty consistently, but not enough, is I got this out of peaks. There's another great book called peaks and valleys. Which is another great book because the gap in the game one of the things I recommend is having a notebook or journal beside your bed, and every night you write down three wins for the day. It could be so small, they don't have to be earth shattering. And then what would be three wins for the next day? That keeps your mind in the mindset of of the the gain not the gap. Yeah, it keeps your mind on the peak another valley. And keep in mind every every peak is another peak is Valley. Yep. You know? Yeah. 38:09 What this is, I guess is a how do you how do you come back from such a big loss because I think all of us is face big losses. And they only get bigger like like you're even alluding to now. Like how do you overcome that loss? Is it like seeking with your family and friends is your mentors is it understanding understanding that that isn't there's another peak beyond that. 38:33 There's three on the stool of success, there's three legs in my opinion, those three legs are creativity because creativity will always be reckless so use money especially when it comes to marketing before you go drop 10 grand on a direct mail campaign use creativity so when when that shit hit the fan I saw my creativity to your sphere of influence mean your circle of friends who is your network? Who do I know there's a great book who not how Who do I know that I can reach out to that's why I like I just bought this company I've got a call in 10 minutes to help me I felt like I've at this point I've gotten my I'm in fairly stable air but not quite. But I knew I had to bring on someone else to see this someone that could look up above and see the snakes that were going to bite me. So I brought on this this company now to help me solidify that foundation. Where can we get recommend us the organic leads I have where can we use my list, social etc. And and within 45 days really lay this 45 at 90 days lay this foundation properly. So again, going back to the stool, creativity, the people in your sphere of influence who do you know And then three is if you're married is a, as a supporting spouse. Mm hmm. And that's the tough one. Because you have very little control over that. 40:13 Man, if it wasn't, I would be an effing mess. Dude, she doesn't powers me just to go out there and do it. But she doesn't, she never doubts me, she never questions me. She just like, I know you're gonna do it, you always do it, like, go for it. And she allows me to work with noxious amounts of hours. And that's probably I probably owe her everything now. 40:31 Man, it's so great to hear so great to hear. Because you don't always have a supporting spouse. I'd literally just got a text from someone today, who had already paid for the boardroom. And he told me ahead of time, I gotta convince the wife, I gotta convince the wife. This isn't your This isn't your wife's journey. This is your wife's dream. And so I told him, I said, I'd love to get on a zoom call with you and your spouse. I'm not gonna try to sell you to come to the boardroom. I want to talk to her about in this case, his said, I want to talk to her about your journey. What is it she's afraid of? Where her fears? Where does she doubt his ability to execute? Forget about buying anything from me or go to the boardroom? Let's just dive into that. Because I asked him, I said, here's the thing, if your wife is a is a dentist, and she has to buy whatever $20,000 piece of x ray equipment or whatever, the practice, you're not going to scream that or go nope, we can't afford that right now. Blah, blah, blah. You're not a dentist. That's her journey. That's her dream, not yours. Right. So like, in this guy's case, he was going to spend very where he paid $2,500 to come spend three days in a very intimate setting in a in a boardroom that's going to change the trajectory of his life forever. Because he's had a W two all of his life. He's put real estate on hold for 17 years, because of his W two. And, and I said real estate's not your wife's dream. You know, it's your dream. And so I'd love to have a conversation with her. Talk to her about that, you know, not again, not to sell or anything, but just say, you know, whether he works with me or not. I think it's important to have that spa. So without one of those three legs. You're very, very weakened, very weakened. So we go over the three legs again, creativity, your sphere of influence within your circle of friends who do you know? And then a supporting spouse? 42:43 Man, that's everything right there. That's everything because it felt like Yeah, as far as creative goes, I am that guy that wakes up with a brand new idea every single day. Probably an exceptionally good job at redirecting a lot of that into the same thing. Like how can I take this piece of creativity and inject it back into what we're already doing? And what we already know, instead of veering off into something else? Yeah, like I'm pretty times my business career. I don't want anybody to think that I got it right the first time. I mean, I've probably had 20 or 25 companies or something on the way up here and non companies where you just put a sign on the truck and go, but yeah, but yeah, having a supportive spouse, for sure. And then, are we I think, I don't want to knock anybody, right, because I love everybody equally. But I think our direct sphere of influence people like yourself, I think we have the best friends on the whole entire planet. Like if our network never grew. I'm happy with what we have. Yes, that's amazing, that love us and support us. 43:35 No, no, absolutely. And, and that's what's so great about your community that you've built, and why. You know why they support you so much. You've poured your heart and soul into it for many years, with hive mind. And that's, that's powerful, man, that's powerful. And think about the impact that you're having on other people's lives. You know, 44:01 man, I just got a text yesterday, I'll send you the screenshot privately. But a girl on our team, she came on board about less than two months ago, man and her life was not an amazing place. She was crying when she called me. And I told her come on board to see what we can do to help you. And now she's like one of our top sellers right now. And she sent me a screenshot yesterday. She said, I mean, she sent me a text. She said, Man, I told my mom what I'm doing. And my mom started crying. She was like, she's so proud of me. And I was like, dude, and she was like, you really are changing people's lives. And it's like, man, we're just, we're just working, doing what we love. And to get messages like that man was like, we didn't sign up for that. That's just bonus. 44:36 I love it. I love it. As as you were talking about that girl, it made me think of when I did when I did the three day events and even in the boardroom I dive into psychology. Yeah, I've got a whole presentation I do on psychology and what how we think and why we think the way we do. And I know we've got run here, but I'm gonna leave you all in your audience with the six Words that kill. This is something I came up with through my own journey. The six words that kill when I say they kill, they kill dreams aspirations. They kill. Really what could have been? That is Yeah, but what if, and if only when I stopped drinking, the desire for alcohol didn't go away. So I had to be very, very in tune with this. What am I saying to myself when I'm not listening? That's the subconscious reasons because it's always going you don't shut it off. Yeah. So I took that. What got me sober I took that. So that anytime I had a thought or desire for alcohol to go, Whoa, what am I saying? Okay, what's going on back here? Right. I took that into the business world. And realize that it came down to six words. Yeah, but what if only, yeah, but it's just wondering, John. Yeah, but nobody's around, right? And so, as an example, so when you're looking to get into real estate or start a business, or you're trying to get things going, you're gonna have those six words. Because your subconscious is there your is there to protect you. You're gonna get that all the time. Yeah, but I don't think about land. What if I make an offer? I don't have anybody to sell it to. Right. If only I knew what Daniel or Anthony know, right? You're gonna get these all the time. Shut that shit down. And don't hesitate to stop what you're doing is okay, subconscious. I got a pen and paper What the hell's the problem? And write down what your fears are? What is your subconscious telling you? And when you lay it out on a piece of paper, a lot of times like, really? That's it. That's all you got. I'm out of here. I got shit to do. 46:58 Dude, this was amazing conversation. I felt like we could have probably went for another full hour. So Oh, this one part one? Definitely. We definitely got to have you back. Man. I would I would love to go a little bit further down the road with you on psychology? Where can people find you? 47:14 Yeah. So if they want to learn about my lease option training, they go to lease option classes.com lease option classes.com. A lot of good information there. If they want to see a it's about an hour long video of what we do, how we do it. And the systems everything. I've got another link there. It's called 16k deals.com 16k. The number one 6k. One 616 k deals.com. We call it that because our normally our lowest average on any deal nationwide is 16k. So that's where the name came from. But there's a great video, they're about an hour long. People can just watch it, see what we do. They can get my stuff there if they want to. The 16k deals.com 47:59 Got it. Thank you. You got a hard stop in 60 seconds or do you have like two more minutes? 48:03 I got about one minute. 48:05 Okay, just one quote that you resonate with that you love. 48:10 That I love? I'll tell you. I'll tell you a powerful one. It came out of a book called The veil. It's about a guy your audience is gonna go What the hell is this guy talking about? It's about a guy's as a autobiography about a guy from an early age he could see demons and angels. You can just see and he said this I want you to listen to this. Lies are the only weapon that demons have. 48:39 Oh, that gave me chills, bro. Wow. 48:42 Oh, why is the only weapon the demons have? Think about that. In your life, how that affects what you do the actions you take the things you say the things you think. Oh, 48:56 what a mic drop moment. Dude. This is definitely part one was amazing. We love your day. Thank you for coming on here and hanging out with us. That means a lot. 49:05 I appreciate him and love you guys both love what you put together, man. Thank you for your time. But 49:09 thank you so much. Take care. So John Jackson just left those a lot on pack right there. That was the greatest hour easy. Yeah. And I think I'm at that message and back again to get him to hop on again. Because a crazy thing about him is I messaged him probably about a year and a half ago to hop up on the podcast, never worked out never happened. And then he ends up coming to our event and then he's coming full circle a year and a half later. So it's kind of interesting, but the devil is only weapons is lies. freaking crazy. 49:44 That was that was a great, great, great quote. Because if you think about it, right and we're not this is not a super religious channel, but I am religious. I think Daniel has an understanding of God and what God is. We're Mexican, right? So we're typically raised Christian and Catholic. But man that was strong. I don't care what you believe in. But the Yeah, the lies are the only weapons that demons have. That's pretty much what it is right? Because it's somebody trying to manipulate trying to hurt somebody trying to get into something that they shouldn't be involved in. And yet it does lead to a lot of deception. Lots of fraud, lots of trickery, trickery, tricking people. Wow. I mean, that's crazy. Because we are really, I mean, the man can't beat you up. Right? Right. Not for the most part. But as part of man, I got chills on my face when he when he said that quote, and I don't think I've ever heard anybody's quote, do that before. 50:35 Um, one of the other crazy things too, and I think it was like, like self reflection about him selling tempting to events. And only one person showing up the second time and nobody the first time I remember we did our first year of me and you we sign that little dotted line for the for the hotel, or like, it's, I mean, you're gonna show up and we had that doubt to, but to hear him. I mean, that's, that's crazy. He did it twice. And only one person showed up to 51:04 resilience, two men, right? Because if that ever happened to me, I felt like man that that would have probably shut down my speaking career forever. Like, I'm never throwing another event. And he just throws one immediately the same year again. Yeah, right. And now then now to see how far he's come and how good of a speaker he is. And I wanted to see a little bit more of a of the charm that he brings, because I've never I had never met him in person before. I saw him in Houston a few months ago. But I will tell you, I'm always cracking jokes on Facebook and on Facebook, it's a little bit easier to be witty, because you got time to think about it and type it out. But this guy is so onpoint with the jokes and the comedy and the lightheartedness that he brings, like, man, he could fill up any room with energy and electricity. So I wanted to draw a little bit of that out of him. So that's why I was like, now we're doing round two, because I think we need to have a closer look at him and what he brings, He's amazing. He's such an amazing person. And again, many points to like, I don't know why all these cool people are one want to be around the hive mind or they want to hang out and chat with us. But it really is humbling man, it's super cool to know that there's people out there that are like that, that are kind of on our same wavelength. Super humbling, super amazing. 52:08 100% And I mean, everybody go follow on go. He's doing some crazy things. And I think just being in his in his in his. If he ever gets a chance to meet him, you'll you'll see. See something about him real quick. And you don't have to you don't have to like you just watch him. You just watch from a distance you can see. 52:25 I told her. I just told Daniel as soon as John hopped off, I was like, man, we gotta get him on. We got to have him emcee the next event because he brings that much electricity to the room. I felt like when we introduce our own speakers, we know them personally so we can give them a more appropriate introduction. But I think the trade off of having John on staff with us we can kind of give them everybody's quick bio for the intro maybe or maybe we'll do a co intro with him. But to have him on the emcee on a mic can can lift up any room and I just had never seen him in person before. I seen him at Tim Meyers event in Houston went to go hang out with find Bridger for that funds long said he was gonna be there for fun lunch. Talking at the event. I didn't even know it was a Tim moment I walk in. See Tim is like, oh, Anthony gives me a hug. And then I saw John in there and I was like, Hey, dude, I didn't know you were gonna be here. Are you kidding? I'm the one running the shit show. It's just that kind of guy. Man. He just super cool and funny. And I wanted you guys to be able to see more of that. So we're going to make this a dual episode we have to. 53:21 Well, we have to do go lecture. subscribe. We'll see in the next episode. Stay tuned for part two. Also bring you along for the ride. Thanks, guys. 53:29 Thanks for hanging out with us. I'll see you soon.