0:01 Hey wonder the hustle podcast. I'm your host Daniel Martinez. Today we have special guest, another Daniel. This is a side job. They can't see you but now they can. You can do a little hands on emotion now. So, this is Daniel Berger Garrow. We met through an acquaintance Chad Doherty. And he is a coach entrepreneur. And he does a lot of cool things was talking about in the episode, but tell us a little bit about yourself. One things I mean, me and Daniel, we talked about early on is that we have kids the same age. We're both fathers. I think it's I think it's a being a father as a huge underrated hack and being an entrepreneur. So there's a lot of cool things that we can learn from today. We're gonna talk a lot about everything today. I'm excited about this episode. Everybody here, stay tuned. We're gonna talk about some stuff. The first Daniel, how are you doing today? 0:50 Loving it live. Life is good, man. It's thankful Thursday, and we're yeah, we're just we're just blessed, blessed and grateful to be here. Thanks for having me on. Oh, no 0:58 problem, no problem. I kind of want to talk about like a little bit your entrepreneurship journey, how long you've been entrepreneur and like, it's just it's talking about little bit skipped like a 32nd. Like snaps is how you ended up here. And then we'll jump into some 1:11 Yes, yes. In this in this Zoom Room at this given moment in time. Yeah. Yeah, so the 32nd arc, like a lot of people I got my start in sales as a kid I, you know, sold popcorn and candy bars and all that stuff. But the the true formative, like shifts in the rest of my life, right was I was an 18 year old kid and I got selected for the oldest summer internship in North America with the southwestern family companies. As an 18 year old kid, I moved 1200 miles from home and spent the entire first summer at a college as a freshman, knocking on doors, selling essentially modern day encyclopedias door to door 85 hours a week straight commission, running my own business, learning a lot. And that actually ultimately helped me pay my way through school. So I ended up doing that six summers recruited trained to build teams ended up knocking on over 25,000 doors before I was 24. And yeah, even met my wife through it, which is pretty cool. But yeah, that was that was kind of just getting thrown into the deep end of entrepreneurship really fast. And since then, I've been in a couple of different businesses helped grow other organizations spent some time and, and in business development, mortgage fundraising, and then for the last five years, I've had the privilege of helping other people build their businesses, I've been working as a coach consultant to some really successful people. And that's ultimately how I got connected to you guys. 2:45 Okay, we're gonna jump a little bit back because I want to kind of glaze over some stuff. And I want to dig in a little bit so it's very rare to hear. I want to recommend you if you're starting your entrepreneurship journey keep track of your KPIs so right away he's not 25,000 25,000 25,000 doors always say dollars for one reason, money just comes on top of mine 25,000 doors now. And I noticed about you because you're very like organized and that we always like that or did you always like like revising the keeping track of your spreadsheet? Like everything you have like your whole 3:19 T's crossed eyes dotted read the Excel spreadsheet, so it makes sense. That's how I'm wired. Man, I I do better when things make sense. And there's order and structure. You know, again, two sides, every coin there's some some really big benefits to that. Right. You've seen some of that already. And then there's some also like, a lot of my my leaders and mentors are like another question. Cool. Another question. Great. All the questions cool. Oh my god just sound wired. I asked a lot of questions. So yeah, that's that's kind of how I've always been wired. I've always been I never thought growing up that I be in an entrepreneur in sales. No one else in my family is in business. Everybody comes from academia, education. You know, I thought I was gonna be a teacher. You know, my whole life. Well, 4:02 you kind of are in a way. Yeah. Yeah. So one thing I want to hit on is if you're starting an entrepreneurship, entrepreneurship journey, keep track your KPIs. It's really really cool to call back that stuff when you're when you're when you're going out and in this business a couple of years you can show that track record. So one thing I really want to hit on keep track of KPIs. That's amazing. I'm really glad you do that because not everybody says that I really wanted to point it out that he's no he's not 21,000 21,000 doors. That's amazing. I don't know that stuff. I don't know knocking I don't I don't know that stuff. So I think it's really cool. Second thing I want to say is 18 years old. You moved away. 4:41 Totally. Yeah. So 4:43 I love when I talk to not necessarily like young people, young entrepreneurs that start off young because I think when you leave your your your home, you're forced to like grow up Instantly. Instantly. And it's like different ways you like mature like you mature, like three years of life and like six months, you're like, Okay, that was interesting. Yeah, so 18 months, I can't believe you actually, like, door to door sales is hard and encyclopedias. I'm sure it was hard time around having like the pizza set in my house. And I don't know that sold that to me, but I'm sure. 5:20 Maybe we did. Right. I mean, like, truly? Yeah. 5:23 I don't know. So I commend you with that. So I think that's one of the hardest things I used to sell TruGreen, which is like grass, grass. That's when I started doing that. My team. So 5:35 yeah, yeah, man. 5:37 And I hated it. I hated like, I hated like, selling people. It always felt like, nasty to me. But you get over that stuff. But one thing I want to pick on too, is that you get overly obsessed. I think people that can find like their driver. Like there's no like self. Like, there's no like, oh, what's your why? Like, No, I'm just self driven. There's like an internal internal agent somewhere that I always like equated. I feel like mean, you are like, in this way where like, we run off. Like, I think of myself, like Superman, because I run off the energy of the sun. Like, every morning, you wake up, and I'm just full of energy, you know? And there's like, consistency that drives it. Like, I'm sure there's other reasons that back it. But there's always like that. Action. Action taker. Yeah. 6:20 Yeah, man, I think. And, you know, I think just part of part of my backstory, what I've I've been a privilege has been last couple years doing right is spending time with learning from mentoring and coaching and partnering with some really successful entrepreneurs across all different industries. I think there's, there's some commonalities, right, is that some of the most successful people that I've ever met, right? That they, they form the habit of figuring out what they want, why they want it. And one of the things that we talk about is that the the depth of your endurance is in direct proportion to the clarity of your vision, right? And so that when when you actually know what you want, you want it enough to do the work that it's going to take it doesn't, it doesn't maybe wear you down as much as it would if you were fighting for something that maybe you didn't actually want. I don't know I I've only known you for a short period of time, right? But like, in what I see with you and Anthony with, you know, outside looking in is like, you guys have a vision for what you want the hive to become. And it's a vision that's so big, that you believe in it so much that this idea of showing up and doing the work every day, isn't this like massive effort or lift or it's is really hard, grueling, you're like, that's fun. I'm just doing what I'm doing. It's awesome. We're just we're riding this rocket ship to space. And you can come along if you want, but, and it's because you see it, and you've correlated it, right. And so like, I think, again, same thing is whenever I latch on to something, and I think a lot of entrepreneurs can relate, it's that that piece in your brain that says like, I want that I'm going to I'm going to do what it takes to get there. And so you're almost tapping into this unlimited energy source, as opposed to and I think this is the flip side is, so many people live their lives not sharing, not being sure what they want. Yep, or chasing someone else's version of success. And so we're putting all this energy out trying to achieve something that we've been told is what success means. But since we don't actually maybe really want it. We're constantly on this hamster wheel. We're draining the batteries we're headed. And I've been there too. Right. So I think, you know, again, I think you see both sides of it. Right? And entrepreneurship, for sure. So 8:34 one thing, and this, I think is a great question for you because I think we both have younger children. So when I when I was when when I first started entrepreneurship, my parents when I was little, it's kind of crazy in ways all this stuff. And now that you're a parent, you see, not like you're like you as a parent have to like put your kids on your shoulders and almost like let them get a leg up on you. So like my dad, my dad was an immigrant. And he always told me to use my head, not my back. So because he my dad literally worked on the roads for 30 years. And that means that back, like it literally took a toll on his body. So it's one of those things where like, he told me it's like, hey, use this. Use all the work I've done for the last 30 years and do something better with it and create a creative create a better life this Monday, my dad always like, yeah, never like push us to do anything. He just wanted us to do the best we can and work smarter, not harder. But you now that you work with parents like how are you like putting that installment into your your own children because your children? How old are your kids by the way, 9:36 Jonah's four and four and a half for things. That's your oldest? Yep. Joan is four and a half. Yep. And Josie just turned two a month ago. So okay. 9:47 My kids are older than yours. Okay, so your kids are older. But I do you have any ideas or like things you're going to do as they get older to like, maybe instill a little bit entrepreneurship into them and what you're trying to implement that? 10:00 Yeah, yeah. You know, I think, and again, it's it's early, like you said it's early, making them do anything yet. But I heard this idea that. And again, I'll say Hindsight is 2020. Right is, is, I'm really grateful that I work with a lot of clients who are just looking older than me, right? Who have kids who are older, right? And so, you know, when I'm working with the CEO, whose kids have already graduated high school, and, and we're able to have these conversations about perspective, right? Like, what would you do, knowing what you know, now with the life that you have the success that you have? If you could have gone back, right, and I just hear this common thread of, you know, when when you achieve a level of success in your life, it's really easy to want to want your kids to have it all right, like, I do, right? My, my, my kids are wrapped around my finger, right? Or however you want to phrase it, right, but, but the flip side of that is that, you know, good things come from struggle. And so I don't know exactly what it's going to look like or exactly what it's going to be. But you know, something as simple as, for the season we're in right now, we took the TVs out, because we realize the kids were wanting to watch TV all the time. And so now they only get to watch TV once in a while. And so it's like, it's just this little thing, but it's like, when when you want something, you don't get it all the time. If you have to earn it, maybe I don't know, like for us, it's like, Hey, buddy, you got to clean up the room, you got to put your stuff away, you got to, you know, be nice to your sister for a week, then maybe we'll watch an episode of Paw Patrol or something, you know, it's like, who knows what it'll be when we get older, right. But I just think if I can instill in my kids that we we have to earn, we have to earn it, whatever it is, and that it's okay to try and fail. I think those are kind of like just two key things that I've learned throughout my life that you got to show up and you got to do the work. And it's okay to fail. It's okay to swing and miss. 11:54 Yeah, I think we have to do this again and a couple of years just to kind of get right. But my oldest is turning six. Like, she's in school now. And I'd love to have this conversation with a couple years. But your kids are older. That's all I was asking. But has there? Have you learned anything from this is why I love having conversation with you. Because you'd have a lot of upper level older connections that are like CEOs and stuff like that. Have you heard anything from your connections that you're like, Man, I want to do that when they get older? That's yeah. You have any stories like that? 12:30 Absolutely. Yeah. Yeah, absolutely. Yeah. So, you know, I've got a couple clients who've just tossed out some ideas, right. And one of them that I look forward to, right is the idea of why I guess there's there's two, one we're actually already doing right now, even though they're young, right, but just forming the habit of protecting space, because again, as an entrepreneur, we can work 24/7 If we want to. Yep, right. And that's it's a conscious decision to choose to protect space for the things that matter most and so for us right now, it's protecting an afternoon, like one or two afternoons a month where it's just one on one time just with me and Jonah are just with me and Josie given Alicia break, or, you know, creating these not curating experiences, but doing something together, even if, even if it's just as simple as hey, buddy, what do you want to do today? And he's like, I want to, you know, mow the lawn. Great. That's what you're choosing to do with Dad, let's do that together, right, like some creating some habits around that. And then on a on a longer term vision, right, having these Keystone type trips and experiences and moments that to celebrate milestones, right? Like when he's 10 that he and I already know this he and I are gonna go camping somewhere probably for a week, probably with some backpacks and roughing it out and like just just doing a little bit of due time out in the mountains you know, and I'd love to do the same thing with Josie whatever she wants to do, right if it's that if it's something different, but I just the the consistent theme I hear from parents whose kids are older is that this window goes by so fast that no amount of money will ever fix that. Right. I think I even talked about that at the conference. Right? That was like one of the first things I said was I remember years ago right when Jonah had just been just been born. I was working with a highly successful client like work optional. Work optional kind of client right doesn't need to do anything for the rest of his life. His kids would never have to work he has that much money. And I asked him for any big picture device because his kids were about to graduate high school and Jonah just been born. And he said, You'll never like you can always make your money you can always make more money but you'll never get back the time that you missed and and he said my one regret in life is I wish I hadn't let the success of my business consume me as much as it did when I was younger, and that I had hadn't, that I hadn't kept trying to do more, that instead, I've learned to let other people in to do last to spend more time with my girls when they were younger. Right? And I mean, again, it just it hit me, right? Because it's like, um, I'll never get this season back. Yeah, but I can always make more money. Me. No. Yeah, 15:19 that's one thing I did early on was, I actually started entrepreneurship. When my I felt that my wife was pregnant. So I literally worked as many hours like could still my wife had a baby. And then I took like, maternity leave big on my vacation, then I quit. Yeah, I have, I haven't worked anybody else. But like, one thing I love was, I used to my I remember my firstborn. My wife was just stressed out after she has a baby. And she was up all the time, because you have if you'd have never had a baby. And if you don't understand this, when you first have a newborn, you got to feed the baby, like every three to four hours, like newborns for like a month, every three to four hours. So imagine that to your wife, and it's just craziness for. And I'm sure you went through this recently. Were you at home for that? 16:10 We had home births both times, actually. Oh. So 16:14 that was my favorite time that I had with my kid because I was we kind of figured it out. But I'm a night owl. My wife should get up early. She does whatever she needs to do. But I'm definitely a night owl. I like staying up late. So I will take care of the baby from 11 to like three in the morning. And then she would wake up at six or seven o'clock that feed the baby. So to handle that one, one and a half feedings there. And I love that time because I would it was just it was my time. It was my, my daughter and my son. And I love that time with them. It was like, I'm like so happy. I had that experience with my kids. Because man that time was amazing man like to see him now. Like my oldest is six. Like, 16:59 this is crazy. That's wild man. Yeah. So that 17:03 definitely being around being around your child when they're developing is insane. They grow up so fast. Yeah. My my oldest, my youngest is like talking in full sentences now. And I'm like, shut up. 17:19 It goes by fast. 17:22 So how do you and I think we kind of alluded this but how do you manage like entrepreneurship and family? You personally like I know how I do I kind of structure calls differently at times throughout the day, like even right now we push this podcast back because I was out with at the park my family. So how do you kind of manage and, like carry this, this double handed? Craziness? 17:47 Yeah, I'd say two things to that. So I'm coming out of a season where I had a lot of structure and protected space. Okay, entering a season where I have a lot less structure and protected space. Okay, and so with with that, what I mean is, I probably like a lot of people trying to be really intentional with the time that I put on the calendar or try and protect it, I try and think it through, I try and take time on Sundays and think through the whole week, I try and think through the long term, the short term, the midterm, I write it out, I do all the things that we're all taught to do, right. But I think where we can, where I'm looking ahead to this next season, I've already told you some of the goals, some of the ideas, you kind of know where the thoughts are coming from, but I'm about to enter into a season where I'm, I'm kind of out of my depth, and it's gonna be really exciting and fun. But like, there's a part of my brain that says, hey, you're probably gonna be working 80 hours a week. And I have to consciously speak against that voice and say, No, I'm still going to protect the time that matters most I can figure out a way to get all this done. Even with all that, it's probably going to be some more non traditional schedule, which is I'd say what what we're on right now. You know, like, hey, we we figure out a way to make it work when it's time to make it work. And we're, we're present when we're not. And so one thing that helps me for that, I think, no matter what the seasons of look like is I tried to leave my phone in my office and I worked from home. And if you can tell I'm the second floor, everything else is downstairs. I tried to leave my phone in the office because like if, unless the house is actually burning down, you don't need me. 19:29 Really don't call the police, you 19:30 know, right. Right. Right. And we're calling my wife, right. She's got a phone too. I know. But it's little things like that, like that physical separation I think really helps me a lot is when when it's time to be with my kids. If if I'm not careful to do that. I can find myself swiping. So I've been just swiping, swiping, swiping and kind of talking kind of paying attention. Neither one's getting my full attention, which is not good. Yeah, I don't know. 19:59 I Katherine, I catch myself playing chess sometimes. Yeah. 20:04 Yeah, yeah, right. It's that dopamine man, our brains addicted. So we have to physically at least for me, I have to physically be like, No, you're on the other side of the room. I'm here to be present with my kids. I think that's one of the biggest thing that helps me truly. 20:19 One thing I think, is, really, it's crazy, too, because it's not traditional schedule. So like, my kids nap. So I work during nap time. And then after I put them to bed, I usually have two or three hours to work to if I need to. So I work after everybody's goes to bed. So I have like, very, like, like, even like when I'm working like website stuff. I usually work in the afternoon, but it goes a bit. My wife is asleep. And I'm here on the computer working away. So it's one of the things really I definitely have a non traditional schedule. Actually, I love it, man. I love it. Because I, I feel like every time I think about like, if my if I didn't do what I did now, what would I be doing, like eight hours a day, at minimum hour commute, right? 30 minutes each way. Like, anything, you need to do gas stopping for the grocery store, like all these things that kind of consume your time, you have that I have like flexibility throughout the day to kind of juggle and manage my schedule. And it gives me the ability to kind of create little little pockets of time to like, Hey, I go with my like, once every two weeks or once every three weeks, I take my daughter out to check someone at lunch after a bigger school. So today, yeah, what a legit, like once, every once in a while and like even today, I took the other two kids and my wife, like, let's just go and have lunch. So I literally been out of the office for like, 21:41 five hours. It's great, though. I mean, but but again, like, you get to do that, right? Because of the risks that you've taken to get to get to this place, right? And it's entrepreneurship, it's not for everybody, right? But but if you can see past, right, again, back to that vision endurance concept, it's like, if you can see past the hard, that it's gonna be for a season to get whatever business you're doing off the ground to a place that you can step back, if you can see that see past that and see the future that you value enough to connect your purpose to the president, then then what lies on the other side is just again, it's it's, I think it's the coolest thing. I don't think I'll ever work for anybody ever. You know, that's just how I'm wired, though, you know? 22:27 Yeah, it's a different dynamic. How? I know, I know, this is probably the same answer for you. But I feel like my wife has allowed me to create the space of entrepreneurs. And how important is your wife in entrepreneurship, and marrying the right person? 22:48 So, my wife, my beautiful, wonderful, amazing, smart talent. Alicia and I have been married for seven years. Okay, seven years. Yeah. So Alicia and I were talking about this earlier, literally, the same thing today is that, you know, in order for me to put as much as I do into the things that matter to me and to our family and to the business, like it requires sacrifice. It requires sacrifice. It requires a joint, like a team working together this common dream common, like, the reality is it you know, I'm central time 730 Right now, right. So I'd rather be putting my kids to bed right now. Yeah, I love you. But it's 730. And that's what I like doing. I like putting them down. I like reading to them. I like cuddling them. And I'm not I'm choosing to be here. And so that means, right. It's there's a sacrifice made. It's not maybe a massive one. But it's a sacrifice and every decision we make in entrepreneurship, man, there's the foundational level of support that you need to be a successful entrepreneur, you cannot do it alone, whether it's a coach or a business partner, but like, when you're married to somebody, they can be your biggest champion or be your biggest critic. And I'm just I'm so grateful that Alicia and I have you noticed that she believes in me, that's it, because I've made I've taken some pretty big risks. I've taken some that I've done some things that just don't make sense. And through it all, she has been like, hey, like, I trust you, I trust you to do the work. I trust you that if you've thought this through and you're willing to do the work like that, it's gonna work out like, I believe in you. And I don't know, I just think that, that hope and that belief has anchored me so many times through some some like dark moments. There's some you know, peaks and valleys. Yeah, huge. Yeah. Huge issues. 24:43 Just your spouse, your spouse and businesses crazy. Crazy Crazy. It's I think it's a it's definitely a make or break. Yep. To your success. Yeah, to agreement on a percent the biggest break make the make or break. It's your success in the future because, man I hear stories Is of their significant other to their girlfriend or whatever in lining. And it's funny because of my previous podcast, I had a 20 year old guy, and he had a he has a girlfriend. So I asked him that question to kind of just kind of pick where his head's at. He's like, those go to everybody here, go check out that episode with Brexit. But yeah, yeah, I just interviewed Maxine Harrison. But over at least a couple episodes before year, so if you ever listen to this, but she got back stairs asked him a hard question to that one. I didn't know if he was dating or not, I was just curious. But most things were like, I think a lot of younger people they get caught, like you can get necessarily corrupted and like totally like your disastrous way where you're going to prison and you're doing all the wrong things. But I think you get corrupted, and like slight little ways that change the trajectory of your life. Yeah, could be a woman, it could be money, it could be your friends. And it just one of the just one of those things can totally change the trajectory of your life and where you where you end up. And it's always the influential moment from like, 15 to 20. Right there that it just sets the rest of your life up. You're kind of stuck. And you can't change the leader. It's just really hard to change once you're in that path. Yeah, 26:17 absolutely, man. Yeah. And and yeah, just having the right people in your corner man, people who believe in you challenge you to be better, who encourage you who, you know, see the good in you. Right. And, yeah, it's really hard to do entrepreneurship by yourself. You need people we need people. I think that's how we're built and wired is that we need community. We need support. So I'm grateful for my wife. She's the best. Yeah, 26:42 yep. Seven years. I got married in 16. So I think we're seven years to Yeah, 26:49 yeah. When? When? In 16. May. October. Yeah. All good. 26:56 Yeah. It's funny, too, because there's another one of our speakers. He didn't come to our event last year, or the last one in October, but he spoke last two events. He's been married seven years, too. So I think this is one of the things we're like, when you get to unity to create your circle small, especially in entrepreneurship, and people that are in the same position and, and have the same life goals. I think you mentioned that, to me, the first time we met is like, we all have, like small children and entrepreneurship and doing doing crazy stuff. But I mean, you can have a conversation that we can't have with regular everyday people because they don't understand this. 27:34 Yeah. Yeah. Truly. Yeah. The balance of believing in some of the big doing the work and navigating, right, like, teams, people recruiting, leading, growing selling operations, all the all the chaos and being the best father and husband that you want to be right. It's, it's a real thing. 27:52 Yeah. So let's talk about coaching. What exactly do you do in coaching? What type of clients? Are you helping? I think we mentioned just a little bit like surface level stuff. But as that a little bit into the coaching side, how long you've been doing it? All the stuff? 28:06 Yeah. So I guess you could argue that I've been a coach since 2010, in some capacity, right? Like, I've always led or been a leader within the different organizations, I was a part of ever recruited lead, lead, train coach teams, all that stuff, myself, and then been part of others, but in this in this current capacity, right, so I partnered with a company. And so five years in, I tend to work with business owners, entrepreneurs, who are leaders of leaders, those are my favorite people to work with. I don't tend to work with individual producers as much anymore. So people who are leaders of leaders, typically they've got a team. Typically, they've got big goals. Again, I like to I have clients in all different aspects of life. But my favorite people are people like me, right? People who are mid 30s, early 40s, maybe aren't yet the CEO, but they've got the vision to be they're on track to be they've got big goals ahead. They've probably got young kids, right. They don't have to be as young as mine. But, you know, middle school, high school, early high school, even but just just people that I want to do life with, right, those are typically some of my favorite clients. Yeah, that when it comes to like what we work on in coaching, I think it's just such an individualized journey. You know, I'd say I'm a sales leadership development coach, but I think the way that that I really have been thinking of it lately is what what we talked about is that at the core of, of what I work on with clients is I help build good people. And those good people build good companies and those good companies impact the community and that community then changes the world. It's it's people development, right. Sometimes it's more technical, hard skill stuff like holding your team accountable. I manage and KPIs and digging into operations and systems and left brain but I think more often than not, it's more right brain stuff, it's, it's the soft skills of, you know how to hold somebody accountable and confront them when they're not performing. And they've got a life situation and like how to navigate all this stuff. And you know, the dynamics of interpersonal relationships mixed with high standards and loving on people through challenge. And, like, that's the stuff that that I think we we can always talk about, it's a never ending Well, of things that we can dig into to help people be the best that they can for their organizations. Yeah, little bit everything. 30:43 I think, one of the one of the most difficult I think hardest part of businesses, people side of it, whether you're dealing with your own team or clients is this is the hardest, it's the hardest part. Because then you always have like, you might have outbursts from your, from your team in certain occasions, whether they're going through their own personal situations, they might have outbursts from clients, personal situations, and how do you manage and control that output without firing back? Yeah, 31:13 I mean, I just had a call earlier today, client based out of Houston, super successful mortgage lender who actually he came to the the hive conference, okay. What we talked through today was one of his team members made a mistake, that's potentially going to cost somewhere around $35 million in potential business for the next year. That sucks. How do you navigate that? Right? Like, the emotion of like, what the, you know, and then the reality like, I just made a mistake and then navigating like, I can't can't how do we work through this? How do we, how do we help him own and take accountability and ownership of the situation? How do we help him actually, maybe even fix the problem himself? Like, all of these things together? Yeah, it's a people business, no matter what business we're in. If we didn't have the human element, we just be robots and machines, you know. So I think that's what makes business fun and hard. 32:22 I think it's funny, because I don't even know how to deal with that situation. 32:26 Layers. It's complicated. But yeah, I mean, at the end of the day, is it is it a mistake that's that's worth terminating him over? Or is that something we can salvage? And I think where we landed today was that we make mistakes. This sucks. But it was a mistake. It wasn't intentional. And there's enough. There's a Stephen Covey concept like the emotional bank account. Have you heard that before? No. Okay. So Covey talks about this concept where when you have a relationship with somebody, every time you follow through with what you say, you're going to do, every time you do something, right, every time you, you know, bring value to the relationship, you're making a deposit into, let's call it a bank account, right over time, that bank account gets bigger, bigger, bigger, bigger, bigger. Sometimes we make withdrawals from the bank account, when we mess up when we hurt somebody when we make a mistake, right? If if we had only known each other for a week, and I made a huge mistake, you probably just would have blocked my phone number and never talked to me again. Because I didn't have enough in the bank account. Am I withdraw? I overdrafted. Right. So with with this team member, and this this leader, there was enough in the emotional bank account, there was enough in that like, trusted relationship. That man he almost zeroed out the account. But but he didn't overdraft. Right, there's still something there to build on to work with to you know, that ultimately, it makes more sense to love this kick this this young guy through this situation, and and, hey, we'll find the business somewhere else. We'll figure it out. I think where we landed, 34:10 that is I've never I've never thought about that. Because I I've always like, I've had a ton of employees. And firing them has always been the hardest part. But like, I've never thought about it as like, like a fuel tank type thing or like, yeah, they're just done. I don't know what I'm gonna do with them. Yeah, 34:29 yeah. What and again, it's like, if you're getting to the point to fire someone, there's probably reason for it. Right? Yeah, absolutely. Sure, right. Like, if we think of like machine learning, it's like, we're running we're building a machine and one of the parts of the machine isn't working. So we fix it. It's not an emotional thing but but then you add in this like, human element, right of like, I care about them or like I want to help them or like it's hard and it's like, if, if, if this is a person who is a trusted friend To remember that it was an honest mistake that there's opportunity to, to earn it back to fix it to tip for them to take ownership of it. Right? And again, there's all these different layers. It's like, is it worth starting over cutting them loose? Is this something that is against our core values? Right? Did they make a decision that's actually not in line with what we believe? Like at the core? Was it just again, was it a mistake? Can we can we see past that? Can we love on the people? Not the problem, right? Again, lots of different layers. We don't need to go into the psychology mode, right. But that's the people businessman no matter what we do. 35:39 I like that. I like that analogy, though. Because I'm gonna have to use that one. I think you have. I love having different conversations with different people because I learn at least one thing from every person I speak to on the podcast and John conversation. So I try to at least I've learned one thing, but especially the podcasts, there's much stuff that I'll just pick up off, even if it's somebody else. I'm not a reader. So I'm like people like, oh, I have you read this book. Like they read it. What's the what's it about? Tell me what it's about. Okay, awesome. That's a great business analogy. I can I can implement this in this way. Amazing. I got to read the book. I'm sure a lot of things in the book that I'm missing 100% But at least got something out of it. 36:23 I was the one thing that's all you needed for today. Right? 36:25 That's it. That's it. What is a quote that is yours or somebody else's that you resonate with? 36:33 Hmm, that I resonate with? Something I've been spending a lot of time on this past year. has been? Why I guess two one is the one I already shared because the guy who said it first that I heard first heard it from Ron Alford, the depth of your endurance is in direct proportion to the clarity of your vision. I've loved that. I'm a runner. I'm one of those weird runners that likes to run stupid, far distances. So I think just like on a, on a primal level, the word endurance really resonates with me as an entrepreneur of like, you have to deal with the hard stuff to get to where you want to go. Yeah, I think that's that's that I think that's one that I always come back to another one is a Maxwell is that. A pessimist complains about the wind? The optimist hopes it's going to turn and the leader just adjust the sails. 37:32 Well, that's a good one. Yeah. That's a good one. Those one Anthony sent me. Oh, that's a good one, too. I just posted about it. Let me find it. Something about sales to I have our here. We can't control the wind. But we can we can always adjust the sails. Same thing. Same thing, 37:51 I think. Yeah. 37:54 That was from, I think, Monday or Tuesday this week. 37:57 So sweet. minds think alike, right? 38:02 It's funny because it's on a fortune cookie. 38:09 But it doesn't have to be complicated. Man, it can come from boats 38:13 are good. Sometimes. They got some good stuff in there sometimes. So don't don't like the fortune cookie. Right? It's all it's all based off of somewhere somewhere is reasoning. You know, it's funny. Let's talk a little bit about speaking. You've done a TED talk. How many speaking gigs have you done? And like once you start speaking as a whole? 38:35 Yeah. So again, one of those things where it's like when I when I worked with college students, when I was giving presentations to hundreds of college kids, does that count? When I was in fundraising? And I was giving hundreds of presentations to elementary, middle school, high school students? Does that count? I mean, I don't you could say hundreds of 1000s If you start including that kind of stuff, but I would say in the last five years, like in a professional paid capacity to just be on a stage and talk to human beings. Right. Whether virtually, or in person, a couple of 100 Yeah, I'd say a couple 100 Over the last five years. You know, some some really big events, right, like regional, you know, national type rallies with some really big names, all the way down to like, going into a small, small boutique real estate office and talking to 10 agents. And that's it, you know, so everything in between. Wow. 39:33 I like speaking. And I was listening to a mastermind call yesterday. And he said he got into like the public schools. He got into like a public school network. Yeah. He was teaching to like kids about entrepreneurship. And yeah, like basics of real estate, stuff like that. I'm like, awesome. That's cool. Yeah. I always like, I like introducing new ideas, new ideas and possibilities to young minds. 39:56 Yeah. Yeah. Yeah, I think there's a Man, again, if there's one thing for the future is is, you know back to the stuff about kids, right is I want, I want Jonah to believe that he can take risks and fail. And then if he wants to work a nine to five, if he wants to conform to the machine, go for it. But man, again, if he if he wants to follow on his dad's footsteps and take a swing and miss or take a swing and hit once in a while, and I just want him to believe that he can try, you know? Yeah, 40:31 I think the the thing that separates a lot of people is they're not afraid to they're not afraid to make that swing and fail. Fail or fail. Failure hurts. Yeah. But so does being in the same place. 10 years in a row. Yep. So I was failing forward is such an under underrated little hack. 40:54 forward fast. That's something else failing forward 40:56 fast. That's 40:57 yeah. Yeah. Because I mean, and again, I you know, so when, when I linked up with you guys, and started making some cold calls, you know, on behalf of the hive, just to see if this thing would work. I mean, it was it was really it was that mindset, it was like, how fast can I fail forward? How fast can I get through some of these reps to see, you know, what's on the other side? I know, I know, it does work. I know, it works. I've never done it before. So how fast can I stack my failures to shorten this learning curve? 41:30 So let's talk about your little wins. So let's talk about what it took you to win. And it's a little win. 41:37 Yeah, it's cool. Yeah. 41:40 So we met probably six to eight weeks ago. 41:46 Yeah. If I remember 30 S, right. 29th 29th 60 weeks 41:51 ago, you spoke at our event, end of October? And then what happened since then? Then 41:58 what? Yeah, so I guess just some quick backstory on how this happened. So I've worked with probably about 100 clients, one on one in a direct capacity over the last five years and all sorts of different businesses, right? Real estate, mortgage, financial services, insurance, oil and gas. You know, actuaries attorneys, like, I've been a part of a lot of different businesses, and I've seen how they all operate. I've even worked with a couple wholesalers. And when when I was at your event, something just like clicked, right? Where like, I knew what wholesaling was I, you know, I understand it, I've never done it. But to me, they're always there was a barrier to entry in my brain, at least at the time, right? Between the skill sets that I feel like I've I've developed over the years and access to capital. To me, there was a gap, right, I just, I guess I didn't really connect to that there's a way to do this without, without having the $4 million dollars to buy the $4 million Ranch, right kind of thing. And again, it was just it was in conversations with you guys. It was in actually getting to meet you guys. And I think again, there's there's some really, there's a very important piece here was actually by spending time with you guys and getting to know you guys beyond just like I heard them speak at an event, right? I've heard plenty of people speak at events, and then you get to know them, and you realize they're not who they say they are. And you guys are. And so I really respected that. And so that ultimately led me to have my listening ears on and pay more attention, right. And so kept learning kept learning. And it clicked for me that like, hey, if, if a deal's a deal, y'all have ways to figure this out to dispo it, it's just a matter of finding it. And well, what is finding a deal look like? Well, it's just talking to human beings and asking questions. I'm good at that. I've been doing that for years. So yeah, I don't know. I was just like, Man, this just seems like too. too good of an opportunity to not try because I feel like I could do this. And yeah, so when I came back to Missouri, I probably spent about 15 to 20 hours that next week, cold calling Zillow listings, making up a scripts every, you know, with every call and it didn't go right I text you guys or send me a Facebook message or something I don't know. And I'm like, hey, they said this. How do you answer that? And, you know, over the course of that week, I developed the script that I started using and ultimately ended up landing a $2 million 240 acre listing in Somerset, Texas, that we're going to subdivide and and yeah, hopefully see a net profit of somewhere between eight to 10 million, I mean, the hive as a collective right, we'll see a net profit of somewhere between eight to 10 million, sorry, eight to 10,000 per acre. So you know, maybe somewhere close to that million dollar in net profit mark, which is a wholesale fee of about $80,000. So that's pretty cool. Yeah. Pretty neat. 45:06 I don't know. That's kind of cool. That's kind of cool story there. 45:09 My very first wholesale contract ever. The 45:16 we're, we're trying to, we're trying to make it 100. 45:19 I know, right? I was like seven figures in contracts and six figures in commission. But we're 45:26 trying we're trying to make it 100. And that's between me and you on this podcast. And everybody listens to it later. But everybody 45:32 that listens, I get it. Yeah. But yeah, I mean, again, like whether it's 80 or 100. Like it's, it's a cool story, I think of like, right, have a within 30. I mean, really, actually, within a sooner time was when I had the conversation, but within within 30 days of learning that this even existed. Pick up the phone, fail fast, fail forward, learn from every conversation, take notes, try to get better ask questions, ask for help. Don't be afraid to talk to the, quote unquote, big dogs, right? Like y'all, right? And say, Hey, here's what the conversation was, helped me navigate the next one. And ultimately, we found one that worked, right. And, you know, I'm excited to pick up the phone again and find another two to three, four more this year for you. So 46:17 one thing I really want to hit on too, before it began to hear, but is, consistency is the first thing number two was you're not afraid to ask questions. And number three is weren't afraid of failure. And I think those are the biggest things that led to your success in such a big time was probably those biggest things for a lot. We've worked with a lot of different types of students in different ways. And they've all struggled with one or all of those. And it takes a long time for them to click and maybe some competence thing where they don't know what to say they might not have the background as you to actually you already have that that skill level at a high level to communicate. I think communications is the best skill you can have. But communication is very underrated. But I think that was one of the things that really helped you have tick and get success quickly. But we're gonna find you online. I think it's been a great episode of all about fatherhood and business and parenting. 47:13 It's awesome. Yeah, I think the easiest place to find me is just Instagram. Candidly. Right, D Burke Aguero, I'm sure you guys are gonna link it. And I'll do a little plug, right? Because this is gonna go out to the known universe. How faster this episode go out, about 30 days. 38 Perfect. So within 30 days, so here's my plug. I am doing something fun in 2024. Okay, so in 2024, I've already told you this, but now to the known universe of hivemind community that's listening. In 2024. I'm going to take a business from zero non existent, non non formed to seven figures in revenue within a 12 month calendar period. I'm going to be doing it in wholesaling land and in real estate. I've never done this before prior to this, you know, this call this conversation this, this first one, and it hasn't even paid out yet. So I'm technically still at zero. But yeah, I'm gonna take it from zero to seven figures in 12 months, I'm going to document the whole thing. And if you guys want to follow along and see a behind the scenes journey of scaling a company from zero to seven figures in 12 months, follow on, it's gonna be cool. There 48:20 you go. I think we'll leave it at that, man. I'm excited about that. Everybody here, go like, subscribe, go share with a friend. We'll see on the next episode for everybody here. Thanks, Daniel. 48:31 Thanks for having me, man. 48:32 We'll see you on the next so see you guys