So when did you start the community? um how has it impacted your life and your business and what then we'll dive into like some of the lessons learned from just building your career i mean you've done crazy things you and jamil traveled i think 50 states in 50 days and we're teaching for free about creative finance and like all these different cities it's like so i want to just dive fully into your community and how because you built it so fast how many people are in your community now

30,000 paid people in the community and then I have like a free Facebook group with you know 200,000 and then you know millions of subscribers on other stuff but I don't consider people that are subscribers my community those are just an audience community is like a private vetted group of people that are actively doing deals with each other and people will go oh it's my school community meanwhile they're just like getting information from you I don't think that's a community I think that's an HOA I think if you anyway so I got a lot of opinions about this stuff but It was 2015.

I got screwed over on a deal from somebody on BiggerPockets.

And I love BiggerPockets.

I have their most popular book that they've ever launched.

And I love them.

And the collaboration with them has been amazing.

I don't know if the camera can see this, but

H- like, like 10 years ago to where you're at now, what were the key things to help you create this mega wealth?

Uh, two, two really important people.

One person I was paying $500 an hour to for mentorship, and at the time, as a blue collar guy, I thought that was a waste of my money.

But I had somebody who was like, "If you don't go hire this guy, I'm gonna leave you.

I, I'm gonna get out of your life." And he's now the head mindset coach for the Arizona Cardinals.

His name is John Boehm.

And when I pulled up to Starbucks, which is what his office was, I was like, "You gotta be freaking joking me.

Yeah.

But then often the skill is once you really understand it, then if you want it done right, let somebody else do it and get out of your own way.

Yeah, it's amazing.

It truly is.

And it's hard when you're brand new because you have to go through these hard things, right? If somebody's watching this brand new is hearing two guys that have already made it talk about how easy it is now to scale and we would just hire people.

But the hardest thing for me was actually hiring my first person.

I had a coach named John Boehm.

He's now the head mindset coach for the Arizona Cardinals.

Oh, yeah.

Yeah, what's the flow here?

The flow with agents is this.

I'll give you a good story.

So house on 4101 West Flower Street, we were direct to agent on this submitting offers, submitting offers.

We were 100 days on market, 120, 140, 160, 180.

We just sent an offer every 20 days.

Why? Because their pain point goes up, their pain goes up, and their willingness to do a sub two deal is probably also going to go up as well.

Was this clickbait or do you really think we're heading into a future where teachers, surgeons, therapists, and 90% of every job we currently know will be replaced by AI or robots?

She told you her husband was shot?

She, she said, uh, she said, "My spouse was shot," so I had no idea.

Uh, o-okay, so, um, I spent the whole day with her, and she just shadowed me while I was looking at buying a modular home company.

We had a good time, and then the next week, I gave her a game plan.

And I want you guys to remember this.

You guys are gonna watch a lot of YouTube videos.

You're gonna watch a lot of content.

[laughs]

Well, I'm talking market value.

I don't ba- I don't ba- I don't pay my bills with market value.

You don't pay your bills with market value.

I, I...

That might be my net worth, but I can't go pay my grocery bill with that.

There's not, like, a debit card that says, "Here's your net worth debit card.

Go buy groceries with it." You pay your groceries with cash flow.

... fighting words right there.

Throughout my career, the sales teams of the companies that I've owned have done well over $150 million in cash collected revenue, and now I run a $30 million a year sales training recruiting company, sharing a lot of the best practices of what's worked for me.

So in this video, I sit down with Pace Morby and share with him how to recruit, hire, and train high-performing sales teams, where to find the best reps, how to ramp them into KPI, and also how to get better at sales and how to objection handle the right way.

So, enjoy the video.

Okay.

So sales.

You've helped me build my sales team.

[laughs] Nice.

And so the other day, I'm in this appointment, and the agent is holding my phone for an hour and four minutes as I'm going through, this is the two sellers, this is the real estate agent, and I'm going through, come on, baby, explaining p- giv- walking through the paperwork.