Epic Real Estate Investing - The ABCs of Success, Justin Yates, Og Mandino | 643

Episode Date: May 1, 2019

Those that produce and survive the firestorms are the ones who make the most money when the economy goes down. So, today we are giving you the principles of ultimate personal development that will get you through the storms. Additionally, you’ll hear Justin Yates, who began his career earning $75,000 a year, quit his job to become an entrepreneur, and made a 7 figure income. During the recession, Justin hit the bottom and climbed up again. Learn more about your ad choices. Visit megaphone.fm/adchoices

Hey, Matt here. Welcome to another episode of Way Back Wednesday as we're reaching back into the episodes of Doover, the podcast that essentially launched the epic real estate investing show. And today is a rather emotional, sentimental one for me as I was going through the archives and came across this one with a good friend, former mentor, Mr. Justin Yates. And he was tragically killed in a plane crash just shortly after this recording with his good friend Chad Wade. and I'm grateful that I was able to capture a recording of his wisdom, and I'm grateful that I'm able to share it with you. So peace and blessings to Justin and Chad, wherever you are, and to their family and friends, and blessings to you. This is a great gift, so listen close.

This is Terio Media. During an era where countless people, businesses, and organizations, are feeling the pinch, running out of time, running out of money, losing confidence, feeling as if life is unfair, praying for another chance, and unless something is done, life is going to pass them by. Fortunately, in the nick of time, there is now a place where the ignored, underestimated, and unknown steps to producing results, and making life work are revealed. Save your career, save your business, save your health, save your relationships, save your life.

Get from where you are to where you want to be, faster, and with greater ease than you ever thought possible. Say hello to your do-over. Welcome to your do-over, the place where once a week, at least once a week, you will hear, learn, and take action on the ignored, underestimated, and unknown steps to producing results. This is the show where I show people dissatisfied with their current situation how to start over and begin a new life, setting goals and objectives. Goals and objectives that actually work so they can create wealth and live life to the fullest and do it easier, faster, smarter. And you can get a head start and lay a solid foundation for a better life, not to mention a better year, using the three pillars of creating the ultimate do-over for free. And you can get that at freedover.com. It's a 55-minute MP3 audio program that I made just for free.

you with three specific steps on how to get success as you start over. And it's yours for free at free do-over.com. So, happy new year to you. We're kicking off the year with a fantastic show. First, I've got some words of wisdom from the ultimate personal development book, one that you might have overlooked. And second, I have one of my mentors standing by on the phone who's in the middle of an amazing do-over himself.

And along with his experience and insight, he's going to share with you today, I've arranged for you to receive a free resource within his new company, that of which should you decide to just open your mind a bit and allow him to contribute to you today, you'll be able to eliminate a bunch of the barriers and challenges that you're likely to face this new year. So you're going to want to pay very close attention to that. You see, to make this new year better than the last, it's likely most of you will have to change your approach, to change your strategy. And one of the best strategies regardless of what you're up to,

and really in any case, even yours, is to find a role model. model, someone who's already getting the type of results that you want, and then tap into their knowledge. You'll want to learn what they're doing, what their core beliefs are, and how they think, what they think about, and sometimes most importantly, what they don't think about. Not only will this make you more effective, it'll also save you a huge amount of time because you won't have to reinvent the wheel. I mean, you can fine-tune the wheel, you can reshape the wheel, and perhaps even make the wheel better. And today's guest can provide you access for that improvement in the new year.

So you want to give him your undivided attention. But first, I want to share with you my day in church yesterday. And this is not a faith-based show, at least not directly. And it doesn't really matter where your faith lies for this to make a difference for you. And what I mean by that is I've immersed myself in personal development for more than two decades now. And I think that was, what, 17 or 18 years old when I bought my first Tony Robbins personal development program, unlimited power, I think, is the title of it. And I purchased that off an infomercial.

And right there, I mean, my whole world to personal development really opened up and later got involved and listened to Earl Nightingale and Napoleon Hill and there was an Ogmandino. And then later, other things like the secret came out and the law of attraction, all that type of stuff. And I've always just had a fascination with that. And I've been able to learn that stuff and video to apply it and produce amazing results in my life. And lately you're hearing things like the secret is nothing new. I mean, there was this, that's been around for years. For example, Wallace Waddell's book, The Science of Getting Rich, very much the foundation for The Secret.

I mean, that was written in 1910. So the secret is nothing new. I've also heard recently that there's Napoleon Hill's 16 laws of success that are floating around, and those are available now. And that was the original manuscript or the original text that he pulled Think and Grow Rich from. So even Think and Grow Rich, it had a predecessor. And the more and more I learn, the more and more I see the history behind personal development and the principles behind success.

And what I'm finding as a newer Christian, I've been going to church and studying the Bible for, I was going to say a couple years, but that would be embellishing. So I've been serious about it for about the last year. And I've been digging deeper and my faith is growing. And the more that I read the Bible, the more I find that, you know, it's the source for all of this stuff. Okay, it's the source for everything. And what I mean by that is, yesterday in church we had a great sermon, and the title of the sermon was the ABCs of maximizing 2011. And it was very much personal development driven, but it gave Bible context and Bible scripture to support everything. I just wanted to share that with you really quick.

It started off with Proverbs 1724. It says, an intelligent person aims at wise action, but a fool starts off in, many directions. So that's very much the foundation of this show, is bringing on people who have had these stories of rise and fall and rise again, who've taken some of the foolish directions and learn from those mistakes and have been able to apply it into their do-over, where that's essentially the birth of wisdom, and they do it over again, and they do it better, and they take wise action.

So the ABCs, A, stood for Assume Responsibility. And the scripture they gave for that was Galatian 6th. five, each person must be responsible for himself. So if you want this new year to be a great new year, it's going to be up to you. Nobody's going to create that year for you. You have to take responsibility for yourself. You have to take responsibilities for your own thoughts and your own actions, and specifically you have to take responsibility for your own results.

I mean, sure, there's always excuses. I mean, time restrictions get in the way, money restrictions get in the way. We can get busy. We get overwhelmed. we don't know how to do something, we don't have the resources, whatever it may be, but you have to take responsibility for that. 2011 has to be the year you stop blaming other people. You have to stop blaming your circumstances, stop blaming your situation,

and stop blaming your lack of resources and your lack of knowledge. You have to take responsibility for that. Nobody is going to do it for you. B, the ABCs of Maximizing 2011, B is believe that you can change. and the scripture they gave is Philippians 413. Christ gives me strength to efface anything. Now, wherever your faith is, just know that you are equipped to handle whatever is dealt.

There's nothing out there that you can't accomplish. You have to have the belief. Belief is a very powerful force. It's actually a force multiplier. So you have to believe that you can do it. You have to assume the responsibility and believe that you can change, believe that you can accomplish what you're out to accomplish.

Now, C of the ABCs of maximizing 2011, is clarify what you really want. You have to know what you want. You have to begin with the end in mind. If you don't know where you're going, any road is going to get you there. Job 343434, we can choose the sounds we want to listen to. We can choose the taste we want in food. And we should choose to follow what is right. But first of all, we must define among ourselves what is good.

What do you value? What do you want to change? You have to begin with the end in mind. You have to know what you want. Through my coaching program, I take a lot of people through the first step is defining their dream. And so many of them underestimate that step.

They want to get right to the meat. They want to get to the technique and the strategy and how am I going to get where I want to get? Well, they've got to back up. They don't understand that defining their dream is the meat. because if your dream is not clearly defined, if you don't know what you're after, what you're going for,

or where you want to end up, you know, things like when time gets in the way or money gets in the way, or your knowledge or resources get in the way, or lack thereof is what I'm referring to. You know, it's really easy to do non-productive activities. It's easy to do just stuff that doesn't propel you forward. It's easy to get discouraged.

And most of all, it's really easy to quit. So you've got to clarify, what you want, you've got to define your dream, you've got to get a burning desire to achieve that dream. Now, the D, this is the one I like the most. It should have been called the ABCDs of maximizing 2011. So the D is, don't wait to begin. Don't wait to begin. Ecclesiastes 114 says, if you wait for perfect conditions, you will never get anything done. And that's just so true. I mean, so many people say, I'm going to wait till things settle down before I go after my dream. Let me just tie up these loose ends and then I'll get started on this or I'll go take on that.

I want you to know, life is never going to settle down. It's just the nature of life. It doesn't settle down. So don't wait to begin. And I share this with you because there's just a ton of invaluable information and insight that's overlooked or ignored because, you know, it might fall into the category of, oh yeah, I've heard that before. I already know that.

Well, I want you to be careful because that's a very dangerous mindset to have. It's a trap. And sure, you may have heard something like plan the work and work the plan as a strategy for success. I'm using that just as a very basic example to illustrate this. Plan the work and work the plan. But if you're not doing it, if you haven't planned your work and you're not working the plan, even if you've heard it before, if you're not doing it, you don't know it.

You see, to know and not do is to not know. Now, there are plenty of people in the world. In fact, the vast majority I would say know exactly what to do. The problem is they don't do what they know. It's like the man who can read and chooses not to. He's no better off than the man who cannot read. He's no better off than the blind man, essentially. So don't go into the new year being a reluctant learner.

Keep an open mind always. Don't fall into the know-it-all trap. Because you know what Albert Einstein said. He said, education begins once you know everything. So keep all that in mind as I introduce my guest. Keep an open mind. This is a gentleman that once worked for United Healthcare earning $75,000 a year, hit a point where he was completely fed up,

and then went and took on the world of entrepreneurship, and a very, very short period of time began to generate a seven-figure income. A seven-figure income in a year. That was his annual income. He's got the experience and the knowledge of how to succeed. I mean, he's a great leader in the sense he's shown thousands of others how to succeed, including myself. Like so many, however, the credit crunch a few years ago,

it took its toll on his business. And he found himself in a position where he had to do over. And you know I wouldn't have him on this show if he didn't bounce back, right? He has an amazing rise and fall and rise again story that I can't wait for you to hear. But that's not what makes him so great, however. What makes him so great is he's willing to help just about anybody that asks for help, including you, in helping those people how to bounce back and how to rise again. So on the phone, I have Mr. Justin Yates.

Justin, thank you for being here today. My pleasure. I want to hear all about what you're currently up to, and we'll definitely get to that. But I want to hear a little about your last endeavor, what you were up to because I know things were going really, really great for you. I mean, you were really living the good life. I saw it myself, and I know it's easy to feel unconquerable and on top of the world experiencing the lifestyle you were experiencing. What was the first sign that things were changing for the worse? Well, it's interesting.

It's a very emotional roller coaster as you're going through success because, you know, when you haven't experienced a massive run of success in your life, you know, everybody wants it and they quench it, they want to create success, they want to go out there and make their mark in the world. And you just drive and drive and drive and drive. And I don't know if your listeners know my story, but I mean, I went from making, you know, $75,000 a year, working at United Health Care, with my master's degree,

to my best year in my business being $1.2 million in one year, which, you know, if you equate that out to a year timeframe, it's $100,000 a month. And, you know, when you go from that short a period where, I mean, really I started in 2002 and, you know, that best year was 2007, but, you know, I didn't have a year less than a half a million dollars, but that best year being $1.2 million. I mean, it just, it really, it creates such an emotional roller coaster for yourself.

And I'll tell a quick story about the K, Matt, of me buying my Cadillac Estuade, because that was one of those moments where you just feel like you're invincible and nothing matters. Well, it was 2006, August 2006, and, you know, things were going fantastically well. I walked into the Cadillac dealership, and I had a Cadillac. It was just the old model, the old model. Walked in, saw the ESV, saw that it was brand new, it was $86,000, and, you know, it was right up the showroom floor,

just came out, and I got in in Testrova and said, could I want it. I want it. I want this. Well, by the time I did my evaluation on my Cadillac, my old one, I was basically $20,000 upside down in my Cadillac, and I was paying full price for the new one. And I literally said, okay, here, just take off this card right here, was how I got paid off of a card. That's how they paid us. And they literally dropped 20 grand off my card to bring the other one up from being upside down, paid full sticker for the new car. And that was the mentality, that I was in, and it was a brand new payment of, I think it was $1,350 a month for a payment on that car. And it was just one of those moments that I look back and I'm like, man, you are such an idiot.

What were you thinking? Being just so disrespectful to money, so disrespectful to the process. And you get to that point where you think that you are invincible. and I guess the moments where I saw that things were changing. And here's the psychological pattern that you go through. It's so, I just, I wish for those you were listening, I hope you never go through this chance. So you probably will if you're ever going to go through what I call the race car phase.

But you go through that point where you build up this, you go from where you are to building up that lifestyle of who you are now, So the cars, the house, the trips, the, you know, the discretionary spending, the, you know, everybody thinking you're the man or you're the woman, you're the person that's creating the kind of success. And there's that moment where the switch kind of flips. And my particular business when I was in, it was back in September of 2008. I don't remember you in the phone, remember back when the whole stock market shifted and there was a big, all the banks started failing and the mortgage company. and everything start shifting. Well, I was in the real estate arena, and all that started shifting. And I saw how we built the business. So we built it on a lot of credit. We built it on credit cards.

We built it on student loans. We built it on homeowner lines of credit. We built it off cash, 401K savings. And I literally saw that moment that the way we had built business, the way we had done things, the money that we had generated, that that moment was gone. It left. That wasn't going to return for a long, long, long time.

But the problem is you're in that phase where you have to maintain this lifestyle. You have to maintain this image. You have to maintain this, you know, look that everything's okay with you, even though you know the reality is everything's falling apart around you. And that was one of those moments

where I just realized that, wow, things are shifting and I'm not prepared. and when you're in that phase where you think that you can conquer the world and that you're untouchable and $100,000 a month is going to be just normal for you for the rest of your life, that's where you just get your butt kicked, you get your butt handed to you, and not so many words. But that was kind of a moment where I just saw the things were starting to shift the other direction. And it was a very, very, very scary, scary feeling in that moment because it was the first time it ever happened to me.

Right. You know, you might have already answered this, but how would you respond differently under the same circumstances today, knowing what you know now? Well, but first and foremost, I would, the first thing I would do is I would kill my need to impress and pretend. I don't know if you're listening to know anything by that, but when I realized that the things were going south and that things were shifting in the different direction, I still had this need to impress and pretend to all the people that were around me, that things were. okay, I was fine, and nothing's going wrong, everything's going great. Knowing what I know now,

I would have, I would immediately start downsizing my lifestyle immediately to something that would be more, you know, that would be more congruent with what my ability to make money would be in the future

because I don't care how much money you make. When things shift south and you created this lifestyle of, you know, that you have to live, and you've got the expenses, the cars, you know, everything, all this lifestyle you've developed around that income, when things shift south and you don't adjust,

you don't adjust your outflow of cash to your new ability to what you're able to create inflow, that savings account, those investments, everything that you think, your cushion, it can go away so fast. It'll make your head spent. And you'll justify it in the process of going downward. You'll justify it, oh, I need to keep this image

because my business is relying upon it and people think I'm this and my personal opinion is if I ever get in that situation again my need to impress and pretend will go away. It won't matter anymore.

I need to be smarter with my finances because when you're not smart, you put your family's whole well-being at risk and I just, I'm never willing to do that again, ever again. So that's one thing I definitely do a lot different. Outstanding advice. You know, again, you might have already answered this also, but what is one

mistake you made in your first endeavor that you swear you'll never make again. I mean, and if you've already answered this, you know, just say so. Well, no, I'm going to reiterate a little bit because I think that it's a mistake that a rookie makes. And I kind of refer to it a little bit back called the race car, the race car phase of people of life. And when you have your first run of money, so if any of you in the phone have not had that first run of money, I'm not saying, you know, $100,000 a year, but that's not a lot of money, but I'm talking a real run of money, like a million dollars a year. I mean, that's a lot of money. then when you have that type of run,

don't ever convince yourself. In fact, one of my very good friends and I, and I guess, I say that back, a million years a lot, but I mean, he's a guy that works for a company, and he makes about $350,000 a year and lives here in Utah, which is an amazing income anywhere in the country, but in Utah, I mean, that takes you a long, long way. Living in his same house, very comfortable, very affordable,

beautiful house, drives very nice cars, and he started having this conversation with me about upgrading his lifestyle. I just said, look, please do not make the rookie mistake that I made. That when you finally have some money, you have some cash to the bank, you have some, you know, you have some freedom. I said because

you never know when that fauc is going to turn off. And that's the mistake everybody makes is when they start making that kind of money, they think that it's never going to end. That they're on this role and it's just to keep going and going and going, but that's not the reality of business cycles. They shift. And we had this, in fact, it was New Year's

Eve this year. Or just a couple days ago. So I said to them, I said, look, don't do it. Don't, don't be tempted to do. I said, pay off your house, pay off your cars, put money in the bank, buy investment properties, buy things that will continue to support your lifestyle so that if that day ever comes, which it will, your employers are going to say, we're done, or something changes, or there's a fallout in the partnership, or that's just a business, that's just life. It's going to come where you're going to have to retool, where you're going to have to re-engage and go find a new job or go find a new job or go find a,

new business or retool your skill set. The worst position you can ever be in is in that position with no resources. Because then you get into what's called desperation where you're desperate to find something new, you're desperate to find something that will fulfill, and you don't make good decisions. So being in a position where you have a lot of resources available to you and you're not worried about making your house payment or making your rent or making your lifestyle work and You have a good six-month-to-a-year cushion where you could ride out the storm or retool, and that's the thing I would do 100% different.

So when I have my next run of cash, which I know I will, there's no doubt in my mind that I'll have a very, very large run of cash again. I'm not going to make that mistake with upgrading my lifestyle. They'll buy little nice things here and there, but I'm going to create comfort and security versus trying to impress and pretend down the world that I'm doing awesome, and everybody should be like me and that ego-driven stuff. That's gone.

I'm done with that. Yeah, you know, the reason I asked you personally to be on this show was because I witnessed all of this firsthand. I mean, you're an amazing leader. You're a top-notch producer. And I just know those types of skills that they're going to serve you wherever you go in anything that you're up to. And I know you have something new that you're working on. It's very exciting and groundbreaking, if you will. And I'm very excited to be a part of it.

But I still don't know too much about it. But based on what I know of you, I was like, you know, if just, is in, I'm in. I can learn more about it later. Just I want to get in now. So if you could, tell us a little bit about your do-over. Okay, great. Well, thanks. I appreciate that. Well, you know, after I had that eight-year run with my last company, I had the end of that run of May of this year, I sat down with one of my business partners who had a very similar run, and he was in the same company, but just had a very similar run. We swapped, you know, first, second, third place, and income in that company for a long time.

we sat down in June because he had resigned from that company a few months previous to that too and just kind of sat down and said, okay, what was it? How did you go from working at dry cleaners to making $1.7 million a year? How did I go from making $75 grand a year to $1.2 million a year? How did we do that? I mean, what was one of the common things that were,

that was prevalent that helped us do that? And, you know, there's a lot of the components that were involved, but there was one thing that kind of stuck out in both of our minds and we said to ourselves, well, who was our coach? who was mentoring us, who was training us, who was giving us the skill sets that we needed to actually succeed in the marketplace. And for some of you in the phone,

may or may not have heard of Ogmandino, who was an author of a book who wrote a book about the greatest salesman in the world. Well, in 96, Og passed away, and a few years later, one of our good friends, Dave Blanchardt, picked up the Og principles, picked up the Og book,

the rights, the sales material, I mean, everything that's associated with it. And in 2002, in my previous business, I was referring to. I had an opportunity to meet Dave, and for the first six months that business, I was hitting a wall that was just insane. I could not make money to save my life.

And one of my good friends, Chad, the one I was referring to, he said, well, why don't you come over to this weekend workshop that Dave Blancher is putting off, putting on, it's called the, you know, it's an event that he's put on. He goes over the Ogg principles. There's an assessment you can take that will measure your thought patterns and determine which ones are holding you back and which ones are supporting your success.

And I just, I was really resisted at first because I was like, I don't need any sales training. I mean, I have my master degree. I know I can sell. I've done sales before. I was really resistant to it. But, you know, I eventually caved in and said, okay, I'm fine. I'm coming. Well, I spent $3,000 for that weekend retreat, so to speak.

And that was the beginning. That was when next, the following month, I made $19,000. I was my first big month in that business. Made $19,000. And I went to, you know, 30,000. and I went to 50,000, and then I kind of explained my results since then. And it was something that Dave had actually taught me from the scrolls, but also one of the things that he teaches is connecting with people.

And how do you connect with people to get them to, in a spot where their walls of resistance come down? What do I mean by walls of resistance? Well, let's say you're in business for yourself. I'm just going to use an example that you're in car sales, because it's an easy one that all of us can relate to. Well, when someone walks onto a lot, what's the natural tendency of the person who's walking on a lot to buy a car to the salesperson?

Well, they instantly put up walls of resistance. I don't want this guy to talk to me. I don't want them to sell me a car. I don't want to buy a car today. I mean, all types of walls of resistance to come up around that. And if a salesperson or an entrepreneur or a business owner, even an employee, if you don't know how to

break down walls of resistance as people throw them towards you for whatever product you sell or whatever product you market or whatever you're doing for a living, if you don't know how to do that effectively, and you might not have to do it a little bit, but even more effectively, you're not going to make a lot of money at what you do. So that weekend completely changed my life, and that was just one of the many, many, many things that Dave Blanchard from the Ogmandino group taught me over the next eight years, but also my teams, my leaders, myself, all my people. I mean, I had I met my Super Saturdays. I had him in my regional trainings.

I had him coaching a lot of my top leaders. And it was just, and that was the same thing that happened to chat. Is that the same thing that happened to him. And we just said, wow, that's a common congruency among both our teams that was, which perpetuated our success. And so in June of this year, we said, well, let's go talk to Dave Blancher. Let's see if he's open to, you know, going out and spreading the message about the Ogmandina principles and what they're doing.

And we went to approach to him, and he's like, you guys, you couldn't have hit me in a more perfect time. I've, you know, I just finished putting all that's online. I just created the assessment online. This assessment thing used to be like a 32-page report that you'd have to have a coach debrief with you, and it was all online. So people could literally take an assessment on their thought patterns

and determine which ones are supporting their success and which ones are holding them back. And we're like, amazing. I said, what about the content? What about the product? What about the delivery of the education? He's like, it's all skill. It's all deliverable.

we can deliver it in the United States all the way to Canada. I mean, anywhere in the world, we can deliver this content. It's very, very, very scalable. And so we decided we want to join Dave, and we set up an affiliate program. And in the last seven months, we've got about, I think we're about 60 plus affiliates that are working with us in marketing the education. And here's the cool part is that we're not just talking to individuals. We're talking to corporations.

We're talking to large teams in MLMs. we're talking to sales teams, talking to executive teams. We just put a proposal together last week for a company that teaches teachers how to teach. So we're going to train their salespeople first, and then after that, or then we're going to go out there and use the education and roll it out to their whole organization. They have 600,000 teachers that they train nationwide as their business model. And it's just been really, really, really fun, but it all starts that assessment in teaching people or just helping people understand that literally our thoughts,

will determine our actions, and our actions determine our, well, our actions, you know, determine our ability to succeed. And if people saw patterns, and right now more so than ever, people saw patterns are just, I mean, it's stressful. There's no, ifs, and that's about it. People are stressed right now. And when people are stressed and when they're worried about their careers, they're worried about their jobs, they're worried about, you know, their finances,

they start mentally start shutting down internally, and when you start shutting down internally, you can't perform. and so it's just a really, really fun space to be in that I'm more excited about because, you know, I'm here to make money. Don't get me wrong. I want to make money and I want to make a lot of money doing this, but it's really fun to be in a space where we're not focused on just money. We're not pitching money as a solution.

We're pitching, hey, come and let's help you and assist you to get your thought patterns into alignment so you can succeed at whatever you're doing. And that's not only true with their businesses, but with their career, but also their marriages, their relationships, and this stuff applies to everything. And it's just, it's really, really fun. If I give you a good explanation to kind of what we're doing that, or like a little bit more?

No, that was perfect. I mean, I see how it affects everything, your professional and your personal life alike. And I was able to take the assessment, and it revealed some incredible stuff about myself that I was unaware of. And it was really eye-opening. I mean, what a gift.

I mean, especially being free. And I wanted to make that available to my listener. So if they want to take it, the free assessment, where should they go to do that? Have them go to Think With Intent. So think with intent, I-N-T-E-N-T-com. So think with-N-T-O-N-T-com. It would be a good place to let me go take it.

And that way we can, and then we'll call them up and set up a debrief for them our coaches to, you know, to have them go through their assessment and let them identify the areas that are really holding them back. Because, I mean, Matt, you're the do-over guy, which is, I love your title. But you've got to remember, too, if we can do things over, but what's the definition of insanity?

It's doing the same thing over and over and over and expecting different results. So if we're still carrying our bad habits into our new venture, the same problems and frustrations are going to keep showing up there too. That's why I think that you've decided to work with this and join with us, because this is a component of people having a successful do-over. I want you, I'm identifying the things that are truly holding you back, the thought patterns that are holding you back. And what's so fun, you guys?

is it worth seeing in these assessments that people are still putting on a pretty good front out in the marketplace. They're still showing that things are okay, but when you look at the interior side of the equation, when you look in their insights about what they think about when they're by themselves and looking in the mirror,

how they're dealing with rejection and frustration, I mean, it is amazing how much is showing up in this assessment where it's red and orange, which means it's off-balanced. Man, people are struggling. And I'm not talking about, talking about just some people, it's almost across the board, everybody from CEOs to major leaders, to, you know, the presidents of CEOs and corporations, to the guy next door that lives next to

to the struggle with their marriage or their finances. I mean, it's universal. And what we have here is the ability to help them get their thought patterns back into alignment and intentionally create what they want to create in spite of the firestorm. So in spite of it, even though those things won't go away. We want to teach them how to intentionally create whatever they're trying to create, whether it's a better relationship, better career, better business, whatever may be, even though the firestorms still exist. Because those won't go away.

We're trying to teach you how to deal with them so you continue to produce in spite of those firestorms. Definitely. I mean, it's having that kind of effect on my life already. You know, I noticed you mentioned the definition of insanity. You know, if you do the same things over and over expecting a different result, I mean, that's absolutely insane. and you could easily insert the word think for the word do.

I mean, if you think the same things over and over again expecting a different result, that's still insanity, maybe even more so. And the logic, I mean, it would be just as sound as our thoughts proceed our actions. I mean, that definition of insanity, whether you're doing or thinking the same thing over and over again expecting a different result, it's the same thing. And the thoughts that got you here are not going to get you where do you want to go. And it's that logic that has caused me to align myself with your company and your your company's mission. I mean, I was a big fan of Ogmandino's book, The Greatest Salesman

in the World long before your business was in place and actually long before I knew you, for that matter. So it seemed to be a blessing for such an opportunity to arise at this time. I mean, it was just perfect timing for me. And I'm grateful for you bringing this to my attention and now sharing it with my listeners. So in your new endeavor, what new habits have you had to adopt? Well, the first one of the biggest one was take the focus and emphasis off of money. and that might feel kind of weird because a lot of people are their drive is to make money

and I get that I'm very, very much money motivated but one of the habits that I had to really get away from is, you know, when I'm sitting down with someone and I'm trying to assist them or guide them towards their goals, I used to do this in the very beginning and this is why I believe I was so successful

at what I did in that last one is because I was very, very conscious of someone's needs and what they're trying to accomplish it was all about them and it wasn't about me It wasn't about making a sale. It wasn't about the commission that I was going to make. It was about serving people.

And I really got away from that because remember I was talking about how when you get your lifestyle so big that you've got to maintain that income, otherwise your lifestyle starts falling apart. Well, then you start losing your principles on how you built your success. And I started losing those principles and I start going after desperation because I was trying to just maintain and puff up and balance and juggle this lifestyle. and it didn't matter who I heard or who I destroyed or who I hindered in the process. And so one of those habits that I've gotten back to is about just connecting the people and being there as service. And that's why when you asked if I will do something better next time,

I'm not going to increase that lifestyle this time. Because when you do that, you create so much pressure as a producer and someone who has to perform otherwise people start not being paid or, you know, little kids don't get fed. I mean, that's just too much pressure. I don't want that anymore. Because I like the habit of serving people. I like the habit of stepping in their world.

I like the habit of getting in there and saying, hey, how can I serve you today? It's not about me making a sell, although eventually I will make a sell because when you connect with people and their walls come down, it's not hard to connect with them and move them towards whatever objective you have.

But I got back to that habit of connecting with people. Yeah, you are definitely a connector. one of the best that I know. How are you using technology today in your do-over? Well, I'm still using a lot of constant contact, which is email database, but one of the things that I've actually adopted is start using more text messages

and having people opt into my text message thing because email has a certain hit rate, but text messaging has a very, very high hit rate with people, because their cell phones are always on them and most people check their text and they read them. They don't just delete them like they do a lot of emails. So I don't know if you want me to throw out the name of the company I used because it's really good. It's textwire.

Yeah, textwire.com. It's not cheap, just as you guys know. I mean, texting and having that database of people you're texting to is not cheap, but it's very effective. So that's one of the things I've been using more effectively is having opt-in texting where people opt-in to my deal, and I send out notices, I send out information, I send out all via text. So that's one of the things I've been using Because in this economy You have to have a lot more touches And a lot more feels with people

They have to really feel connected with you Because people are getting bombarded So much right now with so much information That if they don't have three or four or five, six, seven touches With whatever you're trying to accomplish It's no longer a one-two-touch game Where you just, you know, calm up and say hi Or talk to them once or twice about whatever you're doing

And also they're jumping on board with you It's a very much slower process now. So texting, I found, is a very, very effective way to do that where you're not intruding on them too much, but they've opted into it. So you just provide the little touches. I like that. I'm definitely going to look at it myself.

I've never heard of that service. Would you say that is the service or technology that's making the biggest difference for you right now, or is there another service that's making an even bigger impact? Well, I'm more of a belly-to-belly kind of guy with respect to business, but what I'm finding is that the social networking is really, has really become a big part of my business too.

And once you go back to those multiple touches on many different topics, and so that people feel like they know you down instead of just kind of just being this, I don't know, I'm not saying fantasy, but just kind of like someone out there that they know when you're using the social networking platforms like Facebook and Twitter, and finding that people get to know you a little bit more

and more about you, and they see your personality, and they see what your likes are, they're dislikes, and you create a much better relationship, and everybody knows that's how business has created and its relationships. And so that's another area that excites me, too.

I don't know where it's going, too, because, I mean, even at Christmas I was saying, you know, it felt like Facebook was losing a little bit of its luster. I don't know if people were just checking out over the holidays and no one's responding or everybody's kind of just tired of it for a little bit, but I think it is still the future. I think it's still the way that things are going to go,

but, you know, who knows where it's going to be. to go. It's definitely amazing. I mean, if you think about it, Facebook has more users on Facebook than the whole population of the United States, but many more users than the whole population of the United States. So definitely not going away, just how will it play out in your business? Yep, social networking. It's definitely not going anywhere anytime soon. So tell me, Justin, with all of this great stuff that you've got going on in your life, what in your future is the most exciting?

You know, I am so excited about what we're doing here at the Og Group, simply because of the fact that I honestly believe that our country and the people who are, well, it's not just the United States, it's all over the world, I believe that people are shutting down, and they're shutting down. And I believe this because I believe that we're experiencing a level of frustration and a level of fear and a level of economic downturn that we haven't experienced in our country since the Great Depression.

and most of the people who are in the world right now never even experienced the Great Depression, never even had really that much of a... And it's kind of crazy. I'll say this was one. You know how you talk about being on top of the world? I literally said to myself that our generation has never had really that hard of a time.

And you and I are pretty close to the same age. And you probably said, too, that we really never really... I mean, because when we were a kid, there was the 70s and the 80s and they might have some challenges there, but reality is, us as adults, we've never really had that big of a struggle in our lives.

Wouldn't you agree with that? Totally, absolutely. And then all of a sudden this just, wham! It smacked us, and we're all going on, what the crap, and we don't know how to deal with it, and what we're finding in that, and I thought it was just kind of just in the individual space and some of these different things.

But I'm telling you right now, the corporations in this country right now are shutting down internally. And here's why. Because their employees are dealing with this, of home life, whether their spouse got laid off or their credit cards got to, or they over-leverage themselves, or they bought into the liar loan thing, or their marriages are falling apart, their stress their kids are falling apart, they're having drugs. I mean, I'm not going to be at doomsday or by any means, but I'm saying these things are playing out and showing up in corporations. I have one of our company here in Utah. Actually, all the West Coast are one of the, one of a Berkshire halfway companies, but they have, they have, they have, They did a survey of all their salespeople, all their people who really drum up the business for the company, and they found that they are so frustrated with management and upper management,

and this is one of the best companies in the West Coast. They have a stellar reputation, but they're frustrated because they're salespeople, their incomes down by a quarter to a half. Imagine that. I mean, I don't know, I'm sure there's people on the phone if that's happened to them, but imagine the stress and frustration that comes when, if you're using, used to a certain lifestyle, and not even an extravagant lifestyle, but all of a sudden either your spouse gets laid off or your stif you, your income goes down by a half or a quarter,

what kind of stress that creates for you and your family? And all of a sudden, when someone wants to, like we talked about a little bit earlier, now when someone walks to that door and they're coming into purchase some products, they're no longer in it to serve them and help them and really align the product with their need. They're in it for themselves. They're in it for what so can I make if I can feed my family to this week. And when that happens, you start pushing off these walls, and it's just a downward spiral. So they've hired to the Ogmandino group to come in first quarter

and train all their sales managers how to get their people re-engage. Because on average, the average individual holds back a 40% reserve in any situation when, just on average, 40% reserve of cooperation gets held back in any given relationship. So imagine what happens when there starts to be some frustration, some challenges, you know, that's why when we get to the point where that level of frustration is so high that people are 80, 90% of lack of cooperation, that's why people start to quit jobs, they start to get away from situations, they start to get divorced and start happening.

Those things start happening and there's so many people who are at that level or their level of cooperation with their employer, with their spouse, with their relationships. It's so high right now because they just, they're so frustrated that it's shutting them down internally. So what am I excited about? because we have the solution. We absolutely have the solution. We know how to get people back into the proper thought patterns,

how to open up that reserve of cooperation, and how to get them start producing in spite of a firestorm, in spite of the firestorms that are raging around them. And for me, that's so much fun, because it feels like I'm on a little bit of a mission here where we have a great opportunity to make money, but we've got a great opportunity to help a lot of people who are dealing with some serious stuff

and some serious challenge in their life. And, you know, that's so rewarding to see people their life switch running. And I don't say that because I think that's what's out there. That's what we've already experienced in just the six months that I've been working over here with the Ogmandino group. I mean, I get emailed and texts all the time saying, hey, I was at my last widths, my last string, I mean, gun loaded type of stuff, and this saved my life.

And that stuff, I mean, as serious as that sounds as it is, I don't think most people are at that level, but whatever level they're at, they need some help. They absolutely need some help. And if we can give them some good ideas and some good solutions and we can measure their thought patterns and find out which ones are holding them back and which ones are supporting their success and then coach them back into alignment that can continue to produce, I don't know, Matt, you've heard this before, because we've talked about this before, but 10 times more millionaires that create an down economy than an up economy. Yep, definitely.

And I believe the difference is those who can produce, because no one's, no one's without firestorms, that those that can produce, in spite of the firestorm, are the ones that make the most money in this down economy. And I don't know if it's getting better or getting worse. My personal get is it's, we're going to be status quo for at least 2011. I don't think it's getting any better, hopefully not any worse. But the firestorms are going to rage, and we've got to learn how to produce inside of the firestorms. because those are the ones that will come out on top of this down economy. So if you want to know what you're thinking or how it's holding you back,

go to thinkwithintent.com. Thinkwithintent.com. Let's do an assessment on you. It only takes about 10 minutes, and then we'll line you up with one of our Ogg-certified coaches and they can do a debrief on your assessment and assist you in showing you which thought patterns are your biggest risk of succeeding. And please don't be arrogant with this and think that,

I've got it all figured out, and I'm telling you, I've got a guy right now that I've got a guy right now. He's still making $5 million a year. He's still making $5 million a year. He's still making $5 million a year, but he's so miserable and I'm happy right now. And we're here to serve him and help him and his team and get him and his team back on track. So no matter where you're at, we can assist you. And regardless, it's kind of a fun exercise to go through. Yeah, it's definitely a fun exercise to go through. I can attest to that. So you'd recommend someone in middle management, senior management, an owner of a corporation, or even a small business, you'd recommend they get started with the free assessment as well? Absolutely. Go to the assessment.

Once people take the assessment and they go through the debriefing process, you'll get what we do and you'll be blown away. You'll be going, wow, this is really neat. And it's not hokey-pokey stuff. It's legitimate principle-based education and that will show you what's going on. You know, I'm glad you said that because the first time you told me about it, I thought I was a little hokey pokey myself,

but no doubt the results of the assessment and the experience itself, I mean, it totally exceeded my expectations. Yeah, I know when I first talked to you, you're like, then when you did it, you're like, oh, wow, this was really cool. And it's not, I want to make a distinction, too. It's not skill set training, too. It's more of the softer side. And I kind of think of it as like a baseball diamond.

You know, he got the coach up on the home plate going, okay, get up here and let's swing. I can show you how to do a single, a double, a triple, the skill set side. But then he's got the whole team over and the dugout going, I don't know if I even want to get up there. And that's where most people are at right now. So we kind of own that space between the dugout and the home plate

where we can really get them in the proper mindset. So when they get up to the home plate and they got someone teaching them how to do what they need to do, the skill set side, they can actually receive it and apply it. So instead of being shut down internally. Yeah, great analogy. You know, as we're beginning to wrap this up, what's one piece of advice you would give someone

who is currently finding themselves at a low point and are looking for their do-over? They're contemplating how to start over in life. You know, I'll give it from the piece of advice that's some of my, I mean, I'm 36 years old, but I still hang out with my high school buddies every two or three times a year we get together and, you know, play cards and have a night out.

the day before New Year's Eve, I sat down with all my friends. I just shared with them kind of the roller coaster I've been through the last couple years. And one of my good friends was an attorney, and he said,

you know what, I see this happen all the time. I see the guys and the gal that have made a ton of money and they're down on themselves and they've lost it or they're trying to start over again. He's all,

just remember this. Don't get down on yourself because those are just cycles. Those are just business cycles. Those are ups and the downs of business. The one thing that will kill you in any do-over, I'll use your reference because I think it's very

appropriate. One thing that will kill you in any do-over is if you lose your self-confidence. If you lose your belief in you, that you have the ability to go out and produce. And that was huge for me because he's like, I knew you were going to succeed before you even had your first run. He said the drive, you had the passion,

You had the drive to make it happen. It was a huge compliment coming from one of my good friends saying, you know, you're going to do it again. I'm like, I know I'm going to do it again, but just don't lose that because when you've lost a lot and you're trying to do something over again, a lot of the times that's the mental struggle we're battling with back and forth, back and forth is whether it was a one-hand wonder or it was a fluke that we succeeded or whatever may be, but the reality is it's not.

It's not a fluke. It's business cycle that take place, and you just don't lose confidence in yourself. You have talents. You have abilities. You have the ability to create. It's whether you apply yourself. And I think that for your listeners who are on this today,

I am so glad that I have the argument of principles. I'm so glad that I have, I surround myself with the people who think like this, because it is a mental torture to put yourself through to start doubting your self-confidence. and your ability to go out there and produce again. And we can measure it over here. I don't mean to pitch it again.

That's what we're, that they need, they need us, but kind of, I mean, I don't know how I would, I don't know how I would do it if I didn't have this. Because,

because those days when you're feeling bad or you're having your own pity party or there's a lot of rejection in your life or someone's, something's not going the way you wanted it to go. I mean, that's when, that's when principles show up.

That's when you have to have your principles. and what we do over here is we'll give you that foundational principle base that will help you go through all the challenges and struggles you may be incurring right now in your life. So that's the advice I've got. Don't lose faith in yourself, man. That's all. It's your biggest asset. Once again, great advice, Justin.

And thank you for that. And thank you for taking the time out of your busy schedule and sharing your words of wisdom today. You know, the best of luck to you. And just thanks again. I know you're a very busy man. Thanks for being here. Okay. Thanks, Matt. Thanks for having me on. All right. Another great, great call. And I'm just so grateful Justin could be with us today.

I mean, I hope you're taking notes. There's some really invaluable lessons in there. I mean, some of which you'll never read in a book, most of which only the school of Hard Knock you can deliver. So again, thanks to Justin for taking one for the team, so to speak, and sharing his insight. And what you heard, that's Justin's hindsight. What you want to do is transform it into your foresight and don't make the same mistake. I mean, if you do your time here today, we'll have been wasted. It'll have been completely wasted. And hopefully, I mean, that's all that you would lose is just your time. Justin took the hit for you. And now that you've heard about it, you don't have to. That's the good news. So that's it for this episode.

I know last show I said we would be covering at least five different forms of passive income and I'm still going to do that. But rather than just share with you what they are, I thought it would be better if I could actually pull together some solid reputable resources that would actually show you how to pursue. and create passive income for yourself and make it work in your life. So it's taken a little longer than I thought is I don't want to steer you in the wrong direction. And I want to make sure every time I refer you to something, it's something I've tried myself. So I've got most of them down. There's just a couple others that I'm actually implementing in my life as well. And I want to give them a little bit of time and try it out before I point you in that direction

and recommend that as a resource to you. And that's just my personal philosophy. I don't want to recommend to you anything that I haven't tried on for myself. So I'm not sure if I'll get to that in the next episode, but I'm going to try my hardest, though. And in the interest of maintaining integrity around my recommendations to you, I might need another week or so. Nonetheless, next show will be awesome. That I promise. So your homework today, go to thinkwithintent.com and take the free assessment just and talked about today. That's your action step for today. And remember, nothing happens until something moves. This show, it's not your learn over. It's your do-over.

All right. So if you like what you heard today and or if there's something you'd like to hear more of as you begin a new life as you do over, please visit iTunes at your convenience and leave your comments and suggestions. Much, much, much appreciated. I am Matt, the doover guy, and I will see you next time on your doover. Thank you for tuning in to your doover where the ignored, underestimated, and unknown steps to producing results and making life work are revealed. And remember, knowledge is potential power. Take action on what you learned today. This is not your learnover.

It's your do-over. To view the resources referenced in today's show and to retrieve a complete show transcript, visit www. www.the-dover guy.com. Stay connected with Matt the do-over guy, Terrio, on Twitter at the do-over guy, and on Facebook at www.facebook.com

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