Epic Real Estate Investing - The Hidden Flaw in Real Estate Sales Your Guru Didn't Teach You | Matt Rocco, Sandler Sales Institute | 1339

Episode Date: August 29, 2024

In this episode of Epic Real Estate Investing, we sit down with Matt Rocco from the Sandler Sales Training Institute for an eye-opening discussion on revolutionizing your real estate sales strategy. With his extensive background in real estate and roofing sales, Matt brings a wealth of experience to the table, showcasing how the Sandler Selling System can be a game-changer for investors. Discover how Matt's expertise at Sandler is helping organizations boost their revenue and learn about the key elements of the Sandler methodology. From the importance of a discovery-based sales approach to actionable tips for closing more deals, this episode is packed with insights that align perfectly with the needs of real estate investors. Tune in to uncover how Sandler’s principles, mindset, and commitment to continuous learning can propel your sales success to new heights. Learn more about your ad choices. Visit megaphone.fm/adchoices

This is Terio Media. Hey, strap in. It's time for the epic real estate investing show. We'll be your guides as we navigate the housing market, the landscape of creative financing strategies, and everything you need to swap that office chair for a beach chair. If you're looking for some one-on-one help, meet us at rei-i-a-s.com. Let's go, let's go, let's go, let's go, let's go, let's go.

Let's go. All right, please help me. Welcome to the show from the San Francisco. Sandler Sales Training Institute, Mr. Matt Rocco. Matt, welcome to Epic Real Estate Investing. Thanks, Matt, Matt, good to be here with you. Did I say that right, Matt, Rocco? You did.

A lot of people just call me Rocco. Rock, I like it. Family, those that know me, yep. I like it. Well, it's nice to meet you, and thanks for coming on. We met on a Zoom call. And your name on Zoom, I saw Sandler, and I got very excited. So I just impulsively reached out and said, hey, dude, let's go.

Let's get it on the show. Let's get on together. Totally. I'm such a fan of that style of sales, and I want to get into it and how we can apply it to buying real estate. But give me a little bit of your background. I barely even know you. Yeah.

So in the early years, straight out of high school, I actually went to work for a title company. And through that, ended up buying and selling some properties and having an opportunity to get a taste for what investing was. And come 2007, 2008, liquidated most of that through various strategies because it was... As many did, involuntarily, probably. It had been bought at a, you know, evaluation that had changed drastically overnight.

So, dove into sales, coming out of real estate entirely for a while, dove into sales. And the longest stint, I did manufacturing, a product that was manufactured for the roofing industry and really got my eyes opened up. You know, when you got in real estate for a while, you have a little bit of this persona and this mindset that the entire world revolves around just real estate. And I don't know if you've ever experienced that. But all of a sudden I was exposed to this other industry, which is roofing at the time. And I was like, wow, this is a big industry. There's a lot going on here. And went from that to becoming a director of sales for both commercial residential roofing and then was introduced to a gentleman that had a growth in scaling business

for companies and it was a coaching coaching business and before even COVID hit was on Zooms, talking with people, being a part of calls and had an opportunity about two years ago to join Sandler and get me off the Zoom, not doing near as many Zooms and doing some more in-person face-to-face. Got it. Cool. And today you are doing, working for how and what capacity today? Yeah, so I work for Sandler full time. Okay. And a lot of that is going in, working with CEOs and presidents of organizations to,

it's all about driving top line revenue. And when you look at top line revenue and how are we going to, you know, sustain where it's at and not only that, but grow it and grow it aggressively, you end up working a lot of times with the sales team and, you know, work with them on their sales processes. And how you and I met is one of the roles that I have within Sandler is I'll go into an organization as a fractional chief sales officer. Okay. And identify, okay, within 12 months, we can effectively bring this much revenue growth to an organization.

You could look at it. Sometimes it's more like a surrogate sales manager. But it's all about, you know, it's all around process. And sometimes I'll sit with the CEO and they've got eight salespeople. and I say, ask great salespeople how many sales processes they're using. And they come back and it's like 11 or 12 sales processes. Some of them are even using two or three. But I met someone who has a company. They do mitigation of taxes and also asset protection. And so I'm operating as a chief sales officer for a company called Abundance Group Trust, which a lot of their clients are people that are real

estate investors. And so you and I met on a as part of a group that's in that world. Okay. Perfect. All right. So now I know how we got connected. It's funny you said that that you go into an organization and they have a bunch of different sales processes. Because I read a bunch of sales books. And hands down, Sandler is just by far my absolute favorite. I've just thought as a total counterintuitive way of selling. Right. And I've never taken the training. It's just You know, I've got the how to, you know, you can't teach a kid to ride a bike in the seminar. Yep, David Sandler's original book. Yep.

I found the whole president's series on eBay. So I got all of that. Okay. A few hundred bucks. I'm all excited about that. Presidents club. You know? So that's like, really, I've just kind of ignored everything else and done my best to adapt that to, you know,

it's different what we do. And I've always found this a little bit challenging. and not challenging, but I've been envious of other people because I've been a part of groups where I was with other coaches and I've been part of groups where I've been with a bunch of real estate investors and so I belong to a lot of mastermind groups. I've invested a lot into that type of education for myself. But when they would teach, the one that comes to my own specifically is when I was in the coaching group. And it was a coach that taught coaches how to be better coaches. And everyone else's product or service, because I mean, they weren't all, I was the only

real estate person in there. It was really easy for them to teach these automated processes of how to generate the lead online, get them on the strategy session and close that sale and move them on to the next thing. And I was envious because they're teaching people how to sell something, right? Okay. I had to teach people how to buy something. So we're trying to buy real estate. Yep. Yeah. I was like to follow you. I couldn't actually implement everything that everybody else was doing in my real estate business because is different. You can't automate a purchase the way people are automating sales and putting this psychology

and everything into it. Why are I going with this? I don't even know. I didn't have a structure or questions to ask you. But I'm so excited to talk to you because I just looked it up here in Las Vegas. There is a Sandler club here in Vegas, which I didn't know. I thought I looked at the. Yeah, Sandler's training office.

Yeah, I didn't find them. I think I'm going to join for sure. Let me know if you get a free toaster or something by referring me. I'll go over there and make sure it. Sounds good. Yeah, I'm all about those toasters. I'm really excited about it. And Matt, here's the thing, man, the Sandler selling system.

It's a discovery system. So in most, a lot of sales scenarios, people are out there to convey a message of what they bring to the table, right? And most salespeople are heavy on features and benefits of what they do. They hear a few things from the prospect of what the prospect needs, and their brain goes, off, ding, ding, ding, I've got the feature. I've got the benefit that takes care of exactly what you need. And the issue with that is that most people are not in their first initial conversation with you. They're really not sharing the guts of really what's going on. And with Sandler being a discovery system, we work really diligently with sellers to say, let's get below that

initial surface level and let's dig deeper. It makes a lot of sense that you're saying that right now. And this is why it's worked so well for me is because a real estate agent will meet with a seller and be all about their features and benefits of why you should list with them. As a buyer of real estate, my whole closes like in the seller's motivation. So I have to discover. I got to dig why they want to sell their house to me at a discount and not just go list it with a real estate agent. So that makes it total sense that when you call it a discovery system because that's all I do. I call it. I have my nine point seller interview.

This is an interview to discover whether or not I even want to buy your house. Right? So that's why it works really well for me. That's why I'm such a fan. I'm just like, oh, my God, I'm this amazing salesperson. But I just had the right approach for what we do. It makes a massive difference. Yep.

I'm working with a handful of individuals that are buying property, both a group that will sell it as a wholesale property to wholesalers. And another one that is actually buying it to hold. and another one that's buying it more to flip it to an end user a couple months down the road. And it's what you just said, Matt, you really have to get dialed down into, you know, as you're meeting with a seller and you're finding, I always look at it from two different ways. You know, for someone to make a change, there's got to be an emotionally compelling reason for them to commit to moving forward with you buying that halt.

And it could be their motivation could be pain. There could be a reason that they have to do it because of a circumstance in their life. or it could be pleasure where there is a motivation to move quickly and get the proceeds, right? And you don't know going into it. Every single one of them is going to be a little bit different. And I teach my clients that the big difference between a real estate agent and real estate investors, the real estate agent is there to try and convince that person to list with them. And we are like, no, we have to reverse that role and get the seller to convince us to buy.

Right? So we've changed that whole thing. And so it's like, I don't know. It's a nice property. I think it might be something that worked for us, but why would you consider selling such a nice place? You know what I mean? So I do a lot of reversing, a lot of negative reversing. Anyone listening in what Matt's doing there is classic.

Matt, how much of that is just your mindset? You know, your mindset is that this. It's part of me now. This prospect has to absolutely convince you. It's crucial. the mindset's everything because you're going at it from the standpoint that seller

has to convince you that there's a reason for you to buy their home. I can about guarantee that's different than how most even investors are approaching them. Most investors in realtors who want to list it, realtors are like, hey, we're the right choice because of X, Y, Z features and benefits. Other investors are coming to the table

and saying, you know, here's the reasons why you would work with us. And believe you me, the seller's heard those from other people as well. Trust me. Whereas you're flipping it with the technique

and a lot of it you mentioned with Sandler, where that seller has to convince you why their property you should even be interested in looking at buying it. It's all in the way you approach it. Yep.

And I even tell my students, like if you go in and meet with a seller and have this mindset as a reluctant buyer, if you are reluctant, and imagine you've got enough money to buy one house this week. How do you know which house you're going to buy?

That's a cool way to look at it. Right? And so if you really go in with that mindset, I'm a reluctant buyer, and you've got to prove me that you're worthy of my money, then all the right things will come out of your mouth. If you've got the right mindset, as you just said. I always say you have to be independently wealthy, and you absolutely don't have to,

you take all the pressure off of that transaction. You really want that potential prospect to just feel a lot of just neutral. You come at it very neutral. Yeah. And that's such a different. You're going to stand out. Yep. Is being okay and not okay?

Is that part of Sandler also? It is okay. I want to make sure I got that from the right source. Yep. Yep. Yeah. So when you deal with a distressed seller that's going through a lot of pain and misery, and I do a lot of make, hey, we see this all the time.

It's no big deal. going to get through this, like to make them feel okay. Yeah. But I'm still the reluctant person. Like, I don't know if I could buy your house, but don't worry, you're going to get through it one way or the other, whether it's me or somebody else. I'll give the listeners a little bit of an analogy on why this is important. So let's say you've had an absolute crazy day at work.

You got delayed in traffic an hour and a half on your way home. You get home and all of a sudden you notice something on the house has fallen off. I mean, you just record issues, one after the day. other. You walk in, you sit down, you're eating some dinner, you turn on the television, you've got this reality TV show going cops. And the cops, you know, 12 cops are chasing one guy and they finally get him. At that moment, how do you feel about the challenges of your day? Oh, they're not that big. I didn't have 12 cops chasing me down is what you're saying, right? Exactly. You know, and so it's all perspective. And as a seller, you know, and you're out there meeting with people,

If you can protect their okayness and always make it where you're putting their needs ahead of yours, they feel that. And it really helps put things in perspective when it comes time for, you know, just, I think the biggest thing people forget is that when someone attacks them, most people just immediately defend. Someone brings up a seller of the property, brings up something about just something that they might be attacking you or your business, or something about the way you're going about, you know, buying this property.

And we usually most people want to defend. They're proud of the way they do business. They're proud of what their company represents. And in that moment, though, the right thing to do is to protect the okayness of that person. Don't make them feel stupid for saying something. Right, right. And you got to fall back. You got to fall back when I'm defend.

Yep. There's so many of my students, they get all nervous because they might not have really an experience of talking to somebody like this. Not in the sales, not what we're talking about, but I'm just talking like, just picking up the phone and calling somebody out of the blue and saying, hey, would you like to sell your house?

Just doing that call is like terrifies of that. I don't know what to say. What if I look dumb? That is like embrace that for as long as you can, right? Be uncomfortable with it and be dumb for as long as you can. Because once you start getting smart is when you can really mess everything up. Right? Because then you go into feature and benefit mode. If you start getting some experience and you start,

want to tell them how much you know about the market and how much money you got and what you're going to do with the place and all this kind of stuff. And you're just like, no, just be that meek little animal that just has this amazing skill behind you. And, you know, he'll start walking out with contracts all the time. Yeah, that curiosity. We hear someone say something and we immediately want to take all the experiences of life and the things that we've seen. And we impose that version of what they just said on them. And we make, what do we make? We make assumptions.

We make assumptions. And what you just described, Matt, is the opposite of that, where someone says something and you remain curious. You don't go to a conclusion of what they meant. So the only way to do it is you have to ask. Well, hold on, Matt. What did you mean by that? And why did you choose to say that now?

Yeah, 100%. 100%. Right? it's so awesome. How long ago were you exposed to Sandler? That was probably right before I met my wife, so I guess it's about 13, 14 years now. Was it? Yeah. That's amazing. And I've just always looked for the organization to join.

I just never really lived next to one. Even when I moved here to Vegas for the first time, I looked it up and I didn't find one. But I looked it up just before this call and I found one. So I think I'm going to go for it. Yeah, the time it might be just right. to where that makes sense, right? Yeah. Could you tell me a little bit about how that training actually goes

and how someone could, whether they join Sandler or not, they can kind of embrace this to make themselves a better salesperson or a better buyer of real estate is what this real skill that we need over here is? Yeah, absolutely. So I'll throw this out there. So Sandler is considered, and the numbers move around a lot. But we're either the first, second, or third largest sales training organization in the world. We have close to 210 locations worldwide.

And those are individual franchises. And within those franchises, there is individual teams of trainers, partners, leaders within those organizations. And so if you want something virtual, you might end up like Matt, you and I could work together virtually. We have offices in Columbus, Ohio, Akron, Ohio, in Jacksonville, Florida. I'm based in Jacksonville. So in-person meetings would be in one of those three locations or with the local Sandler office right there in Vegas. Now, there's beyond just most of the offices will do some type of an initial introduction to the foundational, come in and hear the methodology of what Sandler is.

And just open your mind to the thought that maybe there's a better way to go about this whole selling experience. And then from there, though, the biggest thing, and you mentioned the book, David Sandler's book, You can't teach a kid to ride a bike at a seminar. And the whole idea behind this was that David said, you come in for whether it's one day, two days, a three-day blitz. You come in, you hear all of these things. You walk away with some actionable items. But most adults retain such a small fraction of what they hear.

And then that, you know, to get to a point where you have that unconscious competence on what you've heard, it's even smaller. So David's model was that we're going to reinforce what you're learning. And so within our world, and I'm part of the Ruby group, we're within the Sandler network. We do a two-day boot camp where you'll come in, you're here, the methodology. But then we do for most of our clients, it's about a 12-month timeline where they will do reinforcement training. They'll come in weekly. And there's weekly sessions to reinforce and build new habits around the Sandler methodology, which is very effective.

It's working for businesses and all different industries and verticals worldwide. And then there's an application component where you take what you're learning and you apply it into your world. There's some role play. We have to marry it with

what you deal with on a daily basis. So it's taking this methodology, marrying it into your world. And I would say at a minimum, a lot of our clients come on for six months, but we've got people that have been around six, seven, eight years.

And it's a model that you feed new people in. So my background is growth in scaling of businesses. To grow a business, you likely will add additional people into it. And, you know, so that's one of the things that it allows you to continually add new people in and bring them up to speed with everyone else, which is pretty cool. Got it. Because I had a buddy that was going and he would like go once a week. Okay. So that once a week thing, is that like a role playing type thing that, do you reason you go every week or do you learn something know every week. Every franchise does it a little bit different. So I'll speak to in our world what it is. It's a one hour slot. It's live. It's on Zoom. So it's virtual, but it's live. And you're going through probably 30 minutes of actual instruction, going through and recognizing and looking again at some of the component of the methodology.

Because Sandler has an entire sales process. So a lot of people don't have that process at all. But then there's breakouts, there's role play. there's all of that. So it's half and half. Got it. So you do it virtually. I guess you could. I don't know why you couldn't, right? We'd want to get you in. I love doing that initial two days as in person. Just come in, soak it all in, get away from your entire normal world. Shut that off as best you can. Come in for two days. Take it all in. And then from there we go out and do it mostly virtually. I'm really curious because I'm 100% self-taught on the system. Yep. And just doing the at-home education stuff.

And I'm just wondering if there's holes or gaps or there's stuff that I'm missing in there. Yeah, and I forgot. You asked that. You asked that. I mean, here's the thing. At the end of the day, if you have decided to go into this world of sales, it's a volatile sport. It's a volatile career, a violent career at that, at a bare minimum. get on YouTube University, get on YouTube, research every, you know,

Sandler component you can find on there. There's just a lot of content and at a bare minimum do what you've done, Matt, and self-teach. What you haven't had the advantage of is the marrying of what you've learned into your world. I really think there's a need for coach with that. There's a CEO of the local UF Health in Jacksonville, Gainesville, Florida. and he references that he is a business professional athlete.

And so what he's combining is the work that an athlete does with the coach. And he commented for the last 20 years he's had a coach who's worked hand in hand. And so although the self-taught method is one million percent better than doing nothing, like if you're making calls, if you're reaching out, you're talking to prospects, get on YouTube, use it for everything you can get out of it. But when you're ready to take it to the next level, and if you do see yourself as a business professional athlete, then get with a coach who can marry what you've heard and what you've learned into your world. And you'll go further quicker is really what it boils down to. Yeah, I'm going to look into that.

I mean, I've done very well for myself and we buy houses all the time. So it's not like I'm in my own way and I'm starving. You know what I mean? But I just wonder if there was something I could actually. expedite that to do even more than I do. Could be. Right. That's part of, you know, that discovery process of kind of seeing where you're at and

if there are gaps. You know, that's yet to be seen. Awesome. So you've been there for two years. Right. Let's try and create something actionable for my one fan that's listening. I like it. Yeah.

What are three things that someone could do right away to make themselves a better closer? Let's, I'm going to throw a couple things at them. So, all right. Be thinking. of a 70-30 rule where you want the prospect to be speaking 70% of the time, you want to be talking 30% of the time. That's number one. And there's technology and AI and stuff right now that'll help you even see

exactly what you're doing. If you're on Zoom, you can use Fathom, no taker, and let it tell you at the end of the call where you're at. Number two, ask more questions. Part of that 70-30 rule, it just rolls right into it. Just shut up and let them talk. and make it a discovery more than anything. And then third component is to be committed.

If you're in a world where you are working as a seller of anything, a service or a product, and you're specifically real estate, be determined to become the best at what you're doing. Find a way to do everything that Matt even brought up, protecting the okayness of the prospect, getting dialed in on being able to understand them and how they work, the psychology of how people work and how they think,

just be determined to become the best of what you can be. And if you think of it like that business professional athlete, you look at a golfer before a tournament. They're going to go out there and they might be at the range hitting 600 balls. And there's no such thing as too much practice before you get on calls and just be determined to take it to the next level. Got it. All right.

Thank you for that. I think we're doing a lot of stuff right over here because when people come to my office for our summits, We do a lot of role play. And I even use a golf analogy just like you just used. Do you play golf? I play. Okay. I have a coach that I've taken a lesson from, a lesson.

A lesson. Which is the start. It shows how little I play maybe once a quarter. But it was ridiculous how much I learned and even one lesson. How about you, man? A little bit of golf. Oh, yeah, yeah. It's like my newest passion right now.

So much fun. I'm almost fanatical in the last probably year and a half, two years. played all in my life since I was a kid, but I took about 20 years off. So I have a big giant gap in there. So I just started planning about a year and a half, two years ago. It was funny people had come and ask me, so, man, what do you do for fun? You're always doing real estate and podcasts and YouTube? What do you do for fun?

And I was like, I didn't really have an answer. And I was like, this is really bad. I need an answer. I say, I do YouTube and drink a lot of wine when I get home. That's kind of what I do for fun. Yeah, sales. I mean, it's got such a weird. stigma, I guess, in our society. For those that know what it is, you can look up to a salesperson.

For those that don't know what it is, you might look down on that person. Yeah, that's right. But if you're going to be a business owner in any capacity, there's got to be some sales skills that back it up. Otherwise, you're really going to suffer unless you have a partner that's a salesperson, but you need that department. Otherwise, there is no business. And even in our business, I don't find myself really using sales skills to sell properties at all because if you did the front and right, you bought it right, there's enough equity and profit that the equity and profit sells the deal. Right. So it's going to determine whether you do well in real estate or not because it's such a people business. I mean, every piece of real estate you buy or sell is going to be from or to another person. So it's

like you better get comfortable with people. And the one thing I just love about the Sandler system, and this is not a Sandler commercial, by the way. I'm just such a. fan and I get nothing out of this. Go to YouTube and soak it all up like I have done. That's it. You know, I told you I found that first program, stole it for my buddy at the, he was in the office next to me.

I borrowed it and never gave it back. And then went on eBay and got the whole collection. And it was like a big, giant expensive thing. I felt so blessed because there was only one and it was in terrible condition. But it worked. If you got a CD player, then you might be able to still pull it off.

But I liked it for several reasons. One is you don't, have to be somebody you're not, right? You don't have to be this ultra-polished speaker. You don't have to be, have a big vocabulary or super articulate. I mean, if you know the techniques, you can stutter through it, you can mumble through it. If they can understand you, it's like, it's almost an endearing type thing if you're doing it right. Yeah. It creates rapport all by itself without trying to create rapport. And that's crucial, Matt, in the era that we're in a trust-based era.

Yeah. You know, it's a big part of our society right now, right? Nobody trusts anything. Yeah. Yeah. And that's the whole COVID. Like, my God, my government would lie to me too. You know what I mean?

It's like, everything's off the table. Anyone can do it. You know, yeah, trust is a huge thing. Yeah, practice drill rehearsed, right? This is a skill that I noticed because if I am on my game and I'm, generating leads and I'm talking to people. Give me a couple weeks and I'm so much better than I was just two weeks ago. And I've been doing that for 14 years now. Bingo. So it's something that can come and go. You can lose it really quickly. You can lose the sharpness. At least I can. I mean,

do you notice that with other people? We do. The biggest part of it is even just the mindset towards that, right? You have to be willing to always be wanting to improve. You can use so many different analogies, but you go to the gym, you sign up and you say, I'm committed this year to be in the fittest that I've ever been. Just wanting that and saying it and joining the gym or even going for the first month, it doesn't get you 12 months down the road where that is what the reality comes out to be.

It requires that consistent use, consistent going, that commitment, that accountability, its mindset, it's physical. and so people do slip. You can hit a plateau and you can hold at the plateau. But the issue with that is that there's a natural attrition. And attrition is just a part of life. And there's going to be things that you lose because of a market shift.

We've seen so much shifting, just even in the market of sales. And without a doubt, Matt, that's a long-winded answer to your question. Yeah. And I just, can I direct somebody to you specifically? Like, if someone wanted to reach out to you, is there away from that to do that? or they just go to the yellow pages and look up Sandler's? Yeah, no, I love introductions to anyone anywhere. We'll work with people worldwide with an introduction.

So we have a certain market, Ohio, and Florida that we do cold outreach to. But if an introduction is made by you, by even this podcast, someone can jump on, connect with me on LinkedIn. Matt Rockto, that's a great way to get it started. We'll get together and see if, you know, how we've helped others is possible. a fit in their world. It isn't always, but sometimes it is. All right. So LinkedIn, I found you right at the top. It's Matt, just like my name. R-O-C-C-O is the last name, just like it sounds. This really is where the money is made in our business, because being involved in a community where there's a bunch of other coaches and trainers and everything, all the shiny stuff,

like lead generation and marketing and all that, like everyone's very much attracted to that. How do we generate more leads and stuff like that? Or they're really, attracted to the exit strategy. Like, oh, I'm going to be a fix and flipper. I'm going to be a lease option guy. Or I want to go raise private money. Where are we going to get all the money? How do I build a big buyers list?

They're always on the front end and the back end. They're all excited about that part. It's this middle part in the middle, the sales part. Yeah. This is the part where the money is made. If you get this part down, those other two things are a piece of cake, a piece of cake. So that's how much I endorse this and get any skill, get any sales skill whatsoever. but I really have found Sandler to be just ideal for what we do as real estate investors and acquiring

property. Good stuff. So I really appreciate you, Matt, for being here. Thanks for taking time out of your day. Did I gloss over anything? Is there anything I should have asked that I'd failed to? Nothing right. The second's coming to mind.

So everything that you said is really important. You know, sometimes someone's got to take a minute, listen to a podcast like this a second time because there's so much packed into it. Take it from someone like Matt. you've got the success that you've had is tied to your application and your willingness to go out there and find things like Sandler and use them. And so take the successes Matt's had and be committed to having that in your own life. And why have to reinvent the wheel?

You talked about that, the lead gen and all that stuff. That's the shiny object. The actual process of getting in and committing to learning something like this could seem boring. The most successful salespeople are creatures of finding something that works consistently and doing it over and over and then scaling it. The chasing of the shiny objects is something that can lead to someone not having the money that they desire and a lot of times. And you know what's also nice about digging in deep and learning this part of the business is that at some point you decide, you know what, I don't like real estate. there has been no time wasted because you can take that right over to the next thing and it all 100% apply.

It does. Whatever you choose to do. And so it's just a good personal development channel as well. Yeah, that's great. Love that. Yeah, it was great. I hopefully, I didn't, maybe I got on the wrong side of the 70, 30 rule during this interview. Sorry about that.

No, there's times when it doesn't apply, but. I know, but I was just thinking about it. Like, oh, my God, I'm not going to all the talking. No, it was both ways. I guess hopefully everyone can feel my enthusiasm for what this is and what is done for me. It's not hard to teach, but the student does have to meet you halfway or else it can be really tough. Yeah, yeah. It's all I always have this conversation about from time to time.

It's all about what's the price or this or that. And it's like, well, really, we're looking at investment of resources. And one of them is the money, but the biggest part of it is your time. And if you aren't willing to commit the time that is needed to really, make this happen, it's not worth my time starting with you. You know, it's got to, you got to be willing to take it from A to Z. Love it. Love it. Well, thanks, Matt. Will you be in Florida in September? I will be. Yeah. Cool. Well, I get to meet you in person then. Yeah, sounds good. We'll see you on that Sunday. All right. Take care of, bud.

And that wraps up the epic show. If you found this episode valuable, who else do you know that might too? There's a really good chance you know someone else who would. And when their name comes to mind, please share it with them and ask them to click the subscribe button when they get here and I'll take great care of them. God loves you and so do I. Health, peace, blessings and success to you. I'm Matt Terrio. Living the dream.

Yeah, yeah, we got the cash flow. You didn't know home for us. We got the cash flow. This podcast is a part of the C-suite radio network. For more top business podcasts, visit c-sweetradio.com.