Escaping the Drift with John Gafford - Colt vs. the Olympian Equestrian and Advice for New Agents EP 26

Episode Date: November 17, 2021

The Power Move Episode 26Learn and burn Entrepreneurship from serial entrepreneur John Gafford and his band of mayhem makers. From stripper poles to the oval office, business lessons are everywhere. This Week:Colt gets a call from a silver medalist to discuss his opinion "the horse does all the work"Advice for new real estate agentsThe uncomfortable truth about the Raider's games.With Chris Connell and Colt Amidan

from the art of the deal to keeping it real live from the simply vegas studios it's the power move with john gafford back again back again back again and back with us finally from his hiatus in the uh in the yacht world chris connell esquire back for the bahamas how was it man how was it it's a lot better it's not your yacht amen a lot better when it's not your yacht and with me as always to my left cold amadon cold how are you good chris how would you say dingy? Dingy? Dingy. Dingy. No, no, no, no. Dingy. Dingy. Like you hit a dinger. Not dingy. There's no G. Thank you. It's not dingy butter. Yeah, he said dingy last week. Did you say dingy?

I don't get it. Guys, look. Okay, look, real quick. We have a great episode today, an unbelievable episode. What we're going to talk about is I keep getting hit up with a lot of people that want to talk about what it's like when you first get into real estate, if you're going to get into real estate. If you're not interested in getting into real estate, it's okay because a lot of these same business principles are the same if you're going to start any type of business. Hang out for that. But first of all, we have something we got to do, which is pretty amazing. All right. It's pretty amazing. And the thing about doing this show, and I got to tell you, is I have a lot of famous friends, like really famous.

Not like Insta-famous or anything else, but people that are genuinely famous for some skill set they have. And a lot of those people are famous in the music industry, right? So what blows me away about this show is, number one, I'm still blown away we have over 10,000 subscribers. Blows me away. People that log on and listen to this show, which thank you so much if you're one of those subscribers. But it really freaks me out when somebody that I know that's actually famous does that. Right? So anyway, a friend of mine that listens to our show, that is legit famous, was at an award show, apparently, in the not-too-distant past,

and met somebody backstage at the award show that's uber famous. And the guy was there with his family. And my friend had his family there and they started chatting with this person. And he found out that the guy's daughter did something really interesting. And he said, oh my God, that's really interesting. You should go on my buddy's podcast and talk about that. And kind of told him why. And so he connected us, she gave him his, her, his number. He connected us and I called her and said, you know, told her why and what we were doing. And she said she would come on. So I'm going to give her a real quick shout real quick. And I'm going to do it the same way you did last week when you just held the phone

up. So I hope this works. We're going super low tech with this today. It's not Tom Hanks. I can assure you it is, it is not, it is not Tom Hanks. It is not Tom Hanks. i can assure you it is it is not it is not tom hanks that would be pretty amazing it is not tom hanks i can assure you okay you guys hear this hello hey is this uh jessica uh yes it is hey jessica it's john gafford not jessica simpson no no no it's just it's john gafford how are you i'm good wait a minute are you john you John Hopkins' friend? Yes, I am John Hopkins' friend. So real quick, this is Bruce Springsteen's daughter, if you can imagine that. Oh my gosh. It's Bruce Springsteen's daughter.

And Jessica, tell me real quick, how did you meet John? Tell me how you met him. Well, I was at the AMAs with my father. And John was backstage and we were chatting. And he found out that I was an equestrian jumper and that i won a silver medal in the 2021 games who was putting your sport on the line i really don't appreciate that well so yeah. Sorry, we're laughing. First of all, so Jessica, this is Colt.

Colt, as I told you earlier on the phone, has routinely told our listeners over and over that it would be very simple for him to become an equestrian jumper because the horse does 95% of the work. At an Olympic level. At an Olympic level, he could do this. So what would you say to someone that, let's just call them ignorant at best. Ignorant. Ignorant at best. What would you say to someone that said that? I'm athletic, Jessica.

I'm athletic. Oh, man. What would you say, Jessica? I find it strikingly ironic that a person named colt has absolutely no clue about riding a horse yes i don't know if that was that escaped him but um just to be clear what we do is we take a 1500 pound animal that's scared of its own shadow and we force him to jump over gates that are six feet tall so So if Colt wants to jump on, the stirrups are adjustable,

and I welcome him to our stable in Wellington to come give it a try. Is that an invite? So this is an actual invite from an Olympian to humiliate yourself on an Olympic course. Wait, I said I need a year to learn how to ride the horse. Okay, I'm sorry. He says he can do it in a year.

So he doesn't know how to ride at all. No.'s what no my name throws it off i'm a city folk name throws it off jessica but let me ask you this now i'm intrigued now i'm not spinning it how do these horses jump are they just not seen it and knowing not to jump into it do you you actually do stuff? I am super ignorant when it comes to this stuff. Okay. When you run a course, when you do a course in a competition, you have

60 gates, and part of your responsibility is to count strides in between the gates, so you get the horse to the proper location so the horse is not afraid to jump over the gate because if your horse stops you're going to keep going and possibly kill yourself but if you want to try colt knock yourself out bud come on down so jessica i gotta ask you i mean this is the first

time you've heard something this stupid right just out of your mind just out of your mind no no i'll tell you pony moms are the worst Pony moms are the ones whose kids ride ponies, and then when I hop off of my horse, that, by the way, just won a silver medal in the Olympics, they're giving me instructions on how I need to ride, and I say the same thing to them. Honey, the stirrups are adjustable. Hop up and show me what you got.

Yeah, but I'm going to say... They do not participate. But see, I think, honestly, it's verbiage like that that throws up, because she just said the horse won a silver. I mean, Jessica, again, I'm so happy you called in. I'm so grateful. Jessica, let me ask you this. How long did you feel comfortable before you thought you could go do this sport competitively?

Well, okay. I'm 29 years old. I started riding when I was four. Jesus. I started when I was six. Jesus. When I was six. I train regularly at the gym. I've been professionally competing since 2010. And frankly, I'm so strong,

I could squish your head like a grape with my back. So if you want to continue your nonsense, we can test that theory as well. I think this is a good time for you to apologize to the entire equestrian community and admit your humility. And let us know who's actually the boss. Yeah, I think you should do that. Well, look, I am just going to say that the horse might be more intimidating if I got an XL horse.

I guess I've really never been to a thing. You thought Slap for Cash was unbelievably huge. Yeah, exactly. He's less than a third of one of those beautiful animals. Of all those horses. Well, congratulations on silver medalist. But I'm telling, how old could you be? Like, one of your teammates was older, right?

Oh, no, you can compete well into your 50s. Yeah, somebody's 50. So this is a sport that you can compete in, but if you're 50 and you go flying off of a horse the chances of you suffering death and permanent injury dramatically increase and i just like to point out that every year in this sport 10 to 12 rich people die and we all know that that's the equivalent of like 15 poor people so we're looking at like hundreds of people. Is that a real stat? That many people

die? That's how Superman got it. That's how Chris Reeves broke his neck. Superman broke his neck, but you'll be fine. So I'm 38, so if I could have 12 years of training, you think I could make an Olympic sport, make it one time? You know what, I'm just going to say

on the name alone alone you probably have an edge because horse people like that kind of connectivity so you can probably find a great trainer but of course it's super expensive so i don't know what kind of cash flow you have but this is not a sport for someone without money i'll try it in my dodge colt for a real does that work well all i'm gonna say is I understand why she's giving you some level of support even though she should be demolishing you because she's actually your biggest fan

because this is actually my sister Mandy. Oh, God. I was going to say, Mandy, all right. I was going to say, I am like, okay, so the stats aren't real. So I'm still going at it.

That 12 rich people yeah equal 15 people i don't think that was ever a good one when someone said that i was like oh okay okay i hate you i hate you i'm gonna prank you on your show so for those for those of you listening to us this is my sister mandy she's one of the top radio personalities for iheart in the country she is out of Denver. Listen to her on her station and or her podcast, Mandy. And do you know what? If you need the pages of research that I put it out on this thing, I can send them to you.

Do you know what the one thing is, Mandy, that you might have pointed out that might be real? Is I might be too poor to even try this. That's the thing, right? I might, out of all this, I might be too poor to even try this. That's the thing, right? I might out of all this, I might be too poor to do this. I am still going to say I could do it. And I mean, she's convincing. Now I'm like, God, do the horses? This made it worse because now he's figured out, well, she figured all this in like two

days instead of convincing. So now I can do it. I did a whole weekend on YouTube research. A whole So now I can do it. I did a whole weekend on YouTube research. A whole weekend. I don't know. I'm a professional. Don't try this at home, Colt.

Anytime, I'm hashtag Team Colt on the show. That's it. All the time. I tell my brother, I'm like, I don't care about you.

It's what Colt says that I live for. That's right. Colt's a star. That's it. All right, Mandy, I appreciate you. I'll talk to you later.

I am going to prank her on her own show. I'm coming to Denver. I was going to say, oh appreciate you. I'll talk to you later. I am going to prank her on her own show. I'm coming to Denver. God, I was going to say, oh my God. John, his face, he starts picking up on it. He's like, oh God. He Googles her. Oh God.

Oh, it was a complete. For those of you, I'll put this in. Your sister's hilarious. If you don't watch this on YouTube or you've never gone to take a look at it, you might want to go take a peek at that clip because Colt just had an absolute meltdown in real time. Literally, you were licking the microphone. I'm like, gosh, she's

kind of aggressive. And I'm like, she probably is. Spoiler alert, she probably is. And I don't know Jessica Springsteen. Jessica Springsteen, if you're hearing this. For any way, if Jessica Springsteen I assume you're very lovely. That's what I was like. I got on the Today Show when I saw her and the old guy riding. I was like, yeah, she seems nice.

All right, well, if Jessica Springs happens to hear this- I wonder if that many people should probably be lovely. Yeah. She's probably. Yeah, I literally was sitting in bed this morning. No, actually the other day, and that just hit me that we should have someone call in. Your sister's perfect. And she wasn't, but I had to have a believable story as to how we got to the someone call in. Your sister's perfect. And she wasn't.

But I had to have a believable story as to how we got to the equestrian. I hate you guys. And you know what? I'm still going to sit there and claim that I am. I'm telling you. All right. She brought up another good point. Everybody asks why his name Colt.

I asked my parents that. Why am I named Colt? We're not ranchers. We're nothing, right? From Salt Lake City. They got a lot of guns there. Yeah. Well, no, they don't. She's like a saw that, I think, on a TV show.

So I think it's maybe destiny. Maybe. It could be destiny. But no offense. I'm glad you enjoyed that. I'm glad you enjoyed that, Counselor. I'm just crying. But yeah.

Did you know that once? Oh, absolutely. Yeah, he knew. Because I thought about it this afternoon. I called Connell, and I'm like, I mean, do I bring him into the inside? Or do I want to have a pure response? But I figured he might actually try to bail you out because he's a nice human. And that's why I wanted to bring him into it.

Chris is a nice human. I'll give him that. But he's kind of an asshole at the same time. You could have let me know. God, your sister's scolding me. She was scolding me. she would ever tell you that she's like oh i like you you you say shit i would never say i'm like that compliment like like you know it was great about 9-11 well i tell you what on on her on her birthday i always call into her

show i do it every year and you're welcome to call with me because i was calling to hey mandy it's your brain you know it's your brother skater from lake city florida where we're from we're just so proud of you i mean when you was miss chs we thought that was the pinnacle she was man all her tape what's the uh the group you're in to go after the farming and everything what's those called oh the future farmers of america yeah but the don't they have it for each club for each yeah we thought that for me it was future farmers of america oh dude i'm gonna call you i won i in in ninth grade i won the state championship

for extemporaneous public speaking in future farmers of amer. Yes, I did. Mark Leary I was bad. You are farmers only. Steve Trang That's what you're trying to win, councilman. Farmers only. I was kidding. So anyway, let's get back to the topic of today, which is we want to talk about which is a lot of people hit me up all the time. Because we are in the real estate business and say, what's it like to get in real estate? What do I need to do? And you know, how does that work? Well, 10 years ago, I used to go down to the board here and I did something called the Rookie Agent Symposium. I actually wasn't the board. I did it for an organization called NAREP, where they had a bunch of new agents come in and wanted me to come talk

to them. And I said, you know, look, I'll come do it. And the NFL does something called the Rookie Agent Symposium. And the reason they do this is because there was a study, it wasn't that hard of a study, that 80% of NFL players were broke within two years leaving the league. Right. Right? So they started doing a Rookie Agent Symposium where they bring them in and have money managers talk to them and, you know,

try to make them be responsible and not buy dumb shit and be broke in two years. Right? Right. That's the whole goal of what they're trying to do. I heard they also bring in some hot girl that's HIV whole goal of what they're trying to do so i heard they also bring in some hot girl that's hiv positive oh god really yeah i heard that from one of one of the nfl players i know that i could be wrong but i'm they could have been messed maybe the 90s

cold yeah no it would have been but no they sat there and said you know here they say don't trust a big butt and a smile no i think they just hey, look, there's no face to it, right? You think it's maybe somebody, you know, that's how they did it. So, I don't know. Interesting. That Lawrence Taylor moment, don't smoke crack. God, he was a beast. Because he smoked crack, that's why.

But I did this for them, and it's funny, I pulled the actual slides up, and I wanted to look back at what it was and this information that is literally 10 years old is exactly the same thing i would tell somebody to do pretty much verbatim today why do people think that just because time goes on that people as a species change i got the humans are going to be that different right and where john and i would i'm doing this on purpose, but when you went to Africa, right, you look and you go, people do what people do. Everybody thinks these alien creatures, they must be so different here and there. But people, it's a people business. Yeah.

People are going to be what people are almost, you know, from now to the end of time. No, 100%. I totally agree. But even with all the advancements that we've had in technology and the different things, the basics of how to run a good business are all still the same, man. It really is. You know, when I did this, and I'm going to run through the slides. So it said the average real estate agent back in 10 years ago earned $36,552. Now that number is probably hovering somewhere in the $45,000 range is what the average real estate agent earns. So if you look at that, the reality of that is half of real estate agents make less. Because if the average, or the median anyway,

is $45,000, that means at least half of them make less than that. Well, here's the funny thing about real estate though. Weren't you saying that the super achievers account for 80% of the money? Oh, for sure. That's any business. Yeah. The 80-20 rule is definitely in full effect. 20% of the people do 80% of the business. If you look at our local board here, the local real estate board, over half of the people that are in it don't do a transaction, which makes no sense to me at all. I don't know why they're even licensed. So they're all the zeros. Yeah. Right.

And people make a 200,000 a year account for five agents. Well, I think there's a certain percentage out there of people that like you showed me a meme earlier that said, what did I say? I said, like when I got my 1.76 GPA, I knew college,

I knew I was destined to become a real estate. I was destined for real estate. So there's some of that. It's, it's a landing spot with people. And a lot of people, you know, that don't people that just are good at sales, but come and work in this industry and do great. There's also a lot of people that want to say, I'm a real estate agent to give them something to do. There's a lot of that. There's not a lot of people that say,

like, oh, what do you do? I'm a veterinarian. Where's your office? Well, I don't really have one. Well, are you really a veterinarian? No, but you can just say I'm a realtor. And when's the last time you sold a house? Well, never, but I have the card. So there you go. It just makes sense. But yeah, when people go and they say, I want to get into real estate, they also don't understand this.

90% of people that go to real estate school fail within the first year. They are done and out of the business in the first year. So if you are thinking of going to real estate school, when you look around that room and there's 100 people there, 90 of them are dead DOA. They're never going to make it. You can tell that when they start asking questions too, by the way. Yeah. You know what?

Even people that are in this industry, you go to continuing education, some of these guys should not have a license. You know? Some of the questions they ask, you're like. Not even because they're. It's not because you're dumb. It's because you're obviously not paying attention or taking this seriously. Well, I think that's exactly, I think we can all agree that it needs to be a little harder

to get into our profession. I think it should be much more percent. I think it should be harder, but it isn't there. But I think I wrote this list 10 years ago. Again, this is 10 years old as to why real estate agents fail. The first one is they think their broker family or friends owe them real estate deals. I think that's a huge mistake. If you get in this business and you think just because you got a shiny piece of paper class on Wednesday, got a license that your family and friends are going to start trusting you with the most important financial decision of their life,

you're wrong. They're not going to. It shocks me that some family do, you know, like this is, you know, a lot of people like we'll play in stocks and stuff but for the majority of the world the house is their biggest investment and they just allow that to go oh you got a license here you go and that shocks me but yeah that your family don't count on family don't count on you know your your good friends will probably break it i think i think it's like if i became if i became like a barber yeah then you'd expect it no no no no i'd still want to practice on like a good 100 people before i told my boy to come down totally totally totally absolutely right i mean i mean think about if i'm gonna do

that with cutting your hair that grows back oh god do i really i thought you meant that wendy when would you start expecting your friends to engage your business no no no no i want 100 practice fades before i before i come down and line somebody up. I know. I represent a lot of people that have family members as agents or whatever. And, you know, they're easier to tell people, hey, because it's commercial, I'm going to go with him.

But, you know, they feel obligated on that thing, but you cannot assume. I mean, that's the biggest thing is people are like, and people will run brokerages that way, knowing that one person out of your family will, and they're going to take a lot of money from you. That's a cut they get. The next one, they think they'll get lucky,

which I think is a lot of it. People are like, oh my God, the real estate market is so hot right now. I'm going to get a license and then I'm just going to make money. They don't get into it with any plan. They get into it based on the market getting hot. That's like saying, oh, because crypto's hot right now, I can go buy any coin and make money. It's just not true.

Take a bath on something. Yeah, a lot of people took a bath today. But by the time this comes out, everybody will be rich again. Four hours from now, yay. And this is, I think, the biggest and most important one, which is they lack a basic business philosophy or understanding. A lot of people that get into real estate have been employees, which there's nothing wrong with that. God bless, man. That's awesome. Step away from your boss, do your own thing. But if you've never run a business and you have no experience with managing a business, you're not going to run one that's going to be successful. You're just not going to. You're going to come into running a business with an

employee mentality, and it's going to fail. Right. Because you're your own CFO, marketing director at first. It's you incorporated, buddy. It is you incorporated. And they'll teach you how to run a business quick if you can make it successful. That's why you should join a team. Yeah. That, to me, is a great piece of advice. Again, if you're not in real estate, it doesn't apply to you. But if you're going to be in real estate, I cannot emphasize enough if you're getting into the business, joining a team, because it gives you the ability to transition. You know what I mean? Because when you're working on a team, you're working for somebody else that's paying all the bills. They're buying the leads.

They're paying for your swag. They're paying for the stuff. They're kind of overseeing you. They're overseeing your training. They're holding you accountable to what you do. So in some ways, they're treating you like an employee, right? They're continuing to treat you with that mindset, but it's giving you a bridge to get to the place where you can be a business owner. And by watching how they run their business, you will learn how to run yours. That does apply to also non-real estate transactions. As an attorney, I have a consortium of other attorneys

that are solos that work on their own, that we can lean on each other. Hey, do you got this? Do you got that? Hey, when you can lean on somebody else, then you're going to just obviously have a lot more success. Yeah, learn off each other. There's no such thing as what they say,

no man is an island. Yeah. Right. No. And it does. If you want to start a restaurant and you don't know you've never worked in a restaurant you better go uh that's a good way to work yeah go work in a restaurant for a little bit and you know talk to some other

owners and see how it is i got a friend right now who just opened a restaurant in town and is making a big switch big transition from one thing to another and he's learning over time how it works and he you know he's sort of uh he has money he was talking before, and he's learning over time how it works. And he's sort of... He has money to learn. He was talking... He's a really interesting guy. He's a published author. He's done a bunch of different stuff.

Right. Unique interest. But I was asking him about the transition because he was so hell-bent on this thing. And I think now he's just sort of like, yeah, it didn't work. Let's try something else. No, but I think...

Oh, he's transitioning out of the restaurant? No, no, no, no. Concept. Oh, got it. Because you got to adjust your concept you go hey what was the concept the concept is uh i don't know if i should put him on blast or give him some free publicity it's like kind of you know you don't have to name this spot it's kind of vegan kosher mediterranean so you know great content you see in new york city san francisco those are huge restaurants so when you're trying to be the first in a market sometimes that can be a bit tough So, you know, great content. You see in New York City, San Francisco, those are huge restaurants. So when you're trying to be the first in a market,

sometimes that can be a bit tough, right? You've got to establish that takes a lot of time, right? As a restaurant, you don't have a ton of time. No, you've got to get moving. So you've got to try to find a way to see, like, what else works that I'm interested in that I can transition to. I had this call before I got here. But what can I move into? And he's got a really solid concept that I think is probably going to –

Has legs. Has real legs, real cool concept I was actually pretty excited about. Well, I think I love that about businesses. I always say that one of the biggest mistakes you make in business is you try to start something before knowing people want it. Yeah. You've got to do a little market research. Like, I mean, if you were to walk in and ask me, for example,

hey, I'm going to open this vegetarian, and I'm pretty sure with Colt, you lost me at vegetarian. Man, is that not the – why did they even start doing that? It's horrible. Colt's like something must die for every meal that I eat. Yeah, I'm not going to go off because there's a lot of vegetarians. Yeah, and there's nothing wrong with that. I don't want to get yelled at by people. But for me personally –

I gag. I gag. Do not tell me, oh, it tastes like pizza crust when it's cauliflower or whatever. I'm gagging. Sometimes they do it pretty well. No, they don't. Absolutely not. Back up, back up, back up, back up, back up, back up, back up.

It's kind of a lot better. Wait, wait, hang on. You just said, don't tell me it tastes like pizza crust when it's cauliflower. So how is regular pizza crust not vegan and cauliflower? There's flour in pizza crust. No, I cauliflower? Like there's flour in pizza crust. No, I get that. It's healthier to have cauliflower. But because they make it, they make their vegan pizzas with cauliflower.

And I'm like, no, I would try the cheese. But what makes them vegan is they don't have any meat on them. They keep that gluten. No, no. But I'm saying like the vegan shops, they'll make everything healthier. Yeah, which is. That's what I'm saying. Jerks.

Like they're like. Stupid jerks. The pepperoni is not real. what I'm saying. Jerks. Stupid jerks. The pepperoni's not real. There's chickens. And it's on its car. You won't taste it. Yes. You want to talk about a group, 50% of a group that's unhealthy? Talk of vegans.

Yeah. No, absolutely. You talk about people that have real struggles with sugar problems in their bloodstream. Yep. Weight problems. Yep. You talk about people that eat pretty unbalanced diets. And that's the problem with that. Yeah. It's come a long way. I think you go to a lot of options, but if you're going to go

that you got to do vitamins. Sorry, we got off on a tangent. So let's talk about the first thing that you actually need to know if you're going to get into business is how to run a budget. And it's, it's very important deal. You need to understand this. If you don't understand it, you need to. But having a budget and being able to follow it is incredibly important. And there's two things in real estate you have to budget. There's two things. A lot of people think the word budget, they think what, Cole? What do they think?

Budget, marketing. They think money. Personal budget. They think money, right? They think money when they hear budget. But you also have to budget time. Because time is something, it is the only thing, you can always get more money. If you lose all your money, who cares?

If you lose your time, you cannot get it back. It is the only commodity you can't. And so much of what agents do, real estate agents do, you have to understand leveraging your time can be, in some cases, as important as leveraging your money. So when people get so caught up in what's called return on investment, if you don't know what that means, it's basically where you take what you get, what you profited, you subtract out your cost and you divide it by original investment. That gives your percentage return on investment for you math guys out there that want to figure that out. But even more important to me than the return on investment is the return on time.

I want to know how much time did this take me to produce this? Because to produce this one piece of income, if it takes 40 hours to get there and I could produce more income, I can produce one unit of income with 40 hours, or I can produce 40 units of income with one hour. I don't care about the fun. You've got to be very cognizant of how much your time is yeah in economics that's called your production possibilities frontier right that's exactly right and so this is why did you by the way did you listen last week did you happen to listen uh just part of the yacht don't lie you're on you're on the yacht yeah so no one's listening

because we missed you because we missed you we gave john n Nelson like four really hard words, like very impossible words. Did he nail them? And we just said, I'm going to point at you, and you have to just include them in the conversation. John gave them the definition. He showed you. He gave them the definition. But then John Nelson's like, does Chris look up this stuff before? We're like, no, he doesn't.

Chris is just that smart. We're like, no, he doesn't. But that's the whole thing. That's how countries, let alone real estate agents, budget their time based on what can we produce thighs return on our time and money and efforts, right? Yeah. So if Ireland grows potatoes at 50x per and you're 40x per, but you make bikes at 2x per one, then you sell them bikes,

they'll give you potatoes, nobody's better off. But here's the harsh reality, though. When you first start out in the business, you might not necessarily have money to invest. And again, if you're going to go on your own route, not join a team, whatever, that's not giving you leads, not providing that, you're going to have to budget your time because it's all you have to spend.

So you need to look for ways to double up on time. And for new agents, the best thing I can give them is, if you're like, what are you going to do today? We're like, well, I'm going to work my sphere of influence through Facebook. I'm going to systematically contact everybody I know on Facebook. If you're in sales and you're not doing this, my guy John Story, I'll give him a shout out. He's the master at this. If you are not interacting with people's stuff on Facebook, they don't see your stuff.

So when you're doing that friendly reminder and you're out saying, oh, look at me, I'm in business. And if you want to be in business, maybe you should do business with me. If you haven't gone on to your friends, you know, systematically onto their kids, six birthday party and said, Oh my God, Cassie looks so cute today. That's awesome. And actually leave a real comment. Like if, when you do that, Facebook goes, Oh, these people are really connected. Yeah. Throw them in the algorithm. So they'll start seeing your stuff coming to the algorithm. So anyway, that's a whole other deal. But if you're going to tell me that you're going to systematically work your sphere through Facebook by connecting leading posts and you're going to do that, I'm going to tell you, why are you doing it at the office? Because nobody's going to walk in here and want to buy a house.

Why aren't you doing an open house right now? Doing it there. So you can stand there, do an open house where maybe somebody comes in off the street and you're doubling up your time because your time is what you're spending. So you got to be very cognizant of how you're spending your time when you first come out. It's super important. How should new agents, I mean, I know the answer, but I want to hear it from you. How should new agents figure out the best ways to double up their time? Well, number one, if you're a brand new agent, open houses have just got to be part of your strategy. They just have to. I mean,

the more hands you shake, the more money you're going to make. There's no question to that. So being out, getting in front of people is clutch. I would say that is absolutely imperative. So the open house strategy to any new agent is imperative because you can daisy chain that off with some other things. Like for example, like there's door knocking and I have never knocked on a door. I know some agents that have done extremely well knocking on doors.

I think, you know, I'm gonna digress. I have knocked on a door, but with cause. The cold knock of, hey, how are you? I'm just in the neighborhood looking to see if you might be willing to sell your house if you thought about selling it. I've never knocked on that door. The doors that I've knocked on are, hey, I'm having an open house tomorrow from 4 to 5.

Do you know anybody that might want to move into the neighborhood? Do you have any friends that might be wanting to buy? Can you let them know? Oh, cool. What are you guys doing? That's a reason to be at that door. Yeah, that's a good – I agree with that. That's a reason.

So, again, leveraging in that open house strategy is really a key to any new agent because it's something you can do to put yourself into the community where you're going to get to shake some hands. You're going to get to see some people and it's not going to matter. So that's clutch. Let's say I'm a new agent and I'm over at Bob Johnson brokerage and I reach out to John Gafford over at Simply or Gavin. I say, hey, I'm over at this brokerage and I'm happy here and whatever. I'm a new agent. My uncle works here. But would you give me some advice?

How would that work reaching out to people like yourself? Well, okay. Okay. At the risk of getting overwhelmed. I don't know. I don't mean that to like inundate them. No, no, no, no, no, no. I get it.

I get it. I get it. And for me, it's a little torn. Like we're going to talk a lot. You can cut this too. No, no, no, no. I don't cut. We're Rogan style. If you pee in your chair, we're going to keep it. It's just how it's going to work. But, you know, actually, let's a little torn. You can cut this too. No, no, no. I don't cut. We're Rogan style.

If you pee in your chair, we're going to keep it. It's just how it's going to work. Actually, let's do this, man. Let's take a break, and then I'm going to come back and answer that question. Let's do that. Be right back in a second. Hey, it's John Gafford. If you want to catch up more and see what we're doing, you can always go to thejohngafford.com,

where we'll share any links of things we talked about we're doing, you can always go to thejohngafford.com. We'll share any links of things we talked about on the show, as well as links to the YouTube where you can watch us live. And if you want to catch up with me on Instagram, you can always follow me at thejohngafford. I'm here. Give me a shout. Back from the break, talking today about getting in the real estate industry or really starting any business. And the question that was posed to me by Chris Connell Esquire right before we went to the break was what do I do when people call me

and want advice if they work at, you know, Shakey Jake's real estate company and they say they're happy there and they just want to pick my brain. And the answer to this is very simple. Number one, if you really want the full insight of my brain, if you are local in Vegas, you got to buy a ticket if you want to take the ride.

That's how it is. And everybody, you know, we have 570 agents that work here at this company. And everybody knows I don't have any secret sauce. I will give you every single thing in my playbook and help you build your business as best we can. That being said, I do, when people sometimes come across my desk and they're brand new in the industry, and they're asking, I'll spend a couple of minutes on the phone with them, just trying to guide them in the right direction. Not necessarily here, because we don't hire a lot of brand new agents unless they go on teams,

but just giving them a general idea of what to look out for in the industry. Like what to read, you know, what to look into in the contracts and what to be, what to be aware of. Cause I think there's a lot of predatory still practices, practices as far as taking advantage of new agents. And I just try to keep them clear of that. But, but, you know, for people that are outside of that, I've been asked, you know, time and time again, you know, am I, am I going to release, we have some, you know, we do have a video training platform that we have. I keep it internally for the agents. I may release some of the early stuff, the business planning stuff,

just to put it out and see what happens. But I don't know. I don't know. I think that's the biggest thing. And you as a lawyer really double down on this. But read your contracts. Holy crap. Just read every word of your contract. I don't care if it takes you a whole week. Don't sign anything without reading it. Well, it's ridiculous.

Well, let's jump back into back into how to start out. But here's the part of this. When people start out in this business, they don't realize they have to do. This is the worst part of this job. Ready? Here it comes. The worst part of this job. You ready? Here it comes. The worst part of this job is the only way to do it effectively, the only way to be effective in real estate with your time, your money, and your results is you have got to track every single thing you do. Because if you don't know what dollars turn into other dollars, if you don't know what actions turn into other dollars, if you don't know how much time those actions take, you're not running a business, you're just drifting.

You're just floating. I mean, one of the best things I think Mark Burnett ever said to me back in the day on The Apprentice was, one day he was scrambling to get something done, and somebody goes, oh, you're treading water today, Mark. And he goes, I never tread water, I swim. And I was like, oh, man, write that one down. That's pretty good. Write that down. Yeah, that's good. And so you got to swim. And I was like, oh, man, write that one down. That's pretty. Write that down.

Yeah, that's good. And so you got to swim. And part of swimming is taking an inventory. If you were to own a shoe store, counselor, if you were to go open Chris Connell's footwear, fancy footwear. Hire Patrick Mahomes for that sneaker head price. Yeah, exactly. So we hire that.

Guess what you're going to do? You're going to order a bunch of stuff, which is inventory. On the first day of the month, you're going to count it all. On the last day of the month, you're going to count it all again. You're going to take how much inventory you have left. You're going to subtract that from what you started with, and that's going to get your cost of sales. That's the number that it costs you to be in business. You need to do the same thing with your actions and dollars you spend in real estate. If you're sitting in an open house, you need to say, on Wednesday, at this house, I saw four people come through. I got two good leads. On Saturdays, I had 12 people

come through. So if I can average that out over the course of six weeks, I know what day of the week is best for me to do open houses. I know what time is best for me to do open houses. I can figure this out because data doesn't lie. I mean, you hear all of these people are concerned. Like, why do you think Facebook wants your data? Everybody's like all the data, data is everything. And if you are not tracking it for yourself and for your business, you are failing miserably. You're not even getting started. So you've got to track everything you do. And I think a lot of times, I think people get held up on what's the cheapest way on a return on investment, which is fine. But also, there's times where people are like, well, I can get you something for 75 cents. And it's like, well, I'll pay 75 dollars a lead if it's a legit

thing like because of the money so i think people get caught up in that too where it's just they keep going cheaper and cheaper and cheaper which isn't always the best sometimes it's actually detriment because they'll be like legal leads oh yeah they're we got you 58 leads for car accident cases and you go yeah 57 of them you know didn't fall within the parameters of what you said they would yeah so it's like i got one lead or 50 it's not it wasn't 58 leads at 100 lead it was a 5800 lead dude it's so funny you say that because literally this morning i was going to try not to talk about this but it's seething below the surface chilies okay let me tell you something chilies it is My legal team, not you, Counselor, but my other legal team has actually sent a letter now.

Two Chili's has sent a demand letter for the egregious treatment that I received. So does that mean I can't call them and put them on speakerphone? No, no, no, no. Once they bat on my demands, we're going to call them. Then I'm going to call them. See, here's the thing. I don't want to call and harass them. Maybe I shouldn't comment on legal matters anymore. Maybe I just now have and harass them. Maybe I shouldn't comment on legal matters anymore.

Maybe I just now have to say to each other, I can't comment on legal matters. But here's the thing, man. I went to, and we've gone now several times, to the Raiders games. We've gone several times. And, you know, I get good seats. They were not cheap.

They're in the lower bowl. They were not cheap. They're not the club seats because I got four of them because I'm like, I'm going to take the kids. I'm going to be a good seats. They were not cheap. They're in the lower bowl. They were not cheap. They're not the club seats because I got four of them because I'm like, I'm going to take the kids. I'm a good parent. We'll buy four. A lot of my friends bought club seats, bought two seats, and it's just them and the spouse, whatever. But I was like, I'm going to have to buy four because it's the kids, and I just couldn't get my head around it at the time paying that much money. And so we're in the lower bowl just next to the club seats.

And I got to tell you, we left at halftime this last game and no not because the raiders were getting smoked if they were winning if they if the score if the score was flip-flopped we would have done the same thing but i gotta tell you those football games are no place to take a kid and that sucks because we're in my section i am surrounded by people that number one look and i am not an elitist i'm not an elite person but i i am super prejudiced against absolute stupidity if you act like a jackass i have zero time for you and everywhere within 25 feet of my seats it is jet it is drunken hammered jackassville it is everything you've ever read about raiders fans negatively are sitting around me you know it's such a weird thing about the raiders it even when they were in oakland they were like the 12th most

violent stadium that means there's 11 more stadiums that you don't hear about the raiders have done such a poor job of of image management that what happens is they seem to be the worst fans but you know eagles no well okay well okay well again again okay all right my seats are on the visitor side which is one thing so we do have a hodgepodge of opposing fans which i think makes it worse because these opposing fans come to town and like scott said, the best, because when we left at halftime, Scott, who's sitting up in the nosebleeds was like, Oh, can I come down to your seats?

Yeah. You should have told me because we would have come down to. Oh, that's a good point. I was like, I was like, knock yourself. I thought you were still sunning yourself in the grand aisles.

My friend. Yeah, but no, no. So, so I, you know, I tell Scott,

I'm like, I'm like, bro, you can come down. And within 10 minutes, he's texting me like, bro, what is with these seats?

That's strange. Cause our section, I sat beside two guys from Saskatchewan. And then I only have two seats. So it's Caitlin and I. Two guys beside me were two of the nicest human beings alive. They refurbish hot tubs. And one, he's got a construction company in Warman, Saskatchewan, where my cousin, that just so happens to be a cop. And then the two people beside us, one was a Kansas City Chief fan.

He was like shaking my hand and asking me about, oh, yeah, nicest human beings. No, every game, every game in my session. You want to go there from Regina? Every game in my session. I'll just refrain. No, no, no. Just refrain.

These guys, it is drunken, idiotic Raiders fans fighting with drunken, idiotic whoever the other fans are. And I'm telling you, because these people down, and I don't know if it's the price point of my seats, like they're not the nicest ones, but they're pretty close and maybe

economical on the secondhand market, so people are like, oh, I'm going to, you know, even though I'm an idiot and I'm going to get so drunk I can't see and probably violate my parole to go to this game. I'm going to go all in on these on these tickets. Wow. And it is horrendous. And to the point where, like, it's not appropriate for my kids.

It's not. I mean, look, we don't we're not teetotalers on the air here, but I don't talk like this in front of my kids. You know, I mean mean and and i'm damn sure i do i do and i'm damn sure not falling down hammer time in front of my kids or picking fights with other people around that and and i mean dude it has been relentless so i tell my wife we are done i'm just gonna sell i put every single ticket i have for the rest season up we're not i'm never ever going again unless it's in the box. If I'm in a box with somebody, I'll go.

Other than that, I am never, ever doing that again. Really? Because I don't want to go without my kids because it was for the kids. So can you sell your license? Nah. Well, here's the thing. Here's what I'm going to do now. So this is a bad year because you have to have the clear thing to get into the stadium.

I don't know what's going to happen there. So when that's done, even though that's a joke. Yeah. I mean, literally, here's a newsflash, Las Vegas. All you got to do is take a screenshot and literally photo. No, no, no, no. We'll talk off the air because I actually can't talk about this. All right.

Well, I'm just saying what I see is like they just glance at your phone. Yeah. You could literally. I'm talking right now to Raiders Council. Okay. Well, I'm just saying. About an issue. All right.

Well, all I'm saying is. Not involving me. Okay, that's fine. But you could literally just walk by, show them your phone, and it doesn't matter. You don't want to give them your licensing. They'll always spend money. Here's what I'm going to do. So next year, hopefully it's a little bit back to normal when, you normal when an even greater supply of drunken morons can buy my tickets.

I'm going to treat it like an investment. I'm going to say, what's the cap rate? The PSLs for my seats were, what am I at, $50,000 for the PSLs. So that's the cost to own the tickets. So if I can get a decent cap rate return on my $50,000, then I'll keep it. You can. You will. I think I can get a decent cap rate return on my 50,000, then I'll keep it. You can, you will. I think I'll be fine.

Um, that's all, but that's, that's my, I don't even remember what we're talking about before I went off on my tangent. I think, I think,

uh, I think us having such a great hockey, I think great hockey just took off here. It did. You know, he's a greatest sport and, but it doesn't attract the NFL, the NBA crowd. And it kind of forced people to, cause it was like, Hey, hockey's the greatest sport, but it doesn't attract the NFL, the NBA crowd.

And it kind of forced people to because it was like, hey, let's take control of pride in Vegas. And they saw how great it is. I've never heard an argument. Here's what it is, man. No excuse for the behavior of the Raiders fans around us. No excuse for that. Other than that is their Friday night, I guess. But the fans from out of town come in and scott said it the best he goes everybody was sitting around you from the other team it was like their first night in new orleans during marty

oh yeah yeah when they're like we're in vegas we're just like let's go and they've probably been drinking since wednesday so it was chiefs fans john just say it was chiefs no no no no no it's been both it's been all of them but here's the problem takes two to tango and i i am more irritated in most cases at those games i'm more irritated by the raiders fans around me than i am with i kind of have a really with the exception of the eagles fans they're a bit of a i'm a bit precious when it comes to that when i have fans fans in my stadium, I don't care what it is, Golden Knights, Raiders, I have tickets to both, I try to be extra welcoming to other teams' fans.

Oh, my God, so do I. And here's why. Because it's like if you come in, you're an ambassador. People underestimate the value of sports. Sports become a representation of your city to people that don't understand what your city is. We live in a particularly weird city that everybody thinks they can come here and that I don't get up, go to the gym,

and go to work every morning, okay? Two million people in this town. And the one way we got to start reaching out to the public world outside of the strip, ironically on the strip, was through sports. So now we're doing that. Well, don't be that jackass that is doing the things that Vegas is known for.

Go the other way. I'm trying to make an example of you in a good way. The problem is I think a lot of the Raiders fans that come in and act like a jackass don't live in Las Vegas. I was talking to a bunch of people. They don't live here. They're Oakland fans. They're LA fans. They're coming into this town.

So we can't really. That's going to die off, I think that's gonna die off i think let me ask a question let me ask an honest question it won't you could go back in time right now and i'll put the chargers on the table i'll put the raiders on the table you still take the raiders so here's a weird thing i was a great i was a diehard raiders fan as a kid because i love bo jackson okay but when it was coming around i was like i really would love it to be the chargers because i love justin herbert chargers i. It's a great town. I did half of it.

But Chargers don't have a reputation. Everybody be so relaxed. You could almost have a new team. You'd be eating like fish tacos. Yeah. It could be great. But Raiders carries with it an interesting NFL tradition. It really does.

It carries with it a strong NFL tradition, but not always of the best thing. We have the poorest owner. Yeah. Okay. We have all of these situations. They want him out. We've had a coach that has been forced to resign or whatever. We had a guy who just murdered a girl with his car.

We have another guy who's threatening women with guns. It has just been such a bad first year where people are allowed in the stadium. It's been terrible. But again, where people are allowed in the stadium. Yeah. No, it's been terrible. But again, back to your point about the Knights. I take such pride in my city and the fact, and I ask the same question to everybody that is an opposing team person that sits around us at a Knights game. I always ask them the same question, which is this.

I ask them, and I want to know because I really want to hear this because I actually, as a fan, take pride in this. I ask them, is this the best experience in the NHL? Invariably, yes. And they all always say yes. If you go to an NHL game in another city, it's a guy in Oregon. It's trash. It's a trash experience.

It's fun to watch hockey, but it's lame. Vegas Golden Knights is like a show. It's a trash experience. It's fun to watch hockey, but it's lame. The Vegas Golden Knights is a show. It's a show. And we've done such a great job, and we've been so lucky to have a team that was so good from the beginning. And it happened at a time that was historically very dark in our city's history. So you go from that to the Raiders, I can see the frustration. I love having football in town because it put

legitimacy behind my city i i i wanted i wanted it so bad because again i wanted it to be something that i could do with my family and those games are no place to take a kid and that is a shame i think it's a shame i mean i think it's an absolute shame and there's nothing they can do to change it maybe it's some growing pains maybe there's nothing they can do to change it maybe it's some growing pains maybe there's nothing they can do to change it that it's a fan yeah that's it that that's what you're that's what you're gonna get that's how it's gonna be let's go get as drunk as we absolutely can try to fight with the other fans and just it's gonna be an absolute mess is that a miserable way to do anything like when you go out anywhere are you not trying to make friends are you trying to make

enemies no here's what it is. You know what it is? We've all had this friend. Everybody's had this friend in their life. The one, the one, a wrestle drunk guy, the guy that just gets so drunk and you're just waiting for him. He gets that look on his face like this. If you're, if you're watching this on YouTube, here it comes, right? This look.

Shark eyes. I'm like, Oh, come on. And you're like, Oh Jesus, dude. Are we, are we doing this? No, we don't want to do this. Like, stop, bro. I don't want to put your head through the wall. I feel like my entire section at the Raiders game is want to wrestle guy.

It's shark eye guy. It is. It's want to wrestle guy. So anyway, enough about that. If you want to buy my Raiders tickets, they're on for resale. Feel free to pick them up and take them off of my hands, which is good. So let's get back to this. So we talked about tracking everything. You got to make sure you track everything as you go on. But I'm going to say this, man, the biggest and most important thing

when you're starting a business is you got to have a plan. You got to have a plan. You got to have a plan. If you don't have a plan, you're going to plan, fail to plan, plan to fail. Us three were out one time and I said that. I said the number one way I can tell if a company that comes to me to do corporate formation or business planning or whatever, because as an attorney, I get a lot of those clients. I said the number one way I can tell if somebody with a new business is going to be successful is whether or not they have a business plan and whether or not they know it because they'll come to me. The first thing I say is you put together a business plan, then come back and talk to me. Don't waste a penny. And I do a free consultation, 702 Connell. If it's worth anything, if it's an idea that

makes sense, I say, hey, go do a business plan. And they'll put together a half a page. Okay, I want to sell tacos to this guy, whatever. It's not a business plan. I want to know your marketing. I want to know who your competition in the neighborhood is. I want to know how much you rent, blah, blah, blah. That's hugely important. I just decided something right now.

Two things. I just decided two things while you were saying that, which is this. That you want to compete in a question. No, no, no, no, no. This is what I'm going to do. If you are thinking about getting into business, and it doesn't even matter if it's real estate business or not. If you're thinking about getting into business, because this is the most important thing, all right, I'm going to do two things.

I'm going to do one thing, but it kind of goes with something else. You asked me a question earlier, and you said, do I make time out of my day to help other people and help them do this? Right. And my, when I said I had to take a break, if you notice what I was right when we took a break, cause my immediate response was whenever somebody asked me for help in that way is I go to my least favorite thing on the planet, which is the ask hole. Yeah.

Now what is an ask hole? You may ask an ask hole is when somebody comes in and says, can I pick your brain? Can I have your advice? And I will lay out a roadmap and it's not even necessarily sometimes my roadmap it is just a proven roadmap that has been used by everyone like if you tell me yeah it's a recipe i want to open up it's like essentially you come in and say i want to open up a restaurant that serves hamburgers and i lay out mcdonald's operating plan for you right essentially that

that proven of a thing. And then you go off and do something completely different. That is not worth the time to invest in. No, that makes you an asshole. It makes you an asshole. And when you're an asshole, you get one shot at me, it's done. Now, what I have seen is, if you want people, for example, if you work directly for me on my team, if you work for me on my team, the dialer, right? We

have a dialer that goes with our website. It's not even that expensive. I think it's $9 a month. It's part of what plugs into our system. And for whatever reason, I found that if I pay for the dialer, which is nothing, I mean, I've got 15 agents that work on my team, it'd be 150 bucks a month. When I was paying that bill, none of them were using the dialer. I don't know why, but as soon as I said, all of you guys have to pay the $9 using the dialer. I don't know why, but as soon as I said, all of you guys have to pay the $9 for the dialer, which is nothing considering if they had, like the system that we use would cost them each 300 bucks a month to even have the system. But just that one piece of it, man, I make them pay $9 for the dialer and they all use it. So here's what I'm going to do. Because I think this is so important, the one page business plan,

I'm going to carve out the business planning module from our training portal that I use here at the company. I'm going to carve it out and I'm going to put it up on its own little entity. And if you want it, if you want to use it, if you want to crack at it, that will give you a real business plan that will help you generate income and keep you on track.

You can have access to it, but to protect me from you being and protect yourself from being an asshole, I'm going to ask for some stupid amount of money for it. Like some small little dinky amount of money. 20 bucks. Never give a dollar for free. No, that's enough. $19.95 for unlimited access to this business plan thing.

If you want it, DM me. I will send you a link. But you're going to give me a little bit of money because you're going to take it seriously. You got to give me something. That's what we're doing. That's what we're doing. You see kids go in high school,

they're the worst students ever. But they have to give me something. That's what we're doing. You see kids go in high school, they're worst students ever, but they have to start paying for college. And all of a sudden they become doctors and get serious because they got their money in the game. It's like, well, why am I paying to do this? No, a hundred percent. Well, I'm going to, I'm going to walk you through a couple of things, just a little, a little taste of what you need to do with this. But the first thing that any business plan is it has to have that successful is you've got to have a vision. Like when people go, like when I interview agents or they come here, they're new or they're getting the business in front of help. I always ask them the same thing. I say, why don't you get in the business? Like, why are you doing this?

And if the answer is as simple as, well, I want to make money, you know, well, money's not real. Money doesn't do anything. It's what the money does. So if you don't have a vision for what, you know, where you want to go, well, I want to have five investment properties. I want to have, um, I want to pay for my kid's education. I want to get out of debt. I want to do these things. Okay. That's a tangible response that I can then, now we got something to work with. I can work with that, but you got to give me something tangible, not just money. So having that vision is the, is the most, is the first part of this. And what you got to give me something tangible, not just money. So having that vision is the, is the most, is the first part of this. And what you need to do is you've got to, like a lot of people, like I want to be rich. That's what they say. I want to be a millionaire. I want to be that. Okay,

cool. Give me a date. Let's put a clock on that. I like that. Yeah. Cause if you put a clock on it, now it becomes real because now we have to have a plan to get there. Like if you're going to take off on an airplane and say, where are you going? have to have a plan to get there like if you're going to take off in an airplane and say where are you going oh i'm going to somewhere in texas when you're landing i don't know sometime i mean if i say that it's fine if the pilot says that we got real problem right but you know what that you bring up a really good point it was that put the timing on it make it tangible well that's it yeah so it's just so funny because you think about it i'm like i don't even know if I've ever done it. I don't have a plan.

I don't have a thing because I'm just doing what I do. Right. You're drifting. The drift. But here's the thing. You're allowed to drift on occasion because you're drifting successfully. That's right. Okay.

Fair enough. But a lot of people drift unsuccessfully, which is why you need a vision. If you're starting off on a new venture, like you're settled in right now. Yeah. Your income, your business flow, your workflow is pretty much at this point, pretty much settled. I'm allowed to make the decisions I want to make. You're allowed to do what you want to do.

And you do have a vision. You just don't really have it. I have a vision, but I don't have it. I want five investment properties. I don't want five investment properties. I'm going to look at investments as they come up. I just bought seven the other day. Right.

It doesn't have to be that. It can be anything. But what you brought up was another good point, and I keep losing it. When people say, I want to be rich, I can almost invariably say, no, you don't. Very few people I know that want to be rich are not rich. You know why, how that works? I can tell you what you want. I say this to my fucking kids, my wife, to everybody who will listen.

This is the number one thing I believe is truer than anything else on the planet Earth. I will tell you what you want by watching what you do yeah yeah if you tell me you want to be in shape and i look at you and you don't have your ears you don't want to be in shape you'd theoretically enjoy the idea of not doing the thing it takes to get there yeah but if you want to be rich you will forego a whole lot of stuff in your behavior yeah absolutely we talked about this, I think, a long time ago. Anybody who wants to be in good shape, everybody knows how to be in good shape. Yeah. It's not a secret how to get out. It's really not a secret. I bet you I could ask,

nine out of 10 people would tell me, oh, you eat fewer calories, you work out a bit more, unless you have a medical issue, right? Let's be PC about it. If you want to be rich, I'd say, how do you think you get rich? They go, well, I would have to go to law school or med school, you know, become a whatever. I go, okay, so why can't you do that? Well, can you get student loans? Yeah. I don't want to work that hard. I don't want to be rich because being rich means working hard.

It's always the whole, if it's important to you, it'll get done, right? Like I want to have a six-pack. I want to get in shape. You can go to the store and buy a six-pack. I know, but I'd rather drink, have cigars, and eat what I want to have a six pack. I want to get in shape. But I want to drink. You can go to the store and buy a six pack. I know. But I'd rather drink, have cigars, and eat what I want. That means that's what you want. That's what I want in life.

There's two things that are conflicting in life. You tell me you want one, yet you want the other one more. Then you don't really want that. You know what? I'm going to talk about that in a little bit. I talk about the one-page business plan, which is trying to figure out strategies to get you where you want to go if they conflict with your values at a core you're going to fail like for example people that put don't we talk about door knocking earlier i don't want to knock on door i have never in my life put a door knocking on a business plan because

it's not something i was going to do i used to knock on doors my whole time as a kid because that's how we did fundraisers. My dad had a, my sister's fundraisers, he would pay me a quarter for chocolate bar and I'd bang on doors all night. And you've got to do stuff. I sold a paper door to door.

I sold the Tallahassee Democrat door to door. I'm not opposed to knocking on doors if I thought there was value there for a time. When you were 16 when I was banging on those doors.

I was eight. You've got to get out of your comfort zone also, right? Like there's a difference between something you absolutely never do and doing something outside your comfort zone, and you've got to reach outside your comfort zone. Yeah, I don't mean that in any negative way, but I'm saying people that tell me they want something,

and then I say, okay, but you spent two hours on Facebook today. You wanted to be on Facebook. You didn't want to be in shape. No, you did what you wanted to do. You've got to understand where your own priorities lie. But when you get back to the vision and you're doing your vision statement, you're putting it in terms of what I do is I say, okay, project yourself to a specific point in the future.

I don't care what it is. And describe that what your life is like. So if it's my kid's tuition is paid, if it's I have a six pack, if it's whatever it is, you need to pick a time and a date and project yourself to that future. And it needs to be definitive. Not like, well, maybe I'll sort of, no, no, no. If you want to have X amount of dollars in the bank, that should be the number.

If you want to have an investment, that should be written there. And that is the vision. It says, and you write it as on October 31st. And it's so funny. I'll say this here. It's in the course, but yet people fuck this up. I don't know how. It's in the course, but yet people fuck this up. I don't know how. Easily.

It's the easiest thing to do. And everybody, and I think they fuck it up because they're just scared to actually commit on paper to what they really want. I think that's the challenge. They're failing themselves at that point. It's got to be real. Yeah, no. And that's it.

They know. Once you put something on paper and you see it daily, you know that you're screwing up what you want but then you then it eats at you is that hot in here it is no we're going to turn we're going to turn the air down i thought i was fevering now i'm like dude i'm better i'm going to turn the air down for the next one i'm medium rare brother well no, it did get a little hot in here when Bruce Springsteen's daughter called. I'm sitting here like, fuck, I got a little spicy. But the vision, not just a happy result. Don't project that.

But you've also got to be real with yourself as to what happens if you don't do that. Self-awareness. So everybody says like, oh, let's take six-pack abs. Like, oh, I want to have good abs. Okay, cool. What happens if you do sit on Facebook and eat Oreos every day? What does your life end up there when you can't chase your kids around because you're so out of shape and so winded when you have to have a heart procedure at 45 years old? God, those Oreos. That's where I was going to go.

You know, and everybody's, everybody a lot of the the motivation people and everything like dream board dream board dream board and to some people a majority of it is that way but to some people that's scary boards more important i think you know like put on there that you might be homeless you might be fat you know like yeah i look at the picture all the time when i start eating like shit i look at a picture when i bloomed up 20 pounds i'm like oh stop get back in shape for the next three months called said today he goes like he was looking at pictures himself because why did you guys never tell me i was fat and i go sammy said we don't tell you you're bald because it's me it's not it's such an but it is and that's why i don't like that full shot on me. But no, it was. I sit there, and I look at it.

I look at that thing. To me, dream boards don't do nothing to me, but just scaring myself into doing it. Yeah, you get motivated by different things. Last week, as you weren't here, we gave Cole his own shot. He had a push-in shot. Yeah, I look good from my side. And all he did the whole time was stare at himself on the screen. I'm like, oh my God, I'm going fucking bald.

He looked like, it looked like, it looked like the joke. It looked like at the hockey game, the Jumbotron, where like the person's sitting there and they don't know they're on the screen. All of a sudden they're like, that's every shot. How much they're on their phones. I almost got in a lot of trouble on the Jumbotron once. We were sitting there. Is this a Stamos issue?

I think it was one of the playoffs, like one of the final playoffs or something. I'm there and I'm telling somebody, look at these idiots. Imagine you're just sitting there. There's a guy going like this, right? And so I'm doing this to my wife telling her, can you imagine the Jumbotron?

And bam, put my arms down. Bam, I'm on the Jumbotron. bam put my arms down bam i'm on the jumbotron they try to get you they get you they're looking they're trying to get you well i'm gonna talk about one more thing for business planning is well so that's vision statement just start real quick there is a point though where through this self-reflection that you're talking about john where you're going through this stuff where you may actually discover things about yourself where you're like i actually don't care that much about driving a Ferrari, Instagram, fake. I just really want to have a cottage.

Yeah. You know what I'm saying? Like people think they want to be rich, and then they go, what does it take to be rich? What is that like? What do you need to do? I don't really want to be that rich. I just want this.

My thing is get rid of a phone and get me in a mountain that I don't have to talk to anybody. To this day, the most wealthy thing I've ever done, ever. The most thing that made me feel the richest was not having to answer my phone for the whole time we were in Egypt. Isn't that lovely? Did you guys see the scorpions? Because of the earthquake or something?

Earthquake or rain. Have you not seen it? No, in Egypt. No. There's a lot going on. Coincidence after Chris and John left. Yeah. It's like a big no it's a big yeah maybe we were in a tomb we shouldn't have been in and maybe that one you guys haven't seen this shout out to brandon frazier have you guys not seen it really no it's a huge thing we had a scorpion we had a scorpion in my

son's bathroom two nights ago maybe maybe it's connected see in the your car trying to kill yourself and my car and my car is trying to kill us it is my wife my wife slammed her the same car they claimed the open head wound on me about six weeks ago my wife accidentally slammed her hand in in the door trying to not mess with somebody's tailgate at the raider game and hit her hand so hard it broke her platinum wedding ring in half and she broke her finger so now same car with that which is 500 people hospitalized from scorpions after storm it was a storm that brought us we picked a good time not to go and alpha um and now for you yep so the second part of having of your top line of your of your of your business plan what's important is having a mission statement and a lot of people's mission statements are complete bullshit.

Just be honest with you. Oh, they are. What a good mission statement should do is it's, it's, it's your elevator speech as to what you do. I mean, 95 people in real estate,

95% of agents have the same mission statement. Somebody asked them what you do and they say this, I'm in real estate. I saw real estate. It's not real estate. That's what I do. It's bullshit, right? It doesn't make any sense.

If you want to be, if you want to capture somebody's attention with what you say to them and you're in real estate, you need to develop a mission statement, which is a long time ago in high school journalism, they would teach you the five W's, the who, why, what, when, and where, which made a good news story. Same thing for your mission statement, who you are, what you do, who you do it for, why you do it. That's what you need to do. And a great example of that is Harley Davidson's mission statement, which I'll read, which is this. I don't know if this is still accurate. This was accurate 10 years ago when I wrote this. It says, we ride with our customers and we apply this deep connection in every market

we serve to create superior value for all of our stakeholders at no point there does it say we sell motorcycles it doesn't say it says we ride with our customers sell more merch probably than motorcycles yeah it says nothing about selling motorcycles it's talking about they have a deep connection with their with their stakeholders not shareholders yeah which is stakeholders which i'm not sure everybody always picks up on. No. The concept of a stakeholder versus a shareholder. Yeah. I mean, it's very important to almost position yourself, though, in terms of stakeholders.

People make that mistake a lot of times. They consider, like, their bosses, but they don't think about their clients or the people in the communities they're serving. Yep. And that's why they cut stupid stuff, right, because they start looking out for the money and not for their customers. No, that's it.

Not for their stakeholders. That's it. Well, guys, I hope you picked up a little something today about how to start a business. Again, I've decided in mid-stroke here, this is coming up Tuesday today. This will be up tomorrow, Wednesday. So yeah, we should be able to carve it out by tomorrow.

If you want to access to my training platform with the one-page business plan, if you want me to train you and teach you how to fill out a plan that's going to be successful and make money, go over to Instagram, follow me there at TheJohnGafford, and DM me the word plan, just the word plan. If you DM me that, my team will know to get back to you and send you a link for this thing, and you can get it sorted out. We'll get you in there.

But, yeah, if you're thinking about getting real estate or any business, man, this is it's not a real estate plan. It is a business plan. So it will help you regardless of what you're doing. Again, want a big thank you to Jessica Springsteen for coming on the show today and sorting cult out your sister. I'm going to get her. I'm going to.

Oh, what's that? Problem is that she's got what? Economy. You're not going to do nothing. You're not going to do nothing to her. Fuck you. You're not going to do nothing. No, I'm going to prank her somehow.

I'm just afraid to get on her show because I might curse and get her in trouble. No, they have a delay. I think you'll be fine. Okay, good. They have a delay. I'm not the best. Well, we're going to turn the air down in here because it's hot, but then we're going to turn the heat up for the next episode because we're going to discuss the 48 laws

of power. Check that out. That's going to be good. See you next time. Powerful news. Hey, it's John Gafford. If you want to catch up more and see what we're doing, you can always go to thejohngafford.com where we'll share any links that we have, things we talked about on the show, as well as links to the

YouTube where you can watch us live. And if you want to catch up with me on Instagram, you can always follow me at the John Gafford. I'm here. Give me a shout.