Escaping the Drift with John Gafford - Crafting Success Beyond the Mindset Hype with Justin Wenzel

Episode Date: May 14, 2024

Join me, John Gafford, as I bring you an episode packed with the raw energy and insights of Justin Wenzel, the man who towers in the realms of personal training, coaching, and business acumen. Listen in as Justin shares his disdain for the term 'mindset coach' and why he prefers to be seen as an 'application coach,' driving home the importance of action over mere motivation. Our conversation spans the discovery of surprising family histories to the transformative power of positive reinforcement in business and life. You won't want to miss the stories and strategies that could change the way you approach success.In this energetic session, we reminisce about the lighter side of entrepreneurship, from hosting company Christmas parties to college punk rock bands, and the transition to tackle more serious themes like the impact of video games on youth and the journey from addiction to redemption. You'll hear firsthand about the challenges of real estate business strategies, reputation management, and the sheer grit it takes to make it in competitive industries. And if you've ever wondered about the value of personal branding and high-ticket sales, this episode lays it all out with personal anecdotes that are as informative as they are entertaining.Wrapping up, we discuss the power of high-ticket coaching, the subtleties of persuasive copywriting, and the real deal behind business mentoring and time valuation. Justin offers his unfiltered experiences and wisdom on these topics, providing a treasure trove of advice for anyone looking to elevate their entrepreneurial game. Whether you're in real estate, sales, or just looking for that next level of personal growth, there's something in this episode for you. Tune in and take a step towards escaping the drift of the ordinary, and don't forget to connect with Justin for coaching that cuts through the noise and gets straight to action.Highlights:(03:22 - 04:33) The Ultimate Entrepreneur Bro (71 Seconds)(08:43 - 09:37) Struggles and Triumphs in Car Dealership (53 Seconds)(21:44 - 22:39) Mike Ness Influence on Success (55 Seconds)(25:56 - 26:43) Impact of Screen Time on Children (47 Seconds)(31:39 - 32:13) Transitioning Careers and Personal Success (34 Seconds)(35:15 - 36:11) Awakening Through Self-Reflection (56 Seconds)(40:19 - 41:16) Online Coaching Sales Experience (57 Seconds)(45:28 - 46:41) Securing Names for Future Use (73 Seconds)(50:19 - 51:06) Online Coaching Success Story (46 Seconds)(01:09:00 - 01:10:53) Marketing Bingo and Business Mentoring (113 Seconds)CHAPTERS (00:04) The Ultimate Entrepreneur Bro(11:17) Discovery of Family History and Connections(15:50) Holiday Party and Punk Rock Memories(24:39) Video Game Impact on Kids(27:58) Real Estate Business Strategies and Success(32:34) Journey to Recovery and Redemption(41:49) High Ticket Sales and Personal Branding(47:46) High-Ticket Coaching and Copywriting Insights(55:44) Real Estate Business and Reputation Management(01:05:45) Motivating Through Positive Reinforcement(01:09:00) Business Mentoring and Time Valuation(01:13:45) Escaping the Drift Podcast Update💬 Did you enjoy this podcast episode? Tell us all about it in the comment section below! ☑️  If you liked this video, consider subscribing to Escaping The Drift with John Gafford 💯 About John Gafford: After appearing on NBC's "The Apprentice", John relocated to the Las Vegas Valley and founded several successful companies in the real estate space.➡️ The Gafford Group at Simply Vegas, top 1% of all REALTORS nationwide in terms of production. Simply Vegas, a 500 agent brokerage with billions in annual sales Clear Title, a 7-figure full-service title and escrow company.➡️ Streamline Home Loans - An independent mortgage bank with more than 100 loan officers. The Simply Group, A national expansion vehicle partnering with large brokers across the country to vertically integrate their real estate brokerages.✅ Follow John Gafford on social media:Instagram ▶️ / thejohngaffordFacebook ▶️ / gafford2🎧 Stream The Escaping The Drift Podcast with John Gafford Episode here:Listen On Spotify: https://open.spotify.com/show/7cWN80gtZ4m4wl3DqQoJmK?si=2d60fd72329d44a9Listen OnApple:https://podcasts.apple.com/us/podcast/escaping-the-drift-with-john-gafford/id1582927283

And now, Escaping the Drift, the show designed to get you from where you are to where you want to be. I'm John Gafford, and I have a knack for getting extraordinary achievers to drop their secrets to help you on a path to greatness. So stop drifting along, escape the drift, and it's time to start right now. Back again, back again for another episode, the show that gets you from where you're at, man, to where you want to be. And today, I got a monster show. And when I mean monster, I mean this dude's a monster. He came walking in here and I was like, holy shit, this dude's ginormous. And I'm like 6'5", 227. And this dude made me feel a little helpless. I'm not going to

lie. But it's not just the physical attributes that the guy brings to the table today. It's a wealth of knowledge in the personal training, coaching, business acumen podcast space. He is the host of the Wolves Only Podcast. He is the CEO of JWX. Guys, we're lucky to have him in the studio today. This is Justin Wetzel. Justin. I don't know about all that, but thank you. No, man, dude. Thank you. Listen, man, I pride myself on one thing, which is I have the best intros in the business. Oh, that was fantastic.

Can we run it again? Yeah, no, that's my best thing. That is what I pride myself in. So, dude, you're a guy that's found great success in that coaching space, sales space. And one of the things that I saw doing a little bit of research on you, and we're going to get into this deep later, but I just want to gloss this, which is what I said,

what some of you said on an Instagram post, which was, I'm sick of being called a mindset coach. Because I'm not a mindset coach. I'm going to tell you what to do, coach. I think, and I love that. I thought that was so unique. It was simply said, because that's not what I meant. I meant love that. I thought that was so unique. It was, it was simply sad. Cause that's not what I meant.

I meant to say application coach, but I just tripped over my words and I was like, fuck it. This is what I'm going to do. Am I allowed to swear? Yeah, do what you want. Okay.

All right. Do what you want. Yeah. So yeah. Anyways, it's true. I'm a little over the concept of just mindset coaching. Of course,

mindset's necessary. Right. But if that's what you need, you'll get that from me but when's the last okay so seriously when's the last time because you go to a lot of events you got all stuff just like me right a lot of different places when's the last time you saw a mindset coach get on stage and say something that you were like oh my god it's brand new i've never heard that. It's so profound. It's very rare. And I think it, you know, it could be delivered from several different people, several different ways, but it's the same thing. And you may resonate with somebody. So it is important to have a vast array

of people who are saying discipline over motivation or whatever, get up and do the work and, you know, Oh, actually actually you know perform whatever that's great but here's what happens today actually brian mark said 50 of you guys are going to take what you heard and actually do it in 50 of you know 50 50 that's a generous number correct correct the answer is probably five five percent yeah right So you have all these mindset coaches that are preaching mindset, mindset, mindset, and it's great. You need it, but how do you apply it? And what are the actual tools and resources that you need to track KPIs? Yeah. I think one of the key things you just said, though, is frequency. And I think finding

somebody that you tune into and everybody resonates on a frequency. And it's funny, man, because when people are coming in here, like, you know, to be, if you're, I'm never going to do a show with somebody cold where I'm like, oh, hi, how are you? What do you do? I don't, tell me, tell me about your life. You know, I kind of have a working knowledge of you when you walk in the door. I appreciate that. And, and, you know, everybody has that frequency. And you, my brother, and look, I don't pigeonhole anybody, right? I don't put anybody, I try not to label anybody. There's a section in my book about labels are bad.

But you are like the perfect, like if I could snap together what my wife would call the entrepreneur bro, which is a compliment. That is that. Please don't take that negatively. Right? That is that mold. I felt like just watching some of your stuff. I'm like, okay, dude.

If I could snap off this part of like Cody Sperber, I'm going to snap in this part of like what Brad does. I'm going to snap this to get like, you're kind of that ultimate entrepreneur bro. And I dig that about you. All right, I will thank you. Yeah, that's like a compliment. So let's go from where we started out is is we're gonna go the ultimate entrepreneur bro that's what we're going with today because i love it yeah i think that's it right great title for the show it is it is so how do we start out from where we are like like tell

me about growing up you grew up in michigan correct yep grand rapids michigan grand rapids yep the van andal arena i actually it's funny. I grew up in Ada. How old were you? I'm 37 now. Okay, I'll tell you a funny story. In another life for me, in another life, I was an operations director for Hooters of America. Oh, wow. So at one point in my life, I was over the Hooters in Muskegon and the Hooters in Grand Rapids. Right on 28th Street right there.

Next to the tire shop, right? And I'm going to tell you. Next to the tire shop, right? And I'm going to tell you. But I also had stores in Detroit. So I was driving back and forth. So here I am, a Florida guy, never lived in snow, driving back and forth from Muskegon to Detroit in the middle of winter. And I'm going to tell you how I know you're a hard son of a bitch. I'm going to tell you how I know. Because normally when I, i bounced all over the country

with that company when i would leave a place i'd say you know to the girls the staff i'd be like guys i'm gonna come back and see you when i left detroit i looked at them and i said you will never i think that's how most people in detroit feel they have an opportunity to be strictly on the weather just strictly the weather when you get that wet seed the lake effect snow thing that's over there and you're at ada so you're kind of in the sticks a little bit. Right. So you grew up there. Obviously hard because literally the sun goes away in August and doesn't show back up until

June, maybe. I don't know. It's wild. Grew up there. Well, yeah. So I was born in Grand Rapids, moved to Maine. Dad was a car guy young. My parents had me super young in their teens. Wow. Yeah. And he was a car salesman, a shitty car salesman. But the dealer loved him, gave him an opportunity in finance. Okay, stop. What made dad a shitty

car salesman? I don't know. Honestly, like, you know, looking at it now, I can kind of see why he wasn't a great car salesman, but he was really good in finance. So put him in the box. Put him in the box. The box. That's where the money's made it. And you said pigeonholed earlier.

Typically, that's where a lot of people do get pigeonholed in the auto industry is they get pigeonholed in the finance box, and then they get fat, complacent, and, you know, stuck. And that's very common. But there was a situation where the dealer at the time this is a massive chevy store on 28th street just up the street from that hooters you were talking about um where he wanted him to go on a 20 group meeting so general motors used to take like you know 20 dealers so to speak for from a similar market share they would go on like a

vacation wives would go do some stuff and then they would be in meetings, pitching marketing ideas, advertising campaigns, things like that. He met a dealer named Phil Gemmer who owned a massive Chevy store, the first Chevy store in New England

in Portland, Maine. And the guy fell in love with him. He was like, I want you to come and be my GM and eventually I'd like you to buy me out. And he's having fucking money. Like, how am I going to buy out a huge Chevy store?

But he took a risk and piled my, my mom, my brother was a newborn baby and, uh, piled us in, uh, their old Cadillac and Beverly hillbillies came out to Portland, Maine.

Um, culture shock city. How were you when this happened? I was like five. Okay, cool. So you were six. Yeah, that's good though. Cause if five, you're this happened? I was like five. Okay, cool. Five or six. That's good though because at five you're still just walking up to kids on the first day of school. Do you want to be my friend? Sure.

As a matter of fact, it's funny. My dad always tells this story when I was I made sure my bike was packed on the truck last so it came off first. Then I went door to door. You got any five-year-old kids that I can hang out with? know i say it now i sound like a pervert but they can't do that but uh but yeah i uh it's funny i was just starting networking really young but

anyways eventually he bought his first uh chevy story he's like 22 years old wow youngest youngest dealer 22 yeah youngest uh self-made dealer um in the history of general motors wow what a great role model yep yep um obviously worked a lot so you know but he always took me into the stores and things like that uh bought out a ton of stores um from connecticut all the way up to maine sold out of them at like 34 35 years old retired wow that's awesome and good for dad good job good great guy um and uh and we were moving back to uh or we were moving to florida and gm threw a couple deals at him like we don't want you retired yet you're a hungry dealer you're really good at what you do and a bunch of deals

fell through and then out of nowhere they were like how about a pontiac gmc store on 28th street in grand rapids right next door to the chevy store you started so moving back yep took over that store that was uh we signed on that store 9-11 2001 oh jeez yep uh planes hit the towers and uh and everything went to shit remember oil prices went up everything he said we're going to go 9.95 oil change retail for your trade back then nowadays retail for your trade is very common but uh back then that was unheard of 995 oil changes right as we're about to go into a war uh todd wenzel's gonna bankrupt the dealership in his first year everyone's laughing at him all we were doing was collecting emails yeah build the database yep so where did you start so so how old were you

obviously dad's got a place you can work when you're. Yeah, yeah. But I had to start washing cars, you know. Okay. Parts driver. Started the detail shop. Yep. You were a runner. Yep. Got me up when I was a parts runner, counterman, service rider, sales for a little bit.

Then I went to college for automotive marketing. So you learned the entire business, though. You got to see the whole thing. Yep. Yep. So I'm going to ask you this, because because, and I swear by this and I have a personal story with this. Do you think that there's any better sales training than there is in a car lot? No, there's just not right. No, you're going to, you're going to,

you're definitely going to learn how to handle rejection. That's for sure. And that's what, I mean, really, honestly, the best salespeople are the ones who can handle rejection, right. And they don't get deflated. What's your favorite story from selling cars? Um, so I've, I've had a number of things, but I'll tell you this one. It involves, right? And they don't get deflated. What's your favorite story from selling cars? So I've had a number of things, but I'll tell you this one. It involves actually a story about my dad and my family. I was a general sales manager or something like that at the time. And one of my sales guys was terrified of me, but he was like, hey, I got these folks that are buying two Yukon Denali's from us. He's like, will you come out? And they want, they have a story or something they want to tell you. I'm like, okay. I'm like, uh, yeah, I'll go out there and meet

them. You know, I was back then I was heavy in my drug use. So like I was probably hung over, probably, you know, you know, just fucked up for, you know, just, so I was like, whatever. Yeah, I'll come out. So I come out, I sit down there out i sit down there like hey um we uh just bought a bar in northern michigan called the uh fremont inn and we're curious does your father have anything to do with the fremont inn i go i've never heard of it before i have no idea like well it's interesting because we were um we were tearing it down like you know putting you know repainting the walls we're tearing some wallpaper out of the bathroom and in the bathroom stall there was a graffiti and it said todd wenzel bad dude 19 whatever the todd wenzel bad news i'm like is my dad bad dude

so i mean sorry about that no you're good and uh well i like to i mean not we don't have the ratings rogan has but we're freeform baby we're oh yeah i'm editing that out his phone right yeah yeah it's like baby that's like uh we're gonna do the same thing and so i'm like you know what i'm like i i need to i need to know because like i was looking at the handwriting and like my dad's got really eclectic handwriting but some of it's you know uppercase lowercase things like that i'm like it's kind of like his five-year-old six-year-old seven-year-old i don't you know i think he would have been about seven years old per the date that was on the graffiti so i called him i'm like hey what do you know about the fremont end he's like i don't fucking know what you're talking about justin go back to

work and he hangs up on me i'm like fair enough that's probably a normal answer yeah but it still didn't sit with me so i uh i decided to call my mom my parents are divorced you know but i i call my mom and i'm like yo mom does dad have anything to do with the fremont and she goes absolutely your grandpa owned it and i was like i was like so my dad's bad dude yeah you know and uh so as i started to like resonate with me and i'm like why would he just tell me no and my mom starts to explain she's like you know your grandpa was a severe alcoholic and he used to take your dad up there and make him sit while he drank with his buddies and then he would make your dad drive him home seven eight years old you know and i was like wow this is incredible and it really started to make me think about like and really value value my childhood. And like, cause I remember everything.

Yeah. You know what I mean? Like I had a great childhood. So, so it's strange that I ended up the way that I did earlier on. But, but for like some people, man, like they, they go through so much shit in life. And then all of a sudden it's like, they don't remember anything about their childhood. They block things out. And like, that's a big, that's a big deal.

Oh, it's still that, that trauma is still there somewhere they're just probably so yeah down deep affecting every relationship you know when you have when you're in the auto industry at the at the capacity that we are and we're we're massive five massive massive stores um our name's everywhere so it's like always like in michigan it's like constant like you know you know you know the local car dealer like hires like everybody's like everybody's like somewhat related to somebody who works there things like that so when your name's on a sign it's like you know this kind of stuff happens a lot but that was one interesting one that i that i just really appreciate from the auto industry um it's the vegas the smallest town in the world.

People think Vegas is such a huge place. It is tiny. Last night, I was telling you before we went on that I took my daughter, I drove our Sprinter van, which is one of my favorite things to do, is our jet Sprinter to be the chauffeur for my kids when they have a dance. My son has aged out of that.

He's like, yeah, you ain't going to see more. But my daughter is in eighth grade, so we piled 10 of her little girlfriends in there and their little dresses and took them but you know last night we went over and one of her girlfriends i met his dad her dad last night i'm standing there and i was like hey we're talking about you know nothing we're talking about he said he's gonna watch doom 2 and i was like oh i heard that was good and i was like oh dude you just watched fallout yet you know he's like yeah it's great we're talking about that i'm like this and it was like got back in the car to my wife i'm like i got it's pretty cool and it was a super nice guy and whatever else and this morning i'm you know

you know sitting there getting waking up and i'm going through instagram checking stuff and i see a picture of him and his daughter from last night come up on my feed i'm like huh and i look at it and this dude owns a home inspection company and he like oh really and he hit me up like two years ago wanting to be a preferred vendor here and like i didn't even like respond i was just like ah fuck so i literally was like from literally from a dm from two years ago i was like hey man nice to see you last night i'd love to help you build your business hit me up later today let me know i can do it right on right i was like i'm gonna take care of you because i was like oh shit yeah the whole time you guys are talking he's probably like that motherfucker

well you know what that's why i was going nice to see you i stopped saying that unless i know for sure like when you walked in today i said nice to be because i know i've never met you before right but in this town it's always nice to see you that's that's a good move great i'm actually gonna take that no yeah yeah great to see you. That's a good move. I'm actually going to take that now. Yeah, yeah. Great to see you because I don't know. Yeah. Oh, trust me.

I learned that one the hard way. We had our Christmas party one time. And, you know, we've got 580 agents that work here for us. And then you've got, you know, the mortgage company and the title company, all those people. It's a lot of people. And, like, my biggest stressor of the year is our holiday party because, party. Because I'm like, fuck, all these people know who I am. And I got to know who they are. So I start studying.

Like in November. Because we have our website. And I just start looking at names and faces to make sure that I like. I want people to feel special when they interact with me at this party. Right. And this is maybe six years ago. We're having our party seven years ago. It was at the Palms, right?

When they just got done with the remodel and we're upstairs on one of the big, whatever restaurant it was. Well, it was Playboy Club. They flipped into something else. And we're doing our party there and it's late in the night and this girl walks in that was friends with one of my buddies that works here. And I saw her walk in late and I was like, oh man, she must have been in the casino. And he said, we're upstairs at a party. Come up. And then here she is. It's like, hey see you thank god you're here she's with this

guy i'm like oh cool so you know how do you know her and he's like i would be dating for like two months and i'm like oh that's cool well man you know dumb luck that you know she knew scott that's why you guys came up and blah blah blah and he's like i've worked for you for two years. Oh my God. I was like, ah, I just want to crawl under the desk and like, oh, so painful. But you know what? That says a lot though, as, as, as a business owner and an employer, like, you know, if it didn't phase you, you know, if you didn't have that type of level of empathy and care, then it would be really, you should really feel like shit. Yeah.

From that point, it became nice to see you too. Yeah. Cause you never know. All right. So you go to school for automotive automotive retail and marketing where was this northwood university which is where uh midland michigan okay it's got to be it's got to be michigan right it's that's actually where nada is okay got it yeah i'm thinking there's no way there's not the best college for this is not located. Right. Yeah. And that's where all the deal.

Like you can imagine that. What was college like? It was fun, man. You know, a lot of, just a lot of like-minded people, a lot of, you know, kids in my situation that, you know, we're going in to take over their, their family stores. And it was really, it was really great as a matter of fact. So I always played music. I was in like punk rock bands and stuff like in you know metal bands um all the way through high school i play guitar and everything but i was usually a vocalist or or guitarist right on um we've had tommy vexed

on the show you know tommy tommy yeah i was just talking to him the other day yeah tommy's been on the show before he's great yeah uh you know he was bad wolves uh bad wolves but yeah i honestly i really like his self-titled band now yeah um i met him through jay ferugio actually who's a client of mine i don't know jay jay has a renegade uh podcast renegade radio or um and jay ferugio show he's great he does a lot of stuff with like wwe superstars things like that very cool yeah great dude great dude yeah um but yeah i love tommy he's he's awesome he's fucking hilarious man um but uh so in college i actually had a uh like a kind of like hardcore punk rock but like you know it was

fun party rock band you know and uh and so that was like kind of most of my college career was like we we we had a house actually i bought a house in college, okay? GMAC was like, you know, they would loan money to anybody that, you know. Back then, you know, you can get. Right, right. So we had a badass house. It was a Dow house. If you know about Dow Chemical. I know Dow Chemical.

Yeah, so one of the, it was like the weird cousin or son or whatever. He was like a architect was like a residential architect. Okay. And he made these really odd houses, but they were kind of cool. Well, I had one. It was a cool little house. And we had an unfinished basement, so we completely decked this thing out. Full stage, everything.

So we would throw concerts there you know massive parties so it was kind of like the like the go-to house let's let's stop because that's not something a lot of college kids do is buy a house so is this something were you working while you're going to school or you just no i had i had a qualified you had a qualified co-signer okay cool yeah well hang on because i don't hate it because like my kids are getting ready to go to school too and i'm like yeah i'm like i'll do i'm gonna do the first semester in the dorm, second semester in fraternity house, and then we're buying a house. And he can bring roommates, and the roommates will pay for the whole thing. Similar situation.

I wasn't in a fraternity, but I was a punk rocker. That's a fraternity of its own, my friend. Yeah. That is a fraternity of its own that never dies, because let's just see. One of us is covered with tattoos. Tell him he's a guitar player. And one of us in this room has seen the exploited, dag nasties, circle jerks, dead Kennedys.

Just name it off. That's awesome. Oh, dude, when I was in high school. From the time I was like 12 to 18, I was on a skateboard every single day. Let's go. And I was at punk rock shows, the American Legion in Gainesville florida all right i'll see every weekend and i got to in like the and this isn't like mid 80s i got like the highlight of the punk rock scene that's awesome which is awesome so i saw it was cool i'm actually uh i became friends with clint from di yeah and uh it's pretty cool

um he lives in huntington and obviously being in huntington it's like i'm around all of them i see mike ness like walking around main street dude i gotta you know what's funny about mike net well you know i'll tell you my mike i don't have a mike ness story but i guess real quick he's the only person i get a little bit of um like starstruck with is it yeah because you know i it was like the amount like how many how many times i've like been in a tattoo shop and like you know just like that was you walk into any tattoo shop anywhere you're gonna have either rancid or social distortion yeah like it doesn't matter which one you walk into so it was like how many tattoos i got and started watching them going to see them and like just like became

some of my best friends are like the singers of like my favorite bands ever but for some reason when i see mike ness i'm like dude this guy is just his theory well for me like i like a good friend of my john isbell was the manager for social distortion okay i've been in social d forever right and i love mike ness i love social d i love all of that shit but then i looked back at a period of my time when i wasn't having a lot of success in life and i was listening to a lot like social d and and then you go back and you're like sitting here in the chevrolet wasted it's like it's the most defeatist it is but i firmly believe like it almost becomes like a mantra like that could be like you like what you feed i'm so big like obviously you're big the, on what goes in your mouth matters.

I'm really big on what goes in my head matters. Sure. And now even today outside of maybe like reach for the sky or some of that stuff that comes, came off some of the later records, but the early stuff, man, it's just so like, I can actually see that. I just want to give you a hug brother. Yeah. Well, it's not a surprise that, you know, he's in recovery and, and, you know, just

like, just like me, you know, and, me you know and uh we we go into similar rooms um but uh but yeah you've i've definitely noticed that like the punk rock and hardcore stuff that i've really gotten more into is like championing perseverance and yeah and you know and overcoming and um i've definitely gone more into like that like real clean hardcore like uh just just guys that are jacked right they're like you know very uh disciplined um so yeah i can definitely see where where that would change and i can definitely see why uh social d would be very defeating and it's so hard it's bad but you love it but i love it you love it i love it i look i look at it kind of like this like you like you like you used to do drugs and drink you don't do that anymore you know my style right yeah you probably look back very fondly well now that you mentioned that yeah

you look back very fondly on it but you're still not gonna do it yeah thanks thanks hey john thanks for ruining that for me i appreciate it look i'm not comparing i'm not trying to compare mike nest to having a drinking problem. Maybe I am. I don't know. No, that's that Kennedy's. Yeah, that is. Agreed.

Agreed. Holiday in Cambodia. Probably that record. People are just like, what the fuck are these guys talking about? Isn't this supposed to be about real estate? I don't know. Yeah, this is just cut off the rails. No, but the point is, I think that you can love something and still limit it.

Yeah. Or limit it. Yeah it and understand it's not probably good for you right no yeah no i definitely think you know but that that by that logic though you know you also gotta consider like the terrible things that people blame music on like marilyn manson and stuff like that that it's like you know that's a slippery slope to start you know to start basing entire mindsets and actions upon music you know what i mean i i agree i will however say i i and i'm a i'm somebody that beats the gong and people commit and i've get this is my conspiracy theory right all right bring it i do think that the violent fucking video games are why kids go shoot up

schools do you a thousand percent man i think that becomes i think with the hyper realism of some of these games now they become so desensitized to hyper violence they just don't see it interesting it's what it is why did this shit never happen like dude back because i can remember going to high school when i was a kid right in the late 80s i graduated 1990 like where i started in school was north florida so it was like baja georgia rednecky as it gets right yeah and dudes would come to school with shotguns in the rack of the back of their truck because they were going hunting and nobody ever said a word about it like nobody thought twice about it like you could literally come to school with a gun and

nobody thought anything i think i think a lot of know, there, there could be a level of how people romanticize like that action and that, and that, uh, that action, I guess that's really all you can say. Um, but I, I do think that the, the, the stakes are a lot higher when, when it comes to how, like how psychological it like being a kid nowadays is compared to like back in the day like it was like rub dirt on it like go get a fight yeah you know don't get caught you know you know but now it's like so it's like so brutal um i actually saw some text messages that my son uh got from some kid that's like a bully of his and it was like the shit that that guy was saying that kid was saying to my son was like i wouldn't even think to say that and i know how to undress a

motherfucker yeah right like i'll make you feel and just be in the industry that i grew up in and i'm watching guys that you know make you feel smaller than small yeah but like this was like a 12 year old said this kind of stuff like you know it's a lot more psychological it digs a lot deeper it cuts so you know yeah i'm sure it doesn't help when they're when they're spending hours and hours and hours blasting people away i know my kid is a better kid when he's unplugged i know he is well yeah i know yes let's get back to being a better kid so you graduate from you graduate from college. See, that was a hard segue.

See how hard that was? Man, we're drifting into some stuff we don't really have any business talking about. You're probably like, these guys aren't psychologists. What am I listening to this for? And now back to the success story. That's how we do it. That's how we do it. So you graduate from college.

You go back to work at the dealership with dad. No, my dad wouldn't hire me. I had to. No, I had to. Why would dad not hire you? No nepotism.'t hire me i had to uh no i had why would dad not hire you no nepotism you know he had to earn it all himself so um i i had to uh i had to do it on my own so um i got my first job selling cars for an auto group in detroit and, did okay. You know, um, didn't have the best leadership at that store, but I did meet a guy that, um, started to take me under his wing and in special finance. And, uh, I kind of, I kind of really started thriving with, you know, um, alternative lending.

Yeah. Buy here, pay here. That's what we're going. Not quite, but yeah, pretty bad. But I, I, I, you know, was able to communicate to these people, get down to their level and, you know, and really, and really make people feel comfortable with the decisions that they were going to make. I was also really good at cap capturing cash. So, you know, I'm going to talk about that real quick. Cause that reminded me of something that, that I preach religiously in this business business that I'm in, of course, in real estate, which is so many people that do what I do, right? They're looking to disqualify people. In this world of speed and efficiency, it's all about disqualify people. They're looking to disqualify people as quick as they can.

And I teach all of the people that work for us it's like look i don't care if somebody's qualified on the phone i want to get them in in the in here get them down get them i don't care for qualified because here's the here's the magic in it if somebody's sitting in our office and we get them on the phone with a lender and the lender says yeah just knock it can't buy house they got to fix this this and this can take whatever and when you look across like somebody nobody goes to a meeting and is surprised their credit's fucked up. Right.

Nobody's surprised. No. They know. They're very aware. And they're literally just sitting there waiting for you to disrespect them

as they've been disrespected by everyone else in financial situations. And they're waiting for you to slam the door and treat them like shit. And when you look across that table

and you say, look, I don't care if it takes six months or six years. If you have a dream of owning a house, we're going to get you from where we are right now to getting this credit fixed, to getting you where you want to be. We're in this together. I'm here for you. And in that time, we're going to work together. But if you know anybody else that wants to buy a house, refer them to me. And that person will send you more people than the person you did a perfect

job for and sold them a house. Correct. Yeah. I think that one of them, and I, and we'll probably circle back to this here when we start getting into, you know, current matters, but I think that it's short-sighted to only, to only attract to super qualified leads, the cash down, whatever it is. Um, it's very short-sighted for one for two. What I've learned is the business people who value qualification, cash on hand, um, all of that, of that they become a certain level of success but the person that values level of interest over all of it is the hyper successful you know and and again that is that you know obviously you don't want to waste your time you want to prioritize your stuff but you take somebody who knows how to qualify knows how to how to know, get the deals done that can get done right away, but also still have strong follow-up, a really nice pipeline, whatever. And you're,

you know, cause a lot of times, and you know, this, most of, most of your contacts that you make day one, you're not even in, in, in our industry, the industry. And now you're, you may not even have any, anything come, come of that until day 90 yeah you know day 120 but if you have the right tools you utilize a crm you know you you you have an email you have all the stuff to continuously because earlier we talked about frequency and i think a lot of people they they don't understand the power of frequency but the but the thing is is and this is way off this is still on track but a little bit off of the point i'm trying to make is that most people can only afford frequency meaning that you have range or you have frequency right and unless you're starbucks nike apple you don't get range most people do not get range too

expensive too expensive so instead like you can pick an audience or pick pick a group of individuals and hammer them over and over and over and over again, whether it is through follow-up, whether it is through email campaign, whatever it is. And I just, I just found that like, you know, really dialing into those individuals had started making me really successful right out of college. Right. And then later on in life now that's really bled into what I do nowadays. How long, when did you decide to move out of the automotive, automotive industry and kind of what you're doing now? So I, I, I actually, I worked myself up, did pretty well at a few dealer or two dealerships and then knocked up my

girlfriend from college and father like son, baby. Yeah, there we go. And, and it was, it was a matter of like okay well you know i've i've really been proving myself in the auto industry and i got up to being a finance manager and uh i so i finally called my dad like hey you know knock this girl up but i'm doing really well but i really like an opportunity to work for you he's like yeah it's fine you're gonna sell cars though first i'm like fuck okay i'm back like i worked my ass off to be like 22 years old you know 23 years old in a finance manager position like i made it like now i'm like close to 200 grand a year you know so he put me back into sales i had to work my way into

finance you know then do a then do a finance director then do a sales manager so on and so forth um and work my way all the way back up through the ranks at my uh my dad's store and i left a couple times and started to get really started to become really really good at what i did and helped a buddy with his chevy store um you know that was failing we turned that one around things like that you know so like certain things like started happening for me in the auto industry and then i obviously eventually was able to have my own well my own stores and things like that so like i was you got you got to owning your own dealership not well not really ownership but through family yeah sure i mean um but uh yeah

i mean full transparency yeah it's all family business you know what i mean but um so yeah so that was that was kind of know, where I was at. And then all along I was pretty bad alcoholic, pretty bad drug addict, still managed my job, still managed my lifestyle, high functioning, very high functioning until it didn't get to that. And then I needed to get some help. So moved out to Huntington. What was the catalyst?

What was the catalyst? I don't know if you want me to tell us. No, I don't give a fuck know fuck man i put everything out there um i i had some relationship things happen you know and then i got into some trouble i got a dui and then um was kind of spiraling out of control you know from that and the beginning of covid was really tough tough on the auto industry just tough on everything you had a lot of time on your hands so it just slipped away from me went through divorce affair you know the whole thing so it was just kind of a a rough time so i needed to get some help um got became pretty pretty pretty down suicidal you know whatever and um i had never had that like i said like and earlier i said like

i had such a great childhood i don't i can't really put my finger on why i ended up the way that i did but um moved out to huntington beach just for to do a 90-day treatment program really nice facility right on the beach as a matter of fact it's three houses down from my home now nice uh i walk by it almost every single day and you know beautiful home um another one of the tall skinny houses you know and uh and it was it was a really great treatment center that i went to really expensive um went for night my original thing was i was going to go for 90 days um at the time i was in a relationship that was rocky but i was crazy about the person we owned just had built a really beautiful home and uh and i was like you know my my goal and it was to go back and try to fix things with her and take back over my, my seat and my dealerships, things like that.

And I felt like the, I felt like the, the first 60 days of my treatment was wasted because I was doing it for the wrong reasons. Yeah. And it didn't help that she ghosted me too right because like it was like you need to do this for you she goes to me for the right reason it wasn't because of anything else other than maybe she was hurt you know because of where i had landed but also because she needed to focus on herself and understand that i needed to focus on myself so when she ghosted me i was like okay i had to wake up and that was the biggest favor that anyone could have ever done for me was was her ghost like her making that decision to ghost me because then it was like i'm alone

out here right i don't know anybody you know i'm here with like you know getting driven around in a piece of shit van like i've grown up a nice lifestyle you know this was very humbling yeah you know getting driven around having a kid 10 years younger than me look at my dick while I'm pissing in a cup. Like, it was tough. Yeah. You know, very, very woke me up. But after 60 days, I was like, man, I need to start my program over. So I stayed for another 90 days.

And that's when I really started to put my work in. Started going to a meeting in Newport right on 16th. And right there across from Lido House. Yeah. And started meeting guys. And they were all like me. Successful. And I just really wanted that lifestyle.

I've already had money i've already done pretty well for you know being 30 uh 33 at the time but i just wanted that clarity like they had and i wanted that confidence like they had so i put a ton of work in on myself and after my five-month program was up i called my dad i called my family and i said i'm not coming back yeah and my dad was like that's a blow you know he raised me to take over the stores i left a billion dollar lottery ticket and here we are yeah and uh and i said you know what this is it i'm done i'm gonna i'm gonna stay out here and just rebuild my life and he was like i support you it's a blow but I support you. I said, whoa.

But we support you. We want you to be a happy stay. So I did. Got out of rehab. And I was like, well, now what the fuck am I going to do? Yeah, what year was this? This was 21? Yeah.

Like, well, now what the fuck am I going to do? So I went in for a get well job, which was a finance director for an auto group. Met the met the dealer and uh he was like yeah you're not going to be a finance director made me variable ops director vice president okay so right away i was like million and a half a year salary i was like this is fucking sweet like you know i'm back baby i'm back back but i started you know and i and i was doing well and and i was like you know but this is, but this is just back to what I've always done. Not to cut you off, but you brought up something I thought was interesting, and it's a mistake I think a lot of people make in life, which was would you say when you were in the automotive stuff

up until the point where you decided you had to go to rehab, looking back in your life, were you always kind of surrounded by people in the automotive industry did you put yourself in a bubble that way and then when you got to california and got around wow here's some other people doing other things it was kind of eye-opening for you it was yeah i i think that i think that people are so bubble driven they're like i want to put themselves in a group i want to you know i am this i am a you know real estate people it's the dumbest shit i've ever seen a real estate a realtor will drop everything at the drop of a hat to go to an event with a bunch of other realtors that will never buy a house from

that like why what do you like that's the last place you should go it's where they all go right and i just have never understood it. And it's like, I find I purposely, I'm always trying to seek people outside of what I do because that's how you broaden your horizons, not just in business, but the way that you think and the way ideas and everything else flows. And I find that really interesting that that was so true with your story. Well, yeah. You know, big thinkers, creative minds, you know, living in Southern California,ia it was like yeah it was very eye-opening for me you know i'm a musician i've been an artist like i'm you know it was really it was really cool like to start seeing people that were doing big things and i had a good instagram following um i had shut it down um

i shut it down when i went through my divorce and i'd left it for like a year and a half. And I had a decent following though, you know, nothing crazy like now, but like, um, you know, it was like when I turned it back on, I just started to like, you know, show more meal prep stuff again, started to like, you know, do some training stuff. I had a buddy that wanted to like fill me in the gym and stuff. That was a barber of mine at the time. And, uh, in know so it was like you know i started to just kind of do stuff i didn't really think anything of it um working you know auto industry in california is even crazier than michigan so i work in crazy hours you know um and uh then i met a dude i'm not gonna say who it is um but i met a dude who uh was selling online coaching um

teaching people how to coach and i was like you know what i'd like to do this i think i think i could do well at this you know and he promised that he promised the world didn't deliver but that's okay i can probably guess yeah no problem saying right yeah so guess who this is so we'll uh we'll leave that alone yep leave it alone but uh that's okay you know that's you know again hit the track record kind of kind of shows but i you know again it was kind of it was getting my foot in the door i don't regret spending the money wasn't even a lot of money it was sure 7 500 bucks or something so um but i but originally know, his price point was he wanted us selling things for $250 a month. And I'm like, ain't no fucking way. I'm going to be

able to do this at the level that I want to in charge $250 a month. And my network has more money than that. So, um, a lot of my friends in the auto industry and stuff like that had seen me, I get super jacked and see me get sober and like seeing that i was living this great life so i was like i'm just gonna go towards car dealers that want to get sober and guys that are high ups and in the auto industry that want to get sober because that's a bunch that that's a i was gonna say man i can't even imagine going from rehab back into the car biz it's tough that's a end of month party clinky clinky glass mazzi mad men shit right right right to this day over that oh yeah oh yeah yeah okay so yeah so i i started doing more high ticket stuff knowing

like you know that if i charge more i'm gonna get better people and uh leveled that up very quickly and then i started having some i started putting a ton of content out. And for me, at that time, a ton of content is not even close to what today is for a ton of content. But I started putting a ton of content out and eventually had a couple things hit hard. And there was one that was like crazy, crazy umpteen million views on facebook that i funneled into my instagram and then the next thing you know i was like over a hundred and some thousand followers on instagram and i was like fucking right is that just pulled that a little closer sorry that's all right so uh so that that really set me up for success you know then it was like i had the i had the authority i had the credibility i got cast in two movies Yeah, yeah, they should come out this summer.

I don't know one of them, but the other one should come out this summer. Got flown out to Boston. I was, you know, to do this one film and a couple articles, podcasts, like things started happening for me. I didn't even expect this. So I was able to walk away from the auto industry. I started doing, you know, at the time about $150,000 a month. Then it became like $250,000 a month. And then I had a couple months that I hit about 100 and 150 grand a month then it became like quarter million

a month and then it like then i had a couple months that i had a half million in a month and i was like okay i'm onto something yeah i'm like fucking a like this is really cool so about a year in i was like and and i and i'm not gonna lie i had hired a number of mentors after that to teach me other parts of the industry the coaching part was easy right but it was like you know meta ads and and you know content and branding and all of these different things and i was like you know i took the time to actually learn that or because that that for some of that stuff for me is a who not the how like i'd rather find the who than the how yeah so well yeah so i did i paid for some there was a lot of money that was spent on done for you services and in a lot of cases i found that the done-for-you services. And in a lot of cases, I found that the done-for-you services would just send you inflated metrics.

I have never had a done-for-you service that has brought what they promised ever once. Yeah, that's true. You know what I mean? No, no, I mean, you look, you know, we have talked about it here before, but like when this is 2022 2022 maybe uh 2021 maybe when it was still a bitch to get verified on instagram yeah and it was like there were services there was a couple dude here in town that had done it for a couple guys i know and you know there's there's a couple of guys in our circle that when they say this is a good dude you just kind of go okay cool that's a good dude yeah and then you know the shit hits

the fan quick right right with certain things and like like you know i'm dude i i think to get my instagram verified i think i've spent probably 30 grand or yeah that's about right yeah so i i was able to once i had screen actors guild credentials and things like that but you want it fucking sucks is a month after i got mine they opened it up oh yeah see i but i didn't have to pay at least i got like two at least i got like two years of yeah yeah some crowd some yeah some clout right but we'll be able to get um legacy when that comes out okay good because now it's like oh yeah he spends nine dollars a month not exactly right right right yeah no it's uh no they'll turn gold for legacy okay good well then i'll

have a cold check mark and that'll be fancy again it's it is it's helpful i i dude i agree i agree and for me it was like you know what else you have that that is like very very valuable what's that your first and last name no spaces no underscores yeah yeah yeah same thing same here that's it you got it yeah i mean i have that i got it and here's here's a little lesson too if you're if you know it seems weird to do but in the world we live in it's important when you're thinking about naming your kid grab the grab them yeah i grabbed all i grabbed the g literally my kids were born i grabbed the gmails form i grabbed all their accounts i grabbed everything for them so they would have their names yep on everything yep it's it's really valuable as a matter of fact it's funny the kid

who was at justin wenzel no spaces no anything um he had he has probably five or six dms one for 1500 one for 2500 one for five grand one for six grand and he and he never used the account i literally i like literally i i sent him yo bro and if you see this i will literally venmo you six grand right now yeah for you to move your name you're not even on your account anyways you're six grand right here he didn't even fucking open it so at justin wenzel if you're watching this bro yeah you fucking missed sucker yeah not only did you lose a massive platform that could have been well probably not but either way um yeah so i paid one cat uh my pr guy paid him 1500 bucks he went in to through our meta rep and was like yo this account isn't active like can we yeah cut them yeah and they just changed

her out of one you know or whatever and then gave it to me fix it but yeah when when it comes to personal branding like that i I honestly, I think nowadays having your first and last name, no underscores, no dots or anything like that is more valuable than the check mark. I agree.

What's like, you know, you look at like, do you know Travis Lubinsky? Do you know him? Do you know Trav? Trav was here a couple weeks ago and it's like,

dude, you got at Trav. Like, I'm sorry, that is, yeah, that's gangster. Dude,

what's your name? At Trav. Yeah, it's gangster. Come on, man. For sure. Come on, man. You know, the only, probably the most gangster one that's gangster that's good dude what's your what's your name at trav yeah it's gangster come on man for sure come on man you know the only probably the most gangster one is charlie with the with the the dream factory is his deal just at charlie yeah that's just yeah it's it's super gangster but anyways yeah so i you know again like i said i had no luck with any of like the

real done for you services but i did have a lot of luck and i'll give him a shout out right now with justin saunders from uh authority income accelerator and he started teaching me um how to run uh targeted dm ads and then i just kind of took my talent maybe for writing copy and i write some fucking badass who'd you study who do you who's your hero there who do you study for copy um frank kern yeah i like i love kern um but i know honestly man i'm just like i free flow do you yeah you didn't start you didn't teach yourself you just you just you went with it yeah i just started i started like coming up with so i've been i've always written really persuade like well persuasives like essays things like that so um and i'm you know being in the level of finance like i went away to like do some like finance training and sales training to where

i'm really good at logic trap and you know and stuff like that so like my my copies are in you know all my my ads dude i'll tell you what my ROAS is on one of my copies, and you won't even believe me. Okay, give it. 32X. Oh. Yeah, that's pretty good. Yep.

I know. 32X. And that's one of the high, that's, the only one I've ever heard higher in this room was the guys from VShred. Oh, I can imagine. Came out, had the first one that hit for them hit 125 x well that's insane yeah so so after a lot of failure after yeah and and i'll tell you that that's as high as it's been yeah but it was it held there for like two weeks uh

last month but i'll tell you this i've been running that same exact copy that same creative um for about 11 months now to one single target and it's still holding and it still holds around 16x to 32x yeah that's that's that's so that's that's really i've even recreated the ad and it doesn't perform compared to just this one little something about it that funny man how you just it just you just sometimes you just catch that one little that one little lightning bug yeah one word either way in a different sequence or out there it's insane but anyways yeah so that was one valuable one but but that's that was where i was really inspired was because he wasn't a done for you service he was educational platform with a really solid curriculum and a really great formula and i was like well shit like this is really where it's at yeah it's like but he was all he was all module based for

the most part he had coaching calls and things like that but there was really no one-on-one you got a couple but like it wasn't like super invested yeah so i was like man if i ran like one really high ticket offer and got super invested built it all like ecosystem like i had built my my community for the clients that i was coaching i was like this could be insane so i called up one of my best friends in the world that i grew up with i was like yo this is a vision i have i want you to be my test subject it's going to cost you a little bit of money but he was he owned a custom homes construction company at the time and i was like i want to i want to you know i was like you ever thought about online coaching he's like yeah bro i see what you're doing like you're crushing it like how do i do this so i was like all right well send me 10 grand i'm going to

show you how to do it he's like all right all right, cool. So he did. And, and, uh, thank God. Cause within seven months he literally dissolved his construction. Good for him. Yeah. Um, and,

uh, and then we started teaching people, you know, just case by case. I'm going to stop you for one second. Cause, cause I want, I want you to say it.

Cause I know the answer, but I want you to say it. Why did you make him send you 10 grand? Cause you had to be invested. That's the answer but i want you to say it why did you make them send you 10 grand because you had to be invested that's the answer you know i i love when people that hate on the coaching and education space say why does somebody that makes all this money need to charge people do they don't need to see if they were so good at what they're teaching they would sell education it's because they understand if people are not people fucking do it no but you've you put a value on things based on the cost stuff that's free is shit it's just how it is right if you

if you charge somebody ten thousand dollars for a cookie and they're gonna eat it they're gonna say it's the best fucking cookie they've ever had yeah i can hand you the best cookie in the world on the side of a you know subway platform in new york and you'll just fucking throw it in the trash where you can taste it right why do i have that backpack why do you have that watch why like what you know what i mean because it costs a lot of money and we value it and that's why yeah or as brad or as brad likes to bradley like say i have this watch not tell me what time it is i will tell you what yeah i told him that i said i said last night at dinner with him i was like i love that one but i was like i have a a white gold diamond spirit. And I go, this one is the Rolex may tell you what time it is.

This one tells you, fuck you, pay me. And he was like, that's fucking good, bro. That's it. But no, and I love my Rolexes too. But either way, but yeah, so that's really where it started happening. And then I was like, you know take two midwest boys with construction work ethic and car business work ethic we have the automation we have all the the tools all the curriculums all the modules we have all that stuff too but imagine if you had mentors that actually

showed up day in day out for their their coach their coaches clients and things like that it didn't call you a little bitch on a coaching call stop stop no and respected you and treated you like a human being and then and then the the last part was was um didn't chase retention and this may be where you were you know where it was like huh no once you're in you can take advantage of everything for life. Yeah, get it. And everyone was like, that's not fucking scalable. Well, here we are. Here we are. The most sought after, like we turn more business down because we don't chase retention.

We don't have to. We don't dilute our community. We only bring in the people that we want to. We only work with people that we want to work with. Do you think that's the biggest problem in the coach? What's the biggest problem in the coaching industry right now? What is the biggest problem? Well, there's no barrier to entry right yeah and that's okay the uh there's like this uh this this imagery of coaching that it's saturated and i hate the word saturated i fuck

that's like my least favorite word in the world unless you put it this way online fitness coaching is saturated with clients everybody's fat everybody's fucking fat so if you need a client walk into an area where there's more than five people and spin in a circle with your eyes closed and stop and you're going to land on a client okay they're everywhere well by logic, pizza places are saturated, barbershops, car dealerships, everything. Everything's fucking saturated. So what do you need to do? You need to find the person that's doing it well

or doing it the best, figure out what they're doing, and then do it better and work harder. Otherwise, yeah, it's not saturated. It's competitive, and you happen to suck. Yeah. It's, you know, right now I'm in the middle of this thing because, you know, I've been in real estate for 18 years, doing this a long time. And, you know, for the last, I don't know, maybe call it four years, I just have been focusing at a very high level in all of our companies. And we have a lot of different brands. We have a lot

of different companies in the real estate space. And somebody asked me when I in newport if you go back to the video i'm sitting my house in newport beach when i say this but one of my buddies down there asked me they said uh because we're talking about the price of houses in vegas has just gotten crazy right like if you would have told me 12 years ago we'd have 20 million dollar houses here i told you you're out of your fucking mind it's just out of your mind but we do right we do we do now and so we were talking about just how expensive the houses have gotten somebody said to me they said how long would it take you to spin back up of selling luxury homes i'm like do it in 90 days like a bet you bet you 10 grand i'm like all right let's go so literally if you see my instagram right now it's like this 90 days

of luxury i think that's what it is i I'm awesome. I'm going to spin this. I'm spinning this brand, Luxury Homes of Henderson, back up that I plan to be able to just get in and then exit the brand at some point. All right. But yeah, we'll have it up and we'll have, yeah, we'll be screaming along. Because again, like you just said, the reason I mentioned that is because so many real estate is not saturated. Right. There's a million people. Like you can't hit a, you could walk out and throw a football in the direction to hit a realtor in the back of the

head right and but there's very few people that do it really really high level do it well correct luckily i'm surrounded by a lot of them in our company here we have well you add yours there is a barrier to entry in real estate this is like my company here i'm the only brokerage in vegas that i know of that fires people for non-production. Oh, wow. Yeah. If you're a zero, I mean, no offense. If you just want to carry a business card to tell people you sell real estate as something

to tell people at cocktail parties, there's a lot of places you can work. This is not one of them. Yeah. We sell homes. Yeah. You want, yeah. Yeah. I think, I think I looked at the metrics yesterday.

One out of every 18 homes that gets sold in all of las vegas is sold by this company wow so i'm pretty proud about that that's fantastic congratulations yeah pat myself on the back anyway back to you that's enough about me today that's awesome i celebrate myself all day i don't need to do it while you're here i don't need to do it while you're here god i got well yeah but i mean i'm just getting to know you too so this is great that's why i have mirrors in my house so i can look at just tell myself a great day. Yeah. Never seen a mirror. I didn't like though. Right. No, I didn't do it. So you think, so people think it's saturated. That's a problem. Yeah. And I think that,

do you think, all right, now I got to ask you this question because it's out there and yes, I, I, I find I'm going to, I'm'm gonna preface this with saying my opinion on it sometimes falls somewhere in the middle of this you have like the accounts out there on instagram that are out for you know exposing the what is it the flexors or whatever they say they are oh yeah like baller boss yeah exactly yeah they say that i fall somewhere in the middle of it some of this stuff i think is is probably if there's people that are running strictly on hype, I a hundred percent think they should get smoked. I agree with that.

But I, but I think what that also does is it gives people this wrong impression that everybody out there is like this. Yeah. That sucks. That, and, and,

and I don't mean to cut you off, but before I lost my thought, um, you don't, that's seen, uh before i lost my thought um you know that scene uh in eight mile where eminem just like he basically like undresses himself before like just soft deprecate what are you gonna say now what are you gonna say now yeah that was what i did that was the the method that i went with did they say something to you no oh just in general just in general i was like you know what at some point people are gonna like look at my lifestyle and stuff like that and start talking

shit so i'm gonna start just putting it all out there you know talk about my addiction talk about the the shit i've been through talk about everything show my home show my car show my stuff but i live within my means you know what i mean i don't try to pretend like anything if i'm not you know i don't fly private you know jsx at best you know but i you know i always fly first class because i can't fit in the back of the planes but like you know i don't pretend like i'm anything i'm not and i'm like you know what there because there is a lot of people out there there is a lot of scam there is a lot of that stuff but i found that we've maintained such a good reputation and we've just been overly you know we put out we put out our real lives every single day and don't we don't really like you know sugarcoat anything how do you handle because i mean look if you if you look

at any business and it's all five-star reviews those five-star reviews are bullshit right if you look at a business they get a lot of five-star reviews and five-star views are bullshit right if you look at a business they get a lot of five-star views and then there's that one or two or three one-star reviews yeah how do you deal with those because i'll tell you how i deal with it i was curious how you deal with it vary it with more good stuff but you know that's part of it yeah do you make an effort to get to with those one stars and kind of see what happened make it up to them yeah yeah in this industry that in with us any any time we've had a bad experience it's like we know we film everything that we do we we provide we we do show up we deliver all of our stuff and we put ourselves in a really good situation to

where it's like if you didn't succeed it's because you didn't do the work yeah because well in the victim mentality there is some of that with the victim mentality correct well they told me i was gonna make a million dollars like you were just gonna sit on the couch and eat fritos and that was gonna be the extent of your input to this correct and as a matter of fact i did have to deal with one um i don't want to dive too far but i had to deal with one situation that um got to got to a level of uh of an ag situation and and now i'm i have a friend that's uh an attorney general and in another state here close by that uh calls me by my first name and absolutely loves me because i you know showed up with a 16 page report and several videos and everything that literally

showed me doing every single thing that that it was he said she said but i was like no this is i film everything that i do being in the auto industry and in finance we have a camera over our shoulder and a camera on the on the person hand their hand when they're signing so i took that same mentality i took the same mentality i love that i'm gonna be bulletproof i love that yeah with us man like nothing just hurts me in my core when i see that one star review of somewhere well yeah because you care well well that's exactly what the ag said to me they're like you we we actually see how much you care because of how much you put into this yeah you know what's harder for me though is like you're defending you like i got it like if somebody goes oh i work with a simply vegas person it was

terrible don't use this company well see i don't have employees here i have 550 independent contractors that are choosing to run their business under our flag yeah so i've got i'm defending all 550 of those businesses that's how i look at it yeah that's rough so i'm like oh shit because that one you know bad review that's got nothing to do about nothing affects everybody if they look it up so right i immediately you know get on the phone and i mean dude i will spend an hour and a half on the phone i'll go to somebody's house i will do whatever i gotta do to get that one star off right i mean i will and if i can't get it off i at least say can you please be very specific about the who the agent was like what happened exactly like let's let's if this is really because dude people do screw up man nobody's Nobody's perfect. Right. We've had some situations.

We do what we do. 4,000 plus deals a year here. We're going to have some missteps. It's just what it is. But I want to make sure that that blame is laid exactly where it needs to be in a very finite way and not wide open. Right. Right.

Yeah. You want to correct it. That's for sure. So people looking for success, Mr. Coach, what are the biggest mistakes people make right now? Wait, do you see, man? Like, what is the number one thing you got to get people overcoming? So I really think, you know, obviously there's like fear of getting on the camera.

Hmm. Like, you know, this is so stupid. It's so dumb. You know, first things first, like you have this and you're comfortable doing this. Like in general, general typically you know people will do stuff but when it happens to be on topic they freeze up they overthink they and they fall okay um first of all if you're just getting started and nobody's watching your shit anyway so like if you fuck up it doesn't matter yeah um but yeah it's it really is that and then

the biggest thing is you're these people that don't make it they're they they're delusional about their work ethic let's just call it what it is yeah they think they're working hard i tell people a lot i'm like if people that tell me that i'm like we're on a stopwatch on your day yeah when you're actually prospecting you're actually physically doing something that's going to lead to a transaction lead to more business track that because i think you're going to find especially when you come to the office right real estate company oh i'm just going to grab a coffee oh there's a class i'm going to go sit oh i'm going to do this and like most places are just

hives of inactivity right or nonsense yeah so. Yeah. So they mask that or they decorate it as they are. I'm working. Working. No, you're not. No, it's not working at all. And if you were, because if you were actually working, you would have the one thing that would be a show for that, and that's results.

Do you find it's a huge hump? Because you mentioned something when you say KPIs. For those of you who don't know what that is, that's a key performance indicator. It's the activities that actually lead to money do you find that getting people that have never tried kpis to track kpis to be a giant hill to climb over yeah yeah sometimes i don't even know why i even say it there's like acronyms out there that i'm like they don't even need to exist because nobody gives a fuck anyways but uh yeah it's especially when you're like when it comes to

advertising and tracking kpis it's like it's like these these people just it's gonna boost a post for 150 bucks okay so you're just gonna throw 150 bucks into the ocean and hope that it lands in a fishing net and does something and that person comes back to you with that money. Like, you know, but yeah, I don't, I think it's sometimes a lost cause, but again, I needed to show up and do my job. And the people that, cause we talked about this before we got started was, you know, you can talk to a hundred people, five of them are going to actually do it. Yeah. But that doesn't mean you, you hold back. Um, and you, you know, you got to keep a very open and abundant mindset for people. And if you're a good leader, you want to see everybody succeed. But the reality is most people are going to take it for granted.

Most people are going to get distracted, cave for instant gratification, and do anything but actually just do the fucking work. I have a question for you because you just said something I thought was interesting because this is one of my biggest struggles, right? And I'll tell you how I got, I want to hear what you would do and I'm going to tell you how I do it now because I recently shifted this and it's been very successful for me. But how do you, so let's say you're coaching somebody, right? And you've coached them. And then you just see that they're just not doing what they're supposed to do. They're just not doing it. Like, especially in a group setting when there's,

like you just said, there's 105 of them are doing well and 95 are not doing. How do you handle the 95? Do you just continue to just pour it into them and just, or what do you do? Well, yeah, it's, well yeah it's it's it's tough when you're very invested into the person you know and and it's easy at first to become invested into somebody especially especially like you share similarities and things like that okay for me to work with the person i have to like them or my team has to accept them okay so it's not just going to be anybody and everybody so i try to really believe in every single person um ridiculing belittling criticizing condemning that shit doesn't work okay we know that you know it's it's not the way to win friends and influence people right uh that

wasn't on page 47 of that come on yeah come on what's going on chapter two uh yeah it's our chapter one actually uh it's not yeah it's not gonna it's not gonna work it just doesn't right so um i've really tried hard with with doing more of a rewarding style one thing that we do um typically like every other tuesday night is our big call that's usually in front of like 150 people and on zoom um i'll do uh different marketing different advertising contests where i'll give away money love that um usually i'll give away like 1500 to 2500 bucks cash and they're gonna put it in their ad spend things like that like you know let's see who writes the best the best copy the best creative yeah and i tell this story all the time because it's so applicable to this and probably to um to what you deal with on a case-to-case situation but um general motors

they they used to weigh in they still do weigh in really heavy on the on star button right the little blue button yeah sure okay and back in the day they wanted their sales people to go sit in the passenger seat when they give when they're you know delivering their vehicle to their their customer and have them push the on-star button and nobody did it no salesman did it it's like that's all you have to do like these people are feeding your families yeah Just push the button. Push the button. Push the button.

That's it. But they wouldn't do it. So General Motors, Chevy specifically, got pretty in bed with Disney. And Disney has a program called paid for behavior where they pay you to do your job. Like for like behaviors that they want you to start to do. So GM said, here's the deal. To do your job for behaviors that they want you to start to do. So GM said, here's the deal. You hit a certain number of buttons pushed.

We're going to pay you $50 retro back to the first per button pushed. So everybody's pushing the button. No one did. What? They didn't do it. They didn't do it. The campaign failed miserably. Really?

But here's the thing. So then dealers were like, okay, fuck this. Dude, I'll push a button for five bucks right now. Well, that is the fucking button. Right,

right, right. It takes 20 seconds, but they didn't do it. That's so across the country. So what was it? I'm dying to hear how this science experiment, right?

Why this failed. So dealers were like, okay, fuckers, you don't push the button. We're going to pull $50 out of your check. Or it might, in some cases, it might've been more. why this failed so dealers were like okay fuckers you don't push the button we're gonna pull 50 dollars out of your check or it might in some cases it might have been more so now you go from do you run further from pain faster from pain than you towards pleasure correct okay so now

everybody's pushing buttons now everybody's pushing the buttons so i learned this that like i we did we did a thing called marketing bingo. Um, and, uh, I thought it was brilliant. It was like, do a collab with the local business, you know, um, run a live once a week. And like, they literally have all, they all had bingo cards and it was like all things that will bring your business up. And if you hit an X, cause you don't have the X in our name, then you got 1500 bucks. I like it. If you clear the board because you have the x in our name then you got 1500 bucks i like it if you clear the board you get 2500 bucks a cover all as we call it the cover as we call it bingo

here in las vegas okay the cover all the cover all if you do a cover all i did i hate i hate bingo my wife loves it i hate it i'm not a bingo guy either but but it was cool you know i was like a really it was a cool concept one of my one of my marketing guys um came up with and i really liked it and i was like man this is gonna slap like this these guys are gonna this is stuff they should be doing anyways and we're gonna pay them to do it and understand like they paid me to mentor them and i'm paying them just to better their businesses Yeah. Six people did it out of 200 and 280. Yeah. And it's like, it's like, damn, like, you know, you want it for people so bad. You do like, I want every single one of them to win. This is what I started doing. Right. I always did one part of this and I just added the second part. So the first part is when everybody comes to work for me, I always tell them that you're going to get exactly out of me what I put, what you put in.

I will match you energy. I will match you investment. The good news is, is all of that winds up on your side of the table. You get all of it, right? So I will match you point for point. And then inevitably, hopefully very soon it happens. Hopefully very quick happens in the relationship. Doesn't happen eight months down the very quick it happens in the relationship doesn't happen eight months down the road it happens in like the first hopefully week or two weeks where they've they've they fall on something they don't get something done case in point i had somebody just came to work for me i asked them to watch two hours of my training videos in the training portal two hours i asked them to do this on a tuesday on friday i came in i said hey have

you watched everything because i said you need to watch this because then we'll be speaking the same language and now I can help you. And this person said, well, I got like two more left. Two hours from Tuesday to Friday. So I sat the person down and I said, listen, this is the second part of the equation. I said, listen, I said, I put such a high value on my time. My time is incredibly valuable to me. Not because I make so much money with my time, just because I've only

got my kids till they're 18, right? I've got two more years of my son. I got four more years of my daughter and then they're off to college and I won't spend more time with them. So I'm very cognizant of every second I spend. So if you're if you're not, if you're not going to be the respect of investing your time, when I'm investing my time equally, this is not going to work. And immediately it is this whole, it's you could just see them just fall into the floor. And it wasn't, I didn't call them a name. I didn't call them lazy. I didn't tell them they should have got it done. I didn't tell them anything. It was just, this is where I value my time i'm giving it to you and if you're not going to match me i'm not going to give it to you and dude instantaneous turnaround really oh dude instantaneous but was that uh how long ago was this

two weeks ago two weeks ago so i'm always curious as to like after no because again because again i think it's i think it just sets the price I think if everybody you're involved with in a mentor, mentee coach, coachees, if you just literally come out of the box, man, stressing how valuable your time is to you, because it's so finite, right? Cause we shit, we can be done. We could walk out of this podcast and get in my fucking sprinter van and get, you know, carbon monoxide poisoning. I don't know what Mercedes does. Right. I don't know. God, I hope god i hope not who knows but yeah but who knows what happens but the point being is you know it just it's finite and i think if you just if you if you break it down to people that just how much you value your time yeah it's not about

dollars it's not about i told you to do something you didn't do it it's just about man if we're not really going to do this together then i need to spend my time better. Right. You know what I mean? Yeah. I love that. I love that. But dude, this has been a great chat,

man. It's awesome. If people want to find you, how do they find you? Cause there's a shit ton of other people have found you. Well, yeah, yeah.

So just add Justin Wenzel on Instagram is fine. JWX Inc. Dot com works as well. And then Justin Wenzel fitness.com. If you want to get lined up as a client of mine. Yeah. Well, as a client on a,

on a coaching coaching. Yeah. If you want to get fit, you go that route. Yeah. Fit sober in the best mental health of your life. And yeah, the number,

obviously YouTube, all of it. You can find me anywhere. It's always just Justin Wenzel. I love that. Well, brother, I appreciate you stopping in on Saturday, coming to see us, which was lovely.

And man, if you're listening to this thing again, you got to stop drifting along with those currents of life, man. You got to start swimming against the currents because nobody's coming to help you. Nobody's coming to save you. I love that. Except for maybe Justin. All right.

We'll see you next week. What's up, everybody? All right. We'll see you at the next episode