Escaping the Drift with John Gafford - Transforming Real Estate Education: Networking, Resilience, and the Future with Justin Colby

Starting point is 00:00:00 Like being single was not hard for me, right? And I say that outwardly. Like, sure. I did very well as a single man, right? I mean, that's just because it's not hard to just be authentic and say, my name is Justin. What's your name? And now Escaping the Drift, the show designed to get you from where you are to where you want to be.

Starting point is 00:00:21 I'm John Gafford and I have a knack for getting extraordinary achievers to drop their secrets to help you on a path to be. I'm John Gafford and I have a knack for getting extraordinary achievers to drop their secrets to help you want to pad the greatness. So stop drifting along, escape the drift and it's time to start right now. Welcome back to the program everybody. Today on escaping the drift, the podcast that gets you from where you are to where you want to be. Man, I got a dude. I got a good dude today. This is a cat. It's like if you know, all you guys that are out there chasing that dollar man saying, I wish I got a good dude today. This is a cat. It's like, if you know, all you guys that are out there chasing that dollar man, saying, I wish I had a mentor, wish I had somebody that could show me how to make big

Starting point is 00:00:51 dollars, wish I had somebody that could, could help me get it. Well, this is a dude that's been in the game for ever. And what I mean forever, I'm talking about, has currently has one of the, has a best seller on Amazon in real estate investing. Has a dope ass family, a beautiful house, living the life in Miami.

Starting point is 00:01:16 And he has way less hair than I have, which is about the only thing I'm winning at today. So ladies and gentlemen, welcome to the program. This. I was waiting for the hair comment. You know I've been around a long time. Yeah, this is Justin Colby. What's up brother? What's up man? Thanks, I appreciate you coming in and from Miami. Good to see you, brother. I'm excited to be here, dude. This is it's always an honor to be on your podcast. Good to see it, man. I gotta tell you, I wanted to have you on because I'm watching what you're doing with the new deal. And I like it so much more than what all the other kind of educators are doing. Right. So like you see these, like join my coaching program, get my coaching program and dude, and here's this

Starting point is 00:01:50 thing. Don't be mad at them. This is a formula that has been well proven forever. It is, you know, do video content, put it into school, put it into a Kajabi, put it into one of those programs that just, just doles it out. It is and is good and look I'm all about cloning yourself I'm all about doing that. Yeah, right, but the problem is Then things might be a little different today than it was yesterday things change the markets change people's attitudes on things change and the way That you are doing This new project that you have or this new thing you've spun up with education is Awesome. Yeah, thank you, dude

Starting point is 00:02:24 spun up with education is awesome. Yeah. Thank you, dude. I'm flipping it on its head. Right. It's legit. It's like, you know, I'm going to tell you the secret sauce real quick and we'll talk about what it does, but these guys are on the phone with you for two hours a day. You're listening to them. You're watching them live work deals, do things that you want to do. And you're learning from watching them. So like I have people all the time that they say, Oh, I want to come and hang out at your office for a couple of days and just look at your business. Yeah. And you're like, you know, for, for my friends, I'm like, yeah, come

Starting point is 00:02:50 on down. I'll show you what everyone to see. But you know, a lot of people, you're like, who's this? No, you're not going to hang out. That's whatever. Dude. This is like your insider past to watch this stuff happen live. And I think it's so cool. So first of all, a little bit of the background, man, let's go to the background. How'd you get into real estate in the first place? Desperation, brother. You know, classic story came through the crash of the real estate crash. I was a realtor that had no skills. Zero. I was blessed by connections. Now I can go off on

Starting point is 00:03:18 that. You'll make more money with the people you know, than you will make by just doing marketing, right? You can spend all the money you want. Because of connections, I've been able to create the lifestyle I have. So one of my closest friends in college, his dad was a developer. So he's like, dude, let's start a brokerage, we'll sell my dad's homes. Now I have this great degree from UCLA, great. I'm going to be a realtor didn't need my degree, my friend and I started this brokerage, still the highest

Starting point is 00:03:42 performing California boutique brokerage in California. Nice. Still around W real estate. They're amazing. Um, and so, but I didn't create any skill sets, right? Cause I would sit in a new home build. I'd get 18 offers a day on the weekends and we choose the highest one and I'm done. I did nothing. Yeah. So when the market crashes, so do I, right?

Starting point is 00:04:01 I have zero skill set to be a realtor, right? I passed the exam, but I've never built a business. I didn't do anything. So when the market crashes, I crash. I had a $120,000 car. I had a $500,000 condo. I had $40,000 of, you know, credit card debt because I was printing money. So I didn't care. I threw everything on an Amex. Gone. So 2007, you know, we didn't have Facebook. Maybe we had MySpace, right? All the stuff that

Starting point is 00:04:27 you and I are aware of now, podcasts weren't around. And so we didn't have the resources, but there was YouTube and I saw some crazy kid with leopard hair flipping short sales. And in his YouTube video was an ad for this thing called Freedom Soft, which is a mutual friend Preston Ely's old software. Yeah, I think I remember this. I called my grandfather to borrow a thousand dollars. Remember, I'm sleeping on a couch, I am broke, I don't have a thousand dollars. He gives me a thousand dollars to buy the product, the product leads to an invitation to an event where I am the guy in the seat at the event like so many of you have been getting sold coaching for three days and I call a friend to borrow $25,000

Starting point is 00:05:10 a friend to pay for this coaching. So first that friend is a really nice friend right because there are not many people that will do that. Number two it's always about being resourceful not having the resources I could have been everyone else is like oh I can't afford coaching and I'm just gonna go suck. Right? But I said, no, dude, I know my friend has money. And if I deliver the message in a way that I think he would like, I think he would do it.

Starting point is 00:05:33 I call him, say, dude, I'm gonna pay you back. Right? The whole little, he's like, all right, give me the money. I don't know what I saw the other day, but I saw a group of guys and they were talking about something I thought was so interesting, which was how many people do you have on your phone? You could call today and say,

Starting point is 00:05:48 I need a hundred grand and they get it to you. How many people do you think? Now, but not then, now, how many people? I mean, I have a lot of people that have the money. Right, no, you'd have to give them a pretty compelling story. Not people that could, no, the people would give you a hundred grand. That's what I'm saying.

Starting point is 00:06:02 Not as many as people would think. Yeah. I would guess five to 10. Yeah, but five to 10, right? That's five to 10. Yeah. So right there, that's half a million to a million dollars you could get if you absolutely had to have it. If I had to have it, I could go.

Starting point is 00:06:16 You'd get a million dollars. There's power in that. There's no doubt. And like that goes back to network, which I think is so interesting. Like tonight we're going to dinner, right? Yeah. I learned this from Dan Fleishman,

Starting point is 00:06:26 actually not from Dan, that's not what I meant to say. Shoot. Can see his face and I can't think of it anyway. Tonight we're going to dinner, right? So my first thought when you're coming to town, like we want to go to dinner. I'm like, all right, I got to get some cool people to go to dinner with.

Starting point is 00:06:41 Love it. Cause I love to connect to other people. Cause if I connect to the people with cool people, then all of a sudden now your network grows. That's right. And so, you know, I think super power, listen, that's your little hint for today kids. If you're in super power, you want to start doing something,

Starting point is 00:06:52 start connecting other people, be the person that's known as the person that connect the dots for others and you will get what you want. There's no doubt. I think it's the best thing you do. You'll make more money with those people. I guarantee there will be something that from tonight's dinner and I won't say in a month or even a year

Starting point is 00:07:05 There will be some business transactions at some point between the four or five people that we have a dinner I guarantee well the good news is two of these guys are my two of my hundred thousand There you go, they're worth no one's there I'm one of the guys in their phone probably there you go So yeah, see you went to the training and you did all that and I know you just started you started ripping. What about what about that education would you have changed if you could go back now and be like, yo, what would you change? Well, funny you say that. So you started with this intro about what I'm doing. I'm flipping the whole coaching model.

Starting point is 00:07:38 Yeah. I don't want people now I by the way, I've been coaching in that model, 10, 15, $20,000 a time pay me. I'll teach you. I've done coaching in that model, 10, 15, 20 thousand dollars a time, pay me, I'll teach you. I've done that for a decade now, a decade. I'm flipping it as of January 25th or January 1st, 2025. I now, and this is exactly the question you're asking, instead of you paying me 10, 15, 20 thousand dollars to coach you, I'm just going to do it with you. You're going to pay me a hundred ninety seven dollars a month and you're going to be on the phone with me on Zoom every single day, two to three hours a day and me, my general manager, my acquisition team,

Starting point is 00:08:10 actively talking to sellers, negotiating deals, comping deals, getting offers out. So far this year, and I think today's the eighth, we have contracted 12 deals in this group in this group because I'm actually taking people who are mostly brand new, but some have done deals. They just couldn't keep getting them going and they're frustrated and I'm getting them over the edge because they're watching someone myself. I've done this 18 years. Yeah. Right.

Starting point is 00:08:40 They see how I position the call. They see how I frame myself. They see why there's always a good like a setter and a closer type model, right? I come at it very soft. I talk about how I'm a, I'm the analysis guy. I'm looking at spreadsheets all day. I have glasses on. I'm geeky guy in glasses in a dark room. I need to make sure our numbers are right, Mr. Settler. So all I'm trying to do, do you mind if I ask you just some, some questions so I can dial in these numbers so we can move forward? Every cell is like, yeah, OK, that makes sense. And then there's always a funny joke after that,

Starting point is 00:09:07 because I always talk about being the geek guys. That's just, oh, yeah, I spent the last 10 years of my life being the geek guy. So I totally get it. Yeah. What do you need? Every seller reacts this way. So they're watching me, my general manager, my acquisition guys do it with them, not just teach you, talk at you, say, here's what you should go. Go do it. We are actually just doing it with you.

Starting point is 00:09:26 Imagine if everyone who wanted to be a top agent in Vegas, came to your office every day and had open access to you, and you would just walk out of your office at random and say, hey. You just described my office. My office is a glass box in the lobby. That's it. I'm not buried behind secretaries. It's literally a glass cube of the office. That's it. Not buried behind secretaries.

Starting point is 00:09:45 It's literally a glass cube in the office. You are the second highest ranking. Right? Like weird how that works. Weird how it works. I get it. Because you're doing exactly. I'm just doing it in this space.

Starting point is 00:09:54 Same idea. I'm saying, listen, imagine all of you. We all run a business together. We're in the same office and I'm going to plop down next to you every single day at random. Say, all right, give me the phone. Who are we calling next? How much further along would you be on your learning, on your confidence? That is essentially what I'm doing.

Starting point is 00:10:10 So I'm basically going to flip the entire coaching model on his head. I'm going to build a massive, essentially, community of people doing deals and do it with them. We'll share it. JV 5050 until they're so good that they're actually ready to just go out and do it themselves. Yeah, it's honestly, it's the same way I do it with agents, man. I put agents on my team, they work my deal, they work my leads for 50-50 split, and then eventually they get, you know, they either, half of them like want to stay forever because they don't want to deal with

Starting point is 00:10:41 the marketing side of it. They're just happy. They just want to close deals. The other half of them are gets a point where they're like, I think I can do this on my own. And I'm like, great, just do it in the brokerage and leave my team, but stay here. And there's so many of our top producers in simply Vegas that at some point over the last 16 years were on my team at some point in shocker. You're the number two. And there they go because of that. And I just, I'm so fired up about it.

Starting point is 00:11:03 I mean, genuinely people ask me like, what what keeps you going? Stuff like this. Like it is so cool to see a woman. She's a nurse full time. She's paid six figures into coaching, never done a deal. She joins my community in the first week she gets her first deal. Like the emotions she had are insane. Yeah. Right. What was it? What was the assignment fee on her first day? 16 grand. We talked about it at 16,000. $16,000. And she's like, I can't believe this worked.

Starting point is 00:11:31 Yeah. Like, yeah. And now she's gaining this confidence. Like now she's like blowing up the community. Hey, I just talked to the seller because there's a lot of, I force like communal activity. Yeah. And then I reward it.

Starting point is 00:11:42 So like the top person who gives the most within the community, that's not me or my general manager, I'm going to fly them out to Miami, we're going to go on Spofford's yacht and spend the day. Just say thank you. Thank you for being a god damn leader in this community because we are lacking leaders in business. Yeah. No, dude, I love that. And it's so funny you just said, I just realized I forgot to talk to you about you were at Fleisch's Yacht Party in Miami last week. Yeah, you were on that.

Starting point is 00:12:07 That was great. Talk about connection. I know, yeah, I'm like, yep, Eric Wolfer, okay, that was there, is that, but this is addictive. Okay, I'm like, I know him, I know him, I know him. Oh dude, it was everybody. You knew probably everyone on the boat. Yeah, it was crazy.

Starting point is 00:12:18 Gottlieb was there, Brad Summerock was there, myself, I mean, Fleishmann, Spofford, uh, coach Stormy. I mean, it was, it was the who's who. Let's talk about, let's talk about, let's, let's shift gears and talk about that. That's something we can talk about as far as how to, how to be successful in a room like that. So let's say, you know, look, we talk about people, we talk about being connected to people is the way to get to the next level.

Starting point is 00:12:40 How do you, when you walk in a room like that, how do you connect with others? How do you do it? Walk me through that. It's a... You and I are the same person. I have no problem going up and saying, what's going on? I'm Justin Kolbe. None. And I'll do it all day long.

Starting point is 00:12:53 And that is not true for everyone. You're the same way. You could go to that, I am John Gafferty, anyone, anytime. That is who we are innately. So it's hard for me to really say, how do I do it? Because I just do it. It is literally innate in me to not give a shit. I was a kid, I'll give you a great story. Everyone should appreciate this story. Eight, nine years old, girls are starting to become kind of thing, you start paying attention a little bit. Me

Starting point is 00:13:15 and my couple buddies were riding bikes on a Saturday, we're going around to the grocery store in the park and whatever and just doing a thing. This group of girls are at the park. My buddies are like, right? Because we're like nine. So we're starting to look at girls, you know, I just ride my bike over to them and introduce myself, have a little conversation. I forgot what all, you know, and but what I remembered is when I came back to my friends are like, how did you just do that? What did they say? Oh my God. Like, and they were blown away. Like I just went over and talked to them. And I've been like this since I was a kid.

Starting point is 00:13:45 This has just been who I am. And I said, I didn't say anything. I said, hey, girls, I'm Justin. What are you guys doing? I didn't have a line. I'm nine years old. They're like, and it's still the same way you go on to this boat and you have people who are doing more than you, less than you, but all successful, whatever.

Starting point is 00:14:00 Just introduce yourself. Say, Hey, my name is Justin. You know, I'm a real estate investor and I have a good coaching program. What are you up to? What do you do? And then you'll hear, oh, I have apartments or I have a marketing agency or I have a awesome, right?

Starting point is 00:14:13 And then find some alignment. If there's a value add that I try to give in that conversation, I try to. And just like you, it's about usually the Rolodex. So usually what I'll try to do. I know somebody for you. Yeah, let me, hold on, dude. You know what? Let me connect you right do. I know somebody for you. Yeah, hold on dude. You know what?

Starting point is 00:14:26 Let me connect you right now. You know this guy. Yeah. And I do it right then in front of them. That's mine. And I connect them immediately and I say, dude, I think he can help you do the thing or whatever. And it immediately gives good will in that relationship.

Starting point is 00:14:37 Yeah, have at it. Have at it boys. That's it. Now I understand that is not normal for everyone to feel comfortable enough to do that. I just have always had like what I call a shoulder shrug mentality, like, what are they going to hate me? Like, what are they going to do? Punch me in the face by saying, hi, my name's Justin. What's your name? Like, you know, so so like being single was not hard for me. Right. And I say that outwardly. Like, sure. I did very well as a single man. Right. I mean, that's just because it's not hard to just be authentic and say,

Starting point is 00:15:05 my name is Justin, what's your name? Yeah. I think that, I think for me, and I've said this before on the podcast, but I think for me in those groups, my trick or my little curve ball is always, I say, hey man, tell me about you. And when people start saying, well, I own this,

Starting point is 00:15:22 or I do this and I work at this company, I'm so and so. I'm like, no, no, no, no, not what do you do? Tell me about you. Where are you from? Your wife got kids. What do you like to do? Like, I need to see if I like you as a human before I give a shit about what you do and then when you asked to be that in a big networking event, bro, their brain

Starting point is 00:15:37 just skips a beat and, and I've always tried and I've always said in, in groups like that, it's way more important to be memorable than have a good memory. That's right. You know, it's funny. The first time it happened to me, I thought it was really weird. I met, who's the guy?

Starting point is 00:15:54 Who's the guy? I think he's in Phoenix. He's Vietnamese maybe, owns a shit ton of property. Do you know what I'm talking about? Or in Dallas. Thatch Nguyen? Thatch Nguyen, yes. All right, the first time I met Thatch,

Starting point is 00:16:03 I couldn't remember his name. First time I met him, we were at an event and he goes, oh, let's get a picture. Let's get a picture. And I was like, okay. And he took a picture and he texted it to me. Yeah, and I couldn't I was like why is like that was so weird And then I realized why so he remembered who the hell I was. That's right Someone just did that to me too. I was like, I keep forgetting to do that. What a move. Yeah, what a move That is so if you're in a group, you're like, let's get a picture I'll text it to you and that's a great way because then they'll remember who you are. We just talked about this on my podcast, but one of the things you

Starting point is 00:16:31 and I have going for us at this point is in rooms like that now, the value add could be like, bro, I would love to interview. Would you want to be on a podcast? I mean, we get a lot of people listening. So, bro, anytime, let's exchange numbers. Boom, boom, boom. And that value add because of my presence or your presence on Apple and Spotify,

Starting point is 00:16:49 it immediately creates a value for them because most of them are just entrepreneurs and wanna be bigger brands. That now is kind of the go-to for me. I found, so let me ask you how you do this because I found this to be a little tricky because for those of you who don't know, Justin, if you look at the Apple rankings on business,

Starting point is 00:17:04 me and Justin are right next to each other always, right? For his podcast, which is awesome, check it out, Science of Flipping, and the entrepreneur of DNA, he's actually got two. Yeah, I have two. I'm rolling. You got a new baby. Like, dude, like slow down, dude.

Starting point is 00:17:16 Like, you're gonna make me look bad. Slow down a little bit. But I've always found that now, like you gotta kind of preface it a little bit about the podcast. You always have to say it's like one of the top Apple podcasts. You can't just say, I have a podcast, come on, because I just picture some dude in like a basement. That's it. Yeah, dude. Well, so the thing about Dan, which is great, is he'd let everyone kind of do that because it was intimate.

Starting point is 00:17:40 So there was like 20 people on a yacht. So it was like everyone do that. So the thing I actually said is I'm a real estate investor. I have two top ranked podcasts on Apple, one business, one real estate. I run a coaching business, blah, blah. So I definitely highlighted that. Yeah. And it actually became the talk. Most people came up to me. That's what they want to know about. So it wasn't very hard for me to go talk to people. They would come up to, Oh, what podcast do you do? How did you do that? Like I've been thinking about it.

Starting point is 00:18:03 Right. So then again, it just gives you a door. It gives you a way to offer value to them. So we talked about, I think everyone should do it. If you're a real estate, no, I'm not real estate, but a business owner, I would say everyone should have. Well, in a way, we talked earlier about tempering expectations. Like if you live in Miami, God bless, you live in LA, not so God bless today, you live in Vegas, you live at a place where a lot of people have to go to for conventions, for things. Then yes, have aspirations of having big national guests.

Starting point is 00:18:37 It takes a long time to get to a point where people wanna come on your podcast. It takes a long time. But if you live in Topeka, Kansas, dude, and you are in business and your business depends on 50 other people that own businesses, well then dude, spin it up and just do have the people that own, have your clients that own other businesses on your podcast. And then, and then you're promoting their business.

Starting point is 00:18:58 And now they have that law of reciprocity or reciprocity and they want to help you. Yeah. I mean, in other ways you can almost be an affiliate for them. Hey, listen, I want to feature you. Yeah, I mean, in other ways, you can almost be an affiliate for them. Hey, listen, I wanna feature you. You're selling great donuts. Let's have some coupon code with me, right? And then it becomes a revenue stream for you too. Yeah. Right?

Starting point is 00:19:14 Law of reciprocity or you say, hey, I wanna blow up your donut shop. Let's go. No, no kidding. I mean, I've gotten burned a couple of times with some of the affiliate links. I've tried financial stuff. Man, I've stopped doing it. I have tried not to I had, I had one guy come on here and it was weird

Starting point is 00:19:28 because I didn't know him, but I knew people that knew him that introduced us that I figured, well, if you stamp by the then again, look, there's a bunch of people who lost money at Ponzi scheme because the same theory, right? So it's like, because he was with this guy, I figured he was okay. And then it's like, all right, then he, I bring him on the show and vouch for him. And then, you know, this is like during the ERC credits

Starting point is 00:19:48 and all that stuff. And it just, it just, I ended up just like, bro, just give everybody that you met through me their money back and let's call it a day. Which he did. I'll give him credit. That's good. But it was still just, man, it's just, it's so hard in the hustle culture.

Starting point is 00:20:02 No doubt. To just, cause there is, man, there are sharks swimming in those waters. There's no doubt. There are thieves amongst us. Yeah. And there, there is, there always is. I always say.

Starting point is 00:20:11 How do you, how do you determine a good person? Like what do you, what do you go with with good first? I, cause that's Chris Voss's a couple of weeks ago on the podcast. Anyway, his answer was. No, no, I said, I said, do you assume people are good or assume people are bad? Cause like in the job he's in. Right. I go good every time.

Starting point is 00:20:25 I so I'm very trusting, right? And so I will trust you until you give me a reason not to. And I'll give you 100% trust. Yeah. Right? Like I will go sit in my office all day and I don't care. Give me a reason not to trust you and then it's broken. Yeah.

Starting point is 00:20:39 Right? And I forgive, right? One of the nice parts of my childhood, which my first coaches and mentors were my parents, because they were exactly who I didn't want to be. Alcoholics didn't love me, didn't. I want to say that, but like they cared more about the alcohol than they did about me.

Starting point is 00:20:56 Right. Leave me at baseball practice. Forget to pick me up from school and all that. I say that because. I can forgive really easily because of what I went through because forgiveness carrying around hatred or whatever that's a debt to you. Oh that only affects you. Oh sure. So I give everyone a hundred percent trust you are a great human till you show me otherwise you get all my trust you break it you don't get my trust anymore but I'll forgive you because I don't need to carry around

Starting point is 00:21:25 that hatred or hurt or pain. I forgive you, you just won't get my trust. Yeah, I was totally expecting Voss to say, oh no, people are terrible. Like, I mean, think about you, the FBI hostage, and he goes, that's your job, right? So I just totally expect him to say that. He goes, no man, he goes, I lean in,

Starting point is 00:21:43 I always lean into, I lean into everybody's good and kind until they give me a reason not to. And I'm very skilled at understanding body language and I can pick up pretty quick if somebody's not genuine and I just move them from that box to next. But I always assume that they're good people. I always assume. And I was like, man, there's hope for America.

Starting point is 00:22:02 Cause I mean, look, we've all been, you know, I know you and I have both been burned by seven figures you're not entrepreneurial hard enough. You haven't been burned at least once, but yeah, but to have a dude that's seen the terrible shit he's in, keep that positive outlook. I was like, there's hope for the world. There is hope.

Starting point is 00:22:18 There's hope. So as you grow your network, right? Through these people and you're creating, it does kind of back to the education piece. But again, it comes back to people and you're creating, it does kind of back to the education piece, but again, it comes back to the, I mean, I think it's so funny, you know, when we first sat down today, so what do you want to talk about? And he's like, I don't know what you're talking about. So shit, shit, figure it out.

Starting point is 00:22:35 I don't know. And really this has become the value of building your network is really what this has become. That's right. This podcast. And I love that. So as you build these, these folks through your coaching program, they aren't really students They're partners. Yeah, that's what they are. 50-50. They're 50-50 partners and they go out. I mean this is gonna be

Starting point is 00:22:54 If you look at how that replicates and you look at how that continues to grow now Let's say you have a student that goes out and does this teaches this somebody comes to them says hey I want to learn how to do this. They don't have time to deal with it. They don't want to do they're gonna send to you That's right, and I'll give them an affiliate link. So I will. Another thing I'm changing in this space, if they bring in Fred, because Fred's like, dude, how are you getting this done? They say, go join REI Live. They will start making $50 a month as long as Fred stays in.

Starting point is 00:23:18 I'll pay them to do that. So if they find four people because it's $200 a month, they essentially aren't even paying me anymore to be in this group, right? Because now I'm paying them $200 a month. Then, this is the kicker that no one I don't think has ever done this. Let's say you come in, we get some deals going, your best friend wants to come into, great I'm paying you $50 a month, you're not overly excited but you're like, alright whatever. But then your best friend Fred is is an all star. He does everything. He's bringing leads.

Starting point is 00:23:45 We're crushing one to two deals a month. Every deal Fred does, I'm going to give you 10% of my side just to say, thank you. Because you brought Fred in perpetuity for every deal he ever does while he and you are both in the system are in the group, because Because I want to say thank you and I want to finance, I will start paying members to be in this group versus them paying me. Because when I give away that amount of goodwill, it'll change people's lives and what I'm doing it for,

Starting point is 00:24:16 I'm in my life cycle of I care more about what the impact is than me getting rich. Selling 10, $20,000 has made me a lot, or 10 or 10,000, $20,000 has made me a lot, or 10 or $10,000, $20,000 has made me a lot of money. But now I'm in a life cycle, probably because new dad, right, I have two little kids and whatever, and I'm just like, dude, it's about the impact. Yeah, I wanna make a lot of money, don't get me wrong.

Starting point is 00:24:37 But I can do that while they get a lot of money too. Yeah, let me ask you this, because this is always something that's confused me. And I wanna know your opinion on it. Like building communities around real estate investing, like there are people that go to meetups and are in meetups, all that stuff. I'm the first one as a realtor,

Starting point is 00:24:54 like I don't take this the wrong way realtors. I loathe hanging out with other realtors. I think it's the biggest waste of time on the planet, right? I think all these realtor groups are a fricking waste of time. It's like, why would you spend your time networking in a room with a bunch of people that are never going to buy and also they're never going to send you a deal. So, but what is the difference in a real estate investor group?

Starting point is 00:25:22 Cause I've never been to one of like, like, I would, I would argue that is very collaborative. Yeah. Cause they do share deals. Actually group? Cause I've never been to one of them. I would argue that is very collaborative. Yeah, cause they do share deals. Actually, I say I've never been to one. I go to one every quarter. There you go. But you see it's like, how can we work together? Whereas, yeah, that's the realtors don't do that.

Starting point is 00:25:36 No. That is the interesting side. And I just told you on my podcast, I'm getting licensed cause I actually want to change the frame of that too. I want them to understand what they're already doing. If they figure out my side of the investing space, they will make more money, but they will do more because they'll find more ways to collaborate amongst each other as realtors, but also as investors. I think it's so funny as you are getting licensed to kind of get into my space a little bit,

Starting point is 00:26:03 we are, you know, you're helping me spin up the wholesale channel, which is just going to be, uh, we're going to use to acquire property and then do the Dispo channel a hundred percent into our agents at Sibley Vegas and give those guys opportunities to buy the, by those properties and burn them or flip them or whatever they want. But we're going to create that deal flow for them as a wholesale channel. So it's funny how these worlds that have always been so far and so heavily separated are now kind of really blending more and more every day. It's about time.

Starting point is 00:26:31 It has to. Right. I mean, and I make the argument all the time. I think we genuinely, for the most part, like 98% of the time, we're serving different clients. Are there some times that we get a similar client that an agent list? For sure. But typically we're dealing with busted properties. Like I call them dumpster fires. Typically, right? And so like most agents don't want to have to deal with a fire or a home that has a hoarder living in it. And now the hoarder just had to go to an old person's home and now all the stuff's there.

Starting point is 00:27:01 Like what agent wants to do with that listing? Not many. But an investor loves it. It cost me $1,500 to clean out that home and I have a great flip because the agent didn't want it, right? So the collaborative effort needs to start happening. Agents have to be getting in the real estate game and they are. We talked about it. It's more now than ever. But the reason I'm getting licensed is to make sure that every agent understands how they can do it legally, ethically, morally, keeping their license and being a great real estate investor.

Starting point is 00:27:28 Both of them. Yep. If you had to put it down to one or two sentences, what's the secret to your success? Fortitude, just one word. Just keep fucking going. Just keep going. Keep your head down, keep going. And then maybe another word, iteration, adaptation.

Starting point is 00:27:45 I just like you, my secret is like, I can kind of see around the corner for the most part. And when it's getting creepy, I can start to adapt and pivot quicker. And in my younger years in business, I didn't, right? Like the, we're buying most of our flips from the auction, the hedge funds came in and like crushed my business. I don't know if anyone really saw that come.

Starting point is 00:28:05 I don't know how I could say it was wild, but like that happened fast. Yeah. So I mean, shame on me for not seeing it, but kind of how did I know? But anyways, but then things like we were heavily leaning into direct mail at one point of our career. And I started slowly seeing the numbers creep down in response rate. I'm like, OK, we got to start to pivot into other channels. So we started picking up PPC, right? And so adaptation or, you know, different iterations,

Starting point is 00:28:32 but then just, you're gonna take your lumps. You just keep going. There's nothing, success is longevity, it's over time. Right? Yeah, there's overnight Bitcoin success. Fine. Prove me wrong, I get it. It's gambling, it's gambling. Yeah, go do it Bitcoin success. Fine. Prove me wrong. I get gambling. It's gambling.

Starting point is 00:28:46 Yeah. Go do it. Awesome. Yeah. You can do that in one year. You can become a multimillionaire. I got it. But in general, the John Gafferts, the world, the Justin Kolbe's the world is because we've just done it long enough. Have you ever had a home run crypto play? No, I buy it and just sit there.

Starting point is 00:28:59 No, I just, yeah, I just, I just, yeah. I don't even, how do you have time to understand that the pink pantyhose is going to be some boom thing? And you're like, I don't, I don't, I don't even how do you have time to understand that the pink pantyhose is going to be some boom thing? I don't I don't I don't I just buy it. Let it sit. Yeah, I just said I literally let it sit there. I don't even know. I have no idea. No idea. But I don't even know that I don't know that I can get into my wall. Well, I don't even know that I could get into my wallets right now.

Starting point is 00:29:19 I have to go to a safe to get that. I would tell you I am leaning a little bit more into crypto only because of Trump. Yeah. And I genuinely believe Trump is going to put some laws and lay down some smackdown on the crypto world. And I think it's going to start to change, not just the United States. Yeah. I think because of what I believe he's going to do, and I have no way to totally support this, he's gonna go so heavy into crypto, other countries are gonna have to.

Starting point is 00:29:48 But here's my question about that, right? Here's a surprise disclaimer. Neither one of us is an economist. Right, or a financial advisor. And or a political scientist. None of us know that. But how are you gonna say he wants to get rid of capital gains on crypto?

Starting point is 00:30:06 When he's a real estate dude Did you know what grants doing don't you know what's grant doing? He if he figures this out, and I think he's close He's now doing and I don't know the token or not his real estate So we wanted to pay gains on the tokens now He's bringing in Bitcoin as part of his raise for his funds and you get the upside of the real estate and you get the upside of the Bitcoin on the tokens? No, he's bringing in Bitcoin as part of his raise for his funds. And you get the upside of the real estate and you get the upside of the Bitcoin on the exit.

Starting point is 00:30:30 So, because he's just levering the Bitcoin position on... Yeah, and then also it's, you know, he knows what Trump, like he's getting close to Trump. So he's leaning into it. And dude, I'm so I'm really close with Jared Glant, his right hand man, right? He explained it to me and I'm not the crypto wizard, but bro, I was like, I'm not smart enough to really know. But Grant, what I did understand was the real estate side. And bro, if you were an investor that you also gave Bitcoin into the fund along with your cash, you get the upside of the real estate. But then where Bitcoin is going to go, you get the upside of the revenue from the Bitcoin as well.

Starting point is 00:31:02 but then where Bitcoin is going to go, you get the upside of the revenue from the Bitcoin as well. So it's kind of almost like having, yeah, it's like investing your crypto in an umbrella life insurance policy that continues to grow whether you borrow against it or not. That's right. Again, not a financial advice. Yeah, and by the way, I hope I'm not, you know,

Starting point is 00:31:22 Grant, sorry brother if you're watching this, but like I know enough because what I was told, but like, I'm like, dude, this could be that's a hell of a way to raise. Well, the good news is Grant doesn't watch it. He gets an advance copy. He gets an advance copy. He sits in his hot tub every Thursday night and watches this before it goes out. That's right. And approves it. That's all I have to say. You know, I just said it directly. out. That's right. And approve it. That's all I had to do. I just said it directly. Yeah, but I think Bitcoin, so I'm leaning a little bit more into educating myself. I had a, I would refer him as a guest for you because he's awesome. He's young, he's 24. He started his own platform that is now a huge competitor against Coinbase. How about printing money? Yeah,

Starting point is 00:31:58 no kidding. So I interviewed him in my episode, bro, and I think he'd be great here, but like, he blew my mind. He thinks Bitcoin's a hundred million dollar coin. Holy smokes. Well, cause you have come, you have entire countries now. Cause his whole point was when Trump goes all in, it's going to change everything about it. Man. Well, look, I don't know. I don't know a lot. We talked to, was it your podcast or my, Oh, no, it was, it was was my it was yours. We talked about the greatest press conference I've ever seen in the history of my life. Trump the other day talking about getting by Greenland. Come on down Canada. Fifty first state Gulf of America. And people don't understand what

Starting point is 00:32:40 that what he was doing. And they just don't understand the posturing. Dude, Trump is the greatest closer ever, dude. He's negotiating. You throw a bunch of stuff out, and then you settle for what you really want. That is business 101, man. It's magic. It's magic, it is. He just has the cone, he has the do it, bro.

Starting point is 00:33:00 I know. Everyone else doesn't. He just doesn't care. He's not a politician. He's like, it's just great. doesn't. He just doesn't care. He's not a politician. He's like, Yeah. It's just great. And now that he really doesn't care about getting elected, it's going to be, it's going to be interesting four years, man. It will be a fun ride. It's going to be, yeah, it's going to be wild for sure. It's going to be wild. Well, Justin, man, if they want to follow you, they want to find you. How do they find the new, how do they, let's talk about that, dude.

Starting point is 00:33:21 How do they, if they, if you want to get in the real estate game, dude, and you want this dude to literally partner with you and help you close your deals real time every single day on the phone two to three hours how do they find you? REILive.co not dot com.com.co REILive.co if you go to dot com some stuff's gonna get down on the computer the authorities are gonna show up any day. So very careful not to put the M in. Yeah..co..co. reilive.co. It's $197 a month. We do deals together, 50-50.

Starting point is 00:33:51 I'm gonna change the shape. I give referral fees when you bring people in. And if you put in the code, escaping the drift, you'll get nothing. Just don't. Don't go. You'll get nothing if you do that. And then Instagram, The Justin Colby. Go follow me.

Starting point is 00:34:04 Yeah. And listen to the podcast, both of them. Yeah, Science of Flipping's Real Estate, Entrepreneur DNA, business in general, and they're both great. I love it, man. Well, again, dude, listen, if you're not doing something, you gotta do something. This is a great way that you could get into mentorship, but again, today, if you take anything away,

Starting point is 00:34:22 it should be the power of your network is everything. How you grow it, who you're around, who you spend your time with, if you take anything away, it should be the power of your network is everything, how you grow it, who you're around, who you spend your time with, who you're learning from matters. And if you are going to stroke out on a new venture this particular year, and you're just wondering where to start to go to the link in my bio, or if you go to the john gaffer.com, you click the very first thing. It is my very free, very no upcharge, no upselling.

Starting point is 00:34:43 I don't have anything else I'm going to sell you. I'm just giving this away for free. It is my business planning course. And at the end of that course, you have a one page business plan that you can execute just about anything. So there it is. If you liked the podcast today,

Starting point is 00:34:55 share it with somebody else. Give us a like, give us a thumbs up, give us whatever you need to do. Four star, five star review, whichever one's the max. Anyway, we'll see you next time. What's up everybody. Thanks for joining us for another episode of escaping the drift.

Starting point is 00:35:11 Hope you got a bunch out of it, or at least as much as I did out of it. Anyway, if you want to learn more about the show, you can always go over to escapingthedrift.com. You can join our mailing list, but do me a favor. If you wouldn't mind, throw up that five star review, give us a share, do something, man. We're here for you, hopefully you'll be here for us.

Starting point is 00:35:27 But anyway, in the meantime, we will see you in the next episode.

Escaping the Drift with John Gafford - Transforming Real Estate Education: Networking, Resilience, and the Future with Justin Colby

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