KGCI: Real Estate on Air - 99% of Your Success Is Your Mindset

Episode Date: July 29, 2024

Welcome to Gogopreneur where Gogo Bethke, your host, interviews badass rock star entrepreneurs of the world, figuring out who they are, how they got to where they're at, and the lessons they learned along the way. So you can learn those lessons and turn it into money. Let's go get them. In this episode of Gogopreneur, I get to interview a real-life, real estate badass. So if you look at badass or badassery in the vocabulary, you'll probably find Aaron Navello's pictures right next to it. So I got to interview Aaron in the TeamGo Go-Go Agent Attraction call a few months back, and I didn't know who he was.

We interviewed him because we go through a series where I interview top agent attractors in the industry to learn from them and teach the team of organization how to achieve the same thing, how they can become top agent attractors by building a downline or organization or building a local team. And so when I had Aaron on the call, after the call I got off of there, and I was like, oh, my gosh, I really like him. I love his mindset. I love his attitude, what he stands for and how he holds himself to it. And I thought it would be a great episode to get to pick his brain of how did he sell over 2,000 homes in his real estate career, how he attracted over 280 agents, and how does he stand so strong in his own belief of who he is? I think it's really important our mindset and it's really important what we believe of ourselves because then we take action if we believe that we can. So today we get to interview Aaron Novello, and I'm super excited for all of you to be able to listen in.

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I am wonderful. How are you? Very well. Thanks for asking. So I'm so super excited that you're here today. I didn't actually know of you until I got to interview for the agent attraction call inside of Team Gogol. And after we hung up, I was like, I like him. That's super cool. I got the Go-Go seal of approval apparently.

Yeah, that's cool. So it was like, I was like, you were like the badassery of real estate in action. And I wanted to interview you. I know you do all kinds of interviews, like, you know, all kinds of things. But I really wanted to get to know you of how did you get to this mindset and how did you get so solid in who you are? Right. So can we go all the way back to like, let's start a childhood. Who is Erin?

Noval. Yeah. So I think that we can only behave in accordance with the way that we see ourselves. which is super interesting, right? Because I have the good fortune of coaching agents across the country and, you know, in the organization that we're building. And no matter how much rob, rah,

like how much motivation, we will always fall back with our self image. And the issue is, it's like, well, where does that image come from? And usually it comes from experiences that we've had in the past. And what I think people don't realize is that it's also malleable.

What does that mean? It means that you can change it. And you know this because you spent a lot of time with like Tony Robinson. And he talks about like physiology, focus, and language. And those are the ways that we can shape our identity. And our identity is how we see ourselves, right? So, you know, there's a saying that says, like, when you see it, you'll believe it. That's actually not what's accurate.

It's when you believe it is when you'll see it. So I always say when you see it, you can have it. Yeah. So my experience as a younger person, which kind of shaped me at that point, was my parents got divorced, biological parents got divorced when I was young. And I was sent on a plane, like for three years from the time I was one until four to go live somewhere for two months out of the year, three months out of the year. And really, with a stranger, you know, I mean, not somebody that I actually knew them. And if you can imagine kind of being a little three or four year old, like our brains aren't fully developed at that time.

So we make meaning. And the meaning that I deduced was, it's like, oh, I must have done something wrong. Oh. Like there must be something wrong that this person that I love so much is like sending me away. So then the meaning that I came up with is like, oh, that means I have to be like the best at everything. Oh. Okay. I'm going to stop you right there because I know exactly why I like you.

So I'm going to tell you my story, which is literally the same meaning, different story behind it. But I have my parents, they're still alive, healthy, and they're married. and I was raised with my sister the same way. My parents never told us they love us. Like the words, right? And so I achieved thinking, if I achieved this, then they're going to tell me they're proud of me. Or if I get that award, then they're going to tell me they love me.

So I know exactly where you're coming from and where that achiever began. Now I don't know how to do anything else. I no longer need that. I no longer do it because of the same reason, but it created a habit. then I don't necessarily want to break. It's my identity.

It's who I am. Yeah. And what I'm aware of is that the reason underneath changes. So initially it was fear. It's like I'm afraid that if I don't perform at an optimal level, then I won't be accepted and therefore I won't be loved. Oh. And the power.

You speak my language. So the power, the desire to feel love is so strong that for some individuals, they can do what is perceived to be like. superhuman, but it's really out of fear. And that's a very powerful driver. You know, it's not necessarily a bad thing. I'm just aware that initially for me, uh, when you're driven by fear, it leads, there's lots of anxiousness, tension, like worry. Like, oh man, like if I don't perform, then I won't be loved. So it's constantly having to like do a little bit better and a little bit more and a little bit better and a little bit more. And that while externally, people might look at you and

be like, wow, like you're producing favorable outcomes. Internally, it wasn't like a fantastic experience. It was actually like scared that I would lose the skill, scared that I would lose all the money, scared that I would lose, you know, right? So the shift becomes is where I think that there's like leadership or personal, like I think that business is not a physical experience. I think it's like a spiritual one. Because as you grow more, you can give more. And it's really about raising levels of consciousness. So the first level of consciousness is like, why is this happening like to me? It's to me consciousness, which is really victim. Like, you know, this is not fair. Like, why am I having to go, like, you know, on a plane and like, why is this happening to me? Right. And 98% of the population

spends 95% of their time in that level of consciousness. The second level of consciousness is by me, which is meaning like I'm a co-creator of my experience. So I create with the creator, right? And the idea is, like, instead of asking, how is this half, why is this happening to me? It's like, well, how is it happening for me? So everything becomes like a learning experience. and then the highest level of consciousness is actually through me, which is that there's something that's bigger than me, and you can call that whatever you want, Ray, Chi, the primordial vibration, the Holy Spirit, God,

like whatever you want to call it, the quantum field, I don't know, there's something that's bigger than me that wants to accomplish something through me. Oh. And I'm just a vehicle in a vessel. And what happens is in the stages is that there's something that you have to do in order to go to the next stage. So to go from by me, excuse me, to go from to me, the bridge is personal responsibility and accountability.

Like 100% ownership over everything. So I am where I am based on decisions and choices that I've made over an extended period of time. Amen. Now the bridge to go from by me to through me is actually, it's very, very hard because it's surrender and letting go. And the challenge is, particularly, let's say for people like me and you that have spent a lot of time like gaining control is once you gain control of something, it's very difficult to let it go. And to surrender to something else that's like bigger. So in other words, like it started from there. It started out of fear. It propelled me.

I went from zero to 100 transactions in five years. I grew by 25% year over year. I did 100 deals one year, 75 or expired listings in 2008, 9, 10 when like everything was imploding. So there's definitely a difference between personal motivation. and industry or company motivation or momentum. Oh, yeah. And yeah, what's happened over time is that there's been like an evolution. Where now where I feel like what I'm doing is like a ministry,

which is that the more people that I can bring into the ecosystem, the more I can pour into them, the more I can love on them, the more I can just help them to accomplish their goals and objectives. Oh, my gosh. Like you and me literally talk the same language. You know, the Zig Zigler quote that I can have absolutely anything in life, the more people I can have to get what they want. I'm in the people business.

I'm in the business of changing lives through me and through what I learned. And I do believe in God. So I do talk a lot about God. And I have a lot of spiritual leaders that live today and lived in the past, like Dr. Wayne Dyer, who's no longer here with us, but Tony Robbins, who is. And I try to take as many people as I can every single year to UPW, which is unleashed the power within. He is 60 some years old.

So who knows how long he's going to be here. And it's so different to be able to go to an event like that in person than it is to read a book or watch something on TV or YouTube, right? So for me, it's super important to be there to assign your brain to those three, four, five days and, you know, pay full attention and go all out to change your life. So I'm assuming what happened. It started in your childhood. But when did you start realizing that hold on a minute, I give meanings to things because of things that happened. It doesn't necessarily stand true anymore.

When did you start realizing this soul search? Well, first of all, I say the same thing. I say that business is a spiritual game all day every day. When did you realize that business is a spiritual game or did it start before business? Did it start during your business time? No, not at all. It hasn't been for probably like maybe like the last three years is where I really not only because intellectually it's easy to grasp, it's something completely different to like actually

like feel and then like implement. So, you know, my family of origin, they're nice people, but they, you know, were ignorant. And ignorant doesn't mean stupid. It just means they didn't know something about financial freedom and independence. And so I watched, you know, they live paycheck to paycheck. They're kind. A couple of times we were on food stamps. So I was just aware of the negative consequences of like poverty, essentially.

And I made a decision where I was like, look, I don't know what the way is, but I'm going to either find the way or make the way. This will not be my experience for myself or anybody that's that I'm responsible for. So I started to read a lot of books. And the books that I had a tendency to read obsessively were. about building wealth and they all had a tendency to gravitate towards real estate. And I figured, well, what better way to learn about the vehicle of real estate than to help people to buy and sell it? And what was interesting, Google, is on those personality profile tests that I would take, I'd always try to find who made the most money.

And it was like surgeon. I try to like will the test to be like, yeah, I'm supposed to be a surgeon. You know what it would always come back as? Salesperson. And I'd be like, no, no, no. And I'd be like, yeah, yeah. right um so that led me to i was in a talk at the university of florida where i went to school and there was a woman there who was talking about real estate and the guy who was leading the talk was

like the richest guy in gainsville uh he owned he owned the the biggest private gym in gainsville he had a helicopter like a plane and all that stuff and he was talking about a book called think and grow rich so those two things kind of coincided and i figured well like all right well what better way for me to kind of, you know, get into this, like this invisible hand that was pushing me in that direction. And that's how we started to kind of look at real estate sales as a mechanism for raising cash to build wealth. And it wasn't fantastic at first. Like, I made 13,000 bucks my first 10 months. Like, it was not off to the races. I made 16,000 in my first year. Yeah, like, they won't put you on a podcast to talk about that. They won't, like, you know, hire you and get in your funnel for you to coach them

on how you made below the poverty line. Like that's not what it was. And I think people imagine, particularly in an Instagram world, that like, that's how it is. But anything worth doing well is worth doing poorly before you can learn to do it well. And I'm glad that the barrier is so high because if it was easy, everybody would do it and the pay would drop dramatically. So, and then, you know, I got access to someone because I think we're one relationship away from changing our family tree for the rest of our life. That's been my experience. I've had probably five and counting of those relationships.

And I just didn't understand. Like people were telling me to do open houses, where my name tag, like, you know, all of these things that led to mediocre levels of production and my goals weren't mediocre. And I got access to somebody who gave me kind of a very clear picture as to what this job is, which is like a direct sales job like selling bookstore to door, knives door to door, subscriptions over the phone. And equipped me with kind of a schedule and a process and like what to focus on, which is actually how to sell. Because the money's not in the service, it's in the selling of the service. I always say, we don't sell real estate guys. We sell ourselves and our services. The question is if a seller is out there looking for an agent, are they going to use me or use you?

Both of us can sell the house. That's not the question. It's who's the best marketer? Who they're going to choose? That's exactly right. So it's like, you know, I tell people if I'm going to crowd of agents like a couple hundred, I'm giving a talk. I'm like, hey, can we all perform the same service?

And they're like, yeah. Like, do we make the same amount of money? And they're like, no, I'm like, why not? some of us know how to sell the service better than others. And, you know, when I tell people, they're like, what's your competitive advantage? They're like, I'm honest. I'm like, that's dumb. Everybody's going to say that.

Like, oh, you know, I put my clients first there and I'm like, that's stupid. Everybody's going to say that. Like, that's not a competitive advantage. So once I got a clear picture, then it was off of the races. Then it was first like 17 transactions, then 50, then 75, then 89, then 100. That's amazing. and overall over 2,000 transactions. That's amazing.

I want to add on to the portion that you talked about people and certain people entering your life and changing your life. I met one of my best friends today, her name is Holly, in church. So I started to go into a new church, and it was my first time I went there. And so I went late, I decided I'm going to go late so I don't have to mingle with people that I don't know, and I'm going to leave early, right?

So I show up at this church and God plops my little church down next to this little blonde day. And after church, we exchanged conversation, like two seconds, like literally as much as what's your name, what's your name. And she ended up Googling me. Her husband said, I think you guys would be best friends. So you should Google her. So she Googles me, sends me an email. We started a play date and all that. Fast forward a couple years probably. And my sister was getting married in Romania. And at the time, we were pretty tight on money. And so my choice was, do I take my whole family my husband and two kids and, you know, spend $7,000 on the trip? Or do I go by myself? And then I have

money to give for my sister for the wedding because if I bring my whole family, I would have not had the money to give. So I decided I want to go by myself, but I didn't really want to go by myself. So I took Holly with me, right? On that trip, Erin, my whole life changed. We talked the whole flight from Detroit to Paris. Literally, we didn't sleep like two seconds. And on that flight, I found out, you know how much it costs to start an LLC in Michigan? This is that time. $25? $25 to start at LLC. I was so uneducated. I just imagined that starting a business would cost an arm and a leg and you have to have attorneys and you have to have CPAs

and you have to have this and that and an office building and a frontline person and a phone system and a printer and all that. I didn't realize that you can sort of business with $25. If I didn't have Holly in my life at that time, I would not be what I'm at today. So having those people that God puts in your life and most importantly listening to them, when we came back, I started all.

Like today, I didn't even know how valise is. own, probably past 20 now. But it would have not happened if it wasn't for her entering my life. And I totally agree with you that how important it is those pillars of people that serve a purpose in your life. And some people come and stay for a season and some people stay for a reason, right? Not every person is going to stay in your life forever. Some after they serve a purpose going to exit your life. But I am super lucky to say then I have so many that are here to stay. Yeah, I love that. And, you know, my intention moving forward is to be that relationship for as many people as possible. Yeah. Yeah. So then, so then what happened? Was there like a, was there like a pinnacle moment when you're like, okay, I need to figure out this mindset things? Was it kind of like a snowball effect? Like, where did it really start for you when you started working on on Aaron?

Well, it's, I had been, you know, reading lots of books. I've been professionally coached since I'm 26. I'm 43 now. So I recognized, you know, that I needed guides. really to kind of condense the learning curve. I've, you know, I spent hundreds of thousands of dollars on personal growth and development. And what really caused me to start to pivot in the direction that I'm going now was not like a wonderful, warm and fuzzy epiphany. It's usually pain. Because pain is a much more stronger motivated than pleasure. We're way more motivated by pain than we are pleasure. So, you know, I started to notice. I was selling like 150 homes a year, just me. Like I didn't have buyers agents or anything. It's just staff. 80% of that business being listings sold. And I was also coaching 30 people, 28 to 30 people individually one-on-one and like

50 people. So I was doing that for two years. And, you know, while the money's great, what was happening is it was requiring like 60 to 70 hours a week of working. And I have younger. Yeah, I mean, I had no life. But I also, I mean, I have a 13-year-old and a 10-year-old now. So I was making a trade. I was very conscious of the trade that I was making. At the same time, though, it started to reach a point where it was no longer acceptable to me to make that trade. And it wasn't necessary. Because the other thing that I'd been doing, because I was so maniacally focused on wealth is from the beginning, I was saving and investing 50% of everything I earned. So when I made 100,000, I saved 50,000. If I made 500,000, I saved $250,000. If I made a million, I saved half a million.

And I invested the money. I wasn't just like storing it. So it had reached. a point where like I didn't really have to sell real estate in as high volume or at all really. And my wife, you know, we were having conversations and she's the operations person and she would say to me like, look, like, what are you doing? Like how much money would it take for you to like chill out? But that was, you know how to chill? Yeah, I'm learning. So what I'm aware of is that's like running. I was running aggressively. So it's one thing to like run towards something. It's another thing to run away from it. And when you're running away, you're like running like you're being chased by a bleary-eyed maniac, like tigers, but like you, you don't need to run that way anymore. Like maybe that was helpful

at the beginning, but like you don't need to do that anymore. So that's what caused me to really like evaluate, but I didn't know what the way was. I knew that something needed to change, but I didn't know what the way was. And I started to like read about leverage because truthfully, I think I and the majority of us have a very rudimentary understanding of leverage. I know I did. So what does it mean asking for a foreigner friend? What does rudimentary be? Rudimentary means like basic.

Okay. Like elementary understanding of leverage. Got it. Yes. And I started to really, I was, and because of that, I was making decisions based on that elementary understanding of leverage. So I bought part of an office because I thought like, oh. That's like it's, you know, that's a residual income type of opportunity.

You have some equity, cool. And what I recognize is that there was no money there because there's so many expenses involved in like a lot of other stuff, right? So I was like, all right, well, that's, I had the right, I had the right idea. I had the wrong vehicle. And the way I describe it to people is like, let's say me and Gogh were in a race and she's in a Ferrari and I'm in a Honda. It's like, who's going to win?

She will. Even if I'm a NASCAR driver, she'll still win. why because her vehicle is superior so I was just in the wrong vehicle and I was a hard know to like expe for like a year because I own part of an office yeah and I finally took like a call and once it was explained to me in a way that I could see which is the difference between rev share and profit share and how leveraged it is like I got it immediately so then what I was like hold on a minute because Gary Keller takes revenue share while everybody else takes profit share I want to be Gary Keller when I grew up.

I want to stay straight from the revenue. Every time someone closes a transaction, I want to take that 3.5%, right? So I was like, okay, I'll be Gary Keller when I grew up. I came from Keller. So that was easier for me to understand the difference between profit and revenue. Yeah, I was there for 15 years. So I understood it completely. And it was interesting because I remember asking like a regional owner.

And I was like, hey, that's top line revenue, right? He's like, yeah. I'm like, you know what another word for that is? He's like, what? I'm like, well, I guess you go look at that way. I'm like, no, that's exactly what that is, bro. So once I saw that, I was like, oh, I got it. So once I got that, we, I sold back the interest.

I lost $42,000 on the ownership. I capped twice. Yeah, we learned. We live and learn. Yeah, I capped twice in a calendar year because I had 17 pendings and like 15 listings. So I capped with KW and I capped with EXP. So it probably cost me $80,000 around the horn. But because it's because I saw it.

And I saw it as a vehicle that would allow me to add value. to others and be compensated like an owner to do it and to reclaim time. So what I did then is, is I completely, for six months, I was still selling real estate and I haven't sold real estate in the last 16 months, not one piece. So I completely let go of like $850,900,000. I just let it go. And zeroed in's put all of the time and energy, the staff, all of the resources into attraction.

We've attracted 307 agents in 22 months. So like we're off to the races. Congratulations. I just went on just went to Europe right I did the same thing I was when I joined the XP I was very much in production I did I burned the candle on every angle so if my candle had a hundred angles I burned them on all angles I did production I did agent attraction I built two bootcams like all of that in the first three years being with the company I also haven't sold real estate in the last probably three years so two and a half years

burned it all and then the last three years I haven't sold a single piece of real estate I do through my team, but not through my own time and effort anymore. But what I wanted to say now then I was in Europe, it was the first time ever because what happened is, right, I was a solo agent with a single assistant who was also my transaction coordinator initially when I switched to EXP. Then I started all of these different companies, build all of these bootcams, did the downline, all of those things, which now I had to learn how to leverage. I can't be doing everything anymore. So ended up at 17 assistants. But I put all of my effort into building these different companies and being involved in every single step in every single process, any new release, anything that we do, right?

Now then I went to Europe for 14 days, I think I was gone. I think I talked to my team maybe twice. Yeah. Maybe. Maybe. And so at first, I was like, oh, they can kind of do this without me, which is super exciting. But in the same time, when you're so involved in something, it's also super scary that you're no longer needed. Right.

So letting go of the, oh, this is so exciting. It works without me. It's no longer a job, right? it's now a business because it runs without me. I can go off and do my thing and come back and everything is working. But also letting go of those different babies that you build, it's kind of nerve-wracking when you realize you're no longer needed for every step of the process. Well, that end, it goes back to what we were talking about is that your identity is different now.

So what I'm aware of is now, like, being in a, being a leader of leaders has a different, has different activities that are associated with different responsibilities than being a technician. or a rainmaker. So to be a rainmaker, I got a prospect every day. I got to do lead follow up. I got to go on appointments. I have to negotiate deals. I have to practice my skills on a regular basis. I have to be consistent. Like there's certain things that I have to do. If I want to do it in a meaningful way, well, being a leader has nothing to do with any that stuff. I have to build people one to one and one to many. I have to be constantly learning so I could be adding value to other people. Like I have to constructively work through conflict because there will be conflict. I have to be able to teach

others and lead classes. So there's different, it's a completely different skill set. I have to understand media truthfully because the way I tell the team, I'm like, look, I really don't do the media for me. Like, I'm aware that as I get bigger, I make opportunities for you guys. Because if I hop on a third party call and they've watched 100 hours of my content, it's done. Like we're not, there's no like hard selling happening. Right. So it just radically increases the trust. It's really for them. It's not for me. Right. So it just requires different things. And I think, What's important is as you make that transition, as I was transitioning, I was intentionally and purposely, oh, I got to public speak too. That's something that leaders do. They have to speak on stages.

So I was intentionally and purposely creating this new identity of, oh, this is what I do now. That's something I used to do. I do have that skill set. And I can teach people. I can stand in a room of a thousand people and role play with anybody. Fine. This is my new role. And I had a mentor, or is actually Lars. And he said a couple things to me that really radically changed my thinking. The first one was he was like, you know, I told him I went, this is when I was still in production and I went to my son's soccer game. And I was like, yeah, you know, like he was kind of surprised.

Sebastian was like, because I was there. And Lars looked right at me with no hesitation. He was like, that's terrible. Now, I'm not used to people talking to me like that. I'm used to being the one on the stage. Everybody's like, oh my God. Like, it's so cool. That's so great.

And it was like, knocked the wind out of me. I was like, whoa, but he was right. So he said that to me. And he also said like where I drew this line in the sand, I'm like, okay, I'm going to transition. This is what I'm going to do now. I got tested immediately. I had a trust asset manager call me and they were like, hey, here's a $750,000 listing. You just have to drive down here, get the keys, take the listing.

So I said to large, I'm like, hey, man, it's just easy. He's like, yeah, I get it. But he's like, let me ask you a question. I'm like, yeah, he's like, are you excited about it? I was like, not really. And he's like, do you need the money? I said, no. He said, so what I need you to understand what you're doing is you're taking an opportunity

away from somebody who needs the money and is excited. And I was like, oh, that's so interesting. And he told me I would be a better, like I'm a better general than I'm a soldier now. So, you know, leading others. So, yeah, I mean, it's just an evolution. But I do think that if somebody looks at you go and they're like, wow, like look at all the stuff you do. But like, you have to go through the progressions because if you try to skip steps, we live in a time now where you can be famous without being competent.

And that's a problem. Like you can tell when somebody's the real deal. You can feel it. They're not full of shit. Like you know, they know what they're talking about. You can feel it. Exactly. So I think people are starving for attention and want what comes with it,

but they don't want to have to do the things that leaders have to do. They don't want to have to do, like have those uncomfortable conversations with team members when they're fighting with each other. Or they don't want to do the public speaking in front of a thousand people. They don't want to, you know, out the media. They're like they they really don't. So I love when people do you know the the ask holes you know ask calls are people that ask of how you do something when they won't actually do it as you tell them, right? That's an ask call. I like that. That's funny. So so many times, you know, people like, you know, back in my social media marketing days, right? They're like, okay, go go,

so how do I do this? And like, well, you just, you know, push the button on the camera and you get on camera, you start talking to it. Then you post it and do the write up and the hashtags and the tags and you move on, oh, I can do that. Why? Because you don't have a phone to push the button, to turn on the camera. No, I can be at camera. Like, that's too hard. I was like, which one is harder? Being broke or being in camera? Like, pick you hard. Right? But I want to ask you some questions that I just kind of want to fire off some questions because I feel like I could talk to you for hours, but these are some important questions that I like to ask people who are like, who spend a lot of time in their head. So how about the first one? What is the biggest lesson you learned and was the

longest that took you to learn it? Like maybe you have to learn it a couple of times. Like I like to say God will throw your pebbles and if you don't listen, he will throw a brick. Like what was that lesson then? It was just keep popping up and it took your while to learn it. That ultimately what I'm really looking for is inside of me. You get paid for the hour what you bring to the hour. Or in other words, The fastest way for you to earn more is by learning more. Go Get Em is your chance to learn from those who have walked the talk. GoGo invites all of the top performers in the industry to guide you through your success journey. You don't need to reinvent the wheel.

The roadmap is already laid out. If you haven't figured out how to make money in your sleep yet, you're not running a business. You're stuck in a job. Join Go Getem to learn how to earn passively and have your money doing all the heavy lifting so you don't have to. To join GoGetam Community, just go to www.gatamcom and we will see you inside of our most amazing entrepreneurial community ever. What is your most important habit that form you who you are? Yeah, I finish. So I think that like it's very easy to start things.

And what I see is that people go through this cycle. They start off with like uninformed optimism. So they might look at what you're doing and be like, oh, this is fantastic. she makes so much money like this is going to be this is going to be great and then what they end up with is once they start doing it is informed pessimism this is harder than I thought it was and then where they end up with is they end up in the valley of despair where they start to doubt I don't know if this is for me that I do the right thing maybe I need to switch companies maybe right and when they do that they just find something else to get excited about again and they never actually accomplish anything

so like the best planners who don't execute get nowhere so what's harder is to actually finish things. Like it's to set a goal to sell 100 homes a year and be maniacally obsessed for five years until you hit it. That's harder. So I think one of the things that I do well is this, I finish. I love it. How do you define success? Now, in the past, if you would have asked me that,

I would have said units, volume, and money. Now it's impact. So if I'm going to be greedy for anything, I want to be greedy for my name being in somebody's testimony. Oh, I love it. Who inspires you? Could be living, could be... I mean, I think a lot of people inspire me.

I think people like Grant and what he's done, Grant Cardone, what he's done with media. I've watched him with that. I've learned a lot from him. People like Pace Morby. I know you know Pace. He is... I was just at an event with him,

and he is a... He leads from the back. And he's an awesome community builder. And he really is like super generous, like silly. generous with time, energy and money. So people like Lars, he inspires me. I don't know anybody who gives away as much money as him.

Really? Yeah. I get to interview here too. You guys are partners? Yeah, he's a senior partner. Oh, that's, I love it. Do you have any mantras or models or a quote or something that you love? I can do all things through him who strengthens me.

Oh. Do you have any quirks? Like if someone knows, you personally. I mean, we all do. Let me ask you this. Tell me a quirk of yours that if someone knows you personally knows, but if they don't really know you, Dave. Yeah, so I think, I think sometimes people, uh, they can imagine, like I've, I've had staff or like people tell me sometimes just playfully, they're like, bro, like, you don't have any like emotions. Because I'm just very, like, maniacally focused on the end result. And the truth is, is that's not very true. Like, I'm very,

like empathetic and very kind of compassionate and caring. It's just that I am very, very, I'm a visionary. So when I see something like it's everything becomes about executing it. I literally had a meeting. We are redoing one of the businesses that I work in, like literally redoing it. And we had a meeting today and my assistant in that business was kind of going like very longwinded around around and about and you know, how do you feel about this? And I finally was like, okay, listen, I'm just going to start you right there. I don't feel about this. Like, for me, it's a project. This is where we are going. This is where we are at. We need to figure out the in-between. Let's get straight to the point. Let's not waste time on feelings. So I'm the same

way. I don't do feelings. But in the same time, I am super caring. Like, I care about my people. I care about what's going on in their life. I care about if they are sick or having a baby or what religion they practice and if they need to take time off and, you know, all of those things. But I'm super similar of the whole feeling thing. People would say the same. What strategies or techniques do you use to maintain a positive mindset? Is that hard for you? Is that it comes naturally? No, like, I think it used to be in the past because our brains have a tendency to focus

on what's not working instead of what is. And what we focus on is what we feel and what we feel is our emotional home. So if I'm focused on what's not working all the time, what I'm going to feel is like, I don't know, not worthy, not complete, you know, unfinished, like that sort of thing. So, you know, I make it an intentional and purposeful practice just to be like appreciative of things like my health, like a really good night's sleep, like the health of my family, recognizing the opportunities that are available to me that the time and space that I live in where platforms like this, like me and you would never meet each other 200 years ago, probably not, where we have access to basically the library of information of humanity and it's free. So just to recognize, you know, what works and that I have the greatest gift that I'll ever receive, which is the gift of life. Like once that goes away, I promise you, like, all your friends will dissipate.

You know what I mean? Everybody will go about their business and do something else. And all of this would be happening right now. Somebody else would be on this call with Go-Go. Like somebody else would be, you know, coaching you, like doing all this stuff. I just wouldn't be here to experience it. Yeah. I think the Lord all the time for everything, like random things.

Like yesterday I walked in, coming back from you. Europe pride and I walked in and sides of homes are totally different in Eastern Europe that they are here in the US and as soon as I opened the door I was like thank you God I love this house yeah and I think it's important because I hear I'm not suggesting you're doing this but just in general I want everybody to really hear this is like sometimes people can like intertwine like favor with like material possessions and while those things are great they are their creature comforts. Like, what I'm talking about is like, if I can't be grateful for the most basic fundamental thing, which is the gift of life, which is an incredible gift, like, all I have to do is

just exhale and the next breath comes. Like, I don't even really have to do anything. And there's nothing I could do to deserve it. If I can't be like appreciative of that, truthfully, no matter how big the house is, how big the car is, how soft the sheets are, it's never going to be. because by its nature, a desire can never be truly fulfilled. There's always bigger, always better, always faster, always more money, all that stuff, right? I love the example then in English, the present moment that it's a gift, because many people don't get to live the present moment, right? They didn't wake up today.

It's actually a present. It's a gift from God. It's the greatest gift you ever receive and you already have it. So like if you walk around with that like awareness, it just, you know, things, you have a different perspective on things. I always tell people then if I give you an hour of my, time I give you an hour of my life. Yeah, I mean, because what I'm doing is I'm giving you life energy. I'll never get it back. So the average human is 20,000 550 days on the planet. It's about

like 75, 78 years in an industrialized world. Women have a tendency to more than men. But I'm 43, so I've used half, more than half. Whatever's left, I'm going to sleep through a third of it, if I sleep eight hours in a day. So all that's just to demonstrate is like it's really small. Yeah. It's not a lot. So what I would suggest to you guys is a couple things. One, what do you for. Like, if you understood how quickly people forget about you, you would not care what anybody thinks. Like, a hundred years from now, everybody you know will be dead. Like, why do I care? Would somebody likes a poster or not? Why do I care if I stand up and somebody doesn't like what I say? Like, why do I care at all? So whatever it is that you want, like, never forget that

you're in the process of expiring. The faster you can accomplish something, the faster, the longer you can enjoy it with the people that you love and care about. That's why when I got into this opportunity. I'm like, dude, we didn't come here to participate. We came here to dominate. This is a march to a thousand as fast as possible. So whatever it is that you're going after, like go after it fully and completely with a... Go ahead. Go ahead. I was good. I was just going to say like with an appreciative part simultaneously for what you have at this moment. Yeah, what you already have. I had this scenario long time ago. I was still at Real Estate One. And I had this agent who I've never worked with. I heard back from other people that he's talking not nice about me. And so I went

not nice about go go. How could he ever do that? And I went into my broker and kind of like, why is he talking about me? Even we never worked together. Like I have no experience with him. Like what's going on. And my broker goes, she goes, go go, go start worrying when they stop talking about you because you became irrelevant. Yeah. And you know what I share with people all the time too is like, you know, one of the greatest teachers on the planet, he only got 12 to be like, yeah. You know what I'm saying? So it's like, he didn't sell everybody. In my agent attraction course, I have this video that says not even Jesus.

So if not even Jesus was able to turn everyone a Christian, then who am I to think I'm going to be able to turn every agent to come over to XB? It's impossible. It's impossible. And what I tell people about the attention game is like, listen, if you can get 50% of the population to hate your guts, you can become president of the United States. And the deal there is it's about authenticity. So I think that's, they found they've done studies where authenticity is like the highest vibration possible as a human. So when you're authentic, you become polarizing.

Half people watch my content and they're like, this is dope. This is fantastic. You're the man. The other like, you're a shucks there. You're like, you're an idiot. Why do you wear glasses on the inside? How dare you? Your beard looks funny.

Like, okay. What I'm aware of is that like all of those people, what they don't recognize what's happening is they're they're allowing me to the my clone in the digital form to go out into the world and find more people who vibe with me who like the fact the way that i do it because i'm aware not everybody does like that's okay yeah brand gov says i'm looking for the people who are looking for me yeah that's all you know i'm not everyone's cup of tea and i'm not planning on being everyone's cup of tea this is who i am if you like to sip it the way i sip it cool let's be friends sip it together if not go see it with somebody else yeah it's

Totally fine. And we're all owners here. So like GoGo will vibe with a certain segment of the population that won't even watch me. That's fine. And vice versa. And vice versa. There's more than enough. There's more than enough. There's plenty for all of us to go around. So you said you love reading books. I can see plenty of them behind you. Like two or three that are your favorite books. Yeah. So three books that I'm reading or one that I've already read that changed my thinking more than anything else in the last three to five years. And then two that I'm currently reading that's shaping my thinking that I'm teaching on. So the first one is it's a book called the Almanac of Naval, Ravacant, which sounds like a

Yeah. Okay. How do you spell that? The almanac of Naval, N-A-L, and then Ravacant, I don't know. You could kind of do it phonetically. But if you Google it, it'll pop up. Yeah. Naval is a guy who he is out in Silicon Valley.

he's had a bunch of exits. He's a young person. He's got more money than he needs. But it's very rare Google that I read something. It's not because I'm so smart. It's just that most information is like recirculated information. It's rare that I read something that's like accretive that I haven't heard before. Most of the time it's like recycle. It's like when people say like atomic habits, that was mind-blowing. I'm like really? Like it's not, that's an old idea that's been talking about like a million times before. You know what I'm saying? It might have been repackaged in a different way. Yeah. But one of the things that he said when I was talking about understanding leverage, He said something that I never heard before.

And I'm telling you, it completely changed my thinking and radically changed the course of my life because of that. He talks about that there's four forms of leverage. The lowest form is labor, which is interesting. It's like, why is that the lowest form? That's what most of us go to. Like, oh, yeah, I can get people that work with me or for me. Well, labor gets tired, sick, quits, wants more splits, wants to switch companies, like whatever, right? it's the lowest form.

It's better than having no leverage, but it's still not a great form of leverage. The next form of leverage is capital. It's money. It's like, well, why is money more valuable than labor? Well, never gets sick, never gets tired, never quit. If I invest in an apartment building, it works in that apartment building 24 hours, a day, seven days a week. But it's constricted to the building.

There's two forms of leverage that are actually more powerful than those two. And the people that have used them in the last 30 years have accomplished what it took others who used those first two forms, 200 years to accomplish. They did it in 30 years. The what's above capital is media. It's what you've built your whole empire on. Why is media more valuable than money? Listen to what I just said to you. Media attention is more valuable than money.

How? Well, media works 24 hours a day, seven days a week. It's no borders or boundaries, guys. My money works only in the apartment building. The media works anywhere on the planet where there's an internet connection. So now because I'm beating up on YouTube all the time and adding lots of value, it is a common occurrence five to six times a week. People reach out to me, schedule a call with me to talk to me about EXP that I've never spoken to before in my life.

Media is more valuable than money. Now, when I read this, my wife was posting pictures of our kids on Instagram. I wasn't paying attention to it at all. Once I understood that, oh, we need to go. So I went from 2000 to 47,000 on Instagram. I went from, right, we started to pay attention to it. And I started to learn. I hired somebody, paid him a bunch of money to teach me like how to do this.

Okay. The highest form of leverage is software. Why is software more powerful than media? Well, it has the same kind of structure that it works 24 hours, day, 70s a week, anywhere on the planet. But it costs almost no money to duplicate. or replicate once you create it once. Look at the richest people on the planet. Zuckerberg, Code, Bezos, Code, Elon, code.

Right? It's software. So when I started to look at this, I started to look at what I was doing. And I was like, oh, I'm hanging out at the lower end of the triangle. I want to hang out up there. So what did I do? Started getting aggressive with media. And what is the XP essentially? Software.

just software to process deals that costs 150 bucks to start one time and $85 a month. So now I'm hanging out at the higher end. And what happens there is that what's wild, and I know you've experienced, is that it's easier. It's just literally easier. It's easier to grow through others than it is through your own actors. So that book totally changed my thinking in my life. Second book?

Second book is 10x is easier than 2x. So what I was doing previously was linear. So 2x is linear. It's just doing more of what you're doing, harder and faster. So more contacts, more listings, but it leads to incremental gains. You know, 10 more deals, 20 more deals, stuff like that.

If you want quantum 10x jumps, you have to change 80% of what you're doing. And it's actually easier because our brains, they're just problem solving machines. It doesn't care what problem you give it. If you give it a 2x problem, it'll solve it. If you give it a 10x problem, it'll solve it. So that was interesting because I was just hanging out at 2x.

I wasn't thinking. You know what I learned that lesson? Oh my gosh. I had a coach and she asked me how much money I want to make this year. And I said 150,000. And guess how much you made that year? Like probably 150,000. 156.

And I learned two things from that. Number one, I was like, oh, shit, this works. Like whatever you put out there to the universe, your internal GPS will take you there. right it will show you the quickest path but then like the most important lesson the second one i learned from that and it's on the screen guys the book name the almanac of the neval raviqq khan and ravikant is spelled rav i k a nt um the second lesson i learned from that is that why didn't i ask for more yeah because that's what i believe then i deserve that's what i believe that i believe that i should be able to do 150 000 but if

If I believe, then I can do a million, then my internal GPS would have taken me straight to a million. Yeah. And it was your identity. Yeah. You can only behave. Exactly. So part of like my job as a leader of leaders now is to change the way people see themselves. But do you, I get so frustrated sometimes because I see things in people that they don't see in themselves.

And I think that's the hardest part. You can't awaken someone unless they are ready to be awakened, unless they are ready to meet themselves. Right. So that sometimes it's super hard for me because I feel like I see more in people that they're seeing themselves. Have you ever run into that? Yeah, of course. But it's an issue of like my experiences is it's two things. It's an issue of belief and an issue of deserving.

Yeah. Is there, have you found an easy way of awakening people before they are ready to be awakened? There's a couple things. Like one is it's just casting a vision for them. Like I'm thinking about one in particular, this guy Ben, he came to a mastermind. I did. and I could tell when we were doing this, because we would have like a marine like do workouts in the morning. And they were physically hard on the ocean and stuff.

And, you know, leaders go first. And when it came time to pick up the, you know, the 50 pound weight or whatever, like I picked it up first, but then he picked it up second. And what I said to him after the workout, I was like, hey, I just need you to know, like, you have the capacity to lead. But he didn't see himself that way. He saw himself as a follower, somebody who's in like the stage, you know. And what's happened over time, he joined Compass, you know, whatever, they gave him money. but he partnered with us recently. He didn't see himself as somebody who did media.

He didn't see himself as somebody does events. And now he's doing all that stuff. And he's starting to build and grow. But it took a while. So what I'm aware of is like it's not something that like changes overnight, in my experience anyway. Like if you're going to change the way that you see yourself, it's going to come from people breathing into you or over you,

like a different version of you. And then hanging around with people that are already doing what is that you want to do. And then you'll be like, you know, like Google is cool. but like she can do it I could do it you know what I mean like that's what will happen you know that's exactly I know I know what you're saying like I you know the saying people say that proximity is power yeah I used to think that means like you need to have rich friends so if you get in jail they have money to bail you out right it's absolutely not what that means like I remember going one of the times when I learned this we were at a cabo event at a brand go build event and I went

to the bathroom and happened to be going to the bathroom at the same time with Elena Cardone. The stall was the door, the bathroom door stall was broken. So I held her door and she held mine and I'm sitting on the toilet and I'm thinking to myself. Seriously right now, I'm having Elena Cardone hold my bedroom stall door so I can use the bathroom because the door is not closing. Like that just made me realize that she's just another human. She goes to the bathroom. Other humans goes to the bathroom.

She's kind. She held my door. I held hers, right? It removed that distance. Prior to that, I saw in a Cardona on the stage. She was that person that was so far away and so out there and so up high, then who knows if I'm ever going to be able to reach, right? And then just being, just putting yourself in that physical space with someone. Same thing happened when I had my initial conversation with Mark Z and Kurt, my sponsor, my sponsor here in the company, right? Kurt She, what is my direct sponsor? And I went out for lunch with them prior to that. I never met either one of them. I just saw billboards of Mark Zay.

I mean, every eight feet on, you know, I'm 94, I think, where we live in Michigan. He was on every five, every eight feet, right? So I saw him on the billboard. I never saw him in person. So when I sat across from him at the table and they started talking about revenue share and stocks and ownership and all then, and I actually get to see the numbers. And I get to sit across from other humans. And I was like, oh, well, I'm sorry, but if you guys can do it, I can do it. Right?

Like it literally removes that distance when you put yourself physically in the same room with those people. you realize that they are people. Exactly. Yeah. And, you know, again, that teacher said you could do everything I could do if you had faith as big as a mustard seed. So, you know, to the best of my knowledge, he had the same things we did, which is a body. You know, the Holy Spirit.

He had doubt. He had worry. He had fear. Like, he tried to get out of things. Like, he was, you know what I mean? In the human form. So, you know, we have the same thing. We just need to acknowledge it and accept it.

So I have a book suggestion for you if you haven't. read it yet. Sure. So you mentioned Think and Grow Rich by Napoleon Hill. Have you read out wedding the devil? Yeah, it's a good book. Oh good. You read it already. That was a really good one. Like that was a mindset for me to, I literally had to read it out loud for myself to understand the question Napoleon was asking and the way the devil was responding. Like I literally had to read the conversation out loud to myself to understand it. I thought it was a really good book. So Aaron, I don't want to take any more of your time. You're coming to the end of this episode. I absolutely love what you stand for and your work ethic, your personality, the drive that you have, the way that you help people.

And I want to ask you, what is the best way for people to get a hold of you? Yeah, so they can go to our YouTube channel, which is the Aaron Novello podcast. And, you know, just check us out there. Awesome. You also have your website, which is your name.com. It's Aaron Novello and Novello and Novello is spelled N-O-V-E-L-L-A-O and Aaron V-2A's dot com. And your Instagram is Aaron Novello, super easy. Make it very easy to find me.

That's awesome. Well, thank you so much for your time. Thank you for bringing your time, which is an hour of your life. I appreciate it. I know what it costs, right? You could have spent this time with your family, with your children. So I appreciate you very much. Thank you.

Yeah, the same. I know you could have done as well, so I'm appreciative of the opportunity. Thank you so much. Yeah, be well. Talk to you soon. Talk to you. Thanks for joining Gogopreneurrador. Keep that go-getter spirit alive.

Until next time, go get them.