The Bossticks - Mauricio Umansky On Marriage, Reality Politics, How To Sell, How To Grow, & Self Awareness

Episode Date: November 16, 2023

#627: Today, we're joined on the show by Mauricio Umansky. Mauricio is the founder and CEO of The Agency, representing some of the world's top celebrities, developers, and resort brands. Along with his Netflix series 'Buying Beverly Hills,' he has appeared on over 12 seasons of 'The Real Housewives of Beverly Hills' with his wife of over twenty-six years, Kyle Richards. Mauricio sits down with us today to discuss all things real estate, how he started from the bottom and paved his way towards creating one of the largest real estate businesses on the globe, and he gives his best business advice for anybody who's starting out in their career. He also discusses what everyone wants to know, diving into the state of his marriage, how he copes with the media noise, and answers the questions of if he will be pulling back from the spotlight. He finally gets into his experience on 'Dancing With The Stars,' what it's taught him and more, and gives advice to both couples and parents on how to produce a strong family. To connect with Mauricio Umansky click HERE To connect with Lauryn Evarts Bosstick click HERE To connect with Michael Bosstick click HERE Read More on The Skinny Confidential HERE To subscribe to our YouTube Page click HERE For Detailed Show Notes visit TSCPODCAST.COM To Call the Him & Her Hotline call: 1-833-SKINNYS (754-6697) This episode is brought to you by The Skinny Confidential This episode is brought to you by Momentous Visit livemomentous.com/skinny and use code SKINNY at checkout for 15% off your first purchase. This episode is brought to you by JSHealth JSHealth Vitamins is a science-focused vitamin and wellness brand that provides targeted formulas to help you meet your personal health goals, created using the highest quality ingredients backed by research. Go to jshealthvitamins.com/skinny and use code SKINNY for 25% your order or first subscription until the end of 2023. This episode is brought to you by LMNT LMNT is a tasty electrolyte drink that has everything you need and nothing you don't. It contains a science-backed electrolyte ratio: 1000mg sodium, 200mg potassium, and 60mg magnesium. Get a free sample pack with any purchase at drinkLMNT.com/SKINNY This episode is brought to you by the Natural Diamonds Council From Canada to Africa to Australia, the natural diamond industry has transformed local communities from which the diamonds originate with healthcare, education, and infrastructure over the last two decades and is committed to continued progress. Discover so many more natural diamond truths at naturaldiamonds.com/thankyou This episode is brought to you by Beekeepers Naturals Beekeepers Naturals is female-founded and the products are clean and effective, third-party tested for all pesticides, and the brand is dedicated to sustainable beekeeping and helping save the bees. Get 30% off your first order before 11/30 at beekeepersnaturals.com and use code SKINNY at checkout. This episode is brought to you by AG1 If you want to take ownership of your health, it starts with AG1. Go to drinkAG1.com/SKINNY to get a free 1-year supply of Vitamin D3K2 AND 5 free AG1 Travel Packs with your first purchase. Produced by Dear Media

The following podcast is a dear media production. She's a lifestyle blogger extraordinaire. Fantastic. And he's a serial entrepreneur. A very smart cookie. And now Lauren Everts and Michael Bostic are bringing you along for the ride. Get ready for some major realness. Welcome to the skinny confidential, him and her.

You know, I didn't have XYZ either. I mean, I remember when I started my business and I got into sales. instead of looking at an entire industry and how I'm going to change it and how I'm going to define it and redefine the entire industry, I was looking at myself and how am I going to take advantage of just starting to make 100 grand, you know, 300 grand, whatever that looks like, right? You know, I came home one day after I was fired. I walked into my home, two bedroom condo, two kids, a third on the way. You can get started from wherever you are in life.

You know, sales is a great path. It's an amazing path for some because It is the ability to make a large amount of money through commissions. When you can deliver revenue to a company, they will pay you handsomely for it. My point is that delivering revenue is where you get paid more money. Things are spicy today on the Him and Her Show. We have Maricio Yamanski. You may have seen him on buying Beverly Hills on Netflix,

or maybe you saw him on one of the 12 seasons of the Real Housewives of Beverly Hills, or perhaps you know him as the founder and CEO of the agency. He's doing it all. He also recently appeared on Dancing with the Stars and we get into all of it. All the juice, all the tips, all the applicable takeaways are in this episode. We go all over the place. Okay. We talk about how to make it in real estate, the traits of a successful salesperson, where charisma comes from, how to build it, self-awareness, couples, marriage, wife, kids. I mean, we go. We go. We go there. I just think that he's an incredibly dynamic entrepreneur and he has a lot of things that I took notes on in the show. On that note, Maricio Yamanski, welcome to the Him and Her show.

This is the skinny confidential him and her. When was the first taste of success that you had? Like, go back way, way back. When was the first taste where you were like, oh my God, I want to take this and I want to gain momentum? Oh, wow. You're really really. making me go deep into my past. But I think there's a couple of instances. I'm going to, well, there's multiple different types of successes, right? There's the business success where you all of a sudden, you're successful in business and you do something and you're like, you feel like you accomplished a mission. And I'm going to say that that was when I was working for my father selling textiles. And he gave me the worst accounts on that existed. And I became his number one

salesperson, you know, within six months, right? And sold, you know, and all the other salespeople were like, Well, you got the best accounts. And I was like, I got all the accounts none of you guys wanted. Like, that's not PS here. Like, I got the worst accounts. But I would say even taking it back further, I would say that my first taste of success was actually when I wanted to ski in the Olympics and I wanted to do winter skiing and I wanted to start that.

I became a skier. I really just went all for it. I mean, I went so much all for it that I never went to school, which was not necessarily a good thing. But I think that it was that moment where it was that type of commitment to everything. I never made the Olympics to be clear, but I wanted to make the Olympic ski team. And then I didn't make it. So then I ended up kind of starting the Mexican Olympic ski team.

That's a different story when I say kind of starting it. And remember, there's no snow in Mexico. So that's just. I was going to ask you, pull up. I'm glad you clarified. Jamaica and Bob's that team. Yeah. It was that commitment to exercise the body, the soul, the mind that gave me that first

taste of success. When was your first sort of epiphany with real estate? When did you feel like you wanted to get into it? You're a naturally charismatic person. I'm a big fan of the show. I watch the show and you have strength and warmth. That would be a very important tool with real estate. Did you know that you always wanted to be in it or did you fall into it?

A little bit of both. My passion was always real estate. was design, it was architecture, but I also knew that my best trait, as you just said, was the charisma that I have and the ability to read a room. And when you can take both of those things, you can, you know, what you really do become is a great salesperson. And I knew that my strength was sales. And so I just needed to be in sales. I started with my father selling textiles. I got fired from a job. I was down and out. I was broke. And Kyle's brother-in-law, Rick Hilton, owned a real estate brokerage firm Hilton and Highland. And Kyle's like, well, now's your opportunity

to get into real estate. And it was, so I kind of fell into it. It was what I wanted to do, but I kind of fell into it. And it was in sales. And it was what I, and so I fell into it, but I wanted to get into it. From your perspective, as one of the most successful sellers of all time, I would say, and I always say on this show that I think, you know, if you could figure out one trade in business and you're not really sure what you want to do, like if you, if you if you have the ability to go into sales, I feel like you can always feed yourself, right? Like whether it's selling real estate or selling a product or whatever it may be. From your perspective, what do you think makes an incredible seller?

That's a great question. You know, what are the traits that make somebody amazing to sell? I think it's a combination of a bunch of different things, right? Number one is you got to have the ability to read the room. And what that means is understand what your people are doing, what they're talking about their clients, listening. The skill of listening is so underrated. and everybody talks about it, but nobody listens.

It's very weird. It's like, yeah, let's listen. But as most people, when they're being spoken to, you can see it that's going in one year, it's coming out the other year. They're not processing, and they're just thinking about what they're going to say, and then they spit out something that has nothing to do with understanding and reading what the client's talking about. That's number two.

Number three is you have to be the most knowledgeable person. about your product that you're selling than anybody else. You cannot afford to not know whatever it is that you're selling inside and out. A to Z. In real estate, it's about knowing the contract. A to Z. I used to be able to pretty much recite every single clause in the real estate contract like that. They've changed the contract.

It's been hard for me to keep up with that on all that stuff. But I used to recite, you know, recite, you know, I'd be in a negotiation. I'd be like, 17B3 states blah, blah, blah, blah, blah, blah. And they're like, where did you get that from? And what do you think that does to the person on the other side? Well, it puts them in a negotiation, it puts them in a level where they're like, oh, wait a minute, this guy's way smarter than me. This guy knows way more than, you know, what I know.

And that allows you to be a better negotiator. The art of negotiation is not always about the art of winning. It's not about sometimes getting the best price. It's about achieving success, which sometimes just means buying the property, being the winner, making your client happy and making them feel like they won, making the other side feel like they won, right? Because sometimes it's about, you know, real estate agents or salespeople want to be so good

and so successful that all they care about is the art of winning and delivering the best price, but then they end up not delivering happiness, which is, in my case, delivering the sanctuary of a place where a family wants to live. And then you over, you overthink it, you want to be too much of a hero, And you actually end up delivering negativity and you don't deliver what the client wanted to receive.

When you look back as a little boy, where does your charisma come from? Because I'm a believer that charisma, it is natural. But I also think that if it is natural, it can be refined. Well, first of all, my mother, one of the great things she did for me is give me tremendous confidence. She always just made me feel like I was the best person on earth, that everything I did was right. And she just gave me overconfidence. She was a psychologist.

She was going to school for psychology. So she also taught me the art of human behavior. I kind of went to school with her. She started school when I was seven years old. So it's not that she started school and was finished with it. She actually started college when I was seven years old. She kind of went back to go to college. And so I watched that.

And then she got three post-doctorates after. her master's doctorate, postdoctorate, postdoctorate, postdo. She went to school of my life. But she gave me, and I learned how to read a room from her. I learned psychology. I learned how to read human behavior. And she gave me a ton of confidence. But that was also because I was born with a terminal blood disease.

And I was very lucky to have survived that. Between surviving that and then pretty much spending the first seven years of my life in a hospital. And I forgot I cannot recall anything of my past prior to my seven-year birthday. It just doesn't exist. It's not in my brain. It's shut down. It's shut down.

I know the stories. I see photos. I see all of that stuff. But my brain does not recall a time before that. Sure. It's probably protecting you from a trauma. 100%. You know, that carpe diem, you know, that like luckily, you know, I'm lucky to be alive

thing. I'm lucky to be here. And I'm lucky to be healthy here. I think has a lot to do. The combination of that together with the combination of the confidence, and the fun and all of that stuff that I received, I think is what has given me the ability to have that charisma. Farah always tells me that you're like one of the most positive people ever.

Do you think the positivity comes from the trauma that you experienced? It's like you just said, like you're so lucky to be here. You just feel lucky to be alive. I think there's no question that the positivity comes from that feeling and being lucky to be alive. I think that's super important. I think that's a critical piece of my positivity. But I also think it's also something that I've been learning recently,

just to be quite honestly honest with you, is that there's also a negative part of being so positive because what the positivity does is it sometimes shuts down and shuts out your ability to be vulnerable and your ability to be connected to your own emotions. And so although you see everything in an amazing light and an amazing positivity, it sometimes puts a wall.

to other aspects of life that are important. And one of the things that I've been working on most recently is not, I'm not trying to lose my positivity, but I'm trying to stop the wall that that positivity creates and be a little bit more open to, you know, what is it that I stand for? What is it? How is it that I feel something? What are those emotions? What is that vulnerability?

Understanding a little bit more of empathy, particularly at work and understanding what that looks like. So there's a lot of things about being positive and being optimistic that are amazing qualities. But there are also some, you know, I'm learning that, you know, there are some walls that take place because of that. Most high performers we meet tend to lean towards positive. You have to think there's a bright future. And I think even for ourselves, in some ways acknowledging maybe discomforts or things that are not. So you feel like it'll throw you off your game.

So you just get good at blocking that stuff out. I don't think it's in, I don't think it's something that's conscious. it's subconscious. It is a subconscious thing. And I think that if you can find the right balance between finding the good and the right and the positive and anything and everything, but being able to be a little bit in touch with emotions and to be able to decide what's good and what's bad for you, that could potentially be like a really good combination. So I've been on this big crusade on this show and I'm very curious to ask your perspective on this. We have a lot of women on the franchises that come on the show all the time. And I always say,

they ask if we would ever consider something like that. And I was like, listen, I don't know if this works out for the men, right? I feel like a lot of the women have a great time. But the men, it's tough. And I feel like you know this better than anyone being on these shows. 14 seasons or 12? Oof, I don't even know anymore. Could it be 13?

It might be 13. It might be 13. Could it be in the middle of those too? Yeah, I might be 13. But my point is, is like, I feel like with the men, either you get involved in the issues that are going on with the women and then the audience eats you alive or you stay out of it and you don't get involved. And then the audience eats you alive.

Yeah. And I feel like there's, nothing you can do where they don't just come for you. How do you deal with that? It is so hard. I mean, the way I've dealt with it is that I've taken a decision to just be in and out of the housewives, right? Like, I'm in. My wife's always right. There's no question she's always right. And then, you know, I get out as fast as possible. So I go in just enough to be in a conversation, to listen, to do all of that stuff. But I am completely out of all of the drama. The drama is all about the woman. And I have no interest in that.

So that's the way I've done it. It's worked out for me for 13 seasons. I've gone 13 seasons unscathed. And I think it's been a good program for me. No, no. I, you know, and you know we have a personal relationship with Farrah, hi, Farah. And I always ask her these questions because, again, this gets brought up in our world. And I'm like, I don't know how you can stay.

Even if you stay out of it, sometimes I watch the men and you can tell you guys are like, we don't want to deal with this shit, but you're almost forced to. And then it's like, one wife is fighting with another wife. And then the husbands are like, if you and I were on a show, I'd be like, hey, we're probably like good. You have to drink a tequila. have a good time. But if our wives are fighting, what do we do? It's really hard and it's really awkward. I am. And, you know, it's like, look, we,

we do become really good friends with, with these people and with our, with our co-stars. And it's a, it's a reality television is really strange, right? Because particularly the housewives, it's gossipy, it's toxic. You know, they're talking, they're fighting. It's, it's a lot of that. The men stay out of that. We've, or at least on the Beverly Hills franchise, we've stayed completely out of that. But we've, we, we, and we kind of have like this little thing where it's like, listen, let the wives do whatever they need to do. We know that tomorrow's going to change because they're going to have to get back together. Generally speaking, when you fight with somebody, you don't see them the next day or you tell

them to take a hike, F off, right? And you just never see them again. When you're on a reality show, when you're on the housewives, you have to get back the next day and talk about it. And it's almost therapeutic. So what I have seen is that, you know, I have seen Kyle get home and tell me how much she cannot stand the housewife. She will never talk to her again. She will never be. And then, you know, three episodes later or three weeks later or whatever you're saying, it's her best,

best friend. Right. So I have very much decided to not be judgmental and just to allow the whole thing to happen. I think that's smart. You mentioned earlier reading the room. If someone doesn't know how to do that, how do they have the self-awareness? What are some tips to read a room? because I feel like self-awareness is like the word we all need to have in 2024. Of the two words? So true. Self-awareness is so important.

It kind of says it right there, right? It's being aware when you're inside a room, right? It's being aware, observing, looking at the room. I mean, I could tell you that when I was young, my sister and I, we would be in the, you know, in the back of my parents' car and I would always play a game with her and I'd be like, what you just see? And she would be like, what are you talking about? Like, well, what did you just see?

Well, what are you talking about? I'm like, what colors, what license plate, what cars, what trees, what birds, what this, et cetera, et cetera. And she would go bananas with me. And I'm like, I would not let her like not see things, right? And so for me, I was always just like, if you look at me, I'm always observing. I'm observing everything. I'm observing what everybody's doing in a room, what they're smiling, what they're drinking,

what their facial expressions are, what they're wearing, et cetera, et cetera. All of those things tell you something about what's going on. So being aware, observing, being present, caring. And all of those things at the end of the day come with what you just said, which is self-aware. And you can't do it without being self-aware. No, I think we talk about this all the time. I feel like so many people get in trouble in life and we have when you're unselfaware, right? When it's like almost like something's a shock to you when it shouldn't be.

Does that make sense? It's in relationships and business and your job, whatever. Maybe it's all of a sudden you get blindsided by something that's like, well, if you're paying attention a little bit or being more self-aware, it wouldn't be as shocking. If people were just a little bit more self-aware, things would not be as shocking. You were talking earlier on the show about listening, and I think even when we were talking about podcasting, I think sometimes the people that are new to this medium that have struggled, they do the same thing. We're like, I have all these questions in front of me.

But if you're talking to me and I'm listening to you and I'm waiting for you to stop talking so I could just ask the next question, then I'm not really doing my job on a mic. I think something like, this is good for reference. points, but I actually have to pay attention what you're saying to have a conversation riff. I think you're so right that so many people, they think they're listening, but it's just waiting to say the next smart thing. Right. Well, but you guys are also, I mean, I've listened to your podcast and you're so good at what

you're doing. Yes, you have your questions there in front of you, but I know you've already read them. I know you prepared them. I know that you've got them going on. And, you know, if I'm not a good subject for you and I'm giving you a really bad podcast, then you've got to go to your questions, right? But if we're having a communication and we're talking and we're going through, all of that, then your questions are just going to come out naturally and you almost don't even

have to look at your paper anymore. 100%. Yeah, we always say the best ones are like when you barely look at this. I look at it as almost like just reference points, but no, to your point, it should just be a great conversation. Creatine. This is a question that I get asked a lot on DMs. I take creatine every single time I work out. And I feel like creatine's a little taboo with women. I have done so much research into creatine. And for me, it is absolutely the way to go. I feel like it really, really helps sculpt my muscles in the gym. So I do a scoop of creatine and a scoop of aminos in my ice water. I froth it up. I'm good to go. It tastes like nothing. And the brand that I use is Momentus. And I use Momentus because we had the opportunity to interview the founder. And they are so gnarly about the

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And they will give you your money back. No questions asked. You have nothing to lose. Drink element.com slash skinny. When you look back on when you first started the agency, did you set out to build this empire? You guys are opening in Austin. You have so many different locations. When you look back on it, are you like, oh, I knew I was going to build this massive brand? Or did you just sort of put one foot in front of the other? That is a great, great, great question. I knew I was going to build this massive brand. There was no question about it. It was part of the plan. You had the vision. I had the vision. There was no choice. It wasn't like, oh, maybe I will, maybe I won't. Like, I remember telling Billy, I'm like, we're going to be global. We're going to be all over the world.

Like, we're going to be everywhere. And he was like, and I remember him saying, like, I'm not 100% sure how we get there, but I believe in you. I know you're going to take us there. And I am all in. So you just tell me what I need to do and we'll do it. And I knew exactly the way we were going to do it. I knew how it was going to happen. I can tell you that we created a five-year business plan with Performa's. We looked at the, we looked at, we looked at, at five years afterwards, I was probably off by two or three percent. I mean, on every line item, on how many agents we would have, on how many offices we would have, on what the revenue would be. Not one line item was off by more than a couple percent ditch points. And that's, you know, that's a five-year plan that you're building off of a business plan, right? So you never hit those data points, right?

No, but you know, when you talk and when you say that, that doesn't surprise me, because I feel like if you had really, if you built that plan out to that degree, you were probably able to make a lot of disciplined decisions in the beginning to act like a business that was already there. Does that make sense? I imagine you said no to a lot of stuff that were maybe short-term good decisions, but long-term, not great for your vision. A lot of stuff. I mean, even the no-asshole rule, right? Everybody knows our rule number one is no assholes. We put it everywhere. We print it everywhere. Back in the day when we first started our actually our independent contractor agreement, our ICA, actually said no assholes in big capital

letters. Nowadays, my HR people have told me I can't put that on there anymore. I got to be a little bit smarter. But it actually just said no assholes on the contract. But I remember back in the day, you know, we had a real estate agent. We were just getting started. Every penny was important. We had a real estate agent that was an asshole. This person was, you know, the number three agent in the company, me first, Billy, second, this person, third. So that person was performing. Performing, crushing it. From a P&L standpoint.

But was an asshole, complete asshole. Billy and I looked at each other and we're like, dude, like, we're either going to be real about our world or we're not. Like, who are we? What are we? Like, this is a moment where we need to make that decision. And we really needed the production. Like, don't get me wrong.

And we let this person go. Kind of long story short. We let this person go. We were a little bit stressed. Within a week, within 10 days of letting this person go, the phone started to ring. We want to work for you. We didn't want to work for you because you were, you know, you had this person. We didn't want to work for you because we had this person.

We hired something like 15 people and replaced the person's production by like 5x, okay, by letting this one person go and being, you know, real to yourself. So when you've set up to do a business plan and you're doing that, you've got to dare to be bad. You can't be great at everything, right? If you're vanilla to everything, you're plain, you're nothing. If you dare to be bad, you can be something, right? Walmart dares to deliver really shitty customer service. But they deliver really great prices, right?

I think it's, like for aspiring business owners out there, this is so insightful because I always say, like, if you fuck up your culture, you're going to, Like all the other performance stuff is going to be really challenging. You have to have people that are excited to work within the organization and happy to be there. You'll get the best performance that way. If not, to your point, you get a bunch of people that either don't want to work with you, don't want to stay with you. It's just a disaster. Where's the asshole now?

The asshole is still producing a lot and is in another company. In his asshole ways. In his asshole ways. What are some things that you did when you started your business that you think made a big difference looking back besides? your no asshole policy. Like what are some things, if someone wants to, they're looking at you,

they see this huge empire. What are some little things that they can do to get started? That is such a great question. I'm actually going through that right now and I'm thinking about that right now because the real estate business right now is going through a lot of changes.

Okay. We've all read them and if anybody's following it, it's going through a lot of changes. Lawsuits with commissions, all this type of thing, NAR issues. I'm not going to go into that because that's a two-hour podcast on its own,

but it's going through a lot of changes, right? So the big question starts becoming in any industry, whether you're starting in it, whether you're redefining in it. But you always need to look at the same thing, whether you're starting a business or you're in a business, is how do you take advantage of opportunities? There's a shift happening. When a shift is happening, what do you do in order to take advantage of that shift? You have to go find that shift. You almost have to have an out-of-body experience and go look down on it and say, how am I going to do something different? In my case, when I started the agency, it was all about redefining the way real estate agents just worked. It was so easy. It was like it was just old.

It was archaic. It was dinosauric. Tech wasn't really in real estate. We didn't have an MLS system in real estate. We were still looking at books. Well, I would say something around probably the MLS system on computer where we actually had everything was probably like in the year 2000. Okay.

I didn't realize it took up. Way late. Way late in the tech world, right? We were looking at books like till the year 2000 plus. It might be 2002, by the way. I guess I didn't realize that because in 2000, we were still in high school. Well, there you go. But to your point, I just figured that it was, that's crazy.

Speak for yourself. I was in the womb. Yeah. That's crazy to think that the tech had advanced that much and you guys were still in books. Yeah. That's wild. Crazy, right? So we looked at it like we just wanted to redefine.

There was an opportunity for us to redefine the way people marketed, the way the technology works, the way that we marketed properties. When we started selling the agency, we are the ones that started. at the event marketing. It didn't exist before. The great grand open house, you know, the big party, the partnerships with Lamborghini and Ferrari and Petek Philippe and Rolex, like those type of things where you're gathering luxury goods or whatever it is that you're gathering in order to create an event and that event marketing and create an experience, that didn't exist. So we were the first ones to start that. We were the first ones to start this idea of video marketing and marketing

lifestyle versus rooms, right? So before that, it was, what am I buying? I'm buying a three-bed, two-bath, granite countertops, and GE appliances. Okay, like, that's what the ad said. Like, if you look at any old ads, like, that's what it was. Today, what we say is, like, you're buying a lifestyle, you know, your favorite barista is down, is down the street. Your, your dog park is, you know, over here, like, what is it that you're buying? Because you're not buying three bedrooms. You're buying a lifestyle. You're buying a sanctuary for your family, for your house, for a place for you to live and grow, create memories. And so we just changed the way that the marketing was happening. So I guess the big, the takeaway here is that if you're starting into a business, whatever that

business is, you need to look at, analyze the industry and figure out how you can be different, how you can redefine, how you can change, how can you improve, you improve a technology, improve efficiencies. There's always something that can improve. And one of the greatest things that you don't have to go invent an industry and you don't have to go invent something in order to make money,

you just have to find a way during a shift to take advantage of it. Like right now, there is a shift happening in the real estate industry. I don't know what's going to happen yet, but I can tell you that from my perspective, I've already taken myself out of my body and I'm looking at this industry

and I'm trying to figure out what that shift is, and how am I going to take advantage of that shift? But that shift is happening. And the ones that see it are going to survive, and the ones that don't see it are going to fold. On that note, I think there's a lot of people listening or watching that are familiar with you that see your lifestyle now. And I always say people look at the end result

and they don't see all of the hours and all the stuff that went into it. But I know, again, because of your personal story, and I know this wasn't always alive. You struggled for a long time. for somebody that's new to their career and they're sitting there and they're looking at you like easy for you to say, Maricio, but I don't have X, Y, Z. What would you tell those people? Yeah, you know, I didn't have X, Y, C, either.

I mean, I remember when I started my business and I got into sales and, you know, I was like trying to figure out, I was having the same conversations I am having right now. It was just a little bit different instead of looking at an entire industry and how I'm going to change it and how I'm going to define it and redefine the entire industry. I was looking at myself and how am I going to take advantage? of just starting to make, you know, 100 grand, you know, 300 grand, you know, whatever that looks like, right? I did that, you know, I came home one day after I was fired. I walked into my, my home, two-bedroom condo, you know, two kids, a third on the way. And I looked at Kyle and she

was clipping coupons and she was hiding that from me. And I had no idea she was clipping coupons. And she was clipping coupons in order to go to the supermarket so that she can save money. And she hid that for me. I had no idea that's what she was doing. So, You can get started from wherever you are in life. Sales is a great path. It's an amazing path for some because it is the ability to make a large amount of money through commissions. When you can deliver revenue to a company, they will pay you handsomely for it.

If you're delivering a service, depending on the service, it's generally not paid as much as delivering revenue. If you're in the service industry, if you're delivering a service, that is revenue. But my point is that delivering revenue is where, you're generally not paid as much as delivering revenue is where you get paid more money. In sales, you're taking all the risks, right? You're taking the risk on yourself. You're not taking business risk. You're taking the risk on yourself. And so, therefore, the return is higher. And salespeople have an ability to make a lot of money without having to make an investment, right? Or carry any inventory. Or carrying inventory, right? Or a small

investment, right? It's an investment in yourself. Yeah, no, I think that's why I was saying earlier, like if you can get into sales and you want to fast track your life and also have some stability, no matter, because I feel like I could take you right now, I could take everything away and put you on the street. And because of something. Exactly. That's what I'm saying. 100%. You will be fine because of that ability. 100%. You seem like you're a disruptor. Like if I was to describe you, I mean, yes, you're an entrepreneur, but you're also a disruptor. And you're also at the same time, a visionary. That was really interesting what you said about how you look at yourself sort of out of body. It's almost like meditative a little bit. Are there things,

that you do, like meditating, wellness, habits, healthy things that you do on a daily basis that you could give our audience? It is 100% meditative. There's no question about that. And yes, I have, you know, pretty much a routine that's every, you know, pretty much every day. Obviously, I, like everybody wake up with a hangover every once in a while. We don't know what you're talking about. It's worth noting that the first time Reese and I met was on a boat in the middle of the ocean at 3 a.m.

That's another podcast. That's another podcast for a different day. But yes, but I can attest you can drink tequila with the best of them. Yes, we can. But almost every day. I'm an early riser. I don't close my drapes. I wake up with the sun.

I meditate almost every day. I stretch almost every day. I'm just going to say it's every day because it's rare where I don't. Okay. I meditate. I stretch. I exercise. So basically what I'm doing is I'm exercising the mind, body, and soul.

Right? I eat well. I try to keep myself. in really good shape. It's very important for me. And that allows me to have energy, to have clarity. The meditating in the morning is so important, guys, to have clarity in your life

because it does give you that opportunity to have that out-of-body experience and to look at things differently. It is the only moment that I have the ability to define what my day is going to look like and make a choice of what my day is going to look like. And then I go through the day and then I deliver on what I chose that morning to make my day look like.

I get thrown a lot of curveballs during the day. Let's not, let's be real. Like, it's not like, oh, I'm going to make my day be, you know, flowers and and chocolates and sweets. Oh, my. Like, no, you're going to get, you know, when you're in business, you're going to get a curveball every single minute, every single day. But it's a question of how you deal with those things that allows you to ultimately at the

day, you know, be successful. Michael, I'm trying to get him to meditate. And I told him, I said, meditating is not. just for spiritual reasons. It's exactly what you said. It's like a business strategy session with yourself of how you want your day to go or your week or your month or your year or your five year. It's actually a strategy session with yourself. Is there a meditation that you do or you just sit in silence and if so how long I need to know specific? Yeah. So different things, different days, different situations. You know, so if I'm next week I'm going to be delivering the forum. I've got

700 of my top real estate agents coming here to Austin, and I'm going to be on stage, delivering, motivating, all of that stuff. So I'm waking up that morning and I'm meditating and I'm really just meditating then to make sure that I can deliver passion, motivation, messages, takeaways, deliver, you know, empathy and reality, right? So that's very specific to what I'm doing in that morning. When I'm meditating with nonspecifics and I'm really just allowing myself to get more out of body and trying to see things from a different perspective, it's more of a silent meditation. Sometimes I'll put on like a sound bath or something like that that's just very innocuous and just kind of doesn't really do anything. I don't like that. I started

meditating and this is important because a lot of the people listening probably have never meditated. I started meditating through guided meditation and that is a really great way to start. Once you get going and once you're accustomed to it, you don't need the guided anymore and you can kind of allow it to happen by by itself. The other day I can tell you, I went into the gym, I woke up super early my intention I was gonna be doing dancing with the stars I was in the competition day I woke up super early and I was gonna be you know half naked on the on on on television and so my intention that morning was just to go in there have a little 20 minute meditation really get focused on my dance and then work out and get ripped

so I can look good right I got into this meditation I was silent about two hours later I woke up out of the meditation I was late for the to get to the to the dance studio it's a live thing. I never worked out. I never did anything. But the meditation got so intense that I didn't even realize that two hours had passed.

That was the first time I had had that experience. You can get that deep if you get into that situation. Are you inspired? No, I am. It's one of those things where I've had so many people that are high performers

come on the show and tell me the benefits they've got from it. And it's like, I've started with the guide. I think I've got to find a better guide because sometimes I get thrown off. I won't say anybody's name, but I just got to find that one and then stick with it. Because I have the other stuff pretty well under control, right? I will do all the other stuff, eating well and the fitness, but this is something I need to do for sure.

This morning when I was meditating, I had my crystal eye mask on, my headphones on, my blanket, and he tries to pound around to break me out of my meditation. And I'm like, it's not going to work because that's why I meditate. So I have capacity to deal with outside stress. It's not going to work. You try so hard. It's a sneeze. it's a throat clear

I will say the dog did this I'm you're not going to break me out of it little couple syrup here I will say that we also have a three year old and a one and a half old in the house running around I need to get my she going while she's meditating I have both I carried them for 10 months each

I carried him for 10 months each let me meditate for 20 months so you took you carried around for 10 months you had an extra month I'm adding an extra month I'm rounding out you'll find with her she she always adds a little bit of exaggeration. Okay. Call it 11.

You know. I mean, that's impressive. 19 months, bitch. Speaking to you now, a lot is starting to line up with with the world that you're in. And we were talking about this a little off air. And again, like, Lauren and I work in this environment where we control it. Like what we say today, we produce it. We own it.

We don't have to, I don't have to be edited. Like, it's my choice what we decide to put out. But in your world, I feel like you guys can't sneeze without the world commenting on it. And I wonder with everything that's going on on the show and in your personal life right now, like how you deal with that outside noise and still. He meditates for two hours. And still show up here and do a podcast and stay focused and still show up to your event and stay focused. Because I think a lot of people would be going through what you're going through right now and saying, what the fuck do I do. What my life looks like right now is insane. It's out of control. The amount of stories

that are coming out on on a daily basis about, you know, everybody wants to know what's going on with my, you know, with my marriage. Like I do too, you know, like, and we're normal people, we're normal human beings, we're going through a struggle, we're going through issues, just like everybody else does. There's no playbook for how to deal with it. Like, we're humans, we're people. And it doesn't change on a daily basis. Like, if we're separated, we're, that means we're giving each other time to allow things to happen, which means it can't change every single minute and every single day. And, you know, the tabloids right around, you know, they want to write a story about it every single day and I get calls and I get stopped and I get

this and I'm like, guys, like it's just not happening that fast. Like when I know what I'm doing with my marriage, I will let you guys all know. Until then, everybody can take a high and fuck off part of my language, right? But do you feel that that is fair to have to let the, I mean, I guess it's not. It's not about being fair, right? It's about life. I mean, it's just, you know, we're in the public eye. We're, you know, on two television shows. We've got the real houseways of Beverly Hills. We've got buying Beverly Hills. We've got buying Beverly. Beverly Hills. I'm on a primetime television show right now, you know, on Dancing with the Stars, a third show that we've added to our life. My wife is, you know, in the middle of producing,

you know, a documentary and she's in the middle of doing some, a bunch of other stuff. We're public figures and people want to know. We cannot control that. It is a bit of annoying. The way I control it myself is I do not let the noise get in. It's, it's hard sometimes. Sometimes the noise gets in. Don't get me wrong. When I say I don't allow it, like I don't allow it. But there are days. where it gets in. It just pierces in there, right? There are moments where that noise gets in. I don't have a Google alert on myself. I already know what happened to myself. I wake up every morning. I know where I am. I know what I'm doing. I know what happened yesterday. I don't need to read about myself to know what happened yesterday, okay? Or to read speculation about what's going to happen tomorrow.

Like, I don't need that either. So I don't read that stuff. I don't have a Google alert on myself, which is really, really important. I don't have a Google alert or my wife. I've chosen this year to not watch the season of Real Houseways of Beverly Hills, so I'm actually not watching it this season because I also know that they're dramatizing everything and there's a bunch of stuff and there's a bunch of stuff against, you know, that, you know, that I don't even want to see just because it'll create more noise with me and the more, you know, more opinions and the people that are, you know, that watch that show are all opinionated and they just don't realize that, you know, there are two humans on the other side of that, you know, opinion and that's really, really difficult. But the way I deal

with it through meditation and I deal with it by not, you know, just, I just don't listen. I mean, like I always tell my wife, I'm like, I know what happens to us. I'm the one that went to bed. I'm the one that woke up. I know every conversation I had yesterday and I know every conversation I'm having right now. So I don't need to read the speculation and the BS that's out there about us that's speculative. Did you know you can tell the difference between a laboratory grown diamond and a natural diamond? Laboratory grown diamonds are mass-producing. in factories in just a few weeks and are easily detected due to their distinct patterns. On the other hand, natural diamonds are over a billion years old and support the livelihoods of

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daily and that's why they've been a partner for so long. If you want to take ownership of your health, it starts with AG1. Try AG1 and get a free one-year supply of vitamin D3K2 and five free AG1 travel packs with your first purchase. Go to drinkag1.com slash skinny. That's drinkag1.com slash skinny. Check it out. Have you guys ever thought about pulling away from the show given, so at this point in your life with all of the success you've had? I always wonder too, like, why anymore? Because your life is open now to like you said,

all of these people that have an opinion constantly. Yeah, it's a catch-22. You know, there is a lot of fun stuff to it. You know, for example, right, I'm on Buberty Hills.

Buying Beverly Hills is not, you know, on Netflix. It's not nearly as, you know, it's not a toxic environment. It's a better business. I love that show, too.

It's a great show. It's a good show. Vera's amazing in it. My kids are amazing. I get to do it with my, you know, two of my girls. and you have to tune in to see if there's a third one coming on.

I was just going to say. I think it's and now it's three, right? And I love it. It's an amazing thing. I get to work with them. I get to have amazing experiences. The friendships that we have all developed, not only as a father-daughter relationship,

but also as a friendship relationship, has grown incredible. It's amazing the stuff that we get to do together. And a lot of that has to do because we work together, because we filmed together. And I wouldn't trade that for the world. because that bond that I have with my daughters, with Farah, Alexia, Sophia, Portia, but primarily with Farahlexia because of the show and all that stuff and that friendship that I get

to have with them as adults, I wouldn't get to do that if I wasn't doing that. So that's an amazing trade-off. And obviously it's an incredible thing for marketing, for branding, for allowing us to grow the brand and the brand recognition on a global basis. So all of those reasons are reasons, you know, to continue to do the show. I think that it should also be said that 26 years of marriage that you guys have had is incredible. And four children. And four children.

When you look at 26 years of marriage, what are some things that you would give advice to a couple like Michael and I? Michael and I will be married for seven years. We've known, we've been dating our whole life for 21 years. Not collectively, like sporadically. What are like some good tips and takeaways? I love that. Well, 26 years is a thing. right? And it might, you know, it might go longer. It might not go longer. I don't know at this

moment, but 26 years is definitely a success. And it's actually been 27 years. I always say 26 years because it was 26 great years and one difficult year. Round up like me. Just say 30. 30. It's 30 years. Look, at the end of the day, I think couples have to respect each other, respect each other's boundaries, have fun with each other. Like, you cannot lose that fun. You know, it's like you get into these moments, I see so many of my friends and couples and all of that stuff and they get into this thing of like repetitiveness. Everything's the same. Like I got to get home. I got to feed the kid. I got to do this. I got to do that. Like, you know, I got to be home by six because other, it's like you cannot have everything so regimented. If you have everything so regimented,

eventually that starts getting old. And when things start getting old, eventually it starts breaking up your relationship. Being open, being willing to take some risks, willing to be outside of your comfort zone, being creative. Like, as a a couple, you still have to continue to, you know, to go find things to do together and be creative and be, you know, do different things. It's very, very important to do that. Are you taking notes? Creative. Creative. I can feel her staring. Yeah. Laughing. Laughing. Laughing and having fun is like critical, right? Like taking trips. I mean, you guys, you know, I saw you guys. You're out there. You're out and they're like, like, do fun things with each other, right? Of course. No. I mean, I think what we always say

for us is we start, like we're best friends. We do. you know, we want to do all of the things you mentioned. Because if not, like, what else? What's the point, right? Like, we're not just trying to play house together. One of the thing that I really want to compliment you on and Kyle too is that you guys have raised really amazing children. Thank you.

And they're very, very well-rounded and they're smart and they're self-away. I just think, I think Farah's incredible. I think she's just, and I know your other daughters are the same way. Farah thinks the same about you, by the way. I love her. She loves you. Farah, come back on the show. show. Farah, we miss you. Yeah, let's get you and Melissa on. But I want to know how you guys have

been able to do that in a city where that can be really difficult. Because not everyone's, I lived in L.A. for a little bit. Not everyone is like Farah. She's down to earth. At the end of the day, you just got to be real. I mean, I can tell you that, you know, I can't talk, you know, Kyle's an amazing mother. She loves her kids. She's real. She does all of those things. I cannot talk about Kyle in terms of like forgetting, but like, for example, me, I forget I'm on television. If I'm not talking about it, I forget I'm on it. Somebody will scream at me on the street and like, Maricio, and I'm like, you know, like, how do you know me? And so you just got to be real and it's hard. It's easy to say, you know, life is so interesting

because my opinion and my philosophy of life is just going to simple simplicity as much. as possible, the simpler we make it, the more fun and the more complicated it can be. Going to simplicity and actually doing that is really, really hard, right? But at the end of the day, like, yeah, you could just, it's so easy to save. You could just be real at home and be open and be vulnerable and be all those things. Like, you're going to raise real kids. It goes back to reading the room. If you're watching them, if you're observing them, if you're present, you're going to raise real kids, right? Like, you have a limited amount of time with your kids. That limited amount of time that you have with them on a daily basis, if you are present, you can choose to be present, you can

choose to pay attention, you can choose to show them love and you can choose to do all of those things, or you can be on your phone, you can watch the game, the World Series, the Super Bowl, you know, and be like, stop bothering me, stop bothering me. There's choices in that, okay? Those three hours that you have with your kids, if you are present with them and give you. giving them love will make a humongous difference. I think that's great advice. Great advice. If you were to leave our audience with a success tip,

you're around a lot of very smart people, you yourself are very smart. And not just in real estate. I mean, you're selling to some of the most successful people in the world. And also we listen to you on Edmylet's podcast. I know you're friends with him. Like you're just surrounded,

I feel like, by a lot of high performers. And what is like the common denominator that you would leave with our audience? That is a great question. I think that the common denominator amongst high performers is that everybody, high performers seem to find a solution and seem to look at the world just in different ways, right? Like, there's no problem that can't be solved. There's no bad situation, right?

Like, we just seem to look at the world from a much wider perspective. Don't look at negativity and problems as a problem, but rather as a potential to solve a solution and create a solution. There is, people say at my company all the time, you can't deliver bad news to Mauricio, right? It's not that you can't deliver bad news. It's that bad news to me is strictly an equation of something that needs to be resolved to be turned into a, you know, into something. And so I think that that's, you know, successful people, they wake up early, successful people are present. A lot of them have the ability to have that, what I'm calling that out-of-body experience, be able to look down on themselves and look down on their industry and look down at their issues and start finding solutions and opportunities

and everything and we're constantly thinking about those things. Before you go, what was the motivation? I just have, this is just curious myself, to go on dancing with the stars. I feel like if I were to do something like that for myself, that would be a lot of work. Yeah, it's a lot of work. No, Michael, I don't think you understand how much work it is. Tell them how much work. You're practicing like 16 hour days, right? I'm a confident guy. I feel like I would be such a fish out of water and something like that. But it's also such a good work. out, huh? So it's an incredible workout. It was the most fun I've ever had in doing something that was just completely out of body. It was incredible. First of all, you rehearse four hours a day. Okay. So you're literally dancing, working out four hours a day. You know, then, you know, I was spending at least another hour a day in the gym, stretching, still working out, lifting weights, all of that stuff. I obviously wasn't doing cardio. I was doing enough cardio with the dancing, okay? But the motivation to do that, honestly, and, And I look at it two different ways.

The motivation to do that for me, A, it came in a really good time in my life. So it gave me an opportunity to get distracted, to do something else. From a business perspective, the president of my company, Rainey, had control of the company. Like, I had the time and the ability in my time right now to be able to just take that time off and dedicate myself to something completely different. But two of the most important things that I got out of this thing. Number one, all successful people in every book that you've ever read, everything that has to do with motivational always tells you that in order to be great, you have to put yourself out of your comfort zone, put yourself in an uncomfortable situation,

right? I have not put myself in an uncomfortable out of my comfort zone in many, many years. Okay, I would say probably, I don't know, 12, 13, 14 years where I literally have been doing something that's completely outside of my comfort zone. Dancing was completely outside of my comfort zone. I've never danced before. I've never performed in front of a live audience before. I've never had to do anything artistic like that before. What ended up happening because I put myself outside of that comfort zone was such a

growth and such an amazing thing and it made me so much better that it made me realize how important it is to put yourself outside of that comfort zone. And what I grew and what I learned was I learned empathy. I learned, you know, I was in how to listen, you know, I was now a student, not a teacher. I went from being the CEO of, you know, 100 offices, 3,500 agents, you know, being a teacher, being a preacher, to being a student, to listening, to having to learn something completely new. I learned how to tap into a part of my brain that I've never tapped into, which is that artistic, performer, dance, completely, you know, left brain, right brain, all that kind of stuff. Like, I tapped into a completely new part of that brain that I had never tapped into, okay? I learned that, you know, how many mistakes I would make on a daily basis.

I mean, on dance two, I think it was week two where I was dancing the salsa, and I knew the dance and I had it perfect. The cameras came on. The lights were off. I was in the middle. I did my first third of my dance. It was pretty much broken into thirds. I did the first part of third of my performance amazing. Second third, I came out of it and I completely blacked out.

Never blacked out in my life. I literally blacked out. I lost my vision for about two seconds. seconds. I looked at Emma and I, and I'm like, I have no idea where I am with the dance right now. I just kind of kept on moving. I kept on dancing. I'm on live television. I missed a third of my dance, okay, but I faked it. The country didn't know I missed a third of my dance. Okay, the country thinks I missed five steps. I missed a third of my dance. I then got it back together and finished the last third beautifully and amazing. Right. That, that lesson right there was, was,

was an incredible lesson. Like those moments where you're doing those things and you're making that kind of mistakes, it taught me empathy. It taught me empathy for the people that work for me when they make mistakes, right? So there was so many great valuable lessons that came out of putting myself in this,

you know, out of my comfort zone. That was, I wouldn't trade it. This is why I love doing this show so much because I think, again, people will look at you from the outside perspective without hearing you speak about this and they will have their notions about why you chose something to do this.

And I think you just, explain that so eloquently and it even got my wheels spent like you can apply that to so many areas of your life you can go into so many different areas to put yourself in a little bit of discomfort we just had a guy named michael easter on the show who wrote a book called the comfort crisis and it was a lot of this is about taking yourself out of your typical environment and doing something that stretches your comfort zone so that you can grow and speaking of it just distractions i want to read that book i just finished a book called the the courage to be disliked which has a little bit of that concept

too which is really good you'd like the comfort crisis he's um he's um Yeah, you'd like that way. It's a quick read. He's a cool guy. Love that. Maricio, I could talk to you for hours. You can come back on with Farah. We can talk more real estate. Tell everyone where they can find you. Also, you have to let everyone know you guys are opening in Austin. We're interviewing you at your agency forum next week. I'm so excited. I feel like this episode gave me tons of tools to interview you. But where can everyone find you? How can they support the Austin opening? I love that. Thank you so much. We are opening up Austin this week. The grand opening is, Tomorrow, I'm so excited for the agency to be here and to be in Austin. I love Austin. I've been coming here for years. I'm going to be driving the Circuit of America tomorrow, which I'm very excited about.

And you can find me on probably the best ways find me on Instagram, M. Umanski 18. Yes, the number 18, M.Umanski 18 on Instagram. Feel free to send me a DM, and I do try to answer most of them. Thank you for coming on. Thank you, Marisa. You're the man. We are doing a giveaway. It's a huge ass giveaway with Chroma Wellness.

I'm obsessed, obsessed, obsessed with their cleanse. It's so good. It's like my favorite ever. They have a cranberry hydration packet in there that's so delicious for electrolytes. They also have my favorite beauty matcha that has protein in it. And we're giving away a full cleanse. So you get this gorgeous stunning box. And not only that, it comes with like a cookie butter.

You guys, it's the best cleanse. Anyways, we're giving away a box. All you have to do is tell us your favorite takeaway from this episode with Mauricio on my latest post at Lauren Bostick. and you will be entered to win.