THE ED MYLETT SHOW - How to Thrive in a Recession w/ Mauricio Umansky

Episode Date: April 25, 2023

Are you ready to SHARPEN YOUR DEALMAKING SKILLS?This week, you’re going to learn what it takes to achieve more success in closing your deals from a man who is easily the most high-profile and SUCCESSFUL BROKER in the luxury real estate market today.My good friend MAURICIO UMANSKY is the founder of THE AGENCY, a billion-dollar real estate brokerage, and stars in THE REAL HOUSEWIVES OF BEVERLY HILLS and BUYING BEVERLY HILLS.  His new book, THE DEALMAKER, is a master class in doing business and how you can find success at work and at home.Mauricio has remained GROUNDED through it all, rising from humble beginnings to become the TRUSTED real estate expert for the richest and most famous celebrities in the world.  His stories are fascinating accounts of what it takes to NAVIGATE those challenging and cutthroat waters.In this interview, Mauricio shares his insights on:👉🏽 BALANCE, dividing your time between WORK, FAMILY, and SLEEP👉🏽 His number 1 secret to CLOSING the DEAL👉🏽 How to take advantage of a recession👉🏽 What it takes to be a successful ENTREPRENEUR👉🏽 The good and bad parts of achieving CELEBRITY status👉🏽 The essential need for SELF-ANALYSIS and playing to your strengths👉🏽 Whether being RICH and SUCCESSFUL is really worth itMAURICIO UMANSKY brings a grounded, NO BS dose of COMMON SENSE to this week’s episode.  Not only is he the REAL DEAL in his real estate ventures, but MAURICIO is also the real deal in all parts of his life, too.

This is the Ed Milach Show. Alright, welcome back to the show everybody. I'm excited because a really good friend of mine is here today, and he's the sexiest man in the world and the most charismatic man that I've ever met in my life. He's also, though, probably the number one real estate brand on the planet right now. And so you would probably know him from his company, The Agency. You may also know him from the real housewives of Beverly Hills, he and his wife Kyle Richards

are sort of the OGs of that show right now. He's also got a new show out on Netflix right now. What's the name of that show? Called Buying Beverly Hills. Buying Beverly Hills. And so if you have ever watched that show, you recognize that beautiful voice of my friend, Mauricio Yamanski, welcome, Mo.

And how are you? It's so good to be here with you. We've been talking about this for a long, long time. I know, I think the timing's better now because the book's out, right? And that's sort of the intro. He has a new book out called The Dealmaker, How to Seced in Business and Life,

Through Dedication, Determination and Disruption. He's highly qualified to write this book. So let's talk a little bit about all the stuff in there, okay? Because it's like a very detailed book, brother. There's a lot of details, there's a lot of stories, you know, and one of the things I wanted to do is I wanted to kind of teach what I've learned, but through storytelling, right? Because I feel like a lot of the books that you read, it's like it's very, you know, like do this, do that.

Like I didn't want to tell people what to do. I wanted them to think about my stories, what I did. And then how does that relate to that person and then how can they learn, right? I mean, I've learned so much from you Ed, let it's like, you know, well, I've learned a lot from you too. And one of the things, here's why I like that you finally wrote a book,

because I've been telling them to do this for a while. I was like, right the book, man, right the book. It's because a lot of people that write books, and I don't mean this disrespect to anybody, they haven't actually done what they say they do in their books. You actually have produced evidence and success through this stuff that's actually in the book.

And some of it's like, you're right, there's all stories in it. Couple I can't wait to talk about today. But there's even some basic principles, but even for me, I've read every dang book on personal development or business probably on the planet. But like even in the very beginning of the book, I think it's your

grandfather told you about like your grandfather, your dad, where you're like, Hey, there's eight, there's 24 hours in a day. Yeah, yeah, there's like eight hours, you I'll let you say it, but there's eight, eight, eight, what's the eights? 24 hours in a day. Yep. Eight hours for work, eight hours for family, free time, whatever that means. And eight hours for sleeping. Yeah. But you do that really well. Well, and I've learned it young from my grandfather, right? It's all about balance, you know, and I talk about it on my book, you know,

one of the things that, you know, you take from one, like you got to sleep, right? Like that the body just needs to sleep, right? And maybe it's seven or eight or nine or whatever, but the body needs to sleep, right? You can't take that away from yourself in order to have sustainability, long life, longevity, and to be able to be on it, right? But then you got to, and fortunately, you're unfortunately for some of us, unfortunately, we have to work. That's just part of our lives, right? So then it's those eight hours of play that you gotta figure out how to balance the most, right? And if you're borrowing from those hours to work,

you know, then something's gotta give in those eight hours for play, right? And then you gotta decide what's the most important thing for you, right? Is it your family? Is it play time? Is it friends, right? Because you can't do it all

if those hours become shorter, right? And one of the things that I've talked to some of my best friends and one of the sacrifices I've had in my life, you know, and growing the business and having to work because I didn't have money, you know, any money at one point in my life was that I sacrificed friends, right? Like, I had the family, I did not sacrifice family, I did not sacrifice my wife, my kids, my girls. I did not sacrifice that I sacrificed friends and you know, you look back in time and it's like I feel bad about it But you know, I wouldn't change it. It was the right decision, right? Even though I feel bad about it I don't think most people realize that probably something does give by the way, same for me

The exact same thing. I just said this today to somebody earlier in the day. Like that's probably the thing the last decade. I've maintained friendships, but they haven't gone as deep as they probably otherwise could have. I've actually though watched you in different seasons too. Like, I feel like right now, maybe you're on the work part a little heavier

than even before when I knew you. Is there some validity? You got the two TV shows. You got the book coming out, you got your company's exploded the last decade. You've built this explosive brand and company. You're pretty heavy on the work part right now. I am very heavy on the work part right now.

Why? Do you have to consciously choose that or do you like the season in your life? I'm gonna get it when it's good because I'm at a certain age. It's the season of my life, right? The business right now is in that moment of explosion, right? Like, and you've got, I always say, you know,

when it rains, catches much water as you can, because it's going to be a drought, right? And so right now, the business is just, it's in an opportunity where there's an opportunity to explode. The brand recognition is, you know, crazy. Kyle is doing, you know, she's at her peak in her career. So that's allowed us also to give the family more, because of the real housewives of Beverly Hills

and because of Alex Paschinen, all of those people, we have a show called Buying Beverly Hills. If we didn't have the real housewives of Beverly Hills, I probably wouldn't have Buying Beverly Hills. I don't know, maybe he has maybe not, right? But it's all of those things that lead to circumstance. And when that door opens, and you talk about this all the time, right, like when that door opens, do you walk into that door

and take advantage of that door, or do you stay looking, you know, at the room and try to figure out, you know, if you should go walk in that room. I think a lot of people don't walk in the room because they think they have to know everything before they walk in there, don't you? I think that's one of the biggest mistakes people make is that procrastination.

What's inside that room? What does it look like? But time you figured out it's closed. You're so, man, that's really true. The window or the door closes if you flinch, right? Like you gotta be willing to step into the unknown a little bit. I said this about you and I intro to you,

I wasn't me and funny You are the most charismatic friend that I have and you and I have a lot of really well-known very influential friends famous friends But of all of them if you said to the word to me charisma Persuasion whatever that thing is I'm serious mo. You are the most charismatic friend. We've both got a lot of them I love you for that man. It's you, that means the world, thank you. It's really true though. And I wonder, in the book, you actually, you don't use the word charisma,

but you kind of break it down by influence. I think a lot of this you kind of have, right? You got, but you talk about in the book you like everyone's a VIP, right? Listen, there's these things that, I don't care if we're a social function or we've been at a golf tournament together, we're down in Mexico together, we've been at a business meeting, one of

your business events. You have this amazing ability. I don't know if it's that the person in front of you is like the most important person in the world at that time, but what is this charisma thing you do so well? It's innate, you know, I think and I think, you know, and I talk about it in my book, I think that the fact that I was born with a, you know, terminal blood disease that I think, and I think, you know, and I talk about it in my book, I think that the fact that I was born with a, you know, terminal blood disease that I survived, the fact that I was the oldest, like, there's circumstances that make us as people, right? Like, you get things that good and bad, right? And then we have the power of the mind to change that or to accept it and make ourselves better, right?

But because I was born with all those things and because I was the first child and the first grandchild, I had a lot of love. And one of the things that my parents did really well is they made me feel so good and so confident and just about everything I did that I was born with an innate confidence in myself. Interesting. And then it was taking that confidence,

and when you have confidence, you have charisma. I mean, not always. But if you have confidence, you have charisma, right? Are you ever intimidated when you're in a room? I mean, you saw, just so you guys know, this guy sold the first $100 million house ever. Michael Jackson's house, Michael Jordan's house.

If you know somebody probably pretty famous, most probably had something to do with a real estate deal with the breeder. Do you ever, because I mean, a lot of people, like, I gotta walk into this board meeting, I'm intimidated, I've got a sales call with this client, I'm intimidated.

Even your agents that work for you, I'm sure there's, have you ever had that, or do you use it that confidence that, is it, I know who I am, I'm loved, I believe in myself, and that's what I'm doing. No, it's, I'm definitely been intimidated, and I've been intimidated,

walking into meetings, and I've had fear making a call When I have to deliver bad news and everything that everybody feels I've had and I you know I'm not I'm not resilient to that. There's no inateness in that But you know you've taught me and and a lot about that and it's all about the power of the mind right and you can change that Right and and so I can tell you that you know my morning routine when I'm getting ready to do something, whatever it is that I'm gonna do like today, I'm gonna be on your show,

like that's such an exciting and amazing thing for me. I could not be more excited. So I woke up this morning, I had a lot to do this morning, I woke up a little extra this morning. I skipped my workout and I did my meditation, because I didn't have enough time, right? But I'm like, okay, what am I gonna do? What am I gonna accomplish today with you on the show?

And so you can work through your mind to make sure that when you're in a situation, you deliver, right? And so, I mean, I had a story right in time when I was showing a property of the mere of guitar, right? Like, the mere of guitar arrived and I had no idea. I really didn't know who was arriving. I mean, I kind of knew it was a big deal, but at eight police motorcycles,

you know, six police cars, seven SUVs, and boom, you know, like the mere of Qatar is there looking at the house, right? And I was like, okay, and the security, the security service would not let me near him, right? And these guys were all, you know, six, six giants. I mean, that wasn't one small guy, right? So I'm sitting there in the room and I'm trying to, you know, show the Amir, you know, the house.

And, but the guys wouldn't let me be near him. So I felt like I was talking through walls, jumping up and down, trying to get hard to make a connection. So finally, after two rooms that I'm showing the house, I say to the Amir, I go, sir, are you enjoying the house? Would you like me to show you the house?

I mean, or not. He goes, yeah, I'm so far. I like it, you know, a lot. I go, okay, would you mind asking your secret service, you know, to give me some space so that I can actually like show you and sell you the house and he loved that, right? Like he did. And so it's that confidence that allows you to break that barrier.

Interesting. Right. Interesting. Do you? I am picturing you doing that and like just so you know he's perfectly suited to do this. You guys absolutely perfectly suited. Is there a... I'm worried about all kind of stuff in the book. There's someone I took a book up the stories too, but is there something that you do better than anyone in terms of like that process of closing and

persuading? When you're showing a home, for example, or you trying to project them, you say something in the book about creating an emotional moment. This is like brilliant, brotherway. Are you conscious of that? Like is that, because you put it in the book, right? What do you mean when you say that?

Yeah, I'm definitely conscious of that. And I think in terms of like, what do I do better than most? You know, I don't know if I do anything better than everyone, I think everyone. Like, you know, I think people are geniuses and there's amazing people that do extraordinary things. But one of the things that I do best

is what I call reading the room. You have it in the book, yeah. It's a play now. And what that means is really just understanding your audience. And when you're understanding your audience, and you can understand their emotions, and you can look at them, and you can actually read what's going through their brain, then that gives you the opportunity

to create an emotional moment, right? And so when you create an emotional moment, that's when you can make a sale, right? Like that's when you can get somebody. But again, that doesn't happen by accident. It has to happen by you have to make it happen, right? So one of the things that I do before I show a property where I'm gonna have a meeting is I go on somebody's LinkedIn I go on their bio I understand who are my audiences, right?

Are they philanthropists are they male show this? I mean like what is this human being that's in front of me right like Do they have kids? They have dogs? They have horses? Do they like golf like what's going on with these people before I have that meeting. Now I've got background, right? Now I'm in the room, I am not automatically showing off that I have background on them. I'm not giving them the fact to them to know that I have background on them. I'm just, you know, now talking to you, right? I've shown you the house, I'm talking to you, I'm getting to know you, right?

But the leading questions that I'm asking you are so prepared because I already know a little bit about you, right? If I know you like horses, right? I'm not asking you, you know, if you like giraffes, right? Yes, yes. My questions start becoming around a questrian

to get you to open up about, you know, something you already know about things. Something I already know you love, right? Now I break the barrier. I start eventually breaking down that barrier or creating a moment between you and I. And that's what I call those emotional moments. They could be physical, which is just setting up

the senses, the house, the smell, the beautiful flowers, whatever the physicality is, those senses, or it could be the emotional moment, and get to somebody in that way, and that's when it can become really powerful. No, that's so good. I'm sitting there thinking, man, it's really, really good in every single industry,

because we said about confidence earlier, confidence comes from preparation. And so maybe if someone's listening to me, I don't have that natural confidence that I wasn't raised like Moe was raised. That preparation really can give you confidence for whatever the meeting is you're about to go into. I wanna unpack that.

The other thing too is that most people don't do the preparation so they don't have that. And then they reverse. I just thought about something because I've watched people do this, even that have sold me things. They've done the preparation, and then they feel this need to let me know they've done it,

and then it loses the connection. 100%. I've done my background on you, sir, and I'm like, they think that impresses you, but then it robs us of the emotional moment, because you can't ask these questions, because now I think you're kind of reading off cue cards almost. Really good.

Yeah, you do not need to let your client, or the person you're trying to, and it is one of the beautiful things that I wrote, you know, I'm in real estate. And so I talk about houses and real estate stories and residential and some of the most expensive real estate in the world, right? But that's given me the opportunity to meet some of the most influential people in the world. But it's not only about, it's not about real estate. It's about life. And it's about professions and it's about professions and it's about and you know It doesn't matter if you in the service industry, you know, I say that all the time. I mean

You know for somebody like you and I how easy would it be for a hotel to just you know Find out what your favorite tequila is right or if you like tequila or if you like vodka like that'd be pretty easy Yeah, it's not that hard to figure that out today, right? Right even if they said a question here, right? Even if it's not, they're not using extra stuff. But how much better will your experience be if you arrived at a hotel? And they handed you your favorite drink, right? They handed you, you know, they had the right smell, whatever it is in your room, that you were paying a fortune for at that hotel or even not a

fortune, a moderate hotel. It's not that hard to give you a little bit of an extra experience, but nobody does it. It doesn't exist. It really wouldn't be very difficult. See, now you're getting in the minds and the strategies of the elite of the elite at what they do, because you're a billion percent right. You just made me flash to the three or four experiences recently I've had where they did do that, and I'm going back there. I'm patronizing that business again.

I'm gonna be a repeat customer. And I've told people about it, so I've shared the business. I've done their marketing for them when you do these little things. This is the nuanced stuff. The other thing though is you gotta have some guts. I knew this story about that you, when you worked for the Hilton's,

which is in Kyle's family and your family. But you tell this amazing story in the book. I think there's a lot of people sitting there right now, brother, that are like, I have this dream, I wanna pursue it, but I'm afraid to leave where I am. There's a lot of risk. There's fear. I also don't want to let down someone who's been pretty good to me or whatever. They have all these things they do. And so I knew the nature of your story of how the

agency got started, but most people don't. And so, and it really, it's a lesson on what to do and what not to do. A lesson to do on your side. And maybe when you're leading somebody, what not to do. And I've told you before we got, I said, I'm kind of surprised you put this in the book because it's a, this is a book of stock, man, this book is legit.

And so take them through your, we're gonna start in real estate, even though there was business before this. Tell them who you worked for, why it matters who it was, and then what ended up happening that finally helped you give birth to this dream that now everybody knows you from. Yeah, well, you know, one of the important things

and that I always talk about and kind of where the original concept of my book comes from is that when doors close, you have the ability to create another open one, right? And so it's like, boom, something closes on you. You know, I got fired from a job, like boom, I got into open one, right? And so it's like, boom, something closes on you. I got fired from a job, boom, I got into real estate. Like, instead of going into a hole and not coming out, it's like I used that getting fired from one industry

from the fashion and going into real estate, right? So cut to, I'm in real estate now, I got my real estate license. I'm working for, I get a job, working for my brother-in-law for Rick Hilton at Hilton in Highland, one of the best firms in the world. And I still think, from a luxury perspective, it was one of the best firms in the world. It's broken up recently. And so unfortunately, it's just not there,

but I can tell you that during the history, it's hard to beat that, okay? Okay. And, you know, they gave me an opportunity. They opened a door. They gave me an opportunity to work. I nailed it. I kicked some ass.

I, you know, ultimately became their number one salesperson. I ultimately became, I was responsible at one point for 20% of their business. They had a hundred agents. They did a billion dollars that year and I personally did 200 million, 193 of it, like 19.3% of their business. And I went to Rick, who is my brother-in-law,

and I basically, and again, I wanna make sure that everybody's super clear, this is a story of just life, and it's not, I am not ragging on him, they gave me amazing opportunities, and they gave me stuff to do. It's just, and the reason I chose to tell the stories, just because it's just real, and it's true.

And if it didn't happen like this, I just wouldn't have opened the agency, I wouldn't be where I am today, and in a way I'm thankful't happen like this, I just wouldn't have opened the agency. I wouldn't be where I am today. And in a way, I'm thankful it happened like this. So this is not a negative thing. I'm not dissing, I want to be super clear. Like it's just the way life works that allows you to make certain decisions

that I probably wouldn't have made had it not gone down this way, right? So I'm 20% of the business and I say to Rick, I say, Rick, I really want to help you way, right? So I'm 20% of the business and I say to Rick, I say, Rick, I really wanna help you grow, right? And at that time, you know, Paris was the hottest star on the planet. Paris Hilton. Paris Hilton, Rick.

Hottest star on the planet, right? Who's your niece? Who's my niece? And so I said to Rick, I said, Rick, you gotta take advantage right now of your name. I go, let's dump the Highland name. Jeff Highland will still be your partner. I'm not saying, don't dump Jeff. He's your partner. Like, dump the Highland name, make it Hilton real estate. Yeah. Let me help you grow it. And let's go franchise Hilton real estate all around the world. So right. Let me help

you grow up, which is an essence, the playbook for the agency. I know? Right. And I go, let's go do that, right? He goes, well, you know, I don't really want to do that. You know, we're a boutique firm, we're a luxury firm. I never want to be bigger than that, which by the way, kudos. Amazing for him, love that. And that's why I think it's one of the best was one of the best brands because they stuck to who they were.

Sure. Okay. So amazing brand, they stick to who they are. He go, I said, okay, I get that, but I really want to who they were. Sure, okay. So, amazing brand, they stick to who they are. He goes, I said, okay, I get that, but I really want to help you grow. And I want to, like, you know, like you're in New York, you're not working that hard. Like, let me be your partner, right?

And let me be your boots on the ground. I'm 20% of your business. And so, he said, yes, no problem. I'll let you do that. But I don't want you to get, you know, into our books and I don't want you to, like, you know, get into that whole world. So, you know, rather than making you an equity partner, I'm just going to give you a percentage of, of, of, of, of, of gross sales.

Yeah, gross, right? And so he offers me a percentage of gross sales and I accept, and probably less than I would have wanted to, but I accept it because I just wanted, at that point, the point the recognition, right? Like it was more about like, I'm trusting my ass, I really just want the recognition, I'm 20% of your company, you know, and you're not that present, right? It's the reality, right? So he says fine, no problem. I say fine, no problem. I accept the deal, put a little term sheet together, we do a deal term sheet, we go forward, you know, families, we don't go into heavy, you know, legal, just a term sheet, right? Boom, we go forward. Well, the next year, you know, 18 months

later, the next year, recession, 2008 crash recession. In the meantime, I had the best year of my life I kept growing because I took advantage of the recession and I took advantage of you know double downing and you know being a Contrarian I kept growing I had an extraordinary year and I get a phone call from Rick and he says hey, you know It's a recession. We're not making any money. We actually lost money. It's really unfair if I'm paying you money and We're not making any money, we actually lost money, it's really unfair if I'm paying you money. And I'm not earning any money, right? And I, great time for me, I said to him, well Rick, no problem, I totally get it.

I go, take what you owe me and make me a partner in the ups and the downs. Give me an equity partner. I'm in, like when we lose, we lose together. When we win, we win together. Like that's what I want. Right. Right. And so the answer was no. Right. And you know, rather than fighting it and rather than going after, you know, him, you know, because the family is more important than business. Okay. And my my wife's family, her sister, her niece has me everything to her,

and I did not want to get in the way of that. So I just let it be. I lost, you know, one of the lessons that we learned when we're really young in life is that life's not always fair, right? You go into your parents, you know you were right, your parents didn't see the whole thing and they just tell you,

you're in trouble, go to your f*** room. And you know what, life's not fair, right? Right, you're in't see the whole thing and they just tell you, you're in trouble going to your f**king room. And you know what, life's not fair. Right. Right, you're in your room, right? So you got sent to your room. So I got sent to my room, life's not fair. I accept it, it's not fair. But I'm not gonna fight it.

I'm not gonna fight for fair. I'm gonna just accept it. Right, but what did that do? Is that got me thinking, right? And I was an entrepreneur and I wanted to do my own thing and I wanted to put this business plan that I put in front of Rick and I wanted to do it myself.

And thus, the beginning and the birth of the agency, right? And that's in essence what the agency is. You all hearing this, I wanna keep going, but so a couple of things. One of you got sent to his room and what he did is he looked out the window and said, hey, maybe I could go build my own mansion, my own business. That's lesson number one.

Lesson number two for me is, you know, that when you do have a rain maker in your organization, when you do have somebody really making it go for you, make sure you take care of them, even in the good and the bad times because ultimately if you don't, they can leave you. The third thing that's most important for all of you is the agency, which is, to me, the biggest real estate brand on the planet right now, the fastest growing agency in the world, was born in a recession. And so a lot of you that are out there going,

this is the worst time to start a business or it's a difficult time. Everyone always says, well, so many great businesses were built during a recession. I'm sitting in front of a man who's built an iconic brand, hundreds and hundreds of millions of dollars of real estate sold that started during a recession, correct?

That is 100% correct, yeah. That's pretty powerful. Anything on that you would add to the story or want to, being full circle. Yeah, no, I think you've nailed it. And again, the idea of building a business, and it's not only about building a business, it's about building yourself, right? Like, so for example, if you're in real estate and you're a salesperson, you're running

your own business. You don't need to own a brokerage firm to build and create your own amazing business, right? And you know, there's an opportunity to go get more listings and an opportunity to go get all this. All of that can happen during a recession, right? Because when everything is amazing, people don't want to change. Everything's amazing. When things are bad, you're open to change. You're right. Why can't I sell this?

Why can't I buy this? Why can't I, you know, I'm open to change. I'm willing to try new stuff. So the time to build is actually, it's doing the, that's not necessarily the time you're gonna make money. Right, you're not gonna make, necessarily make money in the recession.

You're gonna build and gain market share in the recession. Wow. When you come out of the recession is when you're gonna bring in all the money. Wow. That's one of my favorite things ever said on the show right there. No one has ever said that to me before.

And that's a billion trillion percent exactly what happens. You're gaining market share and then you collect the checks when the recession ends. Man, that's really good. You are what you described in the book. You used the word earlier. By the way, all of this is in the book, you guys. Okay. So you use the word in this thinking that you just said is contrarian thinking. Okay. It's contrary to culture. It's contrary to popular opinion. To start the agency was a contrarian move. You actually have that as part of the work in the book called Be Contrarian. Is that mean don't always participate in group think like everybody does it and be constantly innovating because you also talk about that in the book too? I think that's exactly what that means.

You know, it's it's think on you. It's think. You know, don't follow. I remember, you know, another thing that my grandfather and my father always used to say to me, they used to say, when everybody's buying, you sell. When everybody's selling, you buy. Interesting.

Right? Like that's what a contrarian is. I do that by the way. I am always, I just put a post out about this moment the other day. I'm like, when everyone is thinking one way, I try to always think the other. When they're all going one direction, no one makes money in the pack.

Nobody gains market share in the pack. Nobody gains a great life in the pack. I mean, it's like what we're dealing with right now, the first Republic Bank, right? Like, is it the time to buy? Right? Down 85%. I mean, good bank.

I'm not gonna be careful. My bank is probably not a good bank. I'm debating the same thing myself. I'm like, I kind like, it's probably good bank. Debating the same thing myself. I'm like, I kinda get what's happening, man. It's Kataria's thinking. Like, you're not following everybody. But, you know, by the way, I'm not telling anybody to give a go by.

I'm like, if they say not at all, I should amend that good bank thing. It's a bank. I just leave it at that. It's a bank. I don't know if it's a good bank or a... Right. I gotta be really, really, really careful about that.

Do you think, by the way, I'm loving our conversation, it's really cool for me to have like this part of my friend that I see like revealed to me in detail, like the science behind the art, because you know, I've always admired the things that you do and how you go about doing the, but now I understand the processes to which you do them. I wanna go all the way back from in it,

because it's one of my favorite stories in the book, because you just said it. I think a lot of people that get into sales don't realize you are self-employed, but you have to operate like you own your own business. You have to think like an entrepreneur. A lot of people do this. They have a full-time job.

They work like 12, 14 hours a day. All of a sudden, they get to be an independent contractor of a job and they think they're on vacation. They work two, three hours a day. I'm like, no, when you do that, you actually have five jobs. You have 11 jobs. It's going to require more work, sheer momentum to get it off the ground.

And you kind of caught that entrepreneurial bug you call it in the book, young with this thing with your dad, right? This story. And I think this is illustrative of thinking like an entrepreneur. And it's one of my favorite stories in the entire book because it explains you to me and it explains a lot of your success to me. Tell us that. Another recession, my father came up to me and he said, you know, Mauricio, it's time to

either work or go to school, but I'm not going to pay for you to be a dumbass anymore. And just pretend you're going to school, right? And I literally said to my dad, I go, give me a couple of days and I'll get back to you and let you know what I want to do. And he was supportive of me going to school if I was going to go to school, right? And I literally said to my dad, I go, give me a couple of days and I'll get back to you and, you know, let you know what I want to do. And he was supportive of me going to school if I was going to go to school, right? I wasn't just wasn't supportive of me going to school if I was, you know, right, going to go to the bars. Right? Right? And I, I got back and I said, Dad, I'm going to come work for you. And, you know, he just taught me so many things, man. He taught me the value of the penny, right? Like, which is in my book, and you guys will love that.

It's a great story. It really just makes everything so real. And it just helps you teach your kids how to save. It helps you teach yourself how to save and how to understand that value. Because I always tell everybody there's 100 pennies in the dollar. The day you can figure out how to give me 102, I'm in.

I'm your partner right so you know we go through that whole process and he teaches me how to fight for sense literally like I would you know I'd come back and I'd be like that I sold you know 100,000 yards for 97 cents and he'd be like yeah go back and give me 99 cents I'm like really like yeah yeah you start adding that up and adding that up, and it adds up to a lot of money, right? But then eventually, it's like, you're in sales. You're creating your own momentum.

You're creating your own things. You get that entrepreneur bug, and I ended up meeting somebody that we sold fabric to that was struggling, and I loved their brand. It was 90265. It was a clothing line. The guy was awesome. His name's Braun Royalons.

He started the company Really brilliant guy. He was actually a makeup artist used to do all the makeup artists for Justine Bateman and and Woody Harrelson and he like had all these amazing people that were his you know his people and But you know they didn't have credit. It was a startup. It said and I think sitting there in front of these guys and I'm thinking to myself these are the fabrics I sell like I have I've got all of this shit you know sitting in my warehouse like right so now you start thinking as an entrepreneur and you start taking your salesman job into this next piece which is like how do I build a business right and so from there we built a business right and we built something else you know so there's

an exit out of it too right and there yeah yeah there was an exit we sold it it exit. We sold it. It was not a, it was not a profitable exit for me. It was more of an exit that caught me out. And I paid all my debt and I paid all my people and I walked away with it. But, but, but yeah, but it was a great learning lesson. What is, let's start with your public view from it. What, what has that been like for you to go from a guy who's, you know, a guy working every single day to now there's this unprecedented notoriety in your life, right? Like Kyle's the most well-known housewife, I think is probably say on I would say by far by far and the most well-known

Franchise and then obviously that's transcended over and doesn't hurt you in building your brand either But I wonder what impact that's made on you your family your life the good and the bad of it. What comes with that? There's both there's tremendous sacrifices that are made What are like what you know, and there's obviously the good, right? The sacrifices are, you know, I mean, is it nice to be able to go in and call and get a reservation? And you know, a restaurant that most people can't, you know, get a reservation? Yeah, it's great. You know, but now you walk in and, you know, there's also a thousand cameras on you. Yeah. Right. Yeah. And you're the public eye and people are, you know,

talking about you and making stuff up about you and all kinds of different, you know, things, you know, and it's like, I mean, having, you know, to me, having, that was definitely a sacrifice I made. That the privacy of life, the being, just being private, being, you know, I don't know how else to say it. It's like literally just being private. I know what you mean. It's amazing, right? And so many people want to be publicly known and they want the notoriety and they want the celebrity status and all of those

things, but you know, people don't realize what a huge sacrifice comes with that. And it's not necessarily bad. It also brings money, right? The benefits of building a brand, all those things, right? I have made it very clear. And if it wasn't for the real housewives of Beverly Hills, if it wasn't for television, like I think we were just still grown. I think we'd still have an amazing business, right? Because before I ever got on a television, I was already the number one agent in California.

But there was no way I would have built the business I had as fast as I have without television. And you talk about that. So building a network and building a brand. Maybe you're not gonna be on the real housewives of whatever. But I think businesses become not just about who you know anymore, but about who knows you. And that's why social media does matter

and why building a brand for any entrepreneur out there, I believe there's value, too. Do you agree with that? 100% and you nailed it. You don't need television to build the brand. Right. I mean, like, let's be clear, it certainly helps. Right.

Right. It gets it out there, but not everybody, there's not, you know, 10 billion seats. 100 billion seats. Right, right. There's only so there, but not everybody, you know, there's not, you know, 10 billion seats. So 100 billion seats. Right, like, there's only so many seats out there, as you said. And, but you can, I've seen amazing brands built, you know, by, you know, with other methodologists.

Yeah, by building social media, by building referral bases, but you talk about that and having a network, like, because you also say in the book, and I just think this is brilliant stuff, this is just stuff people don't do in friendships. Like one thing I try to do even with you or other friends of mine, just time the time and just go, hey, man, I'm thinking about you, I love you, you okay? You know anything, right? And there's a principle of this in the book for business too,

I want you to stay on this point, which is to stay in touch because this is, you're not, most people in sales are in their career think that they're building for like just this year. They don't think that they're building a company. So you're planting seeds often right now that you won't even harvest to get a client or referral three, four, five years from now. So talk about that. 100% and it's so important.

Like, you know, I have approximately 2,000 sales people that work for me right now. And I get to see the way they act all the time, right? You see the guy that makes the $5 million sale that make a hundred grand and, you know, they're off to Cabo. Yes. Boom, right?

Yes. Yes. Where you going? I'm off to Cabo. I'm like, dude, you finally made some money. Okay, like, get it going on. Like, you know, and then it's like, you know, and then it's, you know, and then it's you know

I'll use me right as is a real concrete situation, you know, I sell the playboy mansion You know 100 million dollar deal, right? multi-million dollar commission I'm in the next day in the office and like five people come up to me five of my salesmen come up to me They like congratulations, but what are you doing here? And I, to stick to myself, well, where else would I be? I mean, like, you know, they're like,

well, why aren't you on vacation? I'm like, because this deal ended. What's next? I can't re-bring this deal back, right? Like, it's gone. It's not gonna, so what am I tomorrow? What am I three months from now? What am I seven months from now, right?

And as soon as that ends, it ends. Yes. Right. And that's what these, that's what people don't understand. So when you're planning those seeds, when you're staying in touch, you're staying in touch for the future. Yes. For the next thing. Yes. Right. Why is it that people don't get this? Like this is unbelievable. It's the big separator. Now we're going into it, guys. This is a big old separator. Here's what I think happens. You actually say it in the book. It's why like, I told you you said, did you get my book? I said, dude, I read it this weekend. I read your entire book in two days.

And I know you. So I know a lot of stuff breaks in the book, right? But it's this good. So I'm like, yes, damn it. Scream this. And one of the things you say is like, don't believe your press clippings. Like, don't believe the hype about you.

Here's what happens to most people. They get a little bit of success and then they start believing the crap about them. Like, oh, I can do this whenever I want or this is, I actually, this is probably, because I don't think you do it the way I do it, but I play a little scared. Like, I don't, you're so confident, I don't think you have,

but like, it's similar. And if I play a little scared, like when I get a good deal or something good to happen, I've had an exit or, you know, this shows doing really well. I'm like, okay, I got to do something to keep it going or do it better. I don't go, yeah, I'm the greatest podcast host in the world. It'll just grow on its own now. Yeah. But that's what a lot of you must see for your salespeople all the time.

Like, they believe the hype or even recognition. I was at your event. I was the speaker at your event. The best thing you do in your culture, so much you love on your people, they have a good time when you recognize them. I do that really well in my company, so it's a double-edged so sometimes though, because when you're saying, you're amazing, you're great.

And a lot of people are like, yeah, sure am. I'm gonna celebrate. And they live off last year's production or reward for the next two years and they wake up and they're like, wow, I can't get a deal done, I lost my mojo because they believe the hype. Yep. The seeds you plant today are for tomorrow, not for today, right? And inside it, you're so right, Ed. And you know, one of the things that I just keep thinking about is, you know, you and I are so similar in different ways. Yeah, right? Similar and different. But you know, when you and I, I you know You invited me to play the member of guest at you know the Madison and you and I just these competitive. Yeah, son of a gun

We didn't win by the way Before that damn ball that last Still miss anyway, but but but it was that you know and golf is a game of life We always talking about it, right? But you and I are in there. We're like, you know When I'm hitting a bad shot like you know, you're you're game of life. We always talk about it, right? But you and I are in there and we're like, you know, when I'm hitting a bad shot, like, you know, you're making me feel like it's okay to hit the bad shot. And when you're hitting, when you're not, you know,

it's super on, I'm making you feel like, you know, and I'm pumping you up, because I know how good you're gonna hit that next shot, and you're pumping me up. Because you know how I can, you know, and it's that whole thing, right? That's what we have to do with our people. Yes, exactly. That's, and that is the life that we have to create.

Are you good at that? Like making people feel good about themselves, making them feel that you believe in them, you pour belief into them? I think I'm pretty good at that. I think that that's one of those things that we can always be better and can always continue to work on because it goes back to time

and it goes back to the balance of time. I can be great at it, but if I don't have time and I don't put the effort, I suck. Yeah, you know, the other thing you're good at doing is, by the way, guys, we're coming on a lot of stuff on a short window here. I'm loving this conversation. But you, the other thing you do is you have surrounded yourself with people who are good at the stuff you aren't good at doing. What are the most important things to do?

Yeah, so talk about that a little bit because I don't think a lot of entrepreneurs do it. They're like, I'm going to do everything. They micromanage every single little thing, or they deplete their energy doing stuff they're not really that good at it. And don't think a lot of entrepreneurs do it. They're like, I'm gonna do everything. They micromanage every single little thing or they deplete their energy doing stuff. They're not really that good at and don't have a perclivity for. And then they don't have the energy and juice to go do the things that really move the needle in their business.

You are really good at moving the needle in your business because you don't deplete your energy most of the time doing stuff you're not good at or don't enjoy. I think one of the most important traits that a person can have, a business person, a person in anything is being able to really self-analyze your strengths and weaknesses. And not trick yourself that you have strengths where you have weaknesses and not you know Because most people they trick themselves that's that it I mean I think that's one of the biggest mistakes I see in people is that they trick themselves

I think they're good they pretend they're good at something or they think they're good at something that they kind of suck at Yes, okay, and being able to be self-analytical and understand your weaknesses is probably the most important thing because then you can hire to your weaknesses. Yes. Right, and I hire to my weaknesses, and I also hire what I think is amazing brains that don't necessarily think like me. I don't need another human being next to me that thinks exactly the way I think so that we could be all day long.

Hey, bud, are we f***ing great? We're the fast. Yeah, yeah, let's do it red. Yeah, red, red. You know, like, right? I need somebody like, no, I want blue. Like, that's not red. You know, like, and why, right? Now, now I need the brain. Why do you want blue? Okay, now, I might be the boss. I might end up picking red, but I want to hear every damn reason you want blue, okay? And then and then it's up to me whether I pick it or not. Yeah, right? But I want to hear it. This is two things we have in common. If I was to say there's a trait that you and I really, really share in common, we do well. By the way, we both have things we don't do very well. We do like that golf sometimes. But actually, what we both do well is we ended up in our lives becoming self-aware enough to know the things we were good at.

And we've spent most of our business lives and personal lives playing to those strengths. And that's why we're relatively young men that have had some real success because I haven't wasted a bunch of time trying to get really good at things. I'm just not good at doing. The other thing that we have in common, you're really good at that, Mo. The other thing we have in common is that I don't have to be right all the time. If someone is smarter than me in a meeting or a decision, I will defer. My ego can get too big, I'm sure, but it's not too big.

Doing it right is better than it being my idea, right? Business all the time. And I think you're really, really good at that too. And by the way, not being right all the time is potentially even more important in your relationships. How do you mean? Boyfriend, wife, girlfriend. You know, I see so many friends of mine,

and they fight with their wives, they fight with their husbands, they fight with their boyfriend, girlfriend. And their husbands, they fight with their boyfriend, girlfriend, and they're really fighting just because they need to be right. Right? If you can learn that you just don't always have to be right, you know, it could go a long way in your relationship. I do that with Christiana. A lot of the times I'll say, hey, listen, I don't need to win this.

Right. This is not about me winning and you losing, or me right and you wrong. Sometimes it's just like, we can even agree to disagree, or I'll just take your idea and we'll go with it a lot of the time because life's pretty damn short. The end of your life, you're like, man, I won 11 of 12 fights with my wife, yeah.

There's no, the scoreboard doesn't matter in this stuff at all, yet we do it, by the way, we do it even in negotiations and deals too. I'm sure you've had that even in escros where they're going the wrong way. You're like, no, I'm right. Well, it doesn't matter if you're right. What matters is the deal gets closed, right?

And you gotta be able to defer when you do it. Yeah. You've had a glimpse into the most successful financially, successfully, financially successful people in the world and famous people in the world. Let us in a little bit. Tell us whether or not those people are any happier than like say your mom and dad when you were growing up or people that you and I both know that

don't have financial means or success. Do you see any correlation in habit? Are they happier, less happy, more stress? That is a there's no there's no straight up answer to that you know everybody's different I can tell you that successful people have an easier time you know they have the means to be happy that doesn't make them happy right that your mindset your life your way of being, you know, the way you look at life, that makes you happy. Right? But having the money and having success and having, you know, a beautiful house and ability to jump to your plane, all of that stuff, it makes it probably a little easier Yeah, to set your mindset up, right? You also probably have the ability of you have money to have coaches that can coach you in mindset.

They have the ability to have, you know, to hire, you know, people to help you, right? Where if you don't have that, it doesn't make you unhappy, but you just have less means to, you know, to, you have to work harder yourself. By the same token, you have less distractions. So there are a lot of people that can, you know, that, you know, love to go, you know,

and by the way, what does that money mean, right? Like to somebody with, you know, a $350,000 job, right? Like, that could be, that's money, right? Sure. They don't need to have $10 million. Yeah, okay. They can live great on that, have a simple life, have a nice, and be super happy,

serve every morning. You and I have friends that are doing just that. And they're super, super happy. So to me, suffering is hard. Having a job, you can be happy at any stage, but, and you could be unhappy at any stage. I have seen some really miserable billionaires, really miserable billionaires, that have absolutely everything, and have absolutely nothing some valley parkers that are thrilled to be alive. You're right. Yeah. It's interesting that I just today, when we're recording this, I just had this show come out with this study that was done at Harvard. It's an 85-year-long study,

dude, and they studied 2,000 young men. A thousand of them were Harvard sophomores, from probably pretty privileged backgrounds, wealth, abundance, most of them, and then another 1000 of boys from like broken underpriced privileged families in Boston, poverty. They studied them their entire life, like everything about them, not just like surveys, like in-home meetings, brain scans, MRIs, talk with their kids, and there is a correlation to exactly what you just said, which is that there's no correlation between massive wealth and happiness, but there is a correlation if you can't have your needs met. If you can't meet your needs and pay your bills and

eat decently and have a nice place to live and take care of your family and need and emergencies, that suffering does cause a lack of happiness. But the massive abundance doesn't necessarily do it. So what you've seen in your laboratory of your life is really true. How about this? Are any through lines on financially successful people? Because I've met, it's really hard for me.

I'll meet something that's like, man, what is that guy having common with that lady who's also wealthy? And I've had a hard time like taking away like, what do they have in common? I think what I've seen is there's a level of confidence in their chosen craft that might separate them. But is there been a difference that you've observed

in financially abundant people, a through line with them, in personality traits or behaviors they have that help them generate that wealth as opposed to those that don't. 100%. And let's throw away the Lucky Spurm Club. Right? Let's throw away the inheritance.

The inheritance money, right? And let's just talk about the wealthy, people that have self-made, right? To me, there's a couple of character registered traits that are there that make them, that are core traits, competitive, needing to win. Like that to me is a super, a great trait that is a common trait amongst people.

There's one trait that I've seen a lot of wealthy, successful people that I happen to think is a bad trait. Okay. Okay. Greed. Yeah. Okay. Yeah. And, and like to, let's just start with those two, right?

Okay. There's a lot of greedy, wealthy people out there, and they're greedy because they need a lot of money, and they just want money, and they want money, and they want money, and they want money, and they keep bringing it in, right? But, but, but, their decisions that they make in life are made from greed. And therefore, you know, the people that work for greedy people are generally not as happy as people that work for competitive people. Really true. Man, it's pretty true.

Right? It could be a huge company. They could be kicking some ass. They could be making all the money in the world. But all their employees have a terrible culture. They have a terrible, you know, they hate it, right? Like they're making money, but they're not happy people, right? Or you can work in a company where the culture is, you know, amazing and, you know, you're,

the, the, the, the guys, you know, I can, so, so to me, those are two traits that, that, you know, and the other trait that makes, that, that seems to be a common trait and you set it and, and you set it and I have it is fear. You do have it too. We definitely have it. I forgot. I meant to go back to that. That fear is a very commentate. The fear of having a house over your, you know, head, you know, the fear of being able to provide for your family and your kids, the fear of putting food on the table the next day, the fear, you know, like all of that, right? And particularly if you've had it and lost it. Yes. Right? You've had the bankruptcy, you've had the whole thing, and then you rebuild again,

and then it's like, and you, and when you're not to manure, you put everything at risk, because that's what an entrepreneur does, right? And so there's the ups and there's downs, and there's that. But that's the commonality that just continues to bring you back, right? And then hopefully keeping it. Okay, that surprises me about you, because I'm a very fear driven person. I've leveraged fear all of my life. I mean, I think the way I got wealthy was, I didn't even know that I wanted to be wealthy. I think I was afraid of being poor.

And then even at this stage, I still leverage fear on myself pretty regularly. But I think you can almost see that on me. I'm a pretty intense wound up, dude, a lot of the time. Whereas you, it seems like it's bubblegum and rainbows most of the time when I'm around you because you're so positive. Even this thing, store you, tell in the book where you come home and Kyle says, how was your day and you're like, it was the greatest day of my life. And so there's this mindset of yours.

So how do you nuance that duality of staying super positive? Because this is really profound stuff that you're saying right here that only really mo, like I think, I think the thing I admire about you is there's a level of genius with so much humility that you're unaware of your genius. Like I actually am not totally sure you know every reason why you've been successful, because you have so much humility that you're unaware of your genius. I actually am not totally sure you know every reason why you've been successful because you have so much humility for a dude with such genius. So how do you know how you nuance, like living in some fear, leveraging it, but the same

time you're a really positive, optimistic person? 100%. I'm extremely optimistic, super positive guy, but I can also tell you, you know, I had kids, you know, very young, right? When I married Kyle, and I met Kyle, I already had a five-year-old daughter, right? And I was 25 years old. I had a Lexia 26. You know, I had Fera, you know, so I had a Lexia 26. You know, I had fair, you know, so I had three kids before I was 30, okay? And I can tell you that I definitely have kind of that old world lifestyle where, you know, I'm a man and I need to provide for my family

and I need to, you know, I am the provider, even though I wanted to make sure, you know, Kyle that made every decision in her life,, even though I wanted to make sure Kyle that made every decision in her life, right? I never wanted to hold her back. She made money if she did stuff like that was just extra. Right? Like a lot of rates.

Right? But I never wanted to have that be her pressure. I needed to be the provider. And so, because I was so young with kids, I definitely, and again, I was borrowing money from my grandfather, from Kyle's mom, from my father, in order to keep a roof over my head, right? And in order to keep a roof over my kids' heads, and to give them a perceived good life so that I can make them feel confident and all of that stuff. And so because of that, I developed a fear of losing,

which also despite all the risks I've taken, despite all the things I've done, I can tell you that I've had so conservative on so many investments that I've probably have left a lot of money on the table. Okay, because I haven't been willing to take that risk. So I have that fear. Me too.

I'm just a positive son of a gun. You're gonna be too. No, by the way, me too. By the way, I think sometimes guys like us are the ones that remain wealthy though, when they get there. And I have that risked version too. It's interesting how similar we are on this stuff.

Now you said a good life. We'll know that much more time. One of my favorite conversations ever is today. Cause I get to see this side of you that I know, but it's being revealed. And then the rest of the world figures out, oh, that's how this dude did this. That's how I could do it.

And success leaves clues. And Mo wrote a lot of the clues in this book of how to become successful. But you said the good life. So let's just be real. You've had, you've built a company that's really big and really successful. You have had notoriety and fame.

You have a unbelievable relationship with your daughters. You gotta really, you do have good friendships. But at this stage of your life, he loves to go to Aspen, he loves Aspen, right? He loves to golf. Moan likes nice stuff. Trust me, too, okay? What is a good life to you now?

Like if you went back and you could go Mauricio that the 21 year old, this is what will make you a good life to you now. Like if you went back and you could go Mauricio the 21-year-old, this is what will make you a good life. Would it be the one that this turned out to be? Would it be different and at this stage, what is that to you? So I can tell you that when I go back and I look at it, I've had a good life. It's been a great life. It's had its challenges, it's had its ups and it's downs. I've had money, I've lost money, I've had nothing. I wouldn't trade any of those experiences,

working in a inputs for a year. I wouldn't trade that for anything. And I think about it all the time, going to today, grinding and working, and it goes back to balance. I just got back from Aspen. I was there for four days. I didn't look at an email.

I didn't put that sort of phone call. Like, I erased it. I had fun. I was with my friends. We had a great time. Like, I did not do any work. I legitimately did not do any work. Okay.

But when I look at my day to day, today, my favorite thing to do is to grow the agency, and to grow the brand, and to grow this baby that I've created. And I don't mean that in a bad way. It's actually my favorite thing to do. It's actually a game, right? Like, I love golf.

Yes, can I play golf five days a week? No. Okay. 365 days a year? No, I can't. I cannot do that. Can I play golf 40 days a year? it. Okay. 365 days a year? No, I can't. I cannot do that. Can I play golf 40 days a year? Absolutely. Okay.

Can I ski 40 days a year? Absolutely. Can I do all that 365 days a year? No chance in hell. Right. Right. Go bananas. Yeah, so.

Okay. And so to me, a part of that good life is, is to having something to do, like building something, creating something, like that's exciting, those challenges, you know, the challenges that I'm faced with every day, that's fun. Yeah. I have fun with those challenges, you know, I was on a phone call this morning with, you know, some of my global partners and they were, you know, you're giving me shit about,

you know, stuff that the company, you know, has scaled back on because of this recession and stuff that, you stuff that I'm scaling back and I'm actually reducing expenses and I'm getting smart. You're right, I'm being smart. And they were talking to me about this thing, right? And I'm thinking to myself, you know, like, all right, like this is great, like yes they're upset and yes they want more, but it gives me a challenge in me

to not to spend more money, but to make a more efficient company. I need to make the engine more efficient. I need to make it run on four cylinders and still be able to rev it, 7,000 RPM. Like that's the engine I need to build right now. I don't have the luxury of having a 12 cylinder car. Right, you know. Right.

So it's exciting. That's fun times. That's fun shit for me. Yeah, it is. I can see it on your face. I think like having a life of, I tried that for a little while. Most people don't know that about me.

Many, many years ago, I had enough exits and different stuff happened. I'm like, I'm gonna start playing a lot of golf. Like a lot of golf. And I was miserable. Cause I love golf, but I was miserable. It's not something that would sustain me every single day. I think one of the reasons I love golf

is it's a break from the mental stuff I do otherwise that means something to me. It's the camaraderie, it's the friendships, it's the competition to your point earlier, it's an outlet from the other things. But the thing that brings me the most joy is my faith, my family, and doing meaningful work, feeling like what I'm doing has a purpose to it. And I'm making a dent in my universe or the universe, to some extent. So, well, I just want to say that conversely to the compliments that you've paid me today

and, you know, having me on your show and getting to know me like this, I can tell you that again, I've been your friend for a long, long time and when you came to the agency in the forum and you delivered, you know, your, you know, closing speech, your closing speech to all of us that I saw side of you that was extraordinary to me and it made me feel a lot closer to you as well. And I can tell you that you touched all of us. Every single person at that in my company still talks about it all the time and I just love you for that. I love you so glad to be here.

I'm so glad that you invited me. And I'm so glad we had that experience. All right, last question, by the way, before I tell everybody again about the deal maker, go get Mauricio's book. Listen, it's gonna tell you how to build a better business, a better life, how to be able to sell better. There's just stuff in here that you're only gonna learn

from someone who's actually done these things. That's the whole deal. It's not theory. It's actually stories and practical stuff that he's applied in his life. So last thing, tough question. I've asked you a lot of hard stuff today. You just crushed this. So if you were to meet somebody, well, maybe they do this at the agency. Someone will come up to you that's new and says, look, I got a dream. I want to build my dream. And I don't

come from a family that's done this before. Just like you hadn't. I certainly haven't. And they just said, I just like, I don't know where to begin. Like I, I've got my real estate license or I've got my insurance license or I've got this idea for a business or, you know, but I don't know really what to do to generate momentum. This is the hardest thing for someone who's climbed really high because you gotta go all the way back to that first step.

So when I even get asked it, sometimes I'm like, all right, let me put myself back there again mentally. What would you say to somebody? They come up to you with a Starbucks like Marisa Liemanski, oh my gosh, I have this dream. Can I get your advice from in it? I want to start to build my dream life. What would be the steps you'd tell them to begin with? Well, it's, you said it's one of the hardest questions you get, right? And I can tell you, you know, in order to really help somebody, you know, you can't answer that question in a minute or three minutes, right? Sure.

And so what I always tell my real estate agents that, you know, come to me and the people who work for me is I go, okay, I want you to go back, you know, what do you do? What, you know, what do you do to be successful? What are you doing your life? What, you know, how do you wake up? What do you wake up in the morning? What do you do? I go through the hole like, I I gotta get to know the person.

Right? And then eventually you can start breaking it down and starting to give you some real advice. Right? But if somebody just comes out of the blue and it's like, hey, how do I, you know, how do I be you? Like first of all, I always tell them, don't be me, be you.

It's a great advice. Okay, like, you cannot be anybody else. Go find yourself and be you, right? But the first thing I say to them is, find your passion. What are you passionate? Are you getting into a business that you're passionate about? And if you're not, and it just happens to be the business that you're getting into, then find the passion in the business.

Yes, that's right. Because you can find it. Yes, find the thing in your business. Like, that's right. Because you can find it. Yes, find the thing in your business. Like, I didn't love certain parts of the financial business, but I found the parts I did love, and I, man, I went nuts on those. Yeah. You can't love everybody.

Like, not everybody's gonna love everything. Right? It's just an impossible, right? But people think that, like, I love everything about, you don't love everything about real estate, right? But find the passion that drives you there and you need, and then you need to wake up and then you need to have the, and it's, it's at its you. You need to have the mindset. You need to set yourself up for success. You need us be, you need to be

successful as a human being before you can be successful in life. Wow. In business. Wow. Really, really good. I can't believe how good today was. It's so good. I'm just gonna tell you, this is gonna get shared all over the planet. Like when I look back in at the producers and they're nodding and smiling, that's always my validation because they hear everything in every single show. Bro, you're just extraordinary and I love you. I'm very, very proud of you.

And I'm also grateful you took the time to write this book because I know how hard it is to write a book. And then I know how nerve-wracking it is to put it out too. Like, oh my gosh, and I can just tell you, man, this book's gonna go ballistic, not only because you're so well-known, but because the caliber of the book, because you don't want just the people that you know

to buy the book that know you, but to tell other people to get it. And that's why I wanted you on the show today. Hey guys, go get this book, go get the deal maker by Mauricio Yamanski and please share this episode with as many people as you possibly can that want to know anything more about becoming successful. We just had a masterclass conversation with a guy that's in the midst of

doing it. This isn't a career in review. This is in a guy in the midst of still doing these things every single day. I love you, Mel. Thanks for your love you. I'd thank you. Hey guys, God bless you, share the show, Thanks for your love. I love you, Ed. Thank you. Okay, guys. God bless you. Share the show. Max out your life. This is The Ed Milach Show.