The Science of Flipping - Episode 87: Mastermind Interview with Steve Richards Brian Pachciarz

Episode Date: February 21, 2017

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Welcome to the Science of Flipping Podcast. I'm your host, Justin Colby. Alright guys, welcome back to the Science of Flipping Podcast. I am your host, Justin Colby. And as you can see, today is a very special day because we are going to start off with two of my main men out in Indianapolis, Brian and Steve. We are going to start our Mastermind series. And what this is all about, as you saw on the last episode with Kent Clothier and Sean Terry and myself, is I'm going to introduce you to guys and gals who are actively in the business, making well above $500,000 a year, but it wasn't always that way. This is the first episode. I'm very excited about this. There's going to be multiple episodes in the series.

Each person I bring on or each partnership I bring on is going to have a different tool system structure, and we're going to expose all that for you guys so you guys can take from each episode a golden nugget or two that you can implement in your business. If this is the first time that you are seeing me, hearing me on The Science of Flipping, welcome. I really urge you to get over to thescienceofflipping.com to download my free e-book. It's the same ebook that is actually on Amazon that I sell for $10 per real book, right? So I'm giving it away

to my listeners. You are the only ones that can get it for free. Otherwise, you can go to Amazon and buy it for $10. But I encourage you guys go to the website, download it for free. It's called the science of flipping, right? So, uh, get to the science of flipping. This podcast is all about systems, um, processes, uh, implementation to build a life by design. And these two gentlemen here have built an incredible life for themselves. Um, we actually just spent, uh, four days together out in Cabo San Lucas, right? Part of the billionaire boardroom mastermind. And it was incredible, right? And I'll let these guys speak about it.

But our masterminds are always meant to be able to give you the granular part of your business, but also help you truly build your life where you can spend time with your kids and your wives and have the income you want to buy rentals and to create cash flow properties, right? So our masterminds are incredibly powerful and these two gentlemen are at the top of the food chain. They're at the Billionaire Boardroom Mastermind, which is twice a year we go to an exotic location. I think we are possibly headed to Napa here in October, which will be really, really cool. So Steve and Brian, what's going on, gentlemen?

How are you? Good, good. Thanks for having us on. All right, why don't you guys say at least who's who here, right? Because I know Steve and Brian, but everyone's like, well, who the hell's Steve? Who the hell's Brian? Go ahead, Brian. I am Brian Pachars from Indianapolis.

How you doing? Yeah. And I'm Steve Richards, and our company is Redevelop Indy. And like he said, we're in Indianapolis, middle of central Indiana. Central Indiana. So, Brian, now that we are friends spending time in Mexico and having a couple beers and cocktails together, and, you know, how in the hell do you seriously pronounce your last name because i butcher it every time i'd be like oh my boy brian pachars

just like that you said it perfect two syllables pa and chars yeah okay yeah there's there's nine letters uh that make up that name so it becomes a little bit complicated if you're looking on paper. Pachars. It's so funny because I actually – I don't know who else. I think I was talking to Rita, and I actually add syllables to your name. I'm like, Brian Pacharzyk. I don't actually think that's his name, but I'm going to go with it. A lot of people say Pacharez, and that would have been perfect in Cabo, right?

No doubt. Yeah. no doubt. Well, boys, we just spent some good time, obviously, at the Billionaire Boardroom. We talked a lot about, you know, overcoming hurdles and fear and, you know, how people who are doing well in business can kind of also do well in personal life and overcome some of the hurdles that we mentally go through, right? So why don't we just start there? Like, how was that experience for you with myself and Sean and Kent and, you know, I guess roughly another 10 to 12 other top-notch investors from across the country? How was that experience for you? Steve, I'll let you start.

Sure. You know, it was really good. There's a saying that Brian and I talk about sometimes, iron sharpens iron. And I think as entrepreneurs, a lot of times we get on these islands and we're kind of at the top of the heap and everyone's coming to us for help and support. And they're looking to us and we're the decision makers and we don't have anybody to go to so you know two things getting out in front of a group of our peers i think is good for accountability we learned some technical stuff but at the end of the day it was nice i i said this to you guys and uh when we're actually in our board meeting that sometimes just having the confirmation or affirmation that we're like headed in the right direction is really cool because i feel like we're trailblazing all time just like making it up as we go, right? Totally. And getting in there and Brian and I were like, you know, dang, we're on it more than we thought in some ways. In other ways, we're so far off it compared, you know, our strengths and weaknesses, right? Sure. So that was really cool to kind of get that, just that comparison in the group. Yeah. Yeah. And I'll add to that too. I mean, just getting little golden nuggets. I mean, just about more than anything, just life itself. You know, a lot of

this mastermind was not directly associated to each one of our individual businesses. It was more of a how to create this lifestyle that we all desire going forward. And I think that was good to talk to the best of the best. And like Steve said, we want to try to associate ourselves with those guys that are doing this business and doing it to the best levels. Yeah. Yeah, no doubt. And I think one of the cool things that we did Friday morning, I think it was when we had that um notepad right and we said what's your superhuman power and then what is your uh not weakness i don't think is the the word we used but where do you need to develop right and i think that was so i keep getting feedback that's one of the main points of feedback is people really loved having the visual of

what do I do? Like, what is my superhuman power? And then where's my weakness? What do I need to improve on? Right. Um, I think that was incredibly powerful for the whole room. Wouldn't you? Oh yeah, absolutely. You know, to extend that a little bit, can't remember if I talked to you about it, Justin, but Brian and I were talking about the uniqueness of so many guys there have business partners. And to get to know people fast, it's funny how similar and different we all are.

Who's the spreadsheet guy? Who listens to podcasts? Who doesn't even know how to get a podcast on their phone? No doubt. And their partner tells them about it. And which guy was early to the airport and which guy was running late. Totally. But you're right.

That stuff was cool, too. That's just instant bonding in a group like that where you connect. You're like, oh, that guy's like me. Yeah. That guy's like Brian. That was cool for us too. Yeah. I mean you guys, and I know you guys pretty well.

We've had a relationship for a while. But you guys are very similar to my partnership, right? Ed is a little bit – he's not extremely analytical, but he's more operations-based, where I'm a lot more creative visionary. I can go out and kick up a lot of dust and create a lot of opportunities. I call it traffic, like traffic and conversion. He's the one that's able to wrangle that all in and be able to convert it to something. You guys have a very similar situation. I think most partnerships out there probably do at least successful partnerships where, you know, Brian,

you're a lot more of the analytical spreadsheet digging in. Steve, you tend to be a little bit more outwardly, you know, creative, you know, and I think that's a great partnership for you guys and I think that's part of your success to this point, I would say. Seems to work well i

would agree with that yeah yep so i try to pull levers to make messes yeah and let's pull it all up right brian figures out what's probable brian's got a big broom and a huge fire hose just to put out all those fires that you create i get it because I create all the fires, right? So Eddie's like, damn it, Justin. Let me clean up your shit. So listen, what do you guys do in Indianapolis? Obviously, this podcast is all about the systems, the implementations, the tools, the resources to really create a business, not just a high-paying job. So I'm having you guys on here because you've really built something special there. I think you would say you're not where you want to be. I would say I'm not where I want to be. It's great that we make a lot of money, but

there's something that I still want to continue to achieve in our business, right? So I would say that amongst all of us, everyone could make that argument. I know Kent and I talk about it a lot. We're never where we ultimately want to be. And I think that's a good thing, right? I think actually what happens when you get to where you want to be? Now what? I mean, it should always be growing. It should always be pushing out, right? You start, I want to get my first deal. Okay. I want to do my first $10,000 a month. Okay. I want to make my first quarter million dollars. Okay. And then it should always continue growing but what have you guys done let's just say for 2016 what was your focus what was the the you know kind of

systems implementations or tools that you found success with for 2016 as you guys did really well you want me to tackle brian jump up first you, for 2016 for us was definitely a focus here. Brian's background was more on the broker side and the flipping and retail flipping. So, you know, selling to homeowners. And my background was more in the turnkey side and getting in, if the listeners don't know, buying a rental property, fixing it up, tenanting it, selling it to someone and then managing it. So we did a pretty high volume of that. But that's wholesaling, but with a whole lot of work. So I was kind of retooling after I read a book called Traction,

and I realized my core values in my life weren't matching up with what my business was doing. In fact, I wanted to beat my head against the wall like half the time. So Brian and I met at ARIA that we actually helped run here in town and just started talking and really decided to focus at the end of 2015 on wholesaling only and strict wholesaling. Just pick it up cheap, sell it for a little bit more money, be out of it, not have anything else to do with it. But with all the flipping brokerage and turnkey business stuff we've done, we're able to be a little more consultative, I guess, with clients. So people aren't just getting an email blast. Here's a hot property. Why don't you buy it in Indy for $40,000? We're saying, hey, here's highest and best use. Here's probably your renovation plan. Here's your A and B exit strategies. They call and say, I'm really looking for financing. We say, okay okay you can't do these neighborhoods you need to do these neighborhoods and we help we're very helpful i think with our

clients so 2016 was really about just getting into straight wholesaling we've been divesting with some of your help talking to you but uh we've been divesting you know the time spent on other things on rentals and brokerage and things like that. So towards the end of the year, we achieved that. And this year we've been super focused the last three to four months on wholesaling and just really, we pound marketing. We only do our Indianapolis market. We wholesale rental properties that someone's going to buy and hold for a long time with, they would have good cashflow. Those, the after repair value of those in our market is anywhere from 40 to 80 000 maybe around 100 on some okay and then we also sell retail flip properties to rehabbers which were kind of extra good at helping people with just half the time

we're like let's just keep it ourselves we can do it you know and then we do a project and we're like six months later we're like holy hell i'm so sick of these inspections and appraisals. But on that end, you know, the ARVs around here for the houses that we're wholesaling are anywhere from $150 to $350. Our median price is around $125 in the greater Indianapolis area. There's some hot trendy areas that are in the two to three times median, like downtown areas. So that's kind of my take on our market and what we're doing. You have anything to add, Brian? Yeah, I mean, I think, you know, one of the big turning points for us was we went to that event in September of last year. Sean's been out in Phoenix. Yep.

And basically, we're pretty much called out by Sean and Pat saying, hey, look, guys, you know, you have, you guys are smart, you know what you're doing. You've got a business model in place. But right now, I mean, you are spinning plates. I mean, you're trying to be everything to everyone right now. And so with your help, Justin, I mean, we've really, like Steve just said, tried to scale back on some of the things that we're working on. And to be quite honest, we want to be really, really, really, really good and the expert at one thing because we're never going to be great at everything. And I think we had to take a couple steps backwards, you know, quite frankly, to do that so once we're stripping it all down now we can go ahead and plug the right people into the right systems yeah and therefore become scalable it's funny too is just to add to that i think this is helpful for people that are trying to do similar things with

their business as entrepreneurs we're usually smart efficient technical right and we can skip steps yeah so one thing we did was like, hey, let's screw around with wholesaling together. Let's throw out some mailers. And we killed it. And they were like, okay, cool. Hire people. We stick them in. And then they sucked. And we were surprised. They had no systems. I mean, our orientation was me just fire hosing them on the phone for an hour and a half a day for the first two or three days. You got it? Okay, good. Go do it. And, you know, that was the big step back for us was we had to sit back and think, all right, we got to get back into the

hustle. And you, you know, you helped us with that tremendously. But, you know, we were like, yeah, we do. And then we got in, we were like, geez, we were so far off from having a plug-in type system. We were just hiring people and throwing them in thinking they were, they had our capabilities, you know? Right. And they didn't. And I think, um, so as people try to grow or scale, I think it's two different things. Like growing is kind of just doing more stuff. And I think scaling is like growing one thing, right?

You know, as we do that, we've learned, like we really, it's so cliche, but the e-myth book, like build your system like a franchise. Yeah. You have to be very attentive to sit down and build the systems and we use podio in our system um and we use infusionsoft on the sales side to do email marketing and things like that i mean we really have to sit down and write the steps out and think it through and dumb it down and say is there any are we doing extra yep or should we be

doing more you know and that was a big epiphany for us like when i think you you killed us like just a ball shot on the phone one day and you're like you're like what do you guys do all day long and we're like uh sit around complaining about when our people are going to call and check in and yeah they're doing we're like doing nothing we're waiting for our people we're doing nothing yeah we're getting ready to get ready so um so anyway yeah so getting back into the hustle was good for us. And then doing that for a few months right away, really initial, got right back into the success we were at when we were kind of first messing around with wholesaling. And it wasn't being treated the way it is now.

Yeah. And being able to scale that thing and do big numbers it's either a job or you can make it a business and we made it a job the first time totally and we were doing and then when we stepped out it crumbled not crumbled but it fell back you know and we're doing a few deals here and there instead of like a volume and so then anyway i think that's hopefully going to be helpful to the listeners to think. Like you do really have to get in the hustle. The hustle is real or whatever, right? The hustle is real.

Yeah. I'm getting a shirt somewhere. I'm going to find that online and it's going to say the hustle is real. Because you guys, again, for those who are just starting, I mean, what would you guys advise? I mean, they've heard a lot of my opinion. But looking back at where you've been, what you've done, the flips, the wholesaling, the turnkeys, where would you advise these listeners who are just starting? Let's say, cause I have listeners that are just starting. I have listeners that are

making a million dollars a year and everywhere in between, right? For those that are just starting, where would you advise them to go knowing what you guys know? Well, I think, you know, Steve touched on it just a few minutes ago where how he and I met, which is at a local RIA. I can't remember what we were talking about in that meeting, but I stood up in the middle of the room and I said, hey, one person that I really need is a mentor.

So for all the new people out there, I would say to find somebody that's doing this business and doing this business well, and then understand all the facets of the business, figure out which one that you personally like, and then be the best at doing that. Yeah. But like I said earlier, don't try to be the best at doing all of it because there's so many different ways that you can make a dollar in this real estate business. But you got to find one that you truly like. Yeah. So scaling back from some of the full out rehabs that we're doing and focusing on, you know, more of a wholesale stuff. And we just look

at it as a long term, you know, game. We're not in this to, you know, make a quick buck or create a job for ourselves. Right. Or for that matter, create it like a hobby and not really do anything. We want to totally streamline, break it down, be as efficient as possible. And I would tell the listeners out there, find what you like to do, figure this game out, and then find somebody who's doing it well and latch on to them. And be annoying. Ask them every – Justin, how many times we text you, you know? Oh boy. A month's time. It's like, come on, dude, let's jump on a call, right? Yeah,

no doubt. Yeah, we bug the hell out of you, but you got to do that if you're going to get the knowledge that you need to be successful in this business. So. Yeah, there's no, and so would you suggest, so I started the business a little backwards, right? Because I didn't have a mentor, because I literally had no one to go to, right? This is before I met Kent. This is before I met before anybody, right? I was just a grinder. I graduated from UCLA. I knew I could work hard. I was young. I was dumb, full of piss and vinegar, right? That was me and my business partner the same, right? We already lost it all. We literally started with no money. So now we're starting a business with, I'm sleeping on a couch. My business partner has a wife and kid. He can't pay his mortgage. I mean, we are out, right? How would you suggest if you're speaking

to me, if you're mentoring me as someone who has no money, I'm sleeping on a couch, how do I get into this business? What do I do? I think just my opinion on that, I think the easiest entry point is obviously wholesaling. I see a lot of success with people like Brian was saying that go to a meetup. You can get on meetup.com or just go Google your city name and RIA, R-E-I-A, which stands for Real Estate Investor Association. And you'll find meetings to go to. Go in there and stand up and be like, boom, I'm here. The only thing I have to offer is the hustle, like I said.

And I think bird dogging is the first best way. And, you know, we try to train our acquisition people to go out and dominate an area. And when you're not busy with, like, real stuff to do all day and you have more time than money, just driving the streets. Drive up and down an area. And when you see a for sale sign, if it's a homegrown one, call it. Ask them, what are you selling your house for? Do you need cash or would you consider selling it on contract? Would you rent it out?

Call the for sale signs of really pretty houses. Ask them how much they want for it. Write the addresses down, the vacant houses, go online to your county assessor, search the tax record. There's all this hustle. And I think it's really that you can do. And I think it's on the bird dog side. Because if you find a deal, that's the fastest way to make money. Even if you have a rich uncle who's like, yeah, I got money. That doesn't really help. People always think they need money to do this business. You do, but money comes when you have a good deal.

Right. Not the other way around. You can have all the money sitting around, and you don't have any deals if you're not looking in the right place. Amen. Just my opinion. So I think getting out and getting yourself in the middle of some deal flow, and like Brian said, go into those RIAs, and just, is anyone too busy?

Can't get everything done. Can't call their leads back. Like I'll do, I'll help just for a sliver of what you're doing or even just to learn and just getting in the way of some deals, you know, and then you'll, you'll pick some things up and you'll meet people. But I, but I really think that's the main place to focus in the very beginning is get yourself in front of some real deals and people with money or buyers will come around you. Yep. What about you, Brian? Well, I was just going to say, I think it's definitely surrounding yourself with the people who have the knowledge.

Now, don't go out to the bookstore, grab a book off the shelf and start reading it. Go talk to the people that are actually getting their hands dirty in this business and they're succeeding at it. And like Steve said, see how you can plug into their system. Worst case scenario is it's not going to work, but you're going to gain the knowledge to take with you to either start something else on your own or partner up with somebody else that has greater knowledge

or is it in a system that actually does work. We always say all the time, this business is not difficult. It's really not difficult. It's simple, but you got to follow the instructions and you have to have the knowledge. So you got to get the knowledge someplace. So talk to the people who have the knowledge, copy the system. It's not that hard. Sometimes I think the more, you know, the harder it is. I think you get your own way. What about the people who know some stuff? They're doing pretty good. Now you guys have been doing this for years, right? So you guys are no rookies. What about those people that are like, Justin, I listen to your podcast.

I'm making a quarter million dollars a year. It's only me. What, I mean, what, what advice would you two give them after talking to me and understanding that sometimes you got to get back in your business and the difficulty of hiring? What are some things that you've learned over the last year, um, that you would advise someone who's doing pretty good, but maybe has a high paying job. Maybe they're making a quarter million dollars a year, but they're literally a solopreneur.

There's nothing right there. They're still working from their home. What would you advise them to do? Go ahead, Brian. Well, I was going to say, get into your numbers,

know what your numbers are. But Steve, if you want to elaborate on what Justin was saying, I'll default to you on that one. You know, I think, so we've done some hot seating stuff with people from our REIA group here, kind of have a small peer group. And the one thing we start with is just how are you spending your time? So we break it down. I mean, there's certain things in the business, right?

There's marketing. So you've got to get marketing out, whatever it is. You follow up with the leads that come in, and you go inspect houses, so that's the acquisition side. And then at some point you're doing due diligence and analyzing deals, which is a little more technical, pulling comps. Then you're going to market those deals to buyers, and then there's transaction coordinating, right? So in those buckets, I don't know, there's six buckets, give or take, you just start to split out what are you doing with your time and then figure out, you know, what seems to be most important. But you also want to overlap that with your strengths and weaknesses. So, like, Brian and I were spending a lot of time together.

Like, we would go look at some houses together on some great deals or we would sit down and comp some things together. You know, and part of that was getting to feel each other out like in the beginning as partners but once we really knew like man we have a perfect like like an interchangeable personality set so i'm like creatively figuring out how to make the phone ring and then he's actually making sure we call him because i can't do that yeah once i get on the phone with him i can kill him but like you But that's like nails on a chalkboard to me. But then once the deals come in, he's kind of analyzed them. I think we got this going. This is what the comps look like.

Here are the pictures. I can really help on the analyzation or highest and best use as it relates to our buyer network. And then so I have to kind of pick back up with it. We market out to the buyers and vice versa. Brian helps me too. Like, hey, think of this client. Or maybe this is a good perspective on selling this property, because when I analyzed it, I noticed this. Right. So I started off with marketing, goes in with acquisitions, comes back to me at sales, and then transaction. If you guys haven't

on this podcast figured out by now, Brian's the T-crosser and I-dotter. So he does the transaction coordinating, but it's a nice flow. But the thing is, if you're on your own, you can still do that. But I think people get in and they just work through everything, but start to be more intentional about that flow in your business and then see how much time you're spending in each one. And then you start to look to replace yourself, whether it's a partnership, whether it's a VA, whether it's just part-time help or a full-time employee. But I think then at that point, you can start to free up a few hours and say, okay, now I can do more of what I'm good at and less of this other part. And not only that,

this person will be better at the other part than I was. And that's when you can really start to scale up. And I think that's the big epiphany for people that are hustling, that just want to take it from a hobby to a business. I think you have to be intentional. And then, like Brian said, there's metrics for each one of those points in your business. It's hard to visualize them. You need to know those metrics and then watch them each week. Yeah. No, I think that's sound advice.

I mean, I think it's funny because you guys are a part of the billionaire boardroom. And so for what you get, you get the run of the mill, right? You get boardroom elite, which is going to be a lot more granular, right? So it speaks to exactly what you're talking about. Where's your time spent? It speaks more to Brian than it does Steve, right? I can't wait for that, by the way. I can't wait.

It gets really granular. We talk about your marketing, your budget, your lead volume, your callback ratios, what type of list are you marketing to. Boardroom Elite is really the people who are trying to go from quarter of a million to a million dollars and what it really takes to Steve's point. So it's more up Brian's alley in terms of the granularity of it. But really it's to the point that Steve's making of now you've got to figure out where am I spending my time? What actions am I really doing that's going to help generate the revenue to get to that million dollars a year? Because it's great to be able to just know your numbers. That's awesome. But if you can't implement any type of creative juices to go drive more into the pipeline, then you're not converting it.

You have no traffic to convert into a paycheck, right? So it's a combination of all that, right? So guys, let me give you guys a shout out. You guys have a RIA in your area that you run, right? And it's relatively big, right? I think you have, we'll talk about it. Why don't you tell everyone where you are, where they can find you, what your RIA is, the whole thing. Sure. It's so, it's taken us a little while to build it up. If anybody's out there thinking about doing it,

I would definitely realize it takes a while to get a following. You know, we put a meetup up and like 300 people would sign up within a short amount of time, but to get them to, all of them to actually show up at a meeting is a little different. So it's been about four years, four and a half years, but we, you know, consistently get anywhere from 75 to a hundred people in the room and we don't charge for it. And we don't sell from the stage every once in a while, you know, we have a, like a Joe McCall or a Watson or like someone comes in like once or twice a year to push a product. Sure. But we literally get up and we made it a very safe haven. We talk about deals. We give good education.

And we have guys that literally came there with full time jobs doing a couple of deals a month who are now doing, you know, I've been able to go to five, six, seven, eight deals a month, quit their jobs. And so we've seen just like we've really affected change in that group. So that's fun for us to do that. And half the time we're up there teaching stuff yeah and i'm i'm speaking i'm thinking like man i need to take my own advice so so sometimes it's good to do that teaching thing too because it helps you learn better helps you implement better um but that's here in indy and you know it's it's it's called inria and it's my inriaRIA, M-Y-I-N-R-E-I-A, if you want to check it out.

But there's not really much on our website if you're not local to Indianapolis. If you are, check it out. It's the second Tuesday of every month. It would be great to have you, or if you're close enough to drive, you know, one of the Ohio cities or, you know, Chicago or something like that. But our website is RedevelopIndy. That's our company. It's just Redevelopindy.com and indy's i-n-d-y and that's probably the best way to connect with us we would love to hear from

anybody if you know we feel like again the more that we have mentoring relationships or mentee relationships we don't have time to sit down with everybody and spend an hour with them but you know just to get to know people or shoot an email, we're like open books. And the more that we talk about this stuff, the more it reinforces what we do and gives us ideas. And, you know, that's why we're in the boardroom. I mean, I think, you know, the people that we spend the most time with, they say the five people you spend your most time with is like who you are, right? That's who you become. Right.

I think that's broader too. Like, so if I, instead of talking to somebody here, you know, I have friends that I go to lunch with every once in a while, but I would probably be better off spending 15 minutes at lunchtime emailing, you know, someone in Colorado has a question about our podio system. Sure. You know, then just hanging out and eating something I shouldn't eat for lunch.

So I think, you know, I don't know what else you have to add, Brian, but, again, if you're local, we'd love to have you at our area. On our website, you can just put your name and email in, and take a second page you can put a note in underneath how can we help you. Just say, hey, I heard Justin's podcast. We'd like to connect. We want to hear about the boardroom or we want to talk about Indy. That's probably the best way to connect with us. Yeah, I think you're exactly right. And I would

say, you know, just that's certainly one way to do it. But there's other ways to do it. Just do something. Just get out there. If you're passionate about real estate, just go do something. Just go find people. Get into a REIA. Get into a meetup. Get into something. You know, call us on the phone. We'll have a we'll chat with you. You know, we have a kind of a saying in our office that says, you know, motion creates emotion. So get up and do something, because if you start moving around, you're going to be passionate about it. Yeah. So I like that little I like that phrase. We're thinking about, you know, you said T-shirts, Justin. We're thinking about maybe putting that on a T-shirt or one of our corporate shirts or whatever but you know just get up and do it start somewhere um yeah can't tell you how many times oh good i was gonna say

i can't tell you how many times we forgot about something and one of us says hey you know we should do x and then literally like 10 minutes, one of us gets an email about X from somebody else, you know, and it, we just put it out there, you know, it just, we put the vibe out in the universe and shook something loose. So that's what, I think that's what Brian's another way to put what he's saying is just make, just start doing stuff. Even if it's the wrong stuff, you'll learn. Yeah. Don't, don't, don't be fearful, you know, get out and do it. Um, that's all I can say. Yeah. I would say we're all, you know, there's all a sense of that fear. Uh, we talked to us a lot about in Cabo, right. Is we went through this fear exercise. I mean, we all, you guys have it.

I have it. Everyone has it. It's the people who are able to push through the fear that ultimately reached the success, right? Because the fear is made up in our own mind. And what I would say to Brian and Steve's point, you need to get out. All people need to get out and go do it, right? And there's a great book that's written as a parable called The Alchemist. So for all of you listeners who have not read it, you need to read this. If you don't read, listen to it on audiobooks, whatever you need to do. And it's written like a parable, which means like the Bible, right? So you learn stories within the story. You learn meanings within the story, right? So it's a

self-help book in a parable manner. But it's all about creating the moment is now. I mean, there's so many great lessons. There's like 10, 15 lessons in there, but guys, you know, for all you listeners, the only reason why you're not where you want to be is because you haven't

taken any action. You're scared of what can happen if you fail and you shouldn't be. Cause every day I have the same type of hesitation based around what if, what if, but then I realized that's all made up in my head. That's all between my ears. And guess what? If I'm feeling that way, my competition's feeling that way,

and they're going to quit, and I'm not going to, period. I'm going to keep pushing forward. And that's what Brian and Steve are really talking about is the ability to take action regardless of the fear. Put that fear aside because there's really nothing that bad. You won't die, right? There's nothing that can really come from it. But you're also not going to gain if you don't take any action.

So, you know, for those of you who are out there, if you guys are interested in being a part of a group that Steve and Brian are in, it's called The Boardroom for those who are entry level, for those who are making a quarter million dollars a year, for those who are, you know, those who are making a quarter million dollars a year, for those who are 500,000 or a million plus. There's levels for each person, but they're small, they're intimate, they're meaningful. And this is the type of stuff that we talk about, right? And so these guys are the head of the food chain. They're in the billionaire boardroom. They're doing over seven figures a year. These guys are crushing it. But if you're just starting

or want to be around people like Brian and Steven, go to the science of flipping. There is a button that says mastermind application. Fill out an application. I am not going to accept everybody. It is up to Kent, myself, and Sean to accept those who prove themselves worthy. You have to provide a value to the group. You have to be open.

And you want to just show us why we want to accept you. This is not coaching. This is not come one, come all. This is handpicked. These two went through it. They went through an application process. And so I'm telling you guys, if you want to be a part of something like this, go to the science of flipping.com, click the application button for the mastermind and fill out the application and my team will review it and reach back out to you as you start going through this process so guys I really appreciate your time I know you guys are running a very successful business what are your what are your goals for 2017 what what gross revenue do you want to bring in the door for 2017 you know

it's funny that's actually changing after being at the boardroom but i hope it's going up that's what yeah it's going up i mean it's it's in the seven figures and it's um definitely maybe this is a parting thing but you know what what we learned really shook us like because we really know a lot but but again when we were at the boardroom, we really pared back. We're like, man, we're shooting ourselves short with what we're trying to do here. Because it's so simple. And we're going to do all this effort to have a team in place to do this. And it's just some more marketing money and a little bit more of the same stuff. The hard part is going from here to here.

And then going from here to here, you know, is a lot easier. So, you know, our business is set up to, at the end of the year, to be in the upper six figure business a month. Nice. You know, and that's what we're working towards. And, you know, we're as good as the boardroom are. And so, no pressure on you and Sean and Kent. We got you. You know, we're blowing you up all boardroom are, and so no pressure on you and Sean and Kent. We got you. You know, we've been blowing you up all year.

You know you can text me anytime. Yep. Yeah, we do. Cool. Yeah, we appreciate being on, and we're excited to see all the other ones too. It was good meeting everybody at the boardroom, and we'll be watching all the other podcasts for sure. It'll be great. It'll be great.

Well, I appreciate you guys. Brian, any last words? Yeah, I was going to say I want to give one more little golden nugget here. This was a quote, and I don't know if it was from that book you just mentioned, Justin, or if it was, I think I heard it on an interview even with Will Smith. But one of my favorite quotes is that God places the best things in your life just on the other side of terror. So we were talking about fear just a second ago. Remember that you're that close.

If you feel some fear in your life, you're that close to good things happening. So just remember that. That's all I got. Dude, that gave me shivers. I don't know if it's the word terror. When you said terror, I'm like, oh, shit. Terror, yeah. Dude, it's so true, right?

I mean, there's that famous image of two gold miners or diamond miners where one's like treaching away and then one gave up and he's like half a centimeter from all these diamonds. I mean, it's really true. I mean, right when people need to take that last step, they quit. They're tired. They're scared. Man, what a great quote, Brian. That's an awesome quote.

Say it again. The best things in life come to you. Yeah, so it's God places the best things in your life just on the other side of terror. Man, that is a great parting note. That's awesome. Well done, boys. Why I appreciate it. Drop the mic.

Drop the mic. We're out of here. Science of Flipping, our boys Steve and Brian out at Indie. Hit them up if you need anything. Again, you can always find me at thescienceofflipping.com. Boys, I appreciate you. We're going to sign off and talk to you soon. Peace, Dustin.

Thanks. Peace. Peace. Peace.