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064: How to Be Taken Seriously in the Real Estate World – Interview w/ Kyle Marcotte

Today we’re interviewing Kyle Marcotte.

Kyle is a unique guy because he’s got 120 units under his belt, valued at over 5 million dollars, and the guy is only 21 years old.

Jaren got connected with Kyle on LinkedIn recently and was pretty inspired by his story and what he’s been able to accomplish at such a young age. We wanted to invite him on the show to figure out what it takes to make so much progress this early in the game.

This was a GREAT interview. I think you’ll enjoy this one!

Links and Resources

KyleMarcotte.com

Kyle Marcotte on Instagram

Why You Should Consider More Than Just The Cap Rate by Kyle Marcotte

Miracle Morning by Hal Elrod

Rich Dad Poor Dad by Robert Kiyosaki

Jake & Gino’s Wheelbarrow Profits

Cap Rate Calculator

Cash on Cash Return Calculator

David Goggins

Enneagram Test

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Thanks again for joining me this week. Until next time!

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Episode 064 Transcript

Seth: Hey everybody, how’s it going? This is Seth and Jaren and welcome to the REtipster podcast. Today we’re interviewing Kyle Marcotte. Kyle is a unique guy because he’s got, I think over 120-units under his belt valued at over $5 million and the guy is only 21 years old. Jaren get connected with Kyle on LinkedIn recently. It was pretty inspired by his story and what he’s been able to accomplish already at such a young age. We wanted to invite him on the podcast to figure out what it takes to make so much progress so quickly this early in the game. Without further ado, Kyle, welcome to the show. How are you doing?

Kyle Marcotte: I’m doing great. Thank you for having me.

Seth: Maybe you can just start by telling us your story. When did you get into real estate investing and what was your first step?

Kyle Marcotte: Yeah, so I was a student at UC Davis actually and I was studying pre-med and neurobiology and trying to do that whole route of 10 years of school and potentially being on call and not having very much free time. But making a little bit of money and having MD next to your name. I kind of was going at it for the wrong reasons. I wasn’t necessarily passionate about medicine. On top of that, I was playing Division I soccer at UC Davis, so the course load on quarter systems at the UC where all is very challenging as well as being a student-athlete. And I just really was an entrepreneurial person in general. I’m not very good at taking direction necessarily. It’s always been kind of a flaw, but I’m using it as a strength now, which is nice.

Basically, I was just really unhappy with what I was doing in school and decided to just try to find something else. I didn’t really know what I was going to look for. And then I read a purple book called “Rich Dad Poor Dad”, which I’m sure everyone has read it at this point.

Seth: I’ve never heard of that one.

Kyle Marcotte: Never heard of that one, right? But it really definitely changed my life. It put kind of words to those emotions that I was feeling of just, “Man, I really don’t want to trade so much of my time away going from basically 20 to 60 years old with no freedom”. You’re just kind of working until a specific age. And I know people who haven’t made it to retirement age. It’s not guaranteed that you’re just going to smooth sail, clean health bill till you’re 65 and then you get to retire and there’s these golden years. I’ve often heard that it’s boring at that age and I just was trying to find something that I could do independent of my time that would pay for my lifestyle. I found out real estate and started off in a single-family and wholesaling world and then quickly realized that that was also a job. I eventually just told my soccer coach, “Hey man, thank you for recruiting me all the way from Texas, but it’s not going to work out. I’m going to pursue this real estate thing”. And also went to the Dean’s office and enrolled and then pursued multifamily real estate and six months later I did a 107-unit deal in Louisville and the rest is kind of history.

Seth: I assume that 107-unit deal was a syndication deal, right?

Kyle Marcotte: Yes. It was a syndication.

Seth: That right there, I mean that seems like a massive step. And syndications seem on the surface like somewhat of a complicated strategy because you’re getting money involved for a bunch of other people and all this stuff. I’m just wondering, is it not that complicated? How does somebody like you jumped so quickly to that step?

Kyle Marcotte: I really don’t think that syndication is quite as complicated as people make it out to be. I think that that’s kind of how we do a lot of things though as humans. We create a concept of something and we put it a little bit out of our reach or out of our comfort zone and then we just push it under the rug and don’t really think about it too much. But syndication really, it’s actually simple. It’s very similar to a joint venture if you think about it. And I don’t think very many people are very scared of that. It’s just the word “syndication”, it’s kind of a bigger word and I don’t know, it’s very trendy right now. But all it means is that you’re raising money from people that you know to buy an investment and those people don’t have an active role. Basically, I do all the work and you pay for it and that’s a syndication. That’s really as simple as it is. There is some legal work, but you hire a legal attorney and you work that into the race, so it’s really not as big a deal as you think.

Jaren: Kyle, I want to jump in there and I don’t mean to make this little sassy so early in the interview but I have a little pushback there man because I’ve been trying to figure out this game for a while and there does seem to be some pretty big obstacles when you’re just starting out. Number one is how do you find brokers to give you the time of day? Because a lot of commercial brokers, unless you have a track record or you’re partnered with somebody who has a track record of successfully closing and being a reliable closer, they won’t give you the time of day. Also, there’s the whole aspect of having to have a loan guarantor who has a net worth equal or greater to the purchase price of the property. And then there’s also how do you find investors to park money with you? And then how do you find the attorneys who will again, give you the time of the day to bring you on as a client to set up the syndication? All those things seem like a lot compared to what we do in land where we just send out direct mail, buy a piece of dirt and turn around and sell it.

Kyle Marcotte: Yeah. No, I totally understand. Once we start breaking those things down into their parts, I think that you’ll realize that you’re really not that far away as you think you are. I’m not trying to say that syndication is easy and I definitely did work really hard to get to where I am. But the thing is when you really start to break things down and take it slowly month by month, it’s really not that big a deal. We can start at the broker side of things, which is basically, I have a document that says, “How to get brokers to take you seriously?” I can share that with the listeners and on my website after the show. But what we try to do is you go to the LoopNet broker directory and you take all the names of the local brokers in your area. And then you email them on a biweekly basis every week and you underwrite all of the deals that they have listed on their websites.

And then you send that to them fully underwritten with your logic and your criteria. And then you just continue to do that on a biweekly basis because yeah, if you reach out to a broker and you just say, “Hey, I’m looking for deals in multifamily”. They’re going to say, “Well, yeah, you and everybody else, right?” So, you have to kind of have something to set you apart, which that something is usually really good underwriting.

Actually, really good is probably an overstatement. Just underwriting in general. Some sort of, “Hey, this deal works for me because X, Y, and Z. But it doesn’t work for me here. This is why. Thanks. Looking forward to doing more business with you”. That’s kind of our step one – The broker objection. And then I would move on to the KPI objection, which is finding someone with net worth. Well, it can actually be a community net worth. All the LPs in the group adding up to the net worth sending on the loan. So that’s kind of another way to look at it. You can find multiple people. You don’t have to find this one big shark. I think that that can kind of scare you a little bit as well.

Jaren: Yeah, I didn’t know that. That’s cool. So then all of the limited partners that come in as passive investors, their collective wealth can qualify for the loan guarantor requirement.

Kyle Marcotte: Yes. They obviously have to agree to sign on the loan, which may make you have to give them more GP percentage for that risk or perceived risk. That is something to consider. But yes, you can do it more of a collective approach. But the way that that I go about finding people of that net worth, because a lot of people will say, “Well, you must’ve grown up rich. How’d you find a KP?” Well, I actually didn’t. My parents are very blue collar. Neither of them went to college. My mom is a yoga teacher. My dad cleaned pools for a very long time. The way that I built my credibility as a 20-year-old and still in school was I went to a local meetup and I slowly worked my way in with the host. The first couple of meetings I just kind of said, “Hey, I really liked your meetup. This is how I found it online”. And then I moved into, “Hey, is there any way I can do some sort of tasks at your meetup? Like maybe name tags or checking people in or helping with the camera equipment or scheduling guests?”

I just did that for about a month, two months and then I slowly started to ask, “Hey, would it be okay if I stood up on stage maybe and gave like a 30-minute presentation on multifamily?” And I’ll tell you man, as soon as you stand up on a stage, regardless of what you look like or your age, people immediately just take you very seriously. Because I went from being like, “Oh, the cute kid. He checks me in and gives me the name tag” to like, “Oh, this guy’s an expert on multifamily” in just a very short time. That’s another thing where people kind of get intimidated or people aren’t going to take me seriously. There’s a lot of like little perceptions and little tiny things that are actually not that complicated that can put you well into the realm of credibility. I think that people really don’t know you necessarily. They only see their perception of you in a brief timeframe and a brief little moment in space and time. If you can show up in a way that impresses someone or will have them perceive you as credible, then you can really move forward in the business quite a bit.

Jaren: I really appreciate you breaking that stuff down for me, man. I want to go back a minute to when you decided to leave school because a lot of the times in podcasts, we get these huge brushstrokes of people’s past and their history. It’s not uncommon to listen to somebody in here literally like 10-20-30 years of their entire life in two sentences. I want to like go very granular and I want to go back to that moment in time when you decided to leave. Because if I had a full-ride scholarship and my parents are blue-collar and I was in school and I was on track to go become a doctor and then all of a sudden, I just said, “You know what? None of this is for me. I’m going to go pursue real estate”. You had to have gotten some pushback from those that care about you and that love you, especially being so young. What was that like? What was the thinking process? What was your parents’ response to you being like, “You know what? I just want to go become financially independent through real estate”.

Kyle Marcotte: They definitely were not supportive at first. And for the first six to eight months of this real estate thing, it was pretty brutal. I had a really, really hard time. My roommates, the people I was living within college, they didn’t like it either because that made them feel like, “Oh, you don’t need college? What do you think, you’re smarter than us?” Even my closer friends were not on my team. My brother, he did the whole school route and then he’s an account at EY right now. He’s also very much into the realm of W2. He was also like, “What are you doing man?” And my parents, of course, they were very upset as parents get. They get worried and they don’t really know what’s happening. That was kind of a really big obstacle for sure. But I felt so guided at the time. I’m not going to tell you that I had some master plan. I really just knew that in my heart that there was something else I needed to be doing and I really kind of blacked out for like a very long time. Like almost like six months of just blacking out and just doing what my subconscious mind kind of was telling me to do. It was something that I really can’t go back in time and explain, but I do have kind of a funny story to kind of summarize the whole timeframe.

The way I was thinking was basically the way that I actually got my first big break in real estate. I went to Jacksonville from Sacramento to a meetup or a conference where I actually met the two partners that I did my 107-unit deal on my 12-unit deal with.

But the way I paid for that plane ticket was just sheer hard work. I basically knew the conference was happening two months out or three months out and there were only people hiring in my community. My college town of Davis was a senior living facility up the road. It’s about two miles bike each way. And it was early year, January, February. It was really cold in Northern California. They had me work in the 6:00 AM shift because that was the only shift that was available – 6:00 AM to noon. Your job is to come in, clock in and help wake the older citizens up, the people who live there. It’s really hard for a 90-85-year-old person to wake up in the morning and that’s your job. You have to help them go to the bathroom and use and wash and stuff like that.

It’s exactly as brutal as you picture it. But it was the only place hiring and I knew I needed to be able to pay for this plane ticket. But long story short, after almost two and a half months of working there, it was a great lesson in empathy. But it was definitely not ideal. I was able to actually afford a red-eye ticket to Jacksonville. It connected in Dallas and Charlotte and I ended up getting there 9:00 AM, the event said that noon that day. Then I ended up meeting the two partners. It was just like this weird place where I wasn’t really thinking. I was just really taking action and then all of a sudden thing were lining up in this crazy way that wasn’t me. I just feel extremely blessed and guided and super grateful every single day that those things happened because I really was taking a leap of faith. Getting a weird job at a senior living facility that I wasn’t really happy with, but just doing it, something was telling me to keep going. Something was telling me to keep doing it every morning when I was biking in the cold at 05:30 in the morning. I was still doing my miracle morning at 4:30 AM by the way. I was still waking up at 04:30, doing my hour, leaving at 05:30, getting there.

I really had no idea what I was doing. But it ended up working out in this beautiful way that now looking back it seems brilliant. But at the time I was just putting my head down and really just following my heart. It was really kind of a weird time.

Seth: It’s an interesting success story. I don’t know of many people who said, I just blacked out and when I woke up, I was successful.

Kyle Marcotte: Yeah. I mean, I guess that’s the only way you can describe it, man. I can’t take credit for it. I guess that’s what I mean by blacking out. It wasn’t Kyle. It was just bigger than me, man. I really don’t know how to describe it other than that.

Seth: Interesting.

Jaren: It’s awesome, man. It’s very inspiring. I’m over here super inspired.

Seth: You think there was some divine force or something? Or I don’t know, what do you attribute that to?

Kyle Marcotte: I really don’t know. I guess people would say that you have some sort of destiny and maybe you do. And maybe I ignored mine for so long that the higher power, God or whatever you want to call, it was like, “Man, you’re really messing up. We’re just going to take over for a couple of months”. I don’t know man. You never know. But just for me, it was something like intuition but times 10. Because I had an intuition to continue to play soccer and keep doing that. And then that ended up working out. But do you guys ever have moments where you are alone with yourself and then you get these ideas that don’t feel like they’re coming from you? It almost feels like a lightning bolt to sit you in the head and you’re like, “Oh, wow, that’s smart. I’ll write that down”. You know what I mean?

Seth: Totally.

Kyle Marcotte: It was just that for an extended period of time, I guess.

Seth: Yeah. Actually, I do this thing called DAWG days. Every so often. It’s D-A-W-G. It stands for Day Away With God. I was doing that a few weeks ago. It is crazy the things that will come to you in those moments when you just silence the noise and you tune in and you get these things that don’t happen otherwise.

Kyle Marcotte: Exactly.

Seth: I totally know what you’re talking about. I’m curious when you say you made this decision to drop out and pursue real estate, were you making any income from real estate specifically at that time? Or was it sort of just like a cold turkey, “I’m going to do real estate, I’m going to make it work starting now”? And then later on is when you actually did your first deal and made that happen.

Kyle Marcotte: Yeah. No, it was pretty much cold turkey. There was no real income stream coming in. There were some wholesaling things that were happening, but that’s input and then you get output for that. That’s earned income, not passive income in any sense. I didn’t have any streams of income and all to support me.

Jaren: So, man, I wanted to ask, why large apartments? Because I feel like as you’re sharing your story, there’s a big gap between like, okay, you have this almost divine nudge to leave everything and pursue real estate. But then you know somehow to go from “I’m quitting college” to “apartment syndication”. Why did you decide on apartment syndication? How did you even know about it? Because even if you read “Rich Dad Poor Dad”, he mentions real estate in there and he mentioned larger stuff. But a lot of people read “Rich Dad Poor Dad” and they go to flip houses or they go wholesaling. And you mentioned you tried some wholesaling, so how did you get to large multifamily?

Kyle Marcotte: Well, it really just became the factor of “I wanted to be independent from my time”. That was my main focus. It wasn’t about the money, it wasn’t really about the material or the excess, anything like that. It was about being able to control my time and not have to focus on it. I started to look into bigger apartments and commercial in general because of the fact that once you hit that economies of scale, you can have a full-time maintenance person. I started to realize that, if I was to do homes that my initial plan was duplex is right. And then I realized I’m going to cashflow maybe $200 – $300 a month. Max a $1,000 a month from one deal and that’s going to take me a long time to do. Whereas I can use that same amount of time and get a bigger apartment complex.

And at first it was like, “Okay, I’ll get a 20-unit, I’ll get a 12-unit” and ended up doing a 12-unit later. But I ended up not doing that first because you can’t actually hire a full-time manager. They can only come maybe three times a week, two times a week. And they’re usually a single-family managing company. They’re not like a very official one that you can have sophisticated cloud-based software and have these weekly meetings where they’re really on their stuff and they have tasks and they complete them in the properties run without you being there all the time. I realized once you break the 75 to a 100-unit mark, I started to read that that’s kind of when you can afford based on the cash flows and the amount of income the property produces, you can actually start to pay someone 5% of gross income and they’ll be there every day of the week taking care of your property. You can have live cloud-based accounting software and you can have P&L updates and budget updates and you can talk to them for basically two hours a week and the whole property is taken care of. That’s what I was looking for. I was looking for that time freedom. I wasn’t looking for being a millionaire and driving Ferrari’s. That’s never really been my goal. My goal has been, “Can I just relax and kind of enjoy time with my family and not have to be constantly grinding and putting my head down and working for someone else?”

Seth: Maybe we can talk about the first property you ever bought. Tell us the story, how big was it? Where’d you find it? How’d you know it was a good deal? How’d you get the financing? Let’s cover all the details just so we can get a good snapshot of what that looks like.

Kyle Marcotte: The first deal I did was the 107-unit deal in Louisville. The financing was through, I believe Freddy and my partner Eli, who I met in Jacksonville. I did the majority of the detail aspect, the underwriting and he showed me kind of the ropes on that. He was an actuary prior to being in real estate, so he’s very good with numbers and he kind of showed me the ropes on underwriting. And honestly, at the time I was pretty basic on underwriting. I was still using some of the more basic single-family models and he kind of showed me how IRR is calculated and the commercial aspect of underwriting. That was extremely helpful. But then honestly, my job was really just raising the capital. So that’s kind of how the first deal came about from me.

Seth: Did you say that you did do some of the underwriting or you were just raising the capital and finding the money from different parties?

Kyle Marcotte: A little bit of both. I mean he definitely did the majority of the underwriting, but he taught me quite a bit in the process and we put together the business plan together and kind of understand what we’re going to do with this investment. Because obviously if you’re pitching to investors you have to know exactly what the deal is and what you’re planning on doing to make it have the returns that you’re claiming.

Seth: Yeah. I’m curious, do you have like a giant spreadsheet or something that you use for underwriting and running the numbers on this? Because I know when I used to work in banking, it seems like every bank had a different system for how they did it. But essentially what it boils down to is a bunch of questions and blanks and then you have to fill in the answer to explain why it’s a good deal, why the numbers work, all this stuff. Is that sort of what you had to do as well with underwriting?

Kyle Marcotte: Yeah. We actually used the Jake & Gino Wheelbarrow Profits syndication analysis tool. It’s a spreadsheet built by them and has several tabs. Like you said, you input the income and the OPEX and then it’ll pop out a cashflows tab which can kind of let you know where you’re looking on a yearly basis and wise. And then you can also see the returns tab and a summary of a 100k investment and things like that. It does a lot of the work for you, which is really nice. But to answer your earlier question, the reason we kind of really know it was a good deal was because the manager that they were paying was actually a relative. He was getting paid almost double the market rate for management. We knew day one we were going to be able to shave almost $30,000 off the salary for the management company. And then also they had a downed unit. We actually bought the property thinking it was going to be 106-units, but the down property was fully plumbed and ready to go. It just had a bunch of storage in there and needed a light rehab aesthetically. But it was a functional unit once it was cleaned up and that actually ended up giving us a whole another unit to work with. So that boosts the NOI quite a bit as well.

Seth: That’s another just fundamental question about underwriting. I know there’s all kinds of different metrics you can look at – Cap rate, cash-on-cash return, ROI. The list goes on. Which of those things matter the most and the least to you? How do you distill it all down to a “Yes, this is a good deal” or “No, it’s not a good deal”?

Kyle Marcotte: For me it’s probably debt service coverage ratio. That’s probably the most important to me. And I know that that’s contrary to most people, but I’d say that from a risk standpoint, that’s what I look first because if you’re at a 1.1 or you’re only 10% over what you need to pay the bank back, I find that to be a more risky investment. And if you’re somehow getting a high cash-on-cash return but you’re very close to a debt service, it’s usually just the first place to look to make sure that if a deal is skinny or not.

Cap rate matters to me a little bit less than it does to other people. I actually invest in LA with my two partners now. The reason we invest in LA is because of the low cap rate. So, a lot of people will not touch low cap rates, but in LA there’s rent control and a lot of people are scared of rent control. There’s a way to actually navigate rank control using buyouts and cash for key methods to where you actually, since you’re raising rents so much since they’re under budget from rent control, that cash for keys is actually going to boost your NOI. And then on the low cap rate it’s going to add so much value in the back end that you can afford to pay someone $10,000-$15,000 to move out of the apartment because you’re going to be able to raise the rent, which is going to boost the NOI and then on a low cap rate, that’s going to add so much value on the back end. So, I don’t really avoid the low caps.

Seth: I’m curious, what was your debt service coverage ratio that made you feel like it was okay? Was it like 2 to 1 or what was it?

Kyle Marcotte: I’d like to be at like 1.3. NOI basically divided by the debt service. So then that gives you usually a decimal point. If your debt coverage ratio was 1 you would have your mortgage is $50,000, then you’re making $50,000 a year. So, you’re basically 1 for 1 paying your mortgage back. I want to be at least 1.3.

Seth: And that additional 0.3 above and beyond the debt service? That’s what you have to basically pay yourself, pay anybody else’s involvement deal. Is that correct?

Kyle Marcotte: Yeah, it’s just kind of like the buffer room.

Seth: Okay. Is that kind of like your bottom-line goal whenever you look at the deal? Like “I just want it to be a 1.3 or higher and we’re okay”. Is it that simple or is there a lot more to it than that?

Kyle Marcotte: Yeah, there’s typically a lot more to it and I think it goes on case by case. You have to also understand kind of what you want to do with the business plan and what the comps in the area are going to allow you to do as far as increasing rents and some of the operational rules of thumb that you have to look at. But for return metrics, just to keep it simple, I’d say we really want to offer our investors a 15% or higher IRR. We try not to stoop below that just because we want to be a premier syndication group. We don’t want to be offering like the 10 IRR with really skinny deals just to get deals done. Because it really is about creating financial freedom for our investors, not necessarily just us racking up acquisition fees or anything like that. It’s always focused on them. We try not to do deals that aren’t going to be not home runs, but very good deals for our investors.

Seth: And I guess along the same lines of, when we’re talking about debt service coverage ratio and all these metrics we’re looking at, is this based on what it is today or our projections of where you think it’s going to be in the future?

Kyle Marcotte: A little bit of both. Again, the answer is typically going to be yes then yes. It’s going to be a little bit more complicated, but I’ll try to look at the current actuals and then obviously I’m going to take into account my first year of ownership, but my assumptions are typically really conservative. For example, in Austin, Texas right now the annual increase of rents is usually somewhere between 4% and 5% a year. We only underwrite about 3% just to keep it online with the national average because I’d much rather just not take advantage of Austin’s growth because you never know what could happen. And then also on reversion cap, which is the cap rate at exit, we will try to go up at least 10 basis points a year. Typically a little bit more than that, just to make sure that our reversion cap is going to be higher than our purchase cap.

We’re not betting that the market’s going to keep going in our favor, we’re actually going to bet against ourselves and say the market’s going to get a little bit worse in our time of ownership just to make sure that if the deal still works with the market not being in our favor, then that’s great. Because if you’re relying on the market, then you’re taking on quite a bit of risk.

Seth: Yeah, I gotcha. I guess to answer the question then, if one of these ratios was like just terrible as of today, but you were really confident you could bring it back to where it needs to be in the short term, that’s still okay for you, right?

Kyle Marcotte: Yeah, I would say so. Because if something’s really terrible, then it’s either the best news or the worst news. You have to kind of decide if that is like for example, for us, the actual debt coverage on the Louisville deal was not very good, but they were paying a manager almost $90,000 a year just to be there when everyone else can pay about $40,000 to $45,000 a year. You got to kind of look at their P&L and see are they running it like you would run it or like the market average is being run or are they making some real mistakes.

Seth: When it came to the financing for this, like to get the actual loan to buy the thing, did you go to a local bank or how did you go about finding that?

Kyle Marcotte: No, I believe that we went to Freddie.

Seth: Freddie. That’s right. You mentioned that.

Kyle Marcotte: The government agency and got a non-recourse.

Seth: Does that go through a bank or you just go right to a government agency to get that?

Kyle Marcotte: We have a mortgage broker. He works actually with Jake & Gino as well. He helps out quite a bit with that. We send them basically the each well, the rent roll, the OEM, and then somewhat of our business plan and our backgrounds. And then he sends it to just Freddy directly and then they handle it. But we always go through a mortgage broker because we have a good connection and he usually gets things in a good timely manner.

Seth: Okay, cool. What was the hardest part about getting that 107-unit property? And how did you get over that obstacle?

Kyle Marcotte: Probably the hardest part was we had someone 1031 into a syndication, which is a difficult thing to do. We didn’t know that that was even possible when we first did it because you have to kind of be on the deed of both things is what my initial assumption was. But you can actually file a thing called a TIC or a Tenant In Common agreement because basically how a 1031 is you have to own the property that you’re selling and then own the property that you’re buying.

If the LLC that he was selling his properties was an LLC and let’s say in Minnesota, but he wanted to buy into our syndication LLC, you can’t do that because they’re not the same LLC owning. But if you file a tenant common agreement on the Louisville deal with his, let’s say Minnesota LLC and other tenant in commons on Louisville deal, then you can actually utilize that 1031 income. But we didn’t know that until like three weeks out of closing. We had to redo all of the documents and let all of the other passive investors know that that was taking place because they have to understand every dollar that’s coming in because their money is on the line as well. So, you have to tell everyone. If they get all the documents redone and yeah, that was a little bit of a scary one in the time crunch, but a good learning lesson at the end of the day.

Jaren: I want to go back to something you said about the cash for keys strategy and your deals in LA because that’s huge man. If people understand what you’re saying there, if I understand correctly, what your strategy is the reason why you don’t care about low cap rates is one low cap rates gives you far less competition. And then what you do is you just employ a strategy where you ask tenants to leave essentially by giving them cash for keys. Is that correct? And then as they leave, you can adjust based on market rents.

Kyle Marcotte: Yeah, I would say that is correct. The only thing I would slightly alter would be the cap rates don’t cause the low competition. It’s actually the rent control that causes the low competition. The rent control scares off so many landlords. And you also get this situation where, let’s say you own the property in LA in 1980, it’s now 2020 and they implemented rent control somewhere in the middle of your ownership and you already own the building outright and you’re doing all right since you bought in the 80s. And you’re just kind of like, “I don’t really want to touch the rent control laws. I don’t really understand them. I don’t care to. I’m cash flowing, I’ve owned this property for 20 years. I’m just going to chill”. But then if you can come in and say, “Okay, no one else is going to offer on this guy’s property, but we will, because we understand that he’s, let’s say almost $500 under rent under the market current”. But he won’t up the rents annually like he’s allowed to and because it’s kind of a difficult situation. But if you go in and you pay that guy who’s paying, say $1,000 and the rent is $1,500. If you just pay him $10,000 to move out, then you can raise his rent $500. 500 times 12 is your annual increase in a NOI. And then you can also divide that on a cap rate, which is divided by 0.04 in LA most of the time or 3.5 so that ends up being quite a bit of value on the backend.

Jaren: That’s a really savvy strategy, man. Listeners, I hope you’re paying attention because that solves a pretty big issue with going into rent control markets. It’s like really, really smart. I want to touch on cap rates as well. You wrote an article. We’re going to link it at the show notes that you can find at retipster.com/64. I found that the article was very helpful, but for our audience, Kyle, do you mind just giving us the cliff notes version as to why cap rates are not as big of a deal as a lot of people think?

Kyle Marcotte: Yeah, so I think that cap rates aren’t necessarily the biggest deal because they’re not only a function of value, but they’re also a function of risk. If you think about a three cap to be extreme, that’s probably going to be on the beach in San Diego and there’s a lot of intrinsic value on a beach property in San Diego. People are always going to agree that living on the beach in San Diego is a valuable place to be. And I think that that’s something that people overlook is the fact that a low cap doesn’t always necessarily mean bad. In fact, you kind of often get what you pay for in a sense, at least in a market sense for sure. There’s obviously some gray area there. If you’re buying a C-Class property in the Midwest at a four cap, that’s something to be a little bit concerned about because that market doesn’t have intrinsic geographical value. But if you are let’s say for my example in the middle of LA, half a mile from the Staple Center, you can kind of assume that that’s a valuable area. It’s one of the highest populated places in America and it’s right in the middle of the downtown area, so it’s not necessarily going to go anywhere. There’s going to be foot traffic there for very long time and you can kind of understand why you’re paying that premium and then realize that on the back end your NOI, if it’s a lower cap rate, you’re going to get more value on the backend for NOI increases.

Jaren: Very interesting. That’s gold, man. I really appreciate you sharing that. So, guys, go ahead and check out that article because that’s a really, really big insight. Factoring in intrinsic value. A lot of the times people just don’t even think about that.

Seth: I actually had a similar thought. I was trying to analyze a self-storage deal a couple of weeks ago and the cap rate like, I get it but I don’t get it. I mean if the deal cash flows, if it covers the debt service, if it’s a good deal, why does it really even matter what the cap rate is? Because that’s based on what other properties are selling for in the area. I sort of understand what that has to do with mine, but at the same time, if the deal stands on its own, why does it matter that much? Just like an interesting tidbit, but it’s not like I need to make a decision based on that.

Jaren: I 100% agree. That’s a really big insight because I know a lot, especially as beginners, people will kind of like, “Oh, you need to buy on a 10 capper”. And I think that’s a little bit outdated. I don’t think a lot of people are buying that 10 caps in today’s market. But if you read back a few years ago, a lot of people like a lot of articles and stuff from Jake & Gino and a lot of that was going around was “Hey, I only buy on 10 caps. I only buy on 10 caps”. So that’s really good insight.

I wanted to go back before we move on and kind of touch on how you found your partners because you said that you went to this event in Jacksonville and you met your two partners. But here’s my big question because I just got back from the best ever conference like literally yesterday. I met a lot of really cool people. It was very beneficial but it’s not the same thing as like within the course of a few days I found people to give me a chance to partner with him. I have some people who said, “Yeah, if you have a deal bring it to me” and they might turn into that. But that’s a really big deal to be able to go to an event for a few days and then walk away with two partners. I want to take some time in the interview to explore that. How did you convince them? Especially being so young and not having a lot of real estate experience, how did you convince these two partners to bring you on and let you do stuff in exchange for writing out the GP?

Kyle Marcotte: Number one, I think that just a preface, what I’m about to say is I was very honest with them and I just told them exactly where I stood. And the fact that, you’re right, I didn’t have very much experience, but I’m young and I’m willing to do whatever it takes. I flew here on a red-eye, I got here three hours ago kind of thing. I definitely have a unique story that does stand out, which does benefit me for sure. And in those settings where people are all similar age in their 30s and 40s to 50s and then the 20-year-old walks into the room. That definitely does pay advantage. When people tell me that my age is somewhat of a disadvantage, I’d argue that it’s honestly somewhat of an advantage. It’s almost like kind of coming in there with like a pink cowboy hat on, everyone kind of sees you immediately because of the fact that you are younger than everyone. I’m significantly in the room, but also, I’m really into following up. I think following up is extremely important. I spend at least half the time I was at the conference following up. If I went to a conference for six hours, I’ll spend three hours following up and then I do some things with my business card that hopefully make me stand out. I try not to have any colors or anything on the back. I want to blink back with writeable texturing on the thing and I want people to be able to take notes on me when they’re talking to me. And I also like to put my picture on my card to make sure people remember me. But I mean all of that little psychology stuff aside, I’m 20 and I just stick out like a sore thumb. It definitely does make my job a little bit easier. I’m not really sure how to give you advice on that aspect. But I really was just extremely transparent and honest and I think that that honesty really is the best way to go.

Jaren: One follow-up question. What value did they perceive you to be able to bring to the table? Because this is a question, one of the presenters or one of the vendors had a meetup at best ever. She was taking questions and I asked her straight up like if primarily people are bringing deals through broker relationships and brokers won’t give me the time of day, what value could I bring to the table? I’m completely new to apartment syndications. I don’t have a network. I don’t have investors chomping at the bits that are accredited. How do you bridge that gap without having to buy into an existing mentorship program? Because that’s why those mentorship programs exist. Because you can spend $20,000 to $50,000 to join into a network that already has brokers and insurance guys and mortgage guys, etc., etc. But if I don’t want to go into that direction, then the gap between beginner and first deal is to find an investor who’s already sophisticated, already experienced that you can partner with and add value to. But the big question mark, what value can you bring?

Kyle Marcotte: Yeah, that’s a great question. I try to focus a lot on adding a lot of value prior to attending an event. I’d actually been working on a local meetup as I was saying earlier, just getting the check-in’s done and then I started to give seminars. Neal Bawa, I actually ended up sponsoring that meetup. It was just a round table in Sacramento and it ended up getting sponsored by Neal Bawa. He has a bunch of meetups that he kind of absorbs throughout the country and he ended up absorbing ours while I was a main speaker and had my own little section called “You can do it”. I gave a motivational speech for 5 to 10 minutes every meeting. I ended up picking up a lot of contacts there and then I met a guy who ended up investing a large chunk into the deal. I kind of knew I had him on a big soft commitment before going, but that was really just because before I went to the event, I knew I was going to be able to add value in that way. I was telling people when I met them, “Hey, the way I can add value is I currently am a main speaker at Neal Bawa, it’s a meet up in Sacramento. I speak for 5 to 10 minutes every week and getting some decent feedback. I have X amount of soft commitments and I’m continuing to follow up and I’m trying to build my investor list every day. And then on top of that, I’m 20 years old and I’ve taken the initiative to fly across the country. I’ve told them the story that I’ve left everything that I had behind soccer, which was my passion since, 5 or 4 years old all the way through 20 years old. I played at the highest level in college and I gave that up for this. And I also went to a pretty good school at UC Davis and gave that up as well just to pursue this. There was no hesitation of them being like, “Oh, well, he’ll be gone in a week”. It was like “This kid is committed and he’s already getting some stuff done. I’d love to give him a chance”. That was kind of my value.

Seth: I’m curious Kyle, have you ever taken any aptitude assessments? Are you a genius or something?

Kyle Marcotte: No, man. I can tell you my GPA was very low actually. In high school I had a 3.2 and in college at Davis I think I was 2.7. I’m not at all an aptitude test guy. if I was taking IQ exam, I’m sure I’d be in pretty average. I think I just work really hard and I grew up very blue collar. Jake & Gino called blue collar work ethic, but I definitely have that. My dad always told me kind of something that some of my dad is, he basically would say his mentality is that if he’s going to get on a treadmill and someone gets on next to him, he’s going to get off second or he’s going to die. I kind of took off that mentality as a kid and that’s just kind of how I was raised. And yeah, I’m definitely not a genius though. I grew up a little bit dyslexic and struggled in school and I was kind of known as kind of a dumb kid who was just kind of a jock. I was just good at soccer. I was kind of stupid.

Seth: Yeah, because I was like you are, I did pretty bad in school as well. I did take an IQ test at one point in college and got a 133 which is pretty high. It’s not like genius territory but it’s up there.

Kyle Marcotte: I think 140 is genius territory. You’re pretty close man.

Seth: But the thing is, I wonder if you might be like that too. Just because it doesn’t translate into great grades, it doesn’t mean you’re not a brilliant person. I just listened to you talking about your understanding of underwriting. You know this stuff really well. You talk about it better than many professional commercial lenders who are twice your age that I’ve known. I feel like you’ve got this unfair advantage in the intelligence department. Just listen to you talk.

Kyle Marcotte: I appreciate that.

Seth: It might be interesting if you ever do take a test, let me know what you get.

Kyle Marcotte: Okay, I’ll look into it, man. I almost don’t want to take it now because I’m sure that it won’t be as good.

Seth: Let’s just assume you are a genius.

Kyle Marcotte: Yeah, let’s just leave it. Let’s just assume.

Jaren: But it’s true man. There’s actually a lot of correlation. A lot of people say that it’s B and C students are seeing these students that end up owning businesses that hire A and B students. Like our entire education system is built to produce really high performing employees. They’re good but they’re good at a particular type of function. The entire system, if you think about it, is all about taking orders and producing results. Like “Do this homework assignment, take this test and turn it in for a grade”. I would err on the side of Seth man. I think that you definitely, you can just tell that the way that you think and also the way that you engage emotionally is kind of high up there. It’s kind of mind boggling for you to be able to accomplish what you’ve accomplished at your age, man. So, my hats off to you.

Kyle Marcotte: Thank you guys. That means a lot man. It really does.

Seth: Yeah. That doesn’t just happen. You don’t just wander into that kind of a success. So that’s pretty cool.

Jaren: We’ve had a lot of other guests in the syndication space and another asset classes and you’re one of the more articulate guests that we’ve had.

Kyle Marcotte: Wow, guys, this is great. Yeah, I’m just trying to soak this in and I don’t want to deflect it. I’ve been reading a lot about deflecting compliments and I’ve tried to just practice on taking them in. So, I appreciate it guys.

Seth: That’s actually another great skill. I know a lot of people who cannot accept a compliment. They just go silent or they just brush it off and throw the comment right back in your face. It’s a good job accepting a compliment.

Jaren: This is just turning into how amazing Kyle is, man.

Kyle Marcotte: Yeah, thanks guys.

Seth: When it comes to syndications, would you say that that’s easier or harder than buying properties on your own? What kind of obstacles are most common for those getting started in the syndication world? And how does that compare to buying a single-family rental or a duplex and taking the thing down yourself?

Kyle Marcotte: Syndication is definitely more difficult I’d say than doing your own duplex alone. But I’d say that the reward is larger for the amount of time that you would do as syndication. If you’re putting in one unit of time for a syndication, you’re getting five units of reward. And if you’re putting one unit of time in a duplex, you’re probably getting like 1.2 in reward. It’s like if you take that ratio, you’d much rather be doing syndication with that trade off. The common pitfalls or syndication is mainly the aspect of the legal and the SEC regulations and understanding that you’re not breaking those guidelines and that you’re establishing a preexisting relationship with someone prior to being under contract and you’re not soliciting the market with social media posts and things like that. You have to genuinely meet these people and establish a preexisting and substantive relationship with them prior to contract, which is kind of a difficult narrow like weird waters to traverse. It’s all legally at the end of the day and confusing. Because what is preexisting? What does that mean and what does substantive mean? At what point is it considered that? That’s kind of confusing. And then also you have to then worry about losing other people’s money, which is tremendously stressful and much more stressful I’d say to me personally than losing my own money. I’d much rather lose millions of my own money than lose hundreds of thousands of someone else’s. It’s pretty intense to have other people’s money on your back.

Seth: Yeah, that would freak me out too. I’m sure there’s a way to get over that, but I don’t know. I’d have to be really, really sure about what I was doing. What would be your biggest advice for somebody who’s looking to get into apartment syndications? Do you have any one liner’s or “do this” or “don’t do that”?

Kyle Marcotte: Yeah, I guess I’d say get involved at your local meetup and meet the host. I think that a lot of people go to meetups in their local community and they spend a lot of time communicating with the other members of the group. But those people are in and out each week and some of them are new and some of them are not and you are kind of rolling the dice on who you’re meeting. You can guarantee that your investment of time will be best spent if it’s allocated towards the host. And if you can develop a relationship with the host, then everything else kind of falls into place. I kind of have a system where it’s like meeting number one, you tell the guy how you found his meetup, because that’s a value add right there. It gives him valuable feedback on his marketing. And then number two, the second meeting, you bring a friend and you tell him that you got a lot of value from his meetup and now you brought a friend. Now you’re bringing people to this meetup and speaking good about it in public. That’s another value add. Then number three, you would start helping him with his meetup tasks, like name tags and sign in and camera equipment and things like that. And that’s number three. And then as you do that third step for a couple of weeks, then you start to build a better relationship with him and you realize that he has gaps in his speaker lineup. It’s hard to find speakers every week at a local meetup. Then you just say, “Hey, I know that no one speaking in two weeks. I’d love to just stand up there for 10-15 minutes and talk about what I do in multifamily”. Immediately you’re very much credible in your local area, which starts to kind of play this snowballing effect where, “Oh, I saw you speak at that meetup. Oh, Joey said that he saw you speak in the meetup”. And then it starts to kind of expand outward and you become kind of more of an expert in your local market rather than just some guy who goes to the meetup.

Jaren: This is what I’m talking about Kyle. Like that’s so simple yet so effective. I’m looking back, all the times that I’ve been at meetups and I’ve just been like annoyed at being there because I’m like, “Oh my goodness, I’m talking to just some other newbie” or like, “Oh, my goodness, this is so awkward to network”. But that’s such a practical path towards networking with the host because I was going to ask you a follow up question to be – How do you get the host’s attention? Everybody is vying for their attention. How do you bridge that gap? You go with the mindset of, “Okay, I’m going to look for opportunities to stand out and add insane amount of value”. That has to come from showing up consistently and actually being involved. I think that’s the first step. But second to that it’s like it’s not that hard. His goal is to grow his meetup. If you can give him insight onto what’s working and what’s not working and then you can actually bring friends and then you can step in and help fill gaps – It’s so genius. It’s awesome.

Seth: Actually, I had one follow up question on the public speaking thing when you were able to present. The reason this comes to mind is because I have a friend back when we were in our mid-twenties, he was trying to become a public speaker. Like somebody who did this on the regular and get paid for it. But the problem that I think he sort of had with the situation was that being so young and what he was talking about, people were just like, “What do you have to say that I wouldn’t already know? I’m 20 years older than you. Why would I listen to you?” I’m curious, what did you talk about Kyle? And how did you get educated and get credibility on what you were going to be presenting on?

Kyle Marcotte: Well, first I’d like to address that objection, I guess is the word I’d use. Everyone’s thinking that, right? I’m aware that everyone’s thinking that so I try to address that with the opening kind of line of my speech. If you are a younger guy listening to this in your 20s then I’d say immediately come out and say something along the lines of, “Hey, I know what you guys are thinking. There’s a 20-year-old up here. What the heck do you know? You probably don’t even own your own car”. Or something like that. Just make some sort of a joke, get the laughter going. And that immediately kind of builds rapport with the audience. It’s like a great opener and you kind of address what everyone’s thinking and it leapfrogs that objection and then you can kind of get into the actual topic as if you are a 45-year-old seasoned veteran.

Seth: Yeah. If you come out and own it, they can’t use it against you anymore.

Kyle Marcotte: Exactly.

Seth: Yeah.

Jaren: That reminds me of the last scene of 8 Mile, if you guys have ever seen it where Eminem is like “I am white trash, I’m from the…” That’s how he won.

Seth: At the end of every show, at the end of most shows anyway, we like to go one step further and learn a little bit more about our guests and just understand how they think. Kyle, the first question we want to ask you is what is your biggest fear?

Kyle Marcotte: My biggest fear is probably not living up to the potential that I know in my heart I have. The responsibility to live up to. I think that scares me a lot of nights, but it’s also kind of what pushes me to keep going.

Jaren: I love that man. What are you most proud of in your life so far?

Kyle Marcotte: Probably my relationship with my parents. I think that a lot of kids my age are a little bit resentful of their parents, but I started to realize that my parents are all you have when things do go hard. Even when they’re not on your side of the brief moment, they end up being the only people you can turn to. I’m really proud of that relationship.

Seth: What is the most important lesson you have ever learned?

Kyle Marcotte: Most important lesson I’ve ever learned is, just bet on yourself and don’t listen to what other people have to say. If you wouldn’t go and actively seek their advice, then don’t take their criticisms. That’s a good way to put it, I guess. If you wouldn’t go, “Hey Bobby, what do you think about this?” then don’t listen to Bobby when he comes over and says, “You’re an idiot, man. What are you doing?”

Jaren: I love that man.

Seth: I think that was the fastest round of those questions you’ve ever had Jaron. Usually people are deliberating for five minutes to figure out the answer. That was like boom, boom. We are done.

Jaren: That was awesome. Kyle, I know you mentioned earlier an article that you wrote on your website. What is that URL so that we can look in the show notes?

Kyle Marcotte: It should just be on the homepage of kylemarcotte.com and I’m hoping to have it pop out at you. So, we’ll see.

Seth: Kyle’s last name is spelled M-A-R-C-O-T-T-E. Kyle, is there anything else people should do if they want to get ahold of you or learn more about you or anything else, they should know about?

Kyle Marcotte: Yeah. Number one, I’m pretty big on social media. I post every day. Kyle Marcotte 9 is my Instagram and then Kyle Marcotte at Facebook and LinkedIn. And then also my website is a great place to reach out. I actually do answer pretty much everything that gets sent to me. So, feel free to. The website again is kylemarcotte.com

Seth: Awesome man. Well, thanks again for sharing your time with us and letting us know your insights on all this apartment syndications stuff. It’s been awesome to chat with you. Hopefully, we can talk again at some points. Yeah, man, I wish all the best.

Kyle Marcotte: Yeah. Thank you for having me guys.

Seth: There you have its folks. Jaren, what was your favorite part of that interview? Is anything stick out as a big “A-ha” moment for you?

Jaren: Yeah, man. I think it was just his mindset. It was like everything I threw at him and I’m a pretty optimistic guy, but everything that was kind of like a counter or negative that I threw at him, he was just like, “Nope”. And it was just a really inspiring takeaway that I really think everything does boil down to mindset, man. It’s all mindset. If you think it’s going to be hard to get into apartment syndications then it’s going to be hard. But if you think it’s going to be easy, then for whatever reason, like actions or events follow that. I don’t know, like that energy or that thing you put out in the world where it’s like, “Nope, it’s going to be easy”. And that confidence that comes from it, it’s just doors open when you think that way.

Seth: Yeah. That’s like the way you mentally process any event that happens, whether it’s good or bad. It’s like, “Yeah, I can see how that has a huge role to play in that”.

Jaren: He’s like “A lot of people think that my age is a problem. I think it’s an advantage”. And it’s true. If you own it and you walk in and you’re like, “Yeah dude, I’m the only 21-year-old here that’s done 107-units”. Or even if you haven’t done anything yet, you’re like, “I’m the only 21-year-old here that’s going to do a deal”. It’s confidence that it opens up doors. It makes people attracted to you and take you seriously.

Seth: I’ve heard from a lot of people who are, I don’t want to use the word “old” but older like later in life and they see that as a disadvantage for getting stared at or succeeding. And at the same time, I’m like, I could look at that and be like, “No, that’s actually an asset”. Age is an asset. You look like you have experience. There’re all kinds of ways you can look at things as positive or negative.

Jaren: Yeah, 100% man.

Seth: One of the pastors at my church is kind of like Kyle in that. I think this guy is like 27, I think is his age. He’s not like super young, but he’s not that old either. He’s on the younger end of life. But nobody looks at him that way. He’s so confident and he’s so good at administration and managing people and telling people what to do in a nice way that he just speaks to the authority and it’s like his age is 100% irrelevant. Like nobody cares. He can own the room if he needs to. And I think maybe part of that is personality that you’re born with, but it goes to show it is possible. It’s not like you have to be the subservient, scared person wandering through life. It’s all in how you look at things and if you’re willing to take the initiative.

Jaren: Yeah man, that’s really good. What was your biggest takeaway, Seth?

Seth: I think for me, I don’t know if he is an obsessive personality, but I know some people who are obsessive, like they’ll find something. Like in his case maybe apartment syndications and obsess about it. Just learn everything there is to know and become an expert on it in a matter of weeks or even months. Kind of seems like maybe that’s what he did because that guy is super knowledgeable. He knows what he’s talking about. You can tell just by how quick he is to respond and he just knows the answers. It seems like he could probably succeed at many things in life if he chose to obsess about it and become the best there is at that thing. It’s kind of about making that decision like “This is important, this is going to work. I’m going to master this”.

For the little fun question of the day that Jaren and I are going to answer today, the question is this – “When do you feel happiest?”

I think in this stage of life that I’m in right now, a lot of my happiness is tied to my kids. I just have a lot of fun with them. I love their personalities. Their age is three and five as we were recording this. They’re at a stage where they’re both still innocent. I’m seeing their personalities develop and learning new things to say. I don’t know, it’s just so much fun to not only just to interact with them, but even after they go to bed at night and I’m just kicking back and thinking about them and I get to just reminisce like, “Man, that was fun how I got to do that with them today”. I don’t know, I get a lot of joy from their existence and just having them in my life. It hasn’t always been that way obviously. I haven’t always had kids, but now that they’re here, a lot of my happiness is tied up in them, I think.

Jaren: It’s awesome man. I love that. Well, for me man, like this David Goggins guy, his whole mindset and life philosophy has kind of, “I’m taking my world by storm” and I am most happiest after I’ve accomplished something very, very hard. For example, Seth, if you want to put that picture that I showed you over the weekend. I put a really crazy picture of me running 10 miles in 0-degree weather when I was at best ever. Because I was up in the mountains in Colorado in Kingstone and it was very, very cold. I actually put that picture of me as my screensaver on my phone because when I look back and I see myself and I reflect on myself accomplishing things that other people say is too extreme or impossible, that’s where I find true joy man. I think that’s the reason why people, I know they say that there might be like a chemical release or something in the brain when you run, but I think a lot of it is tied to the fact that running is really, really hard and it sucks. And if you’ve done something long distance like a 10-miler or a 12-miler run, the sense of accomplishment man it’s what drives me. It’s what drives me out of depression because it’s quantifiable proof that I’m significant. And I know that, when we talk about Enneagram type three, that’s probably the biggest character flaw in my type of personality is that I’m chasing significance and I’m trying to prove to myself that I have worth. For me, I get the biggest sense of, “Yeah, bro, I’m amazing. I just ran 10 miles in the freezing cold. Nobody would do that”.

Seth: For those who don’t know about the Enneagram, it’s kind of like a personality test and the type three that Jaron is referring to is called the “Achiever”. It’s one who finds a lot of fulfillment and that kind of thing in achieving things. It makes sense that you would find a lot of joy in that. Personally, being a type six, the loyalist who lives very fear filled life. I feel happiest when I’m just worrying about things. I’m just kidding. That’s a joke. That’s cool man. It almost makes you wonder like a mother who goes through labor pains in almost a year of just discomfort in difficulty to give birth to a child and then feels that instant love and connection after the child is born. I wonder if it has anything to do with the trial, she has to endure to bring that baby into the world. I wonder would it be the same if it was just easy and you just kind of snap your fingers and it was done? I don’t know.

Jaren: Probably not. I don’t know. That’s an interesting question. I don’t know man. I just feel like I’ve really embraced suffering as a means of personal growth. I feel like life really boils down to this huge self-development, our personal development game. It’s just all about overcoming obstacles and life has a bunch of obstacles to overcome so that you can grow. And when I am growing and I can look back and say, “Okay, I’ve been this heavy, I’ve changed things up, I’ve figured things out and now I’m losing weight or I’m able to do things that I never thought are possible”. There was a time in my life where I would’ve been like, “Man, you like running. You’re dumb. Why would anybody ever run?” But the reasons why they love to run is because it’s controlled suffering that they can employ in their lives so that they can overcome it and they can get better. That whole game, that whole mental game of just like finding things that suck every single day that you can overcome so that you can get stronger and better. That’s my jam right now. That’s like my whole life philosophy right now.

Seth: Yeah. It almost makes me wonder in the pursuit of wealth for instance, as a real estate investor, say if you have like a goal number you want to get to in life. Like “When I make this much, I’m good, then I can stop”, for those out there who feel that way. I wonder if they almost hit like a sort of depression or something when they get there. Because it’s like, “Man, I’ve worked so hard for this for so long and it’s over”. There’s almost like this weird fulfillment that comes from the struggle just from plugging away and seeing little steps of progress forward each day. And when that is done, it seems that would almost be sort of sad. What now?

Jaren: I would always pursue another goal and be like, “All right, I’m going to go learn an instrument or go and get into working out or something”.

Seth: Yeah, totally.

Seth: For those out there who want to tag along with what we’re doing feel free to text the word “free”. F-R-E-E to 33777. You can stay up to date on all the new things happen at retipster.com. Go ahead and text the word “free” to 33777 and you can make sure that we stay on your radar.

If you want to check out links and descriptions and all kinds of information regarding this conversation, you can check out the show notes for this episode at retipster.com/64. Thanks again for listening and we’ll talk to you next time.

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from Real Estate Tips https://retipster.com/064-kyle-marcotte/

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xcdykmjf-blog · 5 years

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Can someone please help me find the best insurance for me?

I need something that covers dental, vision and as much Health as possible. (Routine check ups, lab work, specialist, etc) Something with an affordable deductible and Affordable Copay..I m not very familiar in this area but I m 99% sure that I have progressed type 2 Diabetes as well as other various health problems and desperately need to visit the doctor. Thank you.

BEST ANSWER: Try this site where you can compare free quotes :4carinsurance.xyz

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techietrends · 6 years

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Back in 2008, as the global financial crisis was only just beginning to tear at the fabric of the U.S. economy, entrepreneurs in San Francisco were already hard at work on potential patches.

This was the beginning of what’s now known as the gig economy. Companies like TaskRabbit and Thumbtack — and Handy, Zaarly, and several others — all began by trying to build better marketplaces for buyers and sellers of services. Their timing, it turns out, was prescient.

In snowy Boston during the winter of 2008, Kevin Busque and his wife Leah were building RunMyErrand, the marketplace service that would become TaskRabbit, as a way to avoid schlepping through snow to pick up dog food.

Meanwhile, in San Francisco, Marco Zappacosta, a young entrepreneur whose parents were the founders of Logitech, and a crew of co-founders including were building Thumbtack, a professional services marketplace from a home office they shared.

As these entrepreneurs built their businesses in northern California (amid the early years of a technology renaissance fostered by patrons made rich from returns on investments in companies like Google and Salesforce.com), the rest of America was stumbling.

In the two years between 2008 and 2010 the unemployment rate in America doubled, rising from 5% to 10%. Professional services workers were hit especially hard as banks, insurance companies, realtors, contractors, developers and retailers all retrenched — laying off staff as the economy collapsed under the weight of terrible loans and a speculative real estate market.

Things weren’t easy for Thumbtack’s founders at the outset in the days before its $1.3 billion valuation and last hundred plus million dollar round of funding. “One of the things that really struck us about the team, was just how lean they were. At the time they were operating out of a house, they were still cooking meals together,” said Cyan Banister, one of the company’s earliest investors and a partner at the multi-billion dollar venture firm, Founders Fund.

“The only thing they really ever spent money on, was food… It was one of these things where they weren’t extravagant, they were extremely purposeful about every dollar that they spent,” Banister said. “They basically slept at work, and were your typical startup story of being under the couch. Every time I met with them, the story was, in the very early stages was about the same for the first couple years, which was, we’re scraping Craigslist, we’re starting to get some traction.”

The idea of powering a Craigslist replacement with more of a marketplace model was something that appealed to Thumbtack’s earliest investor and champion, the serial entrepreneur and angel investor Jason Calcanis.

Thumbtack chief executive Marco Zappacosta

“I remember like it was yesterday when Marco showed me Thumbtack and I looked at this and I said, ‘So, why are you building this?’ And he said, ‘Well, if you go on Craigslist, you know, it’s like a crap shoot. You post, you don’t know. You read a post… you know… you don’t know how good the person is. There’re no reviews.'” Calcanis said. “He had made a directory. It wasn’t the current workflow you see in the app — that came in year three I think. But for the first three years, he built a directory. And he showed me the directory pages where he had a photo of the person, the services provided, the bio.”

The first three years were spent developing a list of vendors that the company had verified with a mailing address, a license, and a certificate of insurance for people who needed some kind of service. Those three features were all Calcanis needed to validate the deal and pull the trigger on an initial investment.

“That’s when I figured out my personal thesis of angel investing,” Calcanis said.

“Some people are market based; some people want to invest in certain demographics or psychographics; immigrant kids or Stanford kids, whatever. Mine is just, ‘Can you make a really interesting product and are your decisions about that product considered?’ And when we discuss those decisions, do I feel like you’re the person who should build this product for the world And it’s just like there’s a big sign above Marco’s head that just says ‘Winner! Winner! Winner!'”

Indeed, it looks like Zappacosta and his company are now running what may be their victory lap in their tenth year as a private company. Thumbtack will be profitable by 2019 and has rolled out a host of new products in the last six months.

Their thesis, which flew in the face of the conventional wisdom of the day, was to build a product which offered listings of any service a potential customer could want in any geography across the U.S. Other companies like Handy and TaskRabbit focused on the home, but on Thumbtack (like any good community message board) users could see postings for anything from repairman to reiki lessons and magicians to musicians alongside the home repair services that now make up the bulk of its listings.

“It’s funny, we had business plans and documents that we wrote and if you look back, the vision that we outlined then, is very similar to the vision we have today. We honestly looked around and we said, ‘We want to solve a problem that impacts a huge number of people. The local services base is super inefficient. It’s really difficult for customers to find trustworthy, reliable people who are available for the right price,'” said Sander Daniels, a co-founder at the company.

“For pros, their number one concern is, ‘Where do I put money in my pocket next? How do I put food on the table for my family next?’ We said, ‘There is a real human problem here. If we can connect these people to technology and then, look around, there are these global marketplace for products: Amazon, Ebay, Alibaba, why can’t there be a global marketplace for services?’ It sounded crazy to say it at the time and it still sounds crazy to say, but that is what the dream was.”

Daniels acknowledges that the company changed the direction of its product, the ways it makes money, and pivoted to address issues as they arose, but the vision remained constant.

Meanwhile, other startups in the market have shifted their focus. Indeed as Handy has shifted to more of a professional services model rather than working directly with consumers and TaskRabbit has been acquired by Ikea, Thumbtack has doubled down on its independence and upgrading its marketplace with automation tools to make matching service providers with customers that much easier.

Late last year the company launched an automated tool serving up job requests to its customers — the service providers that pay the company a fee for leads generated by people searching for services on the company’s app or website.

Thumbtack processes about $1 billion a year in business for its service providers in roughly 1,000 professional categories.

Now, the matching feature is getting an upgrade on the consumer side. Earlier this month the company unveiled Instant Results — a new look for its website and mobile app — that uses all of the data from its 200,000 services professionals to match with the 30 professionals that best correspond to a request for services. It’s among the highest number of professionals listed on any site, according to Zappacosta. The next largest competitor, Yelp, has around 115,000 listings a year. Thumbtack’s professionals are active in a 90 day period.

Filtering by price, location, tools and schedule, anyone in the U.S. can find a service professional for their needs. It’s the culmination of work processing nine years and 25 million requests for services from all of its different categories of jobs.

It’s a long way from the first version of Thumbtack, which had a “buy” tab and a “sell” tab; with the “buy” side to hire local services and the “sell” to offer them.

“From the very early days… the design was to iterate beyond the traditional model of business listing directors. In that, for the consumer to tell us what they were looking for and we would, then, find the right people to connect them to,” said Daniels. “That functionality, the request for quote functionality, was built in from v.1 of the product. If you tried to use it then, it wouldn’t work. There were no businesses on the platform to connect you with. I’m sure there were a million bugs, the UI and UX were a disaster, of course. That was the original version, what I remember of it at least.”

It may have been a disaster, but it was compelling enough to get the company its $1.2 million angel round — enough to barely develop the product. That million dollar investment had to last the company through the nuclear winter of America’s recession years, when venture capital — along with every other investment class — pulled back.

“We were pounding the pavement trying to find somebody to give us money for a Series A round,” Daniels said. “That was a very hard period of the company’s life when we almost went out of business, because nobody would give us money.”

That was a pre-revenue period for the company, which experimented with four revenue streams before settling on the one that worked the best. In the beginning the service was free, and it slowly transitioned to a commission model. Then, eventually, the company moved to a subscription model where service providers would pay the company a certain amount for leads generated off of Thumbtack.

“We weren’t able to close the loop,” Daniels said. “To make commissions work, you have to know who does the job, when, for how much. There are a few possible ways to collect all that information, but the best one, I think, is probably by hosting payments through your platform. We actually built payments into the platform in 2011 or 2012. We had significant transaction volume going through it, but we then decided to rip it out 18 months later, 24 months later, because, I think we had kind of abandoned the hope of making commissions work at that time.”

While Thumbtack was struggling to make its bones, Twitter, Facebook, and Pinterest were raking in cash. The founders thought that they could also access markets in the same way, but investors weren’t interested in a consumer facing business that required transactions — not advertising — to work. User generated content and social media were the rage, but aside from Uber and Lyft the jury was still out on the marketplace model.

“For our company that was not a Facebook or a Twitter or Pinterest, at that time, at least, that we needed revenue to show that we’re going to be able to monetize this,” Daniels said. “We had figured out a way to sign up pros at enormous scale and consumers were coming online, too. That was showing real promise. We said, ‘Man, we’re a hot ticket, we’re going to be able to raise real money.’ Then, for many reasons, our inexperience, our lack of revenue model, probably a bunch of stuff, people were reluctant to give us money.”

The company didn’t focus on revenue models until the fall of 2011, according to Daniels. Then after receiving rejection after rejection the company’s founders began to worry. “We’re like, ‘Oh, shit.’ November of 2009 we start running these tests, to start making money, because we might not be able to raise money here. We need to figure out how to raise cash to pay the bills, soon,” Daniels recalled.

The experience of almost running into the wall put the fear of god into the company. They managed to scrape out an investment from Javelin, but the founders were convinced that they needed to find the right revenue number to make the business work with or without a capital infusion. After a bunch of deliberations, they finally settled on $350,000 as the magic number to remain a going concern.

“That was the metric that we were shooting towards,” said Daniels. “It was during that period that we iterated aggressively through these revenue models, and, ultimately, landed on a paper quote. At the end of that period then Sequoia invested, and suddenly, pros supply and consumer demand and revenue model all came together and like, ‘Oh shit.'”

Finding the right business model was one thing that saved the company from withering on the vine, but another choice was the one that seemed the least logical — the idea that the company should focus on more than just home repairs and services.

The company’s home category had lots of competition with companies who had mastered the art of listing for services on Google and getting results. According to Daniels, the company couldn’t compete at all in the home categories initially.

“It turned out, randomly … we had no idea about this … there was not a similarly well developed or mature events industry,” Daniels said. “We outperformed in events. It was this strategic decision, too, that, on all these 1,000 categories, but it was random, that over the last five years we are the, if not the, certainly one of the leading events service providers in the country. It just happened to be that we … I don’t want to say stumbled into it … but we found these pockets that were less competitive and we could compete in and build a business on.”

The focus on geographical and services breadth — rather than looking at building a business in a single category or in a single geography meant that Zappacosta and company took longer to get their legs under them, but that they had a much wider stance and a much bigger base to tap as they began to grow.

“Because of naivete and this dreamy ambition that we’re going to do it all. It was really nothing more strategic or complicated than that,” said Daniels. “When we chose to go broad, we were wandering the wilderness. We had never done anything like this before.”

From the company’s perspective, there were two things that the outside world (and potential investors) didn’t grasp about its approach. The first was that a perfect product may have been more competitive in a single category, but a good enough product was better than the terrible user experiences that were then on the market. “You can build a big company on this good enough product, which you can then refine over the course of time to be greater and greater,” said Daniels.

The second misunderstanding is that the breadth of the company let it scale the product that being in one category would have never allowed Thumbtack to do. Cross selling and upselling from carpet cleaners to moving services to house cleaners to bounce house rentals for parties — allowed for more repeat use.

More repeat use meant more jobs for services employees at a time when unemployment was still running historically high. Even in 2011, unemployment remained stubbornly high. It wasn’t until 2013 that the jobless numbers began their steady decline.

There’s a question about whether these gig economy jobs can keep up with the changing times. Now, as unemployment has returned to its pre-recession levels, will people want to continue working in roles that don’t offer health insurance or retirement benefits? The answer seems to be “yes” as the Thumbtack platform continues to grow and Uber and Lyft show no signs of slowing down.

“At the time, and it still remains one of my biggest passions, I was interested in how software could create new meaningful ways of working,” said Banister of the Thumbtack deal. “That’s the criteria I was looking for, which is, does this shift how people find work? Because I do believe that we can create jobs and we can create new types of jobs that never existed before with the platforms that we have today.”

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1nebest · 6 years

Text

How did Thumbtack win the on-demand services market?

Back in 2008, as the global financial crisis was only just beginning to tear at the fabric of the U.S. economy, entrepreneurs in San Francisco were already hard at work on potential patches.

Thumbtack chief executive Marco Zappacosta

“That’s when I figured out my personal thesis of angel investing,” Calcanis said.

Daniels acknowledges that the company changed the direction of its product, the ways it makes money, and pivoted to address issues as they arose, but the vision remained constant.

Thumbtack processes about $1 billion a year in business for its service providers in roughly 1,000 professional categories.

It’s a long way from the first version of Thumbtack, which had a “buy” tab and a “sell” tab; with the “buy” side to hire local services and the “sell” to offer them.

youtube

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beardedwinnerobject-blog · 6 years

Text

How can I get a liability insurance for my cleaning business?

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I have called to a few insurance companies to get a general liability insurance, and I have been turned down, because I have barely any experience in the cleaning business. How then can I start and get an insurance at the same time? Do I have to lie to them and tell them that I have 10 years of experience?

BEST ANSWER: Try this site where you can compare quotes: : http://saleinsurancequotes.xyz/index.html?src=tumblr

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Stated from the California DMV website: The minimum amount your insurance* must cover per accident is: * $15,000 for a single death or injury. * $30,000 for death or injury to more than one person. * $5,000 for property damage. Now when I signed up with Progressive Insurance and I don't elect uninsured motorist coverage it makes me sign a statement that I elected not to do so and is below the state minimum. Do I actually need uninsured motorist coverage?""

How can i get cheaper insurance?

im looking to buy a car soon. my parents both have vehicles and im a 18 yr old male with a g2 so my insurance on any car with be well over $3000 a year. i was just wondering if theres any loopholes/tricks to make insurance cheaper. i know my buddys dad opened up a business just to put a car under the business name so he wouldnt be charged as a primary driver.

600 sport motorcycle such as the r6 or zx 6r insurance quote in Ontario?

Could anyone tell me roughly how much the insurance will cost for a 600 cc motorcycle in Ontario? I'm 20 years old and i will get my M1 really soon. Also I've had my G1 in August 2006, G2 in June 2007, and my G in april 2009. I'm a university student living away from home. Never got a ticket or an accident. also, I've never been in an insurance before. I really appreciate anyone who could answer the question.""

Insurance for first time motorcycle driver?

I'm 16, female, & am looking at the Kawasaki Ninja 2009. I would be the primary owner, and I'm wondering whether the color of the motorcycle will affect the rate of insurance as well? Thank you!""

What is the best car insurance?

What is the best car insurance company? Has there historically been one that really stands out for following through on claims/advice/help? Not so much just a question of price, but reliability...""

How much will my insurance go up with one point on my license?

I live in California and I have Farmers insurance, got a ticket for a speeding back in December and I didn't take traffic school so there's now a point on my ticket. Anyone know if Farmers cares about one point on the license and if so how I will be affected?""

Is auto insurance less expensive in Colorado Springs than California?

I am looking to relocate from Los Angeles to Colorado Springs and just wondering if insurance over in Colorado Springs are less expensive. I mean for liability or full coverage..

Good car insurance 17 years old?

what car would be cheap to buy and cheap on insurance for a 17years.

""How can i get affordable health insurance, with a low income?""

I work part time,i am physically disabled ,my husb is unemployable,rejected from disability, i have very bad health condition and need health insurance to continue dr.care....How can i get affordable health insurance that won't cost me a fortune? I have gone to the DPA and i was rejected by them. I suffer with depression/(diagnosed bi-polar) ,,disc disease,IBS....i must obtain medical Insurance to continue treatment in order to continue working...how can i get help?""

Does two mortgages on a home make your insurance more expensive?

If I get a second mortgage on my house will my insurance go up?

Car or Insurance first?

I'm 25 years old and just got my driver's license and was wondering if you get car insurance first then get your first car or if it's the other way around? ADVICE PLEASE!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

How much would full coverage insurance cost on a 1965 Silver Cloud 3 Rolls-Royce?

Male driver, clean driving history.""

Homeowner insurance cost in Florida?

i know that homeowner insurance is high in Florida. but how high is it? What would someone pay for a 3bdr home in jacksonville? i am thinking of relocating to florida from Illinois. How bad do the hurricanes get in the Jacksonville area?

Income Based Health Insurance in California?

I'm 18 years old and live at home with my dad/step mom. They don't have insurance through their employers, so neither do I and because their combined income is so high (6 figures) I'm not eligible for Medical or Medicaid. Any ideas on what I can do to get affordable health insurance? I have a job too...""

I need insurance for my motorcycle thats cheap?

""No fault claim on car insurance, will rate go up?""

My truck was hit by a car while parked in valet parking. The valet company was not driving the other car, it was a lady who tried to get around my truck because she did not want to use the valet. The valet company took her insurance information and wrote a report indicating what happened. I only have a few deep scratches on my bumper, but it is a new car and kind of want to get it fixed because it is new. I was hesitant to call my insurance and tell them about it because I have heard that a claim is a claim on my record regardless of fault. I did call my insurance to discuss the situation and when I could ask if my insurance would go up for a no fault claim, the lady told me she just filed the claim and an adjuster would contact me in a few days to answer all my questions. If it is only a few hundred dollars in damage, I would have rather paid it myself than have a claim. Anyone experience anything like this and how long does claim stay on record in case I have a real claim someday?""

Question about insurance differences for regular vehicles and motorcycles?

I currently have a car through my parents car insurance but I really want to branch out on my own and get my own insurance so I've been thinking about finally pursuing my dream of getting a motorcycle. They're cheap, run well, and from what I gather insurance is very cheap. Could anyone tell me what kind of money I might save in Pennsylvania or New Jersey in comparison between a motorcycle and a regular car? Thanks.""

Car Insurance problem?

I need to renew my car insurance in the next few days but I am also moving to a new address in under 3 weeks time. This new address offers me much cheaper car insurance. I don't use my car much and can do without using it all for 3 weeks. If it is parked on the road and fully taxed is it a legal requirement to insure the vehicle even if it isn't used. I can live with it being stolen or damaged but I wouldn't want to be fined for being uninsured. The only problem with insuring the vehicle under my current postcode is that I'm at the whim of the insurance companies to what discount they offer me when I actually move. All the insurers I have phoned can't guarantee a fixed price for the new postcode if I register my the policy under my current postcode for the first 3 weeks. My main concern is not to do anything illegal so at the end of the day it's not worth saving money if I am going to get in to trouble or be fined.

Best Health insurance for young adults in NZ?

The reason why i'm wanting health insurance is mostly going to the dentist. does anyone know a good health insurance and what do i need to look for when i joining a company?

Adding a Black Box to my Car Insurance?

I am a new, young driver, and in order to reduce the cost of car insurance I am looking into the Black Box (I am aware of both the benefits and drawbacks). However, when finding a ...show more""

""Can someone advise car insurance, selling car?""

I am due to sell my car soon, which I will be advertising but obviously as I need to keep it on the road whilst advertising I need to insure it. I have received an annual quote from my usual insurance company however do not want to pay for a whole year as this would not make sense should I see the car in a couple of months etc. Would it be possible to pay monthly via my insurance company and reduce the added extras such as a hire car and legal expenses etc seeing as the car won't be in use? And does anyone know if I can cancel the policy straight away once the car is sold and I have confirmation I am no longer the registered keeper? I have never sold a car before so am a little in the dark so far as insurance goes on a car you are not really using. Thanks""

What company provides the CHEAPEST auto insurance?

I want the very cheapest auto insurance out there. The bare minimum so that if I were to be pulled over, I would be legal. The coverage is not important. Thanks!!""

""Does car insurance cover just the car, or the driver?""

May be a silly question, but everyone I ask seems to not know the answer! I may phone the insurance place about it later, but want to see what you guys say. I'm 26, going for my G soon, in Ontario Canada. I have car insurance on a car I share with my parents. Does this insurance cover just THAT car? If I want to drive my boyfriends car do I need to have insurance for his car? OR, does the insurance cover the DRIVER and they can drive whatever car they want without telling the company what vehicles they're driving as long as they have insurance?? Any information you can give me? Thanks.""

How much is motorcycle insurance?

Everyone always says it depends on where you're located, and blah blah blah. But seriously, can i please have a straight answer? How much would insurance cost (on average) for a 16-17 year old male driving a small sport bike or cruiser, or any bike at all for that matter....""

How can I get a liability insurance for my cleaning business?

Insurance or not insurance?

hi i had 4 years insurance no claims bonus last april 2011 on my car , i changed it onto a van and drove ir for a year, ... in october i was in court for handling stolen goods ... which i did not disclose to the insurance company at the time because i thought the offence was dropped as it had happened in 2009, anyway in november i had to renew farm insurance with a different company in november and they declined the renewal because of the criminal conviction,.. so i asked the company that my van was insured with for a farm quote and again was declined, i asked about the van insurance being valid and was told to inform them at the renew in april,... in april they declined to renew the van insurance because of non disclosure of criminal conviction,... and told me last years insurance was void and i would be refunded premium and not be intilted to my 5 year no claims bonus,.. two days later they decided not to refund and have gave me my 5 years no claims bonus,.. ??? as the insurance was valid and that they covered me while they knew i had a conviction and non disclosure , do they have the right to refuse me renewal and , why can i not get a quote of them for renewal, the quote i got of some one else is 3 times last years price , need advice thanks""

Insurance for a 22 year old driving a new Z06 or a new viper?

I don't have one and i'm not 22, but i was just wondering how much do u think insurance would be if i get a z06 or a viper when i'm 22 and before you say anything negative, its because i hope to do really really well in school and make at least 65g a year out of college in finance. . . . . Also. why dont 22 yr olds drive around in realy nice cars like that out of college if theyre making 60-70g a yr??""

How much does health care insurance cost in America?

Im planning on moving to America with my 2 children to live with my boyfriend, can anyone tell me how much health insurance costs?""

""I got a DUI, will my auto insurance drop me?""

I have AAA, and got a DUI ast year, my insurance hasent gone up yet, but I know it will. Do you think AAA will drop me, since they are such a huge company, and will I have to go get some cheap ol' coverage now? I pay around $125 at the beginning of my policy for the year, then it goes down a little each month, my last payment is around $30, then it starts over again. Ive been w/ them for a few years, w/ a perfect record, until now. The DUI wasnt for alcohol or illegal drugs, it was for prescription medication. I tried a new med, but made the choice to drive also, and this is what I got. Any help?""

What a good car insurance for a teenager?

Okay I'm 16, almost 17, I'm in drivers ed, I have my own truck. I live in Vermont, I get average grades in school, what is a good car insurance, that also has sorta low rates (I make around $500 a month)""

Is it illegal to have car insurance from Florida if you live in New York?

I'm a new driver and was interested in getting car insurance through my grandmother's policy in Florida, I have a mailing address out there and visit Florida once a year, but live in New York.""

""In an insurance policy, is a Ford Mustang qualified as sports car or coupe?""

A 2005-2010 Mustang. I'm and eighteen year old, first time driver. I know insurance is going to be expensive but I heard somewhere that a mustang wasn't qualified as a sports car because of the two seats in the back, and that Ford made the Mustang a four seater for this reason. Also how expensive would it be? I live in Colorado.""

Cheap car insurance for 20 year old?

im new to this im 20 getting my license in ont canada and need insurance i am very cheap will be buying a car 500-700$ and want the cheapest insurance possable il fix my own car if its possible i just want to be legal cause insurance is ridiculous ty everyone

What is Private Health Insurance?

My work provides me with insurance that covers medical and some RX. Is this considered Private insurance? Or is Private insurance when you go and purchase the insurance on your own?

Motorcycle insurance for new rider?

hi, im 19 and have 4 years clean car driving experience. i got an m1 yesterday and want to find the cheapest insurance on a suzuki sv650. i called around to a few places like statefarm but either im too young for their coverage, dont have enough years driving experience, or the rates are somewhere around 5 grand a year...which is not an option as im a college student only working 1 day a week, that and i wont be using the bike that often.. help me out guys!""

Does owning a home increase car insurance rates?

A coworker once told me that once you're labeled as a homeowner, your car insurance rates go up b/c you can be sued for your house. Is there any truth to this? If it matters, I live in NY.""

Insurance price doesnt change from provisional once passed?

I have been looking at car insurance now for weeks on all of the pric comparison sites and phoneing companys and the cheapest quote i got was 3000! thats on a 1988 mk2 fiesta. i i have a mate who is insured on a provisonal at 17 for 1000, he asked the company how much it will be once he has passed and they said it will stay the same, does this really happen?""

How is affordable calculated in obama care?

How is affordable calculated in Obama care? I have tried to find the criteria of what is considered affordable in Obama Care but haven't found it. How is it calculated? Who determines what is affordable? I think $1/ month is affordable. I'm sure the government and the health insurance company's say it's more.

""With car insurance, can you only have one driver per car insured?

Some updated papers came today and I saw that a woman was listed as driving my dad's truck. I called to ask if there was a mistake and he said that because she is a fellow inspector she also drives his truck and his work told him that he needed to add her to his insurance. I'm just wondering why only her name is listed as driving the truck. What would happen if he got into an accident with it? I'm sending the papers to his hotel so he can look them over and call the company but in the meantime I am curious!!!

What should my average house insurance cost?

I'm buying an older house (1920's-1930's) in a working class neighborhood in California for about $200K. What should I expect to pay for my standard homeowner's insurance?

Insurance and garages?

if your buying a car from a garage will they ask for proof of insurance bought before they let u drive it away or are they not bothered? ive arranged insurance online today and am picking up car later will they let me drive off with car if i say i booked it over the phone, obviosuly i dont have any paperwork as its coming through post?""

Around how much would insurance be if im 18 driving a ford 2000 GT Mustang and no driving record?

Why is my Auto Insurance so high?!?

I am 20 years old paying full coverage insurance on a 2011 Nissan Versa that I am making payments on. My Credit is middle of the pack and I've never had a wreck or a ticket. So, can anyone tell me why my insurance is twice as high as anyone I talk to with the same set up?!? My insurance company said that it was strange, but can't find out why it's that high and this is my 2nd insurance company. The previous one charged a little more. I've gotten quotes and they're either close to my monthly currently or are more. I am paying nearly 500 dollars a month... I hope someone out there can help me lower this insurance. Thanks ahead.""

Does anyone know about 'Gap Insurance' to cover the cost between ?

the amount owed on an almost new car and the amount the insurance company is willing to settle for (book value).

How much will my car insurance go up?

I just had my first accident. A minor fender bender where my car collided into the rear of another car. The damage to both our cars was very minimal. I have a puncture or two in my grille, other guy had black marks from where my license plate edge hit the bumper. My insurance is already going to cost me $900 to claim it because I'm under 25; now how much is my premium likely to increase to?""

6 week car insurance for 18 year old?

I share a car with my twin brother, which means i get the car every other day. My older brother is having a hip replacement so won't be able to drive for 6 weeks. He said i could ...show more""

Insurance company not willing to pay full value for car?

A couple of weeks ago a lady ran a red light and hit my car. Her insurance company took a week to get me a rental and two weeks later finally go look at my car and determined a total loss. The adjustor was pretty rude about the whole situation (yes I know that's their job) and started in on how my car has extensive hail damage which is not true. There were some dents from hail on the hood and trunk lid but every used car in Oklahoma has hail damage since we have had several storms over the past few years. He said that they would have paid $5900 for the car but because of the hail damage they will only pay $1250 which is ridiculous. I've done my research and the average cost of my car within 200 miles is $6000 and I have received one estimate on repairing all of the damage was $2000 yet he claims it will cost $7000. The dealership I bought the car from just sold a vehicle just like mine with hail damage for $5000. The engine and everything else on the car was perfect. When I told him all of my info he laughed at me and said oh by the way we are only paying for your rental till the 9th so you need to settle quickly, take it or leave it so I said I was calling a lawyer. I'm waiting on the lawyer to call me back but I just want to know, what should I look for to help me. I've already looked at the market in my area and have record of the prices for the same make and model. I can't take it to a body shop because the car is crushed. Any info appreciated.""

Normal Insurance on the Dodge Charger?

I'm looking to buy the dodge charger 2011, I want a car that's good on gas and insurance. I have a Grand Prix right now and i'm fine with my insurance on that but I can't find out how much insurance is on a charger because I don't have one could someone tell me the about the amount of insurance I don't need and exact number.""

Should i carry collision insurance on my 2006 silverado?

Cheap dental insurance?

hello, im looking for cheap dental insurance and i live in florida, anyone know.............???""

How can I get a liability insurance for my cleaning business?

Why are so many Americans losing their health insurance plans due to the Affordable Health Care Act/Obamacare?

Is there serious corruption in the health insurance industry? Would that have something to do with it? Why would so many health care professionals like doctors and dentists have problems with the Affordable Health Care Act/Obamacare? By the way, I'm keeping my employer based plan.They're not changing it, and, it's through my union.No one else in my store is changing theirs,either.""

Finding health insurance that covers meds?

i turn 26 next year and i really need health insurance when i get kicked off my parents plan... i dont know what to do. what is just the most inexpensive way to get my meds? i take adderall and paxil. thank you

""Hit by a car, license suspended in California, will the insurance cover the damage? will i get in trouble?

I was driving then the traffic lights turned red so i stopped. few second later i heard a loud breaking sound and 2 seconds later a car hit me. the problem is that my car is under my ...show more

What insurance company is the best for home based business coverage and bonding?

""NJ auto insurance (NJCURE), anyone ever have any problems with them?""

The new insurance offered to NJ (because our rates are the highest in the nation), anyone ever use them or have any problems with them? Any advice I would appreciate.""

What are the average insurance rates in ontario?

like yearly, and how much would it cost for me to insure my car right after i get my license?""

Which companies do cheap quad bike insurance for newly passed car drivers?

Bashan 200c 2007 model, any idea how much insurance will be? Im 19 and have car license only.""

Car insurance question regarding friends car?

(This is in Ohio). My friend let me drive her car when the roads were kind of bad due to weather. At an intersection, the light turned yellow, and I began to slide on the ice. I had control of the car, however, if I would have continued to slide straight I would have been hit side on by the incoming cars coming through the intersection. Instead, I had to turn the wheel and I hit a pole. No damages were done to the pole, any other cars, or people. Unfortunately when we took the car to an autobody shop, getting an estimate without the use of insurance, we got an average cost of $2,200. There's NOT that much damage on the left bumper to make the cost so expensive. Both me and my friend are insured, however, MY insurance company is saying it's her car, so her insurance has to pay for it. How will this work? If I ask her to pay using her insurance, I don't want her to pay any out of pocket. I would pay the deductible. Will this hurt her insurance, or my pocket? Any other good ideas? Thanks so much.""

""1st Quote = worst insurance company ever, please see below...?""

I'm trying to change the car on my insurance, they haven't picked up the phone for the last 3 days, the website keeps crashing, they don't have an e-mail address, so i've cancelled the direct debit with my bank for them. As there regulated by the FSA should i get in contact with them and complain, as I'm unable to insure my car presently and I don't think thats fair, Are they able to still take the money? and will I inccur extra charges by cutting them off through the bank?""

Covered California individual plan?

Hello, I am a grad student with no income currently. I'm signing up for covered ca for an individual plan. It is asking for number of people in household, do I just put one for myself or am I supposed to write all family members even though it is for an individual plan? From the research I've done it seems I probably won't be eligible for obamacare and may have to sign up for medicaid. My mother is currently putting me through school and paying for my current health insurance. If I don't qualify for Obamacare couldn't I just sign up with a new plan under my current health insurance provider that my mother will pay for or would it be better if I just went with medicaid? Thanks for your advice.""

How much would Insurance be on this car?

I'm thinking about buying a 1974 Chevy Nova 4 Door sedan and I was wondering how much insurance would be on USAA? I'm a teenager so i'm expecting to be paying around $150 to $175 a month. Anyone who can give me a quote, I would appreciate it.""

Do you think i could get a used car and insurance with under $3k?

i really need a car to get around, i have full time job, n part-time student. It's getting to my nerves that whenever i need to go somewhere, i have to ask my brother or sister to take me. Yes i am a student 18 yo, i don't have much money, and my parents refuse to buy me a car, reason because my mom said insurance is too expensive, and she doesn't give a shitt about me. Do you think i could get it anywhere? i was thinking about buying the car 1st then insurance later on because i can't afford it. idk what should i do?""

Where can i find cheap car insurance?

Im 18 and male and all the quotes i've looked at are coming back from 3000 to 7000, does anyone know where i can get it under 3000?""

""When people turn 25, should they just kill themselves?""

College is over, you're no longer young and you have to worry about decreasing in health, plus you get taken off your parents health insurance (if you went to college) because society expects you to be paying for it by working now for the rest of your life. You no longer can be immature. Marriage starts to happen, and then kids...blah 100 other reasons more, etc. Source: 17 Year Old, (18 in April) Senior in High School""

Car Insurance Quote...?

I've just been reading up on the internet about car insurance quotes and come across this, http://www.saxperience.com/forum/archive/index.php/t-383714.html On there are ALOT of people saying, when it asks for how long you've had your licence its from when you first had your provisional.. is this true??? i bloody hope so cause this would bring down my insurance down A LOT!""

Are there any cheap car insurers for older cars?

I am a 38 yr old woman who has held a license for 20 yrs but has not driven for about 10 yrs. Therefor i have no NCB (No claims bonus) which i can use as it needs to be current or expired for no more than 2 yrs. I have bought a very cheap car for about 300.00 and have looked at insurance but the cheapest so far is around 600.00 which i simply cannot afford. If i could afford to pay that amount i would have obviously bought a car that was worth much more but unfortunately at the moment a cheap car is all we can get. We have been desperate to get a car as i am in a new relationship and my partner has a 13 yr old son who we want to take to lots of lovely places over the summer holidays for some fun. It seems that we will not be able to do it as the insurers are penalising me and im sure lots of other drivers who are sensible drivers but have just not driven in a while for many different reasons - I think this is very wrong! I cant feasibly pay 600.00 for a car that isnt even worth quite half of that - its lydicrous!! Please can someone help me by pointing me in the direction of a cheap insurer who is prepared to insure for the minimum amount. I have read about pay as you go car insurance but dont really know if it is a good option although we ont be doing many miles so i dont know. If anyone has used pay as u go car insurance could u tell me if it is any good please. I hope anybody reading this can help me with the cheapest insurance possible as i am totally deflated at the moment as it has taken us ages to save up enough for the car and tax and what we thought the insurance would be ( we saved another 300.00 for insurance as i thought it would be as much as the car roughly). Thankyou ever so much. Jane.

Cheap cars to insure at 18?

Im looking for some cheap cars to insure for an 18 year old. Stuff like 106 quicky's, gti's, corsa,punto,saxo,clio. Ive been wanting a clio williams but there very dear on insurance if u can give me a price for any of these cars from the top of your head it would help thanks.""

What is a car insurance down payment?

I see these commercials for cheap car insurance with a low down payment . I've had three car insurance companies in my life and not a single one has required a down payment. Why would anyone choose a company that did?

""How much would a car payment and insurance be a month for a $40,000 car?""

im turning 16 so ins. would be more. Thanks

Bad Faith Auto Insurance?

Should I hire an attorney for this?, I purchased a policy online a few months ago within the first few days that i had this insurance I had a storm and damaged my vehicle (minor) with hail damaged I submitted out a claim, appraiser was sent they covered the loss sent a check to me, now i take it to the bodyshop and try to have it fixed but they need a supplement, they contact insurance co. but insurance co, makes many excuses over this they state I dont have full coverage which I do, and it was verfied with them that i do, the next few weeks pass and then I finally get a call from a manager at the insurance company stating that they mistakenly sent me out a check because I made a false claim report, they said that they can tell by my pictures before policy was bought that vehicle had damaged (which is an excuse of denying supplement) and stated the the adjuster overlooked everything point here is that insurance co, cancelled my policy by stating underwriting issues, so now Im without insurance coverage, the manager also stated she reported this to the texas state but mentioned she could not put a stop payment on the check and that I could still use it to fix the car or cashout the check... I am really dissapointed at how all this was handelled, Im thinking about getting an attorney, I already discussed and this issue with the Insurance company and Im basicly told that I lied about the claim and they end my call... Should I wait to get an attorney or should I just get one and go from there? I believe this is bad faith insurance coverage, What should I do? I mean I still have the check it is not cashed out, I cant really do much with this check everyone charges an arm and a leg, can they file insurance fraud charges and if so even though I know I did everything right should I get an attorney?""

How much does it cost to insure a 1999 Audi?

I am a 16 girl and just bought a 1999 Audi in Vermont. How much will it cost to insure the car?

Car insurance help?

Ok so im about to turn 16. my parents said they would get me a car, but only if i paid my own insurance. can u please tell me how much it would be a month. and what company would be the lowest price. i dont know if u need this info but. im 16. white ( someone told me it matters?), i live in florida (palm beach county), and the car will probably be an audi a4. can u please give me an average amount a month so i know what my goal to save up is.""

Which insurance companies hold driving records the shortest?

My insurance rates are ridiculous, because progressive holds ur points against you for 35 months. So tickets that i have that are over 2 years old are still effecting me. Does anyone know which insurance companies hold your driving record shorter than that?""

Auto insurance troubles. ..?

My car insurance expired on 6/19 at 12am so that same day we went to our insurance broker and purchased a new full coverage policy at 2:30 pm. They took pictures of our minivan which was in great condition. By the time the transaction was completed the time on the receipt said 2:46 PM. At exactly 4pm we were in the center lane of a 3 lane one way street and the lady on our right decided to make an illegal left turn in front of us and didn't give us enough time to stop, so we crashed. She was of course at fault but is taking her sweet time to make a statement so it has been over a week and her insurance won't take liability until she gives her statement, and now our insurance is trying to say that we weren't covered until 4:40 pm. Can our insurance do that? And the funny thing is we don't even have the details in our policy because they were supposed to mail it to us.""

How much is insurance for a cafe/ restaurant for a year?

if i ever set up my own cafe, how much would insurance be, and costs etc. also what else is there, rates?? helllp""

How can I get a liability insurance for my cleaning business?

https://www.linkedin.com/pulse/what-type-insurance-protects-against-cost-injuries-others-sharpe"

0 notes

tortuga-aak · 6 years

Text

Shark Tank star Barbara Corcoran reveals how getting dumped for her secretary and sending 1 gutsy email helped turn her into a business mogul

Samantha Lee/Business Insider

Brian Ach/Getty

Before taking a $1,000 loan at age 23 to go into real estate, Barbara Corcoran was working at a diner in New Jersey - one of over 20 jobs she had while growing up.

With that initial $1,000, she built The Corcoran Group, a real-estate behemoth she sold in 2001 for $66 million.

From there she fought for a role as one of the hosts of "Shark Tank," now in its ninth season.

Before finding fame on "Shark Tank" and before building her New York real-estate empire, Barbara Corcoran was one of 10 kids in a working-class New Jersey family.

“We watched my father get fired and hired and fired and hired — he must have interviewed well,” Corcoran said on Business Insider’s podcast, “Success! How I Did It.” “He would always come home and tell the story as to why he was fired, and it always came down to the same bottom line: He would tell Mr. Stein where to take that job and shove it up where the sun don't shine, and we'd go, 'Yay, Dad!'”

If nothing else, she learned how to take a risk. She started with a $1,000 loan from her then boyfriend to go into the real-estate business.

They broke up, then the company broke up, and she built her half into the Corcoran Group, a real-estate behemoth that she sold for 66 million dollars in 2001. From there, she landed a spot co-hosting the hit reality-TV show “Shark Tank.”

Corcoran discusses all this and more in the episode, including how she stands out in a competitive field. Her advice was pretty controversial:

“I wore bright-colored suits, short skirts, I had great legs — that was my best asset. I flaunted them, no doubt about it.”

You can listen to the podcast below:

Subscribe to "Success! How I Did It" on Apple Podcasts, RadioPublic, or your favorite app. Check out previous episodes with:

Former White House press secretary and Fox News host Dana Perino

Zillow CEO Spencer Rascoff

Lyft president John Zimmer

Celebrity chef José Andrés

Following is a transcript, which has been lightly edited for clarity and length.

Business Insider

Alyson Shontell: Thank you so much for coming, Barbara. Really excited to have you. I understand you are from New Jersey, from Edgewater, right across the river?

Barbara Corcoran: A stone's throw away.

Shontell: Exactly. And from what I understand, 10 kids all fit in a two-bedroom house with one bathroom?

Corcoran: Yeah, but you have to remember, my mom was super organized. She organized us — it was run like a boot camp. She had a place for everything, and we made a mess like every other kid in town. But when my mother cracked the whip, boy we knew where to put things. We knew how to do it fast she's very organized.

Shontell: And you were the second oldest, right?

Corcoran: Second oldest, but I'd like to say I'm the smartest. Not really. I'm the second oldest and the shortest in the family, and that always made me try harder.

Shontell: And nine out of 10 of you are entrepreneurs?

Corcoran: Nine out of 10 are entrepreneurs. Yes. We all kind of grew up thinking we don't want to work for somebody. I had 20 jobs before I started my real-estate brokerage firm when I was 23.

Shontell: What were some of those jobs?

Corcoran: I was a playground supervisor. I was an assistant lifeguard at the kiddie pool. I was a dispatcher for the Bergen Evening Record delivering papers at night. And you know we dropped the bundles at night you drive the truck. That was fun.

And the most important thing that I learned the most from was waitressing. I had so many waitressing jobs. You had to keep everybody happy. It was a commission-based business. If you smile, you made people happy, you got a bigger tip, you had to do five things at once. You had to stay organized. I learned a lot through waitressing.

Shontell: And it seems like your mother was a particularly big influence on you. She was really organized she ran that house of 10 kids. Like it was nothing.

Corcoran: She was a drill sergeant.

Shontell: And so what kind of lessons did you learn from her that you think have helped you in your career?

Corcoran: Well, I really did a mimic of my mother in building my brokerage firm. I ran the firm exactly how my mother ran the house. We were super organized. We had a place for everything. And I can tell you the minute you have more than one or two people working for you, efficiency has a lot to do with building a big company.

On top of that, and probably the more important gift I got from my mom, was my mother was very inspirational. She would decide what your gift was, as a child. She would name one thing. For me, she said I had a wonderful imagination. And then she would cast you in that role in the family unit, which was like a small town.

And I am great at spotting the gift, and people I could interview — someone who's trying for a bookkeeping job and totally convince them they'd be a star salesman. Which doesn't fit into their résumé, but it sure fit into them. So I think those two things help me build my business more than anything else.

Shontell: And one thing that I think you've talked about some on "Shark Tank" is that you aren't drawn to the rich kids.

Corcoran: I'm a little biased — it's terrible because I have two rich kids now! Let me tell you, if you don't have anything, you have a huge advantage over the rich kid. I feel bad — I shouldn't say this but — I think a poor kid has a better shot than a rich kid. So my bias toward the poor person coming up is they're usually hungrier. They're more injured. They have more to prove. They haven't been given a lot of privilege in their life to make their landing softer. So they've had a few bumpy endings and they're used to failure, and, my God, what's more important in building a business than failing?

It’s not that I don't like rich kids. I love my children, and they’re rich kids now. But I think they, with their good education and the coddling that even I've given them and their father is giving them, makes kids a little softer in the belly.

Shontell: So how do you think about that as you're raising them into great adults?

Corcoran: It's a tough one. The values I learned in my family was my mother and father loved us to death and would do anything for us. I'm that kind of a parent of course for my children. But what we also saw without even trying is what struggle was all about and what team-menship was all about, and what ignoring the negatives and focusing on the positives is all about.

With my children, I try to go out of my way to teach good values, and I think they're not spoiled kids — I hope to God you know, and all I know is I am doing the best I can — but where did they really learn those values? They stepped into my life, older in my life, when I had a lot of money. I had my first child at 46 and my second at 56 - they stepped into an affluent lifestyle. And so where would they learn those struggle values? They don't see it among their friends. Right? And so what I do is I try to demonstrate how hard I work for what I do. I'm working as hard now as I ever worked. OK? And I certainly am older than most people working this hard, OK?

My son, when he was 17, and he called me from the street and said, "You know, Mom, my shoes are pretty bad, my loafers for school. Do you mind if I buy a new pair of loafers?"

I said, "Well, that's so nice of you to call and ask of course! Go ahead — buy those loafers. No problem." And I really hung up the phone thinking, "Wow, did I do a great job!"

Well, an hour later, he walks into the house with a shoe bag — they were $600 loafers! And he walked in and trotted by and goes, "Hi, Mom!" and I see that bag and I want to kill him. I'm, like, "You didn't say you were shopping for those loafers — you said 'loafers'! Do you know how old I was before I had that brand of loafer!"

And he says, "Mom, if you want me to have your values, you could raise me in Edgewater with 10 kids. Rather than Park Avenue with the maid. And I thought, 'Shit. That's kind of true.' Like, how does he learn those values? You know, all the kids at school had expensive shoes on.

And so I tried to do my best by kindness to other people, always being even-handed to everyone. I don't care who they are. I treat everybody the same, and of course not to think they're more important than the next guy. That is such a terrible trait in people, and it can happen very easily when people do well and make a lot of money. Too easily I'm afraid.

How Corcoran turned $1,000 into a real-estate behemoth

Gail Abrahamsen

Shontell: So let's talk about you getting your start in real estate. Tell me who Ramone Simone is.

Corcoran: Oh, well, he was the dream date that walked into the diner, the Fort Lee Diner one night, and offered me a ride home. I hadn't had a boyfriend until then. I was 21 or 22. Within a year he suggested I'd be great at real estate. I was working as a diner waitress. I quit that started working as a receptionist for Giffuni Brothers in New York answering the phone: "Giffuni Brothers! Giffuni Brothers!" And then a year later he said, I should start my own company. He'd give me a thousand dollars and he'd take 51% give me 49%.

And so that became the birth of Corcoran-Simone company. His name was Ramone Simone. I later learned his real name was Ray Simon — he just put "E" and an accent on each one it looked fancy.

And then seven years later of course he came home one night and said he was going to marry my secretary. So that was such a shocker. Like, I thought, we were an item, but we weren't anymore. And so then, probably a year after that, I ended that company when I found the courage. Again — what did I have to lose? Not that much. And start again as the Corcoran Group, and that was the beginning of my own firm.

Shontell: If I think about starting a thousand-dollar business right now —

Corcoran: That was then.

Shontell: That’s right. So I think with inflation that's $5,000?

Corcoran: Yup, $5,000.

Shontell: So how do you what did you do with that money? You bought some ads in The New York Times.

Corcoran: Well, I plotted it out. Remember I had an organized mother who made ends meet, and I watch her operate, you know, for Christmas gifts and things like that. What I simply did is I took that thousand dollars. I found out what an ad in The New York Times was. I forget what it was then, but let's say it was $12 for an ad, a three-line ad — that was the minimum ad. Most people were doing five lines but you could get a three-liner, OK? If he didn't use bold type on the header, OK?

So then I got started that way placing my first ad. But what I did, because I had so little money, is very carefully placed that first ad. And so I went back to Mr. Giffuni and asked if I could have one of his listings to advertise, and he gave me the one next to 3L, the super's apartment. Next, J was something where the super was.

And I went into it — it was an L-shaped living room like every other apartment in New York with a small bedroom in a doorman building. And I looked and looked and looked at the New York Times ads and saw there were hundreds and hundreds "One bedroom 320 month," "One bedroom 330 a month," "Doorman one bedroom: 340 a month," and they all looked alike. And so I went back and said, "Could you build a half wall between the L and the living room so I could advertise as "One bedroom and den"? So that Sunday, my ad went in even before the wall was built, "1 BR Plus Den: 340." It fit on one line, right margin, and I probably got 80 phone calls that next morning.

Because it was a gimmick. Because why would you call on every other ad if you get a one bedroom for $340 when you get a one bedroom and a den for 340? And you know what: Within the first two days I had a check for $340. So I always doled it out and you know even until I sold my business when I had a thousand people strong as sales agents I still use the exact same methodology. I was always running against the clock thinking, "Well, at least I have nine months now, I have 10 months now," and carefully keep my overhead and spend every dollar like I was poor.

Shontell: So Ramon does the stereotypical ex thing. He's got 51% of the company. You have to split it in two then.

Corcoran: I put the rules down. I said, "This is how we're going to end the business. You picked the first person. I'll take the second." We divide our receivables, we divide our cash — the little we had. And then I moved two floors above him in the same building. I went immediately to my landlord to ask for a new lease on another space and it was a tough market. He happily gave it to me and it was cheaper than my other lease by a few hundred dollars a month. And I loved getting out of that elevator with Ramone Simone and his new wife every day and saying, "Sorry, I'm going up."

Stupid ego lifts that you do in life, right! But somehow that made a difference. If I was below him, psychologically it would not have been good.

Shontell: And from what it sounds like, he said to you on the way as you guys are closing the business and closing the relationship, "You'll never survive without me." Which still sounds like it burns a fire in you today.

Corcoran: Oh my gosh. It's almost as heated as the day I heard it. When I walked out the door that Friday afternoon to start my new business on Monday morning, he said, "You know, you'll never succeed without me." In his giving me those words a funny thing happened. It just hit me in the gut and I felt that fever in my body like, "I'll be damned if you ever see me not succeed." I felt like I would kill not to let that thing happen.

And you want to know? He gave me an insurance policy. Some people are motivated by insult. I happen to be one of them. I've succeeded on a lot of difficult situations by being insulted, even on things that I don't really want, just to prove somebody wrong. Isn't that sicko?

Shontell: So he burns this fire and you thrive off it.

Corcoran: I thrive off it, thank God.

Shontell: Yeah, and eventually you build this company to a $66 million exit. What were some of the important steps you took to make sure that he wasn't right about you, that you were going succeed?

Corcoran: Well, to stay in business as the No. 1 charge. I mean, you know, in real-estate brokerage, cycles go up and down. So that was the first thing I learned how to do. How the hell do you stay in business in the bad troughs? And what you have to do is you have to be more creative. I mean, whenever something's wrong in any marketplace, any business — now I've learned with many years on "Shark Tank," not just real estate — whenever something's wrong in business, there is some huge opportunity there if only you have the foresight or the intelligence or the need to see it.

And so I remember I got through the closest I got to bankruptcy. I was literally writing the speech and making sure I had everybody's name to thank everybody, for the Monday meeting, and bingo, as I'm writing and I was thinking of the Ramone’s Simone’s word, and bingo I think: "Wait, I could sell those 88 apartments that an insurance company owns who didn't want an auction." It just popped in my head and I went back and I priced them all alike, got the same dollar but I priced one bedrooms, two bedroom, studios, all alike, I sold them for the same price.

And for those 88 sales I went from owing 300 — I remember exactly — $348,000 is what I owed out at that time. And I came in with over $1.2 and commissions within a week. How did that happen? Bad times made it happen. I was desperate. And that's what popped the idea in my head.

And that always happens. So surviving — the survival instinct of what could you come up with, where you jiggle out to get you through, is such — it's probably the most important trait if you're going to build a business. One thing for sure is you’ll have bad times; you can count on that one.

Shontell: It sounds like you built a strong corporate culture. Retention rates are incredibly high. Nobody ever left.

Corcoran: Yeah, we had a happy family is what we have. I did what my mother did. I adored my children. I would do anything for them. I would kill for them. And I nurtured them and I loved them and I tried to give them as much freedom as I could. I pushed them forward, got them to believing they could do a lot more than they were doing. And they did! Because people don't really know what they're capable of. And I made them love each other. I knew how to create teams where everybody got along and everybody respected the different attributes that people have and forgive the ones that were bugging them, you know?

I learned how to get rid of complainers. Complain in my company, I couldn't wait till Friday to get you out, OK? So I felt like they were attacking my young.

And then what I was particularly adept at was what I learned from my dad: how to have fun. My father knew had more fun with our family than anyone in town, even though we had no money to do it. So what I learned in my corporate "culture," if you want to call it — I wouldn't call it a culture; it was just a gathering of sorts — is I learned to make sure everybody was having fun. We had bizarre ... probably today maybe illegal-type parties, I don't even know the way I had people dress for them at all. But we had parties galore. We had spontaneous events. All I did was think of, “What can we do that's fun?”

And when you get people laughing their asses off and drinking too much and dressing in things that they've never dressed in before, guess what happens? You wind up with a creative company, so we wound up being in the creative hothouse as well but we never had anybody leave — except, of course, the people who exited quietly on Friday. "But why — I'm selling. Why? My sales are good?" "'You just don't fit in here baby — OUT!"

Shontell: Yeah, I think you said it well with the complainers. I mean, if you have someone who's toxic in your work environment it can infect all the people around it.

Corcoran: One negative person will take the energy out of 15 great people quietly. That's why I think of complainers as thieves in the night; they don't work upfront. They quietly are zapping you.

Sex appeal, marketing the Corcoran way, and going all out in family and work

ABC/John Fleenor

Shontell: So you had to make it in an industry that was traditionally owned by men. Salespeople were often women; the business owners were a lot of men. How did you do that? And I know that you've talked about some tactics you've used: I think you've talked about sometimes playing "the dumb blonde" card.

Corcoran: Yeah, that's always useful. Or "the dumb anything" card. People underestimate you.

Shontell: Sometimes, like, even "the sex appeal" card.

Corcoran: Of course! I wore flashy bright-colored suits, short skirts, I had great legs. That was my best asset. I flaunted them, no doubt about it.

Shontell: So do you think that would fly today if you were building a startup? Because like now we've got to deal with things like Harvey Weinstein, and Donald Trump even, and there's this whole focus on women and sexual harassment by powerful men. I mean, do you — would you advise that same sort of strategy today?

Corcoran: Of course you know all that is is marketing, good marketing. What is good marketing on any level, whether it be individual or for a corporate campaign? Marketing is a point of difference. How do you stand apart from the pack? Who wants to be like the rest of the pack? You don't get noticed. You could spend all the money in the world on it, you won't get noticed, all right?

So any opportunity you have to stand apart from the pack — which starts with you, if you're owning the company, you're the leader of the company, you're a billboard. As are your managers. So yeah, you have to use whatever you have. And that happens to be what I was particularly adept at: marketing. I knew how to work angles and market.

So sure, I would do the same today. The great advantage I had — and still have, because I travel mostly in a man's world still — is just by being a woman. I stand apart from the pack. I never saw it as a liability. I saw that as an advantage. Like, "Look, I'm the only girl in the room." They might not remember my name but they'll say, "The girl in the room," where they wouldn't say, "One of the 50 boys in a room." Right? So no, I think you just have to play up whatever you can to get positive attention, because attention brings business.

I got very good at creating noise in the press, cause story ideas — from the "What's happening in the market" to "Teaching dogs how to shake hands in Central Park so we could get them through the co-op board." Stupid stuff like that. Or smudging an apartment, rang bells, and burned incense — because the apartment couldn't sell — and getting the New York Post and The New York Times are up watch it. All that nonsense stuff. Why? Because our name was always in the paper.

Shontell: Do you think that you can get ahead just by brains instead of beauty now as a woman?

Corcoran: I don't think anyone — listen. Think about what a consumer has: They have ears, they have a mouth, they have a nose, and they have eyes. So you're asking, can you get ahead trying to ignore the eyes of the consumer? No. The eyes of the boss of the colleague? No!

You're in a visual world. No, you have to use everything. You have to be well-spoken, communicate clearly so people aren't trying to figure out what the hell you're saying. You have to look good. You have to look the part. You even have to smell good — you can't go into work smelling bad — you're not going to get ahead on that one right. So you've got all your barrels going. You know, you just have to use every advantage you can.

Shontell: Yeah. OK. Um, so, let's see. I think that --

Corcoran: And lucky for you, you're good looking. Now I ask you: Do you think that would be an advantage here, that you look exactly like the girl next door?

Shontell: I agree with you. I've definitely found myself underestimated because of how I look.

Corcoran: Yes. You look pretty and sweet. So 'smart' wouldn't be the first word, someone wouldn't say 'god, she looks smart. They'd say first, 'boy she's pretty.'

Shontell: Thank you. But I do find that it works to my advantage and that people, especially in interviews, if you're interviewing a man they might underestimate you.

Corcoran: But you know when they realize they're wrong? When they see that steely gaze looking at me. You are absolutely spooky and scary.

Shontell: Oh good.

Corcoran: You don't break eye contact ever, OK? That's when they go 'uh oh! We got something else here.'

Shontell: So yeah, no, I understand the instinct. But I was curious for your perspective. Thank you. So I know you mentioned you started your family after you had a hugely successful career. And I read that you did IVF.

Corcoran: Seven times actually. Yeah, I’m glad I had the money.

Shontell: Exactly.

Corcoran: A lot of people don't.

Shontell: Exactly. And I've heard people say now that they think that IVF will actually be as empowering for women who are in their careers as birth control and things like that.

Corcoran: More empowering.

Shontell: Yeah, because it basically makes it so that you could have kids later and essentially become like a guy.

Corcoran: It puts you in charge. You know, I know a lot of young women two generations down, early 30s, serious about their career who are producing eggs and banking them. I mean, that would have sounded absurd years ago, but I'm all for it. I just think anything that you can be in charge of yourself about is always good for everybody, not just you. The future kids you will or won’t have, your colleagues, the people you associate with. I just am so much a believer in not giving away your power to the universe, see where it will land. You know?

Thank God that I was able to take control back when I couldn't get pregnant and have children. I did it with the help of my baby sister, honestly. In the end she produced the fertile eggs. All five of my sisters volunteered but I took my youngest, the one who is in best shape with the best grades. I'm like, ‘OK, this is an opportunity to create the best baby.’ And so thank God.

But then also I didn't want to go back there again, but wanting more children I adopted a child. I mean, no, I'm all for anything that is going to put the power in anyone's hand — man, woman, child. I mean, so you can make your own life as you wish it to be.

Shontell: And did you find that it was helpful to establish yourself to rise to the top of your career before having a family?

Corcoran: Helpful?! It had to play out that way. If I'd had my brokerage business and had kids on the side, I would have certainly made a good living as a real-estate salesman and perhaps had a smaller firm, but I would have put my kids first. It's instinctive really, when you have any children and a job; in the end the children feel more important, and they are. Well, that's my opinion.

So I could have never built a Corcoran Group if I had had children earlier. Never. It was meant to be. I kind of lived life like a free man, like a bachelor, I did whatever I wanted. I could put myself at risk. I think that I lived life kind of in reverse: I went all out on building my career. And then when that chapter — when I wanted to wind down, I went all out on building a family. But of course little did I know that I would be all out on both in short order.

Were it not for one email she 'spent 8 minutes writing,' Corcoran never would have been on 'Shark Tank'

"Shark Tank"/ABC

Shontell: That's great. I'm glad it all worked out for you.

So let's talk about your "Shark Tank." You were obviously a hugely successful businesswoman. Now you are a hugely successful investor in tons of startups and nine years of "Shark Tank." It's amazing — congrats.

Corcoran: No, it's great. I can't believe it's been nine years; it feels like four. But that's what happens when you're having a good time.

Shontell: Exactly. So at first you didn't get the job, right?

Corcoran: Well, actually, I was offered the job, and I took the job and signed the contract and sent it back without even reading it. That's how excited I was about getting my first gig, you know? And after all I had never been to Hollywood — "I'm going to Hollywood!"

Shontell: You had never been to Hollywood?

Corcoran: Never! I never been to California, but I think I told everyone I knew I'm going to Hollywood — I'm going to Hollywood!

Egg on my face of course. They call and say they've changed their mind; they've invited another woman for the one female seat. I just couldn't believe it. It was like Ramone Simone all over again. It really felt like that, like how could that be? How could that be?!

At least I had the presence to get angry, right? And sit down and write a very potent text to Mark Burnett who owned the studio. And I had the people sense to make his assistant promise me over the phone that if I wrote it she'd print it out and how to walk it over to him. And I think I opened it with — I should have this on my wall in my office because it's one of my proudest accomplishments — because it made a nine-year difference in my life. Think about it: Just for writing an email that took about eight minutes. OK, but it was really more than that. I was standing up for myself. That's why I earned it. I feel in hindsight now.

But anyway, the first line I think I said, "Mark, I understand you've asked another girl to dance instead of me and I appreciate you keeping me as a fallback." How insulting! Who wants to be a fullback? But anyway I said, "But all of the best things have happened in my life on the heels of failure starting with Sister Stella Maria who told me I'd always be stupid because I couldn't learn to read or write. I'm not stupid."

And I said, "I hope you invite both women to compete for the seat and I expect to be on the plane on Thursday," and the next day I got the call: "OK, we'll let you compete for the seat." Thank God.

But the importance of standing up for yourself. I had learned that over and over again because even if it doesn't work you feel self-pride. You'd think if you really tried something and you didn't get it that you would feel embarrassed but I never found that to be the case. I felt self-pride that I tried and then of course so many tries you wind up getting a few yeses along the way and this happened to be one of those yeses.

Shontell: And as you said sending one email that took eight minutes changed nine years of your life.

Corcoran: Yeah, but it was an act of courage, you see, or an act of persistence or obstinance or craziness. Call it what you want, but it was a very little effort, but it was born out of a lot of years of experience of learning to persist and getting back up, you see? Or I probably would have rolled over maybe and cried. But I was near tears honestly because I couldn't imagine why something I envisioned — I already had bought two new suits and signed autographs. I thought I was going to be like a Hollywood star. I think I got the movies mixed up with reality TV somewhere there.

But I just couldn't imagine that what I had envisioned wasn't going to come true because any time I dreamt of anything from the first day of dreaming about being the queen of New York real estate I saw it in my mind as clear as it happened 25 years later. So I saw everything so clearly and I thought, "How could that be? I saw this clearly! How could this be?" And I think it was that disbelief that got me to write down or write that damn e-mail.

Shontell: Well, congrats. Huge win.

Corcoran: Thanks you.

Shontell: So I was reading actually in the Sony leaks there was an email from Mark Cuban about salary negotiations on "Shark Tank." It feels like he thinks he's irreplaceable. I mean, he was given, I think, $30,000 an episode for season five.

Corcoran: He was insulted.

Shontell: He was very insulted. And he actually wrote to the producers and said, "Start taking me out of the promos now."

Corcoran: Yeah.

Shontell: Do you have that same tactic when negotiating something like a salary for the show?

Corcoran: No, you know, I'm not as — I'm more clever than I am smart, actually. I'm a little foxy. What I did is found out who Mark's attorney was a couple of years ago, because he's the biggest man on campus, if you think about it. He's the only billionaire on set — right away that qualifies him as the biggest guy on campus, in my opinion. OK? We're all millionaires, measly millionaires. He's a billionaire. That’s a big difference.

But what I did immediately is find out who his attorney was and hired the same woman. She's about 6-feet-2 and intimidating! Smart as can be, scary when she walks into the room. So she negotiates both contracts. I mean, that's my sneaky way of like being tough. Like, "Let me let me grab onto who's got a tough person and go for the ride!"

Shontell: Smart. It works.

Corcoran: Yeah.

Shontell: So what is the day like on set for you? Talk about when you're filming this show what time do you wake up. How do you get ready?

Corcoran: We spend about an hour in makeup and hair maybe an hour and a half. Then it’s pressure, pressure, pressure get on the set. We shoot from ... we start usually eight in the morning and we finish at maybe 7 at night, so we have generally the 11-hour days. I actually had to think about that. They don't feel that long as they click by. We sit on the set and we're hearing pitch after pitch after pitch. We know nothing about the pitch.

Within two minutes I know I'm definitely out on without even knowing a thing about the business. OK? Because they just fall apart. You can see them falling apart in front of the big cameras in their faces. And so the day goes on and on and on - we're literally exhausted. The lunch is like, I think we have 20 minutes, we're back in makeup and hair. Back on the set. It's a marathon. And the day goes on and on and on. It's a lot of fun, it's very competitive. You're spending real money, which adds a layer of pressure to you because you really don't want to lose your money. You know?

I think Mark had said it last time. I wholeheartedly agree — the hardest part of "Shark Tank" is coming up with a new reason for going out. Because a lot of times basically, my attitude in my head is, "You know what, I don't like you. I'm out," but you can't say that, you gotta go, "You know about those projections."

Shontell: Yeah, that's true. I guess you have to get creative.

Corcoran: I mean, there are a lot of outs in a season of "Shark Tank" — you've got to make them sound all different.

Shontell: Absolutely. Well, sounds like a long day but a fun one. Do they tell you like what kind of personality they want you have, like they say, "Kevin, we want you to be like Simon Cowell of the show" or anything like that?

Corcoran: No, Kevin picks that one for himself. Mark picked the billionaire for himself. OK, you're a big, tough billionaire. Lorry picked the merchandise person, the smartest one on the set that could sell anything. But we're not told what to be.

You know, it's interesting, for the first four or five seasons of "Shark Tank" our producers would always meet with us before the season, "We'd like to see more of this, less of this, more of this, less of this." And it used to make me so neurotic. And then one day Mark Burnett — I think it was season three, when we knew we were starting to have a hit on our — invited us all to his beautiful Malibu home for dinner on the cliff, just like a Hollywood set.

Anyway, we get over there and he says, "Here's my advice: Ignore what everybody says and be yourself" and my shoulders went down. It was so much better to just have to be yourself, and that was great advice, and he's the smartest guy in the whole industry. So I listened to him.

Shontell: So you said when you got out to Hollywood for the first time you thought you're going to be movie-star famous. And I would argue that you are pretty much there. Like I think you're a household name at this point. Everyone knows you as Barbara Corcoran businessperson and Shark. What's it like to be famous? Is there good, is there bad?

Corcoran: Well, fortunately for me, I love people. So I'll talk to anyone and really enjoy the conversation, not pretend to enjoy it, because I find people eternally curious, odd, interesting in every way. OK? And so with having people constantly come up and talking to you like they know you. The minute they introduce themselves like you've been pals.

So it can intrude on your personal life, so I don't go out for restaurant owners anymore, period. It's work because I just have to really pose for selfies, right? I don't do a lot of things. I don't do parties anymore. 'Cause I almost feel like a paid entertainer. I don't do a lot of stuff anymore. But it's all right with me because I'm really a homebody want to be cooking myself. I want to be home with my kids and my close friends and family, so it works out. Yeah, so that's what it's like.

Shontell: Bringing it back to the entrepreneurs. You've made a lot of investments and you've made a lot of impact on their businesses. And by now you've seen so many people. What what’s your advice for people who want to start their own thing, to get going, and what is the trait that you see them at most the people who are successful?

Corcoran: Well, I'll do it and reverse. The successful trait is identical in every one of my most successful businesses. They're street smart. And when they're slammed they don't feel sorry for themselves. That's it.

I've talked to more entrepreneurs after I've invested within the first of maybe eight, nine months, after the shine of "Shark Tank" is gone after the rush of sales is behind them, where something goes wrong and then I'm on the phone or on a Skype call with them and I hear them blaming it on someone else, like, "The shipment never came in! The guy didn't do this such and such."

Right! It's another version of "Oh, poor me." The minute I hear that, I go right to my wall where I have all my entrepreneurs and frames, beautifully matted, and I hang that picture upside down. And why do I do that? Just to remind myself that I shouldn't spend any time with that person, because they're never going to succeed. Every one of my successful businesses are run by entrepreneurs who are so good at taking a hit and getting back up. They just don't feel sorry for themselves. That's a trait.

Shontell: Great!

Well, Barbara, thank you so much. It's been really inspiring and just awesome to talk to you.

Corcoran: Very easy to talk at those starry eyes you have.

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Widen Profit Margins with Technology-Provided Data, Not by Trial & Error

Data is everything. The information that we have — I mean, to be able to go into my BoomTown database and see that someone has been on my website 360 times in the past 365 days … I’m loving that. I had somebody yesterday that has been in the system for two years just on a basic drip campaign that sent me an email and said, ‘Hey Ann, is this house close to public transportation? Because I’m from a big city and I like to use public transportation. I really appreciate you sending me this stuff.’ Technically, I’m not sending her the email. I’ve let technology drive the conversation, and I just pick up when it gets hot.

Ann Rudd is a third generation real estate professional. She’s had a lot to learn from. Her family. Her coach. Her mistakes. And so on. She’s found running a profitable business becomes a lot easier when you operationalize the process with technology. The data technologies, like BoomTown, provide become key business decision because it takes the guessing game out of the equation. There’s a lot of noise in the real estate world, so software platforms like BoomTown help her stay on point (with an objective point-of-view). This is how Ann maintains a 30-40% profit margin for her business. Productivity is the heart of all decision, whether tech-related or process-related.

In this episode of Driven, get ready to hear:

Why “running a business” is new (and foreign) to a lot of people (9 min)

How OpenDoor and Redfin aren’t prepared for a downturn in the market (15 min)

What profit margins you should be aiming for and how to get there (19 min)

Taking the guessing game out of what you should be doing every day … to earn profits (32 min)

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Full Transcript

Here is the transcript of the video and audio, in case you don’t have time to listen.

Rivers: Hey, everyone. Welcome to another episode of Driven. I’m Rivers Pearce and I am in Charlotte, North Carolina today with Ann Rudd. Ann, I’ll let you introduce yourself a little bit. Tell us about yourself and your business, and we’ll go from there.

Ann Rudd: I’m Ann Rudd in Charlotte, North Carolina,with Re/Max Metro Realty and owner of the Ann Rudd Group. And that’s a little bit about me. We specialize in the entire city of Charlotte, but our office is in South Charlotte so that’s most of where our business is.

Rivers: Are we in South Charlotte right now?

Ann Rudd: We are technically in South Charlotte. We’re very close to uptown Charlotte. And there’s not a downtown Charlotte. It’s all up [laughter]. I have no idea why. But–

Rivers: Okay. That’s how they refer to it here?

Ann Rudd: This is uptown Charlotte.

Rivers: Uptown? There’s no we’re downtown–

Ann Rudd: No, and I think– No. No. No. I don’t know. I have a theory, but I’m not going to put it out there. So anyway, we’re in the Elizabeth neighborhood right now of Charlotte. It’s an older neighborhood. Lots of bungalows and I call them four squares, a colonial with a room in every corner.

Rivers: Oh, okay. Sure.

Ann Rudd: But they are expensive now, very expensive and a lot of them have been mansionized. So as we drive through you’ll see. But you’ll see a lot of construction. But there’s a lot of families here and–

Rivers: They’re expensive because it’s an in-town neighborhood.

Ann Rudd: Location. Location. Location.

Rivers: So you’re like a mile from uptown here?

Ann Rudd: Yeah. Yeah. You can get to uptown Charlotte in seven minutes.

Rivers: Right. Right. Gotcha. Well, you’ve been a client of Boomtown for what? Four–

Ann Rudd: November will be three years.

Rivers: Three years. Okay. About three years. And when you started, what was your business setup like?

Ann Rudd: There was me, myself, and I.

Rivers: Really?

Ann Rudd: That was a great business.

Rivers: I didn’t know it was just–

Ann Rudd: No. I was not a smart girl but I–

Rivers: We usually didn’t sell to single agents.

Ann Rudd: Well, I talked my way in [laughter].

Rivers: I’m not surprised about that. You have a way of talking your way into things.

Ann Rudd: I do.

Rivers: And out, probably.

Ann Rudd: I do. Yep. No. When I’m out, I’m out.

Rivers: So where are you now, three years later?

Ann Rudd: Well, right now I’m kind of in a transition period. So I’ve five buyer’s agents. I was up to eight and I have made a decision that I will have productive agents or no agents. So I have very productive agents right now, which is good. I love that. I have support for everyone. We have Closing Transaction Coordinator. We have a Marketing Director, ISA, all of that. So I am in production a little bit, but I’m trying to back out of it more and more. So my goal for the summer was just kind of tread water a little bit. Let’s get through summer and all the craziness. And then spend some time this fall doing some business planning and kind of look at where we are for the next year. One of the things that we’re going to be doing once school starts because I’ve got a bunch of single parents on my team is we’re going to go back to a daily huddle, an hour of phone calls. One of the things that I’m really on a quest this year, for the next six months, is to get my agents to a position where they are all making a minimum of $100,000 over the next 12 months. That is my goal. And it’s not about me. It’s about them. And so I want– we’ve got plenty of leads to do it. We’ve got all that in place, but now it’s just conversion. How we do things better, get our processes and procedures down, and just rock it out? And back out. Look at what our average sales prices are and figure out how many transactions they need every month to get to that number. Because I want happy agents on my team. I don’t want people complaining and griping. I want them to be working and enjoying their life.

Rivers: Yeah. And I think that’s a great point for you, the way you run your team, the way you think about your team as employees, and as their growth. And it’s not just about them giving you a commission. It’s a lot more than that. You treat it more like a family.

Ann Rudd: I do

Rivers: You push them hard.

Ann Rudd: I do. I mean, look. I’ve made it in this business. And those of us that have, know what it takes. I mean, I’ve been licensed nine years. And I think I’ve done about everything. I’ve done REOs. I’ve done short sales. I’ve done new construction. I’ve resale market. But our business is tough. It’s not easy. And I’m sure it is everywhere. We have so many new people getting their real estate license.

Rivers: Because they think it’s easy. And we know it’s the hardest job out there, one of them.

Ann Rudd: Well, we know what it takes. And right now with most of our transactions, we are doing the work on the other side.

Rivers: Yeah. Yeah. You’re not the first realtor to tell me that.

Ann Rudd: And so I am kind of on a quest to make sure that my agents are as well trained as possible. And I mean, I want them to be happy. I want them to love what they’re doing. And–

Rivers: Yeah. Because then it’s not work so much.

Ann Rudd: I mean, I love what I do. I don’t think it’s a job. I got home at 8:45 last night. And I was in the office at 8 AM that morning. So 8, 12 hours, 14-hour days are not uncommon for me, but I love what I do, and it doesn’t feel like a job to me at all. But I don’t expect my agents to work like that. But I do expect them to be productive and do their work.

Rivers: So you have a– clearly – and I know you well – you have a really strong work ethic. And I know last time we talked I’m not sure if we got it on camera so I want to talk about it. You told me a story about how you– I think it was about your dad instilled a work ethic in you. Can you tell that story just a little bit? About was it, John Deere?

Ann Rudd: Yeah. So my dad grew up in western Maryland. He grew up on a farm and he was the oldest of six kids and he has five sisters. So he was really the one that worked hard. He kind of did a lot and actually, he made sure that all of his sisters were educated before he went to college.

Rivers: Wow.

Ann Rudd: So he went to the University of Maryland, met my mother, and I really think that his first love is a tractor. He loves tractors. And so he got a loan from an uncle and John Deere had a list of places where they wanted dealerships. So this was 1969. They settled on southeastern North Carolina and he came down– he came to North Carolina not knowing anyone and built a very strong business from Big Tobacco. So Big Tobacco is really big in southeastern North Carolina. I mean, I knew many, many families that that was their only income, and their kids all went to college, wives got Cadillacs every other year. I mean, they lived well. So my father’s timing was great. But he was self-employed and there was nothing to back him up except what he did. And I mean, I remember going– I was planning to go on vacation for a week and we’d get there on Thursday [laughter].

Rivers: Turn around and come home the next day.

Ann Rudd: Saturday. So I mean, that’s just how it was. He always felt like, “I’ve got to provide for my family.” And he built a really, really great business. It was one of the largest dealerships on the southeast. And John Deere would have these incentive trips they’d give their dealers. He did so well– they wouldn’t win two trips, they’d win like twelve. So we’ve been on a Baltic Sea cruise. My sisters went to Monte Carlo. So there was some great things about it but I learned a– I didn’t understand it for a long time. I didn’t understand why he worked the way that he worked. I understand it now, and I appreciate it, and I’m so happy to have grown up in a house where that was it. That was everything. And we learned at the kitchen table how to run a business.

Rivers: Yeah. I mean, it sounds like you’ve passed that kind of mindset– I mean, really it’s mindset, right?

Ann Rudd: It is.

Rivers: It’s a mindset of hard work. You’re passing that on to your agents and it’s self-sufficiency as well. And you obviously provide a great amount of support, but–

Ann Rudd: I mean, I didn’t have the support and I wish that I had. I think I would have been able to succeed a lot sooner with having someone to say, “Okay, look. This is how you run a business.” I learned by trial and error. Now I’m a third generation real estate agent in my family. So I’ve seen it a lot, but I have not always seen successful.

Rivers: Yeah. Well, and I would say that running a real estate business is – this sounds harsh – but is a fairly kind of new concept.

Ann Rudd: It is.

Rivers: It’s like traditionally you’re just a real estate professional and you hang your license and you do your business and you work your sphere. And 2017 it’s a business and it’s digital and it needs to be a well-oiled machine–

Ann Rudd: That’s right.

Rivers: –that you run.

Ann Rudd: That’s right.

Rivers: And I’ve been talking about this, and I think you would agree that if you’re not using the technology and you’re not thinking about teams and you’re not thinking about it as a business that has support and operations, you’re not going to win– you can’t compete anymore.

Ann Rudd: You can’t compete. You’re going to–

Rivers: You may be in your pockets.

Ann Rudd: You’re going to be in your– you’re going to be in your lane, but your lane is going to be narrow. And–

Rivers: Yeah. And you’re not going to scale.

Ann Rudd: That’s right. You can’t scale with one. There’s no scalability. I’m instinctive. I mean, if I feel like something’s right, I’ll go ahead and do it even if I don’t think it’s exactly right. But I do think in this situation expansion, I have to have all of my ducks in a row the right way in order for that to work and be extremely efficient. I mean, I don’t have millions and millions of dollars to pump into things. And things have to be– we have to be very profitable pretty quickly. So I have to get my things in order. But the good thing about my business and this is how I tell people what my business is, I have an Internet-based business. I run Internet leads, yes. We work our sphere. We do open houses. We do all of that. However, at the end of the day my business runs a lot off of online leads, Zillow, all of the lead sources that we take advantage of. And I can pick that up and drop that anywhere else as long as I’ve got my systems in place.

Rivers: And you’re systems include technology. Obviously, BoomTown is a big piece of that.

Ann Rudd: I built my team around BoomTown.

Rivers: Right. And what other tech are you using to run the business? So BoomTown is kind of the center of this ecosystem?

Ann Rudd: Yeah. BoomTown is really the center. And it’s a big center because it allows for us to– it allows me to see what’s going on with all of my team members. But we’re able to have so much better conversations and so many better touches. I mean, I don’t know what– who came up with the 33 touch. But it really does– I mean, that’s your sphere. Whether they come in from Zillow or not, that’s my sphere. It’s just that my sphere has 8,500 people in it right now. Okay. So it’s kind of a big freaking sphere. But I have to work it the same way. So how do we do that? We use utilize our ISAs. We utilize minimal drip campaign. But if we have someone that we know is two to three years out, I’m not going to kill him with emails. Right. But they need to know that I’m here.

Rivers: And so you’re using our technology, Boomtown technology to manage all of that. You’ve got your real tight sphere that you’re calling, you’re taking to lunch and all. Because you work out you need technology to make that happen.

Ann Rudd: Absolutely.

Rivers: And well, that’s great. I mean, so you’re using that. Were you using any dialers? Using any BombBomb or any of those kinds of things?

Ann Rudd: Oh yeah. We use BombBomb.

Rivers: Okay. So you’re doing video email?

Ann Rudd: We used BombBomb and we actually have– so that’s a great one and I get so aggravated with my agents. They’re, “Oh, I don’t like how I look.” Trust me, you look the same. You just don’t– you got something else in your head. You know?

Rivers: You just got to go for it. You’ve just got to go for it. I know.

Ann Rudd: And the way that you sound in your head because of our jaw bones and everything, we sound differently in our heads than we do outside. Just get over yourself. Just–

Rivers: Yeah. Or just don’t do it.

Ann Rudd: No. You need to do it.

Rivers: You need to do it. You know Katie Lance? Katie and I were doing a webinar just yesterday and we were talking about that. She was like, “You know, you just got to get over the video thing. You got to do it.”

Ann Rudd: Just screw it and do it is something I say a lot. Just do it. I mean, my God come one. I don’t like to look at myself any more than anyone else likes to look at themselves. But I do it because I recognize and I did a– I had a Zillow lead that came in yesterday. They’re in the 6 to 8 hundred thousands dollar range and I mean, the average sale price in our MLS region is 260 to 280. So I mean, a 6 to 8 hundred thousand dollar lead coming in I focus on those.

Rivers: Absolutely.

Ann Rudd: I don’t have to sell as much and that’s kind of my average price point. And I started texting with them and they– as soon as they found out I didn’t represent the seller or the house they were like, “Oh, okay. We’ll call you later.” I said, “That’s fine. What information do you want me to get?” And I ended up sending them a BombBomb video through BoomTown and they looked at it like 35 times which is great. So I think I picked up a buyer.

Rivers: You got some engagement and you can see that you’re getting engagement.

Ann Rudd: I can see the engagement, yes.

Rivers: The data is there. In this day and age that’s how you have to operate. And–

Ann Rudd: I mean–

Rivers: –if you saw that they looked at it once and never again then maybe you move on.

Ann Rudd: Data is everything.

Rivers: Absolutely.

Ann Rudd: The information that we have. I mean, to be able to go into my BoomTown database and see that someone has been on my website 360 times in the past 365 days, I’m loving that. I have somebody yesterday that has been in the system for two years just on a basic drip campaign that sent me an email and said, “Hey, Ann. Is this house close to public transportation? Because I’m from a big city and I like to use public transportation.” Which is funny in Charlotte, but anyways–

Rivers: [crosstalk] in this town, huh?

Ann Rudd: But it actually was and I said “Yeah. It is.” And she said, “You know, I really appreciate you sending me all this stuff.” Well, I didn’t send her nothing. Really. I sent her a monthly email I think quarterly market updates and listing alerts.

Rivers: But you sent her listings alerts. Yeah. When those come through, those are the biggest drivers of engagement across the entire platform.

Ann Rudd: Absolutely. So we don’t kill them with over communication but those e-alerts are so–

Rivers: Critical.

Ann Rudd: –critical.

Rivers: I moved two years ago and I still open every single one I can. You want to see what’s on the market. It’s just–

Ann Rudd: Yeah. You do. You do.

Rivers: –a natural human tendency.

Ann Rudd: And now that we can send them sold data for all of our past clients that’s even better because they want to see what’s happened in their neighborhood.

Rivers: Absolutely. So well, speaking of datas– kind of shifting gears but I’m curious to your thoughts on this. Knowing that we’ve got so much data at our fingertips as a consumer in 2017 and beyond that– and all the data that was aggregating– and that were [being done?] aggregating– everybody’s got all of this data in real estate now. And they can do better evaluations. So where am I going with this is this now new trend of this i-buyer kind of trend of what Opendoor is doing of what Redfin, right there. Redfin is starting to do I believe.

Ann Rudd: Actually, they are not doing really well here, so.

Rivers: Oh. They’re not. Well, we can get into that in a second. But curious the people that will say, “Hey, we’ll make an offer on your house.” Yeah. You’re going to pay maybe 8, 12 percent versus 6. But you’re going to sell in three days and– so I’m curious to what your thoughts are on that movement and the consumers that would be willing to give up that much that are already complaining about 6% but here you’ve got people that are willing to pay 8 to 12 percent for maybe condensing that window down in three or four days?

Ann Rudd: So I think what– all right. So the short answer is most of our markets are really strong right now. So you’re going to see because of any half-wit we see with agents in this part of town– you get all these new agents and they come in and they can stick a sign in the yard in the equivalent of a basket on the front porch and collect offers. And then there are real estate agents, right? They’re a realtor. So that’s great. Good for you. The problem is when the market changes and shifts. So we have all these people now that are, “Yeah. I’ll sell your house for 1% or 2%.” I did a deal a few months ago, sold a house to– and the buyer used an agent that gave them 2% back. So this agent’s working for 1%. He’s a hot mess. I had to do most of his work and basically, I adopted his client afterwards which is great because now I have a buyer in a few years– a new seller a few years down the road.

Rivers: Absolutely.

Ann Rudd: So yeah. We have all of that but the market will change at some point. And it will push those that don’t know how to shift around back. So if I’m a 1%, I sell your house for 1%. You’re lucky if I stick a sign in the yard and use a photographer. You can’t expect to have someone spending significant marketing dollars on your home for 1%. That is an unrealistic expectation for a seller. And for us right now, I mean, my houses that go on the market, I want between 50 and 75 thousand views the first 30 days are on the market. If they are on the market 30 days. Most of them aren’t. So if you build your business on, “Hey, I’ll sold your house on 1%.” Great. I wish you the best of luck. But when the market shifts and prices go down, you’re not going to be able to eat on 1%.

Rivers: Yeah. Or even like an open door model where they’re flipping it for another what? Maybe 5% margin or something–

Ann Rudd: That’s right. And it is about margins. I keep an eye on what my profit margin is. And a good team can– a good team is running on 30 or 40 percent profit margin. I mean, that’s a good team. And if you’re living paycheck to paycheck and you’re still selling 50 or 60 houses a year, you need to reevaluate what the hell you’re doing [laughter].

Rivers: You need to get some operational coaching.

Ann Rudd: Or you need to just get rid of everything except yourself, so.

Rivers: I see a lot of trend of people saying, “No way. I don’t want to be a broker when I can just run a team because teams seem to be more profitable.” I’m curious your thoughts on that.

Ann Rudd: Teams can be more profitable. I actually have a different mindset. And I have a coach and my coach even is– he and I have a different mindset about it. So my take on it is look there are– we’re going to have agents in our culture, in our world that aren’t full-time. But there are a lot of good full-time agents out there that are paying through the nose for everything, and I mean office space. And they’re still on a 70/30 or 80/20 split. So for me, and my owner of my company will see this at some point. At some point, will go out on my own. I make no apologies for it. I’m an independent thinking girl, and I have no issues with it. So, but if you’re profitable, you’re profitable. You run your business as a business. For me, I don’t see any difference between a brokerage and a team. I probably will always run my team within a brokerage whether I own it or someone else owns it. But having other agents and recruiting good agents to come into your business, strong agents that help share some of the cost. I mean, even if it’s minimal. If you have 25, or 50, or 75 agents that allows you a lot more marketing dollars and allows you to expand your world a bit, and also help more clients. So I think that if you– there are certain models that, yeah, you will need a team, your team within your brokerage to make sure you’re always at a profit level. But no. I think that if– I think what happens though is you have so much money coming into a brokerage, you forget about profit margin. I don’t know about you. I mean, even me– about once a year, I will call my credit card company, all of them, and have new credit cards issued. And then that way, I’ll start getting emails like, “Oh, you haven’t paid this bill.” So I can actually reevaluate everything that I’m spending on my credit card and thinking, “All right. Do I need this this year?”

Rivers: Right. Right. And then–

Ann Rudd: And I do that every year.

Rivers: –it comes down that’s data as well, understanding your business, right?

Ann Rudd: Yeah. So yeah. That’s what I do, and it works for me. But I think about it a lot. I look at different models. I know a lot of agents that own brokerages that have different models. You don’t have to be a mega brokerage owner to have a good business. And make a–

Rivers: Right. Make a good living and a good margin. But I think, regardless, teams are here to stay.

Ann Rudd: Teams are not going anywhere. I love teams. A great team is a team where the owner is involved that stays. Someone in production. I mean, a lot of team owners end up in operations which is great but someone that stays inside the ecosystem of our world.

Rivers: Whether they’re in production or not.

Ann Rudd: Right. But they still need to be there. I know some teams in Charlotte where the owner is never there. And I don’t think that’s a– I think that’s a team destined for failure because you have to stay plugged into your business.

Rivers: Yeah. Absolutely.

Ann Rudd: So, yeah. But teams are not going anywhere. They can pull their resources. It’s a smarter way to be. I mean, most individual agents cannot spend 10, or 15, or 20 thousand dollars a month on Zillow, or retro.com, or all of their combined marketing systems. I’d say we’re in this model. Most teams are going to spend between 30 and 20 and 40 thousand dollars a month in payroll, and marketing, and all of their systems. So not many agents can do that.

Rivers: Right. No. You have to have a team.

Ann Rudd: You really do. You really do.

Rivers: And that level of production and that’s what it takes to– I mean, you run your business digitally, obviously. So you’re running a lot of Zillow. You’re doing paid search. You’re doing a lot of Facebook.

Ann Rudd: Really loving Facebook.

Rivers: Yeah. You do a lot of Facebook tell me about–

Ann Rudd: I’m loving Facebook.

Rivers: –some of the stuff you do on Facebook. You don’t have to give away any secrets, but I know you’re good at it.

Ann Rudd: No. I mean, I just think that Facebook– so Google AdWords have gotten expensive. And yeah, Google is here to stay and the data coming out of Google is crazy. I love the data. And I think that we’re– the data coming out of Facebook and Google are making our marketing more and more predictive. So I love that. I mean, I’ve–

Rivers: And search is so– search isn’t going anywhere for a long, long time in a sense. I mean, when somebody is looking for something and you can put an ad in front of them, it’s the most straight ahead kind of marketing you can do.

Ann Rudd: Right. I mean, if I could– and at some point, I’ll be able to market to people that are going to sell their house in the next 60 days. I know that because of all the predictive data that is being collected. So dude, go ahead. You can go. Traffic here is crazy. So but yeah–

Rivers: But on Facebook–

Ann Rudd: I love Facebook

Rivers: –you do a lot of– you treat it like– do you have farming?

Ann Rudd: Yeah.

Rivers: I mean, so kind of how do you leverage Facebook? Because I think you know there’s a standard just running advertising and driving people to your website, but you’re doing a little more sophisticated stuff than that.

Ann Rudd: So I hate the mail. I mean, I think that the mail is one of the most inefficient– it’s not even a company. I don’t even know what it is [laughter]. I don’t know what the US mail is except a ridiculous thing that puts a crazy looking box in my front yard. I hate it. And I don’t love spending money where I can’t track my results. So I don’t know how many people look at a postcard. I don’t know. I can’t predict a lot of that. So I don’t do what I can’t track. But I can pull a list of owners in a neighborhood, or in a zip code, or whatever, or like this beautiful part of town and market to them on Facebook such as this home has just come on the market in your neighborhood. Or what’s your home worth in Meyers Park or whatever neighborhood you’re in?

Rivers: Very targeted message.

Ann Rudd: Very targeted.

Rivers: Very targeted audience.

Ann Rudd: I can put in my budget. I can look at who’s clicked on it, how many leads we’ve gotten off it, what is our cost per lead. I mean, all of that stuff is–

Rivers: What’s your ROI?

Ann Rudd: What my ROI is. And we’ve been doing this enough now that I’m kind of getting better with being able to predict what my– if I spend 100 bucks on an ad, which I’ve kind of figured out anything– I spend more than 100 bucks on an ad, I’m going to get significant leads coming in. And how many true registrations from our website are we going to get? And then how many buyers are we going to actually get? And how many are we going to reach out to?

Rivers: You know the numbers. You can back your way into that.

Ann Rudd: I can back into it, so. And I love that I can target someone within a range of a household income. Okay. And someone that’s been on Zolo or Realtor in the last X amount of time. I can really dial into likely buyers.

Rivers: Yes. And you can weed out the people that you know are not going to be able to afford–

Ann Rudd: Well, and I can–

Rivers: Probably.

Ann Rudd: –I can weed out real estate agents [laughter]. And I can weed out–

Rivers: True.

Ann Rudd: Yeah. So there’s a lot. And on the recruiting end of that as well, I can recruit real estate agents through Facebook as well. So there’s a ton that I can do with it. I mean, I don’t care what business you have right now. If you’re not on Facebook. If you aren’t figuring this out–

Rivers: You’re already lost.

Ann Rudd: You need to figure it out fast. I mean, if I– I kind of geek out about it because I love the fact that I can really dial into it. But the fact that I know how to do it, anybody should be able to do it if I can do it because I have a very short attentions span. But this is my business. This is what I do. And if I don’t spend time learning this, nobody else is going to do it. And yeah, I can pay someone to do this, but I don’t want to pay someone to do this. Because I need to run my business my way.

Rivers: No. And there are certain things you do pay people to do.

Ann Rudd: Sure.

Rivers: You pay us to do certain things. But when it gets down into very, very specific audience marketing of Facebook, listing marketing, and things I think that’s something you should be doing on your own. But when you want to spend $10,000 or something, you need an agency or you need somebody like BoomTown to be managing that budget for you, which is different than doing very strategic ads and blasts.

Ann Rudd: Or boosting and–

Rivers: Or boosting

Ann Rudd: –all the things that we can do. And when I look at my database, I’ve had it for almost three years. And I look at the money that I’ve spent over the last three years at Google AdWords, Facebook, Zillow. I’ve got several hundred thousand dollars wrapped up in that database. That is an investment that– I mean, I don’t take that lightly. That is–

Rivers: A decent return.

Ann Rudd: –I mean, I can freaking buy a beach house. Come on, Rivers. So you know?

Rivers: Yeah. Yeah. I get it. I get it. And I think that’s what people forget about is they spend all this money. And they’re not thinking that they’re building this huge database. Because they’re just chasing lead, lead, lead, lead, lead when that database is actually where the money is.

Ann Rudd: The database is where the money is. So that’s something that I task my staff with every day. How can we reach people in this database today?

Rivers: Yeah. Or their need for it.

Ann Rudd: Yeah. Yeah. They’re here. They’re here. And when was it? So last year, I sold a house to a couple. They were the third person that registered on my website in November of 2014.

Rivers: Okay. The third person ever?

Ann Rudd: Third person ever.

Rivers: And you were watching everyone come in?

Ann Rudd: Yeah. You’re like, “Ah.”

Rivers: We got another one.

Ann Rudd: Drinking off a fire hydrant, right? So yeah. And that’s what I love. I love to be able to look and see when do they come in? Oh, crap. They came in two years ago.

Rivers: Wow. And they–

Ann Rudd: And it just buying.

Rivers: Yeah. I mean, everybody out there listen to this. This is what we’ve been preaching for years is the system, the technology takes care of a lot of the stuff, the marketing for you as long as you’re not spamming people obviously. But two or three years later–

Ann Rudd: Oh, I got a different story with that one [laughter].

Rivers: –if you’re sending e-alerts. But well–

Ann Rudd: But no. We have so much technology now. It’s really the sky’s the limit. The only limitation I have I feel like is kind of what’s in between my ears, which is a huge limitation. Okay. You don’t have to tell me. But as creative as I can get. And the beauty of your system is, “Hey, we’re classified as this. We go through these steps. Now they’re classified here.

Rivers: You can put it in this clear operation.

Ann Rudd: They get moved gets here.” Whatever. Yeah.

Rivers: And I’ve been talking about this a lot too is whether it’s BoomTown or whatnot, there’s a lot of technology out there that is very affordable that has the behavioral analytics, has predictive AI those things underneath the hood. That what it’s doing is it’s taking the guessing game out of who you’re calling that day or what you’re doing that day, not just sit down and ugh. You know here are the 10 leads that have been on the site X amount of days. Whatever that criteria is for you or your operations, you can tell your team, “This is how you do it. This is what you do when you sit down.” And I was talking to Tom Ferry about this a couple months and he was saying it just gets to the point where that’s just part of– it’s just like breathing.You just sit down. You open BoomTown and you go to work. And work doesn’t exist without whatever that technology process is.

Ann Rudd: No. And you have to really get into a routine. So my Fridays are– my Fridays are call my past clients. That’s what my Fridays are every Friday.

Rivers: How do you prioritize that?

Ann Rudd: Well, I just set them up in BoomTown as to-do’s. I just pull up my to-do’s.

Rivers: But I mean, just past clients within an X amount of time or–?

Ann Rudd: No. No. I mean, just whoever I– except for a select few that I never want to talk to again, and we all have those. But for the most part, no. Just whoever I feel like. But usually, I get on a system like all right, I’m going to talk to 10 every week. So and by the end of the year, I generally don’t hit everybody, but at least you’re leaving a voicemail and saying, “Hey, just checking in with you. Let me know how things are going.”

Rivers: And that conversation is just that? You just want to say, “Hey.”

Ann Rudd: Well, sometimes it is. I mean, you get to know your clients so you end up talking about kids, or family, or whatever. But the great thing about the system is keeping the notes. So I don’t have to remember everything about everybody. I can go back and say, “Hey, I knew that they moved here from California and they had two young kids and all that.” So I can read back through and remember who’s what. But no. That’s important.

Rivers: But it’s a routine and that’s what it is. It’s just like going to the gym or whatever it is. If you want it to work, you’ve got to stick with it.

Ann Rudd: Yeah, you do. You do. One of my – you can tag him on this because I’ve never met him – but one of the people that I really am starting to watch is this guy named Jon Cheplak. And he’s up in Pacific Northwest and he’s a coach. And he, at one point, was a pretty successful alcoholic and he’s walked away from that now. But one of the things he talks about a lot is you kind of have to follow your heart, but you really sometimes have to go through the motions. You’re not going to– you’re not going to have a day every day where it’s like, “Yes. I won [laughter].” It’s not going to always be like that. But you get up in the morning. You go make your phone calls. So you don’t talk to anybody but you make 30 phone calls. Who cares? You just have to continue. Because you’re going to have those days where everybody’s slamming the phone down, everybody’s not– not everybody’s going to– it’s not going to be sunshine and rainbows every day. But you’re going to have days as well that are on the opposite where every time you pick up the phone you’re going to have a great conversation or you’re going to get–

Rivers: Your dollars for dollars.

Ann Rudd: –you’re going to get three, or four, or five buyers or sellers or whatever you’re calling about. So the motions sometimes– it’s not really fake it till you make it, but the motions they’re important.

Rivers: They keep you going forward.

Ann Rudd: And you don’t need to take it personally.

Rivers: Yeah. Thick skin. Skin of a rhino. All right.

Ann Rudd: But at the end of the day, a strong real estate agent is not going to take a salary because they know how to make money.

Rivers: Yup. It’s a different drive over there–

Ann Rudd: They know how to put food on their table for their families. And they’re not going to discount themselves. Okay. And if you want an agent to represent you that discounts themselves, I promise you they’re going to discount you. And I don’t want an agent working for me that caves because I say, “I want you to reduce your commission.” I don’t want somebody to say, “Okay.” Well, if you’re going to say okay, you’re not going to say– you’re going to say okay when you’re negotiating, right?

Rivers: When you’re in the trenches. Yeah.

Ann Rudd: Yeah. No, no, no. I don’t want to.

Rivers: Do you think then– so I mean, Redfin is, again, attractive in that sense it’s a stable job. I look at it as maybe the next best thing is the team. Because you’re coming into basically a job. You’re providing them with all the infrastructure, operations, support, marketing, leads, structure, training–

Ann Rudd: The biggest thing they have to do is pick up the phone, show houses, and write offers. That’s it.

Rivers: And yeah, you’re maybe– it’s not like you’re just a single agent scrapping for every single bite of food that you got. On the team, it’s pretty stable.

Ann Rudd: Okay, so. And I’ll give you an example. So after our conference in March which I love. I think you need it twice a year just because it’s fun. We got on this kick about taking a look at everyone’s number of leads they have and getting them below 100. I mean, I–

Rivers: Okay. At any given time?

Ann Rudd: At any given time. Because you and I both know that if I have 100 people I need to talk to every 30 days, holy crap!

Rivers: That’s a lot.

Ann Rudd: That’s a lot! So–

Rivers: Meaning phone conversations.

Ann Rudd: Yeah. So and you’re not going to have them. But if you had 30, or 40, or 50, you would know what’s going on in their lives, who they are, where they’re going to be, what’s holding them back. You’re going to get to know that. So we’ve been on a real big kick about keeping that number below 100. We’d really like it to be below 50. But I have agents with 3, and 4, and 500 leads in there–

Rivers: Packed in.

Ann Rudd: Yeah. So tell me someone that’s been in the business a year [laughter] that has 500 active buyers in their database. Well, first of all, most of them don’t have a database. And second of all– I mean, I’m dropping leads in my agent’s laps every single day. We can look at what they’re looking at online. How often they’re getting online. We can text them. We can email them. We can video message them. It’s not rocket science.

Rivers: No.

Ann Rudd: Work ethic kind of might be rocket science.

Rivers: Yeah. Sure

Ann Rudd: Nothing else in our business is.

Rivers: That’s good. It’s not rocket science but it is–

Ann Rudd: It’s work. Well, I mean, coaching is very big. You know I think– I coach with–

Rivers: Do you coach with anybody right now?

Ann Rudd: I have been with Tom Ferry for three years. I love Tom. I know Tom personally. I’ve gotten to know him over the years. He really helped me build my business. And without a doubt, I owe him a lot. And anybody that knows me knows my story. I owe Tom my life. So I think that as much as we know, there’s always someone that can help motivate us or help put us in a better direction. And a lot of what we do is kind of, again, between the years and stuff. There’s always a lot of stuff there. So—

Rivers: I guess there is.

Ann Rudd: –some of it not so good. So in filtering out– so again, this comes back to me and how I operate. All the stuff swirling around in my life it gets checked in the door at the office. And if agents can do that, agents can move– those are agents that can sell 8, 10, 12 houses a month no problem because they are filtering out their noise. If you can’t filter out the noise, you’re going to be lucky to sell two or three.

Rivers: And that’s going to be anything probably.

Ann Rudd: With any business.

Rivers: And so with the coaching then it’s not just about, “Here’s how I’m going to help you build your business operationally.” It’s also mindset and–

Ann Rudd: Not always. Sorry. It’s mindset. It’s mindset. It’s what can we do better to make your day start better? Having a powerful morning routine. I have a positive affirmations partner that I talk to every single morning at 8:00 AM. And for many of us, especially women – I don’t know about men – but we have this freaking voice in our heads that talks to us all the time. I don’t like that at all. And the positive affirmations have gotten that voice, it’s gone. I don’t have that. And it sounds goofy to say these silly things back and forth but it really does–

Rivers: Is that person here?

Ann Rudd: She’s actually in Boston and she’s– we joke. It’s like she and I were the least positive people we know [laughter]. But I mean, it’s just fun, so. And I’ve gotten to know someone that’s– she’s very important in my life now, so. I absolutely love it and I wouldn’t change that about myself. And I also have a very strong routine in the mornings. I mean, I’m up early. I’m on a conference call at 5:00 AM, which is five minutes. I roll out of– I don’t actually get out of bed anymore. I just kind of roll over and hit the send button. But it helps me get going in the mornings and–

Rivers: Who’s on that conference call?

Ann Rudd: Well, it’s a whole– it’s an East Coast thing and we have different people that talk and it’s really just kind of a positive message to start the day, so.

Rivers: Yeah. So how long?

Ann Rudd: Five minutes. Something like that.

Rivers: Gotcha. Through Tom Perry’s network or through–?

Ann Rudd: No, just real estate agents. And actually, I think maybe Scott Kompa had something to do with that up in New Jersey. You know Scott?

Rivers: I know the name.

Ann Rudd: So I think he was involved in that because Scott gets up at the crack of dawn, 3:30 or something, so. But yeah, having that powerful morning, and a routine, and being in the office at a certain time every day. And that’s something that we’re really going to work on implementing it with all of my agents because if they can get that down, I swear that’s half the battle just getting your– and I’ve got one agent in particular that he filters in about 10:00 AM in the morning. Drives me completely batty. And he is not closing as many transactions as he should because he’s– I mean, I don’t know about you but at 10 o’clock in the morning I mean, I’m kind of busy.

Rivers: 10 o’clock in the morning I’ve been up for five hours.

Ann Rudd: Pretty much.

Rivers: You’re in your kind of stride. You should be. Isn’t that what they say? The first three or four hours after you’ve been up you need to be– those are your peak times.

Ann Rudd: You need to be– so that’s your peak work time and unless I know who’s calling me, I’m not picking up the phone for a real estate agent or a telemarketer to call me, right? So you can catch me first thing in the morning. You can catch me later in the afternoon but don’t you call me at 10 or 11 o’clock and think I’m going to be in a great mood to talk. And one of the conversations is, ”Well, I’m having a really hard time getting up with people.” Well, you’re calling them at 11 o’clock in the morning [laughter]. They’re kind of busy.

Rivers: Yeah. Yeah, that’s peak work time.

Ann Rudd: Call them at 8:00. Call them at 7:45.

Rivers: That’s when they calling other people.

Ann Rudd: ”Well, I don’t want to call before 8:00.” Well, try it some time. They’re not going to come through the phone at you, I promise. But that’s the kind of thing that I’m– look, he can sell houses. We’ve established the fact that there’s enough experience here to sell a house. It’s not that. It’s nurturing your database and reaching people. You come in at 10 o’clock. You spend two hours on the phones. You’re going to talk to one or two people maybe and nobody– you’re not going to get much business out of that. But if you vary your days– come in at 7 o’clock in the morning. Get your stuff done early. Get prepared. Make your phone calls for an hour or two. Come in at 4:30. Do a couple of days of evening calls. Trust me. It works.

Rivers: Right. And I mean, that just kind of plays into the whole, “I’m an independent contractor.” Right? But that’s just not– doesn’t work anymore.

Ann Rudd: No. No. You might be an independent contractor, but when you’re on the team–

Rivers: No, you’re not. I mean, that’s–

Ann Rudd: –there are certain expectations.

Rivers: So people with the recession– we’re coming out of that, obviously. But it’s kind of delayed family starts, and marriages, and people are just getting out of their parents’ home, and things. And so we’re wondering if the millennial mindset, now that they are the biggest demographic basically, has the concept of home ownership as kind of a big piece of the American dream and wealth building? Has that changed a little bit? Have people been kind of soured a bit on that concept due to the last 10 years?

Ann Rudd: No. Absolutely. I think that’s been the case. I mean, I think that the– look, people live differently now than they did 20 years ago or 40 years ago. I mean, it’s very rare to find someone that has lived in the same house for 40 years. I mean, it’s very rare.

Rivers: Or worked the same job for 20 years like they used to do.

Ann Rudd: Or have worked the same job for two [laughter], right? So we need to have a society that’s mobile. We need to have mobility in our society. And I mean, I don’t think I’ll ever move away from Charlotte. If I do, I’ll just go down to Isle of Palms and be your neighbor because I like the beach down there. But I don’t really want– I mean, I would not want to be tied down to a house if I had a position where I knew I was going to be transferred or there was an opportunity somewhere else. So in that respect, I do think that we have people with a different mindset. And maybe they’re not thinking about mobility. I think about it a lot maybe because my family moved around some for a while. But I do believe that we’re going to– I mean, we already have five, or six, or seven big companies in this country that are equity firms now but that own hundreds, if not thousands, of homes across the country. And I see where they’re being more people or investors owning multiple properties. So traditionally, it’s been somebody that maybe owns three or four. I think we’re going to see companies owning hundreds of them. And for that reason, yeah, I think you’re going to see a decrease in the home ownership population. I think it’s going to continue to decrease. I don’t know what will make that change. But yeah, there’s been a societal change in how people think of the home ownership.

Rivers: Anne, thank you so much. That has been wonderful. Beautiful day in Charlotte. Thanks for spending the time with us. We love you so much and thanks for letting BoomTown be a part of your story. So we’ll see you guys next time.

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mrlylerouse · 7 years

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Widen Profit Margins with Technology-Provided Data, Not by Trial & Error

In this episode of Driven, get ready to hear:

Why “running a business” is new (and foreign) to a lot of people (9 min)

How OpenDoor and Redfin aren’t prepared for a downturn in the market (15 min)

What profit margins you should be aiming for and how to get there (19 min)

Taking the guessing game out of what you should be doing every day … to earn profits (32 min)

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Full Transcript

Here is the transcript of the video and audio, in case you don’t have time to listen.

Rivers: Are we in South Charlotte right now?

Ann Rudd: We are technically in South Charlotte. We’re very close to uptown Charlotte. And there’s not a downtown Charlotte. It’s all up [laughter]. I have no idea why. But–

Rivers: Okay. That’s how they refer to it here?

Ann Rudd: This is uptown Charlotte.

Rivers: Uptown? There’s no we’re downtown–

Rivers: Oh, okay. Sure.

Rivers: They’re expensive because it’s an in-town neighborhood.

Ann Rudd: Location. Location. Location.

Rivers: So you’re like a mile from uptown here?

Ann Rudd: Yeah. Yeah. You can get to uptown Charlotte in seven minutes.

Rivers: Right. Right. Gotcha. Well, you’ve been a client of Boomtown for what? Four–

Ann Rudd: November will be three years.

Rivers: Three years. Okay. About three years. And when you started, what was your business setup like?

Ann Rudd: There was me, myself, and I.

Rivers: Really?

Ann Rudd: That was a great business.

Rivers: I didn’t know it was just–

Ann Rudd: No. I was not a smart girl but I–

Rivers: We usually didn’t sell to single agents.

Ann Rudd: Well, I talked my way in [laughter].

Rivers: I’m not surprised about that. You have a way of talking your way into things.

Ann Rudd: I do.

Rivers: And out, probably.

Ann Rudd: I do. Yep. No. When I’m out, I’m out.

Rivers: So where are you now, three years later?

Ann Rudd: I do

Rivers: You push them hard.

Rivers: Because they think it’s easy. And we know it’s the hardest job out there, one of them.

Ann Rudd: Well, we know what it takes. And right now with most of our transactions, we are doing the work on the other side.

Rivers: Yeah. Yeah. You’re not the first realtor to tell me that.

Ann Rudd: And so I am kind of on a quest to make sure that my agents are as well trained as possible. And I mean, I want them to be happy. I want them to love what they’re doing. And–

Rivers: Yeah. Because then it’s not work so much.

Rivers: Wow.

Rivers: Turn around and come home the next day.

Rivers: Yeah. I mean, it sounds like you’ve passed that kind of mindset– I mean, really it’s mindset, right?

Ann Rudd: It is.

Rivers: It’s a mindset of hard work. You’re passing that on to your agents and it’s self-sufficiency as well. And you obviously provide a great amount of support, but–

Rivers: Yeah. Well, and I would say that running a real estate business is – this sounds harsh – but is a fairly kind of new concept.

Ann Rudd: It is.

Ann Rudd: That’s right.

Rivers: –that you run.

Ann Rudd: That’s right.

Ann Rudd: You can’t compete. You’re going to–

Rivers: You may be in your pockets.

Ann Rudd: You’re going to be in your– you’re going to be in your lane, but your lane is going to be narrow. And–

Rivers: Yeah. And you’re not going to scale.

Rivers: And you’re systems include technology. Obviously, BoomTown is a big piece of that.

Ann Rudd: I built my team around BoomTown.

Rivers: Right. And what other tech are you using to run the business? So BoomTown is kind of the center of this ecosystem?

Ann Rudd: Absolutely.

Rivers: And well, that’s great. I mean, so you’re using that. Were you using any dialers? Using any BombBomb or any of those kinds of things?

Ann Rudd: Oh yeah. We use BombBomb.

Rivers: Okay. So you’re doing video email?

Rivers: You just got to go for it. You’ve just got to go for it. I know.

Ann Rudd: And the way that you sound in your head because of our jaw bones and everything, we sound differently in our heads than we do outside. Just get over yourself. Just–

Rivers: Yeah. Or just don’t do it.

Ann Rudd: No. You need to do it.

Rivers: Absolutely.

Rivers: You got some engagement and you can see that you’re getting engagement.

Ann Rudd: I can see the engagement, yes.

Rivers: The data is there. In this day and age that’s how you have to operate. And–

Ann Rudd: I mean–

Rivers: –if you saw that they looked at it once and never again then maybe you move on.

Ann Rudd: Data is everything.

Rivers: Absolutely.

Rivers: [crosstalk] in this town, huh?

Rivers: But you sent her listings alerts. Yeah. When those come through, those are the biggest drivers of engagement across the entire platform.

Ann Rudd: Absolutely. So we don’t kill them with over communication but those e-alerts are so–

Rivers: Critical.

Ann Rudd: –critical.

Rivers: I moved two years ago and I still open every single one I can. You want to see what’s on the market. It’s just–

Ann Rudd: Yeah. You do. You do.

Rivers: –a natural human tendency.

Ann Rudd: And now that we can send them sold data for all of our past clients that’s even better because they want to see what’s happened in their neighborhood.

Ann Rudd: Actually, they are not doing really well here, so.

Rivers: Absolutely.

Rivers: Yeah. Or even like an open door model where they’re flipping it for another what? Maybe 5% margin or something–

Rivers: You need to get some operational coaching.

Ann Rudd: Or you need to just get rid of everything except yourself, so.

Rivers: I see a lot of trend of people saying, “No way. I don’t want to be a broker when I can just run a team because teams seem to be more profitable.” I’m curious your thoughts on that.

Rivers: Right. Right. And then–

Ann Rudd: And I do that every year.

Rivers: –it comes down that’s data as well, understanding your business, right?

Rivers: Right. Make a good living and a good margin. But I think, regardless, teams are here to stay.

Rivers: Whether they’re in production or not.

Rivers: Yeah. Absolutely.

Rivers: Right. No. You have to have a team.

Ann Rudd: You really do. You really do.

Ann Rudd: Really loving Facebook.

Rivers: Yeah. You do a lot of Facebook tell me about–

Ann Rudd: I’m loving Facebook.

Rivers: –some of the stuff you do on Facebook. You don’t have to give away any secrets, but I know you’re good at it.

Rivers: But on Facebook–

Ann Rudd: I love Facebook

Rivers: –you do a lot of– you treat it like– do you have farming?

Ann Rudd: Yeah.

Rivers: Very targeted message.

Ann Rudd: Very targeted.

Rivers: Very targeted audience.

Ann Rudd: I can put in my budget. I can look at who’s clicked on it, how many leads we’ve gotten off it, what is our cost per lead. I mean, all of that stuff is–

Rivers: What’s your ROI?

Rivers: You know the numbers. You can back your way into that.

Rivers: Yes. And you can weed out the people that you know are not going to be able to afford–

Ann Rudd: Well, and I can–

Rivers: Probably.

Ann Rudd: –I can weed out real estate agents [laughter]. And I can weed out–

Rivers: True.

Rivers: You’re already lost.

Rivers: No. And there are certain things you do pay people to do.

Ann Rudd: Sure.

Ann Rudd: Or boosting and–

Rivers: Or boosting

Rivers: A decent return.

Ann Rudd: –I mean, I can freaking buy a beach house. Come on, Rivers. So you know?

Ann Rudd: The database is where the money is. So that’s something that I task my staff with every day. How can we reach people in this database today?

Rivers: Yeah. Or their need for it.

Ann Rudd: Yeah. Yeah. They’re here. They’re here. And when was it? So last year, I sold a house to a couple. They were the third person that registered on my website in November of 2014.

Rivers: Okay. The third person ever?

Ann Rudd: Third person ever.

Rivers: And you were watching everyone come in?

Ann Rudd: Yeah. You’re like, “Ah.”

Rivers: We got another one.

Ann Rudd: Drinking off a fire hydrant, right? So yeah. And that’s what I love. I love to be able to look and see when do they come in? Oh, crap. They came in two years ago.

Rivers: Wow. And they–

Ann Rudd: And it just buying.

Ann Rudd: Oh, I got a different story with that one [laughter].

Rivers: –if you’re sending e-alerts. But well–

Rivers: You can put it in this clear operation.

Ann Rudd: They get moved gets here.” Whatever. Yeah.

Ann Rudd: No. And you have to really get into a routine. So my Fridays are– my Fridays are call my past clients. That’s what my Fridays are every Friday.

Rivers: How do you prioritize that?

Ann Rudd: Well, I just set them up in BoomTown as to-do’s. I just pull up my to-do’s.

Rivers: But I mean, just past clients within an X amount of time or–?

Rivers: And that conversation is just that? You just want to say, “Hey.”

Rivers: But it’s a routine and that’s what it is. It’s just like going to the gym or whatever it is. If you want it to work, you’ve got to stick with it.

Rivers: Your dollars for dollars.

Rivers: They keep you going forward.

Ann Rudd: And you don’t need to take it personally.

Rivers: Yeah. Thick skin. Skin of a rhino. All right.

Ann Rudd: But at the end of the day, a strong real estate agent is not going to take a salary because they know how to make money.

Rivers: Yup. It’s a different drive over there–

Rivers: When you’re in the trenches. Yeah.

Ann Rudd: Yeah. No, no, no. I don’t want to.

Ann Rudd: The biggest thing they have to do is pick up the phone, show houses, and write offers. That’s it.

Rivers: And yeah, you’re maybe– it’s not like you’re just a single agent scrapping for every single bite of food that you got. On the team, it’s pretty stable.

Rivers: Okay. At any given time?

Ann Rudd: At any given time. Because you and I both know that if I have 100 people I need to talk to every 30 days, holy crap!

Rivers: That’s a lot.

Ann Rudd: That’s a lot! So–

Rivers: Meaning phone conversations.

Rivers: Packed in.

Rivers: No.

Ann Rudd: Work ethic kind of might be rocket science.

Rivers: Yeah. Sure

Ann Rudd: Nothing else in our business is.

Rivers: That’s good. It’s not rocket science but it is–

Ann Rudd: It’s work. Well, I mean, coaching is very big. You know I think– I coach with–

Rivers: Do you coach with anybody right now?

Rivers: I guess there is.

Rivers: And that’s going to be anything probably.

Ann Rudd: With any business.

Rivers: And so with the coaching then it’s not just about, “Here’s how I’m going to help you build your business operationally.” It’s also mindset and–

Rivers: Is that person here?

Rivers: Who’s on that conference call?

Ann Rudd: Well, it’s a whole– it’s an East Coast thing and we have different people that talk and it’s really just kind of a positive message to start the day, so.

Rivers: Yeah. So how long?

Ann Rudd: Five minutes. Something like that.

Rivers: Gotcha. Through Tom Perry’s network or through–?

Ann Rudd: No, just real estate agents. And actually, I think maybe Scott Kompa had something to do with that up in New Jersey. You know Scott?

Rivers: I know the name.

Rivers: 10 o’clock in the morning I’ve been up for five hours.

Ann Rudd: Pretty much.

Rivers: You’re in your kind of stride. You should be. Isn’t that what they say? The first three or four hours after you’ve been up you need to be– those are your peak times.

Rivers: Yeah. Yeah, that’s peak work time.

Ann Rudd: Call them at 8:00. Call them at 7:45.

Rivers: That’s when they calling other people.

Rivers: Right. And I mean, that just kind of plays into the whole, “I’m an independent contractor.” Right? But that’s just not– doesn’t work anymore.

Ann Rudd: No. No. You might be an independent contractor, but when you’re on the team–

Rivers: No, you’re not. I mean, that’s–

Ann Rudd: –there are certain expectations.

Rivers: Or worked the same job for 20 years like they used to do.

The post Widen Profit Margins with Technology-Provided Data, Not by Trial & Error appeared first on BoomTown!.

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davidcdelreal · 7 years

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How to Become a Millionaire (from $20k of debt to successful entrepreneur)

How can you become a millionaire?

Here's the story of how I went from having $20,000 in debt to becoming a millionaire, plus some of the lessons I learned along the way:

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Do you have what it takes to become a millionaire?

I'm going to be really honest here. For years, I never imagined I would become a millionaire one day.

You see, I had too many things working against me.

My father filed for bankruptcy not once, but twice. My mom followed suit. Both of them were in financial ruin, as they were constantly dealing with one financial crisis or another.

Unfortunately, these money lessons were passed down to me.

Simply put, struggling with money was all I knew.

As a result, I failed hard at money in my early 20's. My financial journey began with me opening credit cards I could not afford to manage, taking out student loans I didn't need, and landing in $20,000 worth of credit card debt.

Once I reached that financial low, I can tell you with certainty that there was no way I could imagine becoming wealthy.

Fast forward to present day, and I am now a proud millionaire. I'm learned the importance of having multiple income streams. I figured out how to implement processes that yield passive income literally while I sleep.

And now that I've reflected back on my past, I can see some of the core principles that got me there.

I firmly believe that, if you apply these principles to your own financial life, you also can also build long-lasting wealth. If you're ready to go against the grain and change your fortunes, here are eight important steps to follow:

Step #1: Realize Your Harsh Truths

As I mentioned, I had everything going against me. When I was a young adult first starting out, my father actually encouraged me to take out credit cards whenever I wanted to buy new clothes. He said,

“Oh, if you can't afford it, you can always take out a credit card and just make the payment.”

This was the type of financial advice that was passed down to me, so I thought that was just the way things were. Unfortunately, this advice led me to rack up $20,000 worth of credit card debt in my early 20's.

So, the first thing I had to do was recognize an incredibly harsh truth. I had to recognize the fact my father was giving me bad advice. He loved me, but that doesn't mean he was in a position to help me manage my money.

For my situation to improve, I had to realize that I would be better off if I ignored financial advice coming from my parents.

Chances are, you have some of your own harsh truths to realize. The first step to becoming a millionaire is figuring out what they are and how to handle them.

Step 2: Find Your Battle Buddy

When I was in college, I let some of the bad financial advice I was getting seep over into my personal life. For example, I helped my college girlfriend open a credit card, which she used to rack up her own credit card debt. Yikes.

While this is an unfortunate part of my past, it brings me to point number two. If you want to improve your financial life, you need to get a “battle buddy” – a friend or companion who is fighting the good fight right along with you.

For those of you who aren't familiar with the military, a battle buddy is someone you are introduced to during basic training. Your battle buddy becomes somewhat of a “best friend.” They know everything about you – the good, the bad, and the ugly.

Most importantly, they are there to speak the truth to you even when you don't want to hear it.

My girlfriend (who is now my wife) was the best battle buddy anyone could ask for. She spoke the truth to me constantly, even when I didn't want to hear it.

When I wanted to buy something I couldn't afford, she was the first person to tell me to put my wallet away. While it definitely hurt my pride and my ego, she was right. I didn't want to hear it, but I needed to hear it.

And, I am so glad I listened.

Once I took her advice to heart, I started paying off that credit card along with my nagging student loans. After a few short years, all my debt was gone.

Having a financial battle buddy made all the difference for me, and it can also help you. Ask yourself who in your life you can turn to for accountability. Chances are, you have a battle buddy already and don't even know it.

Step #3: Learn When To Say “No”

Learning how and when to say “no” isn't easy, but it's a skill all adults eventually need to master. If you want to get your money straight especially, learning how to say “no” (even when it's hard) is an absolute must.

Here's a personal example where I had to man up and say “no.”

My mom had just moved to Las Vegas, and this was right before the real estate bubble of 2008. Her property had skyrocketed in value, which was good news.

Unfortunately, she ended up taking some of the cash that she had from the previous sale of her house and using that money to invest in Las Vegas real estate. Now, I don't know if you know or remember what happened, but those investment properties were no investments at all.

In the end, she ended up losing all of her money and all of those real estate investments.

But, before she lost all that money, she asked if I would help her cosign a loan.

Of course, my battle buddy didn't like this idea. When I told my soon-to-be-wife about the situation, she shut me down really fast. But, there's even more bad news. Since I had already hinted to my mother that I would do it, I had to go back and tell her I changed my mind.

As you can imagine, she wasn't happy about it at all. She was frustrated and disappointed, and she let me know. The thing is, I knew saying “no” was the right answer. I couldn't move forward knowing what a huge personal risk it would be.

Do people in your life ask for loans? Do they ask for a bailout when times are tough? Do they want to lean on your good credit because they ruined their own? Do they take advantage of you on an ongoing basis?

If you truly want to get ahead, you have to stand up for yourself. Learn to say “no” when you know it's required, and you'll be a lot better off.

Step #4: Let Your Hustle Do the Talking

The fourth principle that allowed me to become a millionaire is probably the most important. While a lot of people talk a big game when it comes to their financial “wins,” not everyone backs their words up with action.

This is one area of my life where I do rather well. While I wasn't the smartest kid in school or even college, I have always been able to hustle. When I was in college full-time and had a calendar full of classes, I was also in the Army National Guard. During my senior year of college, I had two part-time jobs.

I always told myself that somebody might outsmart me, but they'll never out-hustle me.

When I became a financial advisor, I applied the same hustle to my game. I started cold calling, then eventually started doing seminars. I hustled to grow my practice because I did not want to lose.

From there, I continued that hustle into the launch of my blog. I also launched a YouTube channel and a podcast shortly after. From there, I kept on hustling and eventually wrote my first book, Soldier of Finance.

What's the lesson here?

You might not be the smartest person in the world, but guess what? You can still work harder than the person next to you.

Don't talk about how you're going to succeed; hustle until you get there. Words mean nothing, but hard work will get you through to the other side.

Step #5: Never Stop Learning

The fifth principle that allowed me to become a millionaire was the fact I have never stopped learning. While a lot of people want to stop learning once they graduate college, a continued investment in knowledge is an investment that pays off!

One of the areas I was able to learn more was in my job as a financial advisor. Over time, I took more courses and became a Certified Financial Planner™ professional. Most people assume that, once you become a CFP®, you automatically earn more money.

Unfortunately, this isn't the case. I didn't get a pay raise or a cookie or a trophy. I didn't get anything.

The thing is, the credentials I earned helped me earn money in other ways. Not only did becoming a CFP® give me more credibility, but it helped me grow my business faster.

Was the sacrifice worth it? Yes!

But, was it hard? Oh yes. It was excruciating at times.

While I was studying for my CFP® exam, we were preparing to have our first baby. So, not only was I dealing with sleepless nights, but I was studying during all my free time.

Obviously, I had to learn a lot to become successful at blogging, too. When I first got started, I barely knew how WordPress worked, let alone how to earn money from a website. To get up to speed, I read a ton of blog articles and did a ton of research.

I'm so glad I was always interested in learning something new. If I wasn't, there's no way I would be where I am today.

Step #6: Invest In Yourself

When most people think of investing in themselves, they think of earning an MBA. In my case, I already mentioned that I pursued the CFP® designation. Not only was that a time commitment, but I had to invest into the training, into the books, and into the actual test itself.

Every dollar I spent was money right out of my pocket.

Later on in my career, I invested into coaching programs. I talk a lot about the Strategic Coach program I was a part of, and how that was a huge investment for me costing me $9,000 per year.

Being in that program and in Michael Hyatt's Inner Circle, which was $25,000, is one of the top reasons I am now a millionaire.

These programs cost money, but the investment has paid off in spades.

The bottom line:

Invest in yourself, and you'll see amazing results you couldn't get elsewhere.

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Step #7: Surround Yourself with High Achievers

The next step to millions ties into step number six. My wife and I are super selective when it comes to who we spend our time with as well as who our kids spend their time with.

I want to be around people that challenge me and call me out when I deserve it. When you surround yourself with people who care about their own lives and strive to be the best, that kind of energy is contagious.

Unfortunately, the opposite is also true. When you surround yourself with people who aren't actively trying to improve their lives, it's equally contagious. Worse, it's toxic.

Surround yourself with people who want to win – people who are constantly learning and growing. Over time, their energy and presence will rub off on you and help you reach your own goals.

Step #8: Don't Let Failure Define You

Remember how I said I started adulthood with $20,000 in credit card debt? That was a huge mistake, but I've made plenty of others. Did you know my first foray into real estate investing was a flop? Are you aware I've tried a ton of different business ideas that never worked out?

I've had a lot of successes, but I probably had four times as many failures.

Fortunately, I never let those failures define me. I didn't let them derail me, and I didn't let them prevent me from trying something new.

Every successful entrepreneur and every successful millionaire has tons of failures in their history. They may not advertise their failures like I do, but it's true.

The bottom line: Don't be afraid to fail, and when you do, don't let your failures dictate your future. Sweep them under the rug and move on as quickly as you can.

The Bottom Line

When I look back on my story so far, I can say with 100 percent certainty that these steps were the impetus to becoming a millionaire.

Still, success is about a lot more than money…..at least to me. After all, my family's success in life is what made it possible for us to adopt a daughter from the Philippines and raise money for her orphanage.

More money always equals more impact, and that's the main reason I wanted to share these principles with you. Whether your goal is helping others or improving your own life, I truly believe anyone can become a millionaire – even you.

All it takes is a relentless focus on your goals, some hard work, and a promise to never give up.

The post How to Become a Millionaire (from $20k of debt to successful entrepreneur) appeared first on Good Financial Cents.

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viralhottopics · 7 years

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Mountain man: The bank boss who reached the top aged 33 – BBC News

Joe Gordon likes to climb mountains. Among his conquests is Mount Teide, a 12,000ft volcano in Tenerife.

“I like to walk up hills and mountains,” he says. “I am a big fan of a healthy body and a healthy mind.”

It is perhaps just as well that he has a head for heights.

Because, just 24 months after getting his first job in banking, he is now the boss of telephone and online bank First Direct.

At the age of 33 he is one of the youngest people ever to have made it to the top of the UK banking industry.

Met by the boss

It is Joe himself who greets us at the reception of First Direct’s steely grey office block in Leeds.

Despite having 2,900 employees in the building, he speaks to both the receptionist and a server in the cafe by name.

This weekend marks the end of his first month in the job, which he got two years after joining First Direct’s parent company, HSBC.

While he admits he hasn’t been in banking very long, he does have plenty of experience of handling customers.

“I’ve worked in customer service since day one. Ultimately what we’re trying to achieve is great customer service. So if somebody comes in who can deliver customer service, I think that’s a bit of credibility for me.”

But in an era when 90% of his customers bank on the internet, personal contact has become harder.

It was all so different when First Direct launched in 1989 as the UK’s first telephone bank, pioneering banks without branches.

CV: Joe Gordon

Born: Leeds

Age: 33

Status: Father-to-be

Education: Degree in Business Management from Lancaster University

Previous jobs: Sainsbury’s management trainee, BT fast-track scheme

‘You’re on the carrots, mate’

Joe’s formative experience was in the grocery section of Sainsbury’s, where he worked as a graduate trainee.

“You step in there with bravado, and the first thing they said to me was: ‘You’re on the carrots, mate,’ which was a great grounding.

“Some well-to-do women educated me on the difference between chicory and endive. That’s where I first got involved in customer service. And that’s where I first started to think: how do you improve things, how do you make it better for people?”

But the boss of a bank also needs to be good with numbers.

So a later stint in the forecasting department, where he had to predict how many Easter eggs the supermarket would sell, probably helped.

Lawrence Christensen, a Sainsbury’s director at the time, remembers him well.

“He’s very good at IT, and a very quick learner. But his ability to integrate into a team, build a team and run a team would be his greatest strength.”

Joe went on to work for BT, on its fast-track programme, where he visited call centres in India no fewer than 22 times.

Technology

Top of Joe’s to-do list is keeping pace with technology.

First Direct customers can already use a voice recognition system to log in to their accounts, or a fingerprint system on the app.

“I like fingerprint and voice ID, because it speaks to technology solving problems,” he says.

“There is a problem with passwords – and if you forget your password, your memorable word, and your inside leg measurement when you were five. But actually technology can solve that.”

To make sure it keeps up-to-date, the bank is now studying possible applications for artificial intelligence.

Open banking

However, there are other issues on the horizon that are harder to foresee.

Last summer the Competition and Markets Authority (CMA) heralded the era of so-called open banking.

This will allow third-party providers – with our consent – to access our banking details, and recommend where we should go for the cheapest loan, the best mortgage or the highest savings rates.

When it starts to take effect from 2019, it could turn the banking industry upside down.

But Joe believes it is a positive development.

“This, for us, is a massive opportunity, and an opportunity we will relish.”

Image copyright First Direct

However, the future of banking still has many unknowns.

“In a world where the biggest taxi firm doesn’t own any cars, where the biggest accommodation provider doesn’t have any real estate, and where the biggest news website doesn’t own any content – we want to play a part in shaping what banking will look like in that world.

“Can you paint a wildly dystopian future? Yes, but you can also paint a reality where we’ve got a very real part to play.”

Attack mode

First Direct already faces serious competition.

Back when it started, it was the lean kid on the block, without the expense of branches to maintain.

But put against the new internet-only banks such as Atom, Tandem and Starling, which employ a handful of people, its wages bill is considerable.

Other challenger banks are also in attack mode. In 28 years, First Direct has acquired 1.35 million customers. Yet after just seven years, Metro Bank has already acquired 915,000.

“Anywhere where disruptors, or fintech, or challenger banks will come in is where they see gaps,” says Joe.

“It’s for us to make sure we don’t leave those gaps.”

In the meantime his personal life is also going to be busy. He and his partner have a baby on the way.

And he is planning more expeditions.

“I would like to do Kilimanjaro,” he says, adding after a pause, “or maybe next year.”

With so many mountains in Joe Gordon’s future, he will certainly need his penchant for altitude.