Always Fall Forward
Melina: Ho, ho, ho.
Dave: Who brought the mistletoe? Why is Oscar holding mistletoe over Tim's head right now?
Melina: Welcome to "Flippin’ Off," a purpose-driven podcast about flipping houses and making a difference.
Dave: All right, well, all kinds of silliness here. Melina and Dave, New Wealth Advisors Club. We are on the final podcast of the year. And what do you know, we have Tim and Oscar here again.
Melina: That's amazing.
Melina: Gosh, we're entering into 2018, the year for love.
Oscar: Love it.
Dave: Oh. So, today being the 27th, it's a couple days after Christmas, so Merry Christmas. I hope you all had a great time with your friends and family. And I know we did with our kids, and grandkids, and all that good stuff. Right, honey?
Tim: Oh, grandkids?
Melina: Oh my gosh.
Dave: Grandkids, I know.
Melina: Grandkids are the best.
Tim: First Christmas with grandkids.
Melina: I know.
Dave: Oh, yeah.
Melina: It is.
Dave: Not that it matters that we're grandparents. But anyways, I find it weird that I'm still calling myself a grandfather.
Oscar: I know what you mean, Dave.
Melina: Yeah, Oscar, right?
Dave: Oscar, too.
Melina: Same thing.
Dave: Yeah, but you're older than me.
Oscar: Not much.
Tim: You are a grandfather actually, like, just by age only.
Dave: Yeah, you're old. Yeah. Anyways, so tomorrow night, we've got a big event going on, right? We've been doing a charity, end-of-the-year party for Path of Life, and raising lots of money for the organization. And one of the things we do is we raise gift cards.
Dave: Yeah, we decided several years ago that we love having end-of-the-year celebration, and a party, and getting everybody together, and families. But Melina and I did not feel it's fiscally responsible of us to write a check for a big party with catering it and all the expenses that go into that because we'd really rather see the money be put to good use by donating it and helping out those less fortunate that are happening through Path of Life. So we came together, and several years ago, we came up with the idea that we'll have a party, but everybody gets to participate in the end of the year donation. And so the way we do that is for $50 worth of Walmart gift cards.
Dave: People get to come in and they have a fully catered dinner, we're having a casino night, and giving away prizes, and there'll be music and drinks. And, gosh, last year, we had a blast.
Melina: So much fun.
Dave: It was.
Melina: So much fun.
Melina: So excited.
Dave: And you can actually check out on YouTube. You can go in there and go to New Wealth Advisors Club page and look for Casino Royale last year and see how much fun that was.
Dave: My favorite part is John winning the iPad and the look on his face.
Dave: Great. So with this, this is the end of the year, and we've been asked for this podcast specifically for some of our club members to, you know, they ask the questions, kind of, like, you know, "What's it take to run this business?" And like, "Help me get refocused." Or the new people that have just joined, you know, "What does it take? I wanna be you guys. I wanna do what you do." And, you know, "Help me with that mindset and help me with those kinds of things." And so this is not gonna be politically correct, some of this is going to be punching you square in the face.
Dave: Because I think that's what it takes. I don't believe that this is going to be a conversation that can make everybody feel warm and fuzzy and feel like, "Oh, yeah, I'll just get up and do it because I feel good about it now." This is a grind. Being an entrepreneur is a grind. It is a 24/7 grind, and that's as simple as it gets. And so I've got three of our, you know, our powerhouse is here, between Melina, and Tim and Oscar. And so I think maybe we can go around and just start talking about, like, what does it take? I mean, Tim, you've been doing this business how long now, just so we can recap?
Tim: Since 2010.
Dave: So 2010.
Tim: So, like, just over seven years now.
Dave: Seven years. And, Oscar?
Oscar: I got to qualify the question correctly or incorrectly. It's kind of like before NWAC and after NWAC.
Dave: Okay, so because prior, too, you were trying to do real estate before you found New Wealth Advisors Club.
Oscar: Right, right. Yeah, not well, but, yes.
Dave: Okay, got it. So you had made some mistakes?
Oscar: Yeah, absolutely. So with the club, I think I met you guys in 2009. So, yeah, about 2009 with you guys, and then prior to that, it was probably around 2004, 2005 that I started to not do well.
Dave: We're trying to break into real estate, so...
Dave: I mean, you guys have obviously had a ton of growth and, you know, even so much so now, you know, you're coaches and instructors, you know, inside of our club and teaching specifically probates and different strategies there. You've had a ton of success doing that. And so if you were going to tell somebody just joining...Matter of fact, you guys talk to people who call you and say, you know, "I wanna do this." What's that conversation look like when somebody calls you up and says, you know, "I watch TV, and I watch them flip houses, and it looks fun. And I wanna do this." Like, what's your conversations like?
Oscar: Well, for me, it's I'm looking to identify people that I want to work with. So I need to first understand their why. Why is it that you really want to do real estate? There's so many other business opportunities out there, right? What is it really that attracts you about real estate? And then what is your commitment level? Right? Because what I've learned through time is the knowledge is there, you can always pick it up anywhere you go, no big deal, but unless you're really fully committed to the process, meaning to the learning process and to the practical application side of things to actually take an action, you're not gonna get anywhere. So I'm looking for people that are driven, that bring the motivation, because we're never gonna motivate anybody, right? It's not something that we can do. But I want them to step into the game with a clear mindset of why they're doing it, and understanding the level of commitment that's necessary to get it done. We can work with that all day long, right? But if they can't formulate that thought process, then I'll help them with it. I'll walk them through it and dive into why it is. But it's key, I think, to really...You can't come in here without a plan. Right?
Dave: Okay. What were you going to say, Tim? You're gonna add to that?
Tim: Yeah, I would just add to that, I mean, I do the same thing. And I would add that I'm looking to find out what are their expectations. Like, we've been in the business for a while, we are on Facebook, and we see things, and I see stuff come across. You know, "Flip your first house in 30 to 60 days." And...
Melina: My God, that infuriates me.
Tim: Yeah, I mean it's horrible that the marketing that's out there for people to get involved in this business, and it says things like, "Flip your house in 30 to 60 days." Or, you know, a TV show where they go in for 30 minutes, and flip a house, and make 20 grand, 40 grand, whatever that looks like. And I want to make sure that the person I'm talking to really understands that they have a fair expectation of what this actually takes. Because I've been through it, I know what it takes to do this business. And I wanna make sure that they understand what it takes. And frankly, I mean, I heard it not long ago, but what it takes to do your deal in the next 30 days is to be working your tail off four months ago.
Tim: You know, so...
Melina: Oh my gosh.
Tim: ...that's really what it takes. So with that, I mean, I guess the short...I don't know that I answered the question really. The question was along the lines of what does it take, and I think that we can really dive into that, you know, more inside this conversation. But it takes hard work and a commitment.
Dave: And that commitment needs to be consistent.
Dave: Yeah, I mean, that's a large part of the conversation I know Melina and I have when we're sitting down with people and talking about a business plan going forward. You know, one of the things that we do inside of our initial training is our intent is to sit down with every person and help guide them. Right? Give them some sort of direction. On Sunday, once we're done, like, what are you gonna do? What does that look like? Looking at their time commitments. You know, "Hey, I have five kids, and I have two jobs, and I have this, and I have that." Like, where does this fit? How's it gonna work? And you can't have this pie in the sky expectation that, you know, "I came here for training and then by Monday I should have a lead, and then Tuesday I'll have in the pipeline, and you know, Friday it's in escrow and, you know, that'll solve all my problems come next week." And unfortunately, that's a lot of the mindset that we have to get over with people. Like, "No, this is going to be..." You know, you've got a learning curve to go through, you've got to set the time. You know, we hand out a schedule a month in advance, "Look, every class that's on there, you need to be there. You know? The following month, you need to be there. The following month, you need to be there." "But I've already taken that class." "You need to be there." You know, we had Mike Weisenberger here, you know, a month ago. And you know, what did he say? He missed four classes ever. Right?
Dave: That guy could probably teach 90% of what we've gone through up there. Right? And yet, he sits in class continually again, and again, and again. There's no secrets as to why he has success, you know. But when I hear people, you know, "I'm not having the success I wanna have." Or, you know, "I'm not good at this. I'm not good at that." The truth is you might not be good at that, right?
Dave: You're knocking on people's doors, and everybody's slamming the door on you. You may not be good at talking to people.
Dave: You may be saying the wrong things. You may be showing up not looking the part. You may be looking like you're there to sell them, you know, some household cleaner. I don't know.
Melina: A vacuum.
Dave: A vacuum, yeah.
Dave: Right, whatever it is. And those are all the intangibles, right? But can you copy what other people are doing? Like, is there enough people in the club that you could be around them, that you could go, "What did they do?"
Dave: "What did they do? And I wanna copy that person."
Dave: And to have the success.
Melina: So what would you say? Because that's a really great point. You know, and I don't know that it's addressed necessarily often enough. Like, maybe we aren't this real with people. Like, "Hey, maybe you really do suck at the door." So what is the anecdote? Like, what's the solution to that? What would you tell somebody, you know, if...I don't think anybody would come up and say, you know, "Oh, I really suck at the door." But that is an absolute possibility when we know that they're going out, they're door-knocking, and they're not getting anywhere, right? That's absolutely a possibility, maybe you aren't connecting with people.
Dave: Yeah, that's one of the things why we say, "We can't guarantee any sort of result ever," right?
Dave: There's just no possibility that I could ever guarantee you anything other than, "We're gonna be at the office, and we're gonna teach and train." But otherwise, what you do with it, I have no idea. What skillset you bring to the door, I have no idea. If you believe...and we've had people come through, "Gosh, I'm so good in life at no matter what I do that..." You know, the statistics are X, I believe, so, therefore, I should be able to beat those statistics because, you know, I walk on water, and I invented sliced bread. So, therefore..."
Melina: And the internet
Dave: Yeah, yeah. "And so, therefore, I should have just a ton of people just fall down for me." And what happened was they actually had just the opposite. Everybody slammed the door in their face, nobody wanted to deal with somebody that was so arrogant and full of themselves and felt like they could automatically do this.
Dave: And so that didn't work. And there's a reason you have two ears and one mouth, right? And in communication, you've got to be able to be a good listener. And one of the things that I found with students, especially when...you know, there's this fine balance. They wanna prove themselves to you, right? Like, "I have value." So they're trying to do all the things that we're teaching them to do. They wanna have value. But then when there's a time when it's like, "Okay, I need you to be quiet so I can do my job talking with the homeowner." And I've had students talk like right over the top of me. You know, I'm literally in the middle of a sentence talking with a homeowner, and they just start talking right over the top of me. And I immediately go, "Oh, well, that's why you don't have homeowners calling you back."
Dave: Because you actually weren't listening to what they said, you were so focused on what you wanted to say you thought they needed, to where there's no conversation to be had here.
Melina: Yeah, because you're not even speaking the same language.
Dave: You're not even on the same plane because you're not listening, because you have a checklist, or points, or agenda that you thought you needed to get through because the last homeowner, you went with this student, and that's what they said, so you're trying to make it fit this one.
Melina: Yeah, so I think the piece that you didn't actually state, because it's such a given for you and me, but the answer, the anecdote to, "I'm not having luck at the door," is enrolling somebody else to come with you at the door, and specifically ask them to critique you.
Dave: It's a possibility.
Melina: I mean, that is such an opportunity. And I just wonder how many people have actually walked into, like, some of the coaches and said, "Hey, I'm really stuck. I am consistently knocking on doors, I'm consistently talking to people, but I'm literally getting nowhere. Would you please come and critique my conversation at the door?"
Oscar: So I can tell you that some of them do.
Oscar: And those are the ones that are actually having success.
Tim: Right, starting to see success.
Oscar: Because they actually show up to the classroom, they pay attention, they participate, they ask questions. They may even be part of the role play, right?
Oscar: They're involved, they're doing things. Those are the people that have the success. So if you fail to show up, you fail to participate. Again, lack of action, right?
Tim: Yeah, yeah.
Dave: I know one thing, you just mentioned it. They show up to class, and they actively participate in that class. I know Melina and I have been talking about, like, setting boundaries and different things that we're gonna do going forward in 2018. And one thing that's not gonna happen is people are not gonna call us, and email us, and text message us asking questions that we just covered in class. You know, it's just...
Melina: Oh, but I'd love that so much.
Melina: It's my favorite.
Tim: I have all the time in the world to do that.
Dave: It's just not possible. And so what we found is, you know, it's breaking us down. Like, "Okay, I wanna be able to help, but, gosh, you got to get yourself to class." It's like going to class, teaching two hours, and then it's break time, and then they come up with a million questions.
Dave: No, ask the questions during break. Participate with other club members, actively get involved, take charge of your business, right? I can think of a couple people, I'm not gonna call them out by name, but I get emails from them randomly asking me questions about stuff like, "Well, that was our class last week." And I said back to 'em, "Hey, that question was answered at class." "Yeah, but I couldn't make it." "Okay, well, we'll catch you on the next class because you're still playing what-if with me right now."
Dave: In other words, "You don't actually have a lead," right? "There is no conversation here. You just wanna play what-if." Or maybe we put it in like a system of like, "You wanna ask what-ifs, that's fine. You know, you have to put some money in the kitty," and then we just charge them like a retainer does. If you just, you know, ask me what-ifs, that's fine. I guarantee the what-ifs would slow down.
Dave: You know?
Oscar: I like to respond with a what-if.
Oscar: "What if you showed up? What if you came back to class?"
Tim: Yeah, "What if you showed up to class?"
Dave: And so we're poking fun at this, and there's part of this like tongue-and-cheek, but it's true. Like, if we were to like post all the stuff we get, texts, and emails, and voicemails, and put all of that stuff on Facebook and said, "Hey, guys. What do you think?" You know, people would realize, like, you need to not take advantage of the time and the willingness people have to help when the resources are out there and the time is out there for those things to take place. So in 2018, if you're going to make a shift, you're gonna have to make a shift in that mentality that simply says, "You know what, to be quite fair, the people that are sitting around this table, they don't need you."
Melina: True that.
Dave: You know?
Dave: You need them and you need other people in the club. And that's okay to say, "I need them." But figure out how you can be a resource, what you can do to plug in to what it is they're doing so you can ultimately have success. I go back once again, last month, Mark Weisenberger, you don't ever hear Mark Weisenberger coming to the table and saying, you know, "What do you owe me?" Like, never.
Melina: No, never.
Dave: Always figuring out how to add value, add value, add value. You know, the clubhouse that we enjoy right now...
Melina: I was thinking that, too.
Dave: We enjoy that clubhouse because that man stepped up and said, you know, "I don't feel 100%, I can't work as fast as everybody else. But, Dave, if you're willing to let me take my time doing it, I'm happy to help. And I wanna help run the club and do this." Have you been in his office lately? There's, you know, a thousand tools everywhere. You know? But he's made such a cool environment for us to be able to go over there and hang out, and you just...
Melina: Play Monopoly with him.
Dave: Yeah. And he just gave off that. Well, if I have any real estate deal anywhere that has anything to do with where I can implement Mark in it, I'm immediately gonna call Mark.
Dave: "I trust you. You're 100% committed and you're doing everything that I could possibly want in a partner in bringing value into my life." You know?
Melina: Hundred percent agree. Yeah, I was thinking about that. Like, as coaches, like, okay, so Dave and I, you know, there's a difference, right, between a mentor and a coach, okay? But still, there's some expectations that we have as coaches and as mentors, right? So I know for Dave and I, I don't wanna have...we were talking about the what-if questions. But, like, I think one of you said it earlier, you know, the questions that you want to hear from students are, "I have a homeowner, and this is what their question was," right? Aren't you willing to, like, you know, "I have this happening, you know, what now?"
Tim: Right. Absolutely.
Oscar: Yeah, instead of what-if, it's, "What do I do next?"
Oscar: "I've done this."
Oscar: "This is that point that I've arrived with the homeowner."
Tim: "Now what?"
Oscar: "Help me, Tim. What do I say next?"
Melina: Yeah, Tim, you used the analogy of a bicycle?
Melina: Can you share that? Because I feel like if there's anything that I want to get across to students...like, I literally, you know, if you know me, you know that I think in pictures. So in my mind right now, as we're talking, I literally have this vision of students just like running so fast and then just, like, jumping off the cliff. So not that I want you to jump off a cliff, so don't hear that. But like, you know, just like this act of faith of, like, incredible, almost crazy, unreasonable action, like just running off the cliff. Do you know what I'm saying?
Melina: Like, that's what I want to see. Like, that's what it takes.
Tim: Yeah, I think, you know, the question inside of this podcast is what does it take? And I think you just hit it. It takes action. And I was sharing with you the bicycle because, for me, that's how we differ from everybody else out there, is that there's a lot of places for you to get information. You can go to Google, there's a ton of information out there. And you can get it, but I think about, like a kid on a bicycle. I can give that kid a library full of books and explain balance to that kid, but he'll never get balance until he gets balance. He has to stand up.
Melina: He has to get on the bike.
Tim: Right. Well, even just to walk and have balance, he has to actually stand up and fall a few times until he gets balance. And then on the bike, the same thing. And what we are, I feel, is we're gonna... You know the bike is there, the bike's on Google. We're gonna get you on the bike, and then we're gonna be that parent who's running alongside you with their hand on the back seat, like, you know, "Peddle faster, just make it happen." And then you're going to start seeing success, and you're gonna get balance. And I think that when you get real estate, like, the world opens up to you when you get real estate. And that's what we do, I think, is put people in a position to actually "get real estate."
Melina: That's really good. I think that's exactly it. Like, if there's anything that, you know, one word that I could say for people, like what does it take, and what do you need to do? It's like, you just need to run like crazy. Like, you just need to run as fast as you can run, and just don't look back, don't look up, don't look down, don't look side to side. Just get up and move. And knowing that there's a high likelihood that you are going to trip on a rock. And it might even be a boulder. You might slam right into something, and that's actually okay. Right? Because then what you have is people around you that are willing to come and pick you up. And I just feel like that has such tremendous value that even myself, I can say, "I don't appreciate." You know, that I even take that for granted myself. Maybe it's because I know don't know, because I'm the leader, you know? And so, therefore, I have this feeling that I don't really have people to pick me up, but that is a lie and I know it's a lie. You know, and so I look around the club and I know that nobody inside of our club that is an active club member would leave somebody on the ground laying there because they got hit. Either they ran into a rock, they tripped, or somebody chucked a freaking boomerang at them. I mean, that totally happens, too. Right?
Dave: I think you're playing too much Mario Kart.
Melina: It's like running in a baseball bat. Well, if you haven't played Mario Kart on Nintendo Switch, you probably should. Well, I've never played a video game in my life, so this is...
Dave: Until you have grandkids.
Melina: ...the first time, until you have grandkids. It's not worth it otherwise.
Tim: You just gave me a really powerful visual, at least it was a powerful for me, and that was, like, if I'm standing there asking what-if questions and the world is coming at me. When I fall, I'm gonna fall backwards. There's no question about it, right? The world is coming at me, and I'm gonna fall backwards.
Tim: But the more action I'm taking, and the faster I'm running forward, when I do fall, the farther I'm gonna fall forwards.
Tim: And that's the key, is to always, always, always fall forward. Always fail forward. And then when you get up, you're farther along than you were when you fell.
Melina: Yeah, even if somebody chucks a rock at you, or chucks a boulder at you.
Melina: You're still gonna fall forward, even when they chuck it at you. And who doesn't want to pick somebody up when they've been running...When you see somebody running as hard as they can run, I just have this vision of there's that race and that kid is running the race, and he falls, and his dad ends up coming. Right? Do you remember that video?
Oscar: I do.
Melina: Yeah, it's like that. Like, and didn't every single person in the whole freaking stands wanna get up and run out there with them?
Melina: Like, that's how we were created. And from my perspective, the culture that we've created in the club allows for that. It's like an entire stadium of people that are so willing to pick up somebody when they fall down.
Melina: But, you know, if they don't know...
Dave: That you're falling.
Melina: ...that you're falling, or that you've even fallen. And if you're just standing there and, you know, life is going to continue to move on, and you fall backwards, it's difficult for people to come and pick you up because ultimately, we can't do it for you.
Dave: That's right.
Melina: You have to do it yourself. You have to.
Dave: Yeah, it's just like students that we mentor, right? We give them, "This is our expectations."
Dave: "And here's what we want from you every week."
Dave: On Monday, I don't check if they did it.
Melina: Nope, can't. You just can't.
Dave: You know, that's the difference, right?
Dave: So there's so many people that say they want it, "I want it. I want it." "Okay, here's the map, here's what you got to do," and then they don't go do it.
Dave: And so I guess it's a season, if you will, that we've been doing this for so long that we now have to say, "Okay, we need to cut out the people that are just kind of hanging out every once in a while, they make the parties. And, "Well, I donated a can of beans, and so can I see a club member?" And the answer is gonna be no.
Dave: The answer is gonna be no. The club has just grown to a spot now, and the culture of the club is in a spot where, you know, we're raising dues next year.
Dave: And we are going to be very picky about who it is that we invite. And because, you know, we have a huge opportunity.
Melina: Yes, we do.
Dave: A huge opportunity. And people with the shiny object syndrome going from, you know, one seminar to the next seminar, and going to this hotel room...I saw the other day, people posting, "Oh, I'm at this live event, and this live event, and this live event," and I was just laughing so much. And then they got done...
Melina: Not me, my heart was broken because of Rocky.
Dave: Well, the idea that there's somehow...they think there's something new. They think there's something out there that's going to, you know, be the next latest and greatest thing. And the truth is, is this is a grind.
Dave: It's a grind, and you got to get up, and you got to freaking do it. And I know some of you watch people on Facebook saying different things, and they get away with saying a bunch of cuss words and so forth, and we can't do that on iTunes here, so I'm not going to. But really, like, drop some four-letter words and look at it and go, you know, "It's time to get going."
Dave: Like, life's passing you by.
Melina: That's right.
Dave: And if you have this opportunity and you're part of this club, then freaking A, it's time to get moving. Plug in, stop making every third, or fourth, or fifth club meeting. Stop being the person that shows up to just the parties. Stop being the person that says, "Oh, I came to that class." Or, "I came to the class, and I'm leaving early." Another freaking thing. Or, "I came to the class, and I hung out in the lobby." You know, "I came to the class, and I am just here to network with people while, you know, Melina's up teaching." Just absolutely blows my mind how people do that. But then again, I look at them and I go, "Huh, how many real estate deals you got in the pipeline? Pretty much the same as you had six months ago."
Melina: Yeah, It just goes back to there's nothing new under the sun. And I always likened what we do to, you know, weight loss and health, it's the same thing. Like, there's a reason that weight loss and health nutrition products and that kind of stuff is like a whatever, a kabillion dollar, you know, industry. When serious...
Melina: You know, whatever. Might as well be, Ka-b-b-b...
Dave: Another Melina-ism.
Melina: Yeah. I mean, you know, it's like seriously, what does it take? The recipe is so simple, but like yet, everybody spins it in a million different ways, and there's this, and there's that. It's, "No, you just actually burn more calories than you take in." Like, that's the math, it's really simple. But yet, people will still buy, and...
Dave: I got to write that down.
Oscar: I didn't know that. You mean I don't have to go to gym?
Melina: Well, you do.
Oscar: Oh, darn.
Melina: It's whatever you got to do. You got to get it...is that you got to eat less, man. Pass the cookies. I don't know, one or the other.
Oscar: Dang it.
Dave: The cookies again.
Tim: I think she meant bypass the cookies.
Melina: Yeah. Oh, I said bypass.
Tim: You said pass, yeah.
Melina: Oh, I meant, like pass, like walk on, pass. Yeah, bypass. All right, whatever. So, yeah, I just pass on them.
Melina: Noodle things, yeah. Or eat a cookie and run on the treadmill. Either way, it doesn't matter, but it still has to equate to the same thing. Like, the formula is simple. And this business is simple. The formula is simple, it's just not easy. That's what it comes down to. And I feel like I say that from the very first time people meet me.
Dave: I'm pretty...
Melina: Pretty sure I do.
Dave: ...sure you do. Pretty sure we've been saying that since day one.
Dave: Despite anything that anyone might ever say, as we've recorded everything we've ever done, the message has always been the same.
Dave: Nothing's changed that.
Melina: Nope, that's exactly right.
Dave: Well, we are coming to the end of the year, so it's kind of surreal we're gonna be saying 2018...
Melina: I'm so...
Dave: ...the next time...
Melina: ...excited. I am so excited for 2018.
Dave: ...the next time when we get together. And, wow. It's been a long time. So I appreciate all of you guys. We'll say Happy New Year...
Melina: Happy New Year.
Dave: ...as we're here.
Melina: Let love win, people. Keep on letting love win.
Dave: All right, well, with that, let's call it a wrap. And we'll see you guys right after the first of the year.