Real Estate: How You Can Raise Capital and Buy Real Estate w/ John Burley

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<v Speaker 1>Doing your business over and over again.

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<v Speaker 1>Yeah, there's the excitement of well, we just got a big deal, we got this and this.

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<v Speaker 1>But if it's so exciting and so amazing that you have to be there 24 seven, well, how do you get free?

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<v Speaker 2>When John Burley talks money, we listen.

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<v Speaker 2>He's literally taught more than a thousand people how to buy 100 properties.

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<v Speaker 2>Each Money secrets to the rich is the book.

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<v Speaker 2>He's the real estate king.

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<v Speaker 1>I got to work a lot with Zig Ziglar and my favorite Zigism, as it were, is if you help enough other people get what they want, you'll get everything you want.

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<v Speaker 2>How you raise capital, how you buy real estate, the mindset it takes to become rich all of these from John Burley.

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<v Speaker 2>So, John, most of my listeners are working on success for themselves.

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<v Speaker 1>How do you define success, man?

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<v Speaker 1>That's a great question, brad, and it's actually one I think you and I first discussed over 30 years ago in Hawaii, when we first met my son, who's now been doing acquisitions for 12 years with the company, was literally just crawling.

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<v Speaker 1>I think.

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<v Speaker 1>To me, success was the idea that, on the money side first is that I would build up assets that would provide cash flow In the old days we called it mailbox money and the idea was that more money would be coming in per month for decades and decades and decades, beyond any level of spending that I could imagine.

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<v Speaker 1>So and that would then give you the capability it's an old classic, but it's one you and I both enjoyed was, you know, the idea that you can do whatever you want, whenever you want, with whoever you want, without having to give thought to the money.

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<v Speaker 1>I mean, we're still intelligent about the money, but the idea is like, hey, let's go to Europe for two weeks on a whim and you book it and you go.

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<v Speaker 1>You know you don't have to be a slave.

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<v Speaker 1>And so I really shifted from what most people taught and what most people do.

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<v Speaker 1>So I really shifted from what most people taught and what most people do and all I wanted from the very get-go.

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<v Speaker 1>I formed a private equity company in 89 after I came out of securities, and the sole purpose was to create cash flow, nothing else, just income streams.

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<v Speaker 1>And then did hundreds and hundreds and then thousands and thousands of properties.

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<v Speaker 1>So just build up massive income streams that just come in every month.

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<v Speaker 1>Thousands of properties, so just build up massive income streams that just come in every month.

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<v Speaker 1>I mean, and there's still some morning, brad, you know, and Sherry and I are up at our mountain home that we still have several times a year where it's just like, you know, almost like, hey, honey, pinch me, is this real?

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<v Speaker 1>I mean, how did this happen?

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<v Speaker 1>How did we get all this?

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<v Speaker 2>Well, yeah, thousands of thousands of pieces of real estate later purchased acquisitions.

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<v Speaker 2>That's how it happened.

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<v Speaker 2>I mean, it didn't happen by magic.

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<v Speaker 2>You actually had to buy them, you actually had to have tenants, you actually had to, had to, had to.

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<v Speaker 2>We'll get to all of that in a moment.

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<v Speaker 2>How to do that?

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<v Speaker 2>Where do you feel like because a lot of people are still trying to work out is success for me, because there's a price to pay for success.

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<v Speaker 2>Where do you think you?

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<v Speaker 2>You chose success to be your performance standard.

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<v Speaker 1>Well, I think you said the optimum word right there, brad, and it's choice, and it's something I know that you teach a lot of.

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<v Speaker 1>You and I are both big proponents of look, this is a choice.

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<v Speaker 1>No one's a victim, no one's entitled, no one just gets magic success, and we'd be hard pressed to find anybody who, out of nowhere, did one big deal, made a bunch of money and kept it.

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<v Speaker 1>We both know a lot of guys who made money on a big deal but it got pissed away really, really fast.

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<v Speaker 1>And so what you know, what I look at is when I look at success is the first thing is making that choice and then understanding it.

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<v Speaker 1>It's a process.

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<v Speaker 1>I mean you're going to.

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<v Speaker 1>It's like anything else, you're going to have failure out of the gates, and that's how you learn and that's how you get better.

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<v Speaker 1>It's how you get stronger.

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<v Speaker 1>I don't know what happens to us when we become, after we become, toddlers, because you know, I mean we didn't fall down a couple times trying to walk and say that's it, I quit, I can't walk.

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<v Speaker 1>We just kept going.

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<v Speaker 1>If it was 50,000 times, we fell down, we did it.

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<v Speaker 1>If it was five, we did it.

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<v Speaker 1>And then somehow we get older, we let our wiring get crossed and we just give into failure.

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<v Speaker 1>So I think you know embracing it.

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<v Speaker 1>Then I, you know, I've kind of looked at it as like, look about 2% of the population in any given craft, you know, and I came from a sales background.

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<v Speaker 1>So 2% were extraordinary, exceptional.

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<v Speaker 1>I mean everybody's envious and jealous number one.

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<v Speaker 1>But you know the lady's been on the top of the board for 20 straight years.

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<v Speaker 1>At some point we need to acknowledge she didn't get lucky, you know.

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<v Speaker 1>So 2% are extraordinary, exceptional at what they do.

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<v Speaker 1>18% are good to great and then the other 80%, you know you kind of go from okay, mediocre down to suck.

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<v Speaker 1>I was just kind of from sales, just lumped them all into.

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<v Speaker 1>They suck at what they chose to do.

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<v Speaker 1>So I think you know making that choice, and I did it consciously, on several areas of my life not too many, but several that I wanted to be in the top 2%.

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<v Speaker 1>So you know the first one was selling.

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<v Speaker 1>I want to be in the top 2% and you know this is the bar, these are the numbers.

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<v Speaker 1>And then you know going and and seeking out people like yourself, great wisdom, great mentors.

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<v Speaker 1>You know what do they do different.

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<v Speaker 1>You know, the first thing, obviously, is they'd all taken the company presentation and put it in the garbage can, because the company presentations are designed for mediocre people to get mediocre results, and that's not what I was looking for.

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<v Speaker 1>You know they, uh, they all have what I call talking points.

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<v Speaker 1>They had a conversation that meet not just the conscious needs, which is normal selling, but the subconscious needs, and the larger the numbers, the bigger decisions and we do big numbers the subconscious is far more important.

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<v Speaker 1>And so really talking to their subconscious side of their brain and really being aware of what the known or unknown key needs are of a human being in regards to what we do, and so, just, you know, learning how to do that and going through the process, you know, and you know, like you, I didn't.

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<v Speaker 1>I didn't get to take my course when I started.

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<v Speaker 1>I had to.

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<v Speaker 1>I had to screw it up a lot, which is one of the reasons we're both so.

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<v Speaker 1>You know, you're so great at what you do is you figured out everything to do wrong, and so today they just get the hate I'm still figuring out how to do things wrong.

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<v Speaker 1>Don't worry about that yeah, we break new things and that's what god invented golf for.

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<v Speaker 1>I can come up with new things to go wrong every day in golf, you know, and golf was that.

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<v Speaker 1>It was the two percent, you know.

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<v Speaker 1>I looked at the great players and what they did differently than everybody else, it's like you know.

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<v Speaker 1>So they didn't just beat drivers all day long.

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<v Speaker 1>Um, they worked much harder on 25 to 40 yards and putting than they did on the other stuff.

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<v Speaker 1>Also, at the end of the day, the guys that went on that I played with, that played tour and greatness.

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<v Speaker 1>You know, when it got five or six o'clock they weren't heading into the bar to play cards and hang out with the guys.

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<v Speaker 1>They were out there under a light on the, on the end of the driving range beating balls till nine or 10 o'clock doing what, what greatness takes.

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<v Speaker 2>You know, when you look at success and I want to maybe use our kids as a thing you at some point had to choose success right, because you didn't come from success.

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<v Speaker 2>What do you think is the advantage or disadvantage for your kids and maybe my kids that they come from a family of success?

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<v Speaker 1>Boy?

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<v Speaker 1>Great question.

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<v Speaker 1>And you know I've really gotten some amazing insights in the last decade.

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<v Speaker 1>We've been blessed, which is a nice way of saying.

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<v Speaker 1>We worked really, really hard for decades and I work for some very work with some very, very large family offices where we literally they put up all the capital.

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<v Speaker 1>I do all the work.

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<v Speaker 1>We split all profits and losses 50-50.

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<v Speaker 1>And I formed the company in 89.

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<v Speaker 1>We haven't generated losses yet and you know so.

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<v Speaker 1>Some of them are third and fourth generation money and not the famous internet money, real money, real real money.

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<v Speaker 1>And you know, with you know, 500 million to 2 billion excess capital to deploy on top of everything else, with 12 percent reserves, all normal operation stuff.

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<v Speaker 1>Because you know life is not Instagram.

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<v Speaker 1>You know, it's one thing I love you always teach real world business skills is, you know, just talking to them.

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<v Speaker 1>And I think you know some of the things is like, you know, with the kids passing out the kids it's like look, you don't have to go in dad's business, you don't even have to be a big entrepreneur, you do need to add value to the world and your community.

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<v Speaker 1>So it's like this one family opposite it's actually the grandfather, the, the, the founder fourth generation just passed away a year ago.

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<v Speaker 1>But I remember when I was meeting with them and we were doing the first placement the granddaughter literally, where she was the chosen one that was going to take over all the money side, and so I'm having conversations with her about how she's going to be working with my son, you know, and I'm talking to him and he was in.

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<v Speaker 1>You know there was like five grandkids.

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<v Speaker 1>All of them accomplished.

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<v Speaker 1>One just a doctor, just a doctor, a doctor in Africa working for free.

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<v Speaker 1>The other one is very, very philanthropic and in the arts, not not a big selling artist herself, but doing huge things in their community for the arts.

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<v Speaker 1>The other one is in the family business.

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<v Speaker 1>The other one is doing the investment side of the business.

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<v Speaker 1>The other one actually is a college professor, but the idea was it wasn't for their families.

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<v Speaker 1>Like, this isn't just about money.

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<v Speaker 1>You're not going to be trust fund kids, but you can have a have a good lifestyle and, like your kids, even if they're on their own, they still get to come home to your house, like mine, and they still get to go on the four to six minimum great family vacations, regardless of whether they're doing that.

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<v Speaker 1>That's just kind of given.

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<v Speaker 1>When we go, when we go to the caribbean, daddy pays for it.

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<v Speaker 1>Um, you know, and and and.

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<v Speaker 1>So just teaching them.

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<v Speaker 1>And then I think the biggest lesson is teaching them the values and the morals.

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<v Speaker 1>Teaching them not to be a trust fund baby, because you and I both know some and their lives didn't work out well.

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<v Speaker 1>Teaching them that you know they're so rich it's like well, actually, no, mom and dad are so rich.

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<v Speaker 1>Yeah, there's a difference, honey, and you know, and John's worked for 12 years in the company.

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<v Speaker 1>He has built up an equity position.

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<v Speaker 1>We actually this year we did the docs on a continuation.

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<v Speaker 1>Sharon and I have agreed that you know, if I was to pass away in the near future, early, that John would actually take the reins and John would be in charge of the decisions, not mom, because you can't have two chiefs.

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<v Speaker 1>You need, you need one person at the top making those big decisions.

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<v Speaker 1>And so I think it's just you know and I know you and I've had these conversations, maybe you've done as well is really teaching them that you know you need to be responsible, you need to go make your own screw ups, you need to go have your own wins and look, life is hard, man.

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<v Speaker 1>You're going to get knocked down way more than you're going to get knocked up Now.

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<v Speaker 1>The nice thing is you got a family that loves you and supports you and is going to help you, and part of that is we need to let you go out and make your own mistakes.

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<v Speaker 1>So what is the John Burley formula for success then?

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<v Speaker 1>How does success happen?

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<v Speaker 1>I think it was from golf, you know, because a lot of my friends played tennis, you know, when I was like 12 or 13.

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<v Speaker 1>But it's like wow, every time I was playing tennis for two hours, all I was thinking in the back of my mind that's 150 balls I didn't hit.

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<v Speaker 1>I mean, that could be the difference, you know, in a tournament.

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<v Speaker 1>So you know it is a focused direction, it is the choice and then just going like so to get to where I want.

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<v Speaker 1>What do I need?

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<v Speaker 1>I looked at it In our primary asset we invest in real estate.

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<v Speaker 2>Most guys they just teach quick cash and flipping and wholesaling and all this stuff.

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<v Speaker 1>We'll get to that in a minute.

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<v Speaker 1>We'll get to that stuff.

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<v Speaker 1>None of it gets you rich.

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<v Speaker 1>I wanted cash flow.

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<v Speaker 1>How do I create cash flow?

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<v Speaker 1>What's the asset that, in the safest, most secure way for decades and decades and decades, could create me cashflow?

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<v Speaker 1>Because I come out of Wall Street, the world of Wall Street, so it's like I had learned the other asset class successfully.

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<v Speaker 1>But I just like the idea of and everybody calls it passive.

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<v Speaker 1>It's not passive, it's residual.

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<v Speaker 1>We have to manage the assets, we have to manage them very, very well with very strict systems is just creating that residual income and then, and then not doing the shiny object syndrome.

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<v Speaker 1>You know, oh, I've got a hundred houses, now I need to figure out how to do this or do this, like no, I'm just going to do this over and over and over again.

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<v Speaker 1>And you know, after about two years and like 300 houses, it's like, okay, we've just about figured out everything not to do.

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<v Speaker 1>And then yeah, and although I still, we still have new stuff come up, although we always just say welcome to Tuesday morning because that's what it feels like to us.

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<v Speaker 1>And the reason Tuesday not Monday is because Monday is make it rain day, monday is not put out fire day like everybody else in the world does, and then just, you know, building it up.

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<v Speaker 1>And then what do I need to do to get better?

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<v Speaker 1>What do I need to refine?

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<v Speaker 1>What are we continually looking at?

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<v Speaker 1>What do I need to refine?

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<v Speaker 1>What are we continually looking at?

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<v Speaker 1>What could be better, what could be better, what could be better?

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<v Speaker 1>You know how do I systematize it.

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<v Speaker 1>You know, from my financial days, several of my clients were huge, massive McDonald's owners and operators, and you know their idea was and I went with on several trips with them that literally the entire senior and middle management team could leave for a week.

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<v Speaker 1>No client would know, no vendor would know, nothing would know.

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<v Speaker 1>So the idea was literally that a guy flipping burgers could run the operation Not forever.

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<v Speaker 1>And this isn't one of these seminar land things where it's like, oh yeah, my business is better when I'm not there.

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<v Speaker 1>Well then, you're not a very good business owner.

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<v Speaker 1>However, we know a couple of guys who, literally, their businesses are better if they're not there.

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<v Speaker 1>However, the idea is getting it to where you then have that choice to.

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<v Speaker 1>I don't need to be in here 80, 100 hours a week.

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<v Speaker 1>I think also that you were at the tail end of that generation For me.

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<v Speaker 1>I came from a little town, brad, it's 25,000 people.

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<v Speaker 1>My family knew of three deck of millionaires and the first thing that they all did is they all had, for 20 to 40 years, worked 80 to 100 hours a week without exception.

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<v Speaker 1>Then the next thing is they were the owner.

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<v Speaker 1>They took the risk, but it was less risk than most employees because they were smart about risk.

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<v Speaker 1>None of them went bankrupt.

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<v Speaker 1>I know there's guys like, well, going bankrupt is the best thing that happened to you.

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<v Speaker 1>I don't think so.

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<v Speaker 1>Um, they had learned their lessons and did their corrections without massive sabotage, and then what they did is, you know, saying we were just talking about at my last event.

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<v Speaker 1>You know, greatness is boring.

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<v Speaker 1>Greatness is boring.

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<v Speaker 1>You know you have those moments, but you know the day, whether you're mich're Michael Jordan practicing harder than anybody else in the game, greatness is boring, doing your business over and over again.

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<v Speaker 1>Yeah, there's the excitement of well, we just got a big deal, we got this and this, but the day-to-day, week-to-week, month-to-month operations, well, they have to be boring for it to be sustainable and for you to be able to have people do it and run it.

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<v Speaker 1>If it's so exciting and so amazing that you have to be there 24-7, well, how do you get free?

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<v Speaker 1>And I think the big thing too for me, the success is choosing what is your end game, what is your freedom game and what does that look like?

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<v Speaker 2>Yon Beat Success.

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<v Speaker 2>We are going to be back in a moment with John Bullard.

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<v Speaker 2>We're going to get into real estate.

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<v Speaker 2>He's the author of Money Secrets of the Rich.

00:14:39.710 --> 00:14:41.774
<v Speaker 2>Read it and make sure you're subscribed.

00:14:42.615 --> 00:14:46.533
<v Speaker 4>Without the proper methodologies and strategies, building a wealthy life can be difficult.

00:14:46.533 --> 00:14:52.072
<v Speaker 4>If you're struggling with building wealth yourself, this is the time to join Brad Sugar's 30X Wealth Program.

00:14:52.072 --> 00:14:57.831
<v Speaker 4>The 30 videos in this program will help you learn how to make your money work for you rather than you working for it.

00:14:57.831 --> 00:14:59.835
<v Speaker 4>Create the life of your dreams.

00:15:00.395 --> 00:15:00.956
<v Speaker 2>John Burley.

00:15:00.956 --> 00:15:17.690
<v Speaker 2>Thousands of pieces of real estate you've transacted over the years, hundreds and hundreds and hundreds of millions of dollars, taught literally hundreds of people to be in the century game like owning hundreds of properties themselves.

00:15:18.552 --> 00:15:22.826
<v Speaker 1>Yeah, actually over a thousand of those, now A thousand century makers.

00:15:22.826 --> 00:15:31.466
<v Speaker 1>Yeah, and that would be 70,000 to 140,000 plus per month net after expenses income for decades.

00:15:31.466 --> 00:15:33.250
<v Speaker 1>It's unbelievable, Brad.

00:15:34.232 --> 00:15:35.414
<v Speaker 2>Well, it's got to be believable.

00:15:35.414 --> 00:15:38.929
<v Speaker 2>If there's a thousand of them out there, let's dive into this.

00:15:38.929 --> 00:15:42.197
<v Speaker 2>First of all, I think flipping houses is dumb.

00:15:42.197 --> 00:15:42.926
<v Speaker 2>What do you think?

00:15:43.908 --> 00:15:45.110
<v Speaker 1>Oh, I think it's idiotic.

00:15:45.110 --> 00:15:56.830
<v Speaker 1>Man, flipping houses is essentially all you did is you traded your old job for a new job and there's so much risk and I've been aware of it, and I don't mean risk in the silly, foolish way.

00:15:56.830 --> 00:16:03.951
<v Speaker 1>It's like I literally went to William Nickerson, who's the grandfather of real estate trainings, in 1978.

00:16:03.951 --> 00:16:07.722
<v Speaker 1>I was 17 year old, kid, and it was all about no money.

00:16:07.722 --> 00:16:13.498
<v Speaker 1>Down and creative financing is basically all the ways you could do investments without money.

00:16:13.498 --> 00:16:21.575
<v Speaker 1>And then when I talked to people who were wealthy, especially when I had my brokerage, they're like, well, yeah, sure, john, you could do that, but, kid, why would you be so stupid?

00:16:21.575 --> 00:16:23.519
<v Speaker 1>Why don't you just have the money?

00:16:23.519 --> 00:16:27.830
<v Speaker 1>Because real estate is incredibly easy when you have the money and it's not your money.

00:16:27.870 --> 00:16:33.393
<v Speaker 1>So I just looked at that model was so archaic, so medieval and so broken.

00:16:33.393 --> 00:16:40.366
<v Speaker 1>And what's so sad, brad, in 2024, they are literally verbatim teaching exactly word for word Nickerson stuff.

00:16:40.366 --> 00:16:53.073
<v Speaker 1>And it doesn't even apply anymore because the reason that the wholesaling and the flipping stuff worked so good back then there were no freaking computers, there was no computerized things, there was no valuations, nothing.

00:16:53.073 --> 00:16:55.576
<v Speaker 1>So there was just these holes out there.

00:16:55.576 --> 00:16:56.515
<v Speaker 1>There were a lot of work.

00:16:56.515 --> 00:17:05.701
<v Speaker 1>I mean, you literally would go down to the sheriff's office and you would literally write down on a notepad the name and the address of the people, and there was no skip tracing.

00:17:05.701 --> 00:17:07.442
<v Speaker 1>Sometimes you had to hire a private detective.

00:17:07.442 --> 00:17:16.628
<v Speaker 1>There was no evaluation, so there was just the lack of information opened up holes that no longer exist and haven't existed in 20 years, but they're still teaching it like it does.

00:17:18.173 --> 00:17:21.133
<v Speaker 2>Well, hang on, you touched on, you went to wholesaling there.

00:17:21.133 --> 00:17:22.645
<v Speaker 2>That's another bugbear of mine.

00:17:22.645 --> 00:17:23.607
<v Speaker 2>Why?

00:17:23.607 --> 00:17:30.978
<v Speaker 2>Why are people still thinking well, what I'm going to do is I'm going to find a great deal and then I'm going to find the investor and flip the deal to them?

00:17:30.978 --> 00:17:33.666
<v Speaker 2>Why are people still teaching this?

00:17:34.428 --> 00:17:36.633
<v Speaker 1>because it's because it's sexy.

00:17:36.633 --> 00:17:38.076
<v Speaker 1>It's get rich quick, it's easy.

00:17:38.076 --> 00:17:39.038
<v Speaker 1>It's the get rich.

00:17:39.038 --> 00:17:42.499
<v Speaker 1>Get rich in your underwear, sitting at your kitchen table doing nothing, and it's not.

00:17:42.499 --> 00:17:43.101
<v Speaker 1>It's get rich quick, it's easy.

00:17:43.101 --> 00:17:43.462
<v Speaker 1>It's the get rich.

00:17:43.462 --> 00:17:46.789
<v Speaker 1>Get rich in your underwear, sitting at your kitchen table doing nothing.

00:17:46.789 --> 00:17:47.352
<v Speaker 1>And it's not how work does.

00:17:47.352 --> 00:17:57.309
<v Speaker 1>And then the whole get rich thing is like on the flipping, it's like, okay, they just discount risks that have to be accounted for in a business Because, as you know, as a business owner, knowing risk is in many times more important than understanding opportunities.

00:17:57.810 --> 00:17:59.413
<v Speaker 1>So the first one is market risk.

00:17:59.413 --> 00:18:03.739
<v Speaker 1>The real estate market can go down 10 to 20% on any major event instantly.

00:18:03.739 --> 00:18:07.789
<v Speaker 1>I mean it's a couple of weeks and they pretend that it's not there.

00:18:07.789 --> 00:18:10.626
<v Speaker 1>But if you're flipping wholesaling, it goes down 10, 20%, you're done.

00:18:10.626 --> 00:18:11.890
<v Speaker 1>Every deal you got's over.

00:18:11.890 --> 00:18:15.646
<v Speaker 1>The next thing is they act like economic risk doesn't exist.

00:18:15.646 --> 00:18:22.865
<v Speaker 1>When the economy goes down or slows down, it has an impact on every asset class, especially real estate, you know.

00:18:22.865 --> 00:18:29.997
<v Speaker 1>They then act like interest rate risk doesn't matter and they're all teaching you to do hard money loans, which basically, folks, let's go into a pawn shop.

00:18:29.997 --> 00:18:31.630
<v Speaker 1>I mean, it's not what you do.

00:18:31.630 --> 00:18:36.355
<v Speaker 1>You know, what we did is the models were so archaic and so broken.

00:18:36.355 --> 00:18:39.575
<v Speaker 1>And you know, for you guys listening right now, look, if you're trying to do real estate.

00:18:44.545 --> 00:18:47.173
<v Speaker 2>Just as an aside, there are people who've made money flipping and there are people who've made money wholesaling.

00:18:47.173 --> 00:18:47.694
<v Speaker 2>I don't discount that.

00:18:47.694 --> 00:18:54.192
<v Speaker 2>But there's people who make money running pawn shops and there's people who make money running cleaning companies.

00:18:54.192 --> 00:18:54.673
<v Speaker 2>You know there's.

00:18:54.673 --> 00:18:57.166
<v Speaker 2>There's many ways to make money, just some.

00:18:57.166 --> 00:19:01.597
<v Speaker 2>Uh, some are a safer, more simple and easier than others.

00:19:02.345 --> 00:19:05.753
<v Speaker 1>Yeah, the difference with a cleaning shop or a pawn shop.

00:19:05.753 --> 00:19:09.171
<v Speaker 1>You actually have a business that provides income streams and on go.

00:19:09.171 --> 00:19:12.246
<v Speaker 1>With a flipping type model, you're only as good as your last deal.

00:19:12.246 --> 00:19:17.382
<v Speaker 1>And the thing is, for me, I knew the end game was to be financially free.

00:19:17.382 --> 00:19:26.224
<v Speaker 1>I do about a half dozen speeches a year to real estate groups around the country and it's like when I look out there, it's like my brothers and sisters.

00:19:26.224 --> 00:19:27.689
<v Speaker 1>They lost track of what they got into.

00:19:27.689 --> 00:19:30.728
<v Speaker 1>They did not become real estate investors to get a new freaking job.

00:19:30.728 --> 00:19:32.836
<v Speaker 1>They became real estate investors to become free.

00:19:32.836 --> 00:19:40.517
<v Speaker 1>And then they just get sucked into the vortex of magic wand flipping which there is no magic wand the get rich quick flipping.

00:19:40.877 --> 00:19:54.582
<v Speaker 1>Quite frankly, flipping is the riskiest transaction there is and that's the one they teach you first and literally this should be like, and later, when you're very, very wealthy, you might want to do this with some of your assets, not do this with no money and with other people's money.

00:19:54.582 --> 00:20:05.008
<v Speaker 1>And then I always tell people for God's sake, if you're asking for money, come up with a term better than flipping, because most people are afraid to flip an egg because it'll break and you want them to flip their life savings?

00:20:05.008 --> 00:20:12.627
<v Speaker 1>Yeah, and so to me it was like it's just way too much work for way too little money and I don't want you know.

00:20:12.627 --> 00:20:12.847
<v Speaker 1>So.

00:20:12.847 --> 00:20:26.442
<v Speaker 1>For us, over a decade, a $400,000 house like clockwork, you know, as the prices have changed, but like clockwork for 35 years now I make about 120% of what I paid for the house over the next decade walk net.

00:20:26.442 --> 00:20:32.326
<v Speaker 1>So if I buy a $400,000 house and cash flow it for the long term, it's got to be the right house in the right area, marketed right.

00:20:32.487 --> 00:20:33.529
<v Speaker 1>There's a lot of pieces to it.

00:20:33.529 --> 00:20:35.876
<v Speaker 1>I make half a million dollars over the next decade.

00:20:35.876 --> 00:20:42.137
<v Speaker 1>If I can make a half a million dollars in the next decade by doing a transaction once, why would I flip anything?

00:20:42.137 --> 00:20:46.955
<v Speaker 1>It's like there's just I understand why people flip, I get it.

00:20:46.955 --> 00:20:55.920
<v Speaker 1>But for me it's like why would I flip for $20,000 or $30,000 or $50,000 on a deal when that deal is going to make me a half a million dollars lock and load for the next decade?

00:20:55.920 --> 00:21:03.558
<v Speaker 1>And I don't need money today anymore and I work a lot with the capital investors and they pay a placement fee of 10K per door.

00:21:03.558 --> 00:21:09.807
<v Speaker 1>So it's like if you need the short-term cash, we have that in the model.

00:21:09.807 --> 00:21:10.169
<v Speaker 1>Flipping is just.

00:21:10.169 --> 00:21:12.211
<v Speaker 1>It's a broken get-rich-quick dream.

00:21:12.852 --> 00:21:14.894
<v Speaker 2>Let's get into fundamentals then.

00:21:14.894 --> 00:21:19.039
<v Speaker 2>Top three fundamentals for long-term real estate wealth.

00:21:24.484 --> 00:21:24.945
<v Speaker 1>You need capital period.

00:21:24.965 --> 00:21:28.787
<v Speaker 2>You know we put the pink elephant on it, but I can make it or raise it, and that's the distinction I think a lot of people don't get.

00:21:28.787 --> 00:21:30.772
<v Speaker 2>They don't get that you can raise capital.

00:21:30.772 --> 00:21:34.109
<v Speaker 2>There are a lot of people out there with capital that don't want to do the work.

00:21:35.292 --> 00:21:35.753
<v Speaker 1>Yeah.

00:21:35.753 --> 00:21:38.058
<v Speaker 1>So, as you know, brad, I am literally.

00:21:38.058 --> 00:21:39.667
<v Speaker 1>I came out of Wall Street.

00:21:39.667 --> 00:21:45.519
<v Speaker 1>I am the first guy who did a for-profit private equity fund that did single family home portfolio.

00:21:45.519 --> 00:21:46.750
<v Speaker 1>I'm the first guy that did it.

00:21:46.750 --> 00:21:54.876
<v Speaker 1>Everybody said it wouldn't work, but almost all of them were fee-based, so they made their money on fees and the residential was too much work if you were fee-based.

00:21:54.876 --> 00:22:02.396
<v Speaker 1>And then the other thing I just did is like, wow, everybody else has played this so small ball because no one did single family and single family made a higher cap rate.

00:22:02.396 --> 00:22:04.240
<v Speaker 1>I'm not in love with single family homes.

00:22:04.240 --> 00:22:06.973
<v Speaker 1>I couldn't care at all about my capital investments.

00:22:06.973 --> 00:22:10.749
<v Speaker 1>They simply make more money properly management than the multi-units.

00:22:10.749 --> 00:22:13.060
<v Speaker 1>We own multi-units, we own commercial, we own all of that.

00:22:13.060 --> 00:22:23.180
<v Speaker 1>But a portfolio of single family home run properly simply makes more money and there are some better tax benefits that are available for sub four units than there are for the commercial and the bigger.

00:22:23.180 --> 00:22:26.897
<v Speaker 1>So the first thing is like, look, the number one thing you need is money.

00:22:26.897 --> 00:22:29.126
<v Speaker 1>So stop screwing around with real estate.

00:22:29.126 --> 00:22:35.349
<v Speaker 1>I tell people all the time like, look, if you don't have any money, stop spending any time looking at real estate, studying research, because real estate's a joke.

00:22:35.349 --> 00:22:36.692
<v Speaker 1>Everybody right now listening.

00:22:36.771 --> 00:22:39.796
<v Speaker 1>If you came to one of my courses, you learned how to raise money.

00:22:39.796 --> 00:22:40.676
<v Speaker 1>You did what you're told.

00:22:40.676 --> 00:22:43.881
<v Speaker 1>A normal expectation would be 30 to 90 days minimum out.

00:22:43.881 --> 00:22:45.250
<v Speaker 1>You'd have a million cash.

00:22:45.250 --> 00:22:48.186
<v Speaker 1>If you had a million dollars in cash, you could buy real estate easy peasy all day long.

00:22:48.186 --> 00:22:50.778
<v Speaker 1>The million dollars just is not your million.

00:22:50.817 --> 00:23:03.508
<v Speaker 1>And so we went out and raised hundreds of millions of dollars in the early years way over half a billion now and just put it into long, long-term placements and almost all of my capital investors.

00:23:03.508 --> 00:23:06.011
<v Speaker 1>You know and we've had over the years.

00:23:06.011 --> 00:23:11.359
<v Speaker 1>You know, from my security side and the real estate side I've had over a thousand clients who were decamillionaires to billionaires.

00:23:11.359 --> 00:23:13.972
<v Speaker 1>Boy, talk about success leaving clues.

00:23:13.972 --> 00:23:15.788
<v Speaker 1>They did nothing.

00:23:15.788 --> 00:23:25.768
<v Speaker 1>That's on Instagram, I mean, and they and they understood the capital and they had the capital.

00:23:25.768 --> 00:23:42.230
<v Speaker 1>So it's like I had so many guys that owned McDonald's McDonald's, on purpose, wouldn't let you know money down, leverage in, because they knew it doesn't work long-term, there's too much risk, and so a lot of our real estate was bought with a capital investor with a down payment and signed for a loan.

00:23:42.932 --> 00:23:54.807
<v Speaker 1>A lot of them we've just bought cash, a lot of capital investors the wealthier ones, are like yeah, yeah, yeah, we understand leverage, we know it works, johnny, et cetera, et cetera, and I just like to have 50 houses with my buddy, john.

00:23:54.807 --> 00:23:58.248
<v Speaker 1>So let me just drop a check here for $10 million and let's go.

00:23:58.248 --> 00:24:01.962
<v Speaker 1>Let's just put together a portfolio, a small portfolio, and let's just do that.

00:24:01.962 --> 00:24:04.770
<v Speaker 1>And they're both good answers, depending where you're at.

00:24:04.770 --> 00:24:08.842
<v Speaker 1>And I do see it very, very common.

00:24:08.842 --> 00:24:12.169
<v Speaker 1>As people get older and they're successful, they deleverage.

00:24:12.169 --> 00:24:16.346
<v Speaker 1>It's not Instagram, man, they hate re-leveraging their assets every five minutes.

00:24:16.346 --> 00:24:31.555
<v Speaker 1>And you and I know I mean, we both know lots and lots of people they did good stuff, but then for 10, 20, 30 years, all they did was continue to build and grow their building while you know their business, while paying off the assets within the business and paying off their assets.

00:24:31.555 --> 00:24:33.523
<v Speaker 1>So suddenly it's like, yeah, end game.

00:24:33.523 --> 00:24:35.548
<v Speaker 1>I'm mostly free and clear.

00:24:35.568 --> 00:24:37.321
<v Speaker 2>Well, hey there and thanks for listening.

00:24:37.321 --> 00:24:42.482
<v Speaker 2>I've noticed that 78% of you are brand new, which means you haven't hit the subscribe button yet.

00:24:42.482 --> 00:24:49.763
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00:24:49.763 --> 00:24:51.888
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00:24:51.888 --> 00:24:53.051
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00:24:53.051 --> 00:24:54.565
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00:24:54.565 --> 00:25:00.585
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00:25:00.585 --> 00:25:03.938
<v Speaker 2>My bankers are a lot less happy today than they used to be.

00:25:03.938 --> 00:25:10.269
<v Speaker 2>When I borrowed a lot of money and and did that, it was like nope, nope, sorry, we don't need to borrow anymore.

00:25:10.269 --> 00:25:11.111
<v Speaker 2>We were good.

00:25:11.872 --> 00:25:13.433
<v Speaker 1>Yeah, and my background?

00:25:13.433 --> 00:25:14.561
<v Speaker 1>I pick up the phone and I raise.

00:25:14.561 --> 00:25:18.751
<v Speaker 1>If I need more capital, I don't go borrow, I don't kill the golden goose.

00:25:20.921 --> 00:25:23.565
<v Speaker 2>Hang on, let's take a break and then we're going to come back and look at that.

00:25:23.565 --> 00:25:25.208
<v Speaker 2>How do we raise capital?

00:25:25.208 --> 00:25:26.288
<v Speaker 2>A John Burley way.

00:25:26.288 --> 00:25:27.010
<v Speaker 2>See you in a minute.

00:25:27.490 --> 00:25:40.884
<v Speaker 3>With over 40 years of investing experience, several thousand completed real estate deals and over $600 million raised, John Burley has the perfect mix of street-savvy, knowledge and sound investing principles.

00:25:40.884 --> 00:25:45.073
<v Speaker 3>To learn more about John Burley, please visit johnburleycom.

00:25:46.000 --> 00:25:46.422
<v Speaker 2>And we're back.

00:25:46.422 --> 00:25:50.222
<v Speaker 2>Subscri subscribers, make sure you are and turn on the bell if you got it.

00:25:50.222 --> 00:25:52.729
<v Speaker 2>John, raising capital.

00:25:52.729 --> 00:26:00.153
<v Speaker 2>I remember years ago you had the two S words that were the primary thing that I had to learn to make sure I raised capital.

00:26:00.153 --> 00:26:06.825
<v Speaker 2>Why are they the most important and are they still as the most important today, 20 years after you taught it to me?

00:26:08.148 --> 00:26:14.301
<v Speaker 1>Way more so.

00:26:14.301 --> 00:26:15.523
<v Speaker 1>The two S words are safety and security.

00:26:15.523 --> 00:26:21.172
<v Speaker 1>When you're middle class, regular person, you want to make 25, 50, 100 percent.

00:26:21.172 --> 00:26:30.064
<v Speaker 1>You want to get rich, you want to make a billion percent rate of return and that's all good because you have nothing to lose.

00:26:30.064 --> 00:26:31.486
<v Speaker 1>I work with and have graduated up.

00:26:31.526 --> 00:26:33.008
<v Speaker 1>I started out with friends and family.

00:26:33.008 --> 00:26:37.954
<v Speaker 1>Hey, in the early days, look if you were a friend and you could sign for three loans, congratulations.

00:26:37.954 --> 00:26:38.634
<v Speaker 1>We were partners.

00:26:38.634 --> 00:26:45.644
<v Speaker 1>Those obviously small partners were the biggest problems later.

00:26:45.644 --> 00:26:49.096
<v Speaker 1>Then we did a lot of what they coined country club money out of Wall Street in those days, which back then was $500,000 to $2 million.

00:26:49.096 --> 00:26:50.359
<v Speaker 1>Think $2 million, $5 million today.

00:26:50.359 --> 00:26:52.803
<v Speaker 1>Then I moved into more.

00:26:52.843 --> 00:26:58.794
<v Speaker 1>They call it family office, although a lot of it's not a family office is the more fluent $5 to $20 million placements.

00:26:58.794 --> 00:27:04.488
<v Speaker 1>The more money somebody has, the more money they're worried about losing, and that's just a fact.

00:27:04.488 --> 00:27:05.249
<v Speaker 1>Losing and that's just a fact.

00:27:05.249 --> 00:27:21.000
<v Speaker 1>And I meet all kinds of people that would be decamillionaires 20 million, 50 million net worth who literally in January of 11, when they pulled out of the stock market after having lost a third to 40% of everything they owned, they never got back in.

00:27:21.000 --> 00:27:23.066
<v Speaker 1>The money's just literally been rotting in cash.

00:27:23.066 --> 00:27:26.261
<v Speaker 1>They know they should be getting in, they know they should be good stewards.

00:27:26.261 --> 00:27:31.933
<v Speaker 1>They, on a conscious level, can't figure out how to deploy and most of them aren't even aware.

00:27:31.933 --> 00:27:35.390
<v Speaker 1>It's like you know, dude, it's been 13 years and it just kind of like that long.

00:27:35.390 --> 00:27:39.249
<v Speaker 1>And so the safety and security we do talking points.

00:27:39.249 --> 00:27:40.070
<v Speaker 1>There's seven of them.

00:27:40.070 --> 00:27:55.411
<v Speaker 1>If I can do a plug, you go to johnburleycom there's a free download on it and what we do is we focus on their subconscious needs more than their conscious, because if they knew, there's so like if it was 2004 and you had money, your money was deployed.

00:27:55.411 --> 00:27:58.292
<v Speaker 1>It may have been a really bad investments, but it was deployed.

00:27:58.713 --> 00:28:09.988
<v Speaker 1>Where you know, from 2012, literally to today, it's still over 90 percent Massive amounts of capital non-deployed, and I think a lot of wealthy people look they do have that.

00:28:09.988 --> 00:28:14.964
<v Speaker 1>8% to 12% range seems to be the predominant cash reserves of people who are 50 plus, who are very, very wealthy.

00:28:14.964 --> 00:28:20.482
<v Speaker 1>That's a combination of hey, I've been around in 1987 and 2008,.

00:28:20.482 --> 00:28:25.011
<v Speaker 1>It's happening and will happen again and a combination of opportunity.

00:28:25.011 --> 00:28:33.221
<v Speaker 1>So part of it is reserves, part of it's opportunity, because it's like hey, if I have $12 million sitting here and a $10 million deal comes up I can deploy yesterday.

00:28:34.364 --> 00:28:41.604
<v Speaker 1>And so when I see that the money's not deployed, I know like 90% of the time it's either safety or security.

00:28:41.604 --> 00:28:47.890
<v Speaker 1>I need to meet that subconscious emotional need about 75% of it's safety, about 25% security.

00:28:47.890 --> 00:28:54.461
<v Speaker 1>But if I can meet that emotional need internally of safety or security, I have a very, very high chance of placement.

00:28:54.461 --> 00:29:14.916
<v Speaker 1>As long as I don't go into a dog and pony real estate seminar, I swear to God, some people out there trying to get people invested, it would be like if I've been a stockbroker it's like, look, I know you want to buy Apple stock, brad, but until you learn how to build an Apple watch, I can't place your order, cause you know they want to teach them everything about everything, always.

00:29:14.916 --> 00:29:17.565
<v Speaker 1>And it's like most people don't want to know anything at all.

00:29:17.565 --> 00:29:21.261
<v Speaker 1>Most people just want to know hey, this is safe, this is secure.

00:29:21.261 --> 00:29:23.946
<v Speaker 1>Uh, those are the predominant things we then do.

00:29:23.946 --> 00:29:27.993
<v Speaker 1>You know our next thing is long term, because most of my clients want long term, not short term.

00:29:27.993 --> 00:29:31.689
<v Speaker 1>You know they want cash flow.

00:29:31.689 --> 00:29:42.539
<v Speaker 1>God bless Robert Kiyosaki, our old friend, because he literally made cash flow a household word across the entire Western world and much of the rest of the world, and so they want the cash flow.

00:29:42.559 --> 00:29:45.343
<v Speaker 1>I think, at the end of the day, my capital investors just wanted the same thing.

00:29:45.343 --> 00:29:46.384
<v Speaker 1>I wanted Same thing, you want Brad.

00:29:46.384 --> 00:29:46.944
<v Speaker 1>We wanted the same thing.

00:29:46.944 --> 00:29:47.726
<v Speaker 1>I wanted same thing, you want Brad.

00:29:47.726 --> 00:29:49.587
<v Speaker 1>We wanted the choice we're back to that word.

00:29:49.587 --> 00:29:59.666
<v Speaker 1>We wanted the choice to be able to retire or ease off earlier and better than our current plan, and that's all my capital investors want.

00:29:59.666 --> 00:30:02.249
<v Speaker 1>It's like hey, I want to be able to retire.

00:30:02.500 --> 00:30:06.751
<v Speaker 1>I was planning on retiring at 65 and getting a condo two blocks off the beach in the Caribbean.

00:30:06.751 --> 00:30:08.465
<v Speaker 1>I placed with John.

00:30:08.465 --> 00:30:11.748
<v Speaker 1>I'm talking retiring at 64 and having a villa on the beach.

00:30:11.748 --> 00:30:13.772
<v Speaker 1>The condo is great, the villa is better.

00:30:13.772 --> 00:30:16.928
<v Speaker 1>You know they just want more and better.

00:30:16.928 --> 00:30:19.601
<v Speaker 1>They want exactly what we wanted, you know.

00:30:19.601 --> 00:30:29.042
<v Speaker 1>And then you know tax benefits, because the asset class I've chosen has more than anything else that's out there on a consistent basis Rate of return.

00:30:29.103 --> 00:30:39.567
<v Speaker 1>Quite frankly, if you're out there and you're promising people 10, 20 percent, you're trying to get 5 million, 10 million dollar placement fee and you're offering 10 or 20 or whatever, it's too high, it's not sustainable.

00:30:39.567 --> 00:30:40.810
<v Speaker 1>They don't believe you, they think you're lying.

00:30:40.810 --> 00:30:44.384
<v Speaker 1>You know, and I've always been like, look, talk about five or six and then put 15 in the bank.

00:30:44.384 --> 00:30:48.073
<v Speaker 1>And I've always been like, look, talk about five or six and then put 15 in the bank, you're a hero.

00:30:48.073 --> 00:30:52.544
<v Speaker 1>You talk 15 and you put 14 in the bank, you're a crook.

00:30:52.544 --> 00:30:55.872
<v Speaker 1>And then you know, we talk about the capital growth.

00:30:59.200 --> 00:31:00.626
<v Speaker 1>I still don't use the word appreciation when I'm in America.

00:31:00.626 --> 00:31:04.083
<v Speaker 1>If I'm in the English Commonwealth, I use appreciation, but here, appreciation if you're wealthy.

00:31:04.083 --> 00:31:06.827
<v Speaker 1>There's too many subconscious negative connotations to.

00:31:06.827 --> 00:31:10.154
<v Speaker 1>I got greedy, went for appreciation and that's when I lost a bunch of money.

00:31:10.154 --> 00:31:19.424
<v Speaker 1>Um, and then I think just at the end of the day, yeah, there's these ludicrous statements made by seven hour land 90 percent of millionaires in america got rich on real estate.

00:31:19.424 --> 00:31:21.530
<v Speaker 1>It's like there's no basis for that.

00:31:21.530 --> 00:31:22.381
<v Speaker 1>There's no fact.

00:31:22.381 --> 00:31:25.828
<v Speaker 1>Now, do most wealthy people hold real estate?

00:31:25.828 --> 00:31:26.289
<v Speaker 1>Yeah, yeah.

00:31:26.289 --> 00:31:27.251
<v Speaker 1>Is that how they get rich?

00:31:27.251 --> 00:31:30.890
<v Speaker 1>No, you and I know most of the population doesn't own their business.

00:31:30.890 --> 00:31:38.537
<v Speaker 1>They get rich working at a high-end, high-paying job or being a doctor or something like that, and making a bunch of money and putting it away into mediocre investments.

00:31:38.537 --> 00:31:45.521
<v Speaker 1>Then eventually, meeting people like you and I, or our students, who placed it into far better assets and far better jobs.

00:31:45.582 --> 00:31:48.703
<v Speaker 2>Or in their 40s and 50s they went into business for themselves.

00:31:48.703 --> 00:31:51.073
<v Speaker 2>They started out learning somewhere and then built it.

00:31:51.073 --> 00:31:53.019
<v Speaker 2>John, two last areas.

00:31:53.019 --> 00:31:59.701
<v Speaker 2>I want to focus in on Number one what's the psychology of investing versus the psychology of making?

00:32:01.362 --> 00:32:02.163
<v Speaker 1>Great question.

00:32:02.163 --> 00:32:12.432
<v Speaker 1>So the psychology of investing is I'm predominantly looking at being stewardship of the chosen asset class and spending.

00:32:12.432 --> 00:32:23.482
<v Speaker 1>You know, 15 years ago I had spent over a million dollars on private education not schools and really, really being a steward of it, of the craft.

00:32:23.482 --> 00:32:33.513
<v Speaker 1>You know, not having the shiny object of the craft, not having the shiny object, I take my responsibilities, you know, brad, as a fiduciary, incredibly hard, especially because we're for profit.

00:32:33.513 --> 00:32:45.700
<v Speaker 1>And let me be clear, 98% of the people who do investments are fee-based, meaning they make almost all of their income off of those little innocent two 2080 fees, which are literally 50, 60% plus of the profits.

00:32:45.700 --> 00:32:47.023
<v Speaker 1>They make their money on profit.

00:32:47.023 --> 00:32:48.127
<v Speaker 1>I mean on fees.

00:32:48.127 --> 00:32:49.894
<v Speaker 1>I only make money on profit.

00:32:49.894 --> 00:32:58.074
<v Speaker 1>So if I have a property that doesn't generate profits, I work for free, my entire team shows up and I'm locked in in perpetuity on the property.

00:32:58.074 --> 00:33:04.621
<v Speaker 1>So we don't buy houses and we don't buy other real estate that doesn't make money from the day we buy it.

00:33:04.621 --> 00:33:06.503
<v Speaker 1>So it's got, you know, got really strict rules.

00:33:06.785 --> 00:33:13.255
<v Speaker 1>But I think the big thing was going to that shift of stewardship and that this is much more than me.

00:33:13.255 --> 00:33:17.407
<v Speaker 1>This isn't just about getting me and my family taken care of.

00:33:17.407 --> 00:33:18.832
<v Speaker 1>This is me and my family.

00:33:18.832 --> 00:33:24.708
<v Speaker 1>Thousands of people own a home because of me personally.

00:33:24.708 --> 00:33:36.063
<v Speaker 1>New Zealand we flipped homeownership to such an extent that they almost banished owner financing, because in the 2000 census, 71% of Kiwis owned a home and they only wanted 58% to own.

00:33:36.063 --> 00:33:36.944
<v Speaker 1>They wanted more control.

00:33:36.944 --> 00:33:39.250
<v Speaker 1>Australia clamped down because we did.

00:33:39.250 --> 00:33:48.461
<v Speaker 1>Our students did hundreds of thousands of transactions there, so literally it's estimated that what we've done is provided home ownership to a million families.

00:33:48.461 --> 00:33:52.715
<v Speaker 1>We're free and clear and so taking on that stewardship.

00:33:52.715 --> 00:34:01.742
<v Speaker 1>You know that really, looking at this is way more than just me and I can impact massive amount of lives around the world with my business, with my asset.

00:34:02.604 --> 00:34:08.253
<v Speaker 2>Final question, John, best quote or best advice you ever got on the subject of success?

00:34:09.641 --> 00:34:11.228
<v Speaker 1>Yeah, there are so many great ones.

00:34:11.228 --> 00:34:14.811
<v Speaker 1>You know, my first thought is, wow, some Jim Rohn, some Napoleon Hills.

00:34:14.811 --> 00:34:16.666
<v Speaker 1>I was blessed, like you.

00:34:16.666 --> 00:34:18.458
<v Speaker 1>I mean I got to share some big, big stages.

00:34:18.458 --> 00:34:20.708
<v Speaker 1>I'm about a decade older than you, so I was a little ahead.

00:34:20.708 --> 00:34:24.971
<v Speaker 1>I got to work a lot with Zig Ziglar and I just loved the man.

00:34:24.971 --> 00:34:30.827
<v Speaker 1>To me, he was a shining beacon because he was authentic, Unlike so many of the people that we know.

00:34:30.827 --> 00:34:32.331
<v Speaker 1>He literally was what you saw is what you got.

00:34:32.331 --> 00:34:35.365
<v Speaker 1>He was the same guy on the stage and off the stage, which is a rare thing.

00:34:35.365 --> 00:34:56.686
<v Speaker 1>And you know, my favorite Ziegism, as it were, is if you help enough other people get what they want, you'll get everything you want, and I think that is a great way to be a steward, it's a great way to serve and it's the only way, from my point of view, to end up with that big, massive win at the end for yourself and your family as well.

00:34:57.800 --> 00:34:58.786
<v Speaker 2>You're on Big Success.

00:34:58.786 --> 00:35:01.530
<v Speaker 2>We'll be back next week with more for your success.

00:35:03.621 --> 00:35:09.282
<v Speaker 5>You've been listening to the Big Success Podcast with the number one business coach in the world, Brad Sugars.

00:35:09.282 --> 00:35:18.811
<v Speaker 5>To learn more about how to achieve business and personal success, as well as how to level up or listen to past episodes, visit wwwbradsugarscom.