Brett Tanner and Katelyn Mitchell argue that a messy personal life is the main reason most agents feel stuck. They break down soft excuses, job descriptions at home, and the 9-to-5 leak, including Katelyn's run of zero sick days in 11 years through a stomach bug and COVID.
Brett TannerHost, founder of Be Wealthy
Katelyn MitchellCo-host, runs operations for BrettBrett doesn't blame the market, the broker, the leads, or the eighth CRM an agent has switched to. He says business chaos almost always starts as personal chaos first, then shows up at work.
Jump to 3:08The average employee gets 14 to 20 days off a year. Using 20, that's about 220 days over 11 years. Katelyn says she's had the sniffles, a stomach bug, and COVID in that time and never once used them as a reason to miss work.
Jump to 13:23Brett calls himself the financial quarterback of his family, while his wife Taylor handles anything that happens on or inside their property line. When their water heater flooded, Taylor called the plumber and fixed it while Brett drove to work. That same week, a staff member and his wife both missed a full day waiting on the same kind of repair.
Jump to 19:36When Katelyn got a flat tire on the way to their standing weekly meeting, Brett told her a 10 minute Uber ride shouldn't stop them from running the companies that week. The tire would still be flat two hours later, so she could call AAA from the Uber and keep the meeting.
Jump to 25:51Brett calls booking haircuts, teeth cleanings, and errands between 8 and 5 a 9-to-5 leak. He books his own teeth cleanings and haircuts at 7 a.m. so the actual workday stays for work.
Jump to 34:08Brett says he closes his eyes at the end of every day and replays it, asking what he could have done better. He says doing that every night is how you get the most out of the hours you have.
Jump to 39:19Brett says the number to chase is net income. The year he ranked third in Keller Williams, he ranked first in profit, while at least one agent on that list lost money to get there.
Jump to 1:06:19You're going to be the average of the five people you spend the most time with.Brett Tanner · at 1:06:30
Tap any chapter and the video starts right there.
“If you're frustrated that you're not winning, but your behavior sucks and you're not working, then you 100% either have to change your behavior or stop bellyaching.”
Brett Tanner at 37:15Use the plan tool to turn today's accountability check into a written plan for your calendar, household roles, and daily habits.
Brett says the real cause is usually chaos in your personal life. He argues business problems start at home first and then show up at work.
Brett and Katelyn argue most sick days are soft excuses. Katelyn says she's had the sniffles, a stomach bug, and COVID in 11 years working with Brett and never missed a workday, even though the average employee gets 14 to 20 paid days off a year.
Brett calls himself the financial quarterback of his family, while his wife Taylor handles anything that happens on or inside their property line, like a flooded water heater. He says a clear split removes the excuse to lose a workday over home maintenance.
Not necessarily, Brett says. He points out that 3 to 4 hour morning routines built around saunas, cold plunges, and stretching can become an excuse to delay real work. His own routine is a cup of coffee and opening his laptop by around 5:30 a.m.
Net income, Brett says. The year he ranked third in sales volume at Keller Williams, he ranked first in profit, while at least one agent on that list lost money to get there.
0:00So, what they're going to do is people will use things that others they believe are untouchable by others. This may shock you that some of the things that are put on Instagram and Facebook aren't true. How many sick days have you had in 11 years?
I was at the brokerage and you were at your uh mega agent office and the brokerage is 10 minutes from your office. And so, I walk out to go take care of it, right? And I have a flat tire.
Welcome back to the Be Wealthy podcast. This is Brett Tanner. I'm here joined by Katelyn Mitchell. The Be Wealthy podcast, we help real estate agents, entrepreneurs, real estate investors, and mortgage professionals make more money and then what to do with their money to maximize it to live the lifestyle that they want. Today, Katelyn, we're going to talk about something a little different today.
Okay.
Uh and we're going to talk about the person in the mirror. I'm not talking about Michael Jackson, the man in the mirror. Um I'm talking about something different and I'm talking about people's personal lives. And what I believe, Katelyn, is most people uh when I go out there, I I coach top agents, top entrepreneurs. Um we've
1:03got our coaching and training program. We've got our Be Wealthy mastermind. And I get the the good uh fortune to get to spend a lot of time with people. And I feel like the folks I talk to are always trying to find the strategy, right? What's that business tip? What's that hack? What's that magic bullet that's going to fix my business.
Mhm.
And a lot of people I see are chasing magic bullet after magic bullet after magic bullet to try to find the secret sauce of success. Largely peddled, you know, on social media through, you know, like it's buried in the Congo and someone went and found it as the secrets of life. And so, today we're not going to go through strategies. I think there's I think strategies for business are or are the key to business. What I'm talking about today is what's the strategy for your personal life? And again, as someone that coach, most people come to me as a business strategist today. I mean, like that's like, "Hey, we want to fix my business." And I told all my clients, literally what I believe that I do is I help someone they don't know this is what we're doing but we help fix their personal life. And as their personal life starts having more accountability in it and there's this very specific way
2:06like an operating system they would run their personal life, they start their business takes off and then they give me this this credit later for the business. And I'm like, oh what we really did there was we had a an a bad personal relationship over here that was causing you problem with improper boundaries or or we had something different. And so I've read probably every self help book Katelyn that's that's mainstream it's out there. I know you're crazy into this self help game as I am and I've never read a book that said this is how to live your personal life. Have you? I've never I've never seen the book. And yet our personal life occupies activity
give you a model how to build live your personal life. I've never read a book that that way.
Right like like what are the KPIs? What are the key business you know, what are the key performance indicators? What are the leading indicators? What are the lag indicators? How do I know that I'm doing it right?
Right.
I haven't read a book that said this is how to do your personal life. And so that's what I'm going to share here today. And so couple thoughts as we go into it. Katelyn that I fundamentally believe if you're if you're just tuning in right now that your personal life is why you're not winning in your business.
3:08I'll make that a a hard hitting statement. It I believe it's completely accurate. If your business life is in chaos right now, I'm going to tell you it probably originated in your personal life. And I believe that business problems show up at home first and then you bring them into your business and then you have a business problem. But I believe they start there. I don't believe that the reason that people aren't winning today in their business Katelyn, I don't believe it's the market. I don't believe it's their broker. I don't believe it's their backyard. I don't believe it's their leads and I don't believe it's the eighth CRM that they've moved to thinking that there was going to be something magical. It's none of that. It's your personal life. And so what we want to talk about today, this isn't how this isn't hacking. Okay, I don't even believe there are hacks to life. I think there's like business principles that sustained over time or solid principles sustained over time that gets the outcomes we want. And so, if there's no operating system, Katelyn, and we don't we don't know exactly how to do this, where do we go get it? So, Katelyn, your personal life and the way you built yours, when you think about it, how did you do it? What did you What was the model in which you used? Cuz you you could say you didn't have one, but you you created a personal life that you're currently doing.
4:08
Sure.
How did you think about building it?
I think that when before you and I started working together, my personal life was very much what had been modeled for me. You know, I have parents, I have friends, certain things and people around me. I picked up things that I saw that they did, and I applied it to me. There was no It It wasn't, you know, in real estate, we can read the MREA book, right? And that gives us a really good model for how to build our business. But, exactly what you're sharing here is there is not the model for that. So, for me, it was really looking at other people around me and saying, you know, I'll have a little piece of what they do at their house, and a little piece of this relationship. And so, I created kind of a Frankenstein of a personal world that wasn't negative or destructive, but it certainly wasn't built to optimize the way that it is today after we've started working together.
Yeah, you so, and you were blessed that you had I mean, just two of the greatest parents as people that raised their kids the right way, taught lessons. I mean,
5:10with just infinite wisdom.
Completely.
So, that that's I mean, it's a really unfair advantage. It's cool. But, you weren't going through life going, "Hey, this person, this random person I know or loosely know from whatever, my church, my childhood, three doors down, whatever, you weren't going, "I wonder if they have a life that I want."
Brett, it's even worse. Like, I can look back now and give you the answer I just did, where it's like, "Oh, you know, I was piecemealing from here to there." I didn't give it a a damn thought. If I'm really answering you honestly, I didn't give it a thought. How did I develop my operating system? I didn't even know I had one. I wasn't thinking about it. I didn't know what an operating system was. There was no measuring stick. Like if we really go down to it, I can give you a thoughtful answer today. If you asked me that 15 years ago, "Katelyn, how are you determining the the structure of your life at home?" I'd be like, "I don't even know what you're talking about. Like that's not a thing." So I think people are listening to this on the podcast, A, there might even be people that are like, "What is Bret talking about operating system?" Right? But you mean like a model. Like how does
6:13your world work? We typically don't think about it in the same way as business. So I would tell you, "Bret, I didn't have a damn model. I was just running and gunning. And it happened to work out, but it was not a system."
Well, and so in that and that's where I think I think it's just interesting, right? Cuz I I have for the longest time when someone gives me advice, I look at the person. And I literally go, "Does that person in this particular area that he's or she has this wonderful advice they're giving me, do they exemplify excellence in that area or success in that area?" Right? And success isn't about money. I'm just saying, "Are they successful in the thing they're telling me that I should be doing?"
Sure.
And then I look around and I'm like, "Hey, Tom. Don't take this the wrong way, but I'm sure it's going to work with Sarah and she's number three. I just am not interested in your relationship advice, right? If you're on number three going on number four, hey, good on it.
Sure.
Like I'm a believer in love and I'm glad that you found love for them.
a lot of advice.
And you may but Tom and I love it. I just am not interested in it because I know one thing that you're a failure at, which is marriage, right? And that
7:14
Fair.
But but if you're on your fourth one or third I know three people that don't think you're great at it. And I could go find them. And so when I look at I just I just go down the way and I go, "Well, okay." And then then now this person's giving me financial advice. Okay, well, do they have passive income that exceeds their expenses? No. Are they a good steward? Are they looking for risk adjusted rates of return? Or are they wildly intelligent as it comes, you know, to just financial acumen? And you go, they're having a hard time paying their mortgage. And look, no judgment in that situation. I I don't have a hard time paying my mortgage, and so I'm going to probably going to pass on some of those hot stock tips that are out there. And so I just think we spend a lot of time that not thinking about how to build a system. So here's what I believe the listeners are doing, okay? Katelyn, I believe that the operating system they have, the way they're running their personal life, if you think of it just software. So when I say operating system, I imagine your personal life just software. Like a Google calendar, it's just all organized and it's software that's telling you how you're performing in your personal life. Imagine this existed. And so what I think most people, the way they get this software, is it's modeled in the home, so mom, dad,
8:16siblings, uncles, aunts, right? Your closest relationships. They're going to look at those people and they're going to go, "Well, that's what they do. That's kind of what I'm going to do." And then throughout your life, you're going to have friends and the relationship box expands.
Okay.
And then you're going to just kind of pick and choose those, "Oh, I like that. That was cool. This is less cool." Whatever, right? That's just how it happens. And then today, right, it's done through these little devices, right? So it's through now, what's your next level of inputs?
Mhm.
So if you think, Katelyn, all of our lives were influenced by the information that comes into our lives through inputs, right? Whatever the inputs you're If all you do is watch Fox Business all day long, 8 to 10 hours a day,
Hypothetically.
Hypothetically, you're going to have a very skewed view of the world that's not going to be accurate.
Correct.
Conversely, if you went all the way over to CNN or somewhere else, and that's all you watched, you're going to have a radically different view of the world. That may not be perfectly accurate. Right? So if you're in You may be on Instagram, you know, mouth slightly agape, just scrolling all day long,
9:18and that's going to give you a different opinion of the world again. And I This may shock many of our viewers, and Cole Cole's not mic'd up here, but Cole, do you know, this may shock you, that some of the things that are put on Instagram and Facebook aren't true?
What?
What? I know. Say it isn't so. It's not all accurate. So then but you don't know that.
Mhm.
So, then you take that input in and believe that you should be doing something because Sarah, the new Instagram influencer, is doing it. And you put that in your life not going, "Sarah's nowhere and is a train wreck and is out of business in 9 months."
He's totally right.
But but that's how they do it, right? So, it comes from there. So, and then they keep So, that's where it comes from. In In other words, most people build their personal lives from people who don't have the life that they want or exaggerating the life that they have. And that's how they're building it. And that's how most people do it. And so, today my goal in the next 40 minutes is to give people a different framework and how they can think about their lives.
Okay.
And I believe that if you fix your personal life, you'll fix your entire
10:19life. And Katelyn, the the question that I want all of our audience to ask today is if someone went and lived their exact morning routine. And when I say morning routine and daily routine, the whole life. I want to go minute you wake up, minute you go to bed. If they did everything you're doing
Yep.
for the next 50 years, would that lead them to the successful life?
Mhm.
And success being defined however you want to define it. Okay? I mean, I've got my definition of what that is, but would you lead the successful life, the life that you aspire to have? My second question would be, if someone was living your exact routine, and you're watching or listening to this, right? Someone's living your routine, what would you tell them to change? If they're missing their numbers, you're you're doing your thing, you're not where you want to be, yet you're doing your current model, what would you tell them to change? And so, Katelyn, I need to preface this and then the scale of 1 to 10 with honesty on and for our listeners, this is going to be a 10 out of 10 honesty. Meaning that some of the things we say may be offensive. Uh and they're all said with love. And so, we we we all say it out of love, Katelyn. I'm going to say I'm going to put that as a
11:20disclaimer out there for you as well. So, number one, I'm going to break these into different categories as I think about it. I call this category the fake outs and the soft excuses. It's just the It's the non-commitments.
Mhm.
And Katelyn, I believe that there's no greater commitment that's an important that is important in life than the commitment you make to yourself to do certain certain things that you said you were going to do.
Agreed.
You said you're going to be here tomorrow at 8:00 a.m. You know what? I I don't believe that's 8:01. You said you're going to come in there and and film the podcast as we're doing it right now. I had a crazy day. My buddies were just in town. We're filming at Apple Mountain. There's someone over here who's playing mini golf as I'm talking to you. And we're in here and it's in the afternoon and we wanted to film this podcast, but we made a commitment to do it.
Correct.
Both of us looked at the golf course as we were coming over here and likely said,
Gosh, it'd be nice to go play a quick nine.
Why don't we just not do it?
Totally. It'd be easy to not do it.
It It's actually hard to do and that's that's the catch, right? Because we made the commitment to be here.
Correct.
So, the first thing I'm going to talk about is I'm just going to call this Katelyn, calling in sick when you're not.
12:21
Mhm.
So, Katelyn, I believe the average employee, when they work full-time today in in America, gets somewhere between 14 and 20 days off per year. There might be people that are tenured that are getting more than that. And so, the 14 to 20 days a year plus some holidays, right? So, we're just going to use 20 as the number for easy math. So, Katelyn, you and I have had the good fortune of working together for nearly 11 years.
Mhm.
And I'm going to ask you a question. I'm just very curious. How many sick days have you had in 11 years?
Zero.
Wait a minute. So, the average employee gets 20 days per year. 11 years, I'm pretty sure we can fact check and Cole, we can go fact check this later. I'm pretty sure that's 220 and I'm sticking with it. And so, 220 days would be And by the way, when you give 20 days to an employee,
220 working days.
These are working days.
That's a full year if you actually look at it from a calendar perspective.
Completely, but this is over 11 years with you.
Correct.
all I'm saying
But I could have worked one year less is what I'm trying to say.
Totally. And but people are doing it and
13:23I'm going to tell you that but even if people aren't sick, the 20 days, they're gone 20 days. So, my question, not only did you not take the time off, I mean, really, I think we should get you genetically tested because you've got the greatest I mean, it is you have a you had 11-year run and you never had a sick day. So, were you
be one heck of a multivitamin, right?
Were you sick? Or what's the secret? I don't understand. It's very confusing.
He says facetiously. Obviously, Brett, you and I have had the sniffles a time or two in the past 11 years. I've had the sniffles. I've had a stomach bug. I've had COVID. I've had it all, right? This seems everybody else. Nothing's abnormal with me. However, for every day you aren't working, it the work didn't go somewhere. Meaning, you know, if if you don't show in up for work, you still have the work to do. And so, you have to make the mental decision, am I going to let the sniffles sidebar me? Am I going to let, you know, that I'm feeling slightly feverish mean that I just write
14:26the entire day off? And that behavior doesn't really align with my goals, right? You know, we have talked about constantly that most of these things are a mindset choice. You know, I'm never putting my health in jeopardy by any means, you know, I'm not letting my arm completely bleed out on the floor so that I can finish working. We're talking about small stuff, Brett. We're talking about you have the sniffles. You've got the flu. You, you know, we always, you know, One of our mastermind members came up to me at our mastermind in January and he said, "Gosh, are you sick?" And I said, "Oh, no, it's just allergies, right? I have the sniffles." But that's not going to stop us from holding an awesome event, right? So, it's you have to make the choices to continue to do the work that you need to do to develop the best possible work product because for me, I'm immovable on my actual goals. And so, I know that's what it's going to take. You know, we as sick is one thing, but we even use this excuse all the time. It'll be something as simple as uh Well, the one that really surprised me
15:28was spouse is sick. So, back when we, you know, had a lot of the brokerages, someone would call in sick and say, "My husband's sick today. I'm going to stay home to take care of him and use one of my sick days." Oh my gosh, what is he sick with? This sounds insane, right? But it's not. It's they just needed a little DayQuil and off we go. I think it's it's a choice. So, when you look at sick days, they're given in default in our country now. You're given 21 days or 10 days or whatever that requirement is that human resources deems it's a great benefit that'll help you to recruit the right people. But I would say, if it's you, you should be looking at am I truly sick? Or do I just have the sniffles? I can take some DayQuil, have a little hot tea, and you know what? I probably can still have coaching calls. I probably can still have, you know, get all of our work done. Um I think it's a choice. I know I'm rambling here for a second, but as I think through this, it's literally it's just a choice, Brett.
16:30
It I'm glad you said it that way. It's By the way, have I have I had days that I didn't feel well or that I was sick? Yes. Did I miss a day at the office? No, I did not. So, in the 25 years I've been doing this, I've never missed a day. And And that was that was something that was modeled for me, right? That was one of the positive things that I pulled. I Today, my dad's ran his company for over 60 years, and in the time that I've known him, I've never once seen him miss a day at the office. Doesn't mean he wasn't sick. Right? I mean, he even, you know, fell off a ladder, broke his leg. He's like, "I'll take that in after hours, and then we'll be back here the next day on crutches." I mean, he came out of a back surgery. Literally, they he's still, you know, on you know, the anesthesia. He's just He's just out of it a little. "Give me my cell phone. I need to make some calls." Right? He's hooked up to oxygen, and it's just His thing is it's I've got to go.
Our dads were cut from a cloth. You know, I I'll tell you this story. So, my dad, we were working together at the time. My dad had, you know, a bigillion heart attacks it felt like, but he had another heart attack. We had started working together and it was in Scottsdale and I was spending time with him and it was, you know, every day
17:31before work I would go in and and spend an hour or two with him and then I'd go work for the day and then come back and see him at night. And he said, "Hey, when you come on Saturday, would you mind going in? I'm going to have some things, you know, that are going to be shipped here from Texas and I need to look over them. Can you bring them to me in the hospital?" I mean, he's just had a heart attack. They aren't letting him leave. This isn't a He's been in there for a week. Things weren't great. He's in congestive heart failure. And you know what he wanted to do? He wanted to look at all the distribution checks for any of his partners before they were sent out and he had me lay them there on the hospital bed, let him look at each of them, let him, you know, Mindy who works with us now, she's going through it and and she sent them over. She overnighted the doc- documents and he's sitting there in his hospital bed going through it. He wasn't sick. But guys, he was in the hospital with congestive heart failure. That's a different cloth.
It is a and he was doing what he wanted to do.
Mhm.
And yet, like, you know, I remember in a real estate in our real estate team one day there was someone who said, "Hey, I
18:33can't come in today. My ear hurts."
Mhm.
Got a little tickle in the ear, Kaylan, little I was like, "Oh, okay, well, you're not shoveling coal into an engine room.
That's always what you said.
you're not you're not doing shoveling coal. You're not doing like asphalt repair in 110° in Phoenix. You are going to put on a headset and talk to people. And you can't just muscle through that the ear's got a little
Totally.
little tickle in it. I'm just telling you there's going to be harder things in life. And so, you know, my my the first one here we go is just stop making excuses.
I think so.
Most people use so what they're going to do is people will use things that others they believe are untouchable by others.
Ooh.
It's going to be and we're going to see as it comes up, right? People weaponize the big weapons of of excuses. Okay? I'm sick, right? Because, hey, I can tell people I'm sick and no one can judge me for it. Right? We've gotten so soft in America today that you your ear hurts and you're like, "Oh my gosh, are you bedridden?" You know, get that ear, get flat on your back cuz we don't want to wipe you out with that ear problem. And and then you I mean, it's it it got serious, right? And then and we're going
19:36to get here in a little bit, they weaponize kids.
Okay.
So, you weaponize relationships and sickness. Just watch it throughout the excuses, right? It's some moment of pain, and that's how people use it. And so, all right, let's go to number two. The next thing I'm going to call the fake out and the soft excuses. I'm sorry, not number two, just the next item on my list. Cole, it happens to be number two on my list. It's not number two for the sake of this conversation, Cole. You got to know the thing I'm talking
Cole, we would hate to confuse anyone.
hate to confuse you.
Which number two is it?
So, now, what about people that take off because the water heater broke? And I always tell this story in my personal life. My wife and I have job descriptions in our marriage. Meaning, there's things that I'm responsible for, and there's things that she's responsible for. And we're very clear that we're both not responsible for one thing, because that's going to lead to you it's going to be very unclear. And so, there was a day I got in the I was going out the garage and the water heater was flooded. It's it's just leaking out into the driveway. And I kind of stepped over the water and I got in the car and I drove off. And Taylor saw that and was there and called the water heater repair person. They repaired it. You know how that works? Called the plumber. It's her department. It's inside the property line, which has fallen to her job description.
20:38And she didn't believe, you know, it wasn't like she was like, "Oh, I can't Oh, you son of a gun for not helping me out here." It was just it's I got it. I'll take care of it. So, I drove to the office. I went to work. Now, the same week, right? And I remember my my staff uh had they had a water heater repair, and he and his wife had I guess go call the plumber together, and then they both watched them install it. And so, they missed an entire day for the water heater. Same water heater repaired, radically different outcome. And his comment was, "Well, my wife's just not capable of doing it." So, first of all, I think that's incredibly disrespectful for about your wife. I think she's totally capable. And secondly, again, it's an excuse to go, "I've got to go do this. There's no other way to My model growing up was the man takes care of the man's going to call the plumber cuz it's going to look so great when I do it. You know what I mean? When I call him and tell him it's going to sound so different than No, whoever calls him it's going to work just fine.
Totally.
But who's in charge of the water heater? Now, if I'm in charge of the water heater, that's fine. I was I'm just the financial quarterback of our team. And so I've got to go figure out how we pay for the water heater, maybe not how we install it.
Okay. I think that's a big key here. There's two things you just said that I think are really important for for
21:41people to hear that may not have listened to your previous episodes and and have heard this. There was two key things that solved this problem. Number one, who in your family, who in your household is the financial quarterback? That person should be unrelenting to have the opportunity to, as Taylor says, be unleashed to go create as much financial opportunity for the family. To make sure that the water heater can be paid for, right? And then between the two people, there has to be job descriptions, right? You and Taylor, it's crystal clear all the way down to a lot line, right? If something happens on the outside of your property line, right?
my department.
That's Mr. Tanner, right? If something happens on your property line or inside of it, that's or inside of it, that's well, on or inside, right? Like it's that specific. On or inside, Taylor's going to go ahead and take care of it. I was on a group with Taylor messaged me the other day. I don't even think I
22:43shared this with you. She said, "Hey, our cabin up north has a couple of issues and I want to work through. We have a a team member up there who's able to to fix the things that she needed." And she said, "I'm obviously not going to call Brett and ask him for this person's phone number. Can you connect me with them? They report directly to So she said, "Can you connect me to them?" And then she took care of I don't know if you know this, your gate's fixed, your Wi-Fi is running great, the the doorbell's back up and running, and she took care of all of that. And I don't think it ever Did you even know there was an issue?
I knew is she said, "Hey, I took care of some things today. I got to meet this this new team member or new to our world." And I was like, "Oh, that's amazing. He does a great job. I I I love him. He's so incredible."
But she handled that versus how convenient would that have been? Brett, I need you. She knows you're here working, getting Apple Mountain up and running. She could have easily sidelined you, but she knows, "I'm going to take care of this so that that man," as she says, "that man's unleashed to create as much financial opportunity for us."
And I just think it's a great point that that you brought this up. It just I could have been calling on the gate and
23:46I could have been calling on the Wi-Fi and try to figure it, but I'm not there, one, currently. Two, she knows it's going to be a distraction. She knows that we're working. So who's better to solve the gate issue? The person who's standing beside it or the person who's a 4 and 1/2 hour plane flight away?
percent.
But how do we do it, right? And so it's just because, you know, I happen to marry the greatest human of our time, right? So that was just a very lucky thing for me. But no, it's you could build a model with anything.
Totally.
And so as you're going through this, right? We're going to I want to give you different things. So going and getting a job description for your spouse is important. Understanding, right? Like taking control and ownership. Who's the financial person? Who's in charge of what? Who's in charge of breakfast? Who's in charge of making the coffee? Who's in charge of dinners? Like cooking dinner. Like who's in charge? And maybe it's multiple people, but figuring it out is going to give you that freedom.
I'll give you another example on the fake outs and soft excuses. I like to pride myself that I have always been a very productive person. No one in my life has ever said to me, "You know, Katelyn, you really just you need to goose it a little harder, right?" I'm
24:48I'm pretty hard driving and I never realized that I did have some of these fake outs or soft excuses until I looked at the person in the mirror, which in my partnership with you, you helped me to see some of them. You just asked me questions to look in the mirror. And it shocked the daylights out of me. I'm going to give you a couple of examples. You may remember some of these, and I think I've talked about them on some previous episodes.
Okay.
But one was we had a meeting set up for Monday. We have a standing one-on-one to go through all of our businesses and to determine, you know, look at all the KPIs, determine greatest challenges, set the path moving forward of what we needed to accomplish that week, our standing one-on-one, our formal management meeting. And I was at the brokerage, and you were at your mega agent office, right? And it's just down the 60, down the baseline, down base No, the 60. You were just off of baseline. And the brokerage is 10 minutes from your office. And so I walk out to go take care of it, right? And I have a flat tire. Call you, and you said,
25:51"Baller. Are we going to let a 10-minute Uber stop us from running the companies this week?" And it blew my mind, right? There's been so many times I've called you or had a soft excuse that I think anyone in the world would be like, "Katelyn, there's no way Katelyn's having these small fake outs, right?" Like there's no possible way, cuz I run so hard. I have to tell you, Brett, I had them all the time. And so I had to retrain my brain of how I actually think about it. You laugh at me because one of the things that you had in your office was two internets, right? Because as soon as the internet would go out at your office, all your sales guys would be like, "Boom, we're done for the day. We can't call anyone." And you would lose them immediately.
Oh, we could have we could have a 5-second outage. I mean, if it's out now, for sure in 10 seconds, if it's out for the first 5 seconds, the building is emptied in the parking lot.
Everybody's leaving, right?
Completely.
So I moved to So you said, "I'm never going to have that problem again. I'm going to have two internet sources." And then so at my house, I had a few
26:54internet things. And I went to Ross and I was like, "We cannot I don't think you understand. This is the lifeblood of my world. Like, if I don't have internet, I can't actually operate or perform." And so, we went and got Starlink plus Spectrum. And then you make the joke with me, Katelyn, "Two internets doesn't mean your internet's any faster." But, uh anyway. But, the whole thing was I'll never have an excuse now, right? Like, I won't have the internet. Because your whole day will get shut The water heater breaks, to your example, even if you were the one who has to take care of it, right? Even if that's in your job description, do you do you let that just blow up your entire day? Or was it just isolated to the one or two hours that it was? The isolation was a big thing that you showed me. When something happens, make sure you contain it to that moment and don't let it splash into No pun intended with water heater, but don't let it splash into the rest of your day. And so, I would say even if you're sitting here and you're one of the most productive people you know, look in the mirror because I'm telling you there's going to be spots where you're going, "Man, I've got a little leakage over there. I could tighten this
27:55up and be 10 times more productive."
Yeah, I I think that I I loved your examples of the soft excuses. And I I do remember when you called me and said, "Hey, I'm not going to be there." I'm like And all I could think was "Yeah, but for for a $10 Uber ride, we can have our same meeting, and your tire is going to remain being flat."
Totally.
will still be flat two hours from now. But, why don't we just call AAA while you're in the Uber, tell them to do it, throw the keys on the dash, you know no one's going to take the car because it's
It's got a flat tire.
And then maybe you come back, keys in it, and it's all ready to go. But, most people, right, are looking for the reason
Completely.
to not do it, right? And it is just it's So, by the way, to the hot water heater, the little system for that, we have a home warranty to this day. Now, Katelyn, I it's not big Most people say home warranties are for people that can't afford to fix things. Not the way I do it. I want to call my I want my wife to be able to call one phone number, and it fixes everything in the home. They figure out they dispatch the garage door person versus the plumber versus electrician. So, she has one number, she loves it, they show up, it's 90 bucks to fix it, it's whatever to replace it. It's a It's a system.
28:58
Mhm.
Right? Little piece of It's If I'm going to be anywhere and there's a car problem, I never I've never had a car problem. I've had some car problems, but I just car I'll lock it, I'll deal with that later. I can tow it. For $200, I can tow that car anywhere. And I'm going to go to the meeting, which is what I said I was going to do, and I'm going to honor the commitment. And I'm going to get there. I mean, so honoring your commitments, right, is hard. Now, there was a time where sometimes it gets expensive to honor your commitments.
Mhm.
I had committed uh to being somewhere, Katelyn, and I had a flight get canceled.
Ooh, I remember this story.
And I committed to being there, and it was a favor for a really close friend of mine who I have to remain nameless cuz everyone would know who it is. And I committed to being there, flights canceled at, you know, 5:00 p.m. and I'm supposed to be there on stage the next day at 1:00 p.m. and there is no flights to get me there. It's too far driving, I cannot get there. And I I let them know my flight was canceled, and I let them know that I would be there in the morning.
And what did you do?
And they said, "How are you going to do it?" And I Well, I took a private plane. Cuz that's what they're built for. Now, it was It was astronomically expensive.
30:01Um I received zero compensation for the speaking event because it was designed to be zero compensation. That was what I had agreed to.
Sure.
And so, I ended up paying, you know, a astronomical amount of money to get there and honor my commitment, which is what I said I was going to do. And I'm not saying everyone should do that. I'm just telling you how serious I take the commitments that I make. And when you play this game like that, it bleeds over into your business. People start looking at you like you're the person that does what they say they're going to do. We want to do business with you cuz we know that
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31:02and see where we'll be and book to come. We have the room is limited. We have no more than 15 people in the room. Go to bewealthypodcast.com and you can book our one day workshop coming up. You're going to come through it. And so we just we got to start with we got to eliminate the fake out, we got to eliminate the soft excuses. I'm going to go to the next major area I think about. I'm going to call it the 9-5 leak.
Oh boy.
The 9-5. So now the the other you know, we kind of we're talking about the fake out and the soft excuses are things that happen before we get to work. Right? These are the things that we're bringing our personal life in to try to sabotage our work. Now what I want to talk about is the work that we're not doing when we're supposed to be working.
Oh boy.
So one way I want people to think about it, if we had a film crew that followed you around from 9 to 5 and then we played the highlights back for your spouse at the end of the week and gave them just kind of some data around, "Hey, this amount of time was spent doing this, this amount of time was spent doing this." And I always ask, "Would your spouse just be blown away at how well you're performing?" Or would your spouse go, "I don't know, Tom, that you're really, you know, goosing it that hard. I mean, I think we
32:03got I I saw a few areas. There's at least 15 hours that we weren't even doing anything." Right? We're just running around at the water heater. What did you know, what was Would you see the game How was your fantasy team?
That accountability is so real. If you think about it like I was just talking to one of my clients about this last week, one of my private clients, and he just had the conversation with his wife about the job descriptions. And I said "Just so you know, once you divide these job descriptions, you can't not perform. You can absolutely miss a shot, but you can't not step on the field and play your face off, right? Like you have to play as hard as possible every single day because you've just asked her we're going to have job descriptions, we determined what they do. You said nominate me, I want to be the financial captain of our family. And if you go into work and you don't play as hard as you possibly can, invest in the right strategies, make all the right you have to go and play to win. Now, you don't have to be perfect, right? Meaning
33:06you can try to execute a strategy, it didn't happen. You flipped a house, something crazy happened where you didn't win as much on that property as you could have, but she should never be able to play roll the game tape, right? And go my dude was going to play pickleball from 10:00 till 1:00 on a Tuesday, right? It has to be that you're going to win. And so, this was the big thing we talked about, these 9:00 to 5:00 leaks. How do we close the door on all of them? Because if you if you don't, you're going to very slowly lose, which is why you called it leaks. I love it.
So, here's the let's talk about the first area. How about just scheduling all your personal stuff between the hours of 8:00 and 5:00? I'm going to tell you, Katelyn, the amount of times that I've had my haircut between 8:00 and 5:00 p.m. is a very shockingly low number. Like there may have been a time where I had to do it because I was literally had no available time and I was going on, you know, some stage or to do something and I looked like I was, you know, going to be
man? I I I I know exactly what you were talking about.
You're very familiar with my I I I just got to get this wrangled a little bit
34:08for the group, not for I don't care about for me. I could care well less what I look like, but for others seem to look like was he hunting grizzly, you know, recently.
Yes.
And so, I I want to get my teeth cleaned, Katelyn. I'm going to tell you they have a lot of times available. I choose the 7:00 a.m.
They specifically always open at 7:00 one or two days a week. Take that time.
of I will see people right away. I'll say, "Oh, hey, you're you're you're you're Oh, you're not going to come in tomorrow? What do you got going on? Oof, got a big day. Big day. I've got a, you know, a little Home Depot, little Bed Bath & Beyond, you know, I'm going to get to I'm going to get my teeth cleaned. I'm going to go to get a haircut. By maybe I'll go drop something off. Maybe I'll get my pants tailored. And I'm like, "Whoa." And this is a Tuesday that we're talking about. And again, you can make like but why does that stuff need to get done then? Work time is for work. Get in there, be highly purposeful, go make it happen. Quit making excuses to occupy the time. Right? That need to be allocated to your work.
Completely.
Next area I like to think about. How about the missing work for I'm just going to call this random kids
35:11maintenance appointments.
Okay, I don't have kids. So, fill me in. What does that look like?
So, my my wife we're blessed that she doesn't work and so I'm going to assume just for the sake of this that your partner doesn't work.
Okay.
I see a lots of my peers and lots of people I talk to, their partner also doesn't work. And yet the guy's taking the kids to school, picking them up, and he's also the guy going to the office and working.
So, he's supposed to be the financial captain.
He's the financial captain.
She's the household captain.
And he's doing the everything in the morning and getting them, you know, including breakfasts and doing all that to get them to school. And then by the time he does that, then maybe goes to gym, and then now he's going to get to work at call it 10:30.
Oof.
And I'm I'm like, "Hey, I started at 5:30 this morning." So, we're I got 5 hours on you before we started and
It's hard to see how you're going to win.
you run that out over 25 years, Katelyn, it's shocking. But so, I mean, so you you've got then it's like, "Hey, I've got every Tuesday, Thursday, all those, and then every other Wednesday, I need to be out of here by 3:30 to pick the the kids up at school and take them to baseball
36:12practice."
Ugh.
And I'm like, "Wait a minute. So, you This is a real case study. So, you get there at 10:30. 3 days a week you got to leave at 3:30, then one day every other week you got to leave at two. I mean, in my life that you that's called a part-time job, an extremely part-time job. And that's why you're making part-time money, because you're you're doing a part-time job and you're calling it full-time, but you're you're they're not doing the work. You're not putting in the hours.
That's the key, though. So So, I think the key here in what we're talking about is really important, the differentiating factor. If you're listening to this podcast, it's because you're trying to you have a goal and you want to win at life, right? You want to live in You want to achieve the mission statement, right? The freedom of the work you do, where you do it, who you do it with, the freedom of choice. You want to get free. Correct?
Yep, 1,000%.
That's probably what That's probably why you're listening to this. But if you're not winning and you're bellyaching and saying, "Why am I not winning? There's just something missing. Brett seems to be the luckiest person in
37:15the world, right? He's just so damn lucky just all the time. It just works out for Brett." Bull crap. Brett works his butt off. The amount of hours I just before we started this podcast, I looked at you and I said, "You are an animal, my friend. I'm so impressed." But the guy who's not winning that's bellyaching, if this 9:00 to 5:00 leak is happening, if these issues are happening, you got to fix it. You're making part-time money because you're working part-time. But if you don't care, honestly, don't listen to this podcast, cuz this is the reality of what you're saying. If you don't care, that's fine. If you are okay with making part-time money and you do want to sit back and you know, relax and play pickleball and live a semi-retired life, you don't you haven't earned the right to complain then. But if you're frustrated that you're not winning, but your behavior sucks and you're not working, then you 100% either have to change your behavior or stop bellyaching. It's one of those two things. That's what we're saying, right?
All we're saying is for things to change, you have to change.
38:17And we've got to get honest about it. And so, I want to give you one more and I'm going to tell you how I the way I process this every day. The next one would be next area I'll tell you it's it's it's not talked about enough. Texting your spouse 20 plus times every day about the maintenance things that are going on. Because it's occupying mindshare. By the way, the text if you were to read my texts over to my wife, there would be a lot of this, "Hey, I was thinking about you. I love you." And then I get a "I love you back." Right? Like it's Now, there might be a hey like a a one time we need to discuss something. Hey, boom. See you there at 5:00. Whatever. But it's not this "Did you get a Starbucks? I got a Starbucks. Did Were you going to the Was Was your day horrible? Did Did Did my day just hurt?" Like we're not I don't have time and neither does she. She's very busy. Has a busier world than I do. I'm very busy doing other things and I love her deeply. By the way, I feel like the people that are texting 20 times a day are the people with the worst relationships is the irony. Cuz they make the argument, "Look how connected we are." I'm like, "Nope. You guys are You guys have a dependent You guys are maintenance friends that have a dependency relationship. It's not
39:19healthy and you guys need to get some help." And so again, it's love isn't created by text messages. It's just not.
No matter how many heart emojis you send.
how many heart it's just not created by
the heart eyes smiley face. That's not going to get it back.
a million of those, right? It's actually going to be sitting and looking at someone and having a shared experience with them. Right? Whether that's a cup of coffee or a sunset, right? And spending time with people. And so, in this area I think about Aquila, we just got to get clear on are we being honest or not? So, at the end of every day of my life before I go to bed, before my head hits the pillow, I close my eyes and I run the day back. And I just say, "Hey, if I could get this day again and I just got dropped off at 5:55 when I woke up this morning and I look at the day that I just did, where could I have improved? Where was the time Hey, that meeting, I need a little more preparation. I was ready, but I wasn't ready enough. So, I need to I could have better spent 30 minutes the night before preparing for that and getting leading my day. Uh there was a time where maybe my team wasn't as prepared as I wanted them to come to me. So, my leading correctly and
40:22assigning some of the maybe the reading material or whatever for that meeting. But, you can go back in every day and kind of just ask, "Hey, what could I have done better?"
Sure.
And if you do that every single day for 25 years, I'm going to tell you only like I ring every second out of the day. And even in every moment, right? I'm still trying to get better like I do it every night. Like, what would I have done it differently? So, instead of just saying, "Hey, it's 9:00 to 5:00. I can't be efficient. I can't be there." Realize that during your business hours, get in there and do the work. Make them the best whatever period of time. If you've got 8 hours, make them the best 8 you've ever had. And every day try to optimize them and get more out of the same eight. And that's what my life's become. I'm obsessed. I'm not obsessed with going to work in 15 hours a day. There's times where I have to do it, absolutely. That's not my goal. My goal is to figure out, right? Whatever time I'm working, if that's 8 hours or 9 hours, how do I optimize and get the best breath I can get out of that time? And how can I maximize my potential through the time that I have?
I remember sitting with you in one of Gary Keller's rooms when back when I worked with with KWRI. And you know, I was I was staff in
41:26the back and and you were there as part of a small group that he was working with. And I remember he challenged someone in the room. And they were saying, you know, they're the hardest worker. And then they they were talking about like some excuses. I'm trying to remember exactly how it went, but they were talking about excuses of why they weren't able to achieve even though they were working the most hours possible. And Gary said, "I have all the excuses in the world. You know, I have health issues. I have" And he was explaining all the issues that he's had over over time. And he said, "So, sometimes I can only be physically in my office for 6 hours or 4 hours. But, I will outproduce you and I will win every single time because of my focus and my ability to execute better than anyone." And so, it wasn't about the hours. You know, you're talking 9:00 to 5:00. I would tell you most of our audience were in the real estate business, right? We're like, "9:00 to 5:00, that'd be great. I work, you know," and we say these insane hours. But the fact of the matter is you're not working all those hours. You're not actually executing in
42:29that 8-hour period or 7-hour period or 10-hour period with the level of intensity that you need to to win. You know, you're No one We were talking about this just before we we started recording today. You said no there is not anyone who will outwork me. Right? You said, "I will I will not lose." And man, I will be honest with you, Brett, I I have competed against you in this, and I finally just the other day you picked me up and I said I uncle, you win. You work harder than I do. No one will outproduce you. But it's in two ways. You'll put in the time that you need to, but the intensity upon which you execute and the five extra minutes here or five extra things here that you can and you don't waste any of the extra blocks of time in between things either. So like the efficiencies and effectiveness in the 9:00 to 5:00 work is where it's at. It's not about going and you're not clocking in. You're maximizing the moments.
It It's very kind. Thank you. That was just by the way that Keelin was telling me everyone of our listeners that I'm a crazy person, which I am, which I
43:32absolutely and completely nuts. You know, but I I've just been obsessed with performance. I'm obsessed with energy. We all create it. You create your own energy.
Mhm.
And you've got I will tell you that my coaching clients I I was you know, I had a long day where I had about eight or nine calls in a row that day. And it was the ninth call of the day, and one of my clients said, "Man, was this your first call?" I said, "Actually, you're my last. You're my ninth call." And he goes, "I don't understand." And he goes, "You get the energy going, and you're receiving it and it sets that fire." Like I could bring them more energy I actually more energy on the ninth call than I did on the first.
Because I'm I'm so in love with my private clients and and their goals. But so So the 9:00 to 5:00 leaks replay the day We replay the day back. How do I get better? And be brutally honest. And if you take yourself out of it, how is this the best it could ever be done? Not the best that I'm doing, but what's the best that someone else could do? All right, I want to move to the next main area where I see people's personal lives that are a disaster, Kaelen. It's I'm going to call it the morning routine trap.
Oh, boy.
And, you know, I have one of the craziest, you know, I've had the craziest routines you can imagine. Currently, if I went back two or three years ago. I mean, I've got
44:33
There You have some crazy ideas to optimize performance.
I've got every modality, okay? I mean, I'm into the shirt, sauna, cold plunge, all of that. I'm into the shift wave.
Sauna, cold plunge, that's amateur hour. Tell them about your electric lawn chair.
I've got a shift wave, which is basically electrically charged lawn chair that just gives you the ultimate edge. What does it do? No clue. But, uh I mean, one of the things is called like I think it's called beast mode. And you put it on there, it's like, "You are the ultimate weapon. Harness your power." And you When you start doing that, Kaelen, you get uh you get fired up. So, that's not what I'm doing though. I shift wave on my own time. What I do, honestly, what enabled me to get to this place was I wake up in the morning and I put the least amount of things between me and getting to work.
What does that mean?
Uh I wake up at about 5:30 each day and I go get a cup of coffee and I come back and I open my laptop and I start looking at my day. And I start hammering it right then. I literally just This is what I've always done. And my wife at some point will We're
45:35going to have our cup of coffee in the morning for about 15 minutes, and she'll come back. We have our 15 minutes That's a random time when that occurs. Cuz she's getting the kids going and they And we'll have our 15-minute cup of coffee, and then I'm still just firing through. And then at some point I'm going to move from, you know, cuz we have these weird beds that, you know, like about an hour into that, I'm like, "Okay, I'm going to go up to my office and start just walk up which is upstairs." That's my transportation time. And then I'm just going to make it happen, right? I'm just And in my home And my home office is completely engineered for maximum productivity. It's not It's not engineered for comfort. It's a nice office, but it's I've got a a screen that's like 50 in wide.
Mhm.
Because I have the same four windows set out there to make to optimize for my performance.
Uh trust me, I completely get it. I have the exact same screen.
Look, it's I realized it like if if in most CEOs, most business owners, right? Their dollar per hour is the highest dollar per hour that's generated in the business.
Completely.
And they treat their time like it's the lowest dollar per hour generated in the business. And so if you start thinking about like, well, I need to optimize me in the best way if I want to make the most money,
46:38every if I could get an hour back a day and I when I'm doing what I'm supposed to be doing, if I can make for most for most real estate practitioners, when they're doing what they're supposed to be doing, lead generation, or a CEO, you're making $300 to $1,000 or more per hour. So if you get that hour back, don't go take it and go to the pool. Just take the same hour, maximize it and get the 300 300 to $1,000 and or put it into compounding activities in the business that'll benefit you in the future. And that and that's the disconnect. So there's morning routines that the less less amount of things you can put in between you and just getting into it. Number one, that's going to improve everything right there.
Brett, this is going to be met with incredible pushback because think of all the books that are out there that are all about how to properly set up your morning, right? Miracle morning. Like think of all the things and it's like, oh, you got to get up, you got to work work out, and then you, you know, you have to ground, you have to go outside and just like lay on
47:40the dirt.
Obviously, you got to
you have to, you you know, get your protein shake, and then you've got a juice a couple things, you got a cold plunge, sauna, stretch, Theragun. Let's get that going, right? We got to pound ourselves. The there's these three to four hour, like I don't know how anyone would be able to do all of it, but that's super popular right now.
Oh, it's the most popular.
And you're saying that people are doing that as an excuse not to get to work. Is that what I'm hearing?
Yeah. Yeah.
We're saying I have to cold plunge so that I get the right, you know, vaso-circulatory, whatever it is, so that then I can go and then I'm going to be even more efficient at work. And you're saying bull crap.
Look, I'm not saying this is a model for health and business, but I've watched, you know, my father is 84 and what's actually hurting him right now is is his back from working in a factory is what's, you know, causing health problems.
Literally broke his back.
Literally like his back gave out from lifting. But I'm going to tell you this is a guy that had two cinnamon rolls every day and three strips of bacon. And I'm going to say maybe that was for breakfast and for dinner at
48:43some point might have had four Budweisers a night. For I'm talking 60 years of his life. And what's getting him is none of that. What's getting him is his back. So like, these I'm not saying you should be unhealthy, Katelyn. I'm not saying you should have two cinnamon rolls and four strips of bacon every day and drink four Budweisers. What I am saying is I don't know you need a 4-hour morning routine to get you in the game and are you making excuses instead of actually doing work, right? There's more people trying to train for Iron Man than there are for people trying to train to be the greatest productivity person and the greatest CEO in their business. And yet so why wouldn't you train to be a you don't want to go to get the training to become a CEO or improve your personal life, but you'll go blow off 4 and 1/2 hours to be away from your family running on a Sunday. And yet you'll cloak it cloak it under "I can't get the promotion at work cuz I don't have the time, but I got time to run the marathon." And I I just get very confused. And at our last mastermind, we talked about time. One of the gentlemen said, I said, "Hey, you should spend about an hour a day working on that." He said, "I don't think you understand, but I just don't have that kind of time." I said, "Wow, can I borrow your phone
49:45for a minute?" And I did that. He was an Apple user and I said, "Screen time, you know, apps." I said, "Well, it looks like if we just deleted Instagram, you got a you got an hour 25 a day we're torching. You get a lot out of that. You know, you're really building a quality life out of what you're getting out of it. Show me your notes from your Instagram scroll time. Show me the actionable evidence in your life. How's that working out? And he goes, "Never mind. I'm going to go Dude, I but I could find 3 hours a day you're torching." And so, we just got to get more of this morning routine. That's not the answer. So, if your morning routine involves 3 plus hours and over three modalities, knock it off.
Okay.
Now, if you're where you want to be, I like again, I I do this in my my off time. I do all my work stuff. I just don't have to do it during the time I'm supposed to be working.
You sauna at night. Let's be honest. You sauna at night and then you text me in your sauna and say that you were able to think and and that's your quiet time that you're thinking. That was goes back to our previous conversation. But, you do that at night after you've already crushed the day.
I I found it's a great time to do it. I do all I do a lot of my stuff at night. And I just have found it's easier for
50:46me. So, if you are not showing up to work until 10:30, I don't mean you're not at your office, but before you're actually doing the thing that matters. Not what the world's giving you. Not email that that's just a to-do list given to you by others. But, like when you're doing your purposeful work, what was in your calendar that was time blocked to go do, when you're starting that at 10:30 in the morning, Katelyn, I'm just going to tell you you're not in the game. You are It's time to start over. And if you've created these 9,000 reasons why you can't do the thing you need to do, it's going to be tough to be successful. And most people I talk to, Katelyn, that are not achieving, they've stacked 34 things in the way of them being successful.
Mhm.
Starting off with I got to do the 4-hour routine and then I got to call the hot water heater and then I don't have rolls at home and so then I'm dropping the kids off and then I'm making the thing and then I'm doing this. And what they're never
they stack.
They they they put it all together and yeah, you've managed to and you got to get a haircut and then I got to get a dental appointment and you weave it all together. There's no time left to actually work. And that's where I think a lot of people are at. Here's the other one that to go
51:47one more. We're still So, it's kind of the morning routine, but I'm going to put it in just to like other weird routines. Let's talk about leagues. And I'm not talking about 20,000 leagues under the sea killing it and fishing where you think I was going. I'm talking about leagues like I've got a buddy who is not where he wants to be financially. Okay? And yet, this guy's never missed two volleyball leagues ever. Been doing it for 20 years. Okay? He I'm going to say this. He he he will miss anything that matters in his business or would get him ahead, but missing volleyball, no can do. I got another buddy who's like, "Brett, I play I play golf twice a week twice during the week from 8:00 to 5:00." I made a joke. Um we're up here at Apple Mountain. We actually own a golf course. So, we would play golf to actually we're making it with, you know, we had the Georgia State Golf Association here. We're looking at adding distance to our course and and all these things. So, we're Well, we're saying we might have played golf in the last week between 8:00 to 5:00. I've never in normal thing Monday through Friday just for me personally.
You and I have never We both love golf.
52:50Is that fair?
Uh we love it.
would love to play all the time. Until Apple Mountain, you and I had never played golf during the week period.
Ever.
Ever in 11 years. We played here during the week because we were with the Georgia Golf Association for that.
But how many people have said and they're going to say, "I need this. I deserve this kid. I I work so hard. I'm going to If you ever these words ever come out of your mouth, and I don't care how successful you are, I would have you encourage you to take a step back. "I work so hard. I deserve insert bigger house, second home, bigger car, bigger diamond, whatever. I deserve." What you deserve is the present moment and you should be grateful for what you have. Now, you can be ambitious for more and I love that. The old Jim Rohn, right? The perfect place to be, content with what you have, grateful for it while you're ambitious for more. I think that's a beautiful way to describe that. I just think when you've got all these things that you want,
Sure.
and then it boils down to life has costs. Okay, but we got to choose when
53:52we pay them. And so I'm not saying you can't have volleyball leagues all the time. I'm not saying you do that. I just think if you wonder why maybe you're not ahead, maybe there's people that aren't doing volleyball 3 days a week during the middle of the day that are putting that time in their work and then they're getting ahead.
Totally. I think that's that's the key. You're saying something that you want something. You're saying you're falling short of it. You're saying you're frustrated. And your actions and activities are not are not what will get you what you say you want. So you have to get them in alignment. If you're frustrated today, and I'm going to try to say this, you're frustrated today because you say you want something, you have ambitions for it, but you're not achieving it. And then if we look at your activities, they can possibly show why. And by possibly I mean almost entirely, right? You have to get those in alignment. Either be totally cool with where you're at and pickleball your face off, or change your behavior to match what your desire is. And that's what you're trying to say.
54:53
I I I would say I'll I'll I'll use an old Tony Robbins thing. He's got this idea called blueprint and life conditions.
Okay, tell me.
And so for most people they've got a blueprint of how they want their life to work. They want this beautiful life 30 years in the future. They've got the dream home set up, the perfect relationship with their spouse, the passive income from their work, this retirement plan that's wonderful. Right? They've got this blueprint for the way they're going to work out. And yet there's this huge disconnect between their life conditions that are going to get them there. And so if your life conditions, if you've got a you know, you're you're not going to have $20 million with a $5 plan. You're not going to have the big life in there if the the the life conditions to get you there have they don't match your blueprint at all.
Okay.
And so it just goes back to we've got to be honest on where we're at. If we're not where we are, likely we need to spend more time either getting better, those are skills, coaching, education, training, right? Books to doing the work. We even just practice doing the thing.
Sure.
Right? Or we're going to be actually
55:54just improving in the business and going out there and trying to find more opportunity. Right? Either way, doing the work, getting better at the work, and we're looking for that feedback. If we're That's why we need the extra time. Cuz at some point you get so good at your work, right? That the market rewards you with dollars.
Correct.
Like there is a point where skill development becomes like oh, wow, now I'm making a lot more money in the same amount of time because my skills are getting better, but I got the time for my personal life where it was being stolen before.
Sure.
And that's the disconnect. So, I want to I want to move past this one, you know, I want to move past this one, but the the morning night routine, the personal life trap between, you know, being in your pajamas at 10:00 on a work day, your routine that's 3 hours and three modalities, not starting real work till 10:30, having leagues about leagues about leagues, all that stuff's tough.
Look, if you're out there and you're a real estate agent and you're having success, but yet you don't feel like you're successful, you're making $500,000, and you're asking yourself, "Where does the money go? I don't ever have the time. I've got I'm trying to be at home. I'm trying to be
56:56with my kids. I'm trying to have a big career." And you just feel like there's you're missing something. I think it's because you are. And if you come to our one-day workshop,
you can see the testimonials on our website. Go to bewealthypodcast.com. Come spend a day and let's show you a different way to play the real estate game that helps you hit your goals. Go to bewealthypodcast.com. The next area I want to talk about, Katelyn, no scoreboard. No scoreboard, wrong input. Here's what I want you to imagine, Katelyn. I want to imagine that you you play a lot of golf as you mentioned a minute ago. And I want to imagine that you're in the club championship nationally with all the top players that won their local clubs club championship, which you did. And you're out there playing.
Mhm.
And you are on hole you're at the end of the first day, you're going the second day, you're halfway through, but at the end of the first day, all the scoreboards were removed.
Well, I don't know where I
No, but they're all removed. And now you've got a par five that you could go for and likely get there, but it's risky. You got a big clearance. Or you would lay up. Would you want to know the score if you were up seven?
58:01I would bet it's a layup.
Yeah.
If you're down three with four to go, I bet we're going to go for it. Is that fair?
We're going to goose it.
We're going to goose it. So, the the scoreboard matters.
Correct.
I have yet to see most folks have a great scoreboard for their personal life.
Mhm.
And so, they got the wrong inputs, which are just based on others, and they have no scoreboard. So, the first thing, how do you measure in your personal life whether you won or lost today? Great place, go back to the commitments and did you honor everything that was in there? Did you maximize the day or was time just wasted throughout like we covered before? Next, I mean, if your calendar. I can tell most people's income on an annualized basis just by looking at their calendar without knowing who they are.
That's crazy.
Well, think about it. You go I I I get a chance to I get to glance at Gary Keller's calendar. I'm going to tell you look at it. You're like Yeah, I know how he got where he did. I It's very obvious to me. I'm never within like, "Boy, he sure got lucky." There was a few left turns there that he was on the right side. No, when I watch that man, it's it is so obvious of why he is so successful. And he lives the most purpose-driven
59:04life. You saw his personal personal life, it is absolutely perfect.
Mhm.
All of my wealthiest friends, if you said what if you were to just film their personal lives and you didn't have their wealth attached to it, so you would know, you would see personal lives that were engineered to create the optimal environment for them to go be successful in.
Mhm.
Where most people I feel like are engineering the most chaotic, crazy environment that would actually not make you successful.
The other piece of the calendar that's important is how far out is your calendar scheduled. Bret, if I asked you to go do something on a Wednesday, a meeting on a Wednesday 3 months from now, you would say, "Kailyn, I'm booked. I already know what I'm doing that day. If it's super important and and we'll look at maybe moving some things around." But there is no surprise in your calendar. We're already booking 2027 today. And we're sitting in, you know, May of 2026, right? People who can randomly open up next Tuesday to go wakeboarding, obviously they're not living the same purpose life that you are.
1:00:05
It it the the option to go tomorrow surfing or to go, you know, skiing or storm chasing tomorrow, um the fact that you can probably do that.
that's a great example. Storm chasing.
snowboarders, they get to storm chase. Storm snow comes in, right? Dumps down and then they go, "Dude, let's go snowboarding tomorrow." And I'm like, that wouldn't make sense. It's never going
chasing and I just saw like Meg Ryan in a truck chasing me. Or not Meg Ryan, what was it Who was that lady? Uh Helen Hunt. I saw Helen Hunt when you said storm chasing.
Yeah, it wasn't you were going for the snow.
was going Twister.
You went Twister. I'm telling you the snow for it, right? So, if your calendar, right, the wealthiest people out there, really successful people live by the commitments that exist in their calendar. And they And you look at that calendar and they've got It's not just appointments with others, it's appointment with themselves where they're working on the activities that matter most in their business and their lives.
That's exactly right.
And what I can tell you is I wake up in the morning and I just I I literally operate off a calendar minute by minute. It's all accounted for and that's how I measure my performance. Now, some people say, "I just don't want to be that disciplined." Well, if you're going to have a very, very crazy life and a big
1:01:07one, there's going to be lots of demands on your time and account electronic calendars are a good place to capture that. So, it reflects your income, right? So, we've got to get So, this this whole area we're talking about is no scoreboard or the wrong inputs. Here's another one. Uh making technology your weakness on purpose. I'm going to call this the wrong input.
Okay.
Uh I've got some friends in my life and I've got some of my coaching clients where we'll be talking about something uh with technology. And now Cole gives me some credit lately, but you know, for being 45 years old, my tech skills are not as good as Cole's by even like any comparison. It's where the gap is very far. 26 to 45 in today's world is a long gap in technology.
Correct.
Yet for my peer group, 45-year-old people, I'm I would say I'm, you know, I'm super hip and hip hip hip. But I am all over it. I'm in the flow state when it comes to technology. But compared to him, I'm nowhere. And so I hear people though in our peer group go, "Yeah, I'm just not good at technology."
technology. I'm from like the floppy disk era.
just really not my thing. I don't really
1:02:09know how to use Excel, Katelyn, because I mean I just don't know how to do it. And it was one of my coaching clients, I said, "You know what you should substitute when you say I'm not good at technology or I'm not good at Excel, you should just say, 'Hey, my family won't achieve their goals and they'll have less than they're capable of because I can't learn technology.' I think if you said it that way, maybe you'd be more motivated." And I was doing that to get him to change, right? I I've got to make the point hard enough. And I always make the joke with someone
him into seeing it.
I always make the joke with some people when they say, "You know, I'm not good at marketing." Or I'm not good at insert thing in business. And you've heard me do this a thousand times cuz whenever our team members say that, I go, "Oh, let me stop you right there. Lucky Luckily for everyone, I was born naturally gifted at everything."
That is your joke.
And so what a great gift for me and how sucky for you that you're not good at it and I was born great at everything. And I go, "That And that's the greatest lie ever. I'm not great at everything. I just don't make excuses for the things I'm not good at.
Now.
good at them yet. Right? So I could learn Excel. Excel is
1:03:11like a 1-hour YouTube video and you're going to be
you can Google a formula. You You say, "Hey, here's what I'm trying to do." can even go into your AI, right? Here's what I'm trying to accomplish in my spreadsheet.
what I want you
can figure it out.
What what I want you to hear me try telling our listeners here is it don't make tech Don't make your lack of skills your excuse that you utilize for others. Don't weaponize I'm just not good
of skills.
I'm just not good at market I'm just not good at typing, you know, I'm just not good at and you're like, that's a very cuz in life we're born with no skills and we have to develop them over time. So, why don't you just the things that matter go figure out how to get good at. Like I would, you know, I didn't say like I'm not good at accounting and I just I I couldn't do math. Well, then I just okay, it's not that complicated. Let's figure out how P&Ls work.
What's a debit? What's a credit? Let's rock and roll.
is addition and subtraction. I got it. And all businesses function the same way, but we've got we can't say, "Hey, I'm not good at accounting. I don't understand how taxes work. I don't understand how to balance my checkbook."
I don't do that. I hear that one a lot. Oh, yeah, I don't do that.
1:04:13
But see, that's just something we inserted in your friends and hold you accountable and say, "Hey, dude, you can do it. You'll be just fine."
There is one thing in our business that you have allowed me to say I'm not great at. And you said, "Katelyn, I I actually agree with you. I'm not allowed to name things."
I will agree. Now, when you say she's not good at naming thing that is true. She's not good at naming things.
I'm terrible at naming things and lucky for me Brett's good at everything, so he can name things.
I'm not a lot better, but I can just I can make up stuff that makes sense.
That's the only thing. We say that as a joke, but you you don't let anyone in our businesses say, "I can't do that. I'm not good at it. It's not my lane." You don't allow it.
I I I'm not there.
Because you're optimizing for performance.
So, Katelyn, we got to get we got to get clear on our scoreboard.
Totally.
We got to get clear on the on the inputs we're taking and we got the wrong inputs. Whatever your weakness is, go figure that is most important to your business go figure out how to move forward.
I love it.
All right, I want to move to the next section, Katelyn, which I'm just calling it ego and growth.
Oh, boy.
So, this is the area So, no, I think that people are doing things, right? The person inside is not optimizing their
1:05:16business, they're optimizing for status.
Okay.
And not status like we've talked about another podcast where like I want to buy a cool car, but while that could be related here, it's they're optimizing for the award ceremony to get the most sold volume in real estate, which is funny. If you ask any real estate agent, you say, "Hey, what did you do in net income?" If you were to ask that question like that, they would instantly say, "I sold $34 million in real estate." Who cares? Net income is like I made $150,000. But even like as a coach where it's we're in a safe environment, they're hiring me to improve their net income and I'll say, "What was your net income last year?" Again, I did $56 million. I'm like, "See, I don't care if you sold I couldn't care less. I couldn't care less about the GCI. We'll go over all that in a minute. I just want to know the net income."
Sure.
Because Katelyn
That's the only thing that matters.
You could take your award that you got, greatest realtor in your neighborhood, best loan officer in Scranton, you could be the king of Apple Mountain in Habersham County, greatest realtor of our time, but if no money comes with it, the only purpose of business is to make money.
1:06:19
Mhm.
It is. It is I know it's lost these days, and I know that'll be so controversial online, but the purpose of business is to make money.
Correct.
Now, once you've got it, if you want to give it all away to charities and do whatever you want or Tom should give a thing of shoes away or whatever, I love all of it. You got to make money selling the shoes first, Tom, and then we can give it away. So, following online gurus that aren't real and chasing awards for your ego is a personal trap. Chase the net income, and if that gets you all the awards, I love it. I love it. The year that we won, you know, I was three in KW, the irony was I was one in profit. No one just wants to measure that one.
Nope.
Nope, but we got we got people in eight that lost money to get there. How cool though, cool award, light on profit. Right? So, now, okay, then you go you surround yourself with lower-level thinkers because they're your people.
What do you mean by your people?
So, you know, there's we This has been said forever, right? You're going to be the average of the five people you spend the most time with. If you add up the average income, the income of all five people you hang around with divided by
1:07:20five, spoiler alert, it's you. And when you think the part that no one wants to talk about in that group is the the top performer is trying to dump the bottom performer from a logical perspective.
Sure.
Cuz he Not intentionally to be mean, he or she is trying to grab the next top performer to be the bottom rung of that person.
Okay.
But that person's also trying to dump you cuz they're trying to get Right? Like it's We're all trying to get around the people that are the healthiest, with the greatest marriages, with the greatest success, and be around people that have all success in all areas of their life. At least At least that's the way I'm trying to do it. Cuz I'm trying to learn from them. And I want to be a student in there, and I don't mind doing some teaching, but I want to be a student. And so, what I think a lot of people, they find it like I'll give you an example in business how it shows up. So, let's say, Katelyn, that you've had You've been working really hard. You've been a solo agent or a solo business operator. And you get that first assistant, and they quit. Right? And so, you find a tribe of people who all can't hire their first assistant, and all their first assistant quits.
And you commiserate.
And you're like, "Hey, you don't have an assistant. I don't have See, I we just want to stay small. Big's bad. You don't have a big organization cuz it's going
1:08:23to be so big and bad and
leverage. You can do it all better yourself.
And then And they don't make any money, and they go Then some of that's true, but there's also solo people who don't make any money. And so, it it's it's funny that they find a tribe of people that are all doing the same thing as them rather than getting the person that's had I would want to be hanging out with the person that's had the assistant for 17 years cuz I think I might get more value from learning how they were able to retain them over that period of time. And so, don't go grab a group of people because it's comfortable.
Sure.
Go grab the group that's not for your ego, it's for growth. Right? So, your personal life, some of your friends, right, or your business associates may become friends. Just make sure you're grabbing people into your world that are again not for your ego, but because you want to grow. We talked about this one, Katelyn, always saying, "I deserve this. I'm I I should be here right now. I have to do this. I need this." All those things are that's ego, right? That's your ego coming out. I'm going to tell you this, if you find yourself posting things on live online that are completely not accurate, but you're doing it because you want to shape your status in
1:09:25the world. And I'll just give you an example, Katelyn, this will be This one will be slightly controversial.
Okay.
I will I will see someone who I know's marriage at home is tough, and they're having some struggles.
Mhm.
And then I'll see a Facebook post that's my rider die. Look at me. This one right here. We're going to be together forever. And 6 months later, it's kaboom, right? New girl divorce, and we're on the next girl who's the same wording is almost copied and pasted onto the next one, you're like, what?
That's crazy.
And there's no judgment if you got stuff at home, right? I'm not
But don't put a false narrative out there.
But it's your personal life. You're You're Instead of spending the time to actually go fix the relationship, you're creating a fictitious world and responding to the comments instead of maybe buying your wife flowers and taking her on a date. Why don't you delete Instagram? And I'm not picking on Instagram, guys. I'm not I'm just I'm not And I feel
Instagram heavy.
Cole, for some reason, I want to apologize. I didn't get back. I
1:10:26I'm going to make it I'm going to make it What should I make What are the kids on?
Brand agnostic.
to make it brand agnostic as relates to social. So, when you're posting this on X, or on TikTok, huge. And Cole Cole, I don't know what our growth on TikTok right now. You can't even track
it's Tikin and Talkin.
You're going to You're going to need nine spreadsheets to just chart the growth. So, my point is though, if we're doing that, Katelyn, or we posting it for we're doing it for different reasons.
Why?
And we're just Why are we doing that? And are we Are we spending the time Are we doing the actual things in our personal life, i.e., fixing our marriage, spending time with people to be successful. I had to change my I had 130 rental properties and I realized in my life I was climbing the wrong mountain. If you've got single family rentals and they're not cash flowing the way you want, you want to move into commercial real estate and you don't know the steps, come join us at a one-day workshop at one of our resorts where we moved my single family rentals and I can show you exactly how I changed my cash flow dramatically and tripled it through commercial real estate. Go to bewealthypodcast.com, click events and you can see where we
1:11:28will be at one of our resorts and show you how you can do it, too. Here's another one as it relates to ego and your personal You not reading is not helping you. Not reading a lot of books when you're not where you want to be, like the public library is free, so there and and the tools available, whether it's a podcast, whether it's, you know, I'm a big believer in the physical bounds just book itself.
about to say, for you reading is an actual physical page turn.
If you said object, like forget what the world's going to judge me for this next comment, if you're not where you want to be and you started reading one book a week, but if you just did three a month for the next 5 years and they were around the topic that would improve your life, whether it's your marriage, your finances, accounting, sales process, management, and you did this for 5 years and you tell me you're not living your wildest fantasy, I I I bet I would never have someone come back and do it. So, literally I'm looking at the to our listeners out there.
Literally you're saying, "Guys, read a book."
Learn a book. There's so many great ones out. I wouldn't read just random crap from your friends recommended. I would
1:12:30find the biggest opportunity in my business and my life. I would read all the books on that subject matter until I had mastery of the area and then I would move I would call it skill building, then I would move on to the next skill.
You're not saying, "Now, let's read a Danielle Steel novel." I think that was from the '80s, but you get what I'm saying. You're saying pick something. This ties into how you learn, right? Pick a topic that you want to learn that you need to master. So, a lot of our people want to make more income personally. You always say you should become the best possible salesperson in your organization, right? Then you want to learn about being a CEO and you want to you say you're not great at accounting, right? Good news. Start reading books on accounting. Start understanding them. So, you're saying if we can read three books a month that are topic specific to help us either fill a hole of something that we say, "Brett, I'm not great at that." Or it is a skill that we need to enhance in order to generate more income, right? A CEO's job is two things, right? Generate their own income and then help the company generate more income,
1:13:33period. If we read books, that will change our lives.
If you focus on the skills you need in that opportunity, it would change everything.
I love it.
I'm It is that and and then working through all these excuses that come through reading the three books a month, which is going to be I don't have enough time, I don't like to read, I can't remember what I read. And then well, you know, when someone tells that to me in a coaching call, I say, "Well, let me ask you a question. What When was the last time someone told you how to read a book? Have you ever had training for speed reading?"
Mhm.
And most people look at me like I'm crazy. I said, "I took a course 20 years ago on speed reading." Jim Kwik's got one of the greatest, we'll drop it in the show notes, one of the greatest courses ever. It'll double to triple your reading speed, double your comprehension, you'll feel like you have a superpower. And it's going to take you about 5 hours to have the greatest speed reading skills ever and retain books better and and have more knowledge.
It's pretty good.
And as you have more knowledge, Katelyn, you have more money. And you have more money than you have more freedom and you go get passive income and you're in your where you want to be. All of that we've got to get better at this. We've got to get better at it. So, here's one, Katelyn, that's that's hurting people right in their personal lives. They know nothing about money and they don't have any of it. It's hard to have money if you don't
1:14:35know anything about it. And when I ask people like, "Hey, what's your mortgage interest rate? What's your property you know, what's your P&I payment? What is your annual tax payment? What's your insurance?" And I see some people that don't know the answers to any of it. They couldn't even get within a $400 of their total monthly payment. And this is a $1,000 to $2,000 a month number.
Yeah.
And now I'm crazy I know the I know the interest rate. And we have, you know, quite a few mortgages across the rental properties. Um and I bet you if you ask any of them right now, I would be within 20 basis points of the exact interest rate. And I bet you 99% of the time I'll be the exact the exact interest rate.
Sure.
Especially if it's not variable like if it was a fixed one for 30 like I I I could nail them one by one. Why? Because that's how I make money. I make money by understanding the spreads between the long-term debt and the rates I'm actually getting. I make money by knowing these things. I'm not naturally just interested in how much my my taxes and my insurance bill are on my house. But I look at my house. Why? I want to know why isn't it increasing all this amount? And you know, like there's different things in commercial. And so I'm just looking at
1:15:37the numbers.
Sure.
If you don't know every number in your life, if you don't know the the balance in your current personal checking account right now, like at any given moment, you got to know that.
Agreed.
You got to know. So, start logging in your account every day. Look at yesterday's transactions. Get better at just the personal skills. Here we go. Katelyn, personal life. And I'm just going to call this the shiny objects and schemes.
Okay.
Meaning that they're always looking for the get-rich-quick scheme in the personal life. So, I've got a job, but now I don't have enough time at work cuz I'm not achieving, but I'm going to go be a crypto trader online.
Ooh.
Or I'm going to do my favorites, my favorite go-to, Cole. And this is a big in your era of of people, the 26-year-olds of today. What they do is they're going to be stock traders, specifically option traders.
Oh, yes.
I've got a 50
friend who was just trying to get me
Couldn't be easier. You Katelyn, I don't know if you understand how easy it is. So, you go online, okay? You get on your favorite social app and you find If you just say the word, you know,
1:16:39trading stock, trading stock, trading stock, say it into your iPhone, the next day you'll see an ad for a $59 program that you can make billions off of.
Billions with a B.
With a B, Katelyn. This is how great it is. And you need it's it's you're all you're going to do is take a little bit of money.
Mhm.
And then you're going to let the machine, the algorithm, do all your trades. Fast forward less than 9 months, it's all the money in the world.
I just saw that commercial a commercial for it. And it was a guy, he's going out to play golf, the wife comes out into the garage and she said, "How are you ever going to retire? And you're going to be playing golf. What are we going to do for money?" And he says to her, "Don't worry, there's a software I can get that's going to do stock trades for me, and I literally won't be able to mess up. It's going to do the whole thing. So I can just be playing golf 24/7." How does that work?
And the And the person in this ad, by the way, is like a retired future retiree.
A future retiree. He's 62 looking to retire.
I'm going to tell you this, the person that is on the edge of retirement right now, what they absolutely do not need financially is a trading program to shove the retirement funds they don't
1:17:42have into and get the world to extract them from them online by driving it. So my
But neither should the 26-year-old.
My first CPA, my mentor, was filing at the time that um I knew him was about filing about 2,000 tax returns per year. And he said, "Brett, of all the day traders that I've ever done their tax returns for, I just want to give you a stat. Over a 5-year period, the number that the number of them that made money," he goes, "I'll never forget it." How many were profitable on day trading over a 5-year run? Now, this was in the era from we'll call it, I don't know, 2001 to 6, okay?
Sure.
Uh he said, "That number I'll never forget cuz it's zero." So over 5 years, they'd make a little bit of money one year or good money one year and then lose four times that amount the next year. And so the things that work with your personal life are things that are built on great advice, where you're given an unfair advantage, you're doing the work and you're doing the things in your business.
Absolutely.
They're not built on a crypto scheme, some multi-level thing, trying to monetize your influence in something you're not into, using other people's money. So, like go raise it you that's the other big picture online, right? Is
1:18:44go raise a bunch of money from people you don't know cuz rich people are somehow stupid and going to give it to you. And then you light it on fire in your investment scheme taking undue risk and try to turn a profit.
It's all the the get-rich-quick. It's just it doesn't work that way, Brett.
Your your personal life, right? We've got to be true to who we are. And the more that we go internal and we get the skills and we apply them to our world and we react and we learn, the better off we're going to be. And so, the next thing I think that um people the mistake they make in their personal life, I think they over network. And I know networking, right? Going out and I'm going to do some networking. I the people that I see that are doing it wrong, they're doing it like a competitive sport. Like almost like it's a popularity contest like they're going to win a game for the most people that would know their name. It's almost like they're playing the game that I don't want to have the money, but if everyone know my name, I'm great not having the money.
That's wild.
is more important than fortune. But you see it like so I I'm not looking to go if I'm going to network, which we had a networking thing the other night here. But I'm going around for a hyper-specific purpose to I'm fitting my mission that related to my business or my life objectives. I'm not going around
1:19:49just to network to network. And I'm not saying there's not a place for that in your personal life. But what they do is they they say it's business, but it's just a way to not do work.
But this actually let's bring up your networking cuz I think this is actually fair. So, we had a situation where we wanted to bring a bunch of people in and we wanted to spread some goodwill and we wanted to get to know some of the pillars of the community because we had some business needs.
And and I wanted to have a summer concert series and it was the kickoff of the SCS, the summer concert series at Apple Mountain. Yes.
Every concert series has to start with one, right?
That's what they say.
So, you wanted to do it for yourself, but also we wanted to some goodwill in the community and we have some business needs out here where we don't have the relationships that we need to accomplish some of the things that we need to as quickly as we can. And right then and there we solved two huge problems. You literally were talking to a few people and you found a great resource for us to potentially from a lead generation lever. And then we had a facilities issue. Right? And you immediately found someone who could
1:20:51help us with the facilities issue. And so you were there, yes, in a networking capacity to solve specific problems. So if you are going to the networking event on Tuesday at the local sock hop or whatever it is.
What's the outcome you want?
you actually trying to do? How do you know if you win or lose? It goes back to that same KPI and scoreboard conversation.
You go to that networking meeting, Katelyn. I love what you said. You have to know what was the outcome you wanted before you got there.
And it can't be just to burn through your business cards.
It's It's not Enthusiasm's not the answer. It is What was I trying to get? And then you'll know when you get your card, did it happen? Right? I want to make three great connections that would further and and get me into this thing or they can connect me to I can find information. I can answer questions that I didn't, you know.
Totally. But then also and and tie it all the way down. You know, like Keller Williams has BOLD, right? And you have to go to your BOLD 100 and you have to meet all these people. And so you end up going to all these networking things, which is great. You're checking a lead indicator on a scoreboard. But make sure that as you're going to these networking meetings, it can't be,
1:21:53"Oh, I need to meet three people." It's, "I need to meet three people who are going to result in this referral, which is going to result in this." Tie it all the way down to the networking meeting. Once I went through, and I'm doing this cuz it's our flash report, right? On this side you have the KPI of the effort metric, going to the networking meeting. You met the three people. How do I tie that activity to dollars in my bank account? And unless you have a proven model for that, you might be wasting your time.
Katelyn, that is That could not have been better said. Uh so as as we go to I want to make one last point here, Katelyn. We covered everything from the fake outs and the soft excuses, right? We got a number one, we got to get real. Right? All progress starts with truth. Then we talked about from 9:00 to 5:00. Are are we optimizing our 9:00 to 5:00? How are we winning or losing in the day and how are we measuring it?
Mhm.
Right? Get clear on your time. Then we went to the morning routine and the afternoon routine trap of life. Right? Are we really doing the work and are we optimized in all areas of our life? Then we talked about a scoreboard and the
1:22:55wrong inputs from I don't even have a calendar, I don't know if I'm winning or losing the day, I don't know how to use technology, I don't know how to read, I don't know how to do accounting. Whatever the excuse that you're telling yourself why you're not getting ahead, we've got to go get real about that and create the right inputs that give us the skills that we need.
Sure.
And and lastly, we've got to check our ego. And we've got to make sure that we're growing and it's not ego, it's growth and profit in the right type of growth and it's not ego for ego's sake, which is what's out there. And so I the things that the takeaways that I want our group to take today is number one, go out there and let's just start every day running the tape back of the day.
Okay.
How could I improved it? Did I win or lose today? Am I on or off track? Number two, you're going to establish some roles and responsibilities at home. Who's in charge of what? Who's in charge of what? Number three, you're going to look at your calendar and ask like if this is the calendar of the person whose life you want to live.
Sure.
Are you showing up that way? Does your calendar organized optimized for when you're in your highest energy state? Is it optimized for your life the way you want to work? Okay? And then lastly, are you growing at the pace of the market?
1:24:00The world is changing rapidly today. I mean, it is just changing all the time. It's getting faster and faster. So if you're not growing at the pace of the world around you, you are going to get left behind.
Sure.
And so how do you Just ask yourself, do I believe based on the activities I'm doing in all areas of my personal life, if I do this for another 20 years, is that going to get me where I want to be or is it not going to get me where I want to be? And if it's not going to get you there, Katelyn, what I would say to our audience is go go book a call with our team. Go in there, click the link, go on our go to be wealthy.com, book a call with our team, and ask about if our one-on-one coaching product could change it for you. Because I know that it can, Katelyn, and you and I have done this for so many of our clients.
Absolutely.
And so, and whether it's with us or someone else, go get help, and get a coach, and get a plan, and go out there and live your best life, because Katelyn, everyone can do it. They can be anywhere they want to be within 5 years. I know that it was true in my life, it's been true every 5 years.
true for me.
And in the next 5 years, I want all of our listeners, all of our viewers to be living massive lives, because they mastered their personal lives and their business exploded. Katelyn,
1:25:01we crushed it today. It was a long episode. For those of you who stuck with us the whole time, we're grateful for you. If you have not left us a review, please go in there. Your review is the fuel that feeds the fire that is the Brett and Katelyn Be Wealthy podcast machine. So, please leave us a review. We read every single one, and we are grateful for them. For them. That said, I'm Brett Tanner, that's Katelyn Mitchell, and this is the Be Wealthy podcast, and we will see you back here next week.
One day in the room with Brett on your real numbers. You leave with a 5-year plan.
