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Speaker 1: This episode is brought to you by P and C Bank.

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Speaker 1: A lot of people think podcasts about work are boring,

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Speaker 3: Listen?

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Speaker 4: See you there, all right, guys, welcome back. This is

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Speaker 4: a special episode of Ernie Alisha. We're not in our

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Speaker 4: usual headquarters, but I do like this.

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Speaker 1: She dis here, sure for sure, I think this is

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Speaker 1: We're not gonna call this pink, but it almost gives

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Speaker 1: almost like a peachous feeling here.

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Speaker 2: I think it goes well without complex.

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Speaker 3: It's very springtime iss yes.

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Speaker 6: All year round, by the way, but everybody looks good

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Speaker 6: against his color. That's why it's his color.

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Speaker 2: Well chosen, well chosen.

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Speaker 4: Barbara Porkin a legend in the game when it comes

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Speaker 4: to real estate. Obviously, people know you who Shark, Tank, entrepreneur,

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Speaker 4: the list goes on and on. So this is going

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Speaker 4: to be an extremely insightful conversation. As I said, you're

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Speaker 4: the third shark, but.

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Speaker 1: The most you're the most important one that we found.

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Speaker 6: That speak loud.

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Speaker 1: Of the words we are speaking to the most important sure,

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Speaker 1: for sure, the biggest shark and probably the best dress.

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Speaker 3: I'll accept that easily, easily.

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Speaker 4: First and foremost, thank you for hosting us at your

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Speaker 4: your location. Thank you so much, appreciate it, Thank you

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Speaker 4: so much. So I want to start, I mean everybody especially.

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Speaker 4: I think people our age know from Shark Tank, of course,

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Speaker 4: but they don't really know your backstory. They might not

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Speaker 4: know you're a real estate mogul, and they definitely probably

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Speaker 4: don't know where you started as far as used to

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Speaker 4: be a waitress, of.

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Speaker 6: Course, but I was a very good waitress. I got

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Speaker 6: the most tips out of all the girls.

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Speaker 4: Oh, Greg, So tell us your story from being a

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Speaker 4: waitress to getting into real estate, to getting on Shark

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Speaker 4: Tank and then becoming just a global brand.

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Speaker 6: I'll give you a very short version of it. I

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Speaker 6: was a waitress in New Jersey at the Fort Lee

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Speaker 6: Diner and met a man that came in and bought

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Speaker 6: a cup of tea from me, and he became my boyfriend.

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Speaker 6: I was twenty three one look at him, I knew

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Speaker 6: I was going to lose my virginity well within the year.

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Speaker 6: He suggested I start a real estate business. He said,

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Speaker 6: I have a great personality, you do well in sales,

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Speaker 6: why don't you start a real estate business? And he

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Speaker 6: loaned me a thousand dollars. That was the magic ticket

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Speaker 6: that got me out of the fort Lee Diner. Figured

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Speaker 6: I had nothing to lose. I had already had twenty

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Speaker 6: two jobs working my way up the ranks. Fee the

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Speaker 6: worst that happens, I go back to Fortley Diner. That

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Speaker 6: was so bad. I enjoyed the job, and I took

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Speaker 6: that thousand dollars and started a business just by myself

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Speaker 6: at first, and then I built it into a huge

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Speaker 6: business over the years. He left me after seven years

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Speaker 6: and marrying my secretary. That was a little break, but

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Speaker 6: that was great too, because I ended that business and

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Speaker 6: started the Quirkroom Group on my own, and I grew

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Speaker 6: that into a multimillion dollar business, of course, and sold

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Speaker 6: it probably twenty years to the day for sixty six million,

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Speaker 6: and I haven't spent most of that money.

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Speaker 1: By the way, sixty six that is your number. I'll

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Speaker 1: come back to that number a little later.

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Speaker 6: It's my lucky number.

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Speaker 2: Oh, I know.

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Speaker 1: That's why I said we got to come back to it,

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Speaker 1: because there's a great story around the number sixty six.

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Speaker 1: But taking that leap of faith with that thousand dollars

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Speaker 1: to create your own business in real estate. How much

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Speaker 1: knowledge base did you have around it? Way did you

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Speaker 1: get the knowledge or did you have mentors as you

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Speaker 1: were creating the business.

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Speaker 6: Well, I had my boyfriend who was a mentor who's

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Speaker 6: ten years older than me, and he was a businessman,

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Speaker 6: so I had a good sense of business. But no,

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Speaker 6: I had no knowledge. You know what the real estate

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Speaker 6: game really is like. If you're in sales, getting along

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Speaker 6: with people, reading people and being accurate, reading between the lines,

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Speaker 6: and hustling away into as many doors as you could.

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Speaker 6: Eventually somebody's going to bite at something and somebody's going

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Speaker 6: to give you commission check. And that's pretty much the

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Speaker 6: way it was. It was the easiest job I ever had,

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Speaker 6: after the twenty one jobs leading up to it. I

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Speaker 6: enjoyed it the most. I felt like I was a

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Speaker 6: Pollyanna running around the city opening doors for people. It

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Speaker 6: didn't even seem like a job. I just talked talk, talk,

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Speaker 6: talk talk, much like I did as a waitress, and

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Speaker 6: people kept coming back, and I built a tremendous trade.

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Speaker 6: It was so much fun. In the heydays of New

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Speaker 6: York when it wasn't worth anything, and values were smashing

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Speaker 6: up through the ceiling, and my commissions were smashing up

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Speaker 6: along with it. So it was very, very exciting.

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Speaker 3: So you build a successful business and you sell your business.

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Speaker 4: This is something that a lot of entrepreneurs don't fully

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Speaker 4: understand as far as the value of selling a business,

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Speaker 4: starting a new business, walking through your mind frame when

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Speaker 4: you were actually selling the business, and did you have

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Speaker 4: any you know, hesitation about letting go of something that

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Speaker 4: you built up.

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Speaker 6: No, it was pretty directed. I think if I had

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Speaker 6: thought a little bit more on it, I would have

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Speaker 6: slowed down a bit. But I remember being in the

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Speaker 6: office one night with my ten percent partner doing our

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Speaker 6: usual charts we did every month because there was no

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Speaker 6: you know what an MLS is, right, There was no MLS,

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Speaker 6: so he had no way of knowing your market share.

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Speaker 6: So I used to carefully put every listing of every

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Speaker 6: competitor on a chart. And then one day, after doing

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Speaker 6: that for about twelve years, I looked at my partner

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Speaker 6: I said, am I reading this right? We number one

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Speaker 6: across the board more market penetration anywhere else, more sales,

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Speaker 6: And she said, yeah, that's what it is. We're number one,

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Speaker 6: and I said, okay, let's sell the business. Perfect given

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Speaker 6: that some thought. But that's as quick as it happened.

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Speaker 6: I had it sold within a month. We closed. I

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Speaker 6: signed the contract the Friday night before nine to eleven.

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Speaker 6: Another stroke of luck. Wow, and we closed the week

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Speaker 6: of nine to eleven. I mean, there's nobody closing businesses.

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Speaker 6: But my deal was done. I got it done.

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Speaker 2: Yeah.

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Speaker 1: Well, one of the things you said when you close

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Speaker 1: the deal is that you haven't spent most of that

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Speaker 1: money yet. So that speaks to financial discipline. Is that

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Speaker 1: something that you had from the twenty two jobs and

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Speaker 1: up to it? Is that something that as you're building

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Speaker 1: a business, all right, I have to figure this out?

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Speaker 2: Well? Or maybe you didn't have financial I.

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Speaker 6: Never had financial discipline. There was a buck coming in

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Speaker 6: six months out, I had it spent before it even

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Speaker 6: hit my door. I always spent in advance of my budget.

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Speaker 6: I just wanted to see how far I could go.

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Speaker 6: But when I sold my business and got the sixty

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Speaker 6: six million, I was scared. I figured I don't have

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Speaker 6: my golden goose lane and the eggs anymore. All my

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Speaker 6: staff was gone. I had no way to produce money

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Speaker 6: and I thought to myself, heck, I've been a hold

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Speaker 6: onto this money. So I kept it in my checking

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Speaker 6: account without interest. Wow, well, probably four years, which is

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Speaker 6: probably irresponsible if you think about it. Before I invested,

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Speaker 6: because what I knew how to do was make money.

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Speaker 6: I knew how to make a business. I knew how

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Speaker 6: to get market share, I knew how to get marketing done,

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Speaker 6: get the limelight all the time. But the last thing

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Speaker 6: I knew about was how to make money was money.

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Speaker 6: So the fear alone kept it in my checking account.

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Speaker 3: So you kept it? You kept sixty six million checking

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Speaker 3: account for four years.

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Speaker 6: What don't suggest that's a good thing.

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Speaker 2: No, no, no, no, we're not. We're not.

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Speaker 6: Well, maybe I could use your advice, although it'll be

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Speaker 6: late right now.

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Speaker 4: When you started to deploy the capital, what's the first

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Speaker 4: investments that you made.

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Speaker 6: I bought myself a beach house. I bought myself a port.

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Speaker 6: I did all the kind of crazy things that people

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Speaker 6: did who never had a pot to pee in, So

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Speaker 6: I just, you know, I was able to be fancy

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Speaker 6: for a minute. I bought my three or four siblings,

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Speaker 6: so we had ten in our family who didn't own homes.

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Speaker 6: I bought all them homes. I was like a football star,

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Speaker 6: almost like it whoa barbon struck it rich? You know,

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Speaker 6: everybody had a ten thousand dollars problem.

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Speaker 3: I got that, you get a car, you get a car.

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Speaker 6: No, I didn't buy any cars houses for everybody to

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Speaker 6: sure everybody up. And that's kind of what I did.

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Speaker 6: I kind of I made everybody happy with the money,

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Speaker 6: and I still had tons of money left over.

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Speaker 2: It was look at that.

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Speaker 4: So when you sold your business, was there already a

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Speaker 4: plan in place for the second part of your life

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Speaker 4: or did you just want to sell a business and

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Speaker 4: then just figure it out after it was already done.

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Speaker 6: I had a great plan. I always wanted to be

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Speaker 6: a great Italian cook. So I took Italian cooking lessons

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Speaker 6: and the second lesson on a Thursday, and I thought,

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Speaker 6: this isn't going to work. And so then I sat

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Speaker 6: down and I made a list, which I would suggest

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Speaker 6: to a lot of people waiting. You don't know what

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Speaker 6: you want to be when you grow up, so to speak,

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Speaker 6: even though I was already grown up. I made a

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Speaker 6: list of what I did well and what I didn't

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Speaker 6: do well. And the list of what I didn't do

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Speaker 6: well was a lot longer. But on my miniature list

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Speaker 6: of what I did well, I was good at generating publicity.

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Speaker 6: I was good at hiring people, and I was good

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Speaker 6: at creating hope lah making things look big. And I

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Speaker 6: loved an audience, so I went into the TV business.

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Speaker 6: What other business would they be?

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Speaker 3: No business of any other.

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Speaker 1: So I mean that speaks to a lot because you

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Speaker 1: said there's no mls. You love creating hoopla, right, you

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Speaker 1: love having an audience. So in this time, this is

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Speaker 1: before social.

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Speaker 2: Media, Like, yes, the Internet, we had social media, but.

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Speaker 1: I forget about it. I mean you be out here.

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Speaker 1: I mean you're out of here now. But this before

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Speaker 1: social media. This is like right in the era of

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Speaker 1: the internet. So like, how are you creating the bus

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Speaker 1: to become the number one in the region?

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Speaker 2: Like what was the steps? Like was there a ten

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Speaker 2: list thing that we had to do? Make sure?

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Speaker 6: No steps? Honestly, it was hustle more than anything else.

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Speaker 6: I had a great imagination. I would come up with

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Speaker 6: ridiculous gimmicks, like teaching dogs how to shake hands in

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Speaker 6: central parks because the boards of the city said they

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Speaker 6: want to interview dogs. Whether they did or not, I

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Speaker 6: don't know. Pretending that in the Guggenheim mansion that was

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Speaker 6: a lot safe that nobody ever seen in before. I

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Speaker 6: had seen it before. There's nothing in there but creating

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Speaker 6: it for this day show to come and open it

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Speaker 6: up and from the cameras. Okay, I just did ridiculous things.

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Speaker 6: Put cows on the roof of a building so the

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Speaker 6: press would write about it, anything I could think of.

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Speaker 6: I thought, it's going to get attention. And you know

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Speaker 6: what's funny about real estate. If you can get attention,

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Speaker 6: you can sell. If you get attention, get overpaid. If

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Speaker 6: you can get attention, you get the attention. It got

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Speaker 6: to a point after a while that if any of

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Speaker 6: my competitors, which are much larger than me for many years,

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Speaker 6: if they had a sale to someone with notoriety, the

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Speaker 6: whole press was circling around and want to know about

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Speaker 6: the deal. They refused to talk to the press because

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Speaker 6: they had signed a non disclosure. The press always called me.

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Speaker 6: I said, I'll tell you about it. Everybody thought I

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Speaker 6: sold everything. You know, it was just creating press. And

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Speaker 6: also you had billboards in the city. I bought billboards

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Speaker 6: on a fracture of a dollar for every billboard leftover billboards.

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Speaker 6: I said, let me just use it for two months

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Speaker 6: so you find somebody real, and then they wouldn't find

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Speaker 6: anybody for two years, and my face would be on

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Speaker 6: the billboard. You know. I created the Internet. I was

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Speaker 6: the first company on the Internet in the United States

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Speaker 6: because it was a haphazard accident that I happened to

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Speaker 6: stumble into.

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Speaker 3: You were the first company on Internet.

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Speaker 6: Yes, I was because my husband was a Navy captain

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Speaker 6: and was playing war games in South Korea and he

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Speaker 6: came home and he said, the government's got this new

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Speaker 6: thing called the Internet. And I had a failed project

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Speaker 6: that I hadn't succeeded in videos, apartments and videos. I

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Speaker 6: threw it on the Internet and it exploded. I mean

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Speaker 6: we were on the Internet almost three years before my

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Speaker 6: competitors were, and I registered all my competitors URLs, which

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Speaker 6: you were allowed to do that, so they had to

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Speaker 6: call and ask me for them. I love that part

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Speaker 6: the best. Ye Now, you had many You always have

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Speaker 6: a means of creating, making yourself look bigger and better

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Speaker 6: than you are, if you have the courage to not

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Speaker 6: mind sticking yourself out there, maybe getting caught, you know,

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Speaker 6: but people love a story. If you give people a story,

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Speaker 6: they like to repeat it and repeat it. Stories gets

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Speaker 6: you a lot of business.

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Speaker 3: No, that's good information. I want to ask you.

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Speaker 4: I want to talk about shark Teak Before that, I

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Speaker 4: just want to ask some real estate questions, because we're

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Speaker 4: in New York City and you made your name in

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Speaker 4: New York City.

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Speaker 6: In New York, I don't know if I do it

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Speaker 6: anywhere else.

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Speaker 4: New York's a tough market though, and commercial real estate

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Speaker 4: right now that a lot of people are saying that

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Speaker 4: we're going to have a commercial real estate crash, what

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Speaker 4: is your thoughts on the current state of real estate

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Speaker 4: in America, specifically New York City and commercial real estate and.

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Speaker 6: Commercial real estate. We've already had the crash. Nobody wants

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Speaker 6: to label it a crash. Every big guy who owns banks, institutions,

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Speaker 6: individuals who own some of these huge, prestigious commercial buildings

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Speaker 6: are half empty. They don't admit it. They're not making

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Speaker 6: any money. The banks have to deal with it. The

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Speaker 6: banks don't want to foreclose on it because they don't

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Speaker 6: know what to do with the damn things. It's a

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Speaker 6: real problem the commercial The commercial market is probably the

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Speaker 6: worst part of the residential market right now, all brought

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Speaker 6: to you by COVID and working at home. People don't

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Speaker 6: want to go to the inner city and work so

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Speaker 6: much unless they are forced to. Now there's so much

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Speaker 6: space available, so much space that people are collecting rent

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Speaker 6: on that large corporations aren't even using. That's going to

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Speaker 6: come out in the wash.

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Speaker 4: What do you think, What do you think will happen

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Speaker 4: that be converted to residential housing or.

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Speaker 6: It's hard to do. It depends upon the city.

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Speaker 5: You know.

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Speaker 6: The federal government has a phenomenal program that provides all

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Speaker 6: the financing to convert the buildings to residential And there's

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Speaker 6: a trend in the United States that the tallest buildings

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Speaker 6: now are rental buildings, residential rental buildings. The tallest buildings

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Speaker 6: used to be commercial. It used to be condos, fancy condos.

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Speaker 6: That's totally changed. But it's a difficult thing because what

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Speaker 6: you have in New York is you have huge floor

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Speaker 6: plates with not enough windows, and legally you have to

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Speaker 6: have a window in every room to qualify as a room.

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Speaker 6: So you have broad full city blocks windows on four sides,

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Speaker 6: but all the interim can't be usable space. So it

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Speaker 6: is a problem I don't think anybody's got a solution

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Speaker 6: to it yet.

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Speaker 2: Can we go back to the number sixty six? Favorite?

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Speaker 1: Your favorite number because it's stating with me and it

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Speaker 1: talks about instincts. Right, So when you said that you

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Speaker 1: want to sell a business sixty six million, Now, when

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Speaker 1: you came to your residential home, I know the for

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Speaker 1: was about twenty, but you said, I can't tell unless's

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Speaker 1: sixty six. Talk about that story and how this number

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Speaker 1: came about, and just having the instinct to go with

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Speaker 1: what is your feeling.

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Speaker 6: What I think it proves more than anything else is

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Speaker 6: there is no real value you could set on a business.

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Speaker 6: It's a shooting match, you know, whatever will guy says something,

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Speaker 6: somebody says the rest. I knew nothing about valuing business.

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Speaker 6: I was shocked I was making money in my business.

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Speaker 6: I had only been making millions of dollars the less

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Speaker 6: two years before that. I was second heir. But when

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Speaker 6: I decided I want to sell the business, I said

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Speaker 6: I'll take sixty six. They left in my face and

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Speaker 6: they gave me the RF of twenty two and I

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Speaker 6: start with sixty six. It wasn't until they closed on

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Speaker 6: the business like two months later. They finally said to

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Speaker 6: be the attorney. Please tell us how did you arrive

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Speaker 6: at sixty six? I said, it's my lucky number. So

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Speaker 6: that's the science that went into valuating the business. How

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Speaker 6: ridiculous that is on Shark Time today, we all sit

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Speaker 6: around saying it's all valuation blah blah blah. First of all,

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Speaker 6: I don't know what the guys are talking about. And secondly,

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Speaker 6: I don't believe it's like do I like the guy?

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Speaker 6: Do I want to grab the woman? Are they good entrepreneurs? Yeah?

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Speaker 6: That's good for me, and I'll pay the sprinch money.

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Speaker 4: So I want to have another question about real estate

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Speaker 4: because this is an important question.

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Speaker 6: Very serious man. I think I'm going to give you

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Speaker 6: my money to manage.

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Speaker 2: For sure.

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Speaker 6: It seemed like the type of guy who would do

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Speaker 6: good show.

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Speaker 2: Was a great reader.

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Speaker 4: How do you feel about the residential real estate mar

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Speaker 4: because that's another issue. Rents at all time high, inventory

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Speaker 4: is very low. Salaries have not gone up, so a

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Speaker 4: lot of people are struggling to actually find somewhere to

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Speaker 4: live and they're getting squeezed out. You have hedge funds

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Speaker 4: that's buying residential homes a record breaking numbers. So this

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Speaker 4: is another major issue that we're in and there's no

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Speaker 4: real solution for that either. So what's your thoughts on

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Speaker 4: the American residential market.

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Speaker 6: It is really a shame because what we are really

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Speaker 6: experience is we don't have enough inventory. Especially the lower

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Speaker 6: the price the rental apartment, the less inventory we have,

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Speaker 6: and those people have the least amount of money to

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Speaker 6: spend on that rent. All right, that's a terrible state.

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Speaker 6: Nobody's building new housing except for the middle class of

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Speaker 6: the rich, and that's really true. Croscination. Rents have come down,

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Speaker 6: and people get excited about rents coming down by two

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Speaker 6: or three percent, but who are they coming down for.

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Speaker 6: They're coming down for the luxury market, not for the

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Speaker 6: people who are desperate to get their hands on an apartment. Okay,

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Speaker 6: so it's really I think I have a feeling myself

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Speaker 6: that I think that's the obligation of the federal government

404
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Speaker 6: to put a lot of money in there, make sure

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Speaker 6: the inventory is high. And even if they were to

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Speaker 6: step up to the plate right now, it'd probably take

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Speaker 6: four or five years to even level things out. And

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Speaker 6: that's not even speaking to a first time buyer wanting

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Speaker 6: to have the American dream of buying their first home.

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Speaker 6: Forget about that they lose five bits to get one.

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Speaker 6: They can't the financing. The financing is high. It's a

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Speaker 6: really dire state. Again, if you have enough money to

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Speaker 6: go in old cash, pay what you want. Oh that's cool.

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Speaker 6: You know you got to overbid everybody. But for the

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Speaker 6: great majority of it is it just doesn't work that way,

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Speaker 6: and it's a very upsetting. I think we probably have

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Speaker 6: the choppiest market I have seen my days as real

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Speaker 6: estate ation.

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Speaker 1: You've been hit in the space for a long time,

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Speaker 1: A veteran, a legend. Talk about some of you had

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00:19:11,760 --> 00:19:13,480
Speaker 1: some of the highlights, but talk about some of the

422
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Speaker 1: challenges that you face, right being a woman in the space,

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Speaker 1: being unorthodox about the way you're going about promoting. Talk

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Speaker 1: about some of the challenge that you faced from traditional media,

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Speaker 1: from the industry in itself.

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Speaker 6: Honestly, the things that I saw as a young woman

427
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Speaker 6: as a challenge in hindsight were my assets. I just

428
00:19:31,119 --> 00:19:33,359
Speaker 6: wasn't looking at it straight. You know, so much of

429
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Speaker 6: life is how you look at things. I saw myself

430
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Speaker 6: as the only woman in an all male game. I

431
00:19:37,880 --> 00:19:40,280
Speaker 6: saw myself as a port kid from New Jersey who

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Speaker 6: didn't have anything to work with, and I was competing

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Speaker 6: against the rich old boy network, the big guys whose

434
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Speaker 6: sons and grandsons inherited the money from the dad. They

435
00:19:51,640 --> 00:19:54,400
Speaker 6: owned the buildings, they own the market, They control the market.

436
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Speaker 6: And I saw that as almost insurmountable until I decided

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Speaker 6: I was going to be the queen of New York

438
00:19:59,359 --> 00:20:01,840
Speaker 6: real state. Until I had that dream, and I could

439
00:20:01,840 --> 00:20:03,800
Speaker 6: see it in a living color, and I know it

440
00:20:03,880 --> 00:20:07,040
Speaker 6: sounds weird, but I could taste it. You'd think you

441
00:20:07,080 --> 00:20:09,520
Speaker 6: could taste a dream. It sounds crazy, but I could

442
00:20:09,560 --> 00:20:12,240
Speaker 6: taste the red suit I had on. I could taste

443
00:20:12,240 --> 00:20:14,920
Speaker 6: some heels I was wearing. I could taste all that.

444
00:20:15,160 --> 00:20:16,959
Speaker 6: And once I made up my mind I was going

445
00:20:17,040 --> 00:20:18,800
Speaker 6: to be the queen of New York real estate. I

446
00:20:18,840 --> 00:20:21,760
Speaker 6: started noticing other things. Once I allowed that dream. I

447
00:20:21,840 --> 00:20:24,159
Speaker 6: noticed that the guys were asleep at the wheel. They

448
00:20:24,160 --> 00:20:26,600
Speaker 6: were doing things the same old, same old. I noticed

449
00:20:26,600 --> 00:20:28,760
Speaker 6: that in bad times they never took risks because they

450
00:20:28,800 --> 00:20:32,120
Speaker 6: protected their money. I noticed I never did anything out

451
00:20:32,119 --> 00:20:35,520
Speaker 6: of the box, ordinary, anything creative, because what they had

452
00:20:35,560 --> 00:20:38,240
Speaker 6: done in the last thirty forty sixty years was working

453
00:20:38,320 --> 00:20:40,920
Speaker 6: fine for the family, and they didn't change anything, And

454
00:20:40,960 --> 00:20:43,680
Speaker 6: the best thing I noticed. I used to feel insulted

455
00:20:44,080 --> 00:20:46,080
Speaker 6: by walking into a room, say at the Real Estate

456
00:20:46,160 --> 00:20:49,080
Speaker 6: Board of New York and industry event, and nobody even

457
00:20:49,119 --> 00:20:51,760
Speaker 6: saying hi to me, or turning their back, or just

458
00:20:51,800 --> 00:20:55,600
Speaker 6: giving me a perfunctory oh yes, like dismissal that pisteme.

459
00:20:56,560 --> 00:21:00,040
Speaker 6: I can't say pissy again again. I can't say I

460
00:21:01,600 --> 00:21:05,840
Speaker 6: definitely do that for me. I'm feeling my mother upstairs saying,

461
00:21:05,840 --> 00:21:10,000
Speaker 6: don't do it. But that was the most insulting of all.

462
00:21:10,160 --> 00:21:12,000
Speaker 6: But you know what it did for me. It made

463
00:21:12,040 --> 00:21:14,280
Speaker 6: me say I'm gonna get even I'm gonna get you.

464
00:21:14,400 --> 00:21:15,919
Speaker 6: I'm going to come back and bite you in the

465
00:21:15,960 --> 00:21:18,919
Speaker 6: as you wait and see. And you know the advantage

466
00:21:18,920 --> 00:21:22,680
Speaker 6: you have when nobody's taking you seriously nor watching you.

467
00:21:22,680 --> 00:21:24,440
Speaker 6: You can do what you want. You don't play around.

468
00:21:24,480 --> 00:21:26,760
Speaker 6: You have no Downsay what was I going to What

469
00:21:26,800 --> 00:21:28,960
Speaker 6: was I going to lose by trying everything? I was

470
00:21:28,960 --> 00:21:30,919
Speaker 6: gonna get my old job back, big deal. You know,

471
00:21:30,960 --> 00:21:32,440
Speaker 6: I was happy as a waitress. I can get my

472
00:21:32,480 --> 00:21:35,240
Speaker 6: whole job back and do something else. But I realize

473
00:21:35,320 --> 00:21:37,840
Speaker 6: all the things that seemed to confine me as a

474
00:21:37,880 --> 00:21:40,760
Speaker 6: young woman when I looked at the horizon making things

475
00:21:40,760 --> 00:21:43,960
Speaker 6: seem impossible. We're really just the way I was looking

476
00:21:43,960 --> 00:21:45,960
Speaker 6: at it until I looked at the flip side of it,

477
00:21:46,040 --> 00:21:47,959
Speaker 6: you know. And it doesn't mean if you look at

478
00:21:48,000 --> 00:21:50,920
Speaker 6: things differently it all works out, But it's the beginning

479
00:21:50,960 --> 00:21:54,320
Speaker 6: of everything working out because you start to see the opportunity,

480
00:21:54,480 --> 00:21:57,639
Speaker 6: and those opportunities far more important than the hard times.

481
00:21:58,280 --> 00:22:01,800
Speaker 6: Everyone who builds a business has to have challenges and

482
00:22:01,840 --> 00:22:05,080
Speaker 6: get over obstacles and loses a good faith and has

483
00:22:05,280 --> 00:22:08,439
Speaker 6: lousy self talk to tell themselves and no good whatever

484
00:22:08,480 --> 00:22:10,440
Speaker 6: they all go through. I went through all of that.

485
00:22:10,840 --> 00:22:12,520
Speaker 6: But the whole time I went through all of that,

486
00:22:12,600 --> 00:22:14,399
Speaker 6: I could see that dream I knew I was going

487
00:22:14,480 --> 00:22:17,080
Speaker 6: to be wearing. I was like the Pope, with everybody

488
00:22:17,160 --> 00:22:19,919
Speaker 6: kissing my ring and waiting in line. I had this

489
00:22:20,000 --> 00:22:23,840
Speaker 6: whole video thing going on my head, and I think,

490
00:22:24,680 --> 00:22:27,560
Speaker 6: I think for me, that really gave me the compass

491
00:22:27,600 --> 00:22:30,360
Speaker 6: to keep going because I really thought I could accomplish it.

492
00:22:31,359 --> 00:22:33,399
Speaker 6: But I didn't know i'd be paid sixty six million.

493
00:22:33,440 --> 00:22:34,920
Speaker 6: I just wanted to be a big shot.

494
00:22:36,240 --> 00:22:40,120
Speaker 4: So shark Tank, Yeah, what's your introduction to shark Tank?

495
00:22:40,119 --> 00:22:42,080
Speaker 4: How did you hear about it, and how does the

496
00:22:42,160 --> 00:22:43,360
Speaker 4: relationship with Shark Tank's start.

497
00:22:43,480 --> 00:22:45,199
Speaker 6: I got a call one day. I was doing some

498
00:22:45,240 --> 00:22:47,520
Speaker 6: gigs on real estate on the Today Show, like once

499
00:22:47,560 --> 00:22:49,840
Speaker 6: a month or something like that, and I got a

500
00:22:49,880 --> 00:22:52,840
Speaker 6: call from a producer named Mark Burnett, who I had

501
00:22:52,880 --> 00:22:55,320
Speaker 6: no idea was a big producer or his assistant. I

502
00:22:55,359 --> 00:22:58,639
Speaker 6: don't mean to overplay that. His assistant called me asking

503
00:22:58,680 --> 00:23:01,280
Speaker 6: me if i'd be interested in the show described. I said, sure,

504
00:23:01,440 --> 00:23:03,640
Speaker 6: signed the contract with them. Four days is it to write?

505
00:23:03,640 --> 00:23:06,000
Speaker 6: Aut sent it back, and then two days before I

506
00:23:06,040 --> 00:23:08,119
Speaker 6: was headed to Shark Tang and told all my friends,

507
00:23:08,440 --> 00:23:12,280
Speaker 6: I'm going to Hollywood. Wow, Hollywood. I bought new outfits,

508
00:23:12,280 --> 00:23:14,679
Speaker 6: I bought new luggage. I get to the whole nine yards.

509
00:23:14,720 --> 00:23:17,400
Speaker 6: You know. I got a call saying they changed your mind.

510
00:23:17,400 --> 00:23:20,679
Speaker 6: They invited another woman. I couldn't believe it. I couldn't

511
00:23:20,680 --> 00:23:23,960
Speaker 6: believe but I did what I did do always very

512
00:23:24,000 --> 00:23:27,120
Speaker 6: well in my old career. I didn't take it laying down.

513
00:23:27,240 --> 00:23:29,720
Speaker 6: I sat down again. I'm going to use the word

514
00:23:29,720 --> 00:23:32,880
Speaker 6: piss sat down, wrote the email to Mark Bournett. You're

515
00:23:32,920 --> 00:23:36,720
Speaker 6: making mistake. I cansider your mistake. My lucky charm blah

516
00:23:36,760 --> 00:23:38,879
Speaker 6: blah blah. I've had all the best things happened in

517
00:23:38,880 --> 00:23:41,000
Speaker 6: my life on the heels of rejections. And I cited

518
00:23:41,080 --> 00:23:43,480
Speaker 6: Sister Stella Marie telling me I'd be stupid, the Old

519
00:23:43,480 --> 00:23:46,399
Speaker 6: Boy Network telling me I'd never compete with them in

520
00:23:46,400 --> 00:23:48,920
Speaker 6: the Old Boy Network, defeating Donald Trump when he said

521
00:23:48,920 --> 00:23:51,520
Speaker 6: I never see a penny of the four million dollar commission,

522
00:23:51,520 --> 00:23:54,359
Speaker 6: and I just cited the high points, and then I said,

523
00:23:54,480 --> 00:23:57,520
Speaker 6: I suggest you invite both women out to LA and

524
00:23:57,560 --> 00:24:00,400
Speaker 6: we compete for the seat. And that's exactly what you did.

525
00:24:00,840 --> 00:24:02,960
Speaker 6: Thank god, I wrote that email. I've been on Shark

526
00:24:03,040 --> 00:24:07,120
Speaker 6: Tank what fifteen. Imagine if I didn't have all those

527
00:24:07,160 --> 00:24:10,360
Speaker 6: delicious entrepreneurs I got to work with. I mean, I'm

528
00:24:10,359 --> 00:24:12,080
Speaker 6: sure I'd find another way to make a living because

529
00:24:12,080 --> 00:24:14,720
Speaker 6: of a worker, but I wouldn't have had as satisfying

530
00:24:14,800 --> 00:24:15,560
Speaker 6: career as I've had.

531
00:24:15,680 --> 00:24:17,560
Speaker 4: Well, that's a valuable point because a lot of times

532
00:24:17,560 --> 00:24:21,800
Speaker 4: people would have just taken it the rejection and moved.

533
00:24:21,640 --> 00:24:25,040
Speaker 6: On, move on. It seems prudent when you think, move on,

534
00:24:25,160 --> 00:24:30,000
Speaker 6: get over it. Yeah, but what is important. The piece

535
00:24:30,040 --> 00:24:33,320
Speaker 6: there that I have learned working with my entrepreneurs is

536
00:24:33,359 --> 00:24:36,640
Speaker 6: the space between people move on a great entrepreneur. I've

537
00:24:36,720 --> 00:24:39,080
Speaker 6: seen it again and again with every single person who

538
00:24:39,080 --> 00:24:41,199
Speaker 6: has made a lot of money and really been successful.

539
00:24:41,440 --> 00:24:43,960
Speaker 6: They take less time feeling sorry for themselves. They take

540
00:24:44,000 --> 00:24:46,639
Speaker 6: the hit, but they don't wallow in it, you know,

541
00:24:46,680 --> 00:24:48,800
Speaker 6: they just get back up and say hit me again,

542
00:24:48,880 --> 00:24:52,800
Speaker 6: almost like they have a low IQ like that kind

543
00:24:52,800 --> 00:24:54,840
Speaker 6: of a thing, you know. But those are the winners.

544
00:24:54,880 --> 00:24:56,960
Speaker 6: Those are the people who just keep coming back, keep

545
00:24:56,960 --> 00:24:59,480
Speaker 6: coming back at you. And that's far more important than

546
00:24:59,640 --> 00:25:03,520
Speaker 6: telligen or knowledge or anything else. I think it's a

547
00:25:03,640 --> 00:25:07,000
Speaker 6: drive to come back when you've been hit. I haven't

548
00:25:07,040 --> 00:25:09,280
Speaker 6: really thought of anything more important than that in my

549
00:25:09,320 --> 00:25:12,119
Speaker 6: whole life and watching my entrepreneurs, that is the number

550
00:25:12,119 --> 00:25:14,600
Speaker 6: one trait, without it, without a doubt in my mind.

551
00:25:14,760 --> 00:25:17,040
Speaker 1: So in fifteen years, as these people are walking with

552
00:25:17,080 --> 00:25:20,000
Speaker 1: their businesses, the first thing you're looking for is do

553
00:25:20,040 --> 00:25:21,840
Speaker 1: they have the drive? What are some of the characteristics

554
00:25:21,920 --> 00:25:24,560
Speaker 1: that you're looking at the present I have a test.

555
00:25:25,000 --> 00:25:27,679
Speaker 6: I mean to present. The presenting is great, but you know,

556
00:25:27,680 --> 00:25:29,200
Speaker 6: there's a lot of pressure on the show to ask

557
00:25:29,240 --> 00:25:32,000
Speaker 6: a lot of questions rapid fire, really fast. Very often.

558
00:25:32,000 --> 00:25:34,159
Speaker 6: It's a hard thing to really get to know the

559
00:25:34,200 --> 00:25:39,840
Speaker 6: person I'm trying to dig for bad backgrounds, fathers that

560
00:25:39,880 --> 00:25:42,600
Speaker 6: were drunks, mothers that dan in the hell. I know

561
00:25:42,640 --> 00:25:46,760
Speaker 6: that sounds stupid, but if they came through adversity, I

562
00:25:46,840 --> 00:25:49,560
Speaker 6: mean it. If somebody's a rich kid and got the

563
00:25:49,720 --> 00:25:53,399
Speaker 6: first round family hate family and friends, family and friends,

564
00:25:53,520 --> 00:25:55,520
Speaker 6: you don't need me. Just go to your family and friends,

565
00:25:55,560 --> 00:25:59,119
Speaker 6: you know. But the most important thing happens to me.

566
00:25:59,200 --> 00:26:03,280
Speaker 6: I invite potentially everybody i'm sign a contract with. Three

567
00:26:03,320 --> 00:26:05,400
Speaker 6: months after I sign, I invite them to New York

568
00:26:05,480 --> 00:26:08,560
Speaker 6: to discuss with me what are the biggest issues. And

569
00:26:08,600 --> 00:26:12,520
Speaker 6: they come very well prepared. But I watch, and you

570
00:26:12,560 --> 00:26:14,480
Speaker 6: know what, the people who take careful notes and ask

571
00:26:14,520 --> 00:26:16,320
Speaker 6: me all the questions how they're going to succeed, and

572
00:26:16,320 --> 00:26:18,399
Speaker 6: ask me this and that. I know I got a loser.

573
00:26:20,119 --> 00:26:22,679
Speaker 6: When somebody's sitting there and politely listening and they're just

574
00:26:22,680 --> 00:26:24,240
Speaker 6: going to go out on their own and do exactly

575
00:26:24,320 --> 00:26:26,800
Speaker 6: as I please. I got myself a winner, because that

576
00:26:26,960 --> 00:26:29,320
Speaker 6: is the nature of a great entrepreneur. The head's strong,

577
00:26:29,840 --> 00:26:32,480
Speaker 6: they're driven, you know, they don't they didn't get into

578
00:26:32,520 --> 00:26:34,320
Speaker 6: the business to have a boss tell them what to do.

579
00:26:34,560 --> 00:26:36,200
Speaker 6: And if somebody is putting me in the position of

580
00:26:36,280 --> 00:26:39,040
Speaker 6: kind of being the new boss. It's like not a

581
00:26:39,040 --> 00:26:41,720
Speaker 6: good sign. I don't know if you've walked my office,

582
00:26:41,800 --> 00:26:44,159
Speaker 6: but I have all my entrepreneurs and frames that I

583
00:26:44,240 --> 00:26:47,560
Speaker 6: do deals with, and the minute I see them acting

584
00:26:47,600 --> 00:26:51,520
Speaker 6: that way, taking notes or blaming something that went wrong

585
00:26:51,520 --> 00:26:54,600
Speaker 6: on somebody else, I turn the picture around. I know

586
00:26:54,600 --> 00:26:57,080
Speaker 6: they're not going to succeed. The minute you have someone

587
00:26:57,119 --> 00:26:59,760
Speaker 6: who feels sorry for themselves, they don't succeed. That's been

588
00:26:59,760 --> 00:27:02,520
Speaker 6: my rule along. I'm open minded to change it, but

589
00:27:02,560 --> 00:27:04,760
Speaker 6: I've never seen an exception of that. Feeling sorry for

590
00:27:04,800 --> 00:27:07,320
Speaker 6: yourself makes you a victim. If you're a victim, you

591
00:27:07,359 --> 00:27:09,359
Speaker 6: give your power away. If you give your power away,

592
00:27:09,359 --> 00:27:11,359
Speaker 6: you don't see opportunity. If you don't see opportunity, you

593
00:27:11,400 --> 00:27:14,360
Speaker 6: don't get ahead. It's like boom follow. It's just like a.

594
00:27:14,280 --> 00:27:18,440
Speaker 4: Trainline domino effect. Yeah, so we spoke with Damon.

595
00:27:18,520 --> 00:27:21,680
Speaker 3: He talked about Bomba socks. I think that was his biggest.

596
00:27:21,400 --> 00:27:22,480
Speaker 2: Very proud, very proud.

597
00:27:22,520 --> 00:27:28,200
Speaker 6: I love those Bomba socks. I hate seeing Damon, So no,

598
00:27:28,200 --> 00:27:29,520
Speaker 6: I'm annoyed I didn't get that deal.

599
00:27:29,840 --> 00:27:33,080
Speaker 4: What's the deal that you remember your top deal or

600
00:27:33,119 --> 00:27:35,520
Speaker 4: one of the deals that you know is a highlight

601
00:27:36,040 --> 00:27:36,440
Speaker 4: for you.

602
00:27:36,800 --> 00:27:40,160
Speaker 6: Well, the most profitable deal is that is definitely comfy.

603
00:27:40,560 --> 00:27:43,160
Speaker 6: I mean good old comfy, good old comfy. I mean

604
00:27:43,160 --> 00:27:45,520
Speaker 6: it's not my kind of deal. I like service businesses

605
00:27:45,520 --> 00:27:48,520
Speaker 6: where I could build build an empire, or build a

606
00:27:48,560 --> 00:27:52,000
Speaker 6: franchise or build something on a service back. That's my

607
00:27:52,119 --> 00:27:55,480
Speaker 6: sweet spot. So it was so abnormal I should do

608
00:27:55,560 --> 00:27:58,399
Speaker 6: bore them actually to actually buy that because of an

609
00:27:58,400 --> 00:28:01,280
Speaker 6: oversized sweatshirts. The guy had experience, They didn't know how

610
00:28:01,359 --> 00:28:03,120
Speaker 6: much it would cause, theydn't know what they would sell

611
00:28:03,160 --> 00:28:05,520
Speaker 6: it for, and in two years, I can't even remember

612
00:28:05,520 --> 00:28:07,600
Speaker 6: the number. It seems so absurd, like I'm making it up.

613
00:28:07,640 --> 00:28:10,000
Speaker 6: I'm probably making up, but let's just say I should

614
00:28:10,000 --> 00:28:12,399
Speaker 6: probably check with somebody. I think I think I had

615
00:28:12,440 --> 00:28:15,360
Speaker 6: forty seven million dollars in sales in two years over

616
00:28:15,440 --> 00:28:19,280
Speaker 6: this stupid oversized sweatshirt. Whoever saw that train coming. When

617
00:28:19,320 --> 00:28:21,240
Speaker 6: I said to them, I'll take a thirty of business

618
00:28:21,520 --> 00:28:24,000
Speaker 6: on the sharks here are at all interested in this,

619
00:28:24,560 --> 00:28:27,800
Speaker 6: I'll take a third for ten twenty thousand dollars, they

620
00:28:27,800 --> 00:28:31,320
Speaker 6: grabbed it. And that was my single, my best deal,

621
00:28:31,600 --> 00:28:34,199
Speaker 6: my best deal of today, money making if that's what

622
00:28:34,200 --> 00:28:37,120
Speaker 6: you'd be money making, which is a little different than satisfaction.

623
00:28:37,440 --> 00:28:40,120
Speaker 1: Yeah, So what that leads the question is, so what's

624
00:28:40,120 --> 00:28:42,440
Speaker 1: the most satisfying Because as you were speaking, I looked

625
00:28:42,440 --> 00:28:44,240
Speaker 1: at I'm looking at the list, and I've watched the show,

626
00:28:44,280 --> 00:28:46,160
Speaker 1: so I know you're more into the service space. I've

627
00:28:46,160 --> 00:28:49,480
Speaker 1: actually visited some of the you know, your investments, the

628
00:28:49,720 --> 00:28:53,400
Speaker 1: cousin Main's lapses, which is incredible here in the city.

629
00:28:53,440 --> 00:28:56,160
Speaker 1: So what has been the most satisfying one for you?

630
00:28:56,320 --> 00:28:59,000
Speaker 6: Exactly that? Because that one I love it. The guys

631
00:28:59,040 --> 00:29:01,760
Speaker 6: have found phenomenal. I'm not sure you know that. Damon

632
00:29:01,800 --> 00:29:04,200
Speaker 6: always comes out for them when do a promotion. Damon

633
00:29:04,240 --> 00:29:07,440
Speaker 6: loves these guys. He always comes out and performs to them.

634
00:29:07,440 --> 00:29:10,880
Speaker 6: He's a sweetheart. But these guys, one is one type

635
00:29:10,880 --> 00:29:13,800
Speaker 6: of person out the others the opposite. They've got hoods,

636
00:29:13,800 --> 00:29:16,920
Speaker 6: but of the moon. They're great salespeople. They're good looking

637
00:29:16,920 --> 00:29:18,920
Speaker 6: and if you think that doesn't count, it counts. They

638
00:29:19,000 --> 00:29:21,680
Speaker 6: charm the pancil off anybody they need, okay, and they

639
00:29:21,720 --> 00:29:23,440
Speaker 6: even charm me. They call me up to tell me

640
00:29:23,480 --> 00:29:25,160
Speaker 6: how pretty I am. Do you know how good that

641
00:29:25,200 --> 00:29:29,720
Speaker 6: feels the money. I love those guys, but they both

642
00:29:29,720 --> 00:29:33,680
Speaker 6: got married too bad, so I have kids and all

643
00:29:33,720 --> 00:29:34,320
Speaker 6: that stuff.

644
00:29:37,000 --> 00:29:41,120
Speaker 4: So for the entrepreneurs everybody watching Shark Tank, right, what

645
00:29:41,280 --> 00:29:43,959
Speaker 4: advice could you give somebody else looking to seek money

646
00:29:44,600 --> 00:29:47,600
Speaker 4: from a venture capitalist or angel investors, somebody like yourself, Like,

647
00:29:47,960 --> 00:29:50,560
Speaker 4: what are some things that they need to have prepared

648
00:29:51,080 --> 00:29:54,200
Speaker 4: before they start pitching their business for capital?

649
00:29:54,600 --> 00:29:56,640
Speaker 6: Two things they need they need to show sales, an

650
00:29:56,680 --> 00:29:59,440
Speaker 6: attraction of sales going up to the roof. That's important.

651
00:30:00,160 --> 00:30:02,880
Speaker 6: They also need to tell the investor, which many people

652
00:30:02,920 --> 00:30:05,479
Speaker 6: on Shark Tank don't tell us, how are you going

653
00:30:05,520 --> 00:30:07,440
Speaker 6: to make money? Hey, let me tell you how you're

654
00:30:07,480 --> 00:30:09,400
Speaker 6: going to make money? Because any guy sitting there with

655
00:30:09,440 --> 00:30:12,480
Speaker 6: money in his pocket to invest has that question right

656
00:30:12,560 --> 00:30:14,600
Speaker 6: in his forehead. How am I going to make money?

657
00:30:14,720 --> 00:30:17,120
Speaker 6: They're measuring everything by that basis, How am I going

658
00:30:17,160 --> 00:30:19,320
Speaker 6: to make money? So I would say you have to

659
00:30:19,360 --> 00:30:23,480
Speaker 6: have appreciating sales and you have to answer straight down

660
00:30:23,480 --> 00:30:24,840
Speaker 6: the middle how you're going to make money and how

661
00:30:24,880 --> 00:30:27,040
Speaker 6: much money youre going to make, which is hard to do.

662
00:30:27,400 --> 00:30:29,920
Speaker 6: You know. Most people don't do that. They project out

663
00:30:30,000 --> 00:30:33,200
Speaker 6: based on industry averages and how big the market is.

664
00:30:33,640 --> 00:30:35,600
Speaker 6: And let me tell you, every investor, not just on

665
00:30:35,680 --> 00:30:38,480
Speaker 6: shark Tank, but every investor writes it right off. But

666
00:30:38,520 --> 00:30:41,800
Speaker 6: more important than any of that is try to bootstrapping business.

667
00:30:41,920 --> 00:30:44,680
Speaker 6: I'm just a believer in bootstrapping. When you're spending your

668
00:30:44,720 --> 00:30:47,440
Speaker 6: own money that you slaved around for to try to

669
00:30:47,480 --> 00:30:49,800
Speaker 6: make that buck and did everything in your mind to

670
00:30:49,840 --> 00:30:52,960
Speaker 6: try to grab that buck, you spend it very carefully.

671
00:30:53,000 --> 00:30:55,200
Speaker 6: You get about three dollars out of a dollar. You know,

672
00:30:55,280 --> 00:30:57,600
Speaker 6: you're just careful with how you spend your money. When

673
00:30:57,600 --> 00:31:00,120
Speaker 6: you've got family and friends or investors behind you, you

674
00:31:00,880 --> 00:31:03,160
Speaker 6: just don't spend your money the same way. It's different.

675
00:31:03,560 --> 00:31:06,160
Speaker 6: I don't know it shouldn't be different, but it's different

676
00:31:06,680 --> 00:31:09,080
Speaker 6: when you've earned the money and you're spending your own bucks.

677
00:31:09,120 --> 00:31:12,000
Speaker 6: So I think bootstrapping businesses are a great way to

678
00:31:12,120 --> 00:31:14,760
Speaker 6: get started rather than going out of funding right away.

679
00:31:15,120 --> 00:31:18,800
Speaker 6: Of course, if you're a technology business that takes tremendous

680
00:31:18,840 --> 00:31:21,400
Speaker 6: cash to get it started, that's one thing, but those

681
00:31:21,400 --> 00:31:24,040
Speaker 6: are not the majority of businesses in the United States.

682
00:31:24,080 --> 00:31:26,880
Speaker 6: The majority of mom palm, main street type businesses. So

683
00:31:26,960 --> 00:31:29,560
Speaker 6: bootstrapping you learn everything with earners.

684
00:31:29,560 --> 00:31:32,160
Speaker 1: What's up you ever wander what's around the next corner.

685
00:31:32,440 --> 00:31:34,920
Speaker 1: What happens if you push just a little further. With

686
00:31:35,040 --> 00:31:39,280
Speaker 1: Nissan SUVs, you're equipped to take your adventure to unimagined levels.

687
00:31:39,680 --> 00:31:43,120
Speaker 1: Imagine the possibilities with a Nissan Rode, Nissan Pathfinder, or

688
00:31:43,200 --> 00:31:47,520
Speaker 1: Nissan Armada. Go ahead, find your next big adventure, and

689
00:31:47,600 --> 00:31:50,960
Speaker 1: while you're out there exploring the unknown, the class exclusive

690
00:31:51,040 --> 00:31:54,280
Speaker 1: Google built in becomes your ultimate copilot. No need to

691
00:31:54,320 --> 00:31:57,560
Speaker 1: funnel with your phone. With Google Assistant, Google Maps, and

692
00:31:57,600 --> 00:32:00,640
Speaker 1: a Google play Store integrated into the twelve three inch

693
00:32:00,880 --> 00:32:04,560
Speaker 1: HD touchscreen infltainment system of the twenty twenty four Nissan Rogue,

694
00:32:04,800 --> 00:32:09,640
Speaker 1: your journey becomes seamless. Ask for directions, stream your adventure playlist,

695
00:32:10,000 --> 00:32:13,240
Speaker 1: or send messages hands free, all while keeping your focus

696
00:32:13,320 --> 00:32:17,040
Speaker 1: on the adventure ahead. This just isn't any drive, It's

697
00:32:17,080 --> 00:32:20,040
Speaker 1: a journey powered by innovation with the road less travel

698
00:32:20,280 --> 00:32:24,680
Speaker 1: isn't just seeing its experience. The twenty twenty four Nissan

699
00:32:24,840 --> 00:32:29,120
Speaker 1: Line aren't just SUVs, They're your gateway to adventure. Equip

700
00:32:29,160 --> 00:32:31,520
Speaker 1: with the tools you need to explore every corner of

701
00:32:31,560 --> 00:32:35,760
Speaker 1: the world around you, Nissan dare to do what others don't.

702
00:32:36,080 --> 00:32:39,280
Speaker 1: Visit your local Nissan Dealer or Nissan USA dot com

703
00:32:39,280 --> 00:32:41,720
Speaker 1: to find out more and take the first step into

704
00:32:41,760 --> 00:32:42,680
Speaker 1: your next adventure.

705
00:32:42,760 --> 00:32:45,760
Speaker 6: Today your own money, you learn the pain, you'll learn

706
00:32:45,800 --> 00:32:48,080
Speaker 6: the joy, you learn it all. It's stiffer with your

707
00:32:48,080 --> 00:32:49,760
Speaker 6: own money for sure.

708
00:32:49,840 --> 00:32:50,000
Speaker 3: Yeah.

709
00:32:50,280 --> 00:32:53,240
Speaker 1: Talk about the branding process because I'm thinking as people

710
00:32:53,520 --> 00:32:55,600
Speaker 1: come into it, they have to pitch and it happens.

711
00:32:55,880 --> 00:32:57,360
Speaker 1: And like you said, most of them are mom and

712
00:32:57,360 --> 00:33:00,480
Speaker 1: pop shops. Getting your name out there, get the message

713
00:33:00,520 --> 00:33:03,640
Speaker 1: out there is difficult. As you take on investors. What

714
00:33:04,040 --> 00:33:06,200
Speaker 1: are some of the strategic tips that you're telling them.

715
00:33:06,240 --> 00:33:07,800
Speaker 1: All Right, here's how we're going to market this now

716
00:33:07,840 --> 00:33:08,920
Speaker 1: to make this a global.

717
00:33:09,200 --> 00:33:11,560
Speaker 6: Most the most important thing is to pick the right

718
00:33:11,560 --> 00:33:14,800
Speaker 6: platform social media. When I was building my business, you

719
00:33:14,800 --> 00:33:18,120
Speaker 6: had the newspapers, the major newspapers I used. You had billboards,

720
00:33:18,200 --> 00:33:21,760
Speaker 6: you had gimmicks, whatever. Today it's changed. Today it's all

721
00:33:21,800 --> 00:33:24,200
Speaker 6: about social media. Do you know in the last two years,

722
00:33:24,200 --> 00:33:26,480
Speaker 6: I haven't invested in a single business that isn't powerful

723
00:33:26,560 --> 00:33:29,080
Speaker 6: social media. They might have a little company, but the

724
00:33:29,240 --> 00:33:32,480
Speaker 6: following is huge. That's a good plus. It's like having

725
00:33:32,480 --> 00:33:34,840
Speaker 6: an empty box you could fill up, you know, but no.

726
00:33:35,000 --> 00:33:37,959
Speaker 6: Social media is where it's at I have great social

727
00:33:38,000 --> 00:33:40,600
Speaker 6: media in the house here that help people, but people

728
00:33:40,720 --> 00:33:43,920
Speaker 6: really you really need someone on your team, ideally the

729
00:33:44,000 --> 00:33:46,680
Speaker 6: principal who's going to push out the social media. But

730
00:33:46,760 --> 00:33:48,800
Speaker 6: it's the best way to build a brand. That's all

731
00:33:48,880 --> 00:33:49,840
Speaker 6: accounts anymore.

732
00:33:50,240 --> 00:33:51,200
Speaker 3: Yeah, we know it too.

733
00:33:51,360 --> 00:33:52,840
Speaker 2: About that too.

734
00:33:54,560 --> 00:33:58,920
Speaker 4: You spoke about Donald Trump previously. You had a running

735
00:33:58,960 --> 00:34:00,600
Speaker 4: with Trump and doing your days.

736
00:34:00,640 --> 00:34:02,960
Speaker 6: He was extremely useful to me when I was building

737
00:34:03,000 --> 00:34:05,160
Speaker 6: my business because we used to flip the reporters back

738
00:34:05,160 --> 00:34:09,239
Speaker 6: and forth. He would say, what's called the market. He says,

739
00:34:09,239 --> 00:34:11,760
Speaker 6: if you don't believe me, call Barbara Corcoran and I

740
00:34:11,920 --> 00:34:14,279
Speaker 6: reporters will call me and I'd back them up because

741
00:34:14,480 --> 00:34:18,799
Speaker 6: he told the truth that in those days. But if

742
00:34:18,800 --> 00:34:20,600
Speaker 6: I got the call, I said, you don't believe me.

743
00:34:20,600 --> 00:34:22,120
Speaker 6: You know who a good guy to talk to would

744
00:34:22,120 --> 00:34:24,439
Speaker 6: be a big developer, Donald Trump. I flipped the call

745
00:34:24,480 --> 00:34:27,000
Speaker 6: to him, so we had some pot to go going

746
00:34:27,200 --> 00:34:30,160
Speaker 6: until he owed me four million dollars. It was four

747
00:34:30,200 --> 00:34:33,320
Speaker 6: million or two four million dollars, and then thing has changed.

748
00:34:34,440 --> 00:34:37,400
Speaker 6: It turns into a litigation lawsuit. But thank god the

749
00:34:37,520 --> 00:34:39,360
Speaker 6: year he didn't want to pay me my four million

750
00:34:39,400 --> 00:34:42,719
Speaker 6: dollars which I was entitled to, which was for me.

751
00:34:43,200 --> 00:34:45,960
Speaker 6: I mean we probably had a thousand salespeople. See, you'd

752
00:34:45,960 --> 00:34:47,960
Speaker 6: say it was a big company, but still four million

753
00:34:48,080 --> 00:34:51,279
Speaker 6: is four million. That was a big payday everything I

754
00:34:51,280 --> 00:34:53,680
Speaker 6: had worked for. And when he didn't want to pay

755
00:34:53,680 --> 00:34:56,000
Speaker 6: that four million dollars, thank god, I had a good

756
00:34:56,080 --> 00:34:58,959
Speaker 6: year and had in my pocket five hundred thousand dollars

757
00:34:59,000 --> 00:35:03,080
Speaker 6: to pay him an attorney and I bought the biggest, meanest

758
00:35:03,239 --> 00:35:05,640
Speaker 6: Martus attorney in New York to fight that man, and

759
00:35:05,680 --> 00:35:08,200
Speaker 6: I won the lawsuit. Now, if I if I had

760
00:35:08,200 --> 00:35:09,960
Speaker 6: gone back a year and the same thing happened, I

761
00:35:09,960 --> 00:35:11,839
Speaker 6: wouldn't have had the money. I would have just had

762
00:35:11,840 --> 00:35:16,120
Speaker 6: to grovel like all the other creditors and just give

763
00:35:16,239 --> 00:35:18,440
Speaker 6: up the ship. But I collected the money, and with

764
00:35:18,520 --> 00:35:20,880
Speaker 6: it I was able to expand the business again and again.

765
00:35:20,960 --> 00:35:24,960
Speaker 6: But he didn't. He wasn't my friend. After he's a

766
00:35:25,000 --> 00:35:25,839
Speaker 6: little fair with her.

767
00:35:27,960 --> 00:35:30,160
Speaker 1: I could sense the competitiveness in you, even when you

768
00:35:30,239 --> 00:35:30,719
Speaker 1: tell the story.

769
00:35:30,760 --> 00:35:32,279
Speaker 2: No way, yeah, no, we sensed it.

770
00:35:32,320 --> 00:35:34,480
Speaker 1: So I'm even when you walked in and we were like,

771
00:35:34,640 --> 00:35:37,480
Speaker 1: you know, we've had some other sharks, not you know,

772
00:35:37,560 --> 00:35:40,759
Speaker 1: not as pretty. No, no, no, no, not as pretty and

773
00:35:40,800 --> 00:35:42,120
Speaker 1: definitely not as well dressed.

774
00:35:42,239 --> 00:35:43,880
Speaker 6: There you go, you're catching on.

775
00:35:44,000 --> 00:35:47,480
Speaker 2: Now, well I'm addressed to this thing. How was that

776
00:35:47,520 --> 00:35:48,239
Speaker 2: in the seas right?

777
00:35:48,239 --> 00:35:50,480
Speaker 1: Because obviously we know it's a show, but there is

778
00:35:50,640 --> 00:35:53,640
Speaker 1: real business that's happening. So about that competitive nature of

779
00:35:54,080 --> 00:35:56,040
Speaker 1: I want the deal or damn I missed this deal,

780
00:35:56,080 --> 00:35:57,080
Speaker 1: or I'm glad I took.

781
00:35:56,960 --> 00:35:57,520
Speaker 2: It from you.

782
00:35:57,640 --> 00:36:00,680
Speaker 6: Yeah, well, it gets in your way with anything else.

783
00:36:00,800 --> 00:36:02,880
Speaker 6: You know, if somebody wants it. Usually if one person

784
00:36:02,920 --> 00:36:04,359
Speaker 6: wants a deal, it's a good deal, and a lot

785
00:36:04,360 --> 00:36:06,400
Speaker 6: of people are after it, right, So now you've got

786
00:36:06,440 --> 00:36:09,479
Speaker 6: to compete. It turns into a game of salesmanship because

787
00:36:09,480 --> 00:36:11,200
Speaker 6: the money is one thing, but that's not really what

788
00:36:11,280 --> 00:36:14,359
Speaker 6: makes the deals. The partnership makes the deals. Do they

789
00:36:14,440 --> 00:36:16,439
Speaker 6: like you better than Damon? Do they like Damon better

790
00:36:16,480 --> 00:36:19,239
Speaker 6: than the Mark? Who do they relate more to? And

791
00:36:19,440 --> 00:36:23,080
Speaker 6: that's what it comes down to. So I'm a great salesman.

792
00:36:23,280 --> 00:36:26,960
Speaker 6: I've sold my whole life. I just push my wonderful virtues.

793
00:36:27,520 --> 00:36:33,520
Speaker 6: I'm your perfect partner, perfect All my entrepreneurs are going

794
00:36:33,560 --> 00:36:36,040
Speaker 6: to be your best friends. You're bored, We go on

795
00:36:36,160 --> 00:36:39,120
Speaker 6: fun retreats. I sell them on everything. Throw out the

796
00:36:39,160 --> 00:36:42,080
Speaker 6: kitchens they got them, and then I find that their

797
00:36:42,120 --> 00:36:43,839
Speaker 6: eyes lighted something and I drill it home.

798
00:36:43,880 --> 00:36:45,680
Speaker 2: You know, yeah, they want the retreat.

799
00:36:46,680 --> 00:36:49,680
Speaker 6: They do love the retreat, says some people. I've closed

800
00:36:49,680 --> 00:36:52,200
Speaker 6: on businesses simply because they wanted to be included in

801
00:36:52,239 --> 00:36:55,680
Speaker 6: my pack of retreat people. I'm thinking, Okay, that wouldn't

802
00:36:55,680 --> 00:36:57,759
Speaker 6: be floating me by, but it's floating them.

803
00:36:58,840 --> 00:37:00,520
Speaker 3: So how do you reinvent yourself?

804
00:37:00,600 --> 00:37:06,640
Speaker 4: Because you're a great marketer, great storyteller, promoter, and you

805
00:37:06,680 --> 00:37:09,040
Speaker 4: have different phases right, and a lot of times people

806
00:37:09,080 --> 00:37:12,560
Speaker 4: get stuck in one phase and they kind of become

807
00:37:12,560 --> 00:37:15,960
Speaker 4: a has been. How have you been able to reinvent

808
00:37:16,000 --> 00:37:19,040
Speaker 4: yourself and stay relevant throughout all of these different errors.

809
00:37:19,440 --> 00:37:21,480
Speaker 6: My secret, I don't know if it's the right one,

810
00:37:21,560 --> 00:37:24,480
Speaker 6: is I try anything. I try anything. I don't think

811
00:37:24,520 --> 00:37:27,359
Speaker 6: you wait until you see your out of style or

812
00:37:27,400 --> 00:37:31,239
Speaker 6: the methodology you use and how you're selling is not

813
00:37:31,360 --> 00:37:33,680
Speaker 6: as good as it used to be. I think it's

814
00:37:33,680 --> 00:37:37,480
Speaker 6: about collaborating with people that work with you, given them

815
00:37:37,560 --> 00:37:41,279
Speaker 6: the freedom to come up with stupid ideas, and then

816
00:37:41,440 --> 00:37:44,080
Speaker 6: everybody's excited and says, let's do this, let's do that.

817
00:37:44,360 --> 00:37:48,120
Speaker 6: Four to five things I try since I went out

818
00:37:48,120 --> 00:37:50,919
Speaker 6: of my real estate brokerage business a corking group, four

819
00:37:50,960 --> 00:37:53,200
Speaker 6: to five things I fail miserably. But I bet you

820
00:37:53,239 --> 00:37:55,839
Speaker 6: can't tell me one that I failed at right, Nobody can.

821
00:37:56,560 --> 00:37:58,640
Speaker 6: You just have to try all the time. That's how

822
00:37:58,640 --> 00:38:01,480
Speaker 6: you discover new angles, news things, new ways of delivery,

823
00:38:01,560 --> 00:38:03,919
Speaker 6: new kinds of people, new kinds of departments, new kinds

824
00:38:03,920 --> 00:38:06,840
Speaker 6: of products. You just try everything. A lot of people

825
00:38:07,040 --> 00:38:10,320
Speaker 6: are very conservative about wanting to have the right answer.

826
00:38:10,400 --> 00:38:12,279
Speaker 6: Let's do this, this is a big one. That's what's

827
00:38:12,280 --> 00:38:14,279
Speaker 6: the wrong in corporate America. They have to get a

828
00:38:14,280 --> 00:38:17,720
Speaker 6: committee to really all agree with everything. What's great about

829
00:38:17,760 --> 00:38:21,560
Speaker 6: being a small entrepreneur is you're scrappy. You can try anything.

830
00:38:21,600 --> 00:38:23,200
Speaker 6: You could think of something on a Monday and get

831
00:38:23,239 --> 00:38:25,279
Speaker 6: it on the street by Thursday. You know, if you're

832
00:38:25,320 --> 00:38:27,760
Speaker 6: with a big corporation, you got to get this guy's approval.

833
00:38:27,760 --> 00:38:29,919
Speaker 6: The attorneys have to review, the accounts have to review,

834
00:38:29,960 --> 00:38:31,440
Speaker 6: and by the time you have it on Monday, it

835
00:38:31,480 --> 00:38:34,680
Speaker 6: comes out maybe four months later. That's why I've always

836
00:38:34,719 --> 00:38:37,440
Speaker 6: my whole life been paying very careful attention to a

837
00:38:37,480 --> 00:38:39,600
Speaker 6: little guy. I'm not afraid of the big guy. And

838
00:38:39,640 --> 00:38:41,440
Speaker 6: I don't think big guys should be afraid of the

839
00:38:41,480 --> 00:38:43,520
Speaker 6: other big guys. I think they have to look behind

840
00:38:43,560 --> 00:38:45,279
Speaker 6: them and see who's coming up my ass. You know

841
00:38:45,280 --> 00:38:47,719
Speaker 6: who's going to take over my market because the little

842
00:38:47,719 --> 00:38:50,200
Speaker 6: guy always is more creative and tries more stuff because

843
00:38:50,200 --> 00:38:52,440
Speaker 6: they have less to lose. It makes sense, right, just

844
00:38:52,480 --> 00:38:54,560
Speaker 6: have less to lose. So I don't think there's a

845
00:38:54,560 --> 00:38:57,480
Speaker 6: point where you reinvent your business or reinvent yourself. I

846
00:38:57,520 --> 00:38:59,879
Speaker 6: think what you're always doing is shuffling your cards, trying

847
00:38:59,880 --> 00:39:02,120
Speaker 6: to see a little this, little of that, and get

848
00:39:02,120 --> 00:39:04,200
Speaker 6: a better formula that might work a little bit better.

849
00:39:04,200 --> 00:39:06,799
Speaker 6: And then most things don't work. But as long as

850
00:39:06,840 --> 00:39:08,759
Speaker 6: you get one on five, you've got an R and

851
00:39:08,840 --> 00:39:11,520
Speaker 6: D department, and you're pushing ahead of your competition because

852
00:39:11,520 --> 00:39:13,400
Speaker 6: you've at least tried five when they tried nothing.

853
00:39:13,440 --> 00:39:16,279
Speaker 1: You know, try five when they tried nothing. I mean,

854
00:39:16,360 --> 00:39:18,600
Speaker 1: you've played the cards very nicely. I want to at

855
00:39:18,600 --> 00:39:23,960
Speaker 1: this level. You sold the Coppon group, right, but now

856
00:39:24,000 --> 00:39:27,680
Speaker 1: you have the TV personality. You're helping entrepreneurs. Which one

857
00:39:27,719 --> 00:39:30,520
Speaker 1: has been more fulfilling, right, building your own brand or

858
00:39:30,560 --> 00:39:33,600
Speaker 1: helping other people now build their brand and help fulfill

859
00:39:33,680 --> 00:39:34,240
Speaker 1: their dreams.

860
00:39:34,640 --> 00:39:38,480
Speaker 6: Honestly, it's the same business. What I did is I

861
00:39:38,480 --> 00:39:42,520
Speaker 6: identified raw talent and no sales experience, usually moms coming

862
00:39:42,520 --> 00:39:44,960
Speaker 6: back to the work force for the first time. How

863
00:39:45,000 --> 00:39:49,480
Speaker 6: do you evaluate is such a word as evaluate or evaluate.

864
00:39:49,480 --> 00:39:52,480
Speaker 2: We'll use it whatever.

865
00:39:52,640 --> 00:39:54,880
Speaker 6: How do you really size it up? There? I just

866
00:39:54,920 --> 00:39:55,480
Speaker 6: avoid it.

867
00:39:55,480 --> 00:39:56,279
Speaker 2: It is it is.

868
00:39:56,440 --> 00:39:58,120
Speaker 6: How do you really size up who's going to be

869
00:39:58,160 --> 00:40:00,000
Speaker 6: good at sales? Who's not going to be good at sale?

870
00:40:00,280 --> 00:40:02,600
Speaker 6: And when you're running a sales business, which I was,

871
00:40:02,640 --> 00:40:05,200
Speaker 6: people always say, well, it's look on commission bases. You know,

872
00:40:05,200 --> 00:40:08,160
Speaker 6: you're just paying commissions on sales. It's not the truth.

873
00:40:08,560 --> 00:40:12,000
Speaker 6: You're driving a ship that costs a lot of money.

874
00:40:12,280 --> 00:40:15,880
Speaker 6: You got to have people really produce for you. The

875
00:40:16,480 --> 00:40:19,560
Speaker 6: salespeople that were exceptional making two three million dollars a

876
00:40:19,680 --> 00:40:22,560
Speaker 6: year when I was running the business, when the average

877
00:40:22,600 --> 00:40:25,520
Speaker 6: income was like forty thousand. How do you explain that?

878
00:40:25,880 --> 00:40:29,720
Speaker 6: How do you explain the same leads, the same customers,

879
00:40:30,360 --> 00:40:32,600
Speaker 6: everything the same. How do you explain the difference between

880
00:40:32,600 --> 00:40:34,919
Speaker 6: those two groups. I found the difference between those two

881
00:40:34,920 --> 00:40:37,680
Speaker 6: groups of people was they didn't feel sorry for themselves.

882
00:40:37,719 --> 00:40:40,960
Speaker 6: Believe it as simple as that. They get smashed, they

883
00:40:40,960 --> 00:40:43,720
Speaker 6: get back up, almost like a jack in the box,

884
00:40:43,800 --> 00:40:46,080
Speaker 6: you know, hit me again, hit me again, and on

885
00:40:46,200 --> 00:40:49,400
Speaker 6: short time, it's the same thing. I'm picking the same people.

886
00:40:49,520 --> 00:40:51,960
Speaker 6: I'm picking people who are surveyors, people who are going

887
00:40:52,000 --> 00:40:54,919
Speaker 6: to get back up. That's all it is. Really, there's

888
00:40:54,960 --> 00:40:57,200
Speaker 6: not much difference. But did I answer your question? I

889
00:40:57,239 --> 00:40:57,960
Speaker 6: think I avoided it.

890
00:40:58,040 --> 00:41:01,160
Speaker 1: Didn't mean to saying which one has been question?

891
00:41:01,239 --> 00:41:03,000
Speaker 2: Yeah, as you were building your brand, it's.

892
00:41:02,800 --> 00:41:05,480
Speaker 6: More satisfying, equally satisfied.

893
00:41:04,960 --> 00:41:05,760
Speaker 2: Equally satisfied.

894
00:41:05,840 --> 00:41:07,680
Speaker 4: Yeah, So I want I want to talk about sales,

895
00:41:07,719 --> 00:41:10,319
Speaker 4: because that's where you come from. I have a sales basket,

896
00:41:10,320 --> 00:41:12,200
Speaker 4: whall I started as well. I personally think that any

897
00:41:12,320 --> 00:41:15,239
Speaker 4: entrepreneur should sell a product at some point in time

898
00:41:15,280 --> 00:41:19,480
Speaker 4: because it teaches you so many different things psychologically how

899
00:41:19,480 --> 00:41:21,160
Speaker 4: to actually interact with people.

900
00:41:21,320 --> 00:41:23,319
Speaker 3: Yeah, what are some.

901
00:41:22,760 --> 00:41:26,480
Speaker 4: Some sales tips or things that you used in your

902
00:41:26,520 --> 00:41:29,640
Speaker 4: career or that you learned from, you know, selling real

903
00:41:29,719 --> 00:41:32,279
Speaker 4: estate that actually you still carry to this day.

904
00:41:32,840 --> 00:41:34,759
Speaker 6: On sales, I think the first thing is if you

905
00:41:34,840 --> 00:41:37,839
Speaker 6: hire the right person with the personality traits that make

906
00:41:37,880 --> 00:41:43,680
Speaker 6: for good Salespeople like competition, not manufactured, but honest, real

907
00:41:43,719 --> 00:41:47,520
Speaker 6: life competition. Somebody really competitive, like sickly competitive. You got

908
00:41:47,600 --> 00:41:50,800
Speaker 6: ten times a chance on closing a deal and making

909
00:41:50,800 --> 00:41:53,200
Speaker 6: a lot of money if you pick people who are

910
00:41:53,600 --> 00:41:56,239
Speaker 6: very good at reading between the lines, not people who say, hey,

911
00:41:56,280 --> 00:41:58,520
Speaker 6: a nice SUITO and I see have nice classes, but

912
00:41:58,520 --> 00:42:00,640
Speaker 6: they also say, look at your zippers a little torn.

913
00:42:00,680 --> 00:42:02,759
Speaker 6: That guy's probably on hard times. It's not by the

914
00:42:02,760 --> 00:42:06,319
Speaker 6: way it looks. Issues are a lot, you know, you

915
00:42:06,360 --> 00:42:09,200
Speaker 6: start putting all the little pieces together and then sizing

916
00:42:09,280 --> 00:42:12,920
Speaker 6: up the person is very important. Very important sales is

917
00:42:12,920 --> 00:42:14,799
Speaker 6: when a customer tells you they really want to have

918
00:42:14,840 --> 00:42:16,879
Speaker 6: black and white, they really want to have green and red.

919
00:42:17,600 --> 00:42:19,960
Speaker 6: You just don't believe the customer and customers are liars

920
00:42:20,000 --> 00:42:22,400
Speaker 6: buyers liars. I mean they don't mean to be, but

921
00:42:22,440 --> 00:42:24,800
Speaker 6: they don't really know what they want. If a customer

922
00:42:24,880 --> 00:42:27,719
Speaker 6: came to me any of my salespeople and wanted a

923
00:42:27,840 --> 00:42:31,480
Speaker 6: beautiful money's no object. I want a beautiful penthouse with

924
00:42:31,520 --> 00:42:36,160
Speaker 6: a terrace. He might be happy with a beautiful library

925
00:42:36,200 --> 00:42:39,000
Speaker 6: with a fireplace. Whoever saw that coming, you know, or

926
00:42:39,160 --> 00:42:41,320
Speaker 6: townhouse instead or whatever.

927
00:42:41,719 --> 00:42:42,040
Speaker 3: I think.

928
00:42:42,080 --> 00:42:44,439
Speaker 6: You have to realize you have to read people well,

929
00:42:44,520 --> 00:42:46,799
Speaker 6: and you have to pursue and test them. I had

930
00:42:46,840 --> 00:42:49,160
Speaker 6: a great gimmick that I told all my salespeople to

931
00:42:49,200 --> 00:42:50,960
Speaker 6: do when I was building the core group. I used

932
00:42:50,960 --> 00:42:52,840
Speaker 6: to say, when you get a customer from out of town,

933
00:42:53,280 --> 00:42:55,719
Speaker 6: get them to sign a blank check and get them

934
00:42:55,719 --> 00:42:58,759
Speaker 6: to let you show them the best apartments within the

935
00:42:58,800 --> 00:43:01,440
Speaker 6: next two days, and then show them everything. And you

936
00:43:01,480 --> 00:43:04,200
Speaker 6: know why that was important because I used to say

937
00:43:04,200 --> 00:43:07,440
Speaker 6: to my customers, listen, do not buy an apartment. If

938
00:43:07,480 --> 00:43:09,399
Speaker 6: you fall in love with something the next two days,

939
00:43:09,440 --> 00:43:12,880
Speaker 6: do not even consider buying that apartment. You're not ready.

940
00:43:12,920 --> 00:43:15,160
Speaker 6: You have to educate yourself. You have to see everything

941
00:43:15,760 --> 00:43:17,720
Speaker 6: I'm telling you. By the first day, they were begging

942
00:43:17,760 --> 00:43:20,040
Speaker 6: me at home at night. Can I please buy it?

943
00:43:20,320 --> 00:43:23,040
Speaker 6: Can I please buy it? You know, I think if you,

944
00:43:23,520 --> 00:43:27,040
Speaker 6: if you are truly interested in the customer, is serving them,

945
00:43:27,080 --> 00:43:30,040
Speaker 6: really push it forward. I think they feel it and

946
00:43:30,040 --> 00:43:32,839
Speaker 6: they trust you. And in the end, the real thing

947
00:43:32,880 --> 00:43:35,200
Speaker 6: with sales is trust. You know, am I going to

948
00:43:35,239 --> 00:43:36,879
Speaker 6: buy a thing from you? If I don't trust you? You

949
00:43:36,840 --> 00:43:39,600
Speaker 6: don't have a shot in hell? Right? Yeah, I trust

950
00:43:39,680 --> 00:43:41,480
Speaker 6: you more than you for some reason. Today.

951
00:43:41,920 --> 00:43:43,680
Speaker 3: There you go.

952
00:43:43,480 --> 00:43:46,040
Speaker 6: You're supposed to You're supposed to come at me on

953
00:43:46,080 --> 00:43:58,719
Speaker 6: that one. Nah, you're not papers for running your reputation

954
00:43:58,880 --> 00:44:00,239
Speaker 6: for sure.

955
00:44:00,040 --> 00:44:02,040
Speaker 2: Sure I'd like to have a rebuttal please.

956
00:44:04,239 --> 00:44:05,799
Speaker 1: One of the things you said that is so true

957
00:44:05,800 --> 00:44:09,600
Speaker 1: about being an entrepreneurs being agile, Right, we can do

958
00:44:09,719 --> 00:44:12,600
Speaker 1: things that the big dogs can't because there's a lot

959
00:44:12,600 --> 00:44:13,640
Speaker 1: of less risk there.

960
00:44:13,680 --> 00:44:18,640
Speaker 2: But for entrepreneurs there is a reward risk ratio, right

961
00:44:18,719 --> 00:44:19,720
Speaker 2: or riskward ratio?

962
00:44:20,760 --> 00:44:24,359
Speaker 1: How do you manage that and encourage people to say

963
00:44:24,480 --> 00:44:26,359
Speaker 1: take the risk right? Because it was always like, hey,

964
00:44:27,000 --> 00:44:28,680
Speaker 1: we're not that far from zero. We can go back

965
00:44:28,680 --> 00:44:30,480
Speaker 1: to that right, Like you said in your story, I

966
00:44:30,480 --> 00:44:32,120
Speaker 1: can go back to being a ratress. A lot of

967
00:44:32,120 --> 00:44:34,439
Speaker 1: people don't have that mental fortitude saying I can go back.

968
00:44:34,680 --> 00:44:36,319
Speaker 1: It's like I got to do this now, or if

969
00:44:36,320 --> 00:44:37,759
Speaker 1: it doesn't work, I don't know what happens. How do

970
00:44:37,800 --> 00:44:39,160
Speaker 1: you manage people in that space?

971
00:44:39,960 --> 00:44:42,640
Speaker 6: It's difficult because so much of that comes from your

972
00:44:42,920 --> 00:44:46,160
Speaker 6: how you're raised. You know. What I had the advantage

973
00:44:46,200 --> 00:44:48,800
Speaker 6: of is my parents had ten children. We hardly lived

974
00:44:48,840 --> 00:44:51,400
Speaker 6: hand to mouth in New Jersey, you know. But my

975
00:44:51,440 --> 00:44:54,239
Speaker 6: mother's attitude, in my father's attitude is something will work out,

976
00:44:54,760 --> 00:44:55,640
Speaker 6: and it always did work.

977
00:44:55,680 --> 00:44:55,799
Speaker 2: Out.

978
00:44:55,800 --> 00:44:58,879
Speaker 6: Bobbsey the grocery store funded our groceries for six months

979
00:44:58,920 --> 00:45:01,640
Speaker 6: when my dad lost his job. Something always worked out,

980
00:45:01,719 --> 00:45:05,720
Speaker 6: you know, on our standard of living, we never felt

981
00:45:05,719 --> 00:45:08,319
Speaker 6: poor because of my attitude. Of my parents says, ah,

982
00:45:08,320 --> 00:45:11,160
Speaker 6: don't worry about it will work out. We're hoping it

983
00:45:11,200 --> 00:45:13,239
Speaker 6: worked out. But you didn't have that burden as a kid.

984
00:45:13,280 --> 00:45:16,360
Speaker 6: But I think I didn't really answer your question. Could

985
00:45:16,360 --> 00:45:18,000
Speaker 6: you tell me the root of it again.

986
00:45:17,840 --> 00:45:20,320
Speaker 2: I'm saying the risk ward ratio, right, it won't be

987
00:45:20,360 --> 00:45:20,920
Speaker 2: an entrepreneur.

988
00:45:21,280 --> 00:45:24,880
Speaker 6: Yeah, believe in that the risk reward ratio holds you back.

989
00:45:25,560 --> 00:45:30,439
Speaker 6: I think there's something about committing to something anything, one

990
00:45:30,520 --> 00:45:33,400
Speaker 6: hundred percent that gets a whole universe on your side.

991
00:45:33,520 --> 00:45:36,000
Speaker 6: I really do believe that you commit one hundred percent.

992
00:45:36,000 --> 00:45:38,560
Speaker 6: If there's any doubt, you don't really put it all out.

993
00:45:38,760 --> 00:45:40,799
Speaker 6: It's kind of like a kid in school, you know

994
00:45:40,800 --> 00:45:43,160
Speaker 6: who's on a team. If he doesn't really put it

995
00:45:43,160 --> 00:45:46,440
Speaker 6: out because he's worried about getting injured, even five percent chance,

996
00:45:46,760 --> 00:45:48,520
Speaker 6: he's not going to be the best player. You know,

997
00:45:48,560 --> 00:45:51,600
Speaker 6: you just have to say something else will work out,

998
00:45:51,640 --> 00:45:54,799
Speaker 6: Something else will work out. But that takes confidence. And

999
00:45:55,040 --> 00:45:58,120
Speaker 6: also I think I got that myself, and I've seen

1000
00:45:58,160 --> 00:46:01,200
Speaker 6: in salespeople that are phenomenal with taking risks and don't

1001
00:46:01,239 --> 00:46:04,239
Speaker 6: really care if they wouldn't lose. Uh. They pretty much

1002
00:46:04,320 --> 00:46:06,480
Speaker 6: got that from their parents. In a way, I felt

1003
00:46:06,440 --> 00:46:08,200
Speaker 6: that I cheated my way to the top and that one.

1004
00:46:08,239 --> 00:46:12,520
Speaker 3: You know, you have a community online Patreon community.

1005
00:46:12,560 --> 00:46:16,000
Speaker 6: I love them and my people. The word is the

1006
00:46:16,000 --> 00:46:17,279
Speaker 6: peeps and my peeps.

1007
00:46:17,840 --> 00:46:18,280
Speaker 2: My peeps.

1008
00:46:18,360 --> 00:46:20,960
Speaker 4: So tell us about that and what made you? What

1009
00:46:21,000 --> 00:46:21,799
Speaker 4: made you want to do that?

1010
00:46:23,080 --> 00:46:26,680
Speaker 6: More for efficiency not the right answer, I'm sure, but

1011
00:46:26,760 --> 00:46:30,080
Speaker 6: I get so many great young people looking for advice.

1012
00:46:30,160 --> 00:46:33,120
Speaker 6: Everybody needs advice, right, and I just couldn't handle it.

1013
00:46:33,200 --> 00:46:34,960
Speaker 6: You know, I did as best as I could. Then

1014
00:46:35,000 --> 00:46:37,840
Speaker 6: I decided, everybody's asking me for the same advice. Everybody's

1015
00:46:38,120 --> 00:46:41,440
Speaker 6: running over the same obstacles, cash flow problems, hiring the

1016
00:46:41,440 --> 00:46:43,799
Speaker 6: wrong person, how do you fire people? All the same

1017
00:46:43,800 --> 00:46:45,920
Speaker 6: stuff keeps coming up. So I said, I'm going to

1018
00:46:45,960 --> 00:46:49,440
Speaker 6: collect all these people together and call it barbering your pocket.

1019
00:46:49,560 --> 00:46:52,640
Speaker 6: Any questions you have, I'm here. I'll answer your questions.

1020
00:46:52,680 --> 00:46:55,080
Speaker 6: So we do public forums, we do questions and answers,

1021
00:46:55,239 --> 00:46:58,600
Speaker 6: we do collaborations. But when you have that point in

1022
00:46:58,640 --> 00:47:01,600
Speaker 6: your business where you feel crises or sometimes you don't

1023
00:47:01,600 --> 00:47:03,200
Speaker 6: even know you're on crises, and I have to wake

1024
00:47:03,200 --> 00:47:05,920
Speaker 6: you up and tell you, guess what, you have a problem.

1025
00:47:07,480 --> 00:47:09,440
Speaker 6: This gives me a platform where I can help a

1026
00:47:09,440 --> 00:47:11,440
Speaker 6: lot of people all at once, you know. And you

1027
00:47:11,480 --> 00:47:14,520
Speaker 6: know who's mostly on the platform ninety well maybe eighty

1028
00:47:14,560 --> 00:47:19,239
Speaker 6: percent women. And I find that women, probably because I'm

1029
00:47:19,239 --> 00:47:21,200
Speaker 6: a woman. I would imagine that's a big piece of it,

1030
00:47:21,239 --> 00:47:24,760
Speaker 6: I guess, but women have more self doubt than men.

1031
00:47:24,920 --> 00:47:27,439
Speaker 6: Women don't push it as far as the envelope. Women

1032
00:47:27,480 --> 00:47:30,120
Speaker 6: have more responsibility, they have kids at home. They don't

1033
00:47:30,160 --> 00:47:32,960
Speaker 6: have the latitude to push it very if you like

1034
00:47:33,000 --> 00:47:36,279
Speaker 6: a man, I'm not knocking a man. But most importantly,

1035
00:47:36,440 --> 00:47:39,440
Speaker 6: young entrepreneurs are alone. They don't have a sounding board,

1036
00:47:39,840 --> 00:47:41,840
Speaker 6: they're afraid, they don't even know if they're afraid, or

1037
00:47:41,840 --> 00:47:44,120
Speaker 6: they're afraid to speak up. I mean what I do

1038
00:47:44,200 --> 00:47:46,280
Speaker 6: is I usher all the problems out, and by ushering

1039
00:47:46,280 --> 00:47:49,319
Speaker 6: the problems out, I feel like I personally help them

1040
00:47:49,360 --> 00:47:51,520
Speaker 6: reach the finish line. That's really what I'm have to

1041
00:47:51,560 --> 00:47:53,960
Speaker 6: help them reach out finish line. You know, because it's

1042
00:47:54,200 --> 00:47:56,480
Speaker 6: so easy building a business, easy to have an idea

1043
00:47:56,680 --> 00:47:58,640
Speaker 6: which on shok tank. You think that's the whole thing,

1044
00:47:59,000 --> 00:48:00,440
Speaker 6: but it's really hard to build it.

1045
00:48:00,680 --> 00:48:02,320
Speaker 2: And that's Barbara in your pocket.

1046
00:48:02,520 --> 00:48:03,600
Speaker 6: That's in your pocket.

1047
00:48:03,680 --> 00:48:05,040
Speaker 2: Anybody can How does that work?

1048
00:48:05,080 --> 00:48:06,080
Speaker 6: You want to get in my pocket?

1049
00:48:08,160 --> 00:48:10,759
Speaker 2: Sounds like a different product, But how does this work?

1050
00:48:10,800 --> 00:48:11,680
Speaker 2: Does anybody join?

1051
00:48:13,040 --> 00:48:15,840
Speaker 3: You? Just go pathy on Patreon?

1052
00:48:16,239 --> 00:48:18,239
Speaker 6: On okay, you just go on Patreon and sign up.

1053
00:48:18,280 --> 00:48:20,759
Speaker 6: That's what you do. But you'll not get rid of

1054
00:48:20,800 --> 00:48:22,800
Speaker 6: me in the morning.

1055
00:48:23,000 --> 00:48:25,280
Speaker 4: So you as you started your career as a reltor.

1056
00:48:25,760 --> 00:48:29,440
Speaker 4: The New York Times did a whole article about the

1057
00:48:29,520 --> 00:48:32,840
Speaker 4: National Relta Association. Yes, and they got a lot of lawsuits.

1058
00:48:32,880 --> 00:48:35,600
Speaker 4: But it's interesting because I think the majority of relators

1059
00:48:35,640 --> 00:48:36,080
Speaker 4: are women.

1060
00:48:36,360 --> 00:48:39,120
Speaker 6: Yes, of course, but my businesses own about work by.

1061
00:48:39,040 --> 00:48:42,560
Speaker 3: Women, right, Yeah, but most of the money is still

1062
00:48:42,560 --> 00:48:43,359
Speaker 3: in the hands of men.

1063
00:48:43,560 --> 00:48:44,000
Speaker 6: Definitely.

1064
00:48:44,120 --> 00:48:49,080
Speaker 4: Women have a lot of challenges in that industry. And

1065
00:48:50,160 --> 00:48:52,839
Speaker 4: it was a very interesting expos a that they did

1066
00:48:52,840 --> 00:48:55,359
Speaker 4: as far as read that, Yeah, you gotta check it out.

1067
00:48:55,440 --> 00:48:57,360
Speaker 3: They talked about sexual assault, they talked.

1068
00:48:57,120 --> 00:48:59,439
Speaker 6: About none on my watch.

1069
00:48:59,520 --> 00:49:00,799
Speaker 3: Yeah, a lot of different things.

1070
00:49:00,880 --> 00:49:03,920
Speaker 4: So, yeah, what's your thoughts as far as our industry

1071
00:49:03,960 --> 00:49:06,759
Speaker 4: does dominated by women but still not really controlled by

1072
00:49:06,760 --> 00:49:09,239
Speaker 4: women when it comes to realtors.

1073
00:49:10,480 --> 00:49:15,040
Speaker 6: Well, I take exception to an industry that's worked by women,

1074
00:49:15,239 --> 00:49:17,640
Speaker 6: work to the bone by women, owned by men, and

1075
00:49:17,680 --> 00:49:19,680
Speaker 6: the I don't know what the numbers are. Maybe the

1076
00:49:19,760 --> 00:49:23,359
Speaker 6: article said, I would guess seventy percent maybe on more

1077
00:49:23,520 --> 00:49:27,120
Speaker 6: of the businesses are owned by men. I think, what's

1078
00:49:27,200 --> 00:49:29,360
Speaker 6: wonderful about a business owned by women? You're in the

1079
00:49:29,360 --> 00:49:32,240
Speaker 6: same shoes. I mean, my girls loved me. My women

1080
00:49:32,360 --> 00:49:34,239
Speaker 6: loved me, and I love them back. You know, it

1081
00:49:34,280 --> 00:49:36,120
Speaker 6: took me a long time before I had a man

1082
00:49:36,160 --> 00:49:38,520
Speaker 6: work for me. First few guys were gay guys. They

1083
00:49:38,520 --> 00:49:40,839
Speaker 6: didn't mind working for a woman. But eventually I had

1084
00:49:40,840 --> 00:49:45,560
Speaker 6: straight men working for me. But it's tough, But in

1085
00:49:45,600 --> 00:49:48,640
Speaker 6: another way, it's good for women because so many women

1086
00:49:48,640 --> 00:49:51,080
Speaker 6: that go into real estate haven't had a career before,

1087
00:49:51,280 --> 00:49:53,200
Speaker 6: left to twenty years ago when the kids were young,

1088
00:49:53,680 --> 00:49:56,480
Speaker 6: and they really don't feel well equipped to do something

1089
00:49:56,520 --> 00:49:58,880
Speaker 6: for a living. And many of them come into the

1090
00:49:58,880 --> 00:50:00,920
Speaker 6: field and make a lot of money, enjoy it, and

1091
00:50:00,960 --> 00:50:03,480
Speaker 6: they can wrap their family around the hours. It's more

1092
00:50:03,560 --> 00:50:05,680
Speaker 6: flexible than most jobs, not like they're going to be

1093
00:50:05,719 --> 00:50:08,360
Speaker 6: a banker working nine to five. They can see their kids,

1094
00:50:08,640 --> 00:50:10,439
Speaker 6: they go, they go on the school trip, they see

1095
00:50:10,440 --> 00:50:12,200
Speaker 6: them at lunch, and they're in and out and out.

1096
00:50:12,520 --> 00:50:16,280
Speaker 6: So it's a great business for women, but a little

1097
00:50:16,280 --> 00:50:18,920
Speaker 6: by little it's going to turn into a women's own business.

1098
00:50:18,960 --> 00:50:22,400
Speaker 1: I think you said something very important. You said, my

1099
00:50:22,520 --> 00:50:24,760
Speaker 1: women loved me. And when you're talking about the group

1100
00:50:24,960 --> 00:50:26,480
Speaker 1: said they loved me. You said they love to go

1101
00:50:26,560 --> 00:50:30,160
Speaker 1: on retreats. As you're approaching.

1102
00:50:29,880 --> 00:50:32,399
Speaker 2: Entrepreneurs and you're signing to deals with.

1103
00:50:32,320 --> 00:50:37,040
Speaker 1: Them, how important is the atmosphere work atmosphere when you're

1104
00:50:37,040 --> 00:50:39,720
Speaker 1: talking to them, Because you can have a great business,

1105
00:50:39,719 --> 00:50:41,239
Speaker 1: but if people don't want to come for it, if

1106
00:50:41,280 --> 00:50:43,359
Speaker 1: they don't believe in it, you're not going to get

1107
00:50:43,360 --> 00:50:44,000
Speaker 1: the best out of them.

1108
00:50:44,080 --> 00:50:46,120
Speaker 2: How do you approach that when you're looking at a

1109
00:50:46,160 --> 00:50:47,000
Speaker 2: new business.

1110
00:50:47,360 --> 00:50:49,920
Speaker 6: I think I approach it exactly how I did building

1111
00:50:49,960 --> 00:50:52,719
Speaker 6: the Corker Group. What I did better at the Corker Group,

1112
00:50:52,760 --> 00:50:54,960
Speaker 6: In addition to marketing, which I was very good at,

1113
00:50:55,000 --> 00:50:58,080
Speaker 6: if I could brag about it, what I did is

1114
00:50:58,120 --> 00:51:01,000
Speaker 6: I made sure people had fun. I spent more money

1115
00:51:01,040 --> 00:51:03,879
Speaker 6: on having fun than I spent on advertising. And most

1116
00:51:03,880 --> 00:51:05,799
Speaker 6: people would laugh at us and think it was a

1117
00:51:05,800 --> 00:51:09,320
Speaker 6: pisson A way that's my favorite word today, right, throwing

1118
00:51:09,360 --> 00:51:12,200
Speaker 6: away much. You got to edit that out a little.

1119
00:51:13,040 --> 00:51:18,600
Speaker 6: Being my family happy. But most people don't realize really

1120
00:51:18,680 --> 00:51:21,920
Speaker 6: the importance of having fun. You have people laugh together,

1121
00:51:22,200 --> 00:51:25,680
Speaker 6: you plan crazy things where they dress NUTSI they drink

1122
00:51:25,760 --> 00:51:28,759
Speaker 6: too much, they come up with ideas and they become

1123
00:51:28,800 --> 00:51:31,839
Speaker 6: a creative force. I used to try to really get

1124
00:51:31,960 --> 00:51:35,160
Speaker 6: creative ideas from my people, unsuccessfully until the third year,

1125
00:51:35,160 --> 00:51:38,080
Speaker 6: when I realized one time I gave it this ridiculous

1126
00:51:38,160 --> 00:51:41,640
Speaker 6: party with it. Everybody was drunk, everybody had an idea,

1127
00:51:41,760 --> 00:51:44,160
Speaker 6: and that was a wake up goal. And you know

1128
00:51:44,239 --> 00:51:46,040
Speaker 6: what else I found it out. I found out that

1129
00:51:46,080 --> 00:51:48,400
Speaker 6: the people that were at the party the top salespeople

1130
00:51:48,440 --> 00:51:51,160
Speaker 6: that hate each other's guts because in real estate, whoever

1131
00:51:51,200 --> 00:51:53,880
Speaker 6: your top agents are don't like each other. They became

1132
00:51:54,000 --> 00:51:57,880
Speaker 6: bar buddies, and all of a sudden, I realized, my god,

1133
00:51:58,000 --> 00:52:02,080
Speaker 6: the secret to building camaraderie and a tight team is

1134
00:52:02,120 --> 00:52:04,279
Speaker 6: having a lot of fun. So all I did was

1135
00:52:04,360 --> 00:52:07,040
Speaker 6: borrow from that experience of building the business which would

1136
00:52:07,040 --> 00:52:10,000
Speaker 6: have never been built. I mean, we had the most

1137
00:52:10,080 --> 00:52:13,239
Speaker 6: ridiculous things, come to work in your pajamas, you know,

1138
00:52:13,360 --> 00:52:16,600
Speaker 6: ride and anything I could think of people, you know,

1139
00:52:16,719 --> 00:52:19,200
Speaker 6: dresses nuns for the party. Dress in nineteen foot is

1140
00:52:19,280 --> 00:52:21,960
Speaker 6: cross dress. I mean the thing that I had happening.

1141
00:52:22,320 --> 00:52:25,040
Speaker 6: People said, it's ridiculous, it's ridiguous. They laughed all the

1142
00:52:25,080 --> 00:52:27,520
Speaker 6: way and they laughed all the way home. And I

1143
00:52:27,600 --> 00:52:32,040
Speaker 6: built a giant team of fun loving people. And I

1144
00:52:32,080 --> 00:52:34,360
Speaker 6: do the same thing on Shark Tang. All my entrepreneurs

1145
00:52:34,440 --> 00:52:38,920
Speaker 6: get together and my entrepreneur entrepreneur retreats. Why it's not necessary,

1146
00:52:39,000 --> 00:52:42,719
Speaker 6: it's an expense. They have busy businesses to run, but

1147
00:52:42,800 --> 00:52:45,880
Speaker 6: they cross fertilized, they help each other, they exchange ideas.

1148
00:52:45,880 --> 00:52:48,200
Speaker 6: I've even had a couple of years back, I had

1149
00:52:48,320 --> 00:52:51,400
Speaker 6: my entrepreneurs switch jobs with each other run each other's

1150
00:52:51,440 --> 00:52:55,000
Speaker 6: companies for two days. Boy was that a learning experience.

1151
00:52:55,360 --> 00:52:57,480
Speaker 6: But what I'm really trying to build there is the

1152
00:52:57,520 --> 00:53:00,640
Speaker 6: fun and the camaraderie in a family, because to your

1153
00:53:00,840 --> 00:53:04,360
Speaker 6: direct point, that's so much. It's fifty percent of the

1154
00:53:04,360 --> 00:53:06,920
Speaker 6: success of a business. And when a business isn't successful,

1155
00:53:06,960 --> 00:53:09,560
Speaker 6: they're not having fun. I guarantee you they're having no fun.

1156
00:53:09,920 --> 00:53:14,719
Speaker 6: And most large businesses have mandated programs supposedly fun which

1157
00:53:14,760 --> 00:53:17,040
Speaker 6: is a Christmas party where you bet wear your best

1158
00:53:17,080 --> 00:53:20,200
Speaker 6: suit and your toast. That's not fun. Fun is like

1159
00:53:20,320 --> 00:53:24,160
Speaker 6: bizarre children like fun, And that's key to building a business.

1160
00:53:24,239 --> 00:53:24,800
Speaker 6: It's everything.

1161
00:53:25,560 --> 00:53:28,600
Speaker 4: So getting wealthy is one thing, but then protecting that

1162
00:53:28,640 --> 00:53:31,040
Speaker 4: wealth is another thing. Right, So that's a full time

1163
00:53:31,120 --> 00:53:34,440
Speaker 4: job within itself. And you have to trust the right people.

1164
00:53:34,600 --> 00:53:38,040
Speaker 4: You have to know what CPA to hire and what

1165
00:53:38,120 --> 00:53:41,520
Speaker 4: wealth management firm to hire. So how is that for you?

1166
00:53:41,600 --> 00:53:44,040
Speaker 4: Coming from humble beginnings and then you know, getting wealthy?

1167
00:53:45,160 --> 00:53:47,160
Speaker 4: Did you have any challenges with that? And how were

1168
00:53:47,160 --> 00:53:49,360
Speaker 4: you able to assemble your team of wealth management?

1169
00:53:49,400 --> 00:53:49,600
Speaker 3: Sure?

1170
00:53:49,600 --> 00:53:50,600
Speaker 6: I don't trust anyone.

1171
00:53:51,960 --> 00:53:53,200
Speaker 2: That's easy challenge.

1172
00:53:54,480 --> 00:53:57,439
Speaker 6: It's hard to delegate trust on an area you don't

1173
00:53:57,440 --> 00:53:59,400
Speaker 6: know a lot about. I mean, it's easy for me

1174
00:53:59,440 --> 00:54:02,040
Speaker 6: to delegate trusted any air of a business that I know,

1175
00:54:02,200 --> 00:54:06,759
Speaker 6: But wealth management, making money with money, even how to

1176
00:54:06,760 --> 00:54:08,520
Speaker 6: figure out interest rates, I don't know how to do

1177
00:54:08,560 --> 00:54:12,279
Speaker 6: that stuff. It's very hard. So I always resort to

1178
00:54:12,320 --> 00:54:14,920
Speaker 6: exactly what I resort to everywhere is do I like

1179
00:54:14,960 --> 00:54:18,040
Speaker 6: the person? Do I trust them? Doesn't feel right? Who

1180
00:54:18,120 --> 00:54:20,920
Speaker 6: knows if I'm right? But so far I've really chosen

1181
00:54:20,920 --> 00:54:23,239
Speaker 6: the right people. They have my back, they surround me

1182
00:54:23,239 --> 00:54:26,120
Speaker 6: They've made money for me, and I'm able to delegate,

1183
00:54:26,280 --> 00:54:29,719
Speaker 6: but only because I trust them. I mean, it's hard

1184
00:54:29,719 --> 00:54:31,960
Speaker 6: to trust when you don't know the air of expertise.

1185
00:54:32,080 --> 00:54:35,399
Speaker 6: It's easy when it's your own thing, right, But it's

1186
00:54:35,480 --> 00:54:38,959
Speaker 6: worked out very very well. Now I'm older. I made

1187
00:54:39,000 --> 00:54:41,160
Speaker 6: most of my money investing in real estate. I love

1188
00:54:41,200 --> 00:54:43,320
Speaker 6: to invest in buildings. But my son is in the

1189
00:54:43,360 --> 00:54:46,800
Speaker 6: business as developer, so I shovel my money in his direction.

1190
00:54:46,960 --> 00:54:49,520
Speaker 6: He keeps investing for making more money than I ever made.

1191
00:54:50,000 --> 00:54:53,040
Speaker 6: So he's smarter than I am at that. But I

1192
00:54:53,080 --> 00:54:55,000
Speaker 6: got to believe I'm smarter than him in some ways

1193
00:54:56,880 --> 00:54:59,759
Speaker 6: that Let's not give his dad Billity credit.

1194
00:55:01,239 --> 00:55:03,920
Speaker 2: No, he's not here fifty fifty Yeah, yeah, we'll see.

1195
00:55:04,280 --> 00:55:07,399
Speaker 1: So, I mean, speaking of your son, was that part

1196
00:55:07,400 --> 00:55:10,799
Speaker 1: of a succession plan now as or it was just

1197
00:55:10,920 --> 00:55:13,319
Speaker 1: naturally he was around you enough and said this is

1198
00:55:13,320 --> 00:55:14,120
Speaker 1: something that I want to do.

1199
00:55:14,200 --> 00:55:16,279
Speaker 2: Was also, how did you.

1200
00:55:15,880 --> 00:55:19,080
Speaker 6: Know how that happened? Honestly, when I sold the Corker Group,

1201
00:55:19,160 --> 00:55:21,600
Speaker 6: one of the motives that were very much in my

1202
00:55:21,680 --> 00:55:25,279
Speaker 6: mind to sell the business was Tommy was five and

1203
00:55:25,360 --> 00:55:27,800
Speaker 6: I had never met a man who inherited a business

1204
00:55:27,800 --> 00:55:30,600
Speaker 6: from his mother or father who was happy. I noticed that.

1205
00:55:30,719 --> 00:55:33,120
Speaker 6: I noticed that for twenty five years, nobody was happy.

1206
00:55:33,400 --> 00:55:35,759
Speaker 6: They couldn't take the credit, They couldn't say it was there.

1207
00:55:36,160 --> 00:55:38,600
Speaker 6: They brought the company, many of these people double the

1208
00:55:38,640 --> 00:55:40,959
Speaker 6: size of the company, but they never got the credit.

1209
00:55:41,040 --> 00:55:42,120
Speaker 6: And I said, I'm not going to do that to

1210
00:55:42,160 --> 00:55:44,520
Speaker 6: my son. He's never going to go into real estate business,

1211
00:55:45,440 --> 00:55:48,719
Speaker 6: and I didn't think he would. But one thing he

1212
00:55:48,800 --> 00:55:51,040
Speaker 6: was always good at his playing monopoly. He always beat

1213
00:55:51,080 --> 00:55:53,040
Speaker 6: me at monopoly. He had a mind for that kind

1214
00:55:53,040 --> 00:55:55,480
Speaker 6: of thing, flipping and wheeling and dealing, even as a

1215
00:55:55,520 --> 00:55:58,640
Speaker 6: little kid. And even though he's not my business, he's

1216
00:55:58,640 --> 00:56:01,400
Speaker 6: not brokerage by any means. He is in you know,

1217
00:56:01,440 --> 00:56:04,120
Speaker 6: product development, which is a related feel and he's a

1218
00:56:04,200 --> 00:56:06,040
Speaker 6: natural added So did he get it from his mother

1219
00:56:06,080 --> 00:56:08,760
Speaker 6: and father. My husband was in the real estate business

1220
00:56:08,800 --> 00:56:12,359
Speaker 6: brokerage as well. Perhaps perhaps he was just destined to

1221
00:56:12,400 --> 00:56:14,040
Speaker 6: do that. But at least he has his own thing

1222
00:56:14,080 --> 00:56:15,840
Speaker 6: and he can get his own credit. I think that's

1223
00:56:16,320 --> 00:56:19,480
Speaker 6: the most important, one of the greatest satisfactions that I

1224
00:56:19,480 --> 00:56:22,000
Speaker 6: could always make claim for, and I feel good about

1225
00:56:22,040 --> 00:56:24,360
Speaker 6: it every time, is I did it. God bless a

1226
00:56:24,440 --> 00:56:27,160
Speaker 6: child got his own. You know, I did it, and

1227
00:56:27,320 --> 00:56:30,080
Speaker 6: I think that's so important for anyone building anything. I mean,

1228
00:56:30,120 --> 00:56:33,360
Speaker 6: you can help from friends and stuff, but you did it.

1229
00:56:33,520 --> 00:56:36,520
Speaker 6: Nobody can take it away from you. It's so satisfying.

1230
00:56:36,640 --> 00:56:38,560
Speaker 4: You said something I was a gaeniansightful. You said you

1231
00:56:38,600 --> 00:56:41,000
Speaker 4: never met anybody that inherited a business that was happy.

1232
00:56:41,200 --> 00:56:41,640
Speaker 6: Never did.

1233
00:56:42,080 --> 00:56:43,200
Speaker 3: That's crazy.

1234
00:56:43,320 --> 00:56:45,800
Speaker 6: I never did. Sounds ridiculous. You know what else to

1235
00:56:46,400 --> 00:56:48,960
Speaker 6: I never saw any of my peers sell a business

1236
00:56:49,000 --> 00:56:51,840
Speaker 6: who was ever as happy again in a new business.

1237
00:56:52,360 --> 00:56:55,480
Speaker 6: They never found it again. That first business is your sweetheart.

1238
00:56:55,760 --> 00:56:58,040
Speaker 6: It's like the first girl you date. You know you're

1239
00:56:58,200 --> 00:57:02,400
Speaker 6: crazy about her, and you never forget it. A second

1240
00:57:02,480 --> 00:57:05,759
Speaker 6: business is never quite as good. The one great thing

1241
00:57:05,840 --> 00:57:08,560
Speaker 6: that sures me up is with all my entrepreneurs from

1242
00:57:08,600 --> 00:57:11,640
Speaker 6: Shark Tank, I'm getting to live their first two years

1243
00:57:11,640 --> 00:57:14,879
Speaker 6: of business again, over and over like groundhog Day. And

1244
00:57:14,920 --> 00:57:17,040
Speaker 6: that is the most exciting part of your business. When

1245
00:57:17,040 --> 00:57:18,720
Speaker 6: you're struggling, you don't know if you're going to make it,

1246
00:57:18,880 --> 00:57:21,880
Speaker 6: just starting your dreams a big production is low. It's

1247
00:57:21,880 --> 00:57:24,840
Speaker 6: so exciting. And I get to do that all the time,

1248
00:57:24,960 --> 00:57:28,360
Speaker 6: not only on Patreon with my barbering barbering your pocket?

1249
00:57:28,560 --> 00:57:30,600
Speaker 6: Is it your pocket of my pocket all the time?

1250
00:57:31,040 --> 00:57:33,440
Speaker 6: But I also get to do it with my entrepreneurs.

1251
00:57:33,560 --> 00:57:36,280
Speaker 6: And how blessed am I on that? Really? Well?

1252
00:57:36,320 --> 00:57:39,360
Speaker 3: Were you? You sold your business? So were you ever

1253
00:57:39,520 --> 00:57:41,400
Speaker 3: as happy after you sold your business?

1254
00:57:41,440 --> 00:57:46,400
Speaker 6: I was miserable. I decided to take cooking classes how

1255
00:57:46,480 --> 00:57:48,320
Speaker 6: to make great pasta? Great idea?

1256
00:57:48,440 --> 00:57:48,640
Speaker 3: Right?

1257
00:57:49,120 --> 00:57:52,480
Speaker 6: So I was not happy making pasta. But I needed

1258
00:57:52,480 --> 00:57:54,960
Speaker 6: to reinvent myself and I did, and I'm sure I'll

1259
00:57:54,960 --> 00:57:57,240
Speaker 6: reinvent myself before I die. I hope I have one

1260
00:57:57,280 --> 00:57:58,000
Speaker 6: warm inside me.

1261
00:57:58,240 --> 00:57:59,280
Speaker 2: I'm sure you have plenty more.

1262
00:57:59,360 --> 00:58:00,760
Speaker 1: One of the things you said that you were great

1263
00:58:00,800 --> 00:58:04,160
Speaker 1: at would omit the part that you weren't great, because

1264
00:58:04,240 --> 00:58:05,760
Speaker 1: it's gonna be hard to believe. But the things that

1265
00:58:05,800 --> 00:58:08,320
Speaker 1: you're great at. Number one was the ability to make money.

1266
00:58:08,920 --> 00:58:12,560
Speaker 1: And I wonder at any point was there a monetary

1267
00:58:12,600 --> 00:58:16,000
Speaker 1: goal that you wanted to hit and if so, did

1268
00:58:16,000 --> 00:58:16,880
Speaker 1: we get to that point?

1269
00:58:17,000 --> 00:58:20,280
Speaker 2: Or is it just creating more? Right? Like? Is there

1270
00:58:20,400 --> 00:58:21,200
Speaker 2: is more the goal?

1271
00:58:22,560 --> 00:58:28,120
Speaker 6: I don't think I ever funny question. I think for me,

1272
00:58:28,280 --> 00:58:30,680
Speaker 6: my goal was never to make money. I was shocked

1273
00:58:30,680 --> 00:58:32,960
Speaker 6: when I did make money. I always made the least

1274
00:58:33,000 --> 00:58:35,480
Speaker 6: amount of money out of my whole company. I had

1275
00:58:35,480 --> 00:58:38,120
Speaker 6: eight hundred sales within a thousand people. When I had

1276
00:58:38,120 --> 00:58:41,520
Speaker 6: four hundred people. They were always out making money much

1277
00:58:41,600 --> 00:58:43,439
Speaker 6: more than I was. I was the lass one paid,

1278
00:58:43,480 --> 00:58:44,920
Speaker 6: and that's what happens when you own it bus you

1279
00:58:45,000 --> 00:58:48,200
Speaker 6: the last one paid. But over all the times, I

1280
00:58:48,200 --> 00:58:51,000
Speaker 6: don't think I reached for the god of making money

1281
00:58:51,040 --> 00:58:53,520
Speaker 6: because I never had money and my parents were happy

1282
00:58:53,560 --> 00:58:56,200
Speaker 6: without money. We were happy without money. I think I

1283
00:58:56,360 --> 00:58:58,120
Speaker 6: just wanted to see how far I could go. Like

1284
00:58:58,160 --> 00:59:01,360
Speaker 6: I saw myself almost my whole life, like a little

1285
00:59:01,440 --> 00:59:04,000
Speaker 6: character in a comic strip, and I was watching myself

1286
00:59:04,120 --> 00:59:07,080
Speaker 6: while I was doing my maneuvering and laughing my ass

1287
00:59:07,120 --> 00:59:10,120
Speaker 6: off at myself. It's just, well, they really fall for this.

1288
00:59:12,200 --> 00:59:14,439
Speaker 6: And that's where I got my kicks. And then where

1289
00:59:14,440 --> 00:59:18,040
Speaker 6: I got my satisfaction was developing the talent, taking someone

1290
00:59:18,040 --> 00:59:20,640
Speaker 6: who didn't think they could do something and convincing them

1291
00:59:20,680 --> 00:59:23,080
Speaker 6: they had a special gift, not making it up. I

1292
00:59:23,120 --> 00:59:25,720
Speaker 6: saw the gift. I would say you know what you're

1293
00:59:25,760 --> 00:59:28,400
Speaker 6: good at, you know, and put them in that position

1294
00:59:28,800 --> 00:59:31,840
Speaker 6: and then see them blossom. That's very satisfying because you

1295
00:59:31,880 --> 00:59:33,760
Speaker 6: feel like you almost have a hand in playing God

1296
00:59:33,880 --> 00:59:36,920
Speaker 6: like you made the life better. You're a big piece.

1297
00:59:36,680 --> 00:59:37,200
Speaker 3: Of it now.

1298
00:59:37,760 --> 00:59:41,040
Speaker 6: So that always drove me how big a team and

1299
00:59:41,080 --> 00:59:44,920
Speaker 6: how powerful a team, and how capable a team I

1300
00:59:44,960 --> 00:59:48,440
Speaker 6: could build. And then also I just love people loving me.

1301
00:59:49,080 --> 00:59:52,120
Speaker 6: My agents loved me. They knew I'd do anything for them.

1302
00:59:52,160 --> 00:59:55,080
Speaker 6: I'd kill myself with them and them knowing how much

1303
00:59:55,120 --> 00:59:57,600
Speaker 6: I love them, they love me back. And just get

1304
00:59:57,600 --> 01:00:01,000
Speaker 6: that love and warmth out of a you know, that

1305
01:00:01,200 --> 01:00:04,040
Speaker 6: is special. You don't get that every day. So of

1306
01:00:04,040 --> 01:00:06,800
Speaker 6: course when I sold the Corkery Group, I missed it sorely,

1307
01:00:08,000 --> 01:00:10,480
Speaker 6: you know, very much, so as you could imagine, I didn't.

1308
01:00:10,520 --> 01:00:12,680
Speaker 6: I didn't think about that piece. I should have given

1309
01:00:12,760 --> 01:00:13,280
Speaker 6: us some thought.

1310
01:00:14,200 --> 01:00:17,000
Speaker 3: Well, Barbarick, thank you for your time my pleasure.

1311
01:00:17,120 --> 01:00:18,640
Speaker 6: I had no choice. You were here. I had to

1312
01:00:18,640 --> 01:00:19,040
Speaker 6: show up.

1313
01:00:22,840 --> 01:00:24,400
Speaker 4: Thank you for your time. Anything you would like to

1314
01:00:24,440 --> 01:00:26,120
Speaker 4: tell the audience before before we head.

1315
01:00:25,920 --> 01:00:28,760
Speaker 3: Out, Tell who the audience people listening?

1316
01:00:28,840 --> 01:00:34,040
Speaker 6: Good looking guys foremost smart as a whip, probably can't

1317
01:00:34,200 --> 01:00:37,040
Speaker 6: get it from where you're looking. Good looking guys.

1318
01:00:36,920 --> 01:00:39,840
Speaker 4: And shark Tank is real body all the way. But

1319
01:00:39,960 --> 01:00:42,600
Speaker 4: that's another question. People think that it's just they think

1320
01:00:42,640 --> 01:00:47,680
Speaker 4: it's they think it's just Hollywood. You're investing real money, real.

1321
01:00:47,520 --> 01:00:49,960
Speaker 6: Money, and you lose most of it on most businesses,

1322
01:00:49,960 --> 01:00:52,240
Speaker 6: and then you make it killing on some businesses. Yeah,

1323
01:00:52,640 --> 01:00:55,600
Speaker 6: everything about Shark Tank is real. That's vi'schooled reality TV.

1324
01:00:56,120 --> 01:00:58,600
Speaker 6: What I see walking through that door is exactly what

1325
01:00:58,640 --> 01:01:01,000
Speaker 6: you see at home. The only difference is a pitch

1326
01:01:01,080 --> 01:01:04,400
Speaker 6: takes like forty five to fifty minutes, and at home

1327
01:01:04,480 --> 01:01:06,680
Speaker 6: they edited to about six or seven minutes. I don't

1328
01:01:06,680 --> 01:01:09,080
Speaker 6: know how they do it. That's the only difference. But

1329
01:01:09,120 --> 01:01:12,440
Speaker 6: the money goes out the door. Yep. Sometimes I cry

1330
01:01:12,480 --> 01:01:13,080
Speaker 6: as it goes up.

1331
01:01:16,040 --> 01:01:18,120
Speaker 3: Well, thank you again. We greatly appreciate it.

1332
01:01:18,120 --> 01:01:18,920
Speaker 6: Thank you very much.

1333
01:01:18,920 --> 01:01:20,200
Speaker 2: I appreciate you. Thanks for having us.

1334
01:01:20,200 --> 01:01:25,800
Speaker 6: Bye bye. It's a wrap. It's a hot wrap, definitely.

1335
01:01:26,440 --> 01:01:30,000
Speaker 7: An illegal alien from Guatemala charged with raping a child

1336
01:01:30,080 --> 01:01:33,880
Speaker 7: in Massachusetts. An MS thirteen gang member from Al Salvador

1337
01:01:34,120 --> 01:01:38,280
Speaker 7: accused of murdering a Texas man of Venezuelan charged with

1338
01:01:38,320 --> 01:01:42,240
Speaker 7: filming and selling child pornography in Michigan. These are just

1339
01:01:42,320 --> 01:01:46,080
Speaker 7: some of the heinous migrant criminals caught because of President

1340
01:01:46,120 --> 01:01:49,720
Speaker 7: Donald J. Trump's leadership. I'm Christine Noman the United States

1341
01:01:49,720 --> 01:01:54,520
Speaker 7: Secretary of Homeland Security. Under President Trump, attempted illegal border

1342
01:01:54,560 --> 01:01:58,080
Speaker 7: crossings are at the lowest levels ever recorded, and over

1343
01:01:58,160 --> 01:02:01,360
Speaker 7: one hundred thousand illegal aliens have been arrested. If you

1344
01:02:01,440 --> 01:02:05,320
Speaker 7: are here illegally, your next you will be fine nearly

1345
01:02:05,400 --> 01:02:09,400
Speaker 7: one thousand dollars a day, imprisoned, and deported. You will

1346
01:02:09,440 --> 01:02:13,080
Speaker 7: never return. But if you register using our CBP home

1347
01:02:13,120 --> 01:02:16,520
Speaker 7: app and leave now, you could be allowed to return legally.

1348
01:02:16,880 --> 01:02:21,600
Speaker 7: Do what's right, leave now. Under President Trump, America's laws,

1349
01:02:21,800 --> 01:02:24,240
Speaker 7: border and families will be protected.

1350
01:02:24,320 --> 01:02:26,480
Speaker 2: Sponsored by the United States Department of Homeland Security,