Five Things EP11: Finding your Optimal Path with Bruce Hill
https://brandascentmedia.com/?page_id=1066

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on today's podcast you know think is
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more important than the other piece they
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all work together and if you don't have
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enough with any one thing it's gonna
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affect
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[Music]
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the truth is hello and thanks for
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joining us for a podcast today this
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actually our second podcast today so
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we're excited to shoot got a second
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superstar to talk to as well and uh
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Bruce Hill thanks and thanks for joining
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us and I want to formally apologize to
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Bruce Hill this is the second podcast
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with us so first one it was an absolute
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disaster so hi you guys are in for a
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real treat because apparently I sucked
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last night it's uh we sucked it up good
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that time
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Moustafa I had a doctor's appointment
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run over and some different things like
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that so you got stuck with me with the
00:59
technology and therein lies the problem
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so so thanks for coming back a second
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time and certainly you had a ton of
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great content last time and it was like
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we're just gonna have to do it again
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there was a lot of great stuff so tell
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us a little bit about who you are Bruce
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okay
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so Bruce Hill I have a local real estate
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team here in the kind of the Triangle
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area real estate coach but I'm I'm
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really just a transplant down here to
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the greater Raleigh area from Virginia
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originally grew up when school started
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my my real estate business all all in
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Virginia and moved down here a couple
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years ago okay
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yeah and so far so good obviously not a
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huge difference from Virginia to North
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Carolina I don't think but yeah three
01:46
hours now the markets are completely
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different we were in a little hundred
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thousand person town market still kind
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of sluggish up there I mean it's
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certainly nothing like like it is here
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sure but but but it's close
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the weather's it's still hell's front
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porch up there right now as well I think
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I think we're still in the middle of
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that season here and I mean we're very
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fortunate to live in Raleigh North
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Carolina yes you know get sistent lee
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one of the top cities and any just about
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anything you
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looking at in terms of people moving and
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right people not leaving economy place
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to start a business place to raise a
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family so definitely fortunate there and
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how long you been here in Raleigh now uh
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let's see we moved in 2002 the very
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beginning of 2015
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okay and it was it was like a darted a
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map one of those things where you know
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business was good but it was it was
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burnout mode and my wife and I talked
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and we still we decided that we were
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gonna start looking at a couple of
02:48
places and we said where where are we
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gonna where are we gonna move to and we
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picked four or five cities around the
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country and we drove down to Raleigh we
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hadn't even visited Raleigh ever before
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or any of the other any of the other
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cities and we drove down here in that
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first weekend we went this is this is it
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didn't even check any of the other
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places out literally month month and a
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half later we've we've got our spot wow
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that's awesome
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yeah and so obviously so far so good
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you're loving the area and it's
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interesting to me you've only been here
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since 2015 because it just seems like
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you've been everywhere and and really
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branded yourself and networking and
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really getting out there so that's a to
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me that's a should be a compliment to
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you thank you I would just mentally
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think yeah Bruce been here a decade easy
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yeah but that's not the case just half
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yep half a decade yeah so yeah so how'd
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you end up getting in real estate
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originally what was the driver there oh
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man the driver you know a lot of people
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go into into a field for all the right
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reasons I stayed in it for all the right
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reasons I got in it for all the wrong
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reasons I got in it out of out of
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necessity I just come off of a terrible
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decision to move to another another city
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out of college and I can remember 6-7
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months into that that experience I was
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selling cars
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I was waiting tables I was two three
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months behind on my rent payment in the
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apartment and I woke up late one morning
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after being out partying the night
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before
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to a knock on my door and I went and I
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open to the door and my dad was standing
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there from six hours away unannounced
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and I said what are you doing here and
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he said pack up we're going home now I'm
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an adult at this point right 22 23 years
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old out of college I'm working and I go
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outside and I look and he didn't bring a
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moving truck he brought a cattle truck
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and all my friends all of my friends
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that I'd made in this apartment complex
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they all watch me through their windows
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as I load couch bed dishes all into this
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cattle truck and it was the most
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humiliating moment of my life oh man
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this is good stuff but I needed to go it
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was it was clearly a clearly the
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ultimate failure so you just in party
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mode basically yeah yeah definitely
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so I'd gone to a pretty conservative
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college and you know a lot of a lot of
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kids get get some of that out of their
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system I had not in college so that was
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the next eight months while I was living
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living alone after school and you know
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William Wallace yelling freedom as
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you're tearing out of the club yet
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exactly yeah okay yeah so we we we ended
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up going home and I worked for a builder
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for a while and I promise man I smashed
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my thumb more more than anyone else that
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had ever worked for this guy and he was
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a reputable builder back home where I'd
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grown up and and he he just had
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conversations with me are you sure
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you're cut out for this we were friends
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so he didn't want to didn't want to fire
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me sure and finally one day I said
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instead of building these houses maybe
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maybe I could just sell these houses and
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I went in the rest is history so it was
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not I didn't do it for all the right
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reasons
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I did it out of necessity because I
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could clearly not swing a hammer you
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know I think it's awesome though
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for people that are hearing this that
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maybe aren't in their strengths own
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right now
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you're not really sure what you want to
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do or where you're going actually had a
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conversation with someone the other day
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that was real frustrated they just felt
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like they weren't getting there quick
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enough in real quick and I want to
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hijack the story but yeah you know
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growing up you know I went right into
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the military at 17 after I got out of
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the military I did property management
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which was horrible I did I wash cars and
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detailing and which I actually kind of
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enjoyed that but I I worked for
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Lillington Ford for $10 an hour in
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Lillington at the intersection of 401
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and whatever that was down there
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but you know I worked at Wood Lake
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Country Club right outside of Southern
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Pines Pinehurst for a while you know I
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just bounced around and I was really
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trying to find what I wanted to do and
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you know what I think when you're going
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through that process cuz I was miserable
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a lot and when I say miserable I was
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frustrated a lot I've always been pretty
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happy and I'm sure you're the same way
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but but I just I was frustrated because
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I knew I could do something I knew I had
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something inside of me that I could do
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at a high level yeah I just didn't know
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how to get the opportunity I didn't know
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what it was I knew it was there and so
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if you're going through that right now
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patience you know and you you do this
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and you learn like him really bad at
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that right but I was pretty good at this
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you do this other opportunity and and
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you're really good at this but man you
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suck at spreadsheets right you know so
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you know when you're going through that
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process you hopefully learning about
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yourself your strengths your weaknesses
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and really what you're excited about
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exactly and so I just want to jump in
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that because I think a lot of people I
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guess I had a fresh conversation which
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kind of makes me bring it up is that if
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you're going through that process stay
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patient keep work and change it up yeah
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different things and we're going to
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circle back around on that because of
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we've both got changes going on as well
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but yeah anyway back back in the year so
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you found you started selling house
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we enjoyed it you kind of find your
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rhythm and it's okay for those that to
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your point to the people that that maybe
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aren't doing exactly what their their
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their genius is right now we're in if
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you haven't found that genius or you
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haven't found that strength it's okay to
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keep trying it's okay to dream and to
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test other things out and you know even
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starting out in real estate if it wasn't
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like I just walked in and I went oh man
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this is this is it right I got all the
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clients that I want I have all these
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different things I was I was feeling my
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way through that through the dark I
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remember two years in you know it was
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almost time to I was almost time to pack
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it up my wife I'm sure she wanted me to
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pack it up and and I went and got
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another another job so real estate two
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years in went from full-time to
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part-time for about three weeks and I
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went to this this company that I'm not
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even gonna I'm not even gonna say who
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they were what they did but it was not
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in my strength zone and I was there and
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I would literally take probably 30 to 40
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bathroom breaks over the course of the
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morning and I'd go down I'd walk into
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this into the hallway where there's this
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little hallway down where the bathrooms
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were and I'd stop in the hallway and I'd
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look around and if nobody was looking I
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just leaned my head against the wall I'm
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just slowly Wow hit my head into the
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wall it was terrible and everyone there
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was so happy they they they were loving
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it it was it was a nice relaxed work
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environment but he there was no there
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was no challenge to it was this a
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security company might as well do it
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again no I'm just kidding there was not
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it was not challenging you know you've
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had a lot of people that were happy and
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they were in their genius and there's
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nothing wrong with that right
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there the company was great thriving
10:40
today it was not putting me and in my
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genius mode mm-hm and I drove drove to
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work one day and about three minutes
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before I was getting to work my phone
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rang
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the phone up on the way on the way in
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and it was somebody that was sitting in
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front of one of my listings and they
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said hey we're in front of one of your
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listings and I said do you want to see
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that right now and they said yeah can
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you do it and I'm looking at my building
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coming up here as I'm passing and I was
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like yeah I can do it so I just trucked
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right past I didn't even tell my wife's
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were like two weeks and don't do what I
11:19
did well there's a boss out there right
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now like yeah I remember that yeah yeah
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go ahead no showed me that pay so the
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thing is is people with with what look
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like it looks like a really good story
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mm-hmm a lot of them a lot of times the
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the successful people in this world
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they've gone through their fair share of
11:43
pain aggravation of the battle they've
11:48
messed up they've done things wrong
11:50
they've some have been honorable doing
11:52
it some people know showed their boss
11:54
one day when they were driving driving
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to work but the truth of it is is
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without this story you don't really
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build who you are mm-hmm you know in you
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don't have this conversation yesterday
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to with someone it's it's you know what
12:08
we all do things that we look back and
12:10
and you know I was wrong yeah and I
12:13
could have done better and all you can
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do is kind of own it and move on
12:18
apologize if you need to you know life's
12:20
too important to go around with with
12:23
friction with other people the best you
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can but that's all you can do is just
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learn from it move on
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yeah so you got though you made the sale
12:32
I'm guessing on this I made the sale all
12:34
right put the money in the bank and and
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you know that I keep saying the rest is
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history it's all it's all history that
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that kind of bought me six more months
12:45
to figure out how to do what what I
12:48
needed to do and I still didn't figure
12:50
it out then but each each little success
12:53
you you learn what you did right to get
12:56
that success you learn what you did
12:58
wrong and you gradually tighten those
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gaps up while you're really building and
13:03
developing your
13:04
your chops and in that business that
13:07
you've picked right and yeah you know
13:08
another principle out of that to be
13:10
honest is that you were probably much
13:13
more motivated this time around and much
13:16
more serious because you didn't want to
13:18
go back to the pain of that drudgery of
13:20
a true job where you're out of your
13:22
strength so yeah don't enjoy that stuff
13:25
and that's very motivating and one of
13:30
the jobs I forgot to mention I worked
13:31
inside sales for house of reffered at a
13:34
turkey plan yeah turkey plant for twenty
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four thousand dollars a year and that
13:40
was like a pretty good job and
13:41
Fayetteville for you know yeah because
13:43
everybody's prior military in
13:45
Fayetteville so that doesn't mean
13:46
anything but man I despise that job
13:49
everybody in the office smoked which
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anybody those mean I absolutely despise
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cigarette smoke I grew up with it around
13:57
me yeah
13:57
I've always got Cologne and stuff so
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like scent is a big deal to me and I
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would leave there smelling like a pack
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of ashtray or you know a bunch of
14:05
ashtrays but then there was the smell of
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death on the way to the plant yeah we
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can smell the turkey yeah turkey deaths
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but anyway that job motivated me that
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was my last job before the security
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industry and I left that and went
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straight Commission and I was just so
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motivated because I was so frustrated
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and the moral of the story is I think we
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both had pain yeah and frustration and
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that just fuels the fire
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if you channel it correctly to drive you
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forward so again embrace that I really
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feel for the people that don't that just
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kind of accept I I don't even want to
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say that you that you shouldn't accept
14:46
that there's pain along the way you you
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should but there are a lot of people
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that just go I guess this is this is my
14:51
life sure this pain is my life if I'm
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going to put up with this for the next
14:56
33 years until retirement now if you
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don't if you don't have a better option
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maybe maybe you stick that out while
15:06
you're while you're finding you're a
15:08
better option but a lot of people
15:09
they're not looking for that for that
15:11
option they're they're just accepting
15:13
the life that they think that they're
15:16
gonna have to live for the rest of the
15:18
rest of their their days sure yeah and
15:20
that's sad to me you know there's
15:23
there's opportunity 24 hours a day the
15:25
Internet has created unlimited amount of
15:28
opportunity I just I think it's sad when
15:31
anybody settles but what do you do I
15:33
mean that the pain always drove me
15:35
forward yeah and made me want better and
15:39
I think you're right I think a lot of
15:40
people just settle in and oh this is as
15:42
good as it gets and that's that's it's a
15:44
shame I don't know the answer there
15:46
other than getting around some people
15:48
that are not settling like anything yeah
15:52
you know I'm overweight right now I'm
15:54
probably not working out as consistent
15:56
as I should be I'm probably eating out
15:58
too much I get a around a bunch of in
16:01
shape you know rock-hard ABS friends and
16:03
this man I'm the portly guy it's you
16:07
know that it's a fact I'm gonna start
16:09
feeling uncomfortable yeah because of
16:11
the people I'm around and there's
16:13
unequivocally I will feel pressure yeah
16:17
to stop being the fat guy at the lake
16:19
you know and not that I'm a tremendously
16:22
large or anything but you know when
16:24
you're around people with a high
16:25
standard of anything yeah it's gonna
16:28
help you raise your standard and I just
16:29
think that's really important yeah yeah
16:32
I mean I was just listening to someone a
16:34
couple of days ago that I would like to
16:38
I'd love to get give credit where credit
16:40
is due I just can't remember who I was
16:41
listening to but the point of this talk
16:44
I was listening to was get comfortable
16:46
with with a discomfort right and the
16:51
idea was you need to get comfortable
16:54
putting yourself in in situations that
16:57
make you uncomfortable
16:59
because the more you're uncomfortable
17:01
the more you're gonna want to change or
17:03
let's say you're working with someone
17:06
who you would like to help elevate their
17:10
their world their game their life you
17:13
you as that person that's that that's
17:15
being pulled up by someone else are
17:17
helping pull someone else to the next
17:19
level you need to be okay helping that
17:22
person be uncomfortable as well and you
17:25
need to be okay with that you need to be
17:26
comfortable with with that lack of calm
17:30
so that's where the growth happens full
17:32
disclosure we just edited out the
17:34
podcast because Bruce told an amazing
17:36
story as we were discussing some
17:40
failures and things like that so what I
17:44
do is encourage you when you meet Bruce
17:46
ask him to share that story with you
17:48
personally and you're guaranteed to get
17:51
a good laugh thank you really hilarious
17:53
but you know some successes obviously
17:56
you've got a very successful the Bruce
18:00
Hill group correct yeah real estate
18:02
company you've got the your DNA company
18:07
right if you want to talk about that
18:09
just a little bit absolutely so the the
18:12
newest launch what what a lot of times
18:15
you find when you've hit certain levels
18:16
of success in whatever business you're
18:19
in you you get used to being helped
18:23
along the way and different people
18:25
offering a platform for you to step up
18:28
on to so that you can go to a higher
18:30
level with the next step and the next
18:32
step in all those steps are built by
18:34
someone else that went before you and
18:37
teaches you how to how to grow and a
18:42
couple of years ago I was introduced
18:44
into the the coaching world for
18:48
specifically real estate agent tonight I
18:50
went through a season where I was
18:52
coaching a lot of real estate agents one
18:54
on one but I really wasn't good you know
18:56
I was a good doer I was learning and
19:01
going through the same learning curve
19:03
that we just talked about on the real
19:05
estate side and the career side was
19:07
going through that with the coaching
19:08
business as well but it really that
19:11
couple of years taught me so many things
19:14
about how to make other people better so
19:18
just recently the most recent launch is
19:21
a company that that we've named the
19:24
agent DNA and it's just we essentially
19:28
coach professionals with a event toward
19:32
the real estate industry but
19:34
professionals on how they can develop
19:37
the DNA of success so the the DNA for
19:42
their business growth in six
19:44
because there are some principles that
19:46
apply really cross industries but
19:48
specifically I mean my world's always
19:50
been real estate there are these
19:54
principles that that if you get those
19:56
right you're going to succeed and
19:59
they're they're business principles with
20:02
I'm sure that we could boil it down to
20:04
life and different things like that
20:06
I mean there's there's some habits that
20:08
you put into place and in all aspects of
20:10
your life but these things if you put
20:12
them in to any business it's gonna it's
20:16
gonna it's gonna grow well it's a lot of
20:18
thing I find it's a lot of times it's
20:20
like baking a cake you know you got to
20:22
have sugar you got to have flour you got
20:25
to have that you know all the
20:26
ingredients and if you if you don't have
20:28
all the ingredients right right the it
20:31
doesn't rise or it doesn't taste good or
20:34
you know not the right texture but you
20:38
know so it's it's you know figuring
20:40
things out is really like baking you
20:42
just gotta keep trying again and again
20:45
adjust the measurements yeah bit more of
20:47
this a little bit less of that yeah and
20:49
probably pretty similar but part of what
20:53
what's really interesting about today's
20:55
podcast is and I think over time you
20:59
when I said circling back part of what
21:02
we you and I both figured out at young
21:04
ages was as we were working hard trying
21:06
to find our sweet spot mm-hmm we found
21:09
our sweet spot and we did that for a
21:12
long time yeah and now we're even more
21:15
self aware that you know for you with
21:18
real estate for me with security company
21:21
you know we're even drilling down even
21:24
on that that wow this is yeah I'm really
21:27
happy with this scenario however this
21:29
20% right here this is what I really
21:32
love yeah and yours is coaching and
21:35
mentoring and you know obviously got a
21:37
good team for me it was branding
21:40
marketing you know just speaking for
21:43
personal experience and you can jump in
21:44
after this but it was you know I believe
21:47
strongly in the security industry you
21:49
know when I see you know bad news I'll
21:53
just leave it general and vague but you
21:54
know you see something horrific that
21:56
happened
21:56
right from someone breaking into a house
21:58
and it's like you know I just know how
22:00
easily and cost-effectively we could
22:03
have protected that home in that family
22:05
or that business or whatever bad
22:07
happened and it's it's a little
22:09
frustrating sometimes so it's it's
22:11
something my industry I believe in it
22:13
strongly but I don't love the security
22:16
industry even though I believe in it
22:19
strongly I don't love service calls yeah
22:21
I've done installations I don't love
22:23
installing there are things in my
22:27
business that I do love and it's
22:29
entrepreneurship it's the variety of the
22:32
the chaos that the controlled chaos that
22:35
is self-employment you know right but I
22:38
really love the marketing and branding
22:39
so starting brand ascent media the new
22:41
company is really doubling down on my
22:44
strengths and you're basically doing the
22:47
same thing so it's it's kind of
22:48
interesting so absolutely you know yeah
22:50
well you you you talk about you know I I
22:54
always loved the client interaction so
22:59
how to you know how to grow an audience
23:01
how do have a appropriately message the
23:04
value that you can bring you get a lot
23:06
of people who they they have a lot of
23:09
the correct ingredients into their
23:11
business but then they open their mouth
23:13
and people go not gonna use that person
23:15
well yeah well they got their ovens set
23:17
at like 200 degrees right right yeah you
23:20
know that it's it's amazing you know I
23:24
thought I loved real estate which I do
23:26
mm-hmm I thought I loved real estate and
23:29
then I help somebody else succeed and I
23:30
went oh that feels good that feels right
23:33
yeah
23:33
that feels good let me Michael yeah in a
23:36
different level and so the once you kind
23:39
of hit that certain place where what you
23:41
do becomes what I like to call I just
23:47
totally messed up by spits based on it
23:50
you can cut that out okay so once you
23:52
hit that space where you you fall into
23:55
your creative genius and you you know
23:59
what you know and you know exactly how
24:01
to do it it's second nature to you some
24:05
of those things start to become
24:09
you you don't really have to think about
24:11
those and you realize that you can have
24:14
a much bigger impact on the world that
24:17
you live in by helping other people do
24:20
what you now know how to do and and so
24:24
that's that's really why I've gotten
24:25
into the coaching world these days
24:28
that's awesome and so that kind of leads
24:31
us right into our five things topic so
24:35
number one what he got for spruce
24:36
alright so the first thing is what what
24:39
we need to understand is that there's a
24:40
that DNA of a business and every
24:45
business has a DNA and if you're not
24:47
getting the business that you want
24:49
you're not getting the clients you want
24:51
you're not getting as many as you want
24:53
it's hard and difficult for you it's
24:55
probably because you don't have the
24:57
right components and of your DNA in real
25:01
life if you were to come in behind me
25:03
and take this water bottle you you could
25:07
take some of my DNA off of this and you
25:09
you not being a scientist at least I
25:11
don't think you are definitely not
25:13
you didn't mention earlier so you're not
25:15
being a scientist could put my DNA under
25:17
a microscope and you'd be like I I'm not
25:20
sure if I'm looking at it backdoor
25:22
pterodactyl or a person so what happens
25:26
on the real estate side on the security
25:29
side on car sales side whatever whatever
25:32
you're doing if people aren't using you
25:35
if you aren't the viewed as the
25:37
professional and maybe they're they're
25:38
going to your competitor it's probably
25:41
because they don't recognize your DNA
25:43
they're coming along and they're picking
25:45
up that that sample of DNA and they're
25:47
looking at it and they go ah you know
25:49
that might be a dad that might be a dog
25:52
parent might be a mom it might be a
25:54
former teacher I mean I'm just ranting
25:57
you could randomly roll a lot of things
25:59
off and you're trying to identify as
26:03
something else from your audience so in
26:06
the real world every DNA strand has five
26:09
parts every single DNA strand out there
26:12
and the duplication of those five parts
26:14
forms the whole picture
26:16
so once you've duplicated that DNA over
26:18
and over and over and over and over
26:20
again
26:21
in real life I look at Brian Smith and
26:23
you look at Bruce Hill mm-hmm but just
26:26
looking at that little clue that you've
26:28
picked up you might not be able to tell
26:30
exactly what it is and then for some
26:33
people they're duplicating the wrong
26:35
clues so they put the clue down and then
26:38
they duplicated it a couple thousand
26:39
times and someone looks at it and goes I
26:41
don't think I'm gonna use them for
26:43
whatever they're doing
26:44
so I basically kind of reverse
26:47
engineered that on the business side of
26:50
things and I said okay so if every
26:52
person has DNA and if every DNA strand
26:55
is five parts what what are the what's a
26:58
business DNA and what's a business DNA
27:00
that once it's duplicated is going to
27:03
show the whole picture and make you a
27:05
valuable asset to other people in their
27:07
lives right okay so that's really what I
27:10
coach on and the first you know we we
27:13
talked about it you gave me the great an
27:15
acronym last time but yeah mamby-pamby
27:18
yeah so the very first aspect of the DNA
27:22
is you have to have a motivational
27:25
component to your business all right so
27:28
motivation I can't remember who said it
27:31
that someone said motivation is crap all
27:34
right because truthfully we only have so
27:36
much motivation in our world so you have
27:38
to build in motivating factors into your
27:42
life and by building those in what
27:45
you're really doing is you're building
27:46
your habits so habits remove your
27:49
motivation it's just what you do you
27:50
build the right habits in and people are
27:53
gonna look at you and say oh what a
27:54
motivated person you go hey you know
27:56
what this is it's just what I do the
27:58
second thing that you need to built into
28:01
that motivation is kind of these some
28:05
people might call it a why so heling
28:08
motivator I'm compelled to do this
28:10
because I told myself that I was going
28:13
to take a trip in 12 months and if I
28:16
don't succeed in business I'm not taking
28:18
that trip okay so your motivation
28:21
becomes very important when you when
28:24
you're when you're growing a business
28:27
second thing is your audience you can
28:29
have all the motivation in the world
28:31
nobody's listening to you
28:33
your business isn't gonna go anywhere
28:35
mm-hmm that's really where you marketing
28:38
and branding come in yeah your marketing
28:39
and branding if you want to sell your
28:41
product or service you need somebody's
28:42
attention yeah and so how do you get
28:44
that yeah but your marketing branding
28:46
builds the audience right yeah that's
28:49
the thing with these is nothing is more
28:53
important than the other piece they all
28:56
work together and if you don't have
28:58
enough of any one thing it's gonna
29:00
affect the whole if you if you have
29:03
audience but you're you're uh you're not
29:05
telling the right message you're
29:07
actually doing damage because they think
29:09
they already know right your deal so
29:11
right you missed your you know M&M; you
29:14
only get one shot right yeah oh you miss
29:16
your shot basically opportunity success
29:19
is when opportunity meets preparedness
29:21
so if you have the opportunity but you
29:23
weren't prepared you missed out right so
29:27
you've got your your audience you need
29:29
to have a strong and thriving audience
29:31
so now we've covered kind of your
29:33
motivation you got to have those
29:34
motivational components to your to your
29:36
business you have to have a strong not
29:39
just a strong but a growing audience you
29:42
need need to have more people if you
29:43
haven't added a single person to your
29:45
list or your audience and in a year your
29:48
your business is going to start to
29:50
suffer a little bit but you can't do
29:52
that at the peril of the people that
29:54
you've built so you can't go out and be
29:56
like hey I'm gonna meet 100 new people
29:58
this week or I'm gonna add hundred
30:00
thousand people to a Facebook list this
30:01
week it and not continue to follow up
30:06
and deepen that relationship with with
30:07
the mirror you already know yeah I'm
30:09
sure the existing depth and the
30:11
relationships exactly yep so kind of
30:15
kind of moving on to the nation oh yeah
30:17
you got to have the right messaging I
30:21
can't tell you and I touched on it
30:23
earlier as you get someone has
30:25
everything right and they look good and
30:26
then they open their mouth and they say
30:29
the wrong things like you don't want to
30:31
buy this do you right yeah of course not
30:34
no I did a minute ago until you said it
30:37
like that or why are you ignoring you
30:39
can turn people off in a lot of ways
30:42
you have to develop the proper messaging
30:45
like to tell people very frequently that
30:48
you know they go I don't want to be too
30:51
scripted there are a lot of things that
30:55
used to be a script for me mm-hmm
30:57
and I practiced them sometimes I looked
31:00
in the mirror and I'd practice saying
31:01
something yeah I'd go back and I'd
31:03
listen to one of my calls or I'd watch
31:05
one of my videos and I'd go man it's
31:09
rough I'll probably do it with this go I
31:11
kind of fixed that next time you're
31:13
getting better yeah but you practice and
31:15
you you you critique yourself and you
31:18
make some adjustments and what used to
31:20
be a script for you become second nature
31:23
and it's not scripted it's a part of who
31:25
you are right and you can take it like
31:27
this too another way of saying the same
31:30
thing and I love saying this is that you
31:32
know Chris Rock tells a joke mm-hmm and
31:34
it's hilarious I tell the same joke it's
31:37
just not even funny
31:38
right so you it's not just what's said
31:41
it's how it's said it's how it's
31:43
communicated and the delivery of the
31:47
message and that's what you're talking
31:48
about is that you know comedians are
31:50
always working on delivery and it's
31:52
timing it's body language it's
31:54
mannerisms at your eyes you know I could
31:57
say you're an idiot or I could say
32:00
you're an idiot yeah it's two totally
32:03
different meanings yeah and so you know
32:05
to your point I mean it's it's super
32:07
important mm-hmm so I remember sitting
32:09
in a in a listing appointment one day
32:12
years ago and I had a business partner
32:14
in Virginia that started out as my my
32:17
broker and my mentor plugged in and I
32:20
basically would go on these appointments
32:21
with him and he would sit down with a
32:24
seller and he'd say something and I yeah
32:27
there's too many examples to just pick
32:30
one and that go well where do we sign
32:33
and and then one day he told me to say
32:36
the same thing because he got a hundred
32:38
percent result he'd say this they'd say
32:41
where do we sign and he said say this
32:43
and I went into my first appointment and
32:44
I said that and the person said what's
32:46
your problem that's
32:49
oh you you you you work on that you
32:53
practice and you get your messaging
32:55
right and I'm not talking about just
32:57
face-to-face messaging you got to get
32:59
you got to get your message out where
33:01
people understand what you do and how
33:05
you can help them and they're motivated
33:07
they're compelled or drawn to work with
33:09
you instead of you having to constantly
33:11
be on pitch mode just flows yep yeah
33:14
that's good stuff and then we're on
33:16
number four right yeah number four is
33:18
your your mapping okay oh we're in mm
33:21
we're on mm so it's em eh mm okay B all
33:25
right yeah your mapping you've got to
33:28
have a good business plan a lot of
33:30
people you know you set these goals for
33:32
yourself and I'm sure you've set goals
33:34
for your security business and the
33:36
temptation is to look at that goal and
33:38
go I don't think I I don't even know how
33:42
I could get there I'm not going to do
33:43
anything at all because it's too big mmm
33:46
the real-estate world people go okay you
33:48
know what to make a living for my family
33:50
I need to help 24 people a year and when
33:55
you're starting out you go I don't think
33:57
I could ever do that and then when
33:59
you're experienced you know that second
34:02
nature and then you go well maybe I need
34:03
to help a hundred people a year and you
34:05
go oh I don't think I could do that so
34:07
your map takes the ultimate goal and it
34:11
breaks it down into what you're gonna do
34:12
on a daily hourly weekly basis and it's
34:16
not that bad right that a lot of people
34:18
psyche themselves out looking at that
34:20
big number when they realized that if
34:22
they just get up and they do a little
34:24
bit every day and they know what that
34:27
little bits gonna do and how it adds in
34:29
contributes to the whole they'll be fine
34:32
they're probably cutting themselves
34:34
short by not by not doing that so
34:36
basically talking about business
34:38
strategy and having a the what's the
34:41
word I'm looking for the business plan
34:44
the business plan yeah you know you can
34:47
have all these things going great for
34:49
you but if you're planning on driving to
34:50
Paris mm-hmm you know it ain't gonna
34:52
work
34:53
yeah leaving from Raleigh North Carolina
34:54
so you got to have a good solid plan
34:57
yeah you know so that's basically the MM
35:01
mm-hmm so we're wrapping up with the be
35:03
here well yeah we'll wrap up with the B
35:04
but you just you just hit me I remember
35:07
seeing Tony Robbins say one time that a
35:09
lot of people a lot of people some
35:12
sunsets no okay I'm sorry
35:15
here's good I'm doing a Gary Vaynerchuk
35:16
Joe Clark I couldn't wait so a lot of
35:21
people they overestimate what can be
35:24
done in a year they underestimate what
35:26
can be done in three to five years right
35:29
dramatically right so you you create
35:32
this huge five-year goal and you go I
35:34
want to get there in six months it's not
35:35
gonna happen
35:36
you're gonna miss a lot of the steps
35:38
you're gonna miss the overnight stay
35:40
you're gonna miss changing your tire and
35:41
change it and changing the oil and
35:43
getting gas and you're gonna be stranded
35:45
because you're trying to get there too
35:47
fast but if you have that right plan
35:49
with brakes set up through the through
35:51
the process you're gonna get where you
35:53
go and three years later you're gonna
35:55
say I can't believe I can't believe I'm
35:58
here that didn't take long
35:59
right yeah I thought you're gonna say
36:00
running running east looking for a
36:02
sunset no that's that's something he
36:04
says a lot of as well cuz know you'll
36:06
never see the sunset yeah you look in
36:08
the wrong way it's a good way yeah
36:09
that's a good one for sure yeah but
36:11
wrapping up would be yeah that'd be so
36:13
we've got ma MMB the the B is is your
36:19
world it's your brand marketing all
36:22
right so if you I like to tell people if
36:24
they actually go and if you don't kind
36:27
of have this image in your mind right
36:28
now you might want to go Google what a
36:30
DNA strand looks like and it's it's kind
36:33
of that helical helix yeah and you've
36:37
got in real DNA you have four components
36:40
that are made up and then you have these
36:42
proteins that are kind of your rails
36:44
that hold everything together and so for
36:46
me that's the fifth part I like to put
36:48
them together because they're the rails
36:49
that keep everything else together and
36:52
it's your brand marketing a lot of
36:55
people separate those but everything
36:58
that you market should have your brand
37:00
in it you should be driving home a brand
37:02
where people if they think of real
37:04
estate they think of you if they think
37:06
of security they think of you if they
37:07
think of whatever that brand is that
37:09
you're building you're the first person
37:11
that comes to
37:12
and when you can put all five of those
37:16
components together and really the brand
37:18
marketing is the rails that that hold it
37:20
all all together it's the last piece
37:22
you're gonna have a very successful
37:25
business definitely yeah
37:28
you're making me happy talking about
37:29
brand and marketing yeah but you know
37:32
circling back around on when you when
37:34
you do all these things together you you
37:36
mentioned something earlier prior to the
37:38
podcast the when you do these things
37:40
over and over again you develop
37:42
something yeah yeah so basically you you
37:45
develop what I like to call the
37:46
unconscious competence I like that and
37:49
it's that's that's the expression I was
37:51
looking for earlier and kind of messed
37:53
up on it but unconscious competence
37:56
where you know what you're doing you
37:58
duplicated it so many times that you
38:00
don't even have to think about being
38:02
perfect in that world right and it's
38:06
just reflex that comes with time that
38:07
comes with the duplication of your DNA
38:10
and that's why you know football NFL
38:14
football right now this time of year
38:15
they're practicing they're practicing
38:17
you know they're practicing blocking and
38:19
tackling and doing all the basics
38:21
they're developing they're unconscious
38:23
confidence yep towards just second
38:25
nature yeah
38:26
and the last thing I want to kind of
38:28
point out that I think some people have
38:31
trouble with as you're like I'm just not
38:33
motivated and I just want to touch on
38:35
that is that you know a lot of times you
38:38
don't feel motivated early on what you
38:41
have to be as disciplined and you have
38:43
to start doing some things that you know
38:45
you should be doing and what I've found
38:47
for me is when I'm not feeling motivated
38:50
or this and that I'll start making
38:52
myself do some things yeah and then I'll
38:55
start feeling motivated so usually
38:57
you're doing the action then you get the
38:59
feeling yes usually it's not the feeling
39:01
than the action so that's just something
39:04
that I think has helped me a lot over
39:06
the years and then if I'm not feeling
39:08
motivated and I'm having trouble with
39:10
discipline personally what I do is I'll
39:14
throw on some Gary Vaynerchuk Sam
39:16
Anthony Robbins
39:17
you know Tom Brady Tom versus time on
39:19
this book you know I want to surround
39:21
Conor McGregor I want to surround myself
39:23
with people achieving things some Elon
39:26
Musk's some Dana White just all these
39:29
guys that have accomplished some great
39:30
things been through adversity and you
39:32
again it to me it comes back to
39:34
Association yeah you know you might not
39:36
be in a position right now to associate
39:39
with the Bruce Hill or some people who
39:41
that are doing some great things but you
39:43
can sure download a podcast absolutely
39:46
and listen to it you can sure you know
39:49
listen to a conversation between a Conor
39:51
McGregor and a Dana White and pick up
39:53
all these little things that both of
39:55
those guys are doing right mhm guarantee
39:57
if you go into google and you type in
39:59
motivation and you just leave it there
40:02
and you hit space one of the next things
40:04
that it's gonna pop up is the word hack
40:06
or hacks so motivation hacks um you
40:10
don't have to hack anything that is
40:12
always easy all the time you have to
40:15
hack something that takes work to get
40:17
there and and you can truly hack your
40:21
motivation and the best way to do it is
40:23
to put yourself in the in the in the
40:26
flow of what you know you need to be
40:27
doing and if you're there long enough
40:30
and consistent enough and it becomes a
40:33
habit that motivation hack kicks in and
40:36
it starts to be easy you might have to
40:38
do it every day right you know it might
40:40
take you 30 minutes of grunt work every
40:43
day to hit that zone but you can do that
40:46
that's awesome yeah well Bruce this has
40:48
been a great podcast and I appreciate
40:50
your time today for the second time and
40:53
other that this has hopefully been great
40:55
content I've learned a lot today I was
40:57
Bruce is very cerebral I always enjoy
41:00
the conversation so I'm glad we got to
41:02
share this conversation with you guys
41:03
today and thank you so much for joining
41:05
us and thank you again Bruce thanks guys
41:08
hope this added value to you have a
41:09
great day
41:10
[Applause]
41:11
[Music]
41:16
hello this Brian Smitha thank you for
41:19
watching please subscribe for more
41:20
valuable content
41:23
you